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Sales School

January 11, 2023 – March 15, 2023 | Virtual | Applications due January 5, 2023

Wednesdays from 11:00 am – 12:30 pm ET

Designed for Individual Contributors, Open to Analyst and Associate Members


To be a top-performing salesperson in today’s economy, you need to master fundamental skills you need to master. You know the ins and outs of your company’s product; but what about the details beyond that – the capabilities that truly make you an expert in the sales process? 

This intensive, 10-week school teaches students all elements of running an effective sales cycle from prospecting to close. You’ll learn from the world’s best go-to-market leaders in live sessions followed by weekly cohorts with your peers. Cohort sessions include role-plays, exercises, and discussions about success stories and lost deals.

2023 Dean

Stephanie Valenti has 15+ years of experience building and leading B2B sales organizations and operational departments from 50 to 500+ team members across the U.S., Australia, and Europe holding roles such as SVP of Global Sales, Chief Operating Officer and Chief Revenue Officer.

Today, Stephanie leads sales, marketing, and all client services and delivery departments at SmartBug Media as the CRO. Her focus is on creating unity between revenue teams, fluency in the customer journey, and credibility with partners.



This 10-week school will cover the process of capturing and keeping a prospect’s attention, asking great discovery questions, negotiation, the art of the close, and more to help students become more intentional and effective sellers.

Who Should Enroll?

This school is designed for Individual Contributors looking to advance their career in Sales and Sales Development.


By the end of this course, you will be equipped with the knowledge and skills to:

  • Increase meetings booked and show-rate
  • Conduct better discovery to uncover pain faster while keeping control of the conversation
  • Control the sales process and engage with decision-makers
  • Increase deal velocity and win-rate
Why Enroll

The evolution of sales and customer expectations never stops. Building a strong foundation helps you adjust quickly as the selling environment shifts. This course will help students build that foundation and teach all elements of running an effective sales cycle from prospecting to close.


Session #1
The Qualities of Great Sellers

January 11, 2023

By the end of this class, you will be able to:

  • Act as the CEO of your territory, one who  knows the numbers of the business
  • Be authentic throughout the sales process
  • Listen more than you speak and be a voracious learner
  • Utilize virtual selling
  • Build a process around how you operate daily
Session #2
Social Selling and Brand Building

January 18, 2023

By the end of this class, you will be able to:

  • Be a resource instead of a resume for your prospects
  • Connect, post, and engage on LinkedIn consistently and often
Session #3
Negotiation and Deal Scoring

January 25, 2023

By the end of this class, you will be able to:

  • Negotiate throughout the entire sales process
  • Add context to your products or services’ value as pricing will always be expensive, especially without identifying the value
  • Show you care by creating a procurement guide, reducing the amount of time spent in procurement
  • Build a mutual plan of action with your prospect
Session #4
Reflective Listening: The Magic Skill to Master First

February 1, 2023

By the end of this class, you will be able to:

  • Build a strategy for leveraging reflective listening in your sales conversations to improve pipeline and conversion
  • Use listening as a competitive advantage
Session #5
Mastering Discovery and Asking Great Questions

February 8, 2023

By the end of this class, you will be able to:

  • Qualify a prospect before discovery
  • Structure discovery calls including setting an agenda and utilizing an upfront contract to know what normally comes next
  • Use bucket questions to get to the problem faster
  • Keep control of the conversation
Session #6
Sales Engagement and Effective Prospecting

February 15, 2023

By the end of this class, you will be able to:

  • Segment your prospects using a power line
  • Effectively account plan
  • Uncover the prospect’s strategic initiatives connecting your solution to their long-term strategies
  • Craft cold outreach using the 5 elements of effective cold emails
  • Control the sales process and engage with decision-makers
Session #7
MEDDIC for the AE

February 22, 2023

By the end of this class, you will be able to:

  • Leverage a single  methodology (unless there are some very distinct differences in sales groups)
  • Build a predictable sales process that includes qualification to predetermine fit
  • Apply MEDDIC to your process
Session #8
Managing Your Day/The Secrets of Time Management

March 1, 2023

By the end of this class, you will be able to:

  • Work in bursts, as it creates energy instead of destroying it
  • Prioritize your workload by asking yourself what will bring you closer or further from your goals
Session #9
The Art of the Close

March 8, 2023

By the end of this class, you will be able to:

  • Become a consistent closer by running a strong sales cycle
  • Take ultimate ownership and help run your prospect’s cycle for them
  • Ask the tough questions to see around corners
  • Know why, when, and what you’re negotiating 
  • Experiment, apply, and iterate
Session #10
Positioning Yourself for Advancement: How to Get Promoted

March 15, 2023

By the end of this class, you will be able to:

  • Gain career clarity by identifying personal work attitudes or habits that are important
  • Position yourself for a promotion
  • Understand the probable outcomes when applying for a role and handle the outcomes

What Our Students Have To Say

  • “Since joining Pavilion a few years ago, I’ve learned a ton from other members of the community, and have especially enjoyed the courses they began offering last year.

    If you are a BDR, AE, or SE looking to sharpen your skills and think about your deals more strategically, I highly recommend joining Pavilion and checking out this course!”

    Nate Roy
    Director of Presales Engineering, Paperless Parts

  • “I had the privilege to attend Pavilion’s ‘Sales School’ and learn from some of the best! Each live session was packed with knowledge that will help me reach the next level in my sales career. To my cohort friends, I appreciate the many meaningful conversations that we shared each week.

    Becoming a member of the Pavilion community has seriously accelerated my growth and having access to so many powerful minds is easily my favorite part!”

    Steven Straley
    Enterprise Business Development Representative, Stratasan


Frequently Asked Questions