Sales & Marketing Programme
B2B Sales
Overview
Customers today, across industries, seek to do business with firms that not only provide great products but also amazing buying experiences. Today’s sales executives have complex sales challenges, and they need new age sales understanding to win customers. They need latest sales best practices, tools and framework to excel in sales.
This programme enables participants to systematically approach ‘B2B Sales’. The module will provide key frameworks and practical tips that help firms, sales leaders and sales executives to win more deals. The module relies on the experiences of the instructor, who has worked with several companies and interacted with 1000’s of Sales executives around the world.
Important dates & time
Important dates & time
*Dates and schedules are subject to change
| Dates | Duration | Mode | Fee |
|---|---|---|---|
| 17-19 September 2025 | 3 Days | In-Campus | Rs. 60,000 plus GST per participant |
Sessions-wise topics
- Preparing for a Customer Meeting
- Lead Generation and Prospecting
- Art of asking right relevant questions
- Power of Follow up
- Response time and Marginal improvement
- Building Long Term Relationship with Customers
- Multi Party Negotiation
- Negotiating from Position of Weakness
- 6 Buyer Personality Types
- 6 Buying Roles and 4 Buying Modes
- Handling Objections
- Closing the Sale and Power Thank You
Key topics covered
- Lead Generation without spending money
- 2 Macro and 5 Micro strategies of Prospecting
- 4 Golden rules of Follow up
- Handling objections in a right way
- Negotiating from the position of weakness
- 7 different ways to close a sale
For whom?
The B2B Sales Excellence Programme is designed for professionals responsible for driving sales in business-to-business environments. It is particularly relevant for sales executives and managers, key account managers, and entrepreneurs whose businesses primarily serve B2B clients.
The programme helps participants develop effective sales strategies, expand their customer base and improve overall sales performance. Through practical insights and proven frameworks, participants learn how to build stronger client relationships, navigate complex B2B sales cycles and drive sustainable business growth.
Sales & marketing category
Currently, the following certificate programmes are offered, with additional programmes planned in the coming months.
Driving Profitable Growth Through Customer Analytics
Marketing In The Digital Era
Digital Transformation
B2C Sales Excellence
