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Building a High-Performing Sales Team
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B2B Sales Strategy
Plan and win complex business deals by researching accounts, mapping stakeholders, building business cases and guiding long sales cycles through procurement to expansion.
About this course
Win complex business deals. Master account planning, stakeholder mapping, and long-cycle strategies for B2B selling.
What you will learn
- Explain how complex B2B deals differ from simple sales and map the stages of a long sales cycle
- Research an enterprise account and map its stakeholders, influence and decision process
- Develop champions and position your offer clearly against competitors and the status quo
- Multi-thread a deal and build a business case that an economic buyer can approve
- Design a pilot or proof of concept with agreed success criteria and steer deals through procurement, legal and security reviews
- Run deal reviews and win/loss analysis, and plan land-and-expand growth in an account
Curriculum
Module 1The B2B Landscape4 lessons
- 1How Complex B2B Deals Differ Free preview
- 2Long Sales Cycles and Deal Stages
- 3Buying Committees and Hidden Influencers
- 4Account-Based Thinking
- QModule quiz (4 questions)
Module 2Account Planning4 lessons
- 5Researching an Enterprise Account
- 6Stakeholder Mapping and Power Lines
- 7Entry Strategies and Champions
- 8Competitive Positioning
- QModule quiz (4 questions)
Module 3Running the Deal4 lessons
- 9Multi-Threading the Organisation
- 10Business Cases for Economic Buyers
- 11Proof of Concept and Pilot Design
- 12Procurement, Legal and Security Reviews
- QModule quiz (4 questions)
Module 4Winning and Expanding3 lessons
- 13Deal Reviews and Win/Loss Analysis
- 14Land-and-Expand Strategies
- 15Course Project: Full Account Plan
- QModule quiz (4 questions)
PFinal project: Full Account Plan
Who this course is for
- Account executives and business development professionals selling to organisations
- Founders and managers of B2B businesses pursuing larger corporate, NGO or government customers
- Salespeople moving from small, quick sales to larger, longer deals
Requirements
- Some sales or customer-facing experience is recommended
- A computer with internet access, a spreadsheet and a document editor
- A real or target customer organisation you can use for the exercises
What is included
Written lessons
15 lessons, each with a practical exercise and key points to remember.
Module quizzes
A short quiz at the end of each module. Pass mark 70%, and you can retake it.
Final project
Full Account Plan. A practical brief with steps and a way to check your own work.
Certificate
A certificate of completion from EMFAD Courses with a unique code anyone can verify.
How the certificate works
Complete every lesson and pass every module quiz with 70% or more. Your certificate then appears in your learner area, ready to print or save as PDF. It shows your name, the course title, the completion date and a unique code. It is a certificate of completion from EMFAD Courses, not an accredited qualification.
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