B2B Sales Course Outcomes

If you're open to learning and putting in the work, some of the outcomes you can expect from this online sales course are....

  • Attract, close and grow commercial and enterprise level customers.

  • Learn how to create a strategic sales plan that drives results.

  • Have a duplicable, scalable process for B2B sales success.

  • Strategically build and secure long-term key account relationships (bigger deals = more commissions).

  • Move from a salesperson to a businessperson that sells (pathway to sales leadership).

  • Shorten your sales cycle and increase your average deal size.

  • Learn to leverage technology and social selling effectively.

  • Become a Professional Sales Academy "Verified B2B Sales Specialist."

Included in the B2B Sales Specialist Program

  • Online Learning

    Twelve online modules are included in the B2B Sales Specialist Program. Each module contains video lessons, a downloadable manual, implementation exercises, and quizzes to evaluate your learning. You have one year access to the program.

  • Events

    The Sales Academy presents quarterly webinars focused on today's trends in sales.

  • Coaching

    Each participant has 3-hours of online coaching available to help with assignments, the final sales plan, or questions you may have with your sales process as you work through the program.

Why the B2B Sales Specialist Program

In-depth explainer video on the program

Course curriculum

  • 1

    Introduction

    • B2B Sales Specialist Program International Edition Introduction

    • B2B Sales Specialist Program Guide
  • 2

    Module 1 - Future Proof Your B2B Sales Career

    • Future Proof Your Sales Career

    • Solution Focused

    • Right Brain Revolution

    • Virtual Sales

  • 3

    Module 2 - Targeting the Right Clients

    • ROI of Targeting and Segmenting

    • Retain, Gain, Regain, and Develop Strategies

    • Using a Sales Formula

    • Module 2 Targeting Manual

    • Module 2 Exercises

    • Module 2 Sales Associate Quiz

    • Module 2 Sales Professional Quiz
  • 4

    Module 3 - Prospecting

    • Introduction to Prospecting

    • Lead and Referral Sources - Prospecting 2.0 Part 1

    • Generating Referrals - Prospecting 2.0 Part 2

    • Power Networking - Prospecting 2.0 part 3

    • Module 3 Prospecting Manual

    • Module 3 Exercises

    • Module 3 Sales Associate Quiz

    • Module 3 Sales Professional Quiz
  • 5

    Module 4 - Frequency Selling and Lead Nurturing

    • Introduction to Module 4

    • Lead Nurturing Tools

    • Frequency Selling

    • Module 4 Manual

    • Module 4 Exercises

    • Module 4 Sales Associate Quiz

    • Module 4 Sales Professional Quiz
  • 6

    Module 5 - The Art of Asking Questions

    • Powerful Conversations

    • The Needs Analysis and Listening Self-Assessment

    • Proactive Listening

    • Needs Assessment Questions To Ask

    • Module 5 Manual

    • Module 5 Exercises

    • Information Analysis Sheet Download

    • Mod 5 Sales Associate Quiz

    • Mod 5 Sales Professional Quiz
  • 7

    Module 6 - Key Account Selling

    • Key Account Introduction

    • Deepening Business Relationships

    • Relationship Management

    • Decision Maker Power Players

    • Module 6 Manual

    • Module 6 Exercises

    • Complex Business Relationship Resources
  • 8

    Module 6.2 - Key Account Selling Strategies

    • Decision Making Profiles

    • Selling with Style

    • Module 6 Sales Associate Quiz

    • Module 6 Sales Professional Quiz
  • 9

    Module 7 - Maximizing Sales Opportunities

    • Maximizing Opportunities with Relationship Development

    • Selling Strategies for Maximizing Opportunities

    • Module 7 Manual

    • Module 7 Exercises

    • Module 7 Sales Associate Quiz

    • Module 7 Sales Professional Quiz
  • 10

    Module 8 - Handling Objections

    • Objection Handling

    • Winning Strategies

    • Winning Strategies Part 2

    • Module 8 Manual

    • Module 8 Exercises

    • Module 8 Sales Associate Quiz

    • Module 8 Sales Professional Quiz
  • 11

    Module 9 - Negotiations and Closing

    • Negotiations and Closing

    • Failure = Feedback

    • Negotiating to Win Video 1

    • Negotiating to Win Video 2

    • Module 9 Manual

    • Module 9 Exercises

    • Deal Sheet Download

    • Module 9 Sales Associate Quiz

    • Module 9 Sales Professional Quiz
  • 12

    Module 10 - Social Selling Excellence

    • Social Selling Excellence

    • 10 Rules of Engagement

    • Module 10 Manual

    • Social Selling Calendar Template Download

    • Social Selling Downloadable Poster

    • Module 10 Exercises

    • Module 10 Sales Associate Quiz

    • Module 10 Sales Professional Quiz
  • 13

    Module 11 - LinkedIn for Sales Professionals

    • LinkedIn Introduction

    • Becoming a LinkedIn Influencer

    • LinkedIn Types of Posts

    • Module 11 Sales Associate Quiz

    • Module 11 Sales Professional Quiz
  • 14

    Module 12 - Your Strategic Sales Plan

    • Strategic Planning and Goal Setting

    • How-to: Strategic Sales Plan Template

    • Strategic Sales Plan Example

    • Mandatory - Final Assignment - Your Strategic Sales Plan

    • Module 12 Sales Associate Quiz

    • Module 12 Sales Professional Quiz

Program Creator and Instructor

Keynote Sales Speaker and Author

Author, Sales Trainer & Professional Speaker

Shane Gibson

Shane Gibson is an international speaker and author on sales performance, social media marketing and social selling who has addressed over 200,000 people on stages in North America, Southern Africa, India, Dubai, Malaysia and South America. Shane Gibson is #5 on the Forbes.com list of the Top 30 Social Sales People in the World. Shane’s books include Sociable! How Social Media is Turning Sales and Marketing Upside Down. Closing Bigger the Field Guide to Closing Bigger Deals and Guerrilla Social Media Marketing, co-authored with Jay Conrad Levinson. Shane’s speaking and training clients include: BDC, Sun Life, BMO Financial, CPA, HUB International, Canaccord Financial, Rogers, CMHC, Ford Motor Company, Manitoba Motor Dealers Association, ACL, Reliance Industries (India), and hundreds of entrepreneurs, individual sales people and marketers over the past 20 years. When he’s not selling or speaking, you can find Shane hiking or skiing in British Columbia’s Coast Mountain range with his family.

Get Started Today

The next step in your sales career is one click away. Develop the skills, knowledge and accreditation as a verified B2B Sales Specialist.

Get started now