Build a Sales Process from Scratch
12 weeks · 0 milestones
Design and document a repeatable B2B sales process — outreach, qualification, demo, close — with 5 closed deals as proof.
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Milestone map
0 of 3 done
Current milestone
Map and document your current sales motion
1–2 weeks (5–8 hrs/week)
Write out every step a prospect takes from first contact to signed contract (or paid subscription). For each step, note: who does it, how long it takes, what information changes hands, and what causes prospects to drop off. Interview at least 3 recent customers about their buying journey — use their words, not your assumptions. The output is a documented sales process map, not a flowchart — it describes what actually happens, not what should happen.
Proof required
Submit your sales process map (can be a written document or annotated diagram) alongside 3 customer interview summaries that show where their account of the buying journey matches or differs from your map.
What gets checked
- Map distinguishes between steps you initiate and steps the prospect initiates — most early-stage founders miss prospect-side steps.
- At least one dropout point is identified with a specific reason (not 'lost interest') derived from customer interviews.
- Map covers the full journey from first awareness to money received — not just the sales call itself.
Run 20 documented discovery calls
Close 5 deals and write a repeatable sales playbook
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