The Fortune 500 Companies B2B Sales Training
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The Fortune 500 Companies B2B Sales Training

Tripling your B2B Sales: selling on Value over Price
4.6 (33 ratings)
Instead of using a simple lifetime average, Udemy calculates a course's star rating by considering a number of different factors such as the number of ratings, the age of ratings, and the likelihood of fraudulent ratings.
1,848 students enrolled
Last updated 3/2017
English
Current price: $10 Original price: $50 Discount: 80% off
1 day left at this price!
30-Day Money-Back Guarantee
Includes:
  • 2 hours on-demand video
  • 4 Articles
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
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What Will I Learn?
Win more deals to skyrocket sales by creating and winning bigger opportunities.
Expand revenue by winning bigger deals.
Boost your sales game with improved win rates and reduced selling costs whilst maximizing the revenue.
“Sell higher” to larger, global companies.
Sell to the “C” level.
Get our pro spreadsheet tools
Plenty of ideas & tips for Entrepreneurs & Startup owners.
View Curriculum
Requirements
  • No special requirements to be fulfilled, but having some business experience would be very useful
Description

~~~Over 3,150 students enrolled in our courses.~~~ (Updated as of March 2017)

~~~The B2B sales methodology we teach to Fortune 500, high-growth companies.~~~

~~~Learn the fundamental principles of value-based selling.~~~

    

    Are you a Sales professional, tired of competing over price? Are you the founder of a B2B start-up but don’t know how to keep growing? Would you like to triple your B2B sales and become a trusted advisor? 

A more sophisticated and effective approach to close big deals is selling on value. While many sales professionals frequently talk about that, in our experience few of them know how to do it. Selling on value means that you need to successfully understand your buyers, build long-term relationships with them and design strategies that substantially increase the probability of winning big opportunities. This takes time and effort because you have to consider the opportunity from the buyer’s perspective: how their business runs, their objectives and challenges. Once you understand the buyer’s business, however, you can elevate your sales conversation and increase your sales.

It doesn’t matter what your professional role is. If you work in Sales, Marketing and/or Business Development and would like to learn about the sales methods used by high-growth companies, then this course is for you. We will show you how to boost big sales quickly using our complete methodology and set of tools and assets. We will explain the key concepts of B2B Sales, such as:

  • Account Planning: to better understand your clients to increase your sales and positioning.
  • Building Relationships: the key concepts to establishing long-term relationships, avoiding short-sighted sales and transactions, and closing bigger deals.
  • Win Strategy: development of strategies to substantially increase the probability of closing big deals.
  • Origination: start creating ideas and originating opportunities with higher possibilities of being the “sole source” and therefore, competitor-free.

Learn the fundamental principles of value-based selling. Learn the B2B sales methodology we teach to Fortune 500, high-growth companies. If you work through these lessons and take action, we are confident you'll start to close big deals. This sales method works for Business to Business selling, sales people working for start-ups, as well as listed companies. Trust it. It has been designed for sales organizations who want to avoid short-sighted sales and want to start focusing on closing big deals with high end clients.

Stop losing deals now and start doubling your sales by gaining knowledge about the following:

1) How to sell more and gain revenue by winning big deals: You'll learn the whole process from account planning, to making first contacts, to qualification, to winning strategies, so you can close the deal. We'll also give you exclusive access to our very own spreadsheet tools.

2) How to broaden your sales by expanding your existing clients: We will teach you how to proactively identify areas of client growth and extend your footprint.

3) How to “sell higher” to larger, global companies and sell to the “C” level: Be bold by following our simple principles upon which to build the foundations of long-term, trustworthy relationships. You'll learn from my 20+ years’ of experience while avoiding my pitfalls.

4) How to sell better, with improved win rates and reduced selling costs whilst keeping the revenue coming in: You will learn how to create compelling and valuable propositions. Clients won’t buy or pay a premium, if there are no substantial benefits nor a strong business case.

As a friendly reminder, taking this course is risk-free. It comes with a 30-day, no-questions-asked, money-back guarantee. You have nothing to lose and everything to gain.

Who is the target audience?
  • Sales people
  • Marketing professionals
  • Business Development professionals
  • Key Account Managers
  • Entrepreneurs
  • Start-ups
  • Business owners
  • HR Departments
  • Anyone wanting to gain knowledge in advanced sales techniques
Students Who Viewed This Course Also Viewed
Curriculum For This Course
Expand All 45 Lectures Collapse All 45 Lectures 01:55:18
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Introduction
5 Lectures 08:17

What does “being more successful” mean? Stop losing deals and start doubling your sales by creating and winning big opportunities:

  • Sell more, gain revenue and close big deals.
  • Broaden sales and expand existing clients.
  • “Sell higher” to larger, global companies and sell to the “C” level.
  • Sell better, with improved win rates and a reduction in selling costs, whilst keeping the revenue coming in.
Preview 02:30

The B2B Sales Blueprint is a holistic methodology for B2B selling, based on our extensive experience in closing big transformational deals.
Preview 02:12

Today, sales organizations and B2B sales people are facing a new challenging environment due to market and customer buying behavior changes.

