Course outline

Even before covid-19 entered the scene, today’s sales professional had to master face to face selling and selling in the digital domain, switching effortlessly between the two as their clients do.

Linked-in, Zoom, Teams, email, telephone and site visits with social distancing protocols all form part of the daily work of B2B sales teams today. And, since no two buying processes are the same, sales people must be able to iterate and customise their own sales process for each opportunity.

Managing the sales funnel also requires differing sales competencies and a new relationship with marketing functions, as customers search in the social universe for products and services before engaging sales people.

The combination of these factors calls for new kinds of sales people – those who can manage multi-channel sales seamlessly.

B2B digital can be delivered 100% virtually or using various combinations to suit your sector. Just contact us so we can build your perfect training.

Audience

Sales staff and sales managers.

Learning objectives

• Map and understand client buying processes.
• Design and adapt sales processes.
• Use the principles of social media to generate leads.
• Create excellent professional impact on-line and face to face.
• Manage virtual meetings for maximum persuasion and influence.
• Manage opportunities and the sales funnel to meet sales metrics and KPIs.

Course format

40 hours of virtual classroom in bite-size pieces with specified on-the-job learning projects.
Delivered in-company.

Benefits

• Excellence in joined up selling between face to face and on-line modes.
• Ability to iterate and adapt sales processes to give the highest chance of success.
• Competence in influence using the full range of sales channels.