Business-to-Business sales training course launches

Learning Seat has partnered with one of Australia’s leading sales training organisations, Blackdot, to bring you a sales program comprising modules that put you in the driver’s seat in your career as a Sales Professional. Here’s a quick video tour showing some of the highlights:

About Blackdot

As one of Australia’s leading sales training organisations, Blackdot is at the forefront of providing clients, such as Commonwealth Bank, JP Morgan, Telstra and TNT, with proven sales techniques.

As one of Australia’s leading sales training organisations, Blackdot is at the forefront of providing clients, such as Commonwealth Bank, JP Morgan, Telstra and TNT, with proven sales techniques.

About Business-to-Business Sales Training

This course is appropriate for anyone working in a business-to-business sales role. The training offers a variety of learning modules to choose from so you can focus on what matters most in your unique development path as a sales professional.

Designed by sales professionals for sales professionals, the Business-to-Business Sales Training modules provide valuable learning tools for the novice and veteran alike. Modules can be completed as a program or individually.

Built around the sales process, each module runs for approximately an hour and includes the following:

Understanding and managing the sales process

This module forms the introduction to Business-to-Business Sales Training and is designed to provide you with a broad overview of the end-to-end sales process.

With this module, learn how to:

  • Describe the key stages in the sales process.
  • Define high performing sales professionals.
  • Recognise the benefits of a well-defined sales process.
  • Clarify the critical objectives of your sales activity.
  • Identify and prioritise your key personal development areas as a sales professional.

Defining the target market

This module provides guidance on sales practices that will enable you to perform at your full potential. It provides you with valuable tools that can help you begin your journey as a sales professional. It will help you plan your sales, define your target markets and describe your ideal client profile.

With this module, learn how to:

  • Define where planning fits into the overall sales process.
  • Identify your addressable, selected and target markets.
  • Construct your ideal client profile.
  • Define your approach to planning.

Prioritisation and planning

This module provides guidance on how to create a sales and comprehensive territory plan for your own target market and to ensure you are engaging key stakeholders.

With this module, learn how to:

  • Prioritise sales opportunities to maximise return on your sales effort.
  • Develop a comprehensive portfolio and territory plan to maximise the probability of converting opportunities.
  • Complete a detailed client plan and activity plan to identify the right approach to engage key stakeholders.

Managing the sales conversation and understanding client needs

This module has been designed to give you the foundations for planning and executing successful sales conversations, whether over the phone or face-to-face.

With this module, learn how to:

  • Effectively prepare for a sales meeting by defining desired objectives and outcomes.
  • Frame your sales conversations to ensure the interaction with your client gets off to a strong start.
  • Use effective questioning skills to engage your clients in meaningful conversations about their needs, objectives and drivers.
  • Articulate the value of your product, service or solution.
  • Obtain a commitment from your client to take the next step towards a successful outcome (e.g. a proposal, meeting again to discuss solutions in more detail, closing the deal).

Closing and objection handling

This module is designed to help sales professionals start or boost their client list.

With this module, learn how to:

  • Articulate the importance of managing the end-to-end sales process.
  • Select the closing technique that suits the client and deal.
  • Identify the most common objections that clients may have.
  • Formulate strategies for making your answer count.
  • Use the CEACR technique to address objections in the moment.

To launch the course, Learning Seat held a Sydney launch breakfast that brought together sales and learning and development managers from companies around Sydney and identified the portrait of a high performing sales organisation

More than 30 people came along to Learning Seat’s theatrette as director of Blackdot, Marty Nichols shared with the audience the five types of sales managers, how to identify them and what businesses need to do in order to maximise their potential.

For more information about the course, please contact us or your strategic partnership manager.


By |April 19th, 2012|New Content & Updates|0 Comments

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