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Mastering B2B Sales Techniques

Mastering B2B Sales Techniques
Sales & Negotiation Skills

Mastering B2B Sales Techniques

A detailed guide to selling to other businesses, where decisions involve several people, longer timelines and careful justification. This e-learning material covers account research, reaching decision-makers, consultative selling, building a business case and managing complex deals. It suits account managers, business development staff and founders who want a structured, strategic approach to winning and growing business customers.

Levels
4
Starting from
260 credits
Category
Sales & Negotiation Skills
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Beginner

  • What this level covers

    It covers how B2B buying differs from consumer buying, typical roles in a buying group, researching a target company, writing a relevant first outreach message, running an initial discovery call and understanding common purchase steps such as approvals and procurement.

  • Who it suits

    This level suits people moving into business-to-business sales from retail, customer service or another field, and founders starting to sell to companies. You may understand selling to individuals but not yet how businesses make buying decisions.

  • What you can apply afterwards

    You should be able to research a target company, identify who is likely to be involved in a purchase and open a relevant conversation. You will understand the basic steps a business follows before it agrees to buy.

Level 1

260 credits

Inside this material

Business-to-business sales rarely depend on one person saying yes. Budgets, approvals and several stakeholders all shape the outcome, so a planned approach matters. This e-learning material begins with choosing target accounts, researching their priorities and mapping who influences and who signs off a decision.

The middle levels cover consultative selling: preparing meetings, uncovering problems the buyer cares about and presenting solutions in terms of cost, risk and return. You also learn to build a simple business case the buyer can share internally, and to handle procurement questions calmly.

Later levels turn to managing long sales cycles, forecasting, working with multiple contacts in one account and growing existing customers over time. Throughout, the material links sales activity to account plans, so each conversation moves a relationship forward rather than starting from nothing.