Course Overview

The B2B Sales Course is designed to provide learners with the knowledge, skills, and strategies needed to excel in business-to-business sales. Participants will explore key areas such as lead generation, relationship building, sales presentations, negotiation techniques, and closing strategies specific to B2B environments. The course also covers buyer journey mapping, account-based selling, and using CRM tools for effective sales management. By the end of the course, learners will be equipped to navigate complex sales cycles, build long-term client relationships, and drive revenue growth.

 

Prerequisites

A foundational understanding of sales principles or B2B dynamics is recommended.

Target Audience

This course is ideal for sales professionals, account managers, business development representatives, and entrepreneurs in the B2B space. It is also suitable for individuals transitioning into B2B sales or looking to deepen their expertise in business-oriented selling.

Course Highlights

  • Learn B2B-specific sales strategies, from lead generation to account management.
  • Develop skills in consultative selling, relationship management, and negotiation.
  • Explore methods for building tailored B2B presentations and proposals.
  • Gain hands-on experience in managing B2B sales cycles and closing deals.
  • Ensure alignment of B2B sales efforts with broader business objectives.

Learning Outcomes (LOs)

By the end of this course, learners will be able to:

  • Navigate the B2B sales landscape and understand buyer dynamics.
  • Generate and qualify B2B leads for a high-quality sales pipeline.
  • Apply consultative selling techniques to uncover client needs.
  • Build customised presentations and proposals that address client-specific challenges.
  • Use negotiation tactics to close deals that drive mutual value.
  • Transition successfully from sales to account management.
  • Build and maintain long-term relationships with B2B clients.
  • Use CRM tools to manage client relationships and sales processes.
  • Implement account planning to identify upselling and cross-selling opportunities.
  • Create a positive client experience that drives repeat business and referrals.

Course Outline

Instructional Methods: Group discussions on B2B principles, practical exercises in buyer journey mapping, and case studies on B2B sales success.

Topics Covered:

  • Understanding the B2B sales landscape and unique challenges.
  • Differences between B2B and B2C sales approaches.
  • Mapping the B2B buyer journey and identifying decision-makers.
  • Recognising the role of influencers, champions, and gatekeepers.
  • Aligning sales tactics with buyer behaviour and needs.

Instructional Methods: Hands-on exercises in lead sourcing, group discussions on prospecting strategies, and case studies on successful lead generation.

Topics Covered:

  • Techniques for identifying and sourcing high-quality B2B leads.
  • Qualifying prospects based on firmographic and behavioural data.
  • Building an effective outreach strategy to engage potential clients.
  • Leveraging LinkedIn and other platforms for B2B prospecting.
  • Creating a consistent pipeline of qualified B2B prospects.

Instructional Methods: Practical exercises in consultative selling, group discussions on needs assessment, and case studies on building rapport.

Topics Covered:

  • Understanding consultative selling and its importance in B2B.
  • Techniques for uncovering client needs and pain points.
  • Asking open-ended questions to guide client conversations.
  • Building trust and rapport with B2B clients.
  • Positioning your solution as the answer to client challenges.

Instructional Methods: Hands-on exercises in proposal creation, group discussions on presentation techniques, and case studies on customisation.

Topics Covered:

  • Structuring presentations to address client-specific needs.
  • Creating data-driven proposals that demonstrate ROI.
  • Customising sales collateral to align with client priorities.
  • Using storytelling to make presentations more impactful.
  • Following up on presentations to answer questions and reinforce value.

Instructional Methods: Practical exercises in negotiation tactics, group discussions on closing strategies, and case studies on complex sales.

Topics Covered:

  • Identifying common B2B objections and preparing responses.
  • Negotiation techniques to balance client satisfaction with company goals.
  • Recognising buying signals and knowing when to close the deal.
  • Closing strategies for long-term partnership-focused sales.
  • Securing commitment while setting the stage for future sales.

Instructional Methods: Group discussions on relationship management, practical exercises in account planning, and case studies on client retention.

Topics Covered:

  • Transitioning from initial sale to account management.
  • Building and maintaining long-term client relationships.
  • Developing account plans to identify growth opportunities.
  • Monitoring client satisfaction and handling post-sale issues.
  • Turning satisfied clients into advocates for referrals.

Certification

A certificate of completion will be awarded upon successful completion of the course.

Course Fees

$788 $488

B2B Sales

Learn Proven Strategies to Navigate Complex Sales Cycles

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Learn Proven Strategies to Navigate Complex Sales Cycles

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