+44 203 514 19 66

B2B Sales Professional

Location: Madrid, Spain

Dates:  25 September – 29 September, 2017

Course fee: 2600 € + VAT 

Registration options:

Share this course on:

Programme Overview
Sometimes even very successful traditionally trained and experienced sales people because they do not understand the differences between traditional selling and Business to Business (B2B) selling.  Today, business to business selling is about using strategy and knowledge about the customer or prospect more than your product. They don’t care about your product, they care about solving their problems or reaching their goals and objectives.

The key to your b2b sales success is knowing how to position your solution to solve their issue. In this B2B Sales Professional training programme you will learn the thinking side of sales that will help you and your organisations to win in the world of business sales.

Who should attend
Professionals that want to further penetrate key accounts, develop long-lasting client partnerships, and create more strategic territory plans for better prospecting, key account managers, sales professionals, business-owners/entrepreneurs, sales managers.

Related Courses:

Training objectives
By the end of this training course, participants will:
  • Use the right styles of communication to close more sales
  • Creating ultimate confidence in sales situations
  • Position yourself as a trusted advisor to your client
  • Successfully navigate sales performance
  • Achieve any goal in sales
  • Become proficient at breaking unwanted habits
  • ​​Establish and maintain instant rapport with your customer and team members
Course Outline
Understanding and Managing Yourself: Personality traits for Sales Success
  • Recognizing that personality styles impact outcomes - shape your style Learning the four traits for sales effectiveness
  • Managing your attitude: key to high performance selling
  • Implementing a closed-loop system to effectively manage your time
  • Importance of developing and maintaining a professional standard of service, behaviour, and conduct
  • Understanding the psychology of selling and how it relates to influencing buying decisions
  • Developing stress-relief strategies

Business Creation - Strategic Territory Planning
  • Developing a superior goal-orientation attitude. The S.M.A.R.T. model for developing goals
  • Establishing criteria for an in-depth competitive analysis of your territory and individual accounts
  • Generating a comprehensive strategy for profit maximization
  • Mastering high-value tools for effective prospecting: steps to effective new business creation and five critical prospecting rules

The Selling Process with a Higher Success Rate
  • Developing an effective prospecting script to secure appointments
  • Learning to apply the consultative selling process to gain a commitment to proceed to a full presentation
  • Learning how to prepare and deliver an effective sales presentation: styles, components, and identification with your audience
  • Managing client meetings: principles of face-to-face selling, keys to rapport building, questioning, benefit selling, objection handling, and closing

Keeping Customers, Building and Managing your Business
  • Mastering key steps to effective account/territory planning and management to build long-term relationships with your customers
  • Planning using the Planning Pyramid: relationship between sales plans, territory plans, and account plans
  • Setting profitable goals, conducting a competitive analysis, and calculating sales Returns on Time Investment (R.O.T.I.)
  • Creating an effective customer care program

Building Blocks of Successful Key Account Selling
  • Overview of the foundational principles of the Value Pyramid and the various roles played by Key Account Representatives
  • Optimizing the value clients seek from you and your organization
  • Strategies to increase integration and synergy within key accounts - partnership evolution
  • Maximizing ROTI within your accounts and assessing future sales opportunities

Strategic Territory Planning
  • Key concepts and principles about goal setting and forecasting
  • Tools to perform a detailed analysis of your organization as compared to the competition and the marketplace
  • Applying the Key Account Targeting Model to identify where to invest your time: goal alignment, forecasting, territory planning, and time allocation
  • Building the territory plan based on all information collected from various analyses

Strategic Key Account Sales Process
  • Overview of Account Acquisition and Opportunity Sales components of the strategic key account sales process
  • Converting account data into strategic intelligence and insight
  • Building comprehensive action steps, growth strategy, and strategic account plans
  • Using consultative investigation dialogue with members of the Decision Influence Group to uncover their unique motives and needs
  • Keys to effective solution implementation based on a strong business case of financial arguments

Strategic Account Management
  • Building an annual business review for your existing key accounts
  • Developing a strategic account plan, financial business case, to grow your major account
  • Developing and delivering consultative advice and business solutions
  • Building and communicating your unique value proposition to senior executive

Principles of Effective Negotiation
  • The negotiation style most compatible with consultative selling
  • Applying the concept of re-framing
  • How to determine the real interests of your client
  • Building lasting and beneficial relationships with your client

Influential Negotiating Strategy
  • Managing negotiations using the eight-step negotiation process
  • Exploring the elements of pre-negotiation planning process
  • Using compliance principles and influential negotiation tools
  • Learning to build an atmosphere of cooperation and mutual trust
  • Discovering keys to applying gambits and concessions
To enhance learning effectiveness, hand on experience will be emphasised in this programme through role-plays in class presentation, group facilitation and class critique.
Case studies, group discussions and video support will also be used to enhance learning experience. Fun quizzes will be injected to provide formative assessment and a fun learning environment.
Classes, books and training materials.
Entry level test.
Free Internet access.
International certificate upon completion of the course.
Coffee breaks and a buffet lunch daily.

*Fees do not include charges for travel and accommodation costs
Tuition fees include
    Learn, improve and share new skills with best instructors
    Make your professional network wider, meeting new people of your area
    Choose best venue with big variety of locations of courses
    Receive one year post-training support
    Enjoy your time with our cultural programs
    Maximize your flexibility with online courses
Training Location
Madrid, Spain
B2B Sales Professional

25 September – 29 September, 2017

Course fee
2600€ + VAT 
Registration Form