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B2B Sales Techniques

Name: B2B Sales Techniques
SKU: 271
Price: 47320.85 NGN
Availability: InStock
Rating: 4.67 (3 reviews)

Rated 4.67 out of 5 based on 3 customer ratings

(3 customer reviews)

₦47,320.85

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Learn essential techniques for B2B sales, including relationship building, value-driven pitching, and handling objections. This course provides practical strategies for closing deals and managing long sales cycles, making it ideal for sales professionals and business owners.

Category: Business & Marketing

Description

Selling to businesses requires a unique approach compared to consumer sales. This course provides you with proven B2B sales techniques to identify prospects, build relationships, and close deals effectively. You’ll learn how to create value-driven pitches, negotiate contracts, and manage long sales cycles. The course also covers account-based marketing (ABM), CRM tools for lead management, and strategies for handling objections. Through real-world examples and role-playing exercises, you’ll gain practical skills to excel in the B2B sales environment. By the end of this course, you’ll be equipped with the knowledge and confidence to drive revenue in a business-to-business context.

What you'll learn

What You’ll Learn:

Understanding the B2B Sales Landscape
- Learn the unique characteristics of B2B sales versus B2C.
- Understand the different types of B2B sales models (e.g., direct, channel, enterprise).
Buyer Personas and Target Market Research
- Identify and create buyer personas for your ideal business customers.
- Learn how to conduct market research to understand the needs, pain points, and decision-making processes of B2B buyers.
Building a Value Proposition
- Develop a compelling value proposition that resonates with businesses.
- Learn how to clearly articulate the ROI (Return on Investment) your product or service offers to other businesses.
Effective Prospecting Techniques
- Master various prospecting techniques including cold calling, email outreach, LinkedIn prospecting, and networking.
- Learn how to qualify leads and identify potential decision-makers within target companies.
The Sales Funnel and Pipeline Management
- Understand how to manage a B2B sales pipeline and move leads through the sales funnel.
- Learn to effectively categorize leads, forecast sales, and track progress.
Building Relationships and Trust
- Discover strategies for establishing long-term relationships with B2B clients.
- Learn how to build trust, maintain consistent communication, and nurture client relationships post-sale.
Sales Negotiation Techniques
- Master effective negotiation skills in a B2B context, including how to handle objections and close deals.
- Understand pricing models and how to negotiate contracts that are beneficial for both parties.
Leveraging CRM Tools and Sales Technology
- Learn how to use Customer Relationship Management (CRM) systems to track leads, manage communications, and analyze sales data.
- Explore sales automation tools that can streamline outreach and follow-up processes.
Closing Strategies and Overcoming Objections
- Learn various closing techniques tailored for B2B sales.
- Understand how to effectively handle objections and close complex sales.
Post-Sale Success and Account Management
- Understand the importance of post-sale engagement and customer success.
- Learn strategies for upselling, cross-selling, and ensuring client retention.

Syllabus

Course Syllabus:

Module 1: Introduction to B2B Sales

Lesson 1: The B2B Sales Environment
- Key differences between B2B and B2C sales.
- Common challenges in B2B sales and how to overcome them.
- The sales cycle in B2B and its extended timeline.
Lesson 2: Types of B2B Sales Models
- Direct sales, channel sales, and enterprise sales.
- Understanding how each model operates and its respective sales strategies.

Module 2: Buyer Personas and Market Research

Lesson 3: Understanding Your Target Audience
- How to define your ideal business customers.
- Building buyer personas for businesses.
Lesson 4: Conducting Market Research
- Tools and techniques for researching target industries and companies.
- Analyzing competitors and identifying gaps in the market.

Module 3: Crafting a Compelling Value Proposition

Lesson 5: The Importance of Value in B2B Sales
- Why value is critical to business buyers.
- How to position your solution as the best option for your target audience.
Lesson 6: Developing Your B2B Value Proposition
- Structuring your value proposition for maximum impact.
- Communicating ROI clearly and effectively.

Module 4: Prospecting and Lead Generation

Lesson 7: Effective Prospecting Techniques
- Cold calling: How to make it work for B2B sales.
- Email outreach: Writing emails that get opened and replied to.
- Leveraging LinkedIn for lead generation.
Lesson 8: Qualifying Leads and Decision-Makers
- Identifying decision-makers and understanding their buying triggers.
- Using the BANT (Budget, Authority, Need, Timeline) framework for lead qualification.
Lesson 9: Networking and Referrals
- Using business networking events and industry conferences to generate leads.
- Building a referral network to increase credibility and reach.

