STAMINA · AI GROWTH ACADEMY

Stamina AI Growth Academy

The Stamina AI Growth Academy is a 6-week, on-site training program held at Stamina HQ in Yerevan. It prepares 12 fourth-year university students for AI-powered careers in B2B sales, marketing, and business development — combining outbound, GTM operations, account management, and AI co-piloting with Claude into one modern program.

6 Weeks
15 June – 24 July 2026
12 Students
Fourth-year university students
3 Days / Week
Monday, Wednesday, Friday
3–4 Hours
Each live session

📊 Format & evaluation

📅 Schedule

  • Duration: 6 weeks
  • Days: Monday, Wednesday, Friday
  • Session length: 3–4 hours
  • Format: on-site at Stamina HQ, Yerevan
  • Each day combines teaching, practice, and feedback

🎓 Certification

  • Every participant who passes all quizzes and the capstone receives the Stamina AI Growth Specialist Certificate
  • Top ~30% receive a full-time offer at Stamina
  • All graduates join the Stamina alumni network

✅ Evaluation

  • Weekly quizzes
  • Passing score: 70%
  • Capstone project
  • Attendance
  • More than 2 missed days = exit

👨‍🏫 Mentors

  • Vahagn — CEO / CRO — Primary trainer: strategy, sales, playbook
  • Anahit — Head of Delivery — Account management, onboarding, retention
  • Sara — GTM Playbook Engineer — Frameworks, SOPs, sales methodology
  • Hayk — LinkedIn & Content Lead — LinkedIn, content, brand, inbound
  • Arsen — Automation & CRM Engineer — Pipedrive & Make.com walkthroughs
  • Gevorg — AM Caucasus — Expansion & renewals case study
  • Karen — Discovery, demo, and selling track

🛠 Tools participants will be trained on

  • Pipedrive — CRM: pipeline, deals, activities
  • Make.com — automation: workflows and integrations
  • Clay — lead enrichment and list building
  • Instantly — cold email sending, deliverability, inbox rotation
  • CloudTalk — cloud-based outbound calling, click-to-dial, recording, CRM sync (NEW)
  • LinkedIn / Sales Navigator — prospecting, social selling, outbound
  • Respond.io — omnichannel messaging and follow-up
  • ClickUp — task management, SOPs, internal docs
  • Loom — async video: demos, walkthroughs, follow-ups
  • Slack — team communication and escalations
  • Google Workspace — docs, sheets, slides, Gmail
  • Claude (AI co-pilot) — research, ICP/persona generation, copywriting, call summaries, QBR drafts, personalization at scale

🧭 Role tracks after the program

  • Sales (SDR / AE) — outbound, discovery, demo, closing
  • Account Management — onboarding, retention, expansion
  • Marketing — LinkedIn, content, inbound, brand
  • GTM Engineers — build & run the AI-powered GTM stack (CRM, automation, AI workflows)
  • GTM Strategists — design playbooks, own ICP & messaging, full-funnel thinking

🧪 Student selection process

1
🏫 University outreach

Establish partnerships with 3–5 target universities in Armenia. Identify faculty and career office contacts.

2
📣 Announcement distribution

Share program announcements through university channels. Provide a one-pager and landing page for applicants.

3
📲 Marketing campaigns

LinkedIn and social media ad campaigns targeting 4th-year students in Armenia.

4
📝 Application collection + test submission

Single application form: CV + personal information + test submission. All applications are automatically recorded in Pipedrive.

5
🔎 Stage 1 — CV screening

Filter based on CVs: academic performance, relevant experience, English level. Red flags: missing information, inconsistent dates, zero extracurriculars.

6
📞 Stage 2 — Phone interview

A short phone call. Assess communication skills, logical thinking, and motivation.

7
👥 Stage 3 — Group interview (offline)

In-person group session at Stamina HQ. Observe competitiveness, communication, speed of thinking and reaction under time pressure.

8
✅ Stage 4 — Final phone call

Final 10-minute conversation. Confirm attendance commitment for the full 6 weeks and answer remaining questions.

9
🎯 Final selection

Score each candidate across all stages. Select 12 participants + 2 waitlist. Send formal acceptance emails and calendar invites.

