When I took it long ago the class included me (enterprise SW sales for my startup), a woman selling chip fab equipment for KLA-Tencor (24-36 month sales cycle with ASP above $100MM), a woman selling ADT home alarm systems, and two guys who had opened a T-shirt stand on the beach (sales cycle <10 min with ASP of $20). We all got the same lesson and all learned a lot from each other. A very hands on class and you bring to each class how you used the lessons during the preceding week. One of the best investments I ever made.
The stages a customer goes through (whether over 5 minutes or 25 months) are “attention, interest, conviction, desire and close”. The first time I met one of the best sales guys I have ever known, when he changed PowerPoints during a presentation displayed this desktop, and his wallpaper was just those words. Even at his high level he lived them.