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Strategic B2B Sales & Account Development

Business-to-business (B2B) sales environments require strategic relationship management, solution-focused communication, stakeholder engagement, and long-term account development. The Strategic B2B Sales & Account Development programme equips participants with practical frameworks for [...]

  • Course ID: SM L070
  • Delivered by London Elite Training

– Course Overview

Business-to-business (B2B) sales environments require strategic relationship management, solution-focused communication, stakeholder engagement, and long-term account development.

The Strategic B2B Sales & Account Development programme equips participants with practical frameworks for B2B relationship-building, account growth, consultative selling, negotiation, and strategic client management.

– Learning Outcomes

  • Understand B2B sales principles and customer behaviour
  • Develop strategic account management capabilities
  • Strengthen stakeholder engagement and communication skills
  • Apply consultative and solution-based selling techniques
  • Improve account growth and retention strategies
  • Manage complex sales cycles effectively
  • Build long-term commercial partnerships
  • Improve B2B sales performance and customer loyalty

– Who Should Attend?

  • B2B Sales Professionals
  • Account Managers
  • Business Development Teams
  • Commercial Managers
  • Relationship Managers
  • Course Outline
DAY 01
Foundations of Strategic B2B Sales
  • Understanding B2B market dynamics and buying behaviour
  • Differences between B2B and B2C selling environments
  • Understanding stakeholder structures and decision-making processes
  • Building credibility and trust in B2B environments
  • Mapping customer journeys and account opportunities
  • Activity: B2B customer analysis workshop
DAY 02
Consultative Selling & Customer Needs Analysis
  • Strategic questioning and customer discovery techniques
  • Identifying operational challenges and business priorities
  • Conducting customer needs assessments professionally
  • Building customer-focused sales strategies
  • Stakeholder communication and relationship management
  • Exercise: Consultative sales role-play
DAY 03
Strategic Presentations & Commercial Negotiation
  • Developing persuasive B2B presentations and proposals
  • Value communication and ROI-focused selling
  • Managing complex negotiations and commercial discussions
  • Handling objections and competitive comparisons
  • Influencing stakeholders and gaining commitment
  • Activity: B2B negotiation simulation
DAY 04
Account Development & Customer Retention
  • Strategic account planning and growth strategies
  • Building long-term customer partnerships
  • Customer retention and loyalty frameworks
  • Managing key stakeholders and engagement plans
  • CRM systems and account performance tracking
  • Exercise: Account development planning workshop
DAY 05
B2B Sales Performance & Strategic Growth
  • Measuring B2B sales performance and KPIs
  • Pipeline management and forecasting techniques
  • Strategic business development and account expansion
  • Personal sales leadership and growth planning
  • Final presentation and trainer feedback
  • Programme review and evaluation

Duration

  • 5 Days

In Person (Special Discount for this period only!)

  • £ 4,500
  • 3,950

Online (Special Discount for this period only!)

  • £ 2,300
  • 1,750
  • Global Locations
  • London
  • Dubai
  • Barcelona
  • Paris
  • USA
  • Online
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Corporate groups of 2+ are eligible for a 15% discount. Enquire here

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