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Vertrieb
Mastering Advanced B2B Sales Cycles
Identifying high-value target accounts is a crucial skill for B2B sales professionals. It involves recognizing which accounts offer the greatest potential for revenue and long-term partnership. By focusing on these accounts, sales teams can allocate resources more effectively and increase their chances of success.
Über diesen Kurs
This course empowers B2B account executives to navigate complex sales cycles, manage multiple stakeholders, and close enterprise deals. Learners will develop advanced skills in prospecting, discovery, proposal creation, negotiation, and account management, ensuring they stand out in competitive markets and consistently achieve sales targets.
Zielgruppe
Account executivesSales representativesB2B sales professionalsEnterprise sales teamsBusiness development managers
Lernziele
Optimise prospecting strategiesConduct effective discoveryCraft compelling proposalsNegotiate enterprise dealsManage key accounts
Fähigkeiten, die Sie erwerben
Stakeholder mappingSolution discoveryProposal developmentNegotiation tacticsAccount planning
Kursmodule
1Module 15 Lektionen
1.1Identifying High-Value Target Accounts
1.2Multi-Channel Outreach Approaches
1.3Building and Qualifying a Robust Pipeline
1.4Engaging Gatekeepers and Influencers
1.5Module Quiz
2Module 25 Lektionen
2.1Conducting Strategic Discovery Calls
2.2Mapping Stakeholder Roles and Influence
2.3Diagnosing Complex Business Challenges
2.4Customising Solutions for Enterprise Needs
2.5Module Quiz
3Module 35 Lektionen
3.1Structuring Persuasive B2B Proposals
3.2Differentiating from Competitors
3.3Managing Internal Collaboration for Proposals
3.4Presenting Proposals to Executive Stakeholders
3.5Module Quiz
4Module 45 Lektionen
4.1Enterprise Negotiation Tactics
4.2Managing Multi-Party Decision Processes
4.3Securing Commitment and Closing Deals
4.4Strategic Account Management for Retention
4.5Module Quiz
