How to Sell B2B
10-Week Sales Accelerator for Founders | Starts 3 Feb
10-week sales accelerator specifically designed for Founders wanting to build a business with B2B sales
Course Outline: 5 x 2-Week Modules
Our Weekly Group Call
Course Outline
B2B Sales: Where do I start
Learning about Your Business
What is Sales?
FREE PREVIEWPop Quiz: What is Sales?
The Lingo: Sales Funnel & Metrics
Pop Quiz: The Lingo
The Difference between Sales & Marketing
Pop Quiz: The Difference between Sales & Marketing
Metrics: Setting our Goals
Using the Tool: Setting your Accelerator Goals
Using the Tools: Tracking to Your Goal
Exercise: Set your Goals
Using the Tool: Pipeline Tracker
Keeping Track - Your Pipeline
Prospecting
Using LinkedIn as a Prospecting Tool
Pop Quiz: Prospecting
The Magic of Questions
Pop Quiz: The Magic of Questions
Using the Tools: Your Target Customer Profile
Complete Your Ideal Customer Profile
Outreach
Qualification
Using the Tools: Qualification Questions
Pop Quiz: Qualification
Qualification Questions
Discovery
Using the Tool: Discovery Questions
Pop Quiz: Discovery
Discovery Questions
Managing Timing
Pop Quiz: Managing Timing
Building Rapport
Pop Quiz: Building Rapport
People Mapping
Using the Tools: People Mapping
Pop Quiz: People Mapping
Create a People Map
Presentation
Pop Quiz: Presentation
Your Presentation Template
Objection Handling
Using the Tool: Objection Handling
Pop Quiz: Objection Handling
The Ask
Pop Quiz: The Ask
Proposal
Pop Quiz: Proposal
Create a Proposal Template
Agreement
Pop Quiz: Agreement
Signature
Pop Quiz: Signature
Keeping Track: Pipelines & Forecasts
Pop Quiz: Pipelines & Forecasts
Pipeline Health
Pop Quiz: Pipeline Health
KPIs & Metrics
Pop Quiz: KPIs and Metrics
Managing Sales Teams
Pop Quiz: Managing Teams
Using the Tool: Process Map
Using the Tool: Forecast Template
Using the Tool: Top Down & Bottom Up
Create an up to date Forecast
Customer Success Overview
What is Customer Success?
Pop Quiz: Customer Success
Customer Segmentation
Using the Tools: Segmentation
Pop Quiz: Segmentation
Your Customer Segmentation
Customer Lifecycle
Using the Tools: Customer Lifecycle
Onboarding
Using the Tools: Onboarding
Ongoing Proactive Engagement
Pop Quiz: Proactive Engagement
Using the Tools: Ongoing Contact Plan
Your Ongoing Contact Plan
Health Checks
Pop Quiz: Health Checks
Using the Tools: Health Checks
Automation
Identifying Opportunities