🧭 Week 1 — Foundations: Stamina, GTM, and the Buyer
Lead mentor(s): Vahagn & Sara

Learning outcomes: Understand Stamina's mission, ICP, and value proposition. Know the full GTM funnel: lead → MQL → SQL → deal → customer. Speak the language of B2B SaaS and service-based sales.

DAY 1
🏠 Welcome & Company Immersion
Mentor: Vahagn
⌄
Topics
  • Welcome, expectations, and rules of the academy
  • Stamina's story, mission, and why GTM matters
  • Overview of clients, industries, and geographies
  • What is Go-to-Market? The end-to-end engine
  • Funnel stages: Lead → MQL → SQL → Deal → Customer
  • Key GTM metrics: CAC, LTV, NRR, win rate, churn
  • Defining an ICP for B2B SaaS and services
Assignment
  • Describe the ICP for a sample product.
📄 Learning Academy
🛠 Tools to Master Today:SlackClickUpGoogle WorkspaceClaude (AI co-pilot)
DAY 2
💬 Value Proposition & Messaging
Mentor: Vahagn
⌄
Topics
  • Features vs. benefits vs. outcomes
  • Pain-agitate-solve messaging framework
  • Writing a one-line value proposition
  • Workshop: rewrite 3 weak pitches into strong ones using Claude as AI co-pilot
  • Review of the week's key concepts
Assignment
  • Build a one-page ICP + value proposition document for a sample Stamina product. Use Claude to draft, refine, and challenge your messaging.
🎓 Learning Academy
🛠 Tools to Master Today:Google DocsLinkedInClaude — AI ICP & messaging
DAY 3
🎯 Prospecting Fundamentals
Mentor: Sara
⌄
Topics
  • What makes a good prospect list
  • Sources: LinkedIn, Sales Navigator, Apollo, databases
  • Data hygiene: deduplication, validation, formatting
  • Intro to Clay for enrichment + Claude inside Clay for AI personalization columns
Assignment
  • Build a 50-lead list in Clay with verified emails and 1 AI-generated personalization hook per contact.
🧱 Learning Academy
🛠 Tools to Master Today:ClayLinkedIn Sales NavigatorApolloClaude — AI enrichment & personalization
🎯 Week 2 — Prospecting, Outreach & Marketing
Lead mentor(s): Sara, Vahagn & Hayk

Learning outcomes: Build clean, targeted prospect lists in Clay. Write cold emails that get replies through Instantly. Run cold calls professionally through CloudTalk (cloud-based outbound dialer with click-to-dial, recording, and CRM sync). LinkedIn outreach + marketing fundamentals — all powered by Claude as your AI co-pilot. By Friday, every participant has built a 50-lead list, a 3-step outreach sequence, and run 5 live cold calls.

DAY 4
📧 Cold Email + ☎️ Cold Calling (CloudTalk)
Mentor: Vahagn
⌄
Topics
  • Anatomy of a good cold email: subject, hook, CTA
  • Personalization at scale (Claude + Clay) vs. spray-and-pray
  • Writing 3 email sequences for different personas in Instantly
  • Deliverability basics: SPF, DKIM, DMARC, inbox warm-up
  • CloudTalk walkthrough — cloud-based outbound dialer, click-to-dial from Pipedrive, call recording, voicemail drops, call tagging & dispositions
  • Cold-call script lab — opening line, pattern interrupt, qualifying question, soft CTA
  • Live practice — each participant runs 3 mock cold calls through CloudTalk (recorded for review)
Assignment
  • Draft a 3-step cold email sequence in Instantly + complete 5 live recorded cold calls in CloudTalk.
📧 Learning Academy — Email☎️ Learning Academy — CloudTalk
🛠 Tools to Master Today:InstantlyCloudTalk — cloud calling platformClaude — AI email & script drafting
DAY 5
🔗 LinkedIn Outreach & Social Selling
Mentor: Hayk
⌄
Topics
  • LinkedIn profile optimization for sellers
  • Connection request messages that get accepted
  • Multi-step LinkedIn sequences
  • Using Sales Navigator filters and saved lists
  • Content strategy: posts that attract buyers
  • Multichannel sequencing: email + LinkedIn + CloudTalk call
  • Using Claude to draft posts, comments, and DM replies at scale
  • Personal brand for sellers and marketers
Assignment
  • Write 3 LinkedIn posts that match the sequence (drafted with Claude as AI co-pilot).
🔗 Learning Academy
🛠 Tools to Master Today:LinkedIn / Sales NavigatorCanvaCloudTalkClaude — AI content & comment drafting
DAY 6
🧪 Week Review & Quiz
Mentor: Sara
⌄
Topics
  • Review: prospecting + outreach + marketing end-to-end
  • Live walkthrough of a real Stamina campaign — Clay → Claude → Instantly → CloudTalk → Pipedrive
  • Weekly Quiz
  • Feedback and preview
Weekly assignment
  • Build a 50-lead list in Clay, draft a 3-step cold email sequence in Instantly, write 3 LinkedIn posts, and complete 5 live cold calls through CloudTalk (recorded).
🛠 Tools to Master Today:ClayInstantlyCloudTalkLinkedInClaude (full stack)
🤝 Week 3 — Discovery, Demo, and Closing
Lead mentor(s): Vahagn & Karen

