XY Learn · Value Scale
Sales Strategy
Build a repeatable revenue motion, not a founder-dependent streak.
Δ Sales
Duration
2 days
Hours
8 hours (4 hours/day)
Delivery
Online, live cohort or private team
Who it's for
Founders and commercial leaders
The hook
Founder-led sales is a superpower until it becomes the ceiling. The handover is the hardest engineering problem in the company.
Intent · Design a sales system — motion, qualification, stages, playbook, comp and forecast — that a hired rep can run to quota.
Take this if
Six signals you are leaking this value
01
Only the founder closes
02
Forecast accuracy is a coin flip
03
Stages are named but not defined by evidence
04
No qualification discipline; pipeline is full of ghosts
05
Onboarding a rep takes six months
06
Renewals are a surprise every time
About the course
We match motion to segment and price point: self-serve, inside sales, field, partner or hybrid — then engineer the pipeline mechanics around it.
Qualification (MEDDICC/SPICED), evidence-based stage exits, and a forecast built on committed evidence rather than optimism.
2026 additions: AI SDR and research tooling used responsibly, signal-based outbound, buying-committee mapping, and multi-threaded deals when procurement is agent-assisted.
Tools you will use
- MEDDICC scorecard
- Stage exit criteria
- Pipeline velocity model
- Comp plan template
Prerequisite
Some sales history to examine — even ten deals is enough.
Curriculum
What we cover, hour by hour
01 · Motion design
- Choosing the motion for your ACV and segment
- Buying committee and multi-threading map
- Territory, capacity and coverage math
- Founder-to-team handover sequence
02 · Pipeline mechanics
- Qualification: MEDDICC / SPICED applied
- Stage definitions with evidence-based exits
- Pipeline coverage and velocity math
- Forecast hygiene and commit discipline
03 · Playbook and enablement
- Discovery scripts, objection handling, value narrative
- Demo choreography and proof-of-value trials
- Comp design and quota setting
- Onboarding a rep to first close in 60 days
Key takeaways
- A documented sales motion
- Qualification and stage discipline
- A rep-ready playbook
- Forecast accuracy you can present to a board
You leave with
- Sales playbook
- CRM stage configuration
- Forecast model
- Ramp plan
Measured value
The numbers this course is meant to move
| Metric | Target |
|---|---|
| Forecast accuracy | Within ±15% |
| Pipeline coverage | 3–4x of quota |
| Rep ramp time | < 90 days to first close |
| Win rate | Trending up quarter on quarter |
Run this with your team
Cohort seats or a private team session — 8 hours (4 hours/day), delivered online and applied to your own venture.
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