30 Minute B2b Sales Mastery

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Tags: B2B Sales

The Fastest Overview/Summary of B2B Enterprise Sales Available. Start Selling to Businesses Today.

Last updated 2022-01-10 | 4.3

- Quickly grasp the "core core" fundamentals of enterprise sales to successfully sell to large enterprises
- Apply co-creation concepts to make buyers take ownership early in the process and sell your product to themselves
- Use strategic questioning to rapidly iterate your pitch until it fits perfectly into what the buyer is ready to pay for

What you'll learn

Quickly grasp the "core core" fundamentals of enterprise sales to successfully sell to large enterprises
Apply co-creation concepts to make buyers take ownership early in the process and sell your product to themselves
Use strategic questioning to rapidly iterate your pitch until it fits perfectly into what the buyer is ready to pay for
Understand the 6-step Enterprise Sales Process and the 6 Key Principles of Enterprise Sales

* Requirements

* Nothing except having some enterprise customers you are targeting.

Description

**To master Enterprise sales you need years of practice…but only 30 minutes of focused theory**

This course condenses 20 years of Enterprise/B2B sales experience into "6 Principles + 6 Stages" that can be digested in 35 minutes flat.

You will learn the most fundamental Enterprise/B2B sales skills and how to apply them immediately to drive revenue in your target market. 

If you have no (or very limited) enterprise sales experience and need to learn super fast, this is the best 30-minute time investment you can make. If you have some experience, this course would be a very efficient refresher.

By the end of the course you will be able to:

  • Apply co-creation concepts to make enterprise business buyers take ownership early in the process and sell your product to themselves

  • Rapidly iterate your pitch until it fits perfectly into what the buyer is ready to pay for

  • Identify and connect with key decision makers

  • Generate leads, prune out time wasters, and execute on your most promising prospects

  • Make more effective cold calls and send cold emails that people respond to

  • Use strategic questioning to accelerate the sales cycle …and more!

Who this course is for:

  • Individuals who are new to Enterprise or B2B Sales
  • Sales professionals who want a quick refresher on enterprise sales concepts

Course content

2 sections • 14 lectures

Core Principles 5 lectures

Introduction & Core Principle #1 Preview 05:56

There is a difference between what you sell and what the buyer buys. Adjust your pitch accordingly.

An Important Message Preview 01:15

Lecture 2: Core Principles #2 & #3 Preview 02:31

"Enterprises" are a mirage - there are only INDIVIDUALS. We discuss this and the Law of Differentiation.

Core Principle #4 Preview 02:52

Time is the Enemy. How do you deal with that?

Core Principles #5 & #6 Preview 02:55

The average seller sells forward - expert sellers sell backwards, using the power of questioning. Learn how.

Applying the Core Principles: The Six Stages of a Successful Enterprise Sale 9 lectures

Overview: The 6 Stages of a Successful Enterprise Sale Preview 04:01

Enterprise sales are like a biological process - there is no skipping of any of the stages.

Important Reminder Preview 01:15

Strategic Questions That Drive Successful Research Preview 00:47

As explained in Core Principle #6, "Success is driven by the number of questions answered".  Here are the critical questions.

The Kickoff Stage & The Kickoff Meeting Preview 03:52

Now you're ready to actually meet the client. Dos and Donts...

Educating The Client & Building Momentum Preview 03:09

Successful enterprise sales are a process of co-creation, not a one-way communication. Learn and apply.

Securing Individual Buy-In (Creating Champions) Preview 03:55

Understand how you create internal Champions that will sell the solution to the rest of the organization.

Securing Corporate Buy-in/Approval Preview 03:23

Many a sale dies in the long march to corporate approval. Understand how to maintain momentum and focus.

Closing The Deal & Conclusion Preview 01:48

Close the deal!

Lecture 12: Going to the Next Level (Bonus Lecture) Preview 01:35