A B2B sales pipeline you can trust, and a forecast that shows its reasons
A complete system for designing and running a B2B pipeline: ideal customer profile, stages built on buyer actions, MEDDICC qualification, deal reviews, velocity, forecasting and the weekly rhythm. Open the ZIP, type your target, and see your real pipeline within the first hour.
- A 10-chapter e-book that teaches the whole pipeline job, with one composite sales team running through every chapter
- The Pipeline Command Centre: a 15-sheet Excel workbook with ICP scoring, activity log, opportunity register with health flags, MEDDICC, forecast by category, coverage, velocity, win-loss and two dashboards
- A pipeline maths calculator, 5 fillable PDF forms and 7 Word files, including 51 scripts and messages and 29 AI prompts
- A Start Here map, 3 cheat sheets, a 29-event 30-day rebuild calendar and a CRM-ready opportunity import file
The B2B Sales Pipeline System · Bodhih Pro Kits · 86 by Bodhih Training, trainers to 2,000+ companies since 2008.
How do you build a B2B sales pipeline you can trust?
Score target accounts against an ideal customer profile, define stages by what the buyer has done, qualify with evidence using MEDDICC, set coverage from your own win rate, review risky deals weekly and forecast in categories. The B2B Sales Pipeline System from Bodhih Training supplies the workbook, forms and scripts for every step.
Want the full free guide first? Read How to Build and Manage a B2B Sales Pipeline You Can Trust.
You already feel the problem. Here is what it is costing you.
The pipeline looks big and closes small
Your CRM shows three times your target, yet the quarter ends short. Deals sit at Proposal because a proposal was sent, not because anyone on the buyer's side has read it.
Forecast calls are guesses
Thursday afternoon means scrolling through deals and building a number from memory. When your director asks how confident you are, the honest answer is 'not very'.
Deals stall and slip without warning
Close dates move every month. Champions go quiet. The economic buyer appears in week twelve and says no. Nobody saw it coming because nobody was looking for it.
Prospecting stops when it matters most
Reps prospect when the pipeline looks thin, then stop when they are busy closing. Because of the sales cycle, the gap shows up a quarter later, when it is too late to fix.
Sales and marketing argue about leads
Marketing says sales ignores leads. Sales says the leads are poor. Neither team uses the same definition, so both spreadsheets are right and nothing improves.
Picture the next few weeks with the kit open beside you.
Imagine Monday morning. You open the Dashboard, and in ten minutes you can see every deal with no next step, every past close date and every deal that has sat too long in one stage. You fix the worst five before lunch, and as you work through them you notice how quickly the rest of the team starts keeping their deals up to date.
On Wednesday you review three deals with the Deal Review Form. Instead of asking reps what they did, you ask what the buyer did. One deal moves back a stage. Another gets a plan to meet the economic buyer. The rep leaves the room knowing exactly what to do next.
Then Thursday afternoon arrives. You open the Forecast View, read closed won, commit and best case against target, and make your call with a sentence explaining why. The conversation with your director is short, because the number comes with its reasons.
Whether you start with the Pipeline Maths Calculator tonight or the pipeline scrub tomorrow morning, the first hour shows you the truth about your pipeline. Each week after that, the system makes the truth easier to see earlier.
21 files that do the work for you
The e-book shows you how. The tools make it happen. Here is exactly what you download.
The B2B Sales Pipeline System (e-book, PDF)
The guide: methods, worked examples, scripts and exercises
Start here: pipeline map
The whole pipeline job as ten steps with the file to open at each, your first hour, a 30/60/90 day use plan and links to measure your starting point.
Pipeline Command Centre workbook
15-sheet workbook: settings, stages with exit criteria and probabilities, ICP scoring, activity log, opportunity register with health flags, MEDDICC scoring, forecast by category and month, coverage and velocity, funnel, rep summary, win-loss log and two dashboards with charts.
Pipeline Maths Calculator
Seven-sheet calculator: works back from your target to deals, proposals, opportunities, meetings, conversations and touches per rep per week; checks coverage; a velocity lab showing which lever moves revenue most; and three-scenario planning.