Module 5: Managing the Sales Funnel and Pipeline

Lesson 10: Understanding the Sales Funnel
- The stages of the B2B sales funnel: Awareness, interest, consideration, decision.
- How to manage each stage and move leads to the next step.
Lesson 11: Sales Pipeline Management
- How to track leads, set reminders, and follow up effectively.
- Forecasting sales and measuring conversion rates at each stage.

Module 6: Building Relationships and Establishing Trust

Lesson 12: The Power of Relationship Building
- Building rapport with clients and establishing long-term trust.
- How to use empathy, active listening, and communication to foster relationships.
Lesson 13: Consistent Communication and Follow-Up
- The importance of regular touchpoints and follow-ups in B2B sales.
- How to use personalized communication to stand out from the competition.

Module 7: Negotiation Techniques for B2B Sales

Lesson 14: The Art of Negotiation
- Essential negotiation skills for B2B salespeople.
- Handling objections and positioning your offer effectively.
Lesson 15: Pricing Strategies and Models
- Understanding various pricing models (e.g., subscription, tiered, volume-based).
- How to negotiate pricing and terms with large enterprises.
Lesson 16: Closing the Deal
- Different closing techniques for B2B sales: The assumptive close, the urgency close, etc.
- Recognizing buying signals and timing your close effectively.

Module 8: Using Technology to Support Sales Efforts

Lesson 17: CRM Tools for B2B Sales
- How to choose the right CRM system for your needs.
- Best practices for using CRM to track leads, manage pipelines, and automate tasks.
Lesson 18: Sales Automation Tools
- Tools that can help streamline lead nurturing, follow-ups, and scheduling.
- Leveraging automation to focus on high-value sales activities.

Module 9: Overcoming Objections and Closing Complex Sales

Lesson 19: Handling Common B2B Sales Objections
- The top objections in B2B sales (price, timing, value) and how to overcome them.
- Reframing objections to move the conversation forward.
Lesson 20: Advanced Closing Strategies
- Techniques for closing complex, multi-step sales.
- How to close deals in longer sales cycles with multiple decision-makers.

Module 10: Post-Sale Success and Account Management

Lesson 21: The Importance of Customer Success
- How to ensure client satisfaction after the sale.
- The role of post-sale engagement in securing renewals and referrals.
Lesson 22: Upselling and Cross-Selling
- Identifying opportunities for upselling and cross-selling within existing accounts.
- How to position additional products or services in a way that adds value.
Lesson 23: Retaining Clients and Building Long-Term Relationships
- How to keep clients engaged and avoid churn.
- The role of regular check-ins, product updates, and providing ongoing value.

Module 11: Final Project and Course Review

Lesson 24: Creating a B2B Sales Strategy
- Develop a comprehensive sales strategy based on the lessons learned.
- Final project: Build a sales pitch, prospecting plan, and negotiation strategy for a real or hypothetical business.
Lesson 25: Review and Continuous Improvement
- Key takeaways and how to apply them in your own sales role.
- How to continuously improve your sales skills and adapt to changing market conditions.

3 reviews for B2B Sales Techniques

Rated 5 out of 5

Okechukwu – October 16, 2023

“The ‘B2B Sales Techniques’ online course was an invaluable investment in my professional development. The expert instructors shared practical strategies and actionable insights that have transformed my approach to sales. I gained clarity on complex sales cycles, improved my negotiation skills, and learned how to build stronger relationships with clients. The interactive exercises and case studies provided hands-on experience that I could immediately apply in my own sales efforts. I highly recommend this course to anyone looking to enhance their B2B sales expertise and achieve greater success.”
Rated 4 out of 5

Naziru – November 10, 2023

“This ‘B2B Sales Techniques’ online course was an absolute game-changer for our team. The expert-led insights, practical strategies, and actionable takeaways transformed our approach to sales and led to a significant increase in closed deals. The interactive format and engaging content kept us engaged throughout, empowering us with the tools and confidence to navigate complex B2B sales landscapes effectively. Highly recommended for any sales professional looking to elevate their performance.”
Rated 5 out of 5

Basiru – July 19, 2024

“I highly recommend the “B2B Sales Techniques” online course. The instructor’s expertise in B2B sales strategies was evident throughout the course, providing practical insights and actionable steps. The hands-on exercises and case studies enhanced my understanding and gave me the confidence to implement the techniques effectively. The course has significantly improved my ability to identify and qualify leads, build strong relationships, and close deals successfully.”

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