The Fortune 500 Companies B2B Sales Training

Know the B2B Sales Secrets of Hypergrowth Companies. Create and Win Big Opportunities.
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  • Lectures 43
  • Length 2 hours
  • Skill Level All Levels
  • Languages English
  • Includes Lifetime access
    30 day money back guarantee!
    Available on iOS and Android
    Certificate of Completion
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About This Course

Published 9/2016 English

Course Description

B2B sales people are wondering how to face critical current market challenges. Additionally, if you are an  entrepreneur or start-up, your brand is not readily recognized yet, neither do you have enough referrals to demonstrate your value, so closing opportunities is even more difficult.

This prompts these questions: Why are some sales people becoming trusted advisors and exceeding sales quotas while others spin their wheels? And, most importantly, what can individual sales people do to raise their game?

We will teach you how to boost big sales quickly with our complete methodology and set of tools and assets for being successful in this business scenario.

Learn the B2B sales methodology we teach to Fortune 500 Hypergrowth companies.

If you go 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 Fortune 500 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.

Our B2B Sales Blueprint will help you master B2B sales. We will teach you how to target the right clients and people, prepare and conduct sales meetings based on effective account planning and develop successful winning strategies to close deals.

Stop losing deals now and start doubling your sales by creating and winning big opportunities:

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.

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.

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 and a strong business case.

5) I have no experience in B2B Sales. How do I drastically increase my value in a short period of time? You'll learn from my 20+ years’ of experience while avoiding my pitfalls.

6) Will the course cover topics on entrepreneurship & startups? Yes. We will provide you with ideas & tips to grow your startup. These are based on our experience as Operating Partners.

7) We'll also give you exclusive access to our very own spreadsheet tools.

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 are the requirements?

  • No special requirements to be fulfilled, but having some business experience would be very useful

What am I going to get from this course?

  • 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.

What 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

What you get with this course?

Not for you? No problem.
30 day money back guarantee.

Forever yours.
Lifetime access.

Learn on the go.
Desktop, iOS and Android.

Get rewarded.
Certificate of completion.

Curriculum

Section 1: Introduction
02:30

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.
02:12
The B2B Sales Blueprint is a holistic methodology for B2B selling, based on our extensive experience in closing big transformational deals.
01:24

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.

00:37

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.

01:34

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! 

Section 2: Account Planning
01:19

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.
02:26

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.

00:59

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.
04:12

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

01:37

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. 

02:07

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

01:46

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). 

01:16

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. 

04:08

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).

01:09

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.

00:39

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

03:41

Examples of Account Planning

01:03

Account Planning practical exercise.

1 question

Account Planning Quiz

Section 3: Building long-term Relationships with Clients
00:31
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.
01:23
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.
00:50
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.
02:54
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. 
03:28
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.
06:41
You can consider a first meeting "good" if you feel that you have the beginnings of a long-term relationship.
00:54
After holding a meeting, you must carry out different actions that will be explained in that module.


1 question

Building Relationships Quiz

Section 4: Developing A Winning Strategy
01:42

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. 

01:31

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.  

04:22

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

01:02

We will study the components of a Win Strategy.

07:18

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.
05:40

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

01:34

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

02:30

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.  

01:42

An example of a simple but real Win Strategy.

01:31

Win Strategy practical example.

Article

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

1 question

Win Strategy Quiz

Section 5: Proposals, Orals and effective Contracting
07:57

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

04:09

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. 

05:48

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. 

1 question

Proposals Quiz

1 question

Orals Quiz

1 question

Contracting Quiz

Section 6: Originating big deals
08:02

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. 

06:10

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).
1 question

Origination Quiz

Section 7: Thanks For Taking The Course!
Article

A summary of Tips and Scripts

Article

Bonus Lecture - Visit Me at Buildthepipe.com

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Instructor Biography

buildthepipe Business Advisors & Sales Experts, e-learning that delivers results

We are a group of qualified business advisors with years of experience in Business Development and Business to Business Sales.

Throughout these years, we have seen that one of the biggest challenges for start-ups and B2B companies is the difficulty in generating and selling big opportunities; opportunities that allow increasing sales and boosting their businesses.

The content of our B2B sales course is based on years and years of experience in selling big opportunities as well as our face-to-face teaching experience at 500 Fortune companies. We have trained +500 happy clients that are enrolled in our face-to-face sales training and helped them reach unprecedented levels of success.

Enroll in our course today & let us help you improve your sales game and prosper in your business.

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