Discovery call planner
Three-page fillable planner: research and hypotheses before the call, a question plan built on situation, problem, implication and need-payoff questions, and a capture page that ends with a buyer-dated next step.
Opportunity qualification scorecard
Two-page fillable scorecard: MEDDICC scored 0 to 2 per element with evidence, a BANT quick check for early-stage or transactional deals, and a verdict with the next qualification action.
Mutual action plan
Two-page fillable plan to build with the buyer: their goal and success measures, the buying group, dated milestones with an owner on each side through to go-live, risks and a shared sign-off.
Deal review form
Two-page fillable form for a 15 to 20 minute coaching review of one deal: snapshot, stage exit evidence, qualification gaps, forecast category test, five review questions and agreed actions.
Win-loss interview guide
Three-page fillable guide for a 30-minute buyer interview after a win, loss or no-decision: set-up and consent, an opening script, open questions, ratings against the alternative, reason coding and actions.
Sales script and message library
51 ready-to-edit emails, call openers, voicemails, network messages, follow-ups, recaps, objection responses, deal-moment scripts, breakup notes and internal handoffs, in 9 groups.
Sales process playbook template
Editable 14-section playbook that writes down how your team sells: ICP, personas, stages and exit criteria, qualification, prospecting, discovery, mutual action plans, deal reviews, CRM rules, forecasting, the weekly meeting, handoffs, win-loss and AI use.
Sales and marketing SLA one-pager
A one-page service level agreement between sales and marketing: shared definitions (MQL, SAL, SQL), what each team commits to, follow-up times, recycling rules and the monthly review.
Pipeline rules of engagement
An adoptable team agreement: account ownership, lead routing, partner-sourced deals, conflicts, twelve CRM hygiene rules, stage and close-date rules, forecast etiquette and how disputes are settled.
Deal documents: recap, proposal cover, business case and handover
Six ready-to-send documents: discovery recap letter, proposal cover letter, one-page business case for the champion, executive sponsor letter, sales-to-delivery handover note and closed-lost courtesy letter.
Worked example pack: one deal from first touch to close
The main forms and decisions shown completed for one composite deal, Ostara Foods, from ICP score and first email to signature, handover and the win-loss interview, with the numbers.
AI prompt pack for pipeline management
29 tool-agnostic prompts in 8 groups, from ICP research and sequences to discovery practice, qualification, mutual action plans, stuck deals, forecasting and win-loss, each with what to paste in and what to check.
Stage exit criteria and decision card
Two-page card: buyer-based exit criteria, probabilities and max days for each stage, the four forecast categories, fourteen if-this-then-that rules and three checks before any forecast call.
Pipeline mistakes to avoid
Fifteen pipeline mistakes with why they hurt, what to do instead and the kit file that prevents each, plus the Monday ten minutes and five CRM habits.
Outreach, data and AI rules by country (October 2026)
Dated quick reference to email, call and data protection rules for B2B outreach in the US, UK, EU, Canada, Australia, India, Singapore, the Gulf and African markets, plus AI rules and a pre-campaign check.
30-day pipeline rebuild calendar
29 calendar events that rebuild a pipeline in 30 days, from setup and the pipeline scrub to deal reviews, forecasting, the marketing SLA and win-loss interviews, each naming the file to open.
CRM opportunity import
24 sample opportunities in a CRM-ready layout (name, account, amount, currency, close date, stage, probability, forecast category, owner, source, type, next step, dates). Replace with your deals and map the columns in your CRM's import tool.
Chapter by chapter
Each chapter opens with a real situation, gives you a method and ends with something to do today, using the tools in your kit.
- Format
- PDF e-book + XLSX + fillable PDF + DOCX + PDF cheat sheets + ICS + CSV
- Files
- 21 files plus a one-click ZIP
- E-book
- 61 pages
- Works with
- Excel, Google Sheets, LibreOffice, Word, Google Docs, Acrobat Reader, Google Calendar, Outlook, Apple Calendar, and the import tool of most CRMs
- Best for
- B2B sales managers, founders who sell, account managers, sales operations and business development teams
- Currency
- Any: type your currency code on the Settings sheet
A Pipeline You Can Trust
Why pipelines become untrustworthy, what changed in B2B buying, and the six-part weekly loop this kit teaches.
