CRAFT ACADEMY // ACTIVE CLASS COHORTS|3 Curated Masterclasses & Specialist Workshops
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CURATED MASTERCLASSES & COHORT CURRICULUM

CRAFT & GovAcademy Training Classes

Co-presented with GovAcademy.io. Select your assigned class cohort below to access interactive lessons, 24-point FLOW qualification tools, persona scripts, war room discussions, and certification exams.

CORE CURRICULUM[CRAFT-CORE-2026]
28 Active Reps

CRAFT Enterprise & B2G Sales Masterclass

Cohort Active • FY26 Enrollment • 5 Phased Modules (Self-Paced or Instructor-Led)

TARGET AUDIENCE:

Enterprise AEs, B2G Account Executives, Federal Sales Directors, Capture Managers

The complete 5-phase operating system: Conduct Research with FLOW triage, Refine the 3 Spheres of Influence, Activate partner ecosystem air-cover, Find the Value with confirmed HOVs, and Tailor the Close by de-risking buyer fear.

KEY SKILLS & TOOLS:
FLOW Target Filter™: 24-point scoring matrix to triage Tier 1 targets
3 Spheres of Influence: CFO/VP Budget, Ops Director Mission, CISO Tech
Mutual Action Plans (MAP): Eliminating the #1 killer of deals (Career Risk)
Outside-In 90-Second Hypothesis of Value (HOV) delivery
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OBJECTIVE DISCOVERY[MEDDPICC-ELICIT-2026]
17 Active Reps

MEDDPICC Objective Signal Discovery & CIA Elicitation Class

Advanced Tradecraft • No Wishful Thinking • Interactive Workshop + Deal Audit Tools

TARGET AUDIENCE:

Senior Account Executives, Pipeline Review Leaders, Solution Architects

Eliminate wishful CRM pipeline data. Learn intelligence elicitation tactics to verify real Economic Buyers (EB), audit ghost-written Decision Criteria (DC), map the true Paper Process (PP), and stress-test Champions before committing forecast.

KEY SKILLS & TOOLS:
Testing Champion Defensibility: Separating Coaches from Champions
Mapping the Paper Process: FAR clauses, legal redlines, and 60-day review cycles
Detecting incumbent-tilted RFP specifications before bidding
Quantitative deal scoring with real verifiable customer evidence
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PERSONA & OBJECTION MASTERY[3SPHERES-OBJECTION-2026]
31 Active Reps

3-Spheres Persona Intelligence & 30 Objection Counter-Strikes Class

Live Battlecard Workbench + AI Voice Simulator • Interactive 30-Rule Battlecard Grid + AI Customer Voice Sim

TARGET AUDIENCE:

All Sales Operators, Commercial & Enterprise Teams, Sales Enablement Coaches

Master the native language of the 3 competing enterprise buying tribes (CFO, Director, CISO) and access 30 field-tested counter-strike battlecards to handle 'No Budget', 'Building In-House', and 'Free Microsoft' objections.

KEY SKILLS & TOOLS:
30 Nick Ayala Negotiation & CRAFT Counter-Strike Battlecards
Real-Time AI Customer Interview & Pitch Voice Evaluator
Decoding MINE Psychographics (Money, Ideology, Need, Ego)
Surgical handling for incumbent FUD and budget freeze objections
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