B2B Corporate Sales
About This Course
Corporate sales are not about volume. They are about focus, intelligence, and disciplined customer acquisition.
This course equips trainees with the structured customer acquisition capability required to identify new market opportunities, analyse customer, competitive, and industry intelligence, generate insights on target customer characteristics, develop targeted engagement strategies to attract new customers, and qualify and progress leads systematically into viable sales pipelines.
Trainees learn to interpret competitive and market intelligence data, develop deep customer acumen across strategy, financials, and decision-making structures, design account-based outreach and content approaches that resonate with target customer communities, scope deals with commercial rigour, and build customer acquisition account plans that foster relationships to convert and grow newly acquired customers.
By the end of the course, trainees will be able to develop customer acquisition strategies and foster relationships to attract new customers, applying structured intelligence, disciplined lead qualification, and strategic account planning rather than transactional outreach.
What You'll Learn
- Interpret customer, competitive, and industry intelligence data and translate it into actionable customer acquisition opportunities
- Generate insights on target customer characteristics, covering a target organisation's strategy, management structure, financial position, and key performance indicators
- Identify market developments and new commercial opportunities, and propose structured approaches to capitalise on them
- Apply account-based marketing planning principles: targeting, account prioritisation, and account-specific engagement strategy design
- Develop lead generation strategies to initiate contact, generate interest, and create viable sales leads that attract new customers
- Qualify, score, and prioritise sales leads for follow-up using structured qualification frameworks
- Develop content and engagement approaches that resonate with target customer communities and decision-maker segments
- Scope deals by defining commercial feasibility, deal parameters, and opportunity size before committing sales resources
- Develop customer acquisition account plans that foster relationships to convert and grow newly acquired customers
- Assess partners' and customers' pipelines and short and long-term needs to identify new leads
- Incorporate cross-functional insights from marketing, product, and operations into customer acquisition plans
Entry Requirements
● Minimum age: 18
● At least 1 year of working experience in a sales, business development, account management, marketing, or other client-facing commercial role
● Possess basic ICT knowledge such as browsing the web, opening of folders and documents, and basic navigation of software interface
● Motivated learners
● Able to interact with fellow peers
● Proficient in spoken English with at least a secondary education qualification or equivalent
● This course is targeted at PMEs (Professionals, Managers, and Executives) responsible for generating commercial opportunities in B2B environments