B2B Sales in a Day

A unique focussed one-day course for B2B businesses to help turn your customer-facing team members into effective sales people – even if they have had no previous sales training.
sales in a dayB2B sales is getting tougher and more complex in a world where procurement drive all projects to tender

However, many companies don’t have the time – or the budget – for extended sales training and question its value

That creates a divide between the largest organizations and most SMEs

Taking a simpler approach enables us to provide the essentials of complex sales in a one-day course.




This goes at quite a pace – but it is designed to be highly interactive and takes a step-by-step approach to help give people the confidence to:

tickengage proactively with their B2B customers

tickachieve the desired result from every engagement

tick…and get the right result for the business opportunities they pursue.

Why Spend Money on Sales Training?

Investing in training typically provides one of the highest ROIs (Return on Investment) of any business activity. So whether it is operational, quality management or technical skills, it all adds significant value and keeps your business at the cutting edge. Therefore, most businesses train their staff in these areas. Yet when it comes to sales, many businesses simply hope that when their people are selling, their knowledge of what you do will carry them through in some magical way. Yet sales is a skillset like any other and sales training will have a major impact on helping to ensure your business success.


What is it Worth to My Business?

Consider the impact if you could improve your revenue by even a few percent. Achieving this by working harder and selling more is definitely worthwhile, though quite an effort. But doing it by improving pricing – usually this goes right to the bottom line, so is far more effective still.

What would your business results be if you could increase your revenue by 5% but keep the cost base the same? If you make on average 15% profit, that is a one third improvement in profit margins.

Nor is this an ambitious goal; most businesses have 5 or 10% in their contingency budget. Can you afford not to?


Course Content

  • Developing a Proactive Sales Mindset
  • Value Creation in the Sales Cycle
  • The Golden Quadrant
  • How and Why to connect with a whole organization
  • The People Cloud and buying roles
  • Using personality styles to promote trust and communication
  • From Vague opportunity to Deal
  • The W Questions – key to understanding value
  • Agreeing a value on project Whys
  • The Anatomy of a Sales Call
  • How to get information
  • Building an accepted benefits bank
  • Dealing with pushback
  • Value and Pricing
  • Understanding the big picture
  • Types of value
  • Aligning priorities
  • Preparing for post-award sell-up
b2b sales in a day

Some participant comments for the B2B Sales In A Day Course:

“Very useful – great energy from the trainer”

“Targetted and relevant… Excellent course… lots of “a-ha” moments…”

“Very good, we should have more of our people doing this course”

“Very valuable content and useful in day-to-day professional work”


What is the Proactive Sales Approach?

Proactive Sales is engaging with customers well in advance of any tender arriving. By maximizing the value of the “Golden Quadrant” time to build engagement and trust, your organization will be better placed to:

tickunderstand what matters to the customer

tickbuild relationships with the people who matter in the customer organization

tickbe able to produce a uniquely valuable proposal to win the business


Because in business, you get nothing for coming second

Pareto Approach

The famous 80/20 rule applied to business – where 80% of the value is achieved by 20% of the effort – drives everything we do. We know that only the largest companies can afford to experiment to find that elusive vital 20%. So, we’ve taken our experience and done it for you. The concepts here are the bits that make the difference – a career in B2B sales and marketing confirms this. If it still looks a bit too much, then we can help you to take what really matters for your business. 

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