Advanced B2B Sales
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

  • Gain an understanding of the key principles and concepts underlying the practice of successful B2B selling
  • Learn the techniques and tools used by successful B2B salespeople
  • Help salespeople map out and target suitable B2B customers
  • Equip salespeople with useful sales processes & strategies to implement an effective selling process
  • Apply selected techniques and tools during the "hands-on" sessions involving case studies and role-plays

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.

Quick Enquiry

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Course Rounds : (5 -Days)


Code Date Venue Fees Register
CC100-05 15-12-2024 Dubai USD 5450
CC100-01 09-02-2025 Cairo USD 5450
CC100-02 04-05-2025 Dubai USD 5450
CC100-03 10-08-2025 Amman USD 5450
CC100-04 16-11-2025 Dubai USD 5450
Prices doesn't include VAT

UpComing Date


Details
  • Start date 15-12-2024
  • End date 19-12-2024

Venue
  • Country UAE
  • Venue Dubai

Quality Policy

 Providing services with a high quality that are satisfying the requirements
 Appling the specifications and legalizations to ensure the quality of service.
 Best utilization of resources for continually improving the business activities.

Technical Team

BTS keen to selects highly technical instructors based on professional field experience

Strengths and capabilities

Since BTS was established, it considered a training partner for world class oil & gas institution

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Abu Dhabi, UAE

1st floor, Incubator Buildingو Masdar City, Abu Dhabi, UAE

00971-2-6446633

Sun to Fri 09:00 AM to 06:00 PM

info@btsconsultant.com

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