Mastering in B2B Sales training centre in Bangladesh

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Mastering in B2B Sales

Introduction

Always be closing... That doesn’t mean you’re always closing the deal, but it does mean that you need to be always closing on the next step in the process."- Shane Gibson

A sales strategy is not just about closing deals, it is about defining a sales process that accurately reflects an organization, its customers, and the products or solutions that it sells. By truly understanding its customers and by actually solving its customers’ problems, a company can define and execute a sales process that will increase the likelihood of reaching its ultimate objective: a closed deal and money in the bank.
Today, however, B2B buyers are taking the lead in the sales process. They do their own research online before considering which solution might be the best fit – even when they’re making an offline purchase. In fact, much of the buying decision has been made before the salesperson ever talks to the business.
Modern B2B buyers are much more actively involved in the sales process. They are not passive participants – they don’t just trust what the sales rep says, they do their due diligence.
This training session describes the steps to create a business-to-business (B2B) sales process and shows how these steps are used to build a sales funnel. It also provides tips guide line for effective and consistent execution of that process to get initial sales and improve upon them.

Objective of Training Program

The Impact Sales training session, designed by trainer will help participants develop a unique understanding of the principles, strategies, sales processes and mindsets necessary to be a successful Sales Person, specific to their industry, market and situation. This training solution covers:
• Setting Yourself up for Success
• Breakthrough Mindsets for B2B/Institutional sales/Key Account Management.
• The Power of Influence - an exploration of the Psychology of Sales model
• Powerful Prospecting and Creating Business Opportunities
• Controlling the Sales Call
• Building Powerful Relationships
• The Art of Closing Sales
• Strong Key Account Management system.
• Make customer live long.

Methodology

Applied sales approach, Power point presentation, Group exercise, interactive lecture, Discussion & Practical Session, roll playing, Q & A session.

Contents of Training:

Session: 1

• What is B2B sales?
• What is the difference between B2B and B2C sales?
• Overcoming the procurement challenge
• Selling to demanding buyers – Selling in 3D

Session:2

• Opportunity management & pre-qualification
• Bid/no bid processes & the competitive tender
• Key account management and development
• Deal coaching
• Win/loss reviews

Session: 3

• Proposal and tender development
• Winning access
• Making your proposition more compelling
• MOMT involve in B2B buying process.
• Winning access to MOMT in B2B selling process.

Session: 4

• Sales lead generating process
• Sales lead management system
• How to follow prospects.
• The only quality should have a B2B sales person that is TRUST
• How to gain trust to Prospect.

Session: 5

• Attributes and knowledge of Key Account Manager to B2B sales process.
• MUST DOs rules for KAM
• MUST avoid rules for KAM
• Key Account Management strategies.
• What can a modern salesperson do to stay ahead?
• Align sales and marketing in B2B sales

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B2B/KAM/Institutional and direct sales person, entry level and onward can participate. Entrepreneur, self-employed and owner of business are especially encouraged to attend this session. However, fresh graduates or post graduates i.e. BBA, MBA or non-business graduates who intends to build up career in sales & marketing can also participate.
Arrangement for Certificate, lunch and two tea-break would be made by the Organizer during the workshop.