Keys to Winning B2B Accounts

This course contains two often overlooked but equally critical components of B2B sales: 1) Organization and 2) Acquiring/Developing the requisite relationships within B2B Accounts.

1) The course will explain the fundamental, organizational  5-Point Plan of Sales, step-by-step, covering each individually such that students will understand the meaning, importance, and sales value of each Point. The 5-Point Sales Plan can be applied to sales teams and individuals alike.  At the end of the course, students will be able to formulate their own 5-Point Sales Plans for any sales initiative from small to enterprise level B2B Accounts.

2) The course will also outline and explain in detail the most effective method of Acquiring and Developing B2B Accounts through mastering the 3 levels of B2B sales relationships. Students will learn how to define, identify and cultivate business relationships at the three essential levels that lead to new and ongoing business sales. At the end of the course, students will have a guide to put into practice immediately.