Effective B2B sales: building relationships and funnel management

Our business focuses on providing the highest quality training solutions for domestic and international enterprises. We specialize in large training projects aimed at managers at various levels of management. Our market differentiator is innovative training tools such as games and training simulations.

This training is an intensive, 8-hour program divided into two modules, designed for B2B salespeople and sales managers. Participants will gain comprehensive knowledge and practical skills necessary for effective action in the dynamic B2B sales environment. The program focuses on two key areas: the role of the advisor in B2B sales and effective management of the sales funnel. Through a workshop format, group exercises, situational scenarios, and the advanced training game "Sales Funnel", participants will have the opportunity to practically apply their newly acquired knowledge in simulated real business situations. The training will help understand the complexity of B2B sales processes, develop skills for planning long-term sales activities, and effectively manage the client portfolio to maximize results. The entire program is based on Kolb's cycle, ensuring deep experience, reflection, and effective implementation of new strategies in daily work.

• B2B Salespeople
• Sales Managers

• Acquire knowledge about the role of the advisor in B2B sales.
• Develop skills for planning and managing long-term sales processes.
• Training in effective management of the B2B sales funnel.
• Increase awareness of the importance of continuous work with the client portfolio.

• Increase personal and team efficiency in B2B sales.
• Better understanding and optimization of key stages of the sales funnel.
• Develop strategic planning skills for sales activities.
• Increase conversion and achieve better sales results through conscious process management.

Module 1 - The Role of the Advisor in B2B Sales

• Awareness of the advisor's role
• Complexity of B2B processes
• Long-term planning
• Impact of actions on results

• Module flow: This module focuses on understanding and building awareness of the advisor's role in B2B sales. Participants analyze the complexity of sales processes in the B2B segment and learn how to plan and treat sales as a long-term process. Through discussions and group exercises, participants experience the impact of their actions on sales results. The module aims to develop skills necessary for effective advising and building lasting relationships with business clients.

  
  Module 2 - Managing the B2B Sales Funnel

• Topics
• Process vs. sales funnel
• Theory of the sales funnel
• Training game: Sales Funnel
• Hunting and farming
• Client portfolio analysis
• Setting SMART goals
• Sales mathematics
• Module flow: This module focuses on the practical aspect of managing the B2B sales funnel. Participants learn the theory of the sales funnel and practical methods for working with their own client portfolio. A key element of the module is the training game "Sales Funnel", which allows participants to experience the impact of their decisions on sales results in a controlled environment. The module also covers topics such as "hunting" and "farming", client portfolio analysis, goal setting based on the SMART model, and "sales mathematics", which helps to strip the sales funnel of illusions and focus on real goals.

8 hours

• Needs assessment
• Creation of a dedicated training program
• Trainer's fee
• Travel to the training location
• Training materials
• Post-training report