Course Details
Your Growth, Our Mission
Course Description
B2B sales professionals today operate in a highly competitive and complex environment where conventional selling techniques and strategies no longer work. Reliance on volume transactions, pricing and other usual sales techniques may even hurt the company's long-term prospects in the industry. To succeed and sustain peak sales performance, B2B salespeople need to invest in training and orientate themselves to go beyond product pushing. This requires a major paradigm shift.
The Training Course Will Highlight ?
This course aims to provide B2B salespeople with an understanding of what today's B2B selling is all about. At the end of the course, participants will be able to incorporate professional B2B sales processes and strategies and differentiate themselves from the crowd
Training Objective
This course aims to provide B2B salespeople with an understanding of what today's B2B selling is all about. At the end of the course, participants will be able to incorporate professional B2B sales processes and strategies and differentiate themselves from the crowd
Target Audience
Newly-appointed salespeople embarking on a B2B selling career
Business development executives responsible for developing new B2B accounts
Sales executives responsible for marinating and keeping profitable corporate accounts
Training Methods
Daily Agenda
The Key Changes Affecting Modern B2B Selling
- Changes and their impact on modern day selling
- What it takes to succeed in sales today
Sales Planning & Targeting B2B Customers
- The need to target and plan the sales call
- Identifying the selling cycle
B2B Prospecting Techniques
- Traditional prospecting techniques
- Developments in approaches to prospecting
B2B Pre-call Planning and Strategies
- Identifying prospects' business problems and initiating solutions
- Creating a target account profile
Building a Problem Ladder of Target Prospects
- Mapping the causes and flows of critical business issues throughout the organisation
- Identifying target executives and mapping selling strategies and techniques
Establishing the VITO Strategy
- Why selling to VITO is essential in modern B2B selling
- Crafting VITO strategies
Managing Relationships
- Establishing multi-level alliances
- Building and maintaining relationships at different levels
Accreditation
BTS attendance certificate will be issued to all attendees completing minimum of 75% of the total course duration.
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Your Growth, Our Mission
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