Learning outcomes: Run structured discovery using SPICED. Deliver a product demo tailored to buyer pain. Handle common objections and close with confidence.

DAY 7
🔍 Discovery Calls
Mentor: Karen
⌄
Topics
  • Goal of discovery: qualify and build trust
  • SPICED framework: Situation, Pain, Impact, Critical event, Decision
  • Listening techniques and note-taking
  • Role-play: discovery call with Karen — recorded in CloudTalk
  • BANT, MEDDPICC, CHAMP — when to use each
  • Use Claude to auto-summarize the call recording into a SPICED briefing
  • Writing a discovery call summary
Assignment
  • Record a 15-minute mock discovery in CloudTalk and submit Claude-generated SPICED summary for review.
🎓 Learning Academy
🛠 Tools to Master Today:CloudTalk — call recordingPipedrive — log notesClaude — AI call summary & SPICED extraction
DAY 8
🖥 Delivering the Demo
Mentor: Vahagn
⌄
Topics
  • Demo structure: problem → solution → proof
  • Customizing demos to buyer pain
  • Live demo storytelling techniques
  • Participants deliver short mock demos (recorded in Loom + CloudTalk)
  • Common objections: price, timing, competitors, authority
  • Feel-Felt-Found and reframing techniques
  • Closing techniques that feel natural
  • Use Claude to build a personal AI objection-handling library
  • Role-play: objection handling with Sara
Homework
  • Record a 15-minute mock discovery + demo and submit for review.
🎬 Learning Academy
🛠 Tools to Master Today:Loom — async demo recordingCloudTalk — live demo callsPipedrive — deal stagesClaude — AI objection-handling library
DAY 9
🧪 Week Review & Quiz
Mentor: Vahagn
⌄
Topics
  • End-to-end mock deal: discovery → demo → close
  • All calls run through CloudTalk + recorded
  • Group feedback on mock calls
  • Use Claude to draft post-call follow-up emails & next steps
  • Weekly Quiz
Assignment
  • Submit final mock discovery + demo recording for review.
🛠 Tools to Master Today:CloudTalkPipedriveLoomClaude — AI follow-up & next-step generation
⚙️ Week 4 — CRM, Automation, and Operations
Lead mentor(s): Vahagn & Sara; Arsen for tools

Learning outcomes: Use Pipedrive to manage pipeline with 95%+ data accuracy. Understand how automation fits into the GTM engine. Know how data flows across the stack.

