Managing B2B Opportunities Seminar

This is a five-day seminar that covers the skills and techniques for opportunities management, pipeline management, strategic sales planning, creating account and territory plans, bidding, and negotiations. The target audience for this training is salespeople or sales teams who sell to businesses following the customer's formal procurement tendering process to select suppliers. Class size is limited to 12 students. It is recommended students attend B2B Professional Sales Critical B2B Sales Activities before attending this seminar.

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

Day 1

Fundamentals of Opportunities Management
Opportunities Management Stages and Tools
Pipeline Management
Pipeline Management Reviews

Day 2

Strategic Sales Planning
Strategic Sales Plan Issues
Creation of a Strategic Sales Plan

Day 3

Strategic Sales Plan Review
Account and Territory Plans
4-Point Bid Evaluation Model

Day 4

Bid Strategy Creation
Bid Strategy Review Presentation Components
Contract Management

Day 5

Collaborative Negotiations
Situation Analysis, Negotiation Plan and Strategy Factors
Dealing with Competitive Negotiators
Seminar Feedback
Graduation

Seminar Materials

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

Hardcopy 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 Managing B2B Opportunities Seminar have to say:

"Five days just flew by! Every day I learned not only hardcore professional sales concepts but also have the physical tools to now manage my pipeline. I feel lucky to have attended this seminar."

— Evgeny, Baku

"Two things are obvious from this seminar. These ideas work and the passion Mr. Amlin brings as an instructor motivates me to do better. Thank you!"

— Sarah, Houston

"My manager has referred to this training many, many times and Mr. Amlin as being the guru of sales. He was right. And now I will do the same and send my team as soon as possible."

— Laurent, Paris

"The 4-Point Bid Model is mind boggling to me. I have just never thought of considering these factors, and I have been replying to tenders for 10-years! Not only will I do a much better job at preparing the bid but I can also now coach the new sales people entering the team. The benefit to the company is huge!"

— Ahmed, Cairo

B2B Professional Sales