Sales specialty 104h · 4 modules · €45–€65/hr

Sales AOS course

Deploy Sailford end-to-end inside a working Italian B2B revenue team.

Full content available — 47 lessons + 80-question exam bank + scored capstone

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Functions touched

SailfordSteveBossPowerLensDeepLens

Modules

Module 1 · 24h

12 units

Foundation — Hub + Atlas + Italian compliance

• cc-050 Hub literacy: 5 record types + SHA-256 provenance contract
• cc-058 Atlas walkthrough: AtlasKey schema, DAG, attestation statuses
• Customer-side change management: cc-053 ladder, the second-week dip, 3 role patterns
• Statuto art. 4 awareness: 3 regimes, RSU/RSA pathway, cohort-aggregated mode
• GDPR basics for sales: lawful basis, 8 data sources, opt-out workflow
• Italian operating register: 4-part Claresia memo, Electric Noir v2
• Italian sales stack: CRM landscape, partita IVA + SDI, regional differences
• Italian customer data handling: eu-south-1 residency, 8 DPO questions
• Procurement and sales-cycle norms: 3 layers, contract clauses
• Engagement Spine walkthrough: 5 weekly fields, escalations
• Mid-checkpoint: Iris Lombardia integrated dry-run
• Recap + bridge to Sailford deep-dive

Module 2 · 52h

14 units

Sailford deep dive — every skill, every cowork

• Architecture: 5 layers, 13 skills, 10 cowork rituals
• gtm-research-engine: layer-1 anchor, Italian SME edge cases
• b2b-gtm-prospect-engine + leads-quality-check: GDPR-aware lists
• b2b-gtm-prospect-list-engine: legacy-shape + migration
• b2b-gtm-engine + gtm-prospect-research-engine: composites
• enterprise-sales-intelligence: 8-section deep dossiers
• bottoms-up-sales-engine: Bayesian Monte-Carlo forecasting
• market-expansion-gtm-engine + dashboard-engine: Italy → DACH
• gtm-artifacts-sales-enablement-decks: layer-4 PPTX
• b2b-solution-gtm-engine + end-to-end pipeline
• 10 cowork rituals: Discovery Workshop, GTM Sprint, Pipeline Review, QBR, Account-Plan Review, Deal-Coaching, Territory Re-design, Win/Loss Review, Renewal Prep, Year-end Strategy
• Customer environments + AA-AOS handoff
• PowerLens interplay + drift detection
• Italian edge cases: family-controlled groups, partita IVA chain

Module 3 · 16h

8 units

Engagement craft — running the 6-week sprint

• Walking in on day 1: pre-arrival reading + 8 questions
• Running the 6-week sprint: cadence shifts, champion enablement
• KPI reporting: customer-side weekly + spine update + renewal positioning
• Escalation routing: AA vs IS vs both vs in-sprint
• Handling pushback: 8 objection patterns, 30-second responses
• Cross-AOS coordination: multi-Function customers
• Recording knowledge back: end-of-sprint write-ups, skill issues
• Engagement close + handoff to renewal

Module 4 · 12h

5 units

Capstone — Acme Italia Mfg engagement

• 475-FTE Italian B2B2C manufacturer (Vicenza HQ, Romania/Tunisia/Vietnam production)
• 12-AE pod + 4 channel-partner-ops + 1 RevOps lead, sprint #1 = AE pod + RevOps to L1
• Compliance: cohort-aggregated mode, RSU agreement signed, eu-south-1 residency
• 5 deliverables: day-1 read-out + week-1 plan / 4 Sailford skill runs / mid-sprint KPI / QBR pack / reflection
• cc-058 RubricEngine scored deterministically; ≥ 0.75 weighted overall = pass

Exam blueprint

MCQ

Short answer

Pass

70%

Duration

90m

Lessons

Full content is shipped for this track. 47 lessons across 4 modules + 80-question exam bank + scored capstone with sample pass/fail submissions.

