Teach on Udemy

Turn what you know into an opportunity and reach millions around the world.

Learn More

Your cart is empty.

Keep shopping

Master in B2B Sales & Business Development

Name: Master in B2B Sales & Business Development
Rating: 4.4 (243 reviews)

Become a Top-Performing B2B Sales Professional using Proven Client Acquisition, Account and Territory Growth Frameworks

Role Play

Created byArun Singhal B-Tech MBA With 45+ Exp with Unilever, J&J, Danone, etc.

Last updated 7/2026

English

What you'll learn

Develop winning Territory Sales Strategies by setting goals, identifying Key Success Factors, selecting winning strategies and executing action plans.
Align Company Goals with Territory and Client Strategies by cascading business objectives into measurable customer-specific action plans.
Build Client-Specific Account Growth Strategies to prioritize customers, overcome barriers and maximize long-term revenue growth.
Master the Proven 9-Step Client Acquisition Process from Lead Generation and Qualification to Need Analysis, Sales Closure and Follow-up.
Develop strong, profitable and broad-based client relationships that increase customer satisfaction, loyalty, referrals and business growth.
Apply AI, Predictive Analytics and Clay to score leads, prioritize opportunities and improve B2B sales productivity and decision making.
Master practical business frameworks including SWOT Analysis, Success Factor Analysis, Key Success Factors, Enablers & Barriers Analysis and Action Planning.
Apply proven management tools including Deming's PDCA Cycle, Business Case Analysis, Goal Deployment and Customer Contribution Analysis.

Course content

12 sections • 24 lectures • 4h 54m total length

Introduction & Overview14:10
The purpose of the module is to give you an overview about how can you build Excellence in Sales
At the end of this module you will learn the following
What are they looking from a sales professional?
What are the excellence requirements in sales?
How can you do each of them in excellent way- An Overview?
A Case Study of Individual Excellence9:17
A Case Study of building individual excellence in B2B business development including sales and marketing
Case Study of Excellence in Sales5:12
A Case Study of Excellence in Sales
Introduction & Overview
How to gain excellence in B2B sales and business development

How to meet and exceed sales targets13:58
The purpose of this module is to give you an in-depth understanding of how can you meet and exceed sales targets that can help you build excellence in sales
At the end of this module you will learn the following parts of the Deming’s wheel or PDCA cycle
Plan
Do
Check
Act
How to meet and exceed sales targets
How to meet and exceed sales targets - A Case Study9:20
At the end of this module you will learn the following
A Case Study of Meeting and Exceeding Sales Target

Develop strategy for the territory-Goal Setting22:42
The purpose of this module is to give you an in-depth understanding of how can you develop strategy for your territory that can help you build excellence in sales
At the end of this module you will learn the following parts of the strategy development process
Set the goals
Formulate Strategies
Convert Strategies into Key Projects
Assign Responsibilities and Timing
Develop strategy for the territory I
Develop strategy for the territory- Strategies to Key Projects26:50
The purpose of this module is to give you an in-depth understanding of how can you develop strategy for your territory that can help you build excellence in sales
At the end of this module you will learn the following parts of the strategy development process
Set the goals
Formulate Strategies
Convert Strategies into Key Projects
Assign Responsibilities and Timing
Develop strategy for the territory
Territory Strategy Development Case Study13:23
At the end of this module you will learn the following
Case Study: Coca-Cola’s Sales Strategy for Expanding Market Share in Rural India

Achieve company goals across customer base12:25
The purpose of this module is to give you an in-depth understanding of how to achieve company goals across customer base that can help you build excellence in sales
At the end of this module you will learn the following parts of the process
Understand Business Unit Strategy
Understand your roles and responsibilities
Draft and align your annual goals with your manager
Cascade your annual goals into your client specific strategies
Achieve company goals across customer base
Achieving company goals across customer base Case Study12:55
At the end of this module you will learn the following
Case Study: Joe Girard – The World’s Greatest Salesman

Draw Account based strategy for all existing and new clients8:42
The purpose of this module is to give you an in-depth understanding of how to draw account based strategy for all existing and new clients that can help you build excellence in sales
At the end of this module you will learn the following parts of the process
Set Goals
Identify Enablers and Barriers
Select couple of Enablers and Barriers as your Strategies
Convert your Strategies into time bound action plans
Account based strategy
Account Based Strategy Formulation Case Study11:02
At the end of this module you will learn the following
Case Study of account based strategy

New Client Acquisition Part I26:54
The purpose of this module is to give you an in-depth understanding of how to acquire new clients that can help you build excellence in sales
At the end of this module you will learn the following parts of the process
Lead Generation
Lead Qualification
First Personal Contact
Company Presentation
Need Analysis
New client acquisition I
New Client Acquisition Part II19:34
The purpose of this module is to give you an in-depth understanding of how to acquire new clients that can help you build excellence in sales
At the end of this module you will learn the following parts of the process

Making Offers
Sample and Trial
Follow up
Sales Closure
New client acquisition II
New Client Acquisition Case Study8:38
At the end of this module you will learn the following
Case Study of new client acquisition

