The Complete B2B Sales Course: Lead Generation to Closing

Develop prospecting mastery by mastering inner and outer game, applying goal setting, scripts, and multi-channel outreach, and using the GSA framework to drive consistent micro improvement.

Overcome call reluctance by adopting a 'prospect I win, double win' mindset at every stage—prospecting, booking appointments, and closing—illustrated by a fearless outreach story with Rick Barry.

Explore the B2B prospecting system that reaches one to five plus prospects daily through text, email, social media, and calls, with a growth mindset and consistent, no-cost outreach.

Gamify your prospecting by setting a daily outreach goal and counting every touch—call, message, or email—to win the prospecting game, boost appointments, and increase sales.

Identify your top 100 prospects and persistently reach out using sequential marketing—phone, email, mail, and social messages—seven times over twelve months to book the initial appointment, removing only uninterested contacts.

Master sphere of influence selling by leveraging referrals and three-way introductions to reach key prospects through people they know. Apply this approach to access executives and high-profile clients.

Unlock the power of intention in business-to-business sales by prospecting with a clear ideal fit, sequencing your outreach, and building strategic relationships to close high-value opportunities.

Learn lead generation mastery with multiple proven systems you can implement now to generate more leads from 10 to 10,000, online or offline, building a durable lead pipeline.

Apply a skyhook-inspired lead generation tactic, mastering a single unstoppable move as Kareem Abdul-Jabbar did, and repeat it despite opponents knowing it, to consistently generate leads.

Master stage selling by focusing on generating the lead, capturing it in your database, and advancing the prospect to the next step through inner game, outer game, and action.

Learn to use referrals as a zero-cost lead with higher close ratios, booking easier appointments, and converting prospects into customers through a repeatable referral system.

Discover industry best practices for referrals and learn from top performers. Build a repeatable system with a proven script and referral forms to generate consistent referrals.

Identify your API, the person of influence who already reaches your target customers, and cultivate a relationship to generate an ongoing stream of referrals, as Starbucks demonstrates.

Master the reciprocal referral relationship to generate leads and clients through mutual referrals with professionals across industries, set a goal, take action, and grow commissions over time.

Create a lead magnet that offers free resources in exchange for contact information on a website, then promote it via social media and email marketing to grow leads.

Promote a webinar as a lead magnet to email lists, networks, and social media to generate leads and build your database; share recordings with registrants and missed attendees.

Follow your money for lead generation, using postcards and consistent touchpoints, and leverage reverse prospecting, where prospects reach out to you, as real estate agents did.

Scan past texts, emails, and social media (LinkedIn, Facebook, Instagram) for viable b2b leads. Reach out this week with a quick call to reengage opportunities toward closing.

Store leads in a CRM as the primary system, with Excel or a recipe box as add-ons; organize your pipeline and take immediate action.

Identify your house list as your database and a source of leads who know you. Email it at least twice a month with valuable updates to stay top of mind.

Learn how to generate leads by speaking to groups, from guest presentations to webinars. Explore how to host educational webinars and offer free consultations to convert attendees into opportunities.

Ask for contact information or a business card during in-person networking, then enter it into your CRM to generate leads.

Take immediate action on proven lead-generation ideas to generate 10 to 50,000-plus leads by applying these exact principles.

Learn from Eric Latham how to fill your calendar with bookings, master appointment setting, and increase yearly appointments.

Boost B2B appointment setting by strengthening the inner game: mindset and belief in yourself, then master the outer game with prospecting, social media, technology, and calendar-driven action.

Frame outreach in an employment setting by focusing on the angle and the value the prospect gains by meeting you. Highlight the time they save as a benefit.

Explore how to implement multiple appointment setting systems, including an online calendar link for self scheduling, to achieve predictable results in the complete b2b sales course.

Adopt a growth mindset for appointment setting, recognizing it as a learned skill you can master with practice and the ideas from this course.

Prospecting drives your calendar by taking action despite rejection, embracing no as normal, and adopting a win mindset to book appointments consistently.

Think in combinations to boost appointment setting by pairing ideas, like two ideas becoming an ice cream cone, and learn to weave breakthroughs inspired by Steve Jobs.

Define clear appointment goals using the GSA formula—goal, strategy, action—to plan how many appointments you will set and run in a month, then execute daily with massive action.

Stage selling teaches selling to the next step: set the appointment as the goal of the stage to generate a lead, run the appointment to its outcome, and progress accordingly.

Learn to further the sales call by delivering group presentations, such as a Zoom session, and offering an appointment with your calendar link to convert prospects into booked one-on-one meetings.

Develop daily consistency to unlock higher appointment-setting results by following a system, prospecting regularly, calendar your appointments, and upholding a seven to ten standard.

