Winning by Design

I have already written that, in mid-September, I joined a six-week Skolkovo course on B2B sales theory and practice.

I had never been interested in sales before, as I was mostly on the other side of the barricades: people were trying to sell things to me. To my great surprise, I discovered that sales are a clearly structured body of theory and practice, comprising many approaches, techniques, strategies and tactics.

I now know the first and second rules of sales, and I can confidently navigate concepts such as CMS, ICP, PSV, BANT+DD, qualification, MEDDIC, ACE, SPIN, JOLT, SPICED, SQL (not to be confused with the query language), MQL, CRO, BDR, CMO, MDR, SDR, AE, CSM, MRR, ACV, LTV, CAC, QBR, ABM, RevOps, upsell, cross-sell, NPS, playbook, RR, CRR, …

I would like to thank the instructors who taught us all these intricacies: Tatyana Stepanova, Tatiana Beley, Anna Kuznetsova, Alexey Chekhvalov, Mike Tkal, Elena Nepochatova, and many others.