BUSINESS-TO-BUSINESS (B2B) PROFESSIONAL SALES TRAINING
B2B SALES TRAINING METHODOLOGY
B2B Professional Sales teaches salespeople the 15 skills they need to have to be successful in today's competitive B2B sales environment. The B2B Professional Sales training methodology follows the widely accepted 70:20:10 Model for Learning and Development. The model states individuals obtain 70 percent of their knowledge from job-related experiences (JRE), 20 percent from interactions with others, and 10 percent from formal educational events. The B2B sales training seminars are the formal educational events where the salesperson learns the critical B2B sales skills, processes, and tools. They will start using their sales skills and tools in the seminar in a variety of learning activities. This practice in the seminar environment prepares the salesperson in applying the concepts back in their sales environment, thereby maximizing the effectiveness of their JRE and interactions with others and improving their sales success.
CUSTOMIZED SALES TRAINING
Customized sales training is available to any company wanting to sponsor sales training for their sales teams. Customized sales training is also a good option for companies wanting to develop a corporate sales training program. Typical customizes sales training programs can be designed using one or more formats described below.
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Level 1: Two, three or four day sales workshops for sales and non-sales customer facing support staff.
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Level 2: Two week sales schools.
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Level 3: Four week sales university for sales people.
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Level 4: One week executive level account management seminar including creating and executing an account plan.
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Level 5: One week sales manager seminar including building a sales person training, development and coaching plan .
TRAINING SESSIONS USE THE B2B PROFESSIONAL SALES TEXTBOOK AS THE MAIN REFERENCE DOCUMENT
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Workshops, exercises, assignments and case studies are customized for clients sales environment
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Testing for understanding and retrieval skills is conducted online after each training
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Content for each training is dependent on the client's sales force needs and goals
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All costs are in US Dollars​
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Training venue cost are the responsibility of the sponsor
PUBLIC SEMINARS
The B2B Professional Sales is the only sales training that has a reference sales textbook. The textbook is 687 pages covering all the critical B2B sales skills taught in the seminars shown in the box to the right.
For each sales skill the relevant theory or research is reviewed, the various processes that have been developed for applying the skill and descriptions of specific real sales applications of the sales skill are described. Students also receive the editable electronic versions of the tools discussed and used in the seminar. The combination of the formal training event, a complete reference textbook, practice during the training, and electronic versions of the tools makes it easy for the students to customize the tools for their JRE learning. The tools also facilitate interactions with others, specifically other sales team members, sales managers, coaches, or mentors. The level of detail covered in each sales skill component (theory, process, applications, and tools) is dependent on the level of competency the salesperson requires for the specific skill. The level of competency, basic or advanced, is dependent on their sales responsibilities, experience, and market conditions in which they sell. In most cases, the participants should attend Basic Competency Level seminars before attending the Advanced Level seminars.
CRITICAL B2B SALES SKILLS
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Marketing
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Prospecting
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Selling Business Values
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Account Management
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Opportunities Management
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Sales Communication Skills
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Relationship Management
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Presentation Skills
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Sales Call
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Handling Customer Objections
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Strategic Sales Planning
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Bidding
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Pricing for Bids
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Negotiations
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Pipeline Management