~~~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:
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.
What does “being more successful” mean? Stop losing deals and start doubling your sales by creating and winning big opportunities:
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.
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.
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!
Account Planning is a critical part of the selling process to be able to:
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.
Account Planning consists of 4 different activities as described below:
The first step of Account Planning is to gain client insight, which is crucial in today's competitive environment.
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.
After identifying the financial growth strategy, we need to understand the competitive landscape and our positioning with the client.
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).
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.
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).
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.
Hold team members accountable for what they “signed up for” in the Account Plan.
Account Planning practical exercise.
Account Planning Quiz
Building Relationships Quiz
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.
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.
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 insights includes:
In this section of the Win Strategy, we will identify the components of our solution at a high level.
The main goal of the Win Strategy process is to define an overall Action Plan which will allow us to win the opportunity.
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 practical example.
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.
Use it for inspiration, but make sure you create your own ones based on the B2B Sales Blueprint methodology
Win Strategy Quiz
A key part of the development of an opportunity is the preparation and presentation of our proposal to the client.
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.
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.
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.
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:
A summary of Tips and Scripts
Bonus Lecture - Visit Me at Buildthepipe.com
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!