Closer to Owner

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Level 04 of 05 · 30 Training Days

Becoming an Executive

Executives are measured on the health of the business, not just the sales number. This level covers the strategy, financial literacy and relationships that come with an executive seat.

Begin Day 1 →Membership: $99/month

Where this level fits

Typical pace
  1. Level 01Six Figure RepMonths 1–3
  2. Level 02Building Your TeamMonths 3–6
  3. Level 03Million Dollar LeaderMonths 6–10
  4. Level 04You are hereBecoming an ExecutiveMonths 10–16
  5. Level 05Running a $100M Sales OrgMonths 16–24

How to go through the content →

Who it's for

  • Senior sales leaders stepping into VP, CSO or partner roles
  • Leaders who want a seat at the ownership table
  • Operators who need to speak the language of finance and investors

Each training day: a short video, a written lesson and one action step. Go at your pace: most members complete a level in 2–4 months. Included in the Closer to Owner membership: $99/month, or $899 upfront for 12 months. See pricing

What you'll learn

  1. Phase 1: The Executive Mindset

    Move from managing results to setting direction for the business.

  2. Phase 2: Business Finance for Sales Leaders

    Read the numbers that run the business and know what drives profit.

  3. Phase 3: Strategy and Partnerships

    Decide where to compete and build the partnerships that fuel growth.

  4. Phase 4: Leadership Team, Equity and Ownership

    Build the team around you and understand how ownership works.

The Curriculum

30 training days

Four phases, each with its own focus and a closing review. Go at your pace: most members complete a level in 2–4 months.

Phase 1 · Days 1–7

The Executive Mindset

Move from managing results to setting direction for the business.

Day 1What Executives Actually DoUnderstand how the executive role differs from senior sales leadership.DraftDay 2Thinking Like an OwnerMake decisions based on the health of the whole company.DraftDay 3Managing Your Time at the TopProtect time for the work only an executive can do.DraftDay 4Decision Making Under UncertaintyMake good decisions with incomplete information.DraftDay 5Executive CommunicationCommunicate clearly with leaders, partners and investors.DraftDay 6Building Trust Across the CompanyEarn credibility with departments outside sales.DraftDay 7Phase 1 Review: Executive Self-AssessmentAssess where you are strong and where you need to grow as an executive.Draft

Phase 2 · Days 8–14

Business Finance for Sales Leaders

Read the numbers that run the business and know what drives profit.

Day 8Reading a P&LUnderstand revenue, costs and profit on an income statement.DraftDay 9Margin and Unit EconomicsKnow what each sale is really worth to the business.DraftDay 10Cash FlowUnderstand why profitable companies can still run out of cash.DraftDay 11Budgeting and PlanningBuild and manage a budget for your organization.DraftDay 12The Cost of GrowthUnderstand what it takes financially to grow.DraftDay 13Talking Finance With FinanceWork productively with your finance team and accountants.DraftDay 14Phase 2 Review: Financial FluencyReview the key financial concepts and apply them to your business.Draft

Phase 3 · Days 15–21

Strategy and Partnerships

Decide where to compete and build the partnerships that fuel growth.

Day 15What Strategy Really MeansUnderstand strategy as choosing what to do and what not to do.DraftDay 16Knowing Your MarketUnderstand competitors, customers and trends in your industry.DraftDay 17Choosing Where to CompeteDecide which markets, products and partners to focus on.DraftDay 18Building Partner RelationshipsDevelop long-term relationships with key partners.DraftDay 19Negotiating Partner AgreementsNegotiate deals that work for both sides.DraftDay 20Managing Partner PerformanceTrack and improve how partnerships perform over time.DraftDay 21Phase 3 Review: Strategy on a PagePull your strategy and partnership priorities into one page.Draft

Phase 4 · Days 22–30

Leadership Team, Equity and Ownership

Build the team around you and understand how ownership works.

Day 22Building Your Leadership TeamHire and align leaders who complement your strengths.DraftDay 23Running an Executive TeamLead a team of senior leaders effectively.DraftDay 24Board and Investor RelationshipsUnderstand how boards and investors work and what they expect.DraftDay 25Understanding EquityLearn how ownership stakes work before you negotiate one.DraftDay 26Partnership AgreementsUnderstand what goes into a partnership or shareholder agreement.DraftDay 27Negotiating Your Seat at the TableMake the case for an ownership stake or executive role.DraftDay 28Personal Finance for ExecutivesManage executive income, equity and risk wisely.DraftDay 29Your Executive ReputationBuild a reputation that opens doors inside and outside the company.DraftDay 30Day 30: Your Executive PlanLock in your executive priorities and plan your path to ownership.Draft

The Outcome

Where this level takes you

You leave able to contribute to the strategy and financial decisions of a company, not just its sales results, and ready to earn an ownership stake.

Begin Level 05: Running a $100M Sales Org →← Level 03: Million Dollar LeaderBack to the pyramid