B2B Sales Professional

Courses in this program

This is the order we suggest. You can start with any course.

1. 1
   Online, self-pacedSales & Marketing

   Prospecting and Lead Generation

   Filling the pipeline systematically rather than hoping. Covers ideal customer profiling and targeting, research and list building, outbound channels including cold calling, email and social selling, inbound and referral…

   4hFree
2. 2
   Online, self-pacedSales & Marketing

   Discovery and Needs Analysis

   The sales skill with the highest return: understanding the customer properly before proposing anything. Covers questioning frameworks, uncovering consequences and quantifying impact, mapping decision processes and…

   5h 23mFree
3. 3
   Online, self-pacedSales & Marketing

   Consultative Selling Fundamentals

   Selling by understanding the customer rather than pitching at them. Covers the shift from product selling to consultative selling, buyer psychology and the modern buying journey, building credibility and trust,…

   3h 53mFree
4. 4
   Online, self-pacedSales & Marketing

   Value Propositions and Solution Presentation

   Turning what you learned in discovery into a proposition the buyer can act on. Covers constructing a value proposition, differentiation, building a business case, structuring and delivering a presentation, writing…

   5h 52mFree
5. 5
   Online, self-pacedSales & Marketing

   Handling Objections

   Responding to resistance without becoming defensive or adversarial. Covers what objections actually signal, a method for handling any objection, the specific responses to price, timing, competitor and authority…

   5h 57mFree
6. 6
   Online, self-pacedSales & Marketing

   Negotiation and Closing

   Reaching agreement without giving away the value you created. Covers negotiation preparation and leverage, trading rather than conceding, dealing with procurement, closing as a process rather than a technique,…

   9h 11mFree
7. 7
   Online, self-pacedSales & Marketing

   Sales Pipeline and Forecasting

   Managing the pipeline as a system and forecasting a number people can rely on. Covers pipeline stages and exit criteria, the arithmetic of pipeline health, forecast methods and accuracy, CRM discipline and data quality,…

   5h 56mFree
8. 8
   Online, self-pacedSales & Marketing

   Key Account Management

   Growing and protecting the relationships that matter most. Covers selecting key accounts, account planning and stakeholder mapping, developing the relationship from supplier to partner, growing revenue through expansion…

   9h 7mFree

A live online or classroom course counts as finished when you have attended a live online session of it.