DAY 10
🧹 CRM Foundations & Data Hygiene
Mentor: Arsen
⌄
Topics
  • Why CRM is the single source of truth
  • What great data hygiene looks like: 95%+ accuracy
  • Pipeline stages, probability, next steps
  • How poor data kills forecasting and deals
  • Pipedrive: deals, stages, activities, pipelines
  • CloudTalk ↔ Pipedrive integration — auto-logged calls and recordings inside the deal
  • Use Claude to auto-generate deal summaries from CRM data
Homework
  • Set up a Pipedrive sample pipeline with 10 deals.
📊 Learning Academy
🛠 Tools to Master Today:Pipedrive (deep dive)CloudTalk ↔ Pipedrive integrationClaude — AI deal summary & next-step generation
DAY 11
📊 Pipedrive CRM + Make.com Automations
Mentor: Gevorg
⌄
Topics
  • Custom fields, filters, and reports
  • Setting up a sample pipeline
  • Hands-on: load 10 sample deals
  • Weekly pipeline review cadence
  • Forecasting: commit, best case, pipeline coverage
  • Make.com basics: scenarios, modules, triggers
  • Common GTM automations: form → Pipedrive, Clay → Instantly, CloudTalk → Pipedrive
  • AI-in-the-loop: Make.com calling Claude to enrich, summarize, route
  • Red flags: stuck deals, missing next steps
  • How Stamina runs its Monday pipeline meeting
Homework
  • Write a one-page note on what automation you would build first and why.
⚙️ Learning Academy
🛠 Tools to Master Today:PipedriveMake.comClayInstantlyCloudTalk webhooksClaude API inside Make.com
DAY 12
🧪 Review & Quiz
Mentor: Vahagn
⌄
Topics
  • Review: CRM + pipeline + automation end-to-end
  • Live audit of a sample Pipedrive instance
  • Weekly Quiz
  • Feedback and preview
Weekly assignment
  • Set up a Pipedrive sample pipeline with 10 deals and write a one-page note on what automation you would build first and why.
🛠 Tools to Master Today:PipedriveMake.comClaude — AI pipeline auditor
📈 Week 5 — Account Management, Retention, and Growth
Lead mentor(s): Anahit

Learning outcomes: Onboard new customers in under 7 days. Keep churn below 5% and NRR above 110%. Spot expansion signals and lead renewal conversations.

DAY 13
🤖 Make.com, Instantly, Claude / AI Agents
Mentors: Sara & Anahit
⌄
Topics
  • Make.com basics: scenarios, modules, triggers
  • Email deliverability basics: SPF, DKIM, DMARC, warm-up
  • How the full AI stack connects: Clay → Claude → Instantly → CloudTalk → Pipedrive → Slack
  • Claude prompt library: ICP generator · cold-email writer · objection handler · QBR drafter
  • AI Agents — building autonomous workflows
  • When to automate and when not to
  • Common automation mistakes and how to avoid them
Homework
  • Draft a customer success plan and QBR deck for a sample $50k account using Claude.
⚙️ Learning Academy
🛠 Tools to Master Today:Make.comInstantlyRespond.ioClaude — AI co-pilot (full prompt library)AI Agents
DAY 14
🤝 Customer Onboarding
Mentor: Anahit
⌄
Topics
  • The first 7 days — what makes onboarding successful
  • Kick-off call structure and handoff from sales
  • Success plans and milestones
  • Onboarding checklist walkthrough in ClickUp
  • Use Claude to auto-draft kick-off emails & onboarding plans
  • Difference between AM, CS, and Support
  • QBRs: structure and prep — Claude-built first drafts from CRM data
  • Tracking health scores and adoption
  • Building long-term trust with customers
Homework
  • Draft a customer success plan and QBR deck for a sample $50k account.
🤝 Learning Academy
🛠 Tools to Master Today:Pipedrive — health-score fieldsClickUp — onboarding checklistLoom — training videosSlack — customer channel setupClaude — AI kick-off & QBR draft
DAY 15
💰 Retention, Expansion & Renewals
Mentor: Anahit; Gevorg for expansion case study
⌄
Topics
  • Why customers churn and how to predict it
  • Early warning signs and save plays
  • Retention playbook: outreach cadence, escalations
  • Case study: a real Stamina churn save
  • Upsell vs. cross-sell opportunities
  • Having the renewal conversation early — renewal calls run in CloudTalk
  • Negotiating price increases and multi-year deals
  • Use Claude to draft expansion proposals and renewal pitches in minutes
  • Case study from Stamina Caucasus — real expansion deal
  • Weekly Quiz
Weekly assignment
  • Draft a customer success plan and QBR deck for a sample $50k account.
📈 Learning Academy
🛠 Tools to Master Today:Pipedrive — renewal pipelineCloudTalk — renewal callsClaude — AI proposal & expansion-pitch drafting
🏆 Week 6 — Capstone: Real Playbooks, Real Clients
Lead mentor(s): Vahagn, Anahit & Sara

Learning outcomes: Apply the full GTM engine to a realistic business case. Present a complete playbook to Stamina leadership. Finish the program with a clear career path.

