# From opportunity to a B2B proposal · Guide

Version 1 · 13 October 2026. Fictional classroom file; these are not TOF clients, prices or results. Full edition: 12 hours, six two-hour sessions. Select one, two or three four-hour blocks, each across two sessions. Classroom preparation, practice and feedback are included in selected hours. Trainer review before delivery remains pending.

## Select the blocks

- Sessions 1–2: fit and discovery. Evidence: matrix and checked notes.
- Sessions 3–4: proposals and objections. Evidence: two options and a reviewed response.
- Sessions 5–6: marketing–sales handoff. Evidence: agreement and log of three journeys.

All blocks share a file. A standalone block receives `case.md`, requests and catalogue context without requiring the other two. Assessment applies only to selected-block criteria. Activities are not added to the eight-hour Sales with technology and AI course without agreeing additional hours.

## Full sequence

1. **Test customer fit · 2 h.** Review six requests, propose criteria, distinguish observed signals from assumptions and prepare useful questions. A matrix explaining fit, missing information and return reasons.
2. **Listen and document the need · 2 h.** Role-play Olmo’s discovery, check notes and retain unresolved conditions. A summary with the need, evidence, pending purchase decision and next check.
3. **Prepare two scope options · 2 h.** Check confirmed notes against the fictional catalogue and draft a short proposal with inclusions, exclusions and conditions. Two comparable options with classroom prices and recoverable sources.
4. **Address an objection without overpromising · 2 h.** Explore required overnight coverage, correct invented services and revise the proposal with feedback. A response acknowledging catalogue limits and an assigned feasibility check before committing coverage.
5. **Agree what teams hand over · 2 h.** Define minimum information, ownership, acceptance and returns; prepare the log and a common complete-handoff criterion. A short handoff agreement marketing and sales can follow.
6. **Walk through and check the handoff · 2 h.** Simulate three transfers, record decisions and next steps, and review an individual variation of selected blocks. A consistent case file, reviewed log and classroom metric with its denominator retained.

## How to work

1. Read `case.md`, `requests.csv` and `scope-catalogue.csv`. Retain sources and use blank worksheets for your attempt.
2. Use `role-cards.md` in discovery. The person playing Inés responds with documented facts and conditions. If information is missing, say it is unconfirmed.
3. AI is optional for drafting, followed by checks. It is not connected to accounts and sending is not authorised during the exercise.
4. Manually record information in the selected CRM or classroom table. If a CRM feature is not executed, note that; do not claim implementation.
5. Compare the first attempt with `worked-example.md` and review evidence using `assessment.md`. The sample is not a real learner’s assessment.

## Scope and conditions

Practice is adapted to the team’s sales working medium and does not require a CRM. You can use the classroom log or your CRM; in that case, features and permissions are checked in a practice environment. The handoff block involves both functions or assigns the required roles. No sending, scraping, automated scoring, live acquisition, production imports or integrations. Response agreements are completed for each edition and are not a TOF SLA.

Trainer time, group size and individual practice are reviewed before delivery. No additional feedback outside agreed hours is required. Catalogue prices are fictional and support scope comparison; they are not TOF quotes.

[Download ZIP pack](sales-en-v1.zip)