Are you a B2B salesperson? Do you sell products and services to companies, and other types of organizations? Is your income and livelihood directly linked to how much you sell?
If you answered yes to these questions then this course is for you. Throughout my career I have generated over $87.6M US in revenues selling B2B technology solutions to companies all over the world (several of the Fortune 500 companies and government agencies within North America - Check out the full list of clients within my instructor profile)
Did you know that on average, only 13% of B2B sales leads convert to become actual sales opportunities. What if you had the ability to increase your conversion rate by 2%, 5% or even more? What if you could turn more of your face to face and phone meetings with potential customers into actual sales opportunities?
In this course - "Nailed It! - Turn your B2B Sales Meetings into Opportunities", you will learn the elements that make up the B2B buying process and show you how to map your sales process to be in sync with the key decision makers and their approach to making a purchasing decision. Using an easy to follow process you will learn how to build questions that you are able to use in your next B2B sales meetings to build trust with the client, uncover crucial information, and effectively articulate the value of the products and services that you offer. This course will ultimately show you how to move your clients to take action and how to transform more of your client meetings into actual sales opportunities.
The course consists of 21 lectures including a number of downloadable materials. Using one main planning document as the foundation for the course we walk through the process on how to prepare, and execute a successful B2B sales meeting. This one document and the process taught in this course can be applied to BOTH initial client meetings as well as meetings where there is already an established opportunity and you are looking to advance closer to a sale.
By enrolling in this course you get:
If you are ready to learn some new skills along with an easy to follow repeatable process that you can use to convert more of your sales leads and meetings into opportunities, then I am looking forward to working with you to help you to accomplish this.
Lets get started....!
This lecture gives an overview the course, how it is structured and what you will learn. It is a breakdown of what is included within the course. The main purpose of this video is to be the promotion video for the course.
In this lecture we review the layout of the course and discuss how to get the most from the information provided in the upcoming lectures. We also discuss the resources that are available to help you throughout the program.
Often we fall in love with the features and capabilities of what we have to offer. In this lecture we discuss the difference between features/capabilities and benefits. It is ultimately benefits that a client purchases so we discuss the foundation of translating features into benefits.
This is an overview the a typical B2B buying process. We do a brief review of all 6 steps within the buying process in order to provide you with an understanding of each of the steps.
This is the B2B buying process in greater detail. We review each step in the process, and discuss ways in which you can engage with the client during each phase of the process. Insights are provided to help you recognize what stage the client is at and gives insights on what you can do during this phase to increase your chances of success.
In this lecture we discuss a typical sales process and walk through the importance of mapping your sales process to the clients buying process.
This is a review of the main tool for the overall course - the B2B Sales Meeting Planning Worksheet. You will see how each section of the worksheet relates to the upcoming lectures and guidance is given on how best to use the planning worksheet. Take this opportunity to download the worksheet to use for the remainder of the course.
In this lecture we discuss the 4 main types of meetings you may have with a client. We highlight the importance of knowing this so that you can plan your approach and meeting goals appropriately.
We talk through the importance of setting goals for the sales meeting in order to help keep you on track and focused when in front of the client.
This a vital bit of information to know about any sale. In this lesson you will learn the 3 different decision making stakeholders that make up every single sale. You will learn what role they play in the decision process and ways in which to recognize them based upon what they say or the questions that they ask.
In this lecture we walk through the research that you should do before the meeting and why it is important. Using a demonstration of LinkedIn and a visit to a website to find and gather the information that can help you to stand out from the crowd when in front of the client.
The opening statement not only sets the tone and pace for the meeting, it also helps to set the direction towards the goals that you had set out for the meeting. In this lecture we will discuss the 4 components that make up a good opening statement and how to put them together to effectively kick off the meeting and get the client engaged in conversation.
This lecture discusses the WIFM and how to articulate the value of what you have to offer from the clients perspective. We use this information as part of the planning to help you remain on track when in front of the client and to help uncover more opportunities for your products and services.
In this lecture we discuss the importance of questions and how to leverage them to your advantage. We discuss some of the psychology behind the questioning technique provided in this course and show you how the flow of questions can be used to build trust, uncover opportunity, and advance your deal.
Situation questions are high level qualifying questions used to uncover non-threatening however important information that you can use later on in the sales process to move your opportunity forward.
Proper challenge questions allow both yourself and the client to uncover and articulate any of the challenges or issues that they are facing. Keeping in mind the information already put together when planning the meeting these questions allow you to uncover and expose opportunities for the products and services that you offer.
Opportunity questions are the next step in the questioning process. These questions allow both yourself and the client to fully articulate the impact of their challenges and also begin to recognize the impact that your products and services can offer as part of the solution.
In this lecture we discuss the key to the meeting which is nailing down tangible next steps, action items, and agreements that you have made with the client during the meeting.
This lecture includes some last minute reminders for you before heading into the meeting with the client. At this point in the game you are fully prepared and ready for a successful meeting. Do not let any of these 3 things destroy the effort that you have made up to this point.
In this lecture we discuss the importance of follow up and give some guidance on how best to follow up with the client after your meeting.
This is an overview of some follow up best practices that you can apply to your approach and meetings moving forward.
In this final lecture we discuss how to make what you have learned repeatable so that you can get the most benefit from this course and what you have learned.
Hi! My name is Randy Whitcroft and I wanted to take a moment just to give you a bit more information about me and the background that has led me to become an instructor here on Udemy.
First off, I have over 25 years of hands-on sales, management, and customer engagement experience. The majority of my experience is in selling technology solutions within the B2B marketplace. Throughout my career, I have engaged and sold to many of the Fortune 500 companies as well as government agencies right across North America. I spent the early part of my career with several technology companies including Corel Corporation and Rational Software which was ultimately acquired by IBM. I left IBM in 2003 start my own company (Ideas2Revenue), since this point myself and my team have had the privilege of assisting over 55 organizations right across North America to increase their revenues through the building of lasting customer relationships.
I am a published author and I remain actively involved within our local business community. I am often called upon as a regular speaker and instructor at the Carleton University Lead To Win program, I am a member of the Invest Ottawa mentorship program, and a very active member of the Sales Professionals of Ottawa association where I have just completed a 2 year term as the President of the association.
The bottom line is that I love selling! My success has been in B2B sales predominantly within the technology sector, and my ultimate passion is to help organizations to build lasting mutually beneficial relationships by aligning themselves with their customers and supporters.
I hope that you get as much value out of my training as I have had enjoyment in creating it for you!