reopt learning
Business foundations

B2B sales & customer success

An ARR-focused workflow from close to renewal

Build one revenue engine across sales and customer success, from ICP scoring and discovery to onboarding, expansion, renewal, NRR, and forecasting.

Intermediate 13 lessons 553 XP About 98 min

Source · Handbook · B2B SaaS sales & customer success · Source reviewed 2026-07-01

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B2B sales & customer success course
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Course progress14 learning steps

1. ICP & pipeline design

Prioritize ARR quality over lead volume by quantifying the target customer and stage-entry evidence.

  1. ICP scoring and an evidence-based pipelineFive weighted ICP criteria, four stages, and multithreadingConcept32 XP
  2. Core-term cardsReinforce the essential terms and metrics of an ARR engineFlashcards20 XP
  3. ICP & pipeline quizCheck scoring weights, stage definitions, and stakeholdersQuiz40 XP

2. Closing — discovery, proposals & negotiation

Quantify the loss structure and close by reducing risk rather than defaulting to discounts.

  1. Discovery & demo — quantify the lossDefine loss through four question areas and turn the demo into a decision memoConcept30 XP
  2. Proposal, negotiation & procurement — reduce riskFive proposal sections, scope/term/support instead of discounts, and three procurement bottlenecksConcept30 XP
  3. Practice: advance an enterprise dealChoose the best move from lead assessment through negotiation and procurementScenario45 XP

3. Adoption & expansion

Deliver the first outcome within 30 days and connect usage signals to expansion opportunities.

  1. 30-day onboarding and adoption expansionA time-to-value roadmap, success criteria, expansion signals, and readiness scoringConcept34 XP
  2. Onboarding & upsell gate checklistReview execution items for successful adoption and expansionChecklist25 XP
  3. Adoption & expansion quizCheck onboarding goals, expansion readiness, and upsell gatesQuiz40 XP

4. Renewal risk and ARR metrics

Protect renewals with early warnings and forecast ARR with NRR, forecasts, and operating cadence.

  1. Renewal and churn-risk management90–120 day warnings, renewal-risk scoring, and intervention playbooksConcept32 XP
  2. Forecasting, metrics & operating cadence (ARR/NRR)Four core metrics, weighted pipeline, NRR benchmarks, and QBR cadenceConcept35 XP

5. AI 세일즈·Forecast 운영

AI SDR·좌석 압축·예측·이탈 신호를 수익 운영에 반영합니다.

  1. AI가 바꾸는 Revenue EngineAI SDR의 경계, 좌석 압축, Forecast와 이탈 예측Concept45 XP
  2. 워크북: AI 시대 계정 Revenue Plan획득·수주·확장·갱신 신호와 책임을 한 장으로 설계Workbook60 XP

Final challenge

Prove your mastery with a comprehensive course quiz.

  1. Final challenge · ARR revenue-engine masteryA comprehensive quiz from close through renewalComplete lessons first85 XP