B2B Sales Training Methodology

B2B Professional Sales teaches salespeople the 15 skills they need to have to be successful in today's competitive B2B sales environment. The B2B Professional Sales training methodology follows the widely accepted 70:20:10 Model for Learning and Development. The model states individuals obtain 70 percent of their knowledge from job-related experiences (JRE), 20 percent from interactions with others, and 10 percent from formal educational events. The B2B sales training seminars are the formal educational events where the salesperson learns the critical B2B sales skills, processes, and tools. They will start using their sales skills and tools in the seminar in a variety of learning activities. This practice in the seminar environment prepares the salesperson in applying the concepts back in their sales environment, thereby maximizing the effectiveness of their JRE and interactions with others and improving their sales success.

The B2B Professional Sales is the only sales training that has a reference sales textbook.The textbook is 687 pages covering all the critical B2B sales skills taught in the seminars shown in the box to the right.

For each sales skill the relevant theory or research is reviewed, the various processes that have been developed for applying the skill and descriptions of specific real sales applications of the sales skill are described. Students also receive the editable electronic versions of the tools discussed and used in the seminar. The combination of the formal training event, a complete reference textbook, practice during the training, and electronic versions of the tools makes it easy for the students to customize the tools for their JRE learning. The tools also facilitate interactions with others, specifically other sales team members, sales managers, coaches, or mentors. The level of detail covered in each sales skill component (theory, process, applications, and tools) is dependent on the level of competency the salesperson requires for the specific skill. The level of competency, basic or advanced, is dependent on their sales responsibilities, experience, and market conditions in which they sell. In most cases, the participants should attend Basic Competency Level seminars before attending the Advanced Level seminars.

Critical B2B Sales Skills

  •    Marketing
  •   Prospecting
  •   Selling Business Values
  •   Account Management
  •   Opportunities Management
  •   Sales Communication Skills
  •   Relationship Management
  •   Presentation Skills
  •   Sales Call
  •   Handling Customer Objections
  •   Strategic Sales Planning
  •   Bidding
  •   Pricing for Bids
  •   Negotiations
  •   Pipeline Management

This book achieves a rare feat of presenting the strategic intent AND the action plans for successful selling. While most books on selling are either too conceptual or too tactical, JP has assembled a masterpiece that integrates and balances both perspectives. Flip through this book, and you will find decades of insights and best practices, all presented in a logical and easily understood format. It is both comprehensive and actionable, making it an invaluable resource that will accelerate the career of any B2B salesperson.

--- Jason Jordan

Partner of Vantage Point Performance and Author Cracking The Sales Management Code (McGraw-Hill, 2012)

The B2B Professional Sales training offerings are organized into modules that can be scheduled into the salesperson's training and development plan. The offers are shown in the table below. Customized company-specific in-house training can also be delivered to meet your sales team's needs.

Download a complete listing of B2B Professional Sales seminars here

B2B Sales Seminars

No: Seminar: Target Audience: Sales Skills Targetted: Level of Competency: Duration: Cost: Seminar Outline: Enroll:
1 Introduction to Fundamental B2B Sales Activities All customer facing staff (management, support, sales, operations) Relationship Management, Building Trust, Prospecting, Customer Profiling,
Sales Call, Creating Proposals, Handling Customer Objections
Basic 2 Days $590 USD Introduction to Fundamental B2B Sales Activities (PDF) Register Now
2 Winning B2B Sales: Critical B2B Sales Activities All customer facing staff (management, support, sales, operations) Marketing, Communication, Relationship Management, Building Trust, Prospecting, Customer Profiling,
Sales Call, Selling Business Value, Handling Customer Objections
Basic 4 Days Winning B2B Sales: Critical B2B Sales Activities (PDF) This course is currently unavailable for registration. Please contact us for details.
3 Fundamental Presentation Skills Seminar All staff who make sales or marketing presentations to customers Presentations Basic 4 Days Fundamental Presentation Skills (PDF) This course is currently unavailable for registration. Please contact us for details.
4 Managing B2B Opportunities All sales and account or territory management staff, sales managers or managers who have sales people reporting to them Opportunities Management, Strategic Sales Plan, Pipeline Management, Planning (Account and Territory Plans), Bidding, Negotiations Basic 4 Days Managing B2B Opportunities (PDF) This course is currently unavailable for registration. Please contact us for details.
5 Advanced Presentation Skills All staff who may have attended the Sales Presentation Skills seminar Communication and Presentations Advanced 4 Days Advanced Presentation Skills (PDF) This course is currently unavailable for registration. Please contact us for details.
6 Securing Strategic Must Win Sales Opportunities All sales and marketing staff involved in large strategic sales that follow the customer's procurement
processes and require a formal bid to be submitted in response to the customer's request for proposal or tender
Strategic Sales Planning, Selling Business Value Advanced 4 Days Securing Strategic Must Win Sales Opportunities (PDF) This course is currently unavailable for registration. Please contact us for details.
7 Advanced Bidding Seminar All staff directly responsible for preparing bids Bidding and Pricing for Bids Advanced 4 Days Advanced Bidding Seminar (PDF) This course is currently unavailable for registration. Please contact us for details.
8 Advanced Sales Negotiations Seminar All staff directly responsible for negotiations with the client. Negotiations Advanced 4 Days Advanced Sales Negotiation (PDF) This course is currently unavailable for registration. Please contact us for details.
9 Account Management Seminar All account managers and staff responsible for managing the relationship between their company and key or strategic accounts Account Management, Pipeline Management, Planning, Selling Business Value Advanced 5 Days Account Management Seminar (PDF) This course is currently unavailable for registration. Please contact us for details.
10 Sales Management Coaching All sales managers Coaching: Sales Call Skills, Handling Customer Objections, Strategic Sales Planning, and Pipeline Management Advanced 5 Days Sales Management Seminar (PDF) This course is currently unavailable for registration. Please contact us for details.
11 Sales School Sales staff, account managers, and sales managers All critical B2B Sales Skills Basic 2 Weeks Sales School (PDF) This course is currently unavailable for registration. Please contact us for details.
12 Sales University Sales staff, account Managers, and sales managers All critical B2B Sales Skills Advance 4 Weeks Sales University (PDF) This course is currently unavailable for registration. Please contact us for details.
Each sales training delivery uses a combination of learning activities such as instructor-led lectures, individual and team exercises, workshops, case studies, team competitions, real-time audience polling feedback and quizzes, and online seminar feedback, a copy of which all students will receive after the completion of the seminar. The instructor is also available for individual coaching and discussions after the seminar each day and via e-mail after the seminar.

The B2B Professional Sales is the only sales training that has a reference sales textbook. The textbook is 687 pages covering all the critical B2B sales skills taught in the seminars.