Stop chasing deals. Start winning them.
The Pursuit Intelligence Program gives enterprise sales leaders and reps a structured, intelligence-driven methodology to qualify faster, outmaneuver competitors, and close complex deals with surgical precision — from first signal to signed contract.
"Enterprise deals are won or lost in the decisions most reps never realize they're making — I built this system to make every one of those decisions deliberate."
— Michael Linhardt
What you'll learn
What you'll be able to do
- Apply the Pursuit Intelligence Program framework to qualify and prioritize high-value enterprise opportunities with confidence
- Build a complete pursuit strategy — including stakeholder mapping, competitive positioning, and win themes — for any complex deal
- Identify and engage the full buying committee, including hidden influencers and economic decision-makers, before competitors do
- Use intelligence-gathering techniques to anticipate objections, neutralize competition, and strengthen your position at every stage
- Coach your sales team through live pursuits using a shared language, consistent process, and deal-review cadence
- Increase your win rate on pursued opportunities by executing disciplined go/no-go decisions and resource allocation
How it works
A school that adapts to you
This isn't a set of static videos. Every lesson is generated live and tuned to where you actually are.
We learn your level
A quick placement check tailors your starting point so you're never bored or lost.
Lessons adapt as you go
Each lesson is written for your pace and your goal, adjusting as your skills grow.
Your AI coach keeps you moving
Checkpoints, feedback, and gentle nudges turn progress into a real result.
The curriculum
What's inside your school
6 modules · 24 lessons
The Pursuit Intelligence System Foundation
Establishes the core philosophy, language, and framework of the Pursuit Intelligence System so every team member operates from a shared methodology.
- 1.1Why Most Enterprise Deals Are Lost Before They StartIncluded
- 1.2The Pursuit Intelligence Program OverviewIncluded
- 1.3Building a Shared Pursuit LanguageIncluded
- 1.4The Pursuit Mindset: From Reactive Chasing to Deliberate WinningIncluded
Go / No-Go: Qualifying and Prioritizing High-Value Opportunities
Teaches the structured criteria and decision process leaders and reps use to commit resources only to winnable, high-value pursuits.
- 2.1The Go / No-Go Decision FrameworkIncluded
- 2.2Opportunity Scoring and PrioritizationIncluded
- 2.3Reading Early Warning SignalsIncluded
- 2.4Committing to the Pursuit: Resource Allocation and Pursuit PlanningIncluded
Stakeholder Intelligence and Buying Committee Mapping
Equips reps and leaders to identify, map, and engage every member of the buying committee — including hidden influencers — before the competition does.
- 3.1Mapping the Buying CommitteeIncluded
- 3.2Finding Hidden Influencers and Economic Decision-MakersIncluded
- 3.3Stakeholder Profiling: Motivations, Risks, and Win Themes by RoleIncluded
- 3.4Engagement Strategy: Reaching the Right People at the Right TimeIncluded
Intelligence Gathering and Competitive Positioning
Develops the skills to collect, analyze, and weaponize pursuit intelligence that strengthens your position and neutralizes the competition at every stage.
- 4.1The Intelligence Gathering PlaybookIncluded
- 4.2Competitive Analysis Inside a Live PursuitIncluded
- 4.3Anticipating and Neutralizing Objections Before They SurfaceIncluded
- 4.4Crafting Differentiated Win ThemesIncluded
Pursuit Strategy Execution and Deal Advancement
Translates the full pursuit plan into disciplined execution — from proposal strategy through final negotiation — to move deals to close with confidence.
- 5.1Building the Complete Pursuit Strategy DocumentIncluded
- 5.2Controlling the Buying ProcessIncluded
- 5.3Proposal and Presentation StrategyIncluded
- 5.4Late-Stage Competitive Moves and Negotiation PositioningIncluded
Coaching the Pursuit: Leading Your Team to Higher Win Rates
Gives sales leaders the tools, cadence, and coaching language to run consistent deal reviews and build a pursuit-driven sales culture.
- 6.1The Pursuit Review CadenceIncluded
- 6.2Coaching Reps Through Live Deals Using PISIncluded
- 6.3Win / Loss Debriefs That Actually Improve PerformanceIncluded
- 6.4Building a Pursuit-Driven Sales CultureIncluded
Who it's for
Is this you?
Enterprise VP of Sales
Building a repeatable, scalable pursuit motion across a high-performing team and needs a shared framework to make it stick.
Sales Director
Running deal reviews that feel reactive and wants a structured Pursuit Review cadence that actually lifts team win rates.
Senior Account Executive
Carrying a complex enterprise quota and tired of losing late-stage deals to competitors who were better positioned from the start.
Strategic Accounts Manager
Navigating multi-stakeholder buying committees at F500 accounts and needs a disciplined stakeholder mapping and engagement system.
Mid-Market Sales Manager
Coaching a team of reps through competitive deals and wants the language and tools to run live-pursuit coaching sessions with confidence.
Questions
Frequently asked
Your teacher
A note from your teacher
Michael Linhardt
If you've been in enterprise sales long enough, you know the feeling: you pour weeks of effort into a deal, build what feels like a strong relationship, submit a compelling proposal — and then lose to a competitor who was better positioned from day one. Not because your solution was inferior. Because they had a system and you were improvising.
I built the Pursuit Intelligence Program because I got tired of watching talented sales teams lose deals they should have won — not from lack of effort, but from lack of structure. Complex enterprise pursuits aren't won by working harder. They're won by thinking more deliberately: qualifying ruthlessly, mapping the real buying committee before your competitors do, gathering intelligence that actually informs your strategy, and executing a disciplined pursuit plan from first signal to close.
What you'll find in this school is everything I wish I'd had when I was first navigating six-figure and seven-figure pursuits: a proven go/no-go framework that stops you from burning resources on unwinnable deals, a stakeholder mapping methodology that surfaces the hidden influencers and economic decision-makers most reps never reach, and a competitive intelligence playbook that lets you anticipate objections and neutralize the competition before they land a blow. For sales leaders, there's a dedicated coaching track — because a great pursuit framework only compounds when your entire team is running it together, with a shared language and a consistent deal-review cadence.
This isn't a motivational course. I won't ask you to visualize success or reframe your mindset around abundance. I'll ask you to do harder, more rewarding work: build a complete Pursuit Strategy Document for a real deal you're carrying right now, run a structured go/no-go decision on your next inbound opportunity, and start running Pursuit Reviews that actually sharpen your team's thinking instead of just updating a slide deck.
Enterprise sales is a craft. The Pursuit Intelligence Program is the methodology to practice it at the highest level. If you're ready to stop chasing and start winning, you're in the right place. Let's get to work.
— Michael Linhardt
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- 6 modules, 24 lessons
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- Quizzes & checkpoints to lock in progress
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