Over the last 2 decades of selling, managing and leading sales teams I observed that there were 5 key things that accelerated sales, those 5 things  have consistently helped to significantly reduce sales cycles in multiple companies and hence exponentially grow sales. 

Those 5 key things, known as the The sales acceleration formula are

1. A - account segmentation

2. D - decision making analysis

3. A - awake, understanding what keeps your decision makers awake at night

4. P - Presenting the right solutions

5. T - tackling objections

This course focuses on the first 2 elements as they are the most critical (and most unique) parts of the formula.