Sales University

This is an intense four week program covering all 15 critical B2B professional sales skills at the basic and advanced levels. The target audience for this training is frontline salespeople who are engaged with customers and need a comprehensive and accelerated sales training for their role. Class size is limited to 9 students. An added advantage of the sales university is during the weekend between weeks two and three and between weeks three and four students receive one-on-one coaching from the instructor.

Sales University Content

Week 1

Presentation Skills
Marketing
Prospecting
Relationship Management

Week 2

Opportunities Management
Sales Communication Skills
Sales Call Skills
Handling Customer Objections
Feedback Weeks 1 and 2
Weekend: One-on-one coaching from Instructor

Week 3

Selling Business Value
Strategic Sales Planning
Bidding
Review Presentations
Weekend: One-on-one coaching from Instructor

Week 4

Negotiations
Pipeline Management
Account Management
Account and Territory Plans
Feedback Weeks 3 and 4
Graduation Dinner

Seminar Materials

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

Conversations That Win the Complex Sale Book

Hardcopy of all materials presented and used in the seminar
Digital format of all materials presented and used in the seminar
Powerful Proposals written by David G. Pugh and Terry R. Bacon
The Trusted Advisor written by David Maister, Charles Green and Robert Galford
Conversations That Win the Complex Sale written by Erik Peterson and Tim Riesterer
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 two hours after each training day for review and completing evening assignments.

What Graduates of the B2B Professional Sales University have to say:

"Amazing, amazing, amazing! Everyday was something new, relevant and I must say exciting. This seminar is great value and having all the critical sales skills in one two-week training is brilliant. At the end of week one I was back in learning mode and really enjoyed and benefitted even more in weeks 2, 3 and 4."

— Augustina, Paris

"Every frontline salesperson should attend this university. It is like going to the best of the best. But one word of caution—be prepared to work. This is not a picnic."

— Dewi, Jakarta

"The right tool for the right job. I'm ready bring it on! The competition does not stand a chance"

— Amit, Mumbai

B2B Professional Sales