DAY 16
📌 Capstone Brief & Individual Task
Mentor: Vahagn
⌄
Topics
  • Capstone brief: build a full GTM plan for a sample client
  • Review scoring rubric and expectations
  • Kickoff working session
  • Individual task: create an ICP, value proposition, and outreach mini-playbook
Task
  • Individual task: ICP, value proposition, outreach concept, and simple process outline.
🏆 Learning Academy
🛠 Tools to Master Today:PipedriveClayInstantlyMake.comCloudTalkRespond.ioClaude (full AI GTM stack)
DAY 17
👥 Group Assignment
Mentors: Anahit & Sara
⌄
Topics
  • Participants are divided into two groups
  • Anahit mentors one team
  • Sara mentors the other team
  • Build ICP, personas, and value proposition (Claude as co-pilot)
  • Draft prospecting plan and outreach messages
  • Build sales process, CRM setup, and pipeline
  • Draft onboarding and retention plan
Task
  • Group assignment: full GTM playbook + live presentation.
👥 Learning Academy
🛠 Tools to Master Today:Google SlidesLoomPipedriveMake.comClaude — AI deck builder & pitch coach
DAY 18
🎤 Final Presentations, Quiz & Graduation
Mentors: Vahagn & Anahit
⌄
Topics
  • Capstone presentations to leadership panel
  • Weekly Quiz
  • Certificate ceremony and offer announcements
  • Alumni network intro and closing remarks
Weekly assignment
  • Team capstone: full GTM playbook + live presentation to leadership panel.
🎓 Learning Academy
🛠 Tools Demonstrated in Final Pitches:PipedriveClayInstantlyCloudTalkMake.comRespond.ioClaude (AI GTM co-pilot)

🏆 Capstone Project — Build a Live GTM Campaign

Due: Week 6 · Presentation: 10 min + 5 min Q&A · Judge panel: Vahagn, Anahit, Sara.

📌 Deliverable 1 — ICP Card

  • Choose 1 of Stamina's 5 regions: Armenia · Georgia · UAE/MENA · KSA · USA
  • Define: industry, company size, revenue range, HQ city, decision-maker title, 3 pain points, 2 trigger events, negative ICP
  • Justify your choices — why this ICP converts in this region

📋 Deliverable 2 — Enriched Lead List

  • Build a list of 50+ contacts in Clay matching your ICP
  • Required fields: First name, Last name, Company, Title, LinkedIn URL, Verified email, Company size, AI personalisation hook
  • Data accuracy >90%

📧 Deliverable 3 — 3-Step Outreach Sequence

  • 3-email cadence: Day 0 cold intro · Day 3 follow-up · Day 7 breakup
  • Each email under 100 words with a clear hook, benefit, and CTA
  • Personalisation variables used from Clay enrichment

📊 Deliverable 4 — Pipedrive Pipeline

  • All 50 leads imported as Contacts with correct custom fields populated
  • Top 10 Tier A leads created as Deals with estimated deal value
  • Pipeline stages correctly set: Lead → Contacted → Qualified → Demo Scheduled → Proposal → Closed

⚙️ Deliverable 5 — Make.com Automation Scenario

  • Build at least 1 live, running scenario
  • Scenario must have run successfully at least 3 times
  • Show execution log screenshot

🎤 Deliverable 6 — Presentation

  • ICP — who you're targeting and why
  • Lead list — how you built it, quality proof, top 3 Tier A leads
  • Outreach sequence — show the 3 emails, explain the strategy
  • Pipedrive live demo
  • Make.com scenario
  • ROI pitch

