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.

Tailored Strategic B2B Sales training program – virtual or in-house – Melbourne – Sydney – Brisbane – Adelaide – Perth – Hobart – Darwin – Canberra – all regional areas – Asia – and anywhere else


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:

  • Understand the buying process
  • Identify all purchasing decision influencers
  • Develop consultative relationships with clients
  • Recognise strategic threats and opportunities
  • Influence key decision makers
  • Identify and address influencers’ interests
  • Negotiate win-win solutions.

Delivered in-house at your premises or in a virtual environment

We deliver our training programs either through:

Tailored in-house B2B sales training program delivered on your premises

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:

  • call 1300 655 098
  • start a chat at the bottom of our page
  • send us a message

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Free eCoaching: ask an ICML trainer – get advice on strategic selling

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.