Lesson 3: How This Course Teaches Advanced Selling | Marques Ogden Training Program

Lesson 3: How This Course Teaches Advanced Selling

Module 0 - Orientation · Lesson 3

Advanced Selling is structured like the Champion System—Foundation, Application, Mastery. But the content is different. You're not learning to sell. You're learning to sell at the next level.

Foundation Phase (Modules 1–3): Module 1 teaches the advanced seller's mindset—how champions think differently about complex deals. Module 2 teaches deep discovery in multi-stakeholder environments—uncovering what the buying committee actually needs, not what they say they need. Module 3 teaches stakeholder selling—how to navigate organizations, build relationships across departments, and turn multiple buyers into advocates.

Application Phase (Modules 4–6): Module 4 teaches objection mastery at scale—handling sophisticated objections from sophisticated buyers. Module 5 teaches closing strategy in complex deals—when to push, when to wait, how to create urgency without appearing desperate. Module 6 teaches how to integrate everything into a complete system that scales your revenue.

Mastery Phase (Module 7): Organization mastery. You've closed the deal. Now you build relationships that generate referrals. You turn customers into advocates. You create a repeatable system for enterprise revenue.

"Each module goes deeper into what makes enterprise salespeople different."

— Course Design

Each module is 8–10 weeks. Each week is 5 lessons. Each lesson applies to your complex deals. By the time you finish, you'll have a system for selling anything to anyone at enterprise scale.

Reflection Questions

Which module sounds most relevant to your biggest challenge in enterprise deals?
What would it mean if you could increase your average deal size by 50%?

Referenced Principle

Eales-White, Rupert. The Complete Presentation Coach: A Proven System for Every Situation. Kogan Page, 2016. [Complex communication in organizational contexts]

Lesson 3: How This Course Teaches Advanced Selling

Unlock Full Access