How B2B Buying Works Now
Buying groups, self-directed research across many channels, and what buyers still value from a seller.
Ideal Customer Profile and Buyer Personas
Building an ideal customer profile from your wins, scoring accounts into tiers, and writing personas from real conversations.
Pipeline Maths: Coverage, Conversion and Velocity
Win rate, deal size, cycle, coverage set from your own data, working back from target to weekly activity, and pipeline velocity.
Stages Built on Buyer Actions
Rewriting stages so each ends with something the buyer has done, with evidence, time limits and probabilities.
Qualification with MEDDICC and BANT
BANT and MEDDICC compared, scoring each element on evidence, working the weakest gap and testing your champion.
Prospecting Rhythm and Sequences
A protected prospecting rhythm, sequences by persona and tier across channels, referrals, partners and outreach rules.
Discovery Calls and Mutual Action Plans
Discovery calls built on situation, problem, implication and need-payoff questions, and mutual action plans built with the buyer.
Deal Reviews, CRM Hygiene and Stuck Deals
Twelve CRM rules, a 20-minute deal review with five questions, and how to diagnose stuck and slipping deals.
Forecasting and the Weekly Pipeline Meeting
Commit, best case, pipeline and omitted; forecast accuracy; and a 50-minute weekly meeting that makes decisions.
Marketing Handoffs, Win-Loss and AI in the Pipeline
MQL, SAL and SQL with a signed SLA, win-loss interviews that change things, AI with human review, and the manager's dashboard.
The System You Now Run
What you now run every week, and how to start with the 30-day calendar.
Pipeline Metrics Definitions
Plain definitions for every pipeline metric used in the kit.
Using AI in the Pipeline Safely
Five rules for using AI tools safely at every step of the pipeline.
Not just reading. Tools you will actually open again.
Start here and e-book
- The B2B Sales Pipeline System e-book (PDF): 10 chapters and 2 appendices
- Start here: pipeline map (PDF): the job in ten steps, the file for each, your first hour and a 30/60/90 day plan
Spreadsheets
- Pipeline Command Centre workbook (15 sheets): settings, stages and exit criteria, ICP scoring, activity log, opportunity register with health flags, MEDDICC, forecast by category and month, forecast summary, coverage and velocity, funnel, rep summary, win-loss and two dashboards with charts
- Pipeline Maths Calculator (7 sheets): work back from target to weekly activity, coverage check, velocity lab and three-scenario planning
Fillable PDF forms
- Discovery call planner
- Opportunity qualification scorecard (MEDDICC and BANT)
- Mutual action plan
- Deal review form
- Win-loss interview guide
Word templates
- Sales script and message library: 51 emails, call openers, voicemails, network messages, follow-ups, objection responses, deal-moment scripts and internal handoffs
- Sales process playbook template (14 sections)
- Sales and marketing SLA one-pager
- Pipeline rules of engagement, with twelve CRM hygiene rules
- Deal documents: discovery recap letter, proposal cover letter, one-page business case, executive sponsor letter, handover note and closed-lost letter
- Worked example pack: one deal from first touch to close
- AI prompt pack for pipeline management: 29 prompts
Cheat sheets
- Stage exit criteria and decision card (two pages)
- Pipeline mistakes to avoid
- Outreach, data and AI rules by country (October 2026)
Calendar and import
- 30-day pipeline rebuild calendar: 29 events for Google, Outlook or Apple Calendar
- CRM opportunity import file: 24 sample opportunities in a CRM-ready CSV layout
When you have worked through it, you will be able to…
Every outcome is practised with a worked example and a tool, not just described.
