B2B Sales Foundations

Introduction

• What does modern B2B sales look like?

1. B2B Sales: What It Is and the Skills You Need

• Defining B2B sales
• Identifying the skills for B2B sales success
• B2B selling in a post-pandemic world
• Collaborating with your colleagues in B2B sales
• Dealing with rejection in B2B sales

2. B2B Sales: How to Identify, Connect with, and Qualify Prospects

• Defining your “best customer”
• Building relationships with prospects: Tools and tactics
• Evaluating prospect for key qualities

3. B2B Sales: How to Pitch, Handle Objections, and Close the Deal

• Ensuring a great initial B2B prospect meeting
• Anticipating, responding to, and following up on objections
• Gaining conceptual agreement
• Closing the B2B sales deal
• Building B2B sales goals
• Handling missed sales goals

Conclusion

• Continuing to hone your B2B sales skills