Business to Business Sales Training - Foundation Course

Launch or establish a professional sales career with a business to business sales training foundation course.

Comprehensive business to business sales training for new salespeople and established professionals. Boost career momentum and sales performance through training.

What is the best business to business sales training?

1. Review all of the content then push your boundaries. See an example best practices list below.
2. Learning from doing. Use the course time to try things out, test new principles, and practice new skills.
3. In course creation of bespoke practices to improve real-world outcomes.
4. Developing workplace actions for embedding learning in routines and habits.
5. Learning from a trainer with deep subject matter knowledge and experience.
6. Includes the opportunity for one-to-one sessions with the trainer.
7. Career-long support.

Success in selling rests on doing the right things at the right time rather than an elusive knack or talent. Professional selling competency can be learned like any other ability.

Business to business sales training teaches the habits and practices of top salespeople. It uses an optimised blend of instruction and on-the-job assignments to accelerate learning.

Participants take on workplace assignments in one-to-one or group workshops. Then reconvene to review results, adjust their approach, and take on the next assignment. Actions advance real sales campaigns while developing skills and habits.

Sales training or coaching can be spread over several months, condensed into longer intensive sessions, or delivered over four consecutive days.

Take this course for guidance in creating or optimising your personal sales process.

Course Content

Introduction: Goals, objectives, and learning management
Understanding Excellence: Characteristics of Top Performers
Pipeline Mechanics: Always having enough worthwhile opportunities
Top Six: Develop better answers to asked and unasked customer questions.
Only Sell to Hungry People: How to focus on the right opportunities.
First Contact: Starting a sales conversation.
Unspoken Influence: Rapport, mind reading and thought projection. 
Passive Persuasion: Adding value to another person’s thinking.
Persuasive Listening: How to influence through listening.  
Accounting for Differences: Adapting for personality style.
Secrets of Persuasion: Understand human decision shortcuts.
Discovery and Collaboration: How to have the customer do the selling.
Quantified Qualification: Will it happen, can you win, and will it be worthwhile?
Sales Presentations: Presenting online and on your feet.
Sales Proposals: How to save time and avoid the pitfalls.
Gaining Commitment: Closing and handling objections.
Negotiations: How to protect both your,s and the customer's wins.
Planning to Perform: Using thinking tools to stimulate planning.
Career Planning: Competence and opportunities.
Keeping Self Promises: How to keep learning and development commitments.
Review and Next Steps: How to transform learning into results

Key Takeaways

• Better answers to the top six customer questions.
• Get through to decision-makers more often.
• Consistently achieve or exceed a target.
• Home in on prospects who want what you have.
• Develop mentalist influence and persuasion skills.
• Persuade by asking questions alone.
• Listen persuasively.
• Be liked by anyone.
• Have the customer do the selling.
• Overcome the toughest obstacles.
• Sell through presentations and proposals.
• Bring sales to timely conclusions.
• Recognise and deal with negotiation ploys.
• Get your price in a tough negotiation.
• Maintain professional competence.
• Plan for target achievement.
• Plan and manage a sales career.

Participant Comments

Great learning experience. Simulation exercises and group work helped a lot. Useful reference material. From Tata Telecommunications

Very practical and hands-on. Liked the fact it has been spread out over a number of weeks. Clive came across as diligent, supportive and demonstrated a very good understanding of the issues I am facing on a daily basis. His suggestions have not only been taken on board, I am actually already using them. From Integralis

The course is a real eye-opener, good at pointing out issues and factors that may be missed/taken for granted and teaching how we can use this to our advantage. From Bfi Optilas

Business to Business Sales Training Course Includes:

• Self-study recommendations.
• Accelerated learning guide.
• Programme slide decks, tools, and templates.
• Top six customer questions response worksheet.
• Top six customer questions - crib sheet.
• Call planning template.
• Making Voicemail Work - notes
• Opening questions - examples.
• Turnaround fob off excuses - report
• 'Fob Off' Excuse Turn Around - examples
• Pipeline management spreadsheet.
• Quantified qualification analysis.
• Quantified qualification presentation template.
• Thinking style identification exercise.
• Sensory language exercise.
• List of reasons for asking questions.
• Persuasive questions report.
• List of questions to stimulate dialogue.
• Reading people report.
• Recognising personality style assessment.
• Profit contribution calculator.
• CLEAR rules for sales success report.
• Discovery questions template.
• Example discovery questions.
• Turn around solutions for budget or price objections.
• Turn around solutions for access objections.
• Turn the selling process into a collaboration - report.
• The Power to Speak - ebook.
• Negotiation preparation template.
• Countering negotiation tricks and ploys solutions.
• Target achievement plan template.
• Managing a selling career guide.