- You will be able to score target accounts against an ideal customer profile and decide how much effort each deserves
- You will be able to work backwards from a target to the deals, meetings and touches each rep needs per week
- You will be able to rewrite your stages so each one ends with a buyer action you can verify
- You will be able to qualify deals with MEDDICC on evidence and know when BANT is enough
- You will be able to run 20-minute deal reviews and a 50-minute weekly pipeline meeting that make decisions
- You will be able to forecast in categories, make your own call and track its accuracy
- You will be able to agree lead definitions and follow-up times with marketing, and learn from every win and loss
- You will be able to use AI for research, drafting and practice with clear rules for human review
Know your starting point. Prove your progress.
People who measure before and after improve faster and can show it. AssessAll, our sister assessment platform, has AI-graded assessments that pair with this kit. Take one now, work through the kit, then re-take it.
CRM & Pipeline Hygiene
Take the assessment →AssessAll assessmentForecasting & Pipeline Review — Manager Level
Take the assessment →AssessAll assessmentProspecting Discipline
Take the assessment →JobularySet goals you actually reach with the WOOP method (Jobulary)
Make it a growth plan →A taste of Chapter 3
Coverage is open pipeline closing in the period divided by the target still to win. The right coverage target is roughly one divided by your win rate from the stage where you start counting. If you win one qualified deal in three, you need about three times coverage of qualified pipeline. If you win one in five, you need about five times. That is why a single company-wide ratio misleads. Set yours on the Settings sheet of the Pipeline Command Centre once you know your own win rate, and recheck it every quarter. Coverage also needs a time window. Pipeline that closes next quarter does nothing for this one. The workbook's "In this quarter?" column checks each deal's expected close date against the quarter dates on Settings, and only those deals count towards coverage.
The honest comparison
| Free templates and typical advice | This kit | |
|---|---|---|
| Stages | Seller activities: demo, proposal, negotiation | Buyer actions with exit criteria, evidence and maximum days per stage |
| Coverage | A fixed 'three times' rule for everyone | Coverage set from your own win rate, counting only deals closing in the period |
| Qualification | A gut feel or a BANT checkbox | MEDDICC scored 0 to 2 on evidence, with the weakest element named and a BANT option for small deals |
| Spreadsheet | A blank deal list with no formulas | A 15-sheet workbook with health flags, weighted value, forecast roll-ups, velocity and dashboards |
| Words to use | A few generic cold email templates | 51 scripts and messages for every moment, from first touch to win-loss |
| Forecast | Sum of the reps' guesses | Four categories with written tests, a manager's call with reasons, and accuracy tracking |
| AI | Ignored, or used to send more email | 29 prompts by step, each with what to check, and clear human review rules |
Made for you if…
- B2B sales managers and team leads who own a forecast
- Founders and managing directors who still sell, and want a process the next hire can follow
- Account managers and key account teams growing existing customers
- Sales operations and revenue operations people designing stages, fields and dashboards
- Business development, inside sales and channel teams who build pipeline for others
- Teams in SaaS, IT services, manufacturing, distribution and professional services, in any country
Probably not for you if…
- Consumer or retail selling with single-visit decisions
- Anyone looking for personal negotiation basics: the Ask Better, Get More kit covers that
- Teams wanting a CRM product: this kit works alongside any CRM rather than replacing it
Built by trainers, tested in real rooms.
Bodhih Training has designed and delivered corporate programmes since 2008. Bodhih Pro Kits package what works in those workshops into a guide plus the exact tools we use, so you can apply it the same day without a facilitator in the room.
From here to using it in three steps
- STEP 1
Tap Get the kit
Name, email and country. UPI, card or netbanking in India; international cards everywhere else. No account to create.
- STEP 2
Download instantly
Your download page opens at once, with every file and a one-click ZIP. A permanent link lands in your inbox too.
- STEP 3
Open the first tool
Start with the quick-start chapter, then the main spreadsheet or planner. Most buyers use something from the kit the same day.
See your real pipeline this week
Open the Start Here map, type your target into the Command Centre and read the Health column. Whether you begin with the pipeline scrub or the maths calculator, by Thursday you can give a forecast call with its reasons.
Personal licence for the buyer's own use (and use with your own team or clients where the kit says so). Please don't share or resell the files. Team and company licences: solutions@bodhih.com.
The Bodhih family, when you are ready for more
Ask Better, Get More
Negotiation scripts and planners.
