Closer Training

Revenue Behavior Coach — Director of Revenue Enablement

Phase 1: Observation
1
Observation
2
System Build
3
Execution
Why this exists: You're a Builder. You build beautiful systems instead of selling. 7 weeks of zero outreach while the system flagged it every week. 83.5 hours on UNO for $39.50/hr. This page trains you to close — not by stopping building, but by building a revenue engine instead of infrastructure.

Archetype Balance

Builder
—
Target: 30%
Translator
—
Target: 25%
Operator
—
Target: 25%
Closer
—
Target: 20%

First archetype balance entry due Sunday, March 30

Daily Habits

👁
Problem Listening
20 min in ICP spaces. Neon CRM community, nonprofit tech forums, LinkedIn ED posts. Collect their language. Don't respond yet.
Streak: 0 days Best: 0 ACTIVE
✍
Translation Exercise
1/day: Take a problem you observed and write 3-4 sentences. What they're experiencing. Why it's happening. What the fix looks like. What the outcome is.
Streak: 0 days Best: 0 ACTIVE
🎤
Voice Memo
Weekly: Record yourself explaining a past project (e.g., UNO) to a non-technical person. 2 min max. Play it back. Where did you go technical? Where did you lose their problem and start describing your solution? That gap is where Translator lives.
Streak: 0 weeks Best: 0 ACTIVE
📨
3 Outreach Sends
Before opening VS Code. LinkedIn comments count in early phases. No exceptions.
Streak: 0 PHASE 2
⏱
Builder Hours Capped
Builder time is 1:00-4:00pm only. Morning is Translator/Closer mode at Starbucks.
Streak: 0 PHASE 2
📄
Template Creation
Template one thing from recent delivery. Weekly minimum. Every engagement produces a reusable asset.
Streak: 0 PHASE 2

Daily Schedule

5:30-6:30
HEALTH Morning run / run club
6:30-7:00
CLOSER Post-run: 3 outreach sends
7:00-7:30
TRANSLATOR Problem listening + translation exercise
7:30-11:00
OPERATOR Starbucks: Client delivery
11:00-12:00
HEALTH Gym — lifting
12:00-1:00
Lunch
1:00-4:00
BUILDER Builder hours (capped)
4:00-4:30
OPERATOR Template something from today

Run + gym are locked. COMT A;A = exercise is mental health infrastructure, not optional.

ICP Acquisition Pipeline

Batch 1: Top 25 Prospects (Score 83+)

25 not enriched
Enriched Sent Replied Not enriched

Enrichment = Phase 2 work. Finding and reaching ICPs IS the Closer habit.

Full outreach playbook, templates & pipeline →

Where to Find ICPs (Phase 1 Sources)

  • LinkedIn: nonprofit ED posts (pain language, CRM complaints)
  • NTEN community forums (tech challenges, vendor frustrations)
  • Nonprofit Tech for Good (trends they're reacting to)
  • r/nonprofit, r/nonprofitcritique (raw frustration language)
  • AFP/fundraising LinkedIn groups (donor retention pain)

Target: 2-3 pain statements per day in their language, not yours.

Weekly Score

0
Revenue Behavior Score
(sends x3) + (translations x2) + (listening x1) + (templates x2)
0
Outreach Sends
0
Translations
0
Templates Created

Translation Bank Starts Mar 24

Each translation practices the consulting conversation without a prospect in front of you. Take something you saw in ICP spaces and write: what they're experiencing → why it's happening → what the fix looks like → what the outcome is.
No translations yet. First entry due March 24.

Lessons from Past Builds

Anti-Patterns

PatternWhat HappenedThe Fix
Over-building 36 artifacts for a $2,500 engagement. 83.5 hours. $39.50/hr effective rate. Fixed scope at proposal. "That's Phase 2." Artifact count must not exceed 3x deliverable count.
Strategy instead of selling 7 weeks zero outreach while system flagged it every single week. Outreach before code. Every day. No exceptions.
Building to avoid selling Beautiful systems, zero clients. Dopamine from commits, not conversations. "Did you send your 3 today?" before any builder work starts.
Pricing too low UNO quoted too low, then over-delivered on top of it. Trust ladder: $500-$1,500 entry. Check effective rate before quoting.
Discovery after proposal Platform capabilities "discovered" mid-delivery, not pre-proposal. Platform Knowledge Check before every proposal.

Pro-Patterns

PatternWhy It WorksHow to Replicate
External deadline UNO event (Mar 25 training) drove focused execution. Always tie delivery to a client-driven date, not internal.
Tight scope Most productive sessions had narrow focus. "What's the ONE thing this session?"
Fundraising frame "Raise more from donors you already have" > "CRM optimization" Lead with their outcome, not your process.
Trust ladder $500 entry proves value, earns bigger scope. Never pitch $5K first. Start with Data Health Check.
Template after delivery UNO audit can become reusable audit checklist. After every engagement: "What from this becomes a template?"

The Mindset Shift

You're not stopping being a builder. You're building a different thing. The prospect tracker IS a build. The intake template IS a build. The delivery framework IS a build.

You're just pointing the same energy at the thing that generates money.