# Winning by Design > I completed a six-week B2B sales course at Skolkovo. From SPIN to MEDDIC, I now see sales as a clear system rather than chaos. Thank you to the instructors for the insights. - Canonical page: https://shorin.me/en/blog/2024/11/winning-by-design/ - Page language: English - Published: 2024-11-25 - Tags: LifeLongLearning, Skolkovo, Career, Shorin, Rently, Networking, Management - Russian version: https://shorin.me/blog/2024/11/winning-by-design/index.md I have already [written](https://shorin.me/en/blog/2024/09/student/index.md) 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](https://www.linkedin.com/in/tatyana-stepanova-marketwin), [Tatiana Beley](https://www.linkedin.com/in/tatiana-beley-958396201), [Anna Kuznetsova](https://www.linkedin.com/in/anna-kuznetsova-b5747894), [Alexey Chekhvalov](https://www.linkedin.com/in/chekhvalov), [Mike Tkal](https://www.linkedin.com/in/mike-tkal), [Elena Nepochatova](https://www.linkedin.com/in/elena-nepochatova-b242ba60), and many others. ## Media - PDF: - Thumbnail: ## Original posts - LinkedIn: