Description

You’re a B2B seller carrying a number or about to enter a sales role, and need additional skills and coaching to supplement the sales knowledge you already have. This programme gives you best-practice, modern sales skills and techniques through live skills training webinars, 1:1 monthly coaching sessions, and facilitated account and opportunity planning workshops. It will accelerate your sales success and help advance your career. You will learn key sales skills that will help you: a) Attract higher-quality leads b) Focus on the most winnable opportunities c) Grow your average deal value - and not leave money on the table! d) Close deals more confidently and faster The course introduces techniques used by top enterprise sales teams such as Microsoft, Siemens, Centurylink and BT. You will be shown insights from best-practise methodologies including Value-selling, Challenger, MEDDPICC and Sandler, and other proven techniques and skills. They are the same methods that have helped hundreds of sellers in SMEs and large enterprises, win over $1bn in revenue and achieve win rates of 60%. Whether you’re selling products worth a few thousand dollars or multi-million, multi-year contracts, these techniques will accelerate your sales expertise and help you achieve your targets. The 6 sessions that form the core skills training part of the programme are: Session 1: Prepare and Lead Generation Prepare – Clarify who you should sell to. Define your Ideal Customer Profile and sharpen your pitch so you stop trying to sell to everyone. You will learn how to: • Clarify target segments • Define the problems worth solving • Strengthen value messaging • Improve opportunity selection Result: More focused outreach and stronger first conversations Lead Generation – Build a steady flow of better leads. Design a simple outreach system that produces quality conversations. You will learn how to: • Structure cold emails, calls, and LinkedIn outreach • Improve how you handle early objections • Qualify prospects quickly • Turn conversations into committed next steps Result: Higher-quality leads and fewer time-wasting conversations. =============================== Session 2: Assess and Nurture Assess – Know how to qualify a deal and check it is real. Stop spending months on deals that never close. You will learn how to: • Ask better diagnostic questions • Identify who really makes decisions • Understand budgets and priorities • Confirm whether change is likely to happen Result: Faster qualification and better use of your time. --- Nurture – Build Confidence to Commit. Most founders explain their product very well - but buyers still hesitate to commit. You will learn how to: • Strengthen how you position value • Manage multiple stakeholders • Reduce buyer hesitation • Create clear next steps Result: Shorter sales cycles and more decisive buyers. ============================== Session 3: Negotiate, Close and Develop 6. Negotiate & Close – Close deals without unnecessary discounting. You will learn how to: • Handle pricing conversations confidently • Address risk concerns • Manage procurement and legal friction • Know when a deal is truly ready to close Result: Faster revenue and stronger margins. --- Develop – Protect your reputation, as customers experience the value you promised, Grow more business and referrals. You will learn how to: • Avoid early churn • Strengthen trust during onboarding • Identify upsell opportunities • Ask for referrals and introductions • Build recurring revenue Result: Happier customers and better retention.