About this Event
Group Discounts:
- Save 10% when registering 3 or more participants
- Save 15% when registering 10 or more participants
Duration: 1 Full Day (9:00 AM – 5:00 PM)
Delivery Mode: Classroom (In-Person)
Language: English
Credits: 8 PDUs / Training Hours
Certification: Course Completion Certificate
Refreshments: Lunch, beverages, and light snacks included
Course Overview
B2B selling requires a deeper understanding of customer needs, organizational decision-making, and long-term value creation. This course introduces participants to proven B2B sales frameworks that strengthen credibility, communication, and solution alignment. The sessions emphasize building trust, identifying business pain points, mapping stakeholders, and positioning offerings with measurable value.
Through interactive discussions, simulations, and case-based exercises, participants develop the ability to manage complex sales cycles with confidence. By the end of the workshop, attendees will have a structured approach to lead high-quality sales conversations, influence buying committees, and close deals more effectively.
Learning Objectives
- Understand how B2B sales differs from traditional selling
- Identify and engage multiple stakeholders effectively
- Build high-impact value propositions
- Use consultative selling to uncover real client needs
- Handle objections with confidence and strategy
- Strengthen pipeline and relationship management
- Close deals using structured and ethical methods
Target Audience
- B2B sales professionals
- Business development executives
- Account managers and client relationship teams
- Pre-sales and solution consultants
- Entrepreneurs selling to corporate clients
- New sales hires entering the B2B domain
Why Choose This Course?
This program equips sales professionals with practical, real-world B2B selling techniques designed to handle complex buying cycles, multi-stakeholder decisions, and value-driven conversations. Participants walk away with actionable methods that immediately strengthen prospecting, positioning, relationship-building, and deal-closing.
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Want to train your entire sales team together?
Organizations can request customized in-house sessions tailored to their industry, sales challenges, and client expectations. These sessions help align sales processes, strengthen team capability, and build a unified approach to B2B selling.
📧 Contact us today to schedule a customized in-house, face-to-face session:
Agenda
Module 1: Foundations of B2B Sales
Info: • Understand what differentiates B2B from B2C selling.
• Recognize stages of the B2B sales cycle.
• Identify the role of value, trust, and industry insight.
• Icebreaker Activity
Module 2: Understanding Client Needs & Pain Points
Info: • Use consultative questioning to uncover business challenges.
• Evaluate client goals, budgets, and decision criteria.
• Align offerings with measurable business value.
• Activity
Module 3: Stakeholder & Decision-Maker Management
Info: • Map influencers, gatekeepers, and final decision-makers.
• Adapt communication strategies for each stakeholder type.
• Handle internal dynamics within client organizations.
• Role Play
Module 4: Value Proposition & Solution Positioning
Info: • Craft compelling value propositions for business clients.
• Translate features into ROI-focused benefits.
• Position solutions against competitors with confidence.
• Case Study
Module 5: Handling Objections & Negotiation Strategies
Info: • Manage price, timing, and priority-based objections.
• Apply collaborative negotiation techniques.
• Build trust through transparency and value framing.
• Simulation
Module 6: Prospecting, Pipeline & Relationship Management
Info: • Use modern prospecting tools and outreach methods.
• Strengthen long-term client relationships.
• Maintain a healthy opportunity pipeline.
• Group Brainstorm Activity
Module 7: Closing Strategies & Sales Action Planning
Info: • Recognize buying signals and readiness indicators.
• Apply structured closing techniques to secure commitment.
• Build a personalized B2B sales improvement roadmap.
• Action Plan Review
Event Venue & Nearby Stays
Regus North Service Road, 4145 North Service Road #2nd Floor, Burlington, Canada
CAD 605.73 to CAD 776.51
