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B2B Sales Strategy
Curriculum
4 Sections
15 Lessons
8 Hours
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The B2B Landscape
4
1.1
How Complex B2B Deals Differ
35 Minutes
1.2
Long Sales Cycles and Deal Stages
37 Minutes
1.3
Buying Committees and Hidden Influencers
21 Minutes
1.4
Account-Based Thinking
32 Minutes
Account Planning
4
2.1
Researching an Enterprise Account
21 Minutes
2.2
Stakeholder Mapping and Power Lines
25 Minutes
2.3
Entry Strategies and Champions
23 Minutes
2.4
Competitive Positioning
36 Minutes
Running the Deal
4
3.1
Multi-Threading the Organisation
41 Minutes
3.2
Business Cases for Economic Buyers
33 Minutes
3.3
Proof of Concept and Pilot Design
31 Minutes
3.4
Procurement, Legal and Security Reviews
40 Minutes
Winning and Expanding
3
4.1
Deal Reviews and Win/Loss Analysis
41 Minutes
4.2
Land-and-Expand Strategies
36 Minutes
4.3
Course Project: Full Account Plan
33 Minutes
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