ICML training courses > Sales and customer service training > Strategic B2B selling
Business to business sales requires a combination of strategic and tactical skills. Strategic skills help sales professionals identify and influence all their client’s stakeholders in the decision making process. The tactical skills help them in the client relationship building and communication process.
Our strategic B2B sales training model empowers participants to win business because they’ll identify and influence all the relevant people. It helps them to develop enduring and profitable relationships with clients because they’ll know how to look out for their client’s interests.
This B2B Sales Strategies course is designed for sales people who sell to organisations where multiple people influence purchasing decisions.
In a typical B2B sales training course, participants will learn how to:
We deliver our training programs either through:
All our facilitators are certified in COVID-19 Infection Prevention and Control Training by the Australian Department of Health. Therefore, you can rest assured we will deliver safe face-to-face workshops in collaboration with you.
We deliver this business to business sales training workshop as a one-hour interactive presentation or a multiple-day program and everything in between. We also coach individuals to build B2B selling skills. Delivering a tailored in-house B2B training course is economical and effective. Ask us how we can tailor a learning program to suit your needs:
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All examples were highly relevant and focused at our industry – Renee’s knowledge of the industry and company really helped. You may think you know everything required for your role – this course will identify areas you never knew.
After courses in the past, I wasn’t sure what to expect, but it far exceeded my expectations. Renee was engaging and bright. The topics covered were concise and easy to digest. I especially enjoyed the information on networking and learning styles.
The course exceeded my expectations and left me with a lot of confidence going forward. The delivery of the material was exceptional. Renee delivered practical and real world examples making it easier to apply the knowledge gained. Great course! Renee made a challenging and daunting task seem enjoyable and less complex. I am looking forward to applying the knowledge that I have learnt today.
Naomi is an experienced and skilled networker and sales trainer who teaches the tools to be an effective sales executive. I feel more equipped to network more effectively. I feel more confident to walk into an event and ensure I make connections.
Naomi was knowledgeable with real hands-on experience. She is engaging and makes sense. A great opportunity to reflect on current skills, share the best practice and plan to move forward. Heritage Bank – Deb Parker
Matthew presented well. He gave us simple yet effective tools to apply in our every-day work life. He focused on real life examples, which I could relate to very well.
Very relatable excellent program. Refreshing to get a scope of further techniques, approaches and advice. Grand outlook on how diverse selling can be and techniques to different customers, needs and outlooks.
Ralph is brilliant, friendly, engaged realistic. Ralph was a pleasure to learn from. He understood that we are already sales professionals and didn’t preach or lecture to us.
Renee was ten times more engaging than I expected and has given me the techniques to be more confident as a saleperson.
Renee was very clear and to the point. Covered a broad range of methods. The course was very well set up and structured. I would definitely recommend this course, it opens the mind to different ways of processing information.
Excellent. Very credible as Naomi has past experience as a lender/leader/coach. Great rapport building with the class. I loved the content and found the course to be very beneficial to our current roles.
The facilitation was fantastic. Really liked the way that we all were engaged in the workshop.
Renee has excellent knowledge, is friendly and helpful. Greatly appreciated her flexibility and ability to tailor the course for the group.
Renee presented the course in an interesting vibrant way. The content was perfect for me and my new sales role.
Lordien was a fantastic presenter. Her knowledge and the way she engaged with all participants was above and beyond. The two days sales course was beneficial to me as the content was easy to follow, engaging, very in depth. Lordien was understanding and able to share her own experiences. She helped me develop my own sales techniques. I found the in depth content and group work valuable.
A fantastic informative program designed to understand the key aspects of the sales path. Full recommend to new and experienced sales staff. Lots of tips and new techniques for sales conversion.
David was great, really insightful and experience. He tailored the session on the fly based on the needs and experience of the team. Great techniques for me personally to try and also for the rest of my team. I thought the sessions were great. A good mix of role playing and theories.
I have attended a few weekend workshops on Negotiation, behaviour and influence/coaching, but David’s industry experience really helped me visualise new techniques easily.
Loved the session. I’ve got a lot to look forward to with the learning that I got out of this session. The breakout rooms were great for interactive communications.
Practical advice which will be implemented immediately. Appreciated Lynne’s efforts to answers everyone’s questions and she provided great responses.
Read more Sales Skills testimonials
Do you have any questions about selling to business customers you’d like to ask? Do it here. One of our trainers will answer on the page and we’ll let you know by email when we post the response. We aim to come back to you within a few business days. If you need more urgent advice, try our chat at the bottom of the page.