# B2B sales & customer success course

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

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[Business foundations](/en/tracks/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
[Start learning](/en/courses/b2b-sales-cs/lessons/bsc-l1-icp)

![B2B sales & customer success course](/images/home/track-business-sales.png)
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Course progress 14 learning steps

## What you'll learn

- Assess lead quality with a weighted five-part ICP score and a four-stage evidence-based pipeline.
- Quantify loss with four discovery areas and turn a demo into a buying-decision memo.
- Create time to value in a 30-day onboarding and connect expansion signals to upsell opportunities.
- Protect renewals and forecast ARR using a renewal-risk score, NRR, and forecast metrics.

1

## 1. ICP & pipeline design

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

- [ICP scoring and an evidence-based pipeline Five weighted ICP criteria, four stages, and multithreading Concept 32 XP](/en/courses/b2b-sales-cs/lessons/bsc-l1-icp)
- [Core-term cards Reinforce the essential terms and metrics of an ARR engine Flashcards 20 XP](/en/courses/b2b-sales-cs/lessons/bsc-l1-flash)
- [ICP & pipeline quiz Check scoring weights, stage definitions, and stakeholders Quiz 40 XP](/en/courses/b2b-sales-cs/lessons/bsc-l1-quiz)

2

## 2. Closing — discovery, proposals & negotiation

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

- [Discovery & demo — quantify the loss Define loss through four question areas and turn the demo into a decision memo Concept 30 XP](/en/courses/b2b-sales-cs/lessons/bsc-l2-discovery)
- [Proposal, negotiation & procurement — reduce risk Five proposal sections, scope/term/support instead of discounts, and three procurement bottlenecks Concept 30 XP](/en/courses/b2b-sales-cs/lessons/bsc-l2-proposal)
- [Practice: advance an enterprise deal Choose the best move from lead assessment through negotiation and procurement Scenario 45 XP](/en/courses/b2b-sales-cs/lessons/bsc-l2-scenario)

3

## 3. Adoption & expansion

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

- [30-day onboarding and adoption expansion A time-to-value roadmap, success criteria, expansion signals, and readiness scoring Concept 34 XP](/en/courses/b2b-sales-cs/lessons/bsc-l3-onboarding)
- [Onboarding & upsell gate checklist Review execution items for successful adoption and expansion Checklist 25 XP](/en/courses/b2b-sales-cs/lessons/bsc-l3-checklist)
- [Adoption & expansion quiz Check onboarding goals, expansion readiness, and upsell gates Quiz 40 XP](/en/courses/b2b-sales-cs/lessons/bsc-l3-quiz)

4

## 4. Renewal risk and ARR metrics

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

- [Renewal and churn-risk management 90–120 day warnings, renewal-risk scoring, and intervention playbooks Concept 32 XP](/en/courses/b2b-sales-cs/lessons/bsc-l4-renewal)
- [Forecasting, metrics & operating cadence (ARR/NRR) Four core metrics, weighted pipeline, NRR benchmarks, and QBR cadence Concept 35 XP](/en/courses/b2b-sales-cs/lessons/bsc-l4-metrics)

5

## 5. AI 세일즈·Forecast 운영

AI SDR·좌석 압축·예측·이탈 신호를 수익 운영에 반영합니다.

- [AI가 바꾸는 Revenue Engine AI SDR의 경계, 좌석 압축, Forecast와 이탈 예측 Concept 45 XP](/en/courses/b2b-sales-cs/lessons/bsc-l5-ai-revenue)
- [워크북: AI 시대 계정 Revenue Plan 획득·수주·확장·갱신 신호와 책임을 한 장으로 설계 Workbook 60 XP](/en/courses/b2b-sales-cs/lessons/bsc-l5-account-plan)

## Final challenge

Prove your mastery with a comprehensive course quiz.

- Final challenge · ARR revenue-engine mastery A comprehensive quiz from close through renewal Complete lessons first 85 XP

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