Master Business to Business Sales Management Course

Overview
Course Outline
Scheduled Dates

Course Overview

Selling products and services to other businesses offers many challenges, for example when approval is needed from Department Heads or others in authority. Running a B2B Sales team also has many challenges requiring strong organizational, management, leadership and coaching skills and without such skills leading B2B teams can be frustrating and unproductive.

This course equips B2B Sales Managers with the skills they need to improve their sales team's performance and reach ambitious targets. Delegates will look at the five stages of the sales process and identify the knowledge, skills and attributes their teams will need at each stage to succeed. Having identified any skills gaps, delegates will then practice using the GROW coaching model so they can develop their teams and improve their performance.

Objective:

by the end of this interactive training programme you will be to:

Understand what Business to Business sales are
State the skills and abilities that a successful B2B sales person needs
Apply the skills matrix to the members of your team and identifying potential training and coaching needs.
Identify the steps involved in the sales process of selling to businesses
Understand the 5 Step Sales Process
Know how to provide feedback that helps improve performance.
Understand the difference between training and coaching
Describe the ‘GROW’ coaching model.
Practise a coaching intervention.

Course Outline

Day 1: Foundations of B2B Sales and Team Competencies

Explore the principles and challenges of Business to Business (B2B) selling
Understand the key differences between B2B and Business to Consumer (B2C) sales
Identify the skills, knowledge, and attributes required for successful B2B sales professionals
Conduct a skills gap analysis for your team and develop an action plan for improvement

Day 2: Time Management and Effective Sales Negotiation

Learn strategies to optimize time management and enhance productivity
Identify common time wasters and develop techniques to overcome them
Understand the fundamentals of successful B2B sales negotiations
Apply effective negotiation strategies within the context of B2B sales management

Day 3: The 5-Stage B2B Sales Process

Examine the five stages of the B2B sales process and how they relate to your offerings
Develop strategies for researching prospects and identifying decision-makers
Learn effective techniques for building rapport and establishing trust with potential clients
Explore the benefits and limitations of networking in B2B sales environments

Day 4: Understanding Customer Needs and Closing Sales

Develop questioning techniques to uncover client needs, motivations, and challenges
Differentiate between product features and customer-focused benefits
Qualify prospects by assessing their goals, budget, authority, and timelines
Implement effective closing strategies and establish the next steps in the sales process

Day 5: Coaching, Feedback, and Customer Engagement Strategies

Provide constructive feedback to enhance individual and team performance
Apply the GROW coaching model to support team development and goal achievement
Design a customer contact strategy to maintain and strengthen client relationships
Review and adapt customer engagement plans to ensure ongoing success

Schedule & Fees

3 For 2Offer

Get the most out of group training with our special discount! Register 3 of your participants together on the same course and only pay for 2.

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Paris

$5,300

Duration: 5 Days

date: 31 Mar - 04 Apr 2025

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$5,300

Duration: 5 Days

date: 28 Apr - 02 May 2025

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London

$5,300

Duration: 5 Days

date: 30 Jun - 04 Jul 2025

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London

$5,300

Duration: 5 Days

date: 10 - 14 Nov 2025

Sales and Marketing

Business to Business Sales Management

Duration:5 Days

date:31 Mar - 04 Apr 2025

Paris

$5,300

Questions? Speak to our
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Shayma Said

sales@londontfe.com

+44 2071836657

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CPD Standards

Employees of professional or formally regulated bodies are generally expected to have CPD accredited training. This type of accreditation ensures that the training is knowledgeable, informed and constantly updated. It ensures our standards as a company are kept high and consistent.

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We customise our courses to suit your personal learning needs
Quality

Our courses are delivered by highly experienced industry experts
Recognition

All our courses are accredited by the CPD Standards Agency

Frequently Asked Questions

How can training courses be used as a company benefit?

Training is hugely beneficial to both yourself and your company. It enables you to employ new technologies, increases your productivity and enables you to be more autonomous. Have a look here at our infographic on the importance of training and development!

How often do you update your course content to ensure relevancy?

Our course content is constantly reviewed and updated to ensure we stay up to date with all the latest trends. After every course is completed we review the feedback and improve the material where necessary.

Do you keep your classroom environment and instructional methodologies current with today’s real-world workplace?

Yes, we focus our training on ‘real-world’ scenarios and our trainers are all highly experienced and skilled in their relevant fields.

Are your courses eligible for professional certification?

Yes, we offer certification with all our courses, every course is entitled to CPD (Continuous Professional Development) hours which you can put towards your professional portfolio.

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