The Full Program: Ten Modules Across Four Connected Areas

Learning Objective

Understand how digital service businesses actually operate before touching a single tool, so every later module has a business reason behind it.

Skills Covered

• How digital service businesses operate
• Understanding B2B and B2C
• Business processes and customer journeys
• Introduction to AI, CRM, automation, lead generation, and sales
• How all Academy skills work together

Practical Exercise

Map the full customer journey of one digital service business from first contact to signed client, marking where AI, automation, CRM, lead generation, and sales each apply.

Expected Learning Outcome

You can describe how a digital service business earns revenue and explain where each of the Academy’s four areas fits into that process.

Learning Objective

Use AI as a dependable business instrument — for research, analysis, and communication — rather than as a chat window.

Skills Covered

• ChatGPT and Claude fundamentals
• Professional prompt creation
• AI-assisted business research
• Data analysis
• Lead analysis
• Content and communication support
• Responsible AI use
• Preventing unreliable or fabricated AI outputs

Practical Exercise

Write and test a reusable prompt that analyzes a set of company information and returns a consistent, structured business summary.

Expected Learning Outcome

You can produce reliable, structured AI output for research, analysis, and communication, and you know how to detect and prevent fabricated results.

Learning Objective

Build working automations that move data between the tools a business already uses, and make them resilient when something fails.

Skills Covered

• Triggers and actions
• Modules
• Data mapping
• Filters and routers
• Webhooks
• Error handling
• Connecting forms, spreadsheets, email, AI tools, and CRM platforms
• Testing and documenting automation scenarios

Practical Exercise

Build a multi-step scenario that receives a webhook, branches on a filter, calls an AI module, writes to a CRM, and handles its own errors.

Expected Learning Outcome

You can design, build, test, document, and troubleshoot a production-grade Make.com scenario without writing code.

Learning Objective

Operate a CRM as the system of record for revenue, and connect automation and AI to it without degrading the data.

Skills Covered

• CRM fundamentals
• Companies, contacts, deals, and pipelines
• HubSpot CRM
• Custom properties
• Lead statuses
• Lead qualification
• Lead scoring
• Internal sales notes
• Follow-up tasks
• CRM data quality
• Connecting Make.com and AI with CRM systems

Practical Exercise

Configure a HubSpot pipeline with custom properties, lead statuses, and a scoring field, then connect a Make.com scenario that creates and updates records automatically.

Expected Learning Outcome

You can set up and run a professional CRM, define a qualification and scoring model, and integrate it with automation and AI.

Learning Objective

Find and qualify the right companies, in the right markets, with information you have actually verified.

Skills Covered

• Defining an ideal customer profile
• Choosing industries and markets
• Finding companies
• Researching decision-makers
• Collecting verified business information
• Qualifying companies
• Organizing prospects inside a CRM
• Lead quality versus lead quantity
• Ethical and compliant outreach

Practical Exercise

Define an ideal customer profile, research a target list of companies and decision-makers, verify the information, and organize the list inside a CRM.

Expected Learning Outcome

You can build a qualified, verified, CRM-organized B2B prospect list and explain why each company belongs on it.

Learning Objective

Apply AI to the prospect list you built — carefully, with verification, and without letting the model invent facts.

Skills Covered

• Using AI to analyze available company data
• Website-status classification
• Business-size classification
• Identifying possible service needs
• Creating internal CRM summaries
• Lead-quality scoring
• Avoiding invented company information
• Manual verification requirements

Practical Exercise

Build a workflow that classifies each company in your prospect list, scores lead quality, writes an internal CRM summary, and flags every item requiring manual verification.

Expected Learning Outcome

You can automate lead qualification at scale while maintaining a verification step that keeps invented information out of the CRM.

Learning Objective

Open real conversations with decision-makers across email, LinkedIn, and telephone — and track all of it in the CRM.

Skills Covered

• Cold email fundamentals
• LinkedIn outreach
• Telephone prospecting
• Opening conversations
• Reaching decision-makers
• Writing personalized messages
• Follow-up sequences
• Booking sales appointments
• Managing outreach activity inside a CRM

Practical Exercise

Write a personalized multi-channel outreach sequence for one segment of your prospect list and set it up so every touch is logged in the CRM.

Expected Learning Outcome

You can plan and execute compliant, personalized B2B outreach that produces booked appointments and a clean activity record.

Learning Objective

Run the call itself: structure, discovery, qualification, value, objections, price, close, and follow-up — in professional English.

Skills Covered

• Buyer psychology
• Sales-call structure
• Discovery questions
• Qualification
• Presenting value
• Handling objections
• Discussing price
• Closing
• Follow-up
• Professional English sales communication
• Preparing for remote sales interviews

Practical Exercise

Produce a complete sales-call script with a discovery framework and written responses to the objections most common in your chosen market, then practice it.

Expected Learning Outcome

You can conduct a structured remote sales conversation from opening to close and respond to price and objection pressure without improvising.

Learning Objective

Turn a skill into a commercial offer with a defined scope, a defensible price, and expectations you can actually meet.

Skills Covered

• Choosing a service
• Defining the customer problem
• Creating service packages
• Pricing projects
• Monthly retainers
• Writing proposals
• Defining project scope
• Setting client expectations
• Avoiding guarantees that cannot be controlled

Practical Exercise

Write a complete service offer: the problem it solves, package tiers, project and retainer pricing, a scope definition, and a written proposal.

Expected Learning Outcome

You can package and price a service professionally, write a proposal, and set expectations without promising outcomes you do not control.

Learning Objective

Assemble everything into evidence a business decision-maker can evaluate, and present it.

Skills Covered

• Building a professional portfolio
• Presenting automation projects
• Presenting CRM systems
• Documenting B2B lead-generation workflows
• Creating a case-study structure
• Preparing for client conversations
• Final project presentation

Practical Exercise

Build a portfolio containing your automation, CRM, lead-generation, and sales work in a consistent case-study format, and deliver the final presentation.

Expected Learning Outcome

You have a documented portfolio covering all four Academy areas and can present it in a client or interview conversation.