B2B Sales Excellence
B2B Sales Excellence
B2B Sales Excellence
Course Overview
BSBSE
Lean B2B Sales Excellence
Gain valuable insights into modern B2B sales practices, including discovery conversations, stakeholder management, executive communication, account growth, proposal development, and negotiation. The course helps professionals move beyond product selling to become trusted business advisors.
What You Will Learn
The main objectives of the course are:
- Adopt a consultative B2B sales mindset.
- Conduct effective discovery conversations.
- Understand stakeholder needs and decision-making.
- Develop advanced listening and questioning skills.
- Position solutions around business value.
- Build executive presence and communication skills.
- Strengthen strategic account management.
- Create compelling sales proposals.
Who Should Enroll
This certificate is designed for B2B sales professionals, account managers, business development executives, sales leaders, consultants, and professionals seeking to strengthen their consultative selling, stakeholder management, and client relationship-building capabilities.
Skills You Will Build
- Consultative Selling
- Solution Selling
- Stakeholder Management
- Business Communication
- Executive Presence
- Account Management
- Discovery & Needs Analysis
- Value Proposition Development
- Negotiation Skills
- Relationship Building
- B2B Sales Strategy
- Solution Consulting
- Customer Relationship Management
- Executive Communication
- Strategic Account Growth
- Value-Based Selling
- Negotiation & Closing
- Business Development
- Stakeholder Engagement
Course Outline - B2B Sales Excellence
Module 1: The B2B Sales Landscape: Markets, Buyers, and the Modern Revenue Function
- What Makes B2B Selling Distinct
- The Modern B2B Buying Journey and the Rise of the Buying Committee
- Anatomy of a Revenue Organisation: SDRs, AEs, and Customer Success
- The Economic Impact of Sales Excellence
Module 2: Adopting the B2B Sales Mindset & Navigating Market Dynamics
- The Evolution of B2B Sales: From Transactional to Strategic
- Characteristics of Transactional, Consultative, and Strategic Selling
- Understanding Complex Buying Processes and Decision-Making Units
- B2C vs B2B Sales: Key Differences
Module 3: Mastering Consultative Selling & Discovery Conversations
- What Is Consultative Selling?
- Steps in the Consultative Selling Framework
- The Discovery Conversation and High-Impact Questions
- Mapping Business Priorities to Client Objectives
Module 4: Advanced Listening Skills & Stakeholder Understanding
- Types of Listening in B2B Sales
- Question Layering for Deeper Insight
- Stakeholder Mapping and Stakeholder Types
- Techniques: Summarization, Clarification, and Silence
Module 5: Solution Selling & Delivering Value for Clients
- What Is Solution Selling?
- The Solution Selling Framework: Key Steps
- Translating Features Into Business Outcomes
- Linking Solutions to KPIs and Customer Metrics
Module 6: Value Quantification and ROI Storytelling
- Why Buyers Demand a Business Case
- Building a Credible ROI and Total-Cost-of-Ownership Model
- Cost of Inaction and Value Drivers
- Turning Numbers Into a Persuasive Value Narrative
Module 7: Building Executive Presence & Effective Business Communication
- Elements of Executive Presence
- Foundations of Structured Thinking
- Clear and Persuasive Business Communication
- Storytelling and Data in Action
Module 8: Strategic Account Management & Relationship Building
- The Four Relationship Levels
- The Role of Account Planning
- Relationship Mapping
- Long-Term Value Creation
Module 9: Building and Managing the B2B Sales Pipeline
- Prospecting and Lead Qualification Frameworks (BANT, MEDDIC)
- Designing a Stage-Gated Sales Pipeline
- Pipeline Health, Coverage, and Velocity Metrics
- Accurate Forecasting and Deal Inspection
Module 10: Crafting Proposals, Negotiating, and Closing Deals
- The Role of Proposals in B2B Sales
- Proposal Structure: Essential Components
- Core Negotiation Principles
- Closing Techniques and Steps to Deal Closure
Learn at your convenience
*Note: These are self-paced courses, allowing learners to study independently at their own pace.
Build Your Skills. Advance Your Career.