Module 1 — Foundation — Hub + Atlas + Italian compliance · 12 lessons · 24h

L01 · 2h

3 exercises

cc-050 Hub literacy

5 record types + provenance contract + embedded vs standalone modes; 3 hands-on exercises.

L02 · 2h

3 exercises

cc-058 Atlas walkthrough

AtlasKey schema, DAG semantics, 4 attestation statuses, next-skill router.

L03 · 2h

3 exercises

Customer-side change management

cc-053 ladder, the 12-week reality, 3 role patterns, 8 stalls.

L04 · 2h

3 exercises

Statuto art. 4 awareness

The 3 regimes, RSU/RSA pathway, ITL pathway, cohort-aggregated mode.

L05 · 2h

3 exercises

GDPR basics applied to sales

Lawful basis, 8 data sources, opt-out workflow, sub-processor disclosure.

L06 · 2h

3 exercises

Electric Noir v2 + operating tone

4-part Claresia memo, register vs marketing, palette compliance.

L07 · 2h

3 exercises

Italian sales stack + cycle context

CRM landscape, partita IVA + SDI, regional differences (Lombardia/Veneto vs Sud Italia).

L08 · 2h

3 exercises

Customer data handling (Italian)

eu-south-1 residency, 8 DPO questions, week-1 DPO meeting playbook.

L09 · 2h

3 exercises

Italian procurement + sales-cycle norms

3 procurement layers, contract-clauses, AE-controlled vs customer-controlled cycle.

L10 · 2h

3 exercises

AOS Engagement Spine walkthrough

5 weekly fields, escalation routing, cross-Function signals.

L11 · 2h

1 exercises

Foundation mid-checkpoint

Iris Lombardia integrated dry-run; 7-section deliverable; ≥0.70 to unlock M2.

L12 · 2h

3 exercises

Foundation recap + bridge

Self-assessment, AOS triangle, module-2 prep.

Module 2 — Sailford deep dive — every skill, every cowork · 27 lessons · 54h

L13 · 2h

3 exercises

Sailford architecture overview

5 layers, 13 skills, 10 cowork rituals, where Sailford ends + CRM begins.

L14 · 2h

3 exercises

Skill: gtm-research-engine

Layer-1 anchor, 7-section output, Italian SME edge cases.

L15 · 2h

3 exercises

Skill: b2b-gtm-prospect-engine

Data-broker waterfall, GDPR-aware filtering, false-positive reality.

L16 · 2h

3 exercises

Skill: b2b-gtm-prospect-list-engine

Legacy-shape skill, migration path to modern, schema mapping.

L17 · 2h

3 exercises

Skill: b2b-gtm-engine (composite)

Layer-1+2 composite, atomic vs composite decision.

L18 · 2h

3 exercises

Skill: gtm-prospect-research-engine

Account-driven composite, Italian SME use case.

L19 · 2h

3 exercises

Skill: enterprise-sales-intelligence

Layer-3 deep dossier, 8 sections, DeepLens cross-reference.

L20 · 2h

3 exercises

Skill: bottoms-up-sales-engine

Bayesian Monte-Carlo forecast, CRM cleaning pre-step, Italian CRO presentation.

L21 · 2h

3 exercises

Skill: market-expansion-gtm-engine

Italy → DACH / France regulatory deltas, sequencing recommendation.

L22 · 2h

3 exercises

Skill: market-expansion-dashboard-engine

BI-tool routing, Tableau/Power BI/standalone variants.

L23 · 2h

3 exercises

Skill: gtm-artifacts-sales-enablement-decks

Layer-4 PPTX output, Forge interlock, brand-tone discipline.

L24 · 2h

3 exercises

Skill: leads-quality-check

Quality scrubs, threshold tuning, ship-vs-scrub-vs-rerun decision.

L25 · 2h

3 exercises

Skill: b2b-solution-gtm-engine

Solution-led composite, new-product-launch contexts.

L26 · 2h

3 exercises

Skill: end-to-end-gtm-sales-enablement-engine

Full layer-1→4 pipeline, big-bang launches, failure-mode rehearsal.

