---
title: Agility Way Course — Sales Methodology
type: article
created: '2026-04-05'
updated: '2026-04-05'
source_docs:
- raw/2025-10-22-soar-check-in-96059976.md
tags:
- sales-enablement
- agility-recovery
- training
- instructional-design
- soar
layer: 2
client_source: null
industry_context: null
transferable: true
---

# Agility Way Course — Sales Methodology

## Overview

The "Agility Way" is a consolidated sales methodology course developed by Gus Donelson at Agility Recovery. It replaces three previously separate training modules — B-PACE, Discovery, and Overcoming Objections — with a single, cohesive course that covers Agility's end-to-end sales philosophy.

The course is being finalized for internal launch and will be integrated into the [[wiki/clients/agility-recovery/projects/soar-training|SOAR onboarding program]] as a core component of Week 2 applied learning.

## What the Course Covers

The Agility Way course consolidates:

- **B-PACE** — Agility's structured sales process framework
- **Discovery** — Techniques for uncovering customer needs, including questions about business size, locations, existing solutions, and power/recovery requirements
- **Overcoming Objections** — Handling prospect pushback and reframing value
- **Strategic Qualifications** — Criteria for identifying and prioritizing high-fit prospects
- **Sales Story Communication** — How to articulate Agility's value proposition as a salesperson, distinct from the general company overview covered in Agility 101

The course also covers pre-call preparation, including voicemail scripting and call structure, making it a natural prerequisite to the First Contact module.

## Role in SOAR Training

Within the [[wiki/clients/agility-recovery/projects/soar-training|SOAR program]], the Agility Way course:

- **Replaces** the standalone B-PACE, Discovery, and Overcoming Objections modules that were previously planned as separate builds
- **Applies to both AEs and CSMs** — discovery skills are relevant to both new business and existing account management (e.g., a CSM still needs to ask discovery questions at renewal to assess whether a customer's needs have changed)
- **Sequencing:** Positioned before First Contact in Week 2, since the course covers how to prep for a call and structure a voicemail before outreach begins

## Placement in Option B Sequencing

Under the adopted [[wiki/knowledge/instructional-design/soar-sequencing-option-b|Option B sequencing]]:

| Week | Position | Module |
|------|----------|--------|
| Week 2 | Early | Agility Way (replaces B-PACE / Discovery / Objections) |
| Week 2 | After | Prospecting & First Contact |
| Week 2 | After | Solution-Based Selling & Presentation |

## Status & Handoff

- Gus is finalizing the course with updated visuals and placeholder replacements
- **Internal launch target:** Week of November 3
- Gus will share the course with Isalia after internal launch; Isalia will then integrate it into the SOAR Rise build
- Isalia does **not** need to build separate B-PACE, Discovery, or Objections modules — the Agility Way course covers all three

## Key Design Notes

- The course was built by Gus directly and reflects his firsthand sales methodology — treat it as authoritative source material, not a draft to be rewritten
- Any gaps identified during SOAR integration (e.g., CSM-specific objection scenarios) may be added as supplemental content within the existing course rather than as new standalone modules
- The course should be introduced with a framing note connecting it to the Agility 101 and Products content from Week 1 — learners should understand *what* Agility offers before learning *how* to sell it

## Related

- [[wiki/clients/agility-recovery/projects/soar-training|SOAR Training Program]]
- [[wiki/knowledge/instructional-design/soar-sequencing-option-b|SOAR Sequencing — Option B]]
- [[wiki/knowledge/sales-enablement/prospecting-and-first-contact|Prospecting & First Contact Module]]
- [[wiki/clients/agility-recovery/_index|Agility Recovery Client Index]]