On top of that, if you are an entrepreneur or start-up, your brand is not readily recognized and you don’t have enough referrals to demonstrate your value, so closing opportunities is even more difficult.

In the current context, is it possible to increase sales quickly and dramatically? Yes, it is. We will teach you how, using a complete set of tools, assets and our methodology for being successful in these business scenario.

Preview 01:24

How we will win in these new business scenarios? We will teach you how, using a complete set of tools, assets and our methodology for being successful in this business scenario.

Preview 00:37

The course is composed of different classes. Each class will cover a stage of our methodology at a theoretical and practical level (B2B Sales Blueprint). The methodology will cover a sales process using a holistic and integrated vision. Therefore, it is very important that before moving on to the next class, you are sure you have understood and fully digested all the concepts taught in the previous class. 

Thank you for learning with us and welcome aboard! 

How To Get The Best Out Of The Course!
01:34
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Account Planning
13 Lectures 26:22

Account Planning is a critical part of the selling process to be able to:

  • Understand your clients’ objectives and priorities.
  • Understand your positioning with your clients – your competitive positioning and the value you give to them.  
  • Proactively identify areas of growth for your clients.
  • Identify innovative and big opportunities to help your clients achieve their objectives.
  • Set account growth strategies by creating and executing specific action plans.
Account Planning is a critical part of the selling process
01:19

The first step of effective Account Planning is to target the right clients.  We don’t usually have enough capacity to pursue all potential clients. If we go after the “wrong” ones, our success rate (win rate/close ratio) will dramatically decrease.

Preview 02:26

Account Planning consists of 4 different activities as described below:

  • Gaining client insight:  understanding your client’s facts and business imperatives.
  • Defining account strategy: financial growth strategy, big opportunities, our positioning and share of the wallet compared to competitors, and our positioning on the power map.
  • Defining action plans: to improve relationships, to beat competitors and to create, identify and win big opportunities. 
  • Living the plan: carry out action plans, conduct regular team calls or visits, track progress against the plan and implement subsequent plan improvements if necessary.
4 Different Activities Account Planning Consists Of
00:59

The first step of Account Planning is to gain client insight, which is crucial in today's competitive environment. 

Preview 04:12

An important part of the Account Plan is to set growth objectives for the client: financial growth strategy. All the actions defined as part of this process, should be directed towards reaching these objectives. 

Defining the Financial Growth Strategy
01:37

After identifying the financial growth strategy, we need to understand the competitive landscape and our positioning with the client. 

Preview 02:07

An analysis of the key decision makers and influencers (power mapping) is crucial for success. 

The objective of the power mapping activity is to identify the key client individuals with whom we have—or should have—relationships, and understand the strength of those relationships and associated facts (e.g., their personal and professional agenda, their interests, preferences,  social styles and influence patterns). 

Analysis of the key decision makers (Power Mapping)
01:46

During the Win Strategy develpment, the different opportunities identified must be classified.  If they are originated opportunities which require a process to transform an idea into a true business opportunity, such process should be undertaken in accordance with the techniques described in the “Origination” module. 

Types of Opportunities
01:16

You can begin to identify business opportunities once you have identified the client’s needs with the products or services from your portfolio that could meet the client’s business imperatives (gaining client insight), and have clear growth objectives for the account (financial growth strategy).

Creating the Big Opportunities Plan
04:08

The main goal of the Account Plan process is to define an overall Action Plan which will allow the growth objectives of the account to be reached.

Defining an overall Action Plan
01:09

Hold team members accountable for what they “signed up for” in the Account Plan.

Living the Plan
00:39

Examples of Account Planning

Preview 03:41

Account Planning practical exercise.

Practical Exercise - Case Study
01:03

Account Planning Quiz

Account Planning
1 question
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Building long-term Relationships with Clients
7 Lectures 16:41
The B2B Sales Blueprint is a holistic methodology for B2B selling, based on our extensive experience in closing big transformational deals. In this module, we will cover the building relationships process of this methodology.
Introduction
00:31

Long-term relationships are key for us to become a trusted advisor and increase our sales performance. However, the majority of sales people do not build trusted relationships with their clients. They only centre upon social relationships without showing a true interest in the client beyond the mere business transaction.
Preview 01:23

Well, the only way to have strong and loyal clients is by building good, long-term relationships with them, which in turn provide better business results.
Preview 00:50

Targeting the right people is the first step to be effective in building a relationship. Targeting the right people is based on following a proven and disciplined approach to target selection, which begins during the Account Planning process. 
Targeting the right people
02:54

We will know which people we wish to have access to for the purpose of selling our solutions, as a result of the Account Planning process.
Preparing the first meeting
03:28

You can consider a first meeting "good" if you feel that you have the beginnings of a long-term relationship.
Holding the meeting
06:41

After holding a meeting, you must carry out different actions that will be explained in that module.


