BUSINESS-TO-BUSINESS (B2B) PROFESSIONAL SALES TRAINING
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
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Marketing
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Prospecting
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Selling Business Values
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Account Management
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Opportunities Management
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Sales Communication Skills
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Relationship Management
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Presentation Skills
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Sales Call
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Handling Customer Objections
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Strategic Sales Planning
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Bidding
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Pricing for Bids
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Negotiations
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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.
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--- 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.