Enterprise Sales Certification
The Field Manual for Deal Control
Become a Certified Alpha Selling Professional
Completed by more than 100 account executives in the past 18 months, plus multiple CEOs and sales teams across some of the most competitive software companies in the world.
Alpha Selling is a proven, modern sales methodology built for the new AI-driven market. Founded by Brandon Clauser, former number one AE at Salesforce, Asana, Workday, and SmartZip Analytics and author of Alpha Selling: The Field Manual for Deal Control, it was designed for the post-2023 world where every deal requires CFO approval, every dollar gets scrutinized, and identifying a gap and pitching into it no longer closes seven and eight figure deals.
This certification equips sales professionals with the exact frameworks, language, and deal strategies used to close $52 million in SaaS, including a $13.75M deal closed during one of the most challenging selling environments in recent history.
To earn the designation, candidates complete a structured 12-module curriculum and pass a certification assessment with a score of 90% or higher, earning the official Alpha Selling Certified Professional credential for display on their LinkedIn profile and resume.
Program learning objectives
Upon successful completion, candidates will be able to:
- Identify and rank business value drivers by CFO persuasiveness for any account or industry.
- Conduct discovery conversations that produce customer-confirmed dollar figures, not general pain points.
- Apply a structured stakeholder mapping framework to navigate complex buying environments.
- Construct a finance-ready business case that works in the room the sales professional is not in.
- Navigate negotiations, procurement, and closing using documented deal-control frameworks without discounting.
- Build and execute a structured territory plan that produces consistent pipeline and predictable revenue.
Program details
Estimated time per module: 45 to 60 minutes
Total program completion: approximately 10 to 12 hours
Certification assessment: 60 minutes
Total investment: approximately 11 to 13 hours
The 12-module curriculum
Course outline
Estimated completion: 60 minutes
Establishes deal control as a complete operating system that governs every stage of the sales cycle, from the first prospecting touch to the signed contract. Candidates assess their current approach against the framework and identify the specific gaps costing them deals in today’s CFO-driven market.
Estimated completion: 60 minutes
How to quantify the true business value of solving a customer’s problem in dollar terms a CFO will approve. Candidates convert vague pain statements into quantified business cases across multiple industries using the BVPR Filter.
Estimated completion: 55 minutes
A detailed examination of the six business value drivers that determine whether a deal gets CFO approval or stalls, ranked in order of persuasiveness. Candidates learn to read an account and identify the correct primary driver before the first discovery question.
Estimated completion: 60 minutes
The Fortress Map stakeholder system and the four stakeholder types: Champion, Economic Buyer, Internal Advocate, and Decision Influencer. Candidates complete a full Fortress Map on a real or simulated account as a practical assessment.
Estimated completion: 50 minutes
The complete top-of-funnel system for a market where buyers are flooded with generic outreach: account tiering, daily pipeline habits, and LinkedIn outbound that earns replies from senior buyers. Candidates build business-value-aligned prospecting messages for a defined account list.
Estimated completion: 55 minutes
How to establish deal control in the first ten minutes of every engagement, secure economic-buyer access early without resistance, and test champion strength before the next meeting is booked. Assessed through recorded or written role-play.
Estimated completion: 60 minutes
The complete discovery sequence that consistently produces a customer-confirmed dollar figure by the end of the first meeting, plus the most common discovery failure patterns. Candidates complete a full mock discovery evaluated on producing a confirmed figure and identifying the correct primary driver.
Estimated completion: 50 minutes
How to deliver a demonstration that strengthens the business case instead of introducing doubt, using the Stop and Confirm technique to anchor every capability to a confirmed dollar figure. Candidates map a demo flow to a completed discovery summary.
Estimated completion: 60 minutes
How to build a finance-ready business case strong enough to win the decision in the room you are not in, using the Heard-Solve-Value-Price sequence. Includes a business-case construction exercise from a simulated discovery summary.
Estimated completion: 55 minutes
How to hold deal control and close at full value through competitive pressure, procurement, discount requests, and late-stage re-engagement. Candidates learn the exact language that holds control when a buyer goes quiet, introduces a competitor, or renegotiates at signature.
Estimated completion: 50 minutes
The Signature Plan, a documented step-by-step roadmap from current stage to executed contract that doubles as a champion-alignment tool. Candidates build a complete Signature Plan for a simulated deal, surfacing hidden procurement, legal, and security obstacles before they cause delays.
Estimated completion: 60 minutes
Installing Alpha Selling as a permanent operating methodology across a territory, including the Alpha Fast Start 13-step framework, account tiering, deal autopsies, and weekly operating rhythms. Candidates build a structured 90-day execution plan ready to implement immediately.
Certification assessment
After all 12 modules, candidates complete the official Alpha Selling Certification Assessment: multiple choice, scenario-based, and applied-judgment questions drawn directly from the curriculum. Candidates are tested on identifying the correct business value driver for an account, applying the stakeholder framework to complex deals, constructing a finance-ready business case from a discovery summary, and demonstrating deal-control decision-making across a full simulated sales cycle.
The assessment evaluates genuine methodology comprehension and practical application, not rote memorization.
Passing score: 90% or higher. Candidates who score below 90% may retake after a 7-day review period. There is no limit on retakes, and detailed score reporting is provided after each attempt.
The credential
Alpha Selling Certified Professional
Candidates who pass with 90% or higher receive the official Alpha Selling Certified Professional designation, including a digital certificate suitable for download and printing and an official LinkedIn credential badge for display under Licenses and Certifications.
The designation signals to employers and professional peers that the holder has been trained in and formally assessed on a proven sales methodology built for the modern AI-driven market.
Credentials are valid for two years from issuance. Certified professionals maintain their designation through annual continuing-education modules or by retaking the full assessment at the end of the two-year cycle.
Corporate and team enrollment
Alpha Selling Certification is available for corporate team enrollment for organizations training and certifying multiple sales professionals at once. Organizations enrolling five or more candidates qualify for volume pricing and dedicated onboarding support.
Contact Brandon for corporate pricing, team enrollment details, and information on submitting the Alpha Selling Certification Program for inclusion in your organization’s approved learning and development vendor list.
Apply or enroll: email BrandonFor sales professionals, account executives, and revenue leaders at any company selling complex solutions in a competitive market. The curriculum is based on real deal experience closing $52 million in SaaS across Salesforce, Asana, Workday, and SmartZip Analytics.