How To Follow-up With Your Clients
00:54

Building Relationships Quiz

Building Relationships
1 question
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Developing A Winning Strategy
12 Lectures 31:19

According to several authors, the Strategy is a process chosen through which reaching a certain state in the future is foreseen. Bearing in mind this definition, we can understand the Win Strategy to be a structured definition of a process (action plan) to reach a future state (win an opportunity). 

We will explain how to develop a Win Strategy as we work through this module. 

Preview 01:42

The Win Strategy is initiated for the opportunities identified in the Account Plan. 

The Win Strategy, or in other words, the implementation of a permanently up-dated action plan with the aim of winning an opportunity, ends when a contract corresponding to said opportunity is signed – never before.  

When to begin/end a Win Strategy?
01:31

Qualification of the opportunity is a very important and essential process. If our opportunity does not comply with the basic requirements (for example, uninteresting financials, inadequate competitive positioning, etc.), then the fear of saying “it’s a no-go” must be lost

Opportunity Qualification Criteria
04:22

We will study the components of a Win Strategy.

Preview 01:02

Opportunity insights includes:

  • Opportunity context: get insight about the client and the opportunity.
  • Power Map: analysis of the key decision makers and influencers (power mapping) is crucial for succes.
  • Buyer values: key points that will influence the decision of a buyer.
  • Positioning: understanding the competitive landscape and our positioning with the client.
Opportunity Insights
07:18

In this section of the Win Strategy, we will identify the components of our solution at a high level.

Designing Our Solution
05:40

The main goal of the Win Strategy process is to define an overall Action Plan which will allow us to win the opportunity. 

Developing the Action Plan to Win
01:34

The Win Strategy process can be individually developed by the actual Client Lead or Key Account Manager. However, it is more convenient to develop the process as a group, counting upon the participation of everybody who can give value to the client. This will guarantee better knowledge of the client and improved effectiveness.  

Win Strategy Sessions
02:30

An example of a simple but real Win Strategy.

Preview 01:42

Win Strategy practical example.

Practical Exercise
01:31

Sometimes, it is necessary to develop the Win Strategy for opportunities for which we are the incumbent, especially regarding the sale of solutions within B2B deals. 

In this case, the Win Strategy action plan must contemplate specific actions if we wish to maximize our probabilities of winning an opportunity and keeping the business.

Winning as the Incumbent
02:20

Use it for inspiration, but make sure you create your own ones based on the B2B Sales Blueprint methodology

49 Win Themes for All Occasions
00:07

Win Strategy Quiz

Win Strategy
1 question
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Proposals, Orals and effective Contracting
3 Lectures 17:54

A key part of the development of an opportunity is the preparation and presentation of our proposal to the client. 

Developing the best Proposals
07:57

Orals” refers to a face-to-face presentation of the proposal by the company making the offer to the client, as part of the client’s selection process of the winner. Normally, the client decides who will win the final tender after the orals have been held. 

Conducting Effective Orals
04:09

We understand that “contracting” is the final part of the sales process of an opportunity. In other words, that part of the process where a contract is negotiated and signed between both parties (our company and the client). 

This contract will regulate the relationship between the client and our company after the sale of the products and/or services offered. 

Effective Contracting
05:48

Proposals Quiz

Proposals
1 question

Orals Quiz

Orals
1 question

Contracting Quiz

Contracting
1 question
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Originating big deals
2 Lectures 14:12

Origination is a complex process, so it is important that you are confident with your abilities before starting to originate opportunities with clients. If not, it will be a waste of your time and your company’s money. 

What is Origination?
08:02

Once the origination opportunities have been identified in the Account Plan based on business ideas, it will be necessary to make a detailed analysis of the true viability of transforming these ideas into true business opportunities. It is recommended that a minimum of two ideas be identified from the Account Plan, especially for Tier 1 clients (see the Account Planning module). 

To do so, the Origination process begins involving two different recurrent activities as described below:

  1. Validation of new ideas generated from the Account Plan (the vine).
  2. Transformation of ideas into real opportunities (the wine).
Originating big deals. The Vine & The Wine
06:10

Origination Quiz

Origination
1 question
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Thanks For Taking The Course!
2 Lectures 00:12

A summary of Tips and Scripts

Tips and scripts!
00:04

Bonus Lecture - Visit Me at Buildthepipe.com

Bonus Lecture - Be Sure To Visit Our Blog
00:07
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Bonus Lecture: Continue learning with us
1 Lecture 00:24
Get all our courses 60% OFF!
00:24
About the Instructor
buildthepipe Business Advisors
4.7 Average rating
58 Reviews
3,155 Students
3 Courses
e-learning that delivers results

We are a group of business advisors with plenty of experience in management positions within publicly traded companies, as well as responsible for the creation and management of start-ups. 

Our mission is to create courses with an eminently practical approach, based on real experiences and directed towards all those interested in reaching unprecedented levels of success

These courses, can be taken either online or delivered face-to-face and they centre upon specific areas of business related to strategy, sales, performance management and digital transformation, among others. 

Enroll in our courses today & let us help you to deliver impressive results!