Plan B Business
Sales· 5 hours·5 lessons

B2B Client Acquisition

How to land high-value B2B accounts without an army of SDRs

5-lesson mini-course on B2B-specific client acquisition: account-based outreach, deal qualification at the enterprise level, multi-stakeholder selling, contract structures.

Instructor: Eitan Eshtemaker

The problem this course solves

Most US service founders treat B2B clients like SMB - same pitch, same proposal, same cycle. The result: long cycles, frequent stalls, deals dying at procurement.

For founders who...

  • Service businesses with ICP that buys via committee, not individual
  • Founders moving up-market from SMB to mid-market or enterprise
  • Operators tired of running SMB-style sales for B2B-sized deals

What you'll learn

  • →How to research and prioritize target accounts
  • →How to qualify deals across multiple stakeholders
  • →How to structure proposals for procurement-friendly buyers
  • →How to handle 6-figure deals without dropping price
  • →How to negotiate contract terms that protect margin

Includes

  • 5 video lessons
  • Account-based research template
  • Multi-stakeholder mapping framework
  • Procurement-friendly proposal template

Curriculum (5 lessons)

  1. 01

    Account-based research - the right 100 accountsFree preview

    60 min

    Output: Target account list

  2. 02

    Multi-stakeholder qualification

    60 min

    Output: Stakeholder map template

  3. 03

    Procurement-friendly proposals

    60 min

    Output: Enterprise proposal template

  4. 04

    Handling 6-figure deals without discounting

    60 min

    Output: Value-anchoring scripts

  5. 05

    Contract negotiation - protecting margin

    60 min

    Output: Term sheet template

Ready when the academy launches?

$67/month · 14-day free trial · Cancel anytime

Launching for US founders Q3 2026

Get Notified at Launch