Free B2B Sales Training Part One - The Customer Buying Process

Diagram illustrating the impact of sales activities on the customer buying process..

On Wednesday, April 1st, 2020, we began delivering a free B2B sales training course via bite-sized posts on the SalesSense LinkedIn company page. This page presents links to the posts in part one - Mapping a Typical Customer Buying Process.

Free B2B Sales Training Content

The complete course will address all the following B2B sales topics:

  1. Map a typical customer buying process.
  2. Define customer problems or situations that you fix or address.
  3. Find sales prospects who need what you sell, right now.
  4. Identify the right people in suspect organisations.
  5. Start a conversation through cold outreach.
  6. What to do if prospects don’t engage.
  7. Planning a discovery call or meeting.
  8. Persuasive communication.
  9. Negotiating access to those who can say yes.
  10. Prompting a customer buying process.
  11. Participating in a customer buying process.
  12. Preparing an effective proposal.
  13. Conducting buying negotiations.
  14. Closing the sale.
  15. Managing the customer relationship.

Have the course content delivered in part or in full, for individuals or for groups in sessions led by Clive Miller, the course author.

Online Group Training Session - £180 plus VAT. Add to Cart or book this training.

One-to-One Coaching Session - £95 plus VAT. Add to Cart or book one-to-one coaching.

Follow the course by following our LinkedIn company page or by emailing

Part One - Mapping a Typical Customer Buying Process

Should you know how your customers buy? 1.0

The steps in an unplanned buying process. 1.1

The steps in a planned or repeat buying process. 1.2

The shape of government regulated buying procedures. 1.3

What can you do to help customers find the money? 1.4

Finding the money - some answers 1.5

Capital expenditure v operating expenditure 1.6

Understanding the customers buying process - summary 1.7

Have all of this B2B sales training course or any element of it delivered for groups or individuals through online sales training sessions or one-to-one coaching. Call +44 (0)1392 851500 or email for details.