🧍 Final task 1 — Individual task

  • Each participant receives a sample business case
  • Creates an ICP, value proposition, outreach concept, and simple process outline
  • Presents and defends reasoning individually

👥 Final task 2 — Group assignment

  • Participants are split into two groups
  • Anahit mentors one team
  • Sara mentors the other team
  • Each group delivers a full GTM assignment and presentation
ScoringWhat judges look forPoints
ICP DefinitionSpecific, justified, includes negative ICP, regionally aware5
Lead List Quality50+ leads, >90% accuracy, Tier A logic clear5
Outreach SequenceClear hook, benefit, CTA, personalized variables5
Pipedrive SetupStages, fields, deal values, automation task5
Make.com AutomationScenario runs, execution log shown, real workflow5
Presentation QualityClear narrative, confident delivery, panel Q&A5

STAMINA

💼 Role Placement & Pathways

Top ~30% of the cohort receive a full-time job offer at Stamina. The role is not predetermined — it is matched to each student's demonstrated strengths across all 6 weeks.

How the Program Reveals Your Best Role

This bootcamp exposes participants to every GTM function — prospecting, outreach, discovery, closing, CRM, automation, and account management. Performance across all 6 weeks shows where each participant naturally excels.

Hiring Panel

The hiring panel reviews the full performance profile — not just total score, but where the participant's strongest results appeared.

  • Vahagn
  • Anahit
  • Sara
1

Pass the Program

  • Overall score ≥70%
  • All 6 weekly quizzes passed at ≥70%
  • Both capstone deliverables submitted — individual + team
  • Attended ≥85% of in-person sessions
2

Top ~30% Ranking

  • Participants ranked by final weighted score
  • Top 3–4 of the 12-person cohort receive a direct job offer from HR
  • Tie-breaker: capstone scores + team collaboration rating from Anahit/Sara
3

Role Determined by Aptitude

The final role is matched to the participant's strongest performance signals across the program.

Your Strongest WeeksAptitude SignalRole Pathway
Week 2 — Prospecting & OutreachHigh reply rates, strong lead quality, fast list-buildingSDR — outbound specialist
Week 3 — Discovery & ClosingStrong role-play score, natural rapport, sharp SPICED questionsAE track — discovery & deal-closing
Week 4 — CRM & AutomationClean Pipedrive setup, working Make.com scenario, AI-prompt fluency, systems thinkingGTM Engineer — builds & runs the AI-powered GTM stack
Consistently high across Weeks 1, 3 & 6Strong on ICP, messaging, narrative, full-funnel thinking, presents with confidenceGTM Strategist — designs the playbook, owns the plan
Week 5 — Account ManagementStrong QBR script, client empathy, upsell framingAM track — retention & expansion
Consistently high across all weeksWell-rounded AI-powered GTM practitioner, strong communicatorGTM Generalist — cross-functional, fast-track

Sales (SDR / AE)

Outbound, discovery, demo, closing — powered by CloudTalk & Claude.

Account Management

Onboarding, retention, expansion.

Marketing

LinkedIn, content, inbound, brand.

GTM Engineers

Build & run the AI-powered GTM stack — CRM, Make.com automations, Claude workflows.

GTM Strategists

Design playbooks, own ICP & messaging, full-funnel thinking, lead the plan.

If You Don't Receive an Offer

  • You still receive the Stamina AI Growth Specialist Certificate if you pass with ≥70%.
  • Strong graduates are actively referred to Stamina's partner companies.
  • Everything built in the program forms a live portfolio: Clay list, Pipedrive pipeline, sequences, and Make.com scenario.

📚 Learning Academy — Full Reading List

01
Go-to-Market Strategy

GTM fundamentals

02
Inbound Sales Certification

Sales fundamentals

03
Clay University

Lead enrichment and list building

04
Email Marketing Course

Email structure and deliverability

05
CloudTalk Academy

Cold calling, click-to-dial, call coaching

06
Pipedrive Academy

CRM and pipeline management

07
Make Academy

Automation workflows

08
Customer Service Course

Customer success and retention

09
Instantly Help Center

Cold email and deliverability

10
Claude Documentation

AI co-piloting, prompting, workflows