What It Prepares Learners to Do
Learners develop structured capability across prospecting, account research, discovery, pipeline management, customer communication, and revenue reporting.
Business & Digital Growth
B2B Sales, CRM & Revenue Operations
Build practical sales, CRM, pipeline, customer communication, and revenue reporting skills.
Pathway Overview
Focused Learning With a Practical Purpose
Who It Is For
Learners entering business development, sales support, account coordination, customer success, or revenue operations.
What Makes It Practical
Role-play, CRM practice, written communication, pipeline analysis, and account planning create evidence of professional sales process.
What Learners Build
Evidence That Can Be Reviewed and Presented
Projects make the pathway visible. Learners document their process, explain decisions, respond to feedback, and improve the final work.
- Sales pipeline
- Lead-generation plan
- Account research brief
- Discovery-call script
- CRM dashboard
- Revenue operations report
Learning Structure
A Five-Phase Applied Progression
- 01Foundation
Build essential concepts, context, and professional working habits.
- 02Core Tools
Develop confidence with the tools and environments used in practice.
- 03Applied Projects
Turn instruction into documented, reviewable practical work.
- 04Workplace Simulation
Respond to realistic briefs, constraints, decisions, and feedback.
- 05Portfolio Review
Present evidence, explain choices, and improve the final work.
Major Modules
Eight Focused Learning Chapters
Modules are designed as connected stages. Open each chapter for a concise view of its purpose.
01B2B Sales Foundations
Understand buying processes, value, roles, and professional sales conduct.
02Market & Account Research
Identify target organizations, stakeholders, needs, and relevant context.
03Lead Generation
Build focused prospecting lists, outreach plans, and qualification criteria.
04Discovery & Communication
Prepare questions, listen, document needs, and communicate clearly.
05CRM Pipeline Management
Structure records, stages, activities, follow-up, and pipeline hygiene.
06Proposals & Account Development
Translate needs into concise proposals and next-step plans.
07AI-Assisted Sales Workflows
Use AI tools responsibly for research, drafting, and workflow support.
08Revenue Operations
Analyze pipeline activity, reporting, handoffs, and process improvement.
Final Applied Project
Revenue Operations Capstone
Learners build an evidence-based account plan, working CRM pipeline, proposal, and management-ready revenue report.
- Discovery-call script
- CRM dashboard
- Revenue operations report
Completion Evidence
Certificate of Completion and Documented Skills
Learners who complete the required modules, assessments, applied projects, and final capstone may receive an AIDT Certificate of Completion for this Career Core Pathway.
Completion evidence may include
- Modules completed
- Capstone title
- Assessment status
- Skills demonstrated
- Project or portfolio link
- Training dates
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