L27 · 2h

3 exercises

Cowork: Discovery Workshop

4 × 90-min sessions, charter sign-off, KPI baseline capture.

L28 · 2h

3 exercises

Cowork: GTM Sprint

Weekly 60-min through 6-week arc, week-3 dip handling.

L29 · 2h

3 exercises

Cowork: Pipeline Review

Bi-weekly 60-min, stuck-deal triage, Sailford-skill interventions.

L30 · 2h

3 exercises

Cowork: QBR (Quarterly Business Review)

90-min ritual, 12-15-slide pack, Italian denser-style adaptation.

L31 · 2h

3 exercises

Cowork: Account-Plan Review

Monthly 45-min per-account, MEDDPICC scoring update.

L32 · 2h

3 exercises

Cowork: Deal-Coaching

On-demand 30-min, Steve interlock, qualification reframes.

L33 · 2h

3 exercises

Cowork: Territory Re-design

Annual 4-hour, bottoms-up coverage modelling, regional adaptations.

L34 · 2h

3 exercises

Cowork: Win/Loss Review

Bi-weekly 30-min, pattern register, anti-blame framing.

L35 · 2h

3 exercises

Cowork: Renewal Prep

60-min 8-weeks-pre-renewal, CFO touch, expansion options.

L36 · 2h

3 exercises

Cowork: Year-end Sales-Strategy

Annual 4-hour, strategic shifts, Sailford rollout for next year.

L37 · 2h

3 exercises

Sailford in customer environments

3 deployment patterns (A/B/C), AA-AOS handoff readiness.

L38 · 2h

3 exercises

Sailford × PowerLens interplay

Pre-deal diagnostic, mid-engagement re-diagnostic, drift detection.

L39 · 2h

3 exercises

Italian-context edge cases

Family-controlled groups, partita IVA chain, public-sector escalation.

Module 3 — Engagement craft — running the 6-week sprint · 8 lessons · 16h

L40 · 2h

3 exercises

Walking into the customer team on day 1

Pre-arrival reading, 8 questions, reading the room in 30 minutes.

L41 · 2h

3 exercises

Running a 6-week Sailford adoption sprint

Week-by-week shape, cadence stand-down, champion enablement.

L42 · 2h

3 exercises

KPI reporting to customer manager chain

1-page customer report, spine update JSON, renewal positioning.

L43 · 2h

3 exercises

Escalation to AA or IS

Triage matrix, 4-sentence escalation format, CRO-turnover handling.

L44 · 2h

3 exercises

Handling pushback and objections

8 objection patterns, 30-second response rule, Italian-context cues.

L45 · 2h

3 exercises

Cross-functional coordination with other AOS

Multi-Function customers, weekly cross-AOS sync, territorial-friction de-escalation.

L46 · 2h

3 exercises

Recording engagement knowledge back to Bottega

End-of-sprint write-up, Sailford-skill issue submission, course-content recommendations.

L47 · 2h

3 exercises

Engagement close + handoff to renewal

Wind-down arc, champion handoff doc, renewal positioning at QBR.

Capstone

Sales AOS Capstone — Acme Italia Mfg engagement

Acme Italia Mfg S.p.A. is a 475-FTE Italian B2B2C technical-apparel manufacturer (Vicenza HQ + Romania + Tunisia + Vietnam production). Sailford was bought 4 weeks ago. The CRO Andrea Zamburlini wants Level 1 attainment in 6 weeks for the AE pod (12 reps) + RevOps lead. RSU agreement authorises cohort-aggregated mode only for sprint #1. Salesforce CRM with 12% missing fields. CFO Giovanni De Pasquale is the renewal gatekeeper. Produce 5 weighted deliverables across 14 calendar days.

Deliverables

• Day-1 read-out + week-1 plan (15%)
• 4 Sailford skill runs against sandbox tenant (30%)
• Mid-sprint KPI report — week 3 customer-side + spine update (15%)
• End-of-sprint QBR pack — 12-15 slides + 1-page CRO memo (25%)
• Reflection + escalation log (15%)

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