Keys to Winning B2B Accounts
5.0 (2 ratings)
Course Ratings are calculated from individual students’ ratings and a variety of other signals, like age of rating and reliability, to ensure that they reflect course quality fairly and accurately.
19 students enrolled

Keys to Winning B2B Accounts

How you start is how you finish! Learn how to comprehensively execute all Sales efforts for maximum results.
5.0 (2 ratings)
Course Ratings are calculated from individual students’ ratings and a variety of other signals, like age of rating and reliability, to ensure that they reflect course quality fairly and accurately.
19 students enrolled
Created by Andrew-John Fox
Last updated 4/2019
English
English [Auto-generated]
Current price: $96.99 Original price: $149.99 Discount: 35% off
2 hours left at this price!
30-Day Money-Back Guarantee
This course includes
  • 1 hour on-demand video
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
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What you'll learn
  • Students will learn how to dramatically improve sales performance by learning properly organize B2B sales initiatives plus the keys to acquiring and developing B2B Accounts of all sizes.
Requirements
  • Current or future position in new business sales or sales management or business owner
Description

This course contains two often overlooked but equally critical components of B2B sales: 1) Organization and 2) Acquiring/Developing the requisite relationships within B2B Accounts.

1) The course will explain the fundamental, organizational  5-Point Plan of Sales, step-by-step, covering each individually such that students will understand the meaning, importance, and sales value of each Point. The 5-Point Sales Plan can be applied to sales teams and individuals alike.  At the end of the course, students will be able to formulate their own 5-Point Sales Plans for any sales initiative from small to enterprise level B2B Accounts.


2) The course will also outline and explain in detail the most effective method of Acquiring and Developing B2B Accounts through mastering the 3 levels of B2B sales relationships. Students will learn how to define, identify and cultivate business relationships at the three essential levels that lead to new and ongoing business sales. At the end of the course, students will have a guide to put into practice immediately.


Who this course is for:
  • Business Owners, Sales Representatives, Sales Managers, Sales Executives, Sales Support Staff and Business Owners
Course content
Expand all 13 lectures 01:03:03
+ Excellence in Organization - B2B Sales
7 lectures 35:31

Brief overview of the course. Students will learn the format and prepare for the upcoming lectures.

Preview 01:11

The lecture defines business objectives as applied to sales / sales initiatives. Emphasis will be placed on specifics.

Preview 04:54

The lecture covers the importance of research in a sales function and notes to importance of doing ones own research personally.

Preview 06:17

The lecture reviews how to plan and the potential pitfalls of failure to plan.

5 Point Plan: 3. Planning
06:42

The lecture addresses proper implementation of sales initiatives

5 Point Plan: 4. Implementation
05:56

The lecture focuses on the importance of control with any sales initiative, specifically the importance of follow-up.

5 Point Plan: 5. Control
07:00

Lecture to review each part of the 5 Point Plan as a whole

Course Summary
03:31
+ Acquiring and Developing B2B Accounts
6 lectures 27:32

Lecture is an overview of the section, the three levels of business relationships in successful B2B sales

Preview 02:25

Lecture fully defines and explains the Intro Sponsor level. Includes how to identify and cultivate this type of Sponsor.

Intro Sponsors
06:05

Lecture fully defines and explains the Business Sponsor level. Includes how to identify and cultivate the type of Sponsor.

Business Sponsors
06:19

Lecture fully defines and explains the Executive Sponsor level. Includes how to identify and cultivate the type of Sponsor.

Executive Sponsors
05:41

Review of the three main lectures of the section and ties them together into a fully functional package.

Summary
06:10

Appreciation and wrap-up

Closing
00:52