Winning B2B Sales: Critical B2B Sales Activities

This is a virtual seminar that covers the critical sales activities that all B2B professional salespeople must do to maximize their sales effectiveness. The target audience for this training is sales-people or sales teams who sell to businesses that follow the formal buying process with multiple people involved at different stages of the process. Class size is limited to 6 students. Participants are asked to bring real sales opportunities they are pursuing as they will start applying at the seminar the B2B Professional Sales Processes and Tools.

Seminar Content

Virtual Sessions 1 and 2 or In-Person Day 1

Introduction to B2B Professional Sales Activities
Introduction to Competition Law
Relationship Management: What It Takes to Be a Trusted Advisor
Profiling Customers and Yourself for Sales Success

Virtual Sessions 3 and 4 or In-Person Day 2

Power Prospecting Techniques
Identifying and Qualifying Opportunities
Tools to Plan and Execute a Sales Strategy

Virtual Sessions 5 and 6 or In-Person Day 3

Sales Call Skills and Tools
Sales Call Role-play 1 Modelling

Virtual Sessions 7 and 8 or In-Person Day 4

Presenting Powerful Proposal
Handling Common Customer Objections Part 1

Virtual Sessions 9 and 10 or In-Person Day 5

Handling Common Customer Objections Part 2
Sales Call Role-play 2 Modelling

Seminar Materials

In addition to the B2B textbook, each student will receive the following:

Hard copy of all materials presented and used in the seminar
Digital format of all materials presented and used in the seminar
Certificate of completion at the end of the seminar

Event Logistics

The seminar will start at 8:30 a.m. and finish at 5:30 p.m. each day including the last day. Coffee breaks and lunch will be provided as part of the seminar registration fee. A separate area in the training room will be provided for participants to set up their computers. Internet access will be provided during the seminar. Students need their computers to complete several exercises. Participants are required to turn off their hand-phones during the seminar. There will be regular breaks and one-hour lunch, allowing students to check e-mails and messages. Students should plan to allocate one hour after each training day for review and completing evening assignments.

What graduates of the B2B Professional Sales Critical B2B Sales Activities Seminar have to say:

"The bonus were the forms and materials we got; took it from meeting to exceeding expectations. I'd already heard the trainer was excellent, so my expectations were very high!"

— John, Stavanger

"The ability to discuss specific issues I have in sales and tailoring it to help me improve was excellent!"

— Mohamed, Dubai

"And again thanks for your outstanding training! From my natural rejection to any activity that involves sales, now I understand that with a 'method' and 'effort,' it is possible for an engineer to become a sales engineer and contribute to my company's success."

— Suci, Kuala Lumpur

"To be trained by the man who wrote the book! Outstanding. I do feel fortunate to have had this training and much better prepared to do my job."

— Dmitriy, Moscow

B2B Professional Sales