The Championship Sales Framework — Course at Ogden Academy

By Marques Ogden · Founder, Book Marques Ogden · June 2026

The short answer: The Championship Sales Framework is the core sales course at Ogden Academy. It is built on the same patterns Marques Ogden teaches Fortune 500 sales teams in keynotes — translated into a 10-week structured curriculum with daily disciplines, reflective prompts, and skill-by-skill progression. The course is for B2B sales reps, account executives, and sales managers who want to stop leaving money on the table and start running real frameworks instead of relying on personality. Real stories, real tools, no theory.

What this course is — in plain terms

The Championship Sales Framework is the curriculum behind the keynote. It takes the patterns winning sales teams run — buyer-type recognition, structured discovery, ranged-pricing, deal-pushing without breaking trust, post-close discipline — and walks a rep through them one at a time, with examples drawn from real deals.

The course is not a personality hack. It is not "10 closing lines that work every time." It is the system underneath the closing lines, taught the way I would teach it to a junior on my own team.

Who this course is built for

• B2B sales reps in their first 1 to 5 years who have product knowledge but inconsistent close rates
• Account executives who close on personality and want a system that does not break under pressure
• Sales managers building a team and need a curriculum to put new hires through
• Founders and operators who run sales themselves and want a framework rather than a vibe
• Sales-adjacent roles (BDRs, customer success, partnerships) who want to learn the full close

The course is not built for: pure inbound order-takers, transactional retail sales, or anyone looking for a 30-day "sales mastery" miracle. The framework takes 10 weeks for a reason.

The 10-week structure

Each week is built around one capability. Days inside the week build progressively from concept to application to mastery.

Week 1 — Buyer-type recognition

Every buyer falls into a recognizable type — analytical, driver, expressive, amiable. The first week is pattern-matching: how to identify the buyer type within the first 5 minutes of discovery, and how to adjust the rest of the call accordingly.

Week 2 — Discovery that closes itself

Bad discovery asks open-ended questions and hopes. Good discovery is structured. Week 2 is the discovery framework: the layered question pattern, the silence after answers, and the way to surface the actual problem that closes the deal.

Week 3 — Pain quantification

A deal closes when the pain is bigger than the price. Most reps state the pain and assume the buyer feels it. Week 3 is how to quantify the pain in the buyer's own dollars and time, so the close becomes obvious instead of forced.

Week 4 — Ranged pricing and value framing

The reps who lose deals at the price conversation lost them in the value framing two weeks earlier. Week 4 is the value framework: how to anchor before pricing, how to range pricing without negotiating against yourself, and how to defend a price that reflects the work.

Week 5 — The pushing-without-pressuring framework

Sales calls stall when the rep is afraid to push. Week 5 is the framework for moving the deal forward without breaking trust — the language patterns that work, the scenarios that justify pushing, and the cues that say to wait.

Week 6 — Closing without closing-line gimmicks

Most "closing techniques" are tricks that work once and erode the relationship. Week 6 is closing as a natural extension of the earlier weeks: the close happens because the previous five weeks happened correctly, not because of a clever line at the end.

Week 7 — Objection handling

Real objections vs. fake objections. The objection-mapping framework. The technique for surfacing the objection the buyer has not said out loud. The one-line responses that handle the most common objection patterns without sounding scripted.

Week 8 — Post-close discipline

The deal does not end at signature. Week 8 is the post-close framework: handoff to delivery, expansion-revenue setup, referral request, and the discipline of the post-close email that the top reps actually send.

Week 9 — Pipeline as a system

A pipeline is not a list of deals. It is a system. Week 9 covers pipeline math, the velocity metrics that matter, the discipline of stage-gate progression, and how to read a pipeline to predict where the quarter will land.

Week 10 — The integration week

Week 10 ties the prior 9 weeks into the rep's actual book of business. Each rep applies the framework to a live deal, runs the playbook, and reports results back to the cohort.

What is in each week

Every week of the course includes:

• Three 15-to-20-minute video lessons (no fluff, no long stories that should be 90 seconds)
• A daily discipline assignment — small, specific, applied to a live deal
• A reflective prompt for the rep to write through their own pattern recognition
• A pressure-test exercise where the rep applies the week's framework to a real call
• A weekly check-in with the cohort or coach

This is the format that makes it stick. Watching videos does not change behavior. Daily disciplines do.

How this fits into the rest of Ogden Academy's sales track

The Championship Sales Framework is the foundation course in the sales track. After this course, reps progress to:

• Buyer Psychology (deeper psychological frameworks for complex deals)
• The Execution Framework (cross-functional, applies beyond sales)
• Pipeline-as-a-System (advanced pipeline management for senior reps and managers)

Sales managers can put a whole team through the foundation course as a cohort — many companies use the corporate-track bundle for sales kickoffs and onboarding.

Frequently asked questions

Is this a live course or self-paced?

Both formats exist. The self-paced version is open enrollment — start any day, finish in 10 weeks at your own cadence. The cohort version runs on a quarterly calendar with a coach, peer-cohort, and live sessions.

How much time per week does this take?

Most reps invest 3 to 5 hours per week — the video lessons, the daily disciplines on live deals, and the weekly reflective prompts. The daily disciplines apply to deals you are already running, so the time investment overlaps with work, not on top of it.

Will this work for SaaS, services, or both?

Both. The frameworks are deal-shape-agnostic. Examples in the course pull from SaaS, services, real estate, finance, and industrial sales. Reps adapt the framework to their deal shape inside Week 10.

Does this replace my company's existing sales methodology?

It complements. Most sales methodologies cover one or two layers (discovery, or closing, or value). The Championship Sales Framework is broader — it covers the rep's full motion. Companies using MEDDIC, Sandler, Challenger, or Solution Sell typically integrate this course on top of, not instead of, their existing methodology.

Is there a money-back guarantee?

Yes — full refund within 14 days if the course is not a fit. After 14 days the cohort is too far along for a rep to catch up.

Can my company enroll a whole team?

Yes. Corporate-track bundles are available for teams of 5+ reps with discounted per-seat pricing and a manager dashboard.

Enroll in the Championship Sales Framework

Reps who want a system that works under pressure can enroll directly. Self-paced or cohort — pick whichever matches the rep's calendar.