Capstone Sprint: Full B2B Sales Loop
Day 30 of 30 · B2B Sales 2026 Masterclass
Run the full loop on a real account: research, outreach, qualification, discovery, next step, CRM update, proposal draft.
Learning Goal
- Select 10 SMB or 3 enterprise accounts.
- Run the full process on at least one account.
- Create a capstone report (goal, what happened, next step).
- Deliverables: account brief, outreach log, discovery notes, qualification decision, proposal draft, 14-day backlog.
- Measure: reply, meeting, stage conversion, next step rate.
Why It Matters
- Systems prove themselves in reality.
- Capstone shows bottlenecks.
- Prepares your next 2-week improvements.
Explanation
Mandatory steps
- Research + ICP fit logged.
- Outreach sequence and log.
- Qualification decision (yes/no, why).
- Discovery notes + next step.
- Pipeline update, risk flagged.
- Proposal draft if relevant.
Capstone report
- Goal, actions, result.
- Where it stalled and why.
- What you change next.
Examples
Good: One account fully run, report + backlog done.
Bad: Only reading, no execution.
Guided Exercise (10–15 minutes)
- Pick accounts and mark ICP fit.
- Write outreach and log it.
- Run one full loop, document every step.
Independent Exercise (5–10 minutes)
Write the capstone report and 14-day backlog.
Self-check
- One full loop done.
- Report and backlog ready.
- Pipeline and notes updated.
- Next 2-week plan set.
Optional Deep Dive
- Sales retro: https://www.gong.io/blog/sales-retrospective/
- Outreach cadence tips: https://www.saleshacker.com/sales-cadence/