The Recipe for Success in B2B Sales

B2B sales refer to business-to-business sales, selling one company’s products and services to other businesses rather than individual consumers.

Among everything that could potentially influence sales outcome, the competency of sales representatives is definitely among the most critical factors. Therefore, our course is designed to help sales representatives polish their skills and advance their careers. Please note that <The recipe for success in B2B sales> is an entry-level course. We promise that anyone passionate about sales and considers it their career will find the course helpful and discover something new along their learning process.

With so much focus on e-commerce and online marketing, corporate trainers may sometimes overlook one of their most important assets: their salespeople. <The recipe for success in B2B sales> can also be an optimized solution for corporate trainers seeking to create coursework for their sales employees.

This course concisely covers everything you need to know to ace the sales process: from understanding B2B sales and the role of B2B sales representatives to successfully nailing a sales negotiation. We provide practical tools and real-life examples to help students apply knowledge and theoretical solutions to deliver better sales results.

The course overview includes:

· The characteristics of B2B sales and the differences between B2B and B2C sales

· The role of B2B sales representatives and their impact

· The customer discovery procedure and two filtering processes

· Pre-sales and information that needs to be identified during the pre-sales process

· The four types of stakeholders that are involved in B2B customers’ purchasing decisions

· Three types of organizational needs and the relevant responses

· Four effective strategies for approaching gatekeepers

· Different types of benefits and competitiveness analysis

· Negotiation tactics and development of negotiation options