Learn the three-way introduction to boost referrals and close more deals by sending a simple three-way email or text that connects you with key contacts.

Apply the teaser email strategy to your database to mentor seven people and book appointments, using a simple reply to express interest process and repeatable outreach.

Hiring an appointment setter can scale lead generation by adding extra appointments, guided by a math formula weighing income against time. Blend texts, emails, social media direct messages, and calls.

Using a template guides repetitive prospecting emails and makes outreach efficient. Customize the template to connect with each recipient, avoiding pure copy-paste that feels impersonal.

Summarize a case study of booking a CEO appointment with a concise, benefit-driven message, highlighting the who, why, what, and a clear CTA.

Learn to invite as appointment setting by crafting a special, benefit-focused invitation that conveys confidence and makes attendance compelling, boosting your invite-to-attend ratio.

Discover ideas that yielded over a thousand appointments a year, and review modules like three way introduction and online calendar links to generate more appointments.

Master referrals for b2b sales by embracing continuous sales improvement, strengthening the inner and outer game, applying two techniques, and taking action to drive referrals and income.

Shift from fixed to flexible referral mindsets and commit to becoming good, great, or a master at generating referrals by crafting an empowering story about your ability to generate referrals.

Explore four reasons people give referrals: they want to help you, help the person they refer, respond when you ask, and seek incentives such as referral or affiliate fees.

Set referral goals with the GSA framework—goal, strategy, action. Appreciate the financial value of referrals, including lifetime value, and aim for massive action.

Reframe your self-talk about referrals with empowering language to boost your results and create a consistent stream of referrals.

Master the three-way introduction to turn referrals into higher contact, appointment, and sales rates through three-way texts, emails, or direct messages.

Implement a repeatable referral system that turns existing clients into a steady stream of introductions, using referral slips and incentives to consistently generate thousands of referrals.

Leverage networks over one-to-one selling by building reciprocal referral relationships, identifying who has your customer, and establishing referral appointments to generate ongoing B2B referrals.

Learn how to create a referral by giving referrals and delivering great results, leveraging your network and sphere-of-influence selling to open doors beyond cold calling.

Repeat this course seven times to embed powerful moneymaking referral ideas into your subconscious mind and become a master of referrals.

Master sales scripting by preparing a powerful, benefits-focused presentation in advance to connect with prospects, overcome objections, and move them to take action.

Discover how sales scripting uses storytelling, probing questions, and language patterns to duplicate sales excellence and turn a bottom performer into a top earner.

Embrace selling as a service grounded in honesty, integrity, and compassion, shifting from stigma to leadership that moves prospects to action, using auto-suggestion and affirmations to reinforce before scripting.

Embrace B2B sales scripting by delivering words in sequence that have meaning through a powerful, well-prepared presentation, not winging it, and applying repeatable techniques.

Develop persuasive sales scripts with the seven-step formula: pick a script, cover the five laundry lists, define the sales model, outline, write section by section, engineer persuasion, and revise.

Compile the five laundry lists and prepare seven or more stories using the seven step scriptwriting formula. Use those stories to persuade prospects.

Create a closing-ready sales script by listing probing questions to uncover needs, and detailing the offer, objections, and key benefits—tangible and intangible for clear client value.

Develop a baseline script by recording or writing your current speech, engineer persuasion, and reverse engineer your presentation from end to beginning to maximize your close using credible expert points.

Part 2 of b2b sales scripting techniques teaches the story script formula—define the problem, reveal the result—and use client stories to persuade; apply connect to educate prospects.

Develop effective sales scripts by recording and transcribing your words, studying live calls, and weekly practice on sales skills, product knowledge, personal development, and technology to boost closing rates.

Develop trust and rapport as the cornerstone of your B2B sales presentations to lower prospect resistance, instantly connect, and boost your close ratio using proven techniques.

Elevate your results by mastering the inner game of trust and the outer game of mirroring, then apply repetition and prospect focus to build rapport.

Develop a flexible mindset to master trust and rapport, recognizing these skills are learnable with commitment and work.

Find common ground to build rapport and trust with prospects by identifying shared geography, interests, and experiences, then use sincere flattery and social media insights to connect.

Stay present by giving full attention, despite a phone-dominated culture, to build rapport and increase your influence and persuasion with clients.

Build rapport as the cornerstone of the sales process to reduce resistance and drive repeat purchases from past purchasers. Humor, listening, and entering the buyer's world deepen connection.

Build rapport by matching moods with empathy, listening, and entering the client's world, then show a relevant solution and act with the client's needs, not the commission.

Apply the speed of trust: make agreements, follow through, and build trust through honesty, consistent action, and a positive, honorable sales mindset.

