B2B Sales
Online course for marketers, Senior Sales and Account managers and all those who work with B2B. We will learn how lead generation works, principles of working with ICP, lead processing tools, technical scoping, estimation.
The B2B Sales course will teach you how to deploy sales to corporate clients around the world. During the course we will have time to work on at least 7 mechanics of interaction with the client, from cold outreach formats to automation and elaboration of proposals, work with client involvement in the final decision.
Course Program
Reserch
- Social Selling concept
- Basic principles of lead generation
- Ideal Customer Profile: what it is and why it is needed
- Finding leads: how, where and why
- Working with data and lead processing tools
- Email Qualification
Outreach - Cold calling: principles, strategy, examples
- Email Outreach and Campaign Automation
- LinkedIn Outreach: Overviews and Campaign Automation
- Linkedin automation in an effective way.
Presale - Frameworks for lead qualification
- RFx requests
- Pricing Models: HLE/OPE
- Negotiation strategies and tactics
- Transaction frameworks