B2B Sales Training Course Outline

  • Duration: 1-3 days (depending on depth and delivery)

  • Format: Online modules + live workshops + coaching (hybrid model is ideal)

  • Audience: SDRs, AEs, Account Managers, Sales Leaders

Module 1: Foundations of B2B Sales

  • What is B2B Sales vs. B2C

  • The modern B2B buyer’s journey

  • Key sales models: Solution Selling, Challenger Sale, SPIN Selling

  • Understanding sales funnels and pipelines

Module 2: Understanding Your Customer

  • Defining your Ideal Customer Profile (ICP)

  • Buyer personas and decision-making units (DMUs)

  • Pain points, needs analysis, and industry research

  • How to speak the customer’s language (industry terminology & KPIs)

Module 3: Prospecting & Lead Generation

  • Cold outreach: email, phone, LinkedIn

  • Building prospecting sequences

  • Lead qualification (BANT, CHAMP, MEDDIC frameworks)

  • Leveraging CRM tools and automation platforms

Module 4: Building Rapport & Discovery Calls

  • First impressions and trust-building

  • Discovery questioning techniques (SPIN, GPCTBA)

  • Active listening and reading non-verbal cues (body language, tone)

  • Setting expectations and next steps

Module 5: Presenting & Demonstrating Value

  • Crafting a compelling sales pitch or value proposition

  • Customizing presentations and demos to client pain points

  • Objection handling and reframing techniques

  • Case studies and social proof in B2B

Module 6: Closing the Sale

  • Recognizing buying signals

  • Closing techniques (assumptive, trial, summary, consultative)

  • Pricing and negotiation strategies

  • Contracting and procurement processes in B2B

Module 7: Post-Sale & Account Management

  • Onboarding and customer success handoff

  • Upselling, cross-selling, and renewal strategies

  • Relationship management and maintaining trust

  • Using customer feedback for long-term value

Module 8: Sales Tools & Technology

  • CRM systems (e.g., HubSpot, Salesforce)

  • Sales enablement tools (e.g., LinkedIn Sales Navigator, Gong, Outreach)

  • Proposal and contract automation tools

  • Analytics dashboards and KPIs

Module 9: Metrics, Forecasting & Continuous Improvement

  • Key B2B sales KPIs (e.g., CAC, LTV, win rate, sales velocity)

  • Pipeline reviews and forecasting methods

  • Time management and daily discipline for salespeople

  • Building your personal development and training plan

Optional Module: Remote & Social Selling

  • Selling via Zoom, Teams, etc.

  • Building personal brand and engaging leads on LinkedIn

  • Video prospecting and asynchronous communication

  • Managing remote sales teams (for managers)