A customer oriented B2B (business to business) sales process is a structured series of steps that sales professionals follow to acquire new business clients and generate revenue. The value of a sales process for SMEs lies in its ability to implement best practice, drive efficiency, consistency, and effectiveness in sales efforts, to lead to increased revenue, improved customer relationships, and sustainable and scalable growth.
In this workshop participants will explore these steps and how they may apply them to their own businesses.
This session led by Dr Maria Coakley will
- be interactive and designed to provide an energised and focused peer-to-peer problem-solving learning environment to allow participants to actively engage with B2B Consultative Selling concepts.
- be learner-centred and focus on participants learning by doing and developing practical skills and ideas to help refine their understanding of B2B consultative Selling.
- involve peer-to-peer class discussions and active participant engagement to maximise the experience of existing business, industry and entrepreneurial expertise in the room.
- include activity learning and role-plays to practice using the ideas, skills, and techniques.
Content Focus:
- The value of a repeatable sales process for your business
- Develop a B2B sales process step by step.
- Sales enablement tools for each stage of the journey
- What is consultative selling?
- Let’s practice consultative selling skills?
- Using technology to support the process
