B2B Sales Mastery
About This Course
This comprehensive B2B Sales Mastery course is designed to equip you with the skills needed to excel in the dynamic world of B2B IT sales. You'll dive deep into understanding diverse B2B IT environments and their impact on customer needs. The course covers analyzing industry trends, identifying key factors in varied operating environments, and assessing customer business models for tailored IT sales strategies.
You'll learn to evaluate the suitability and customization options for B2B IT solutions, matching product features with customer requirements. Through case studies, you'll explore successful B2B IT solution customizations and develop strategies for varied customer accounts.
The course emphasizes customer relationship management excellence, teaching you frameworks for effective B2B relationship management and long-term customer engagement. You'll learn to determine B2B customer needs and expectations through comprehensive feedback analysis and tailor engagement strategies accordingly.
We'll cover insights into B2B IT product sales cycles, client profiles, and performance trends. You'll develop skills in designing future-proof IT solutions that address current and future customer requirements. The course also focuses on B2B sales strategies for new and existing clients, teaching techniques for upselling and cross-selling using custom solutions.
You'll master negotiation techniques for IT sales success and learn to manage a portfolio of B2B IT customer accounts effectively. The course covers techniques for measuring the impact of account management on business outcomes and analyzing sales performance.
Finally, you'll learn methods for measuring B2B customer satisfaction and designing Key Performance Indicators (KPIs) for customer satisfaction in sales engagement. The course will teach you how to incorporate this feedback into a continuous sales improvement process, ensuring long-term success in your B2B IT sales career.
What You'll Learn
Account management techniques, including negotiation and organizational viability metrics, are key focus areas. You'll master the art of evaluating business impact using performance metrics and assessment techniques. Finally, you'll learn to integrate customer satisfaction feedback into your sales strategies, aligning them with key performance indicators.
By the end of this course, you'll have the tools to excel in B2B IT sales, from initial lead generation to building long-term customer loyalty.
Learning Outcomes:
LO1: Analyse the B2B IT market to devise a customised sales strategy document for a list of diverse customer accounts.
LO2: Develop a customer-centric engagement plan document by analysing feedback and customising service approaches for specific B2B customers.
LO3: Design a comprehensive B2B IT solution proposal that integrates client profiles, product sales cycles, and business context needs for given case studies.
LO4: Devise a strategic sales enhancement plan to improve B2B IT sales through expanded client relationships and targeted solutions.
LO5: Create an account management portfolio demonstrating effective negotiation techniques and organisational viability metrics for a set of B2B IT accounts.
LO6: Evaluate the business impact of B2B IT account management activities by producing a detailed analysis report using performance metrics and assessment techniques.
LO7: Integrate customer satisfaction feedback into B2B IT sales strategies by designing a measurement and implementation plan aligned with key performance indicators.
Entry Requirements
- 21 years and above
- At least one month work experience in a sales capacity
- Speak, write, listen and read English at a proficiency level not lower than the Workplace Literacy (WPL) Level 6, and at a Workplace
- Numeracy Level 5
- At least a diploma or equivalent