Speak on the Spot
Presenting and pitching with confidence.
AssessAll
250+ AI-graded assessments to measure skills and earn verified credentials.
Jobulary
Individual development plans that start from evidence and stay yours.
Bodhih Training
Run this topic as a live workshop for your team, in person or online.
Pewple
Book a vetted coach for career, leadership or communication. Pay per session.
Bodhih.org pathways
Certification pathways in Applied AI, Workplace English and management.
The B2B Sales Pipeline System: FAQs
Read the free guideAlready bought? Resend my linkWhat is a good pipeline coverage ratio?
It depends on your win rate. A useful rule is roughly one divided by your win rate from the stage where you start counting: if you win one qualified deal in three, aim for about three times coverage of the target still to win. The Pipeline Maths Calculator works it out from your own numbers.
How do I calculate pipeline velocity?
Multiply the number of qualified deals by your win rate and your average deal size, then divide by your sales cycle in days. The result is revenue per day. The Command Centre calculates it automatically, and the Velocity Lab shows which lever moves revenue most.
MEDDICC or BANT: which should my team use?
BANT is a fast filter for small, simple deals with one or two decision makers. MEDDICC suits larger deals with buying groups and procurement steps. Many teams use BANT early and MEDDICC from stage 2 or above a deal size; the playbook template helps you write that rule down.
Does it work with my CRM?
Yes. The kit is CRM-neutral. Use it to design stages, fields and rules, run the weekly meeting from an export, or load deals with the CRM import file. It works alongside Salesforce, HubSpot, Zoho, Dynamics, Pipedrive or a spreadsheet.
Can I use it in my currency and country?
Yes. Type any currency code on the Settings sheet. Examples come from India, the Gulf, the UK, the Philippines, Kenya and elsewhere, and the dated rules sheet covers outreach and data rules in major markets.
Is the outreach and data guidance legal advice?
No. It is practical, educational guidance and a dated quick reference correct at October 2026. Rules on email, calls and personal data differ by country and change over time, so check your company policy, compliance team or legal adviser before you run outreach at scale.
How do I measure my starting point?
Measure your starting point with the AssessAll assessments matched to this kit: CRM & Pipeline Hygiene, Forecasting & Pipeline Review: Manager Level, and Prospecting Discipline. They are separate products, linked from the Start Here map, and give you a baseline to compare against after 90 days.
How do I turn what I learn into a development plan?
Pick one or two habits from the kit, such as weekly deal reviews or protected prospecting time, and set them as goals. Jobulary's guide to the WOOP method shows how to set professional goals you actually reach and turn them into a development plan.
How long does it take to set up?
About an hour to see your real pipeline: set up Settings, paste in your open deals and read the Health column. The 30-day calendar then walks a team through rewriting stages, scrubbing the pipeline, deal reviews, the marketing SLA and win-loss interviews.
Can I use the kit with my team?
The personal licence covers your own use and use with the team you manage, such as running the workbook in your weekly meeting. For company-wide or multi-team use, contact solutions@bodhih.com about a team licence.
How much does The B2B Sales Pipeline System cost?
₹1,299 including 18% GST for buyers in India, or $34 for buyers outside India. One-time payment, no subscription, with an automatic invoice.
How do I get the files after paying?
Instantly. Your download page opens the moment payment succeeds, and a permanent download link is emailed to you. Download each file separately or everything in one ZIP.
What software do I need?
Any of the usual tools: Excel or Google Sheets for spreadsheets, Word or Google Docs for templates, Adobe Acrobat Reader, Preview, Xodo or GoodNotes for the fillable PDFs, and Google, Outlook or Apple Calendar for the calendar plan.
Can I get a refund?
Because it is a digital download, kits are not refundable once downloaded. We always refund a duplicate charge or a failed delivery, and if a file is corrupted and we cannot fix it within 3 working days. Full terms: bodhih.org/refunds.
Can my company buy this for a team?
Yes. Team and company licences, and workshops on this topic run by Bodhih Training, are available. Write to solutions@bodhih.com or call +91 99000 11601.
