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B2B Selling Using Sales Map
Rating: 4.7 out of 5(5 ratings)
28 students
Created byc.j. Ng
Last updated 3/2024
English

What you'll learn

  • Master the fundamentals of B2B Selling
  • Qualify, prospect and engage with targeted customers
  • Navigate through stakeholders
  • Overcome price objections

Course content

6 sections16 lectures2h 7m total length
  • Overview- B2B Selling Using Sales Map6:03
  • Characteristics of B2B Selling5:41

    Characteristics of B2B Selling:


    • Multiple decision makers and influencers

    • Different priorities by different stakeholders

    • Longer sales cycle

    • Emphasis on tangible outcomes

    • May need to sell as a team

    • Helping customers to win their customers

  • The Value Proposition Canvas2:46

    Mapping what the customer wants with what you do best

  • The 4 Phases of B2B Selling1:42

    The 4 Phases of B2B Selling:


    1. When I'm prospecting or preparing for customers

    2. When I'm engaging with customers

    3. When I'm following through with customers 

    4. When I'm negotiating with customers

Requirements

  • No sales experience needed

Description

As you might have heard, salespeople across nearly every industry and country face a myriad of challenges that can hinder their success. The most common hurdles include the inability to generate a sufficient number of high-quality leads and prospects, difficulties in accurately qualifying suitable customers, struggles in effectively communicating to uncover hidden needs, challenges in navigating stakeholder relationships to secure the sale, and the inability to address price objections convincingly and close the deal successfully.


These obstacles can significantly impede a salesperson's performance, leading to missed opportunities, stagnant revenue growth, and frustration. Attending traditional sales training programs can be costly and may not always provide the targeted solutions or deliver the desired outcomes, leaving salespeople feeling unfulfilled and lacking the necessary skills to excel in their roles.


This comprehensive sales program has been meticulously designed to address all of the aforementioned challenges, empowering salespeople to emerge as champions in their field. The program's content is the result of extensive one-on-one coaching sessions with salespeople from diverse industries across multiple regions, ensuring that it addresses real-world scenarios and provides practical, actionable strategies.


Participants who complete this program will not only gain valuable insights and techniques but will also receive a complimentary Sales Map assessment. This assessment is a powerful tool that helps identify individual strengths and weaknesses in B2B sales, providing a personalized roadmap for further development and growth.


By attending this program, salespeople will gain the knowledge, skills, and confidence necessary to overcome the common challenges they face, enabling them to generate more high-quality leads, effectively qualify and communicate with customers, navigate stakeholder relationships with ease, and confidently address price objections to close more deals successfully.


Don't miss this opportunity to invest in your professional development and unlock your full potential as a sales professional. Sign up today and take the first step towards becoming a sales champion.

Who this course is for:

  • Sales representatives
  • Sales managers
  • Account managers