Apply these techniques to connect with anyone instantly, from billion-dollar company leaders to everyday contacts, and watch the course seven times to internalize the ideas.

Master objection handling for b2b sales with 14 powerful techniques and ready responses to 7–12 common objections. Watch, train, and apply coaching-backed ideas to close more deals with confidence.

Elevate your objection handling by strengthening the inner game, mastering actionable how-to techniques, and taking consistent sales practice as action; visualize fundamentals and train like elite athletes to build confidence.

Apply continuous sales improvement to your objection handling by dedicating 15 minutes to an hour each week for life, staying hungry to get better and never arriving.

Record common objections and your responses on your phone, then listen repeatedly to ingrain powerful replies so you can respond instantly during sales conversations.

Ask for the order and reduce the buyer's risk to close the sale. The example shows offering a zero-cost keynote and covering expenses to add value, boosting sales.

Close more deals by solving the buyer's problems, as shown by offering a lease buyout to address objections and move opportunities forward in sales conversations.

Offer flexible payment options to overcome upfront price hurdles, using a custom online link and a split payment plan that closes orders after client review.

Identify non stated objections behind price concerns, such as talking with another alarm salesperson, and apply the elegantly dancing with the prospect technique with hot potato banter to reveal issue.

Learn to handle objections before they come up by embedding price concerns into the body of your presentation with preemptive talk tracks, same-day incentives, and client stories.

Be unreasonable when your proposal matters, as a story about convincing my wife to attend a seminar shows, even with nonrefundable tickets.

Handle objections with a question to move the sale forward, using pauses and direct asks like 'is that your only concern?' to keep the conversation going and close high-value deals.

Learn to handle concerns with a story, embedded before or after the close, then re-ask for the order and pause. Practice scripted stories weekly to drive continuous sales improvement.

Isolate objections, bring out the objection, and practice investigative selling by asking 'tell me more about that' and consulting peers for proven responses.

Master three objection-handling tactics in B2B sales, from preemptive scripting in the presentation to the final close with silence, and selective ignoring, plus investigative selling concepts.

Master objection handling and closing sales with 14 practical, step-by-step ideas from this complete B2B sales course, boosting confidence and ongoing sales success.

Define and write down your B2B sales goals to increase the odds of achievement, then create a written action plan and take massive action daily, mastering goal-setting fundamentals.

Master a 10-step goal setting process, starting with brainstorming what you want, then writing down and making goals measurable, and clarifying why with carrot and stick motivation.

Master the 10-step goal setting process: write a definite date and action steps, build a written action plan, take massive action, and daily visualize and speak your goals.

Adopt a simple, repeatable plan to reach goals, like one speech a day or five thousand steps, and track an inspiring goal to ignite energy and enthusiasm.

Slice and dice your goal by allocating 40 appointments across prospecting, LinkedIn, email, and referrals, then adopt a track to run on, such as one speech a day.

Think big to shift planning and action toward higher income goals, and use safe and stretching goals to manage risk while treating goal outcomes as meaning making that drives success.

Set health goals with a one-year horizon to stay on track, and write a lifetime net worth goal with a concrete action plan and massive daily action.

Cultivate a champion mindset for sales by becoming your own top cheerleader, acknowledging your positive actions to boost self-esteem and confidence in B2B selling.

Shift mindset to pursue bigger opportunities and upsell within existing accounts by changing talk tracks and sales scripts.

Develop a flexible sales mindset, recognizing mindsets are not fixed and can be learned. Use micro improvements to achieve breakthroughs in closing, referrals, and handling objections.

Embrace continuous sales improvement as a lifelong habit by dedicating 50 minutes to an hour per week to sharpen sales skills, personal development, technology tools, and product knowledge.

Develop a fearless prospecting mindset that treats rejection as progress. Use affirmations like 'when I prospect I win' to stay confident from outreach to closing.

Choose faith over fear to master your sales mindset, eliminating worry and anxiety and enabling confident B2B selling.

Access the genius mind inside you and unleash your Superman side to pursue greatness, inspired by a pharmacist's pursuit of justice and the fight against Purdue Pharma.

Adopt conditional beliefs to fuel B2B sales growth by linking outcomes to concrete actions like daily speeches or daily prospecting touches. Drive continuous sales improvement through ongoing skill work.

discover how I am statements shape your unconscious beliefs about prospecting, referrals, and time management, and replace I am not with I am to boost sales mindset.

Let go of resistance to sales and embrace selling as equal service, guided by honesty, integrity, and compassion that lead people to action, supported by daily affirmations and auto-suggestion.

Develop a sales champion mindset and implement a single breakthrough idea to become a master of influence and action, unlocking greater sales success.