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Sales and MarketingBusiness to Business Sales Management


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  • United Arab EmiratesDubai
  • 18 - 22 Dec 2023
  • 20 CPD hours
  • $4,900.00
  • 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.
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Course Outline

Day 1

  • What is Business to Business (B2B) selling
  • Why Sell Business to Business
  • Types of Business to Business sales
  • Difference in selling to Businesses as opposed to Retail customers
  • Understanding the Knowledge skills and attributes of successful (B2) sales people
  • Conduct a personal review of what knowledge , skills and abilities that your team might need to develop
  • Create an action plan to facilitate development of these ‘missing’ skills etc.

Day 2

  • Identify the need to use time effectively
  • Develop techniques to deal with time stealers
  • Effectively plan your time to increase your productivity
  • Recognizing the aspects of successful sales negotiation
  • Applying these aspects to your role as a business to business sales Manager

Day 3

  • Introduction of the 5 Stage Sales Process
  • Identifying how they apply to the products and services that you sell
  • How to research prospects and what sources are available to you
  • Building connections with potential customers
  • Networking -its benefits and drawbacks

Day 4

  • Asking questions to understand the needs, motivations and pains that your customers are facing
  • Need to listen to their answers
  • Using the information gained to outline benefits to the customer
  • Difference between features and benefits
  • Qualifying the customer by understanding their goals, budget, authority and the time scales involved.
  • Closing the sale
  • Next steps

Day 5

  • Providing feedback that makes the difference to the performance of your staff
  • Essentials of Coaching using GROW model
  • Practice coaching in a role-play scenario.
  • Developing a customer contact strategy
  • Need to constantly review customer contact strategy
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Schedule & Fees

2+1Offer

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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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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Business to Business Sales Management

  • United Arab EmiratesDubai
  • 18 - 22 Dec 2023
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