Business-to-Business Sales Training Course Options

Public scheduled course.

£995  - See the booking page here for discount offers. 🛒

One-to-one delivery through ten 2-hour or twenty 1-hour sessions.

£1995 - Learn more. Booking page. 🛒

Self-led learning with trainer support. Access all the materials. Email and telephone support.

£495 - Learn more. Booking page. 🛒

One-to-one on a per-session basis.

£150 per 1-hour session - Learn more. Booking page. 🛒

Group training via ten 2-hour or twenty 1-hour virtual classroom sessions.

£7995 - Learn more. Booking page. 🛒

Group delivery on a per-session basis.

£450 per 1-hour session. Learn more. Booking page. 🛒

Train the trainer.

£4995 - Learn more. Booking page. 🛒

All sessions include access to presented material, tools, templates, and recordings.

Fees exclude applicable VAT.

Traditional Classroom

Delivery over one or more days at a conference venue or the customer's offices. Contact us for fees.

Back to the course list.

What are the essential best practices for B2B sales success?

Here are some basic best practices for business-to-business sales training, focusing on strategies that can improve success in this competitive space:

1. Understand Your Customer’s Business Needs

Research your prospects: Know your potential clients thoroughly, including their industry, challenges, goals, and the specific problems your product or service can solve for them.

Tailored solutions: Offer customised solutions that align with their unique needs. Avoid a one-size-fits-all approach.

2. Build Strong Relationships

Long-term focus: B2B sales often involve longer sales cycles, so building trust and maintaining strong relationships is key.

Regular communication: Keep communication open, and stay engaged throughout the decision-making process. Establish rapport by offering valuable insights and support.

Decision-makers: Know who the key decision-makers are and focus your efforts on engaging with them directly.

3. Leverage Social Proof and Case Studies

Testimonials and case studies: Showcase successful implementations of your solution with other clients. Social proof builds credibility and reassures potential customers that your product delivers results.

References: Offering to connect potential clients with current or past customers can also strengthen your pitch.

4. Offer Value First

Educate your prospects: Provide value by sharing relevant content, whitepapers, webinars, or industry insights that address the prospect's pain points.

Consultative selling: Position yourself as an advisor rather than just a salesperson. Offer recommendations that benefit the client, even if it doesn’t directly lead to a sale.

5. Be Persistent, Not Pushy

Follow-up regularly: Stay in touch without overwhelming the prospect. Persistent follow-ups ensure you remain on their radar, but avoid coming across as overly aggressive.

Add value in follow-ups: Each follow-up should add some new information, such as updates on your product, market trends, or an answer to a question they’ve raised.

6. Optimise the Sales Process

Sales enablement tools: Use customer relationship management (CRM) tools to track interactions and streamline communication.

Efficiency: Develop a structured sales process that includes qualifying leads, managing objections, and closing deals efficiently.

7. Qualification of Leads

Identify ideal customer profiles: Qualify leads based on their fit with your solution, potential value, and readiness to buy.

BANT (Budget, Authority, Need, Timing): Use this or a similar framework to determine whether the prospect has the budget, authority to make decisions, a real need for your product, and an appropriate timeframe for purchasing.

8. Nurture Leads

Lead nurturing campaigns: For prospects that are not ready to buy immediately, set up automated email campaigns or regular check-ins to keep them engaged until they’re ready to make a decision.

9. Customise Your Pitch

Personalisation: Tailor your presentations and proposals to the prospect’s specific needs. Highlight the features that directly address their pain points.

Solution-focused selling: Rather than focusing on product features, emphasise how your offering solves their business challenges or improves their operations.

10. Measure and Improve

Track key metrics: Measure your sales performance using metrics like conversion rates, sales cycle length, and customer retention.

Iterate and improve: Continuously refine your sales strategy based on the data collected. Experiment with different approaches and adapt to what works best for your industry or market.

By applying these B2B sales best practices, you can better engage with potential customers, build lasting relationships, and drive growth for your business.

Guarantee

We unconditionally guarantee the quality and effectiveness of our services. In addition, we warrant that applying the principles, methods, and practices presented in our materials will lead to a gain in value equivalent to at least five times the fees. Should you decide that our services have not met this guarantee, we will refund your fees promptly and courteously.

Want Something Different? Please Ask:

If you are looking for business to business sales training or need to develop professional sales skills, we can help. Telephone +44 (0)1392 851500. Alternatively, use the contact form here or email custserv@salessense.co.uk.