Winning in B2B Sales

Introduction

B2b (business-to-business) sales is a very important area for most organizations. It is a very rewarding but challenging field for both organizations and sales professionals. B2b sales professionals deal with complex products/ services, demanding customers, multiple influencers, long sales cycles, and tedious processes and cutthroat competitors. In order to be successful, b2b sales professionals need to have a deep understanding of how business purchase decisions are made and how best to influence them. They also need to learn ways to win and retain profitable customers in a fast-paced/ ever-changing environment. This course provides effective strategies, techniques, skills and tools to b2b sales professionals for sustained success for themselves and their organizations.

Training Content

On the one hand, business customers tend to be more sophisticated and often engage with much greater involvement in the purchase process. Additionally, the purchase unit in a business transaction is rarely a single person; instead it involves multiple levels of stakeholders, each with different motivations and buying criteria. Fewer customers tend to account for a larger part of the firm’s business. Costs of failure with even one customer often reflect immediately in the profit and loss statement, making it a very high stakes game. Some customers may sell to yet other customers. Therefore, to be effective in the B2B domain, marketing strategies often need to take into account not only the customer but also the customer’s customers.

This course will teach the participants the basic institutional details and principles of business to business marketing. It will give the participants tools and frameworks to think strategically in a fast changing industrial marketing landscape. The students will learn about best practices in Business Marketing as well as engage in practical learning experiences.

Learning Outcome

1. Ability to identify and convert promising b2b prospects into loyal customers.
2. Ability to identify different sales situations and buying centers to apply appropriate sales strategies.
3. Ability to sell b2b products and services at premium pricing against competition.
4. Ability to effectively prioritize sales activities and manage time to maintain strong customer relationships and a steady sales funnel of new customers.
5. Ability to deliver compelling sales presentations and handle customer objections.

Training Methodology

1. Active Participation/ Engagement
2. Individual/ Group Exercises
3. Role Playing.
4. Individual/ Group Presentations

Who should attend

• Sales Representatives
• Sales Managers
• Territory Managers
• Area Managers
• Account Managers
• Business Managers
• Senior Leaders in b2b organizations and departments.

For Further Details 

shamim.bano@wordpress-764963-3017117.cloudwaysapps.com    0301-6729127
bushra.umais@wordpress-764963-3017117.cloudwaysapps.com    0333-2406753

Click here to Download Flyer

Training Fees:

Fee: 25,000 + GST/-
Time: 9am to 1pm

Payment Details:

The cheque will be made under the name of “Pakistan Society for Training and Development” and dispatch it to following address;

Pakistan Society for Training and Development
Plot # TC-3, 34th Street, Khayaban-e-Seher
Phase V, DHA, Karachi 75500.

Cancellation Policy:

PSTD Cancellation Policy – Cancellations made at least 5 working days prior to the program will be refunded 50%. If a booking is canceled in less than 5 working days, no refunds can be given. Cancellations must be confirmed by a letter or email. Substitutions may be made at any time for the same program only. In case of the participant not showing up on the day of the training a replacement can be sent.