B2B Sales Foundations

Description

In this course, you will learn :

• Explore the key differences between B2B sales and other similar roles in B2C sales, business development, and internal sales.
• Learn the most important hard and soft skills in the B2B world so you can start identifying and connecting with qualified prospects.
• By the end of this course, you'll be able to more effectively close deals by leveraging the full power of your organization's sales, product, marketing, and support teams.

Syllabus :

1. B2B Sales: What It Is and the Skills You Need

• Defining B2B sales
• Identifying the skills for B2B sales success
• B2B selling in a post-pandemic world
• Collaborating with your colleagues in B2B sales
• Dealing with rejection in B2B sales

 

2. B2B Sales: How to Identify, Connect with, and Qualify Prospects

• Defining your “best customer”
• Building relationships with prospects: Tools and tactics
• Evaluating prospect for key qualities

 

3. B2B Sales: How to Pitch, Handle Objections, and Close the Deal

• Ensuring a great initial B2B prospect meeting
• Anticipating, responding to, and following up on objections
• Gaining conceptual agreement
• Closing the B2B sales deal
• Building B2B sales goals
• Handling missed sales goals

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