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The B2B Sales System Map

Day 2 of 30 · B2B Sales 2026 Masterclass

Draw the end-to-end flow from sourcing to expansion and set shared stage definitions.

Learning Goal

  • Map sourcing → qualification → discovery → proposal → negotiation → close → expansion.
  • Define entry/exit criteria per stage.
  • Create a one-page “Sales System Map”.

Why It Matters

  • Shared language prevents confusion (lead, SQL, qualified discovery).
  • Without definitions, the pipeline is opinion-based.
  • This map is the base for measurement and automation.

Explanation

Main blocks

  • Sourcing: lists, inbound, partners, events.
  • Qualification: fast yes/no, MEDDPICC-style questions.
  • Discovery: problem, impact, decision process, risk.
  • Proposal/Negotiation: decidable offer, pricing frame, objection handling.
  • Close/Expansion: decision, onboarding, cross/upsell.

Definitions

  • Lead: inbound or list contact with minimum data.
  • SQL: fits ICP + relevant problem + decision maker/gatekeeper reachable.
  • Qualified discovery: business pain, cost/impact, next step captured.

Measurement

  • Stage conversion and stage-level cycle time.
  • Win rate, pipeline coverage, coded lost reasons.

Examples

Bad: “Lead → Call → Proposal → Close” — no definitions, no exit criteria.

Good: “Lead (min data) → SQL (ICP + pain + decision maker) → Discovery (pain, impact, next step) → Proposal (scope, price, risk) → Negotiation (objections, procurement list) → Close/Expansion.”

Guided Exercise (10–15 minutes)

  1. Draw the 7 blocks (sourcing → expansion).
  2. Write 2–3 entry/exit criteria per block.
  3. Create a one-page Sales System Map (text + bullets).

Independent Exercise (5–10 minutes)

Pick an active opportunity and mark which stage it’s stuck in and what is missing to move.

Self-check

  • 7 blocks mapped.
  • Entry/exit criteria per block.
  • Sales System Map (one page) completed.
  • One live deal diagnosed for missing criteria.

Optional Deep Dive