Developing strong relationships with clients14:57
The purpose of this module is to give you an in-depth understanding of how to develop strong relationships with clients that can help you build excellence in sales
At the end of this module you will learn the following
What do we mean by strong relationships with clients
What does it take to build strong relationships with clients
How to build the strong relationships with clients
How can you know that you have build strong relationships with clients
Strong client relationships
Client Relationship Development Case Study5:57
Case Study of client relationship development

Grow high quality, profitable and broad-based relationship with existing clients8:46
The purpose of this module is to give you an in-depth understanding of how to grow high quality, profitable and broad-based relationships with existing clients that can help you build excellence in sales
At the end of this module you will learn the following
Overall Approach
How to identify such clients
How to grow
How to generate new business opportunities with existing clients
Grow high quality, profitable broad based client relationships
Growing Existing Client Relationship Case Study5:17
At the end of this module you will learn the following
Case Study of growing high quality, profitable and broad-based relationships with existing clients

Requirements

5 hours learning time

Description

Can you consistently win more clients, grow strategic accounts and become the B2B Sales Professional every organization wants to hire?

Top-performing B2B sales professionals don't succeed by working harder—they succeed because they follow proven frameworks that help them make better decisions, focus on the right opportunities and execute consistently. If you want to build a successful career in B2B Sales and Business Development, this course gives you the complete system to do exactly that.

Master in B2B Sales & Business Development is designed to help you become a Top-Performing B2B Sales Professional using Proven Client Acquisition, Territory & Account Growth Frameworks. Unlike courses that focus only on lead generation, cold outreach or closing techniques, this course teaches you how to manage the complete B2B sales lifecycle—from planning your territory and aligning business goals to acquiring new clients, growing strategic accounts and building profitable long-term customer relationships.

You will begin by learning how successful sales professionals develop winning Territory Sales Strategies. Using proven management frameworks such as SWOT Analysis, Success Factor Analysis, Key Success Factors, Enablers & Barriers Analysis and Action Planning, you will learn how to identify the highest-potential opportunities, formulate winning strategies and convert them into measurable business results.

Next, you will learn how to translate company objectives into customer-specific execution through Company Goal Deployment and Client-Specific Account Strategy Development. You will discover how to set meaningful goals, prioritize customers, identify growth opportunities, overcome business barriers and create practical action plans that maximize long-term account growth.

A major focus of this course is a Proven 9-Step Client Acquisition Process developed from decades of practical B2B sales leadership and refined through consulting assignments with organizations including Volkswagen and other leading companies. You will learn every stage of acquiring new business—from Lead Generation, Lead Qualification, First Personal Contact, Company Presentation and Need Analysis to Making Offers, Follow-up, Sample Approval and Sales Closure—using a structured, repeatable approach that you can immediately apply in your own sales role.

Winning new clients is only the beginning. Sustainable success comes from building profitable relationships. You will therefore learn practical frameworks to develop strong client relationships, improve customer satisfaction, increase referrals and grow high-quality, profitable and broad-based relationships with existing customers by identifying new business opportunities and increasing customer contribution.

To help you succeed in today's business environment, the course also introduces AI-powered sales techniques, including Predictive Analytics for Lead Scoring and the practical use of Clay to research prospects, prioritize opportunities and improve sales productivity through better decision-making.

Throughout the course, you will reinforce your learning through real business case studies, practical role plays and downloadable implementation resources, enabling you to apply every framework confidently in your own organization rather than simply understanding the theory.

Whether you are a Sales Executive, Business Development Executive, Account Manager, Key Account Manager, Sales Manager, Entrepreneur or Business Owner, this course will equip you with a complete B2B Sales Management System that can help you consistently win more clients, grow strategic accounts, exceed sales targets and accelerate your career.

If you are ready to move beyond isolated sales techniques and master a proven end-to-end system used by successful B2B sales professionals, enroll today and start building the knowledge, skills and confidence to become a top-performing B2B Sales Professional.

This Course is Part of a Structured Learning Path

Learning Path: Sales and Customer Management Path (Starter → Builder → Advanced)

This course is your STARTER step.

Next Recommended Courses

After completing this course, continue your growth with:

Sales Management (Builder)

Revenue Cycle Management (Advanced)

AI for CRM (Advanced)

Who this course is for:

Business Development Professionals
B2B Sales Executives
Account Managers
Key Account Managers
Relationship Managers
Sales Representatives
Customer Success Professionals
Entrepreneurs and Business Owners
MBA and Business Students
Professionals seeking careers in B2B sales and business development

Master in B2B Sales & Business Development

What you'll learn

Explore related topics

Course content

Introduction & Overview4 lectures • 29min

Real Life Case Reviews1 lecture • 8min

How to meet and exceed sales targets2 lectures • 23min

Develop Strategy for the territory3 lectures • 1hr 3min

Achieve company goals across customer base2 lectures • 25min

Draw Account based strategy for all existing and new clients2 lectures • 20min

New Client Acquisition3 lectures • 55min

Developing strong relationships with clients2 lectures • 21min

Grow high quality, profitable and broad-based relationship with existing clients2 lectures • 14min

More Strategies for Sales Excellence2 lectures • 19min

Requirements

Description

Who this course is for: