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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.
À Propos de Ce Cours
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.
Public Cible
Account executivesSales representativesB2B sales professionalsEnterprise sales teamsBusiness development managers
Objectifs d'Apprentissage
Optimise prospecting strategiesConduct effective discoveryCraft compelling proposalsNegotiate enterprise dealsManage key accounts
Compétences Acquises
Stakeholder mappingSolution discoveryProposal developmentNegotiation tacticsAccount planning
Modules du Cours
1Module 15 leçons
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 leçons
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 leçons
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 leçons
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
