Overview
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Learn how to be successful at business to business (B2B) sales. Review the B2B sales process, and get job hunting tips and insights for managers building out a B2B sales team.
Syllabus
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Introduction
- Welcome
- Defining B2B sales
- How B2B roles vary
- The key distinctions between B2B and B2C
- The difference between inside and outside sales
- The sales process: Overview and parts
- A typical day: B2B sales day
- Ensuring a great initial prospect meeting
- How to handle objections
- Closing the B2B deal
- How to handle missed B2B sales goals
- The ideal personality and skill set for B2B sales success
- What makes B2B sales better (and worse) than other jobs
- A typical B2B sales hiring process
- How to build out sales goals
- How to structure a B2B team
- Collaborating with the rest of the organization
- Running a great sales organization
- Next steps
