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LinkedIn Learning

Business-to-Business Sales

via LinkedIn Learning

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Overview

Learn how to be successful at business to business (B2B) sales. Review the B2B sales process, and get job hunting tips and insights for managers building out a B2B sales team.

Syllabus

Introduction
  • Welcome
1. B2B Sales Basics
  • Defining B2B sales
  • How B2B roles vary
  • The key distinctions between B2B and B2C
  • The difference between inside and outside sales
2. The Practice of B2B Selling
  • The sales process: Overview and parts
  • A typical day: B2B sales day
  • Ensuring a great initial prospect meeting
  • How to handle objections
  • Closing the B2B deal
  • How to handle missed B2B sales goals
3. How to Become Successful at B2B Sales
  • The ideal personality and skill set for B2B sales success
  • What makes B2B sales better (and worse) than other jobs
  • A typical B2B sales hiring process
4. B2B Organizational Issues
  • How to build out sales goals
  • How to structure a B2B team
  • Collaborating with the rest of the organization
  • Running a great sales organization
Conclusion
  • Next steps

Taught by

Robbie Kellman Baxter

Reviews

4.7 rating at LinkedIn Learning based on 647 ratings

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