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 ^[1] 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 ^[2], 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 ^[3]:

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

• ^[4]
• ^[5]
• ^[6]
• ^[7]