Advanced B2B Sales

Course overview:

The world of selling has changed; customers have evolved and the best sales professionals are developing new tactics to win business. This condensed workshop will supercharge your sales and prospecting skills with Australia’s leading authority on B2B sales. This is full-contact B2B sales training that involves lots of role-playing and personal feedback. You’ll leave having developed a blueprint to increase conversions and shorten your sales process and a tool-kit to take back and train your team to build a predictable growth engine for your business.

Course outcomes:

Understand shifts in the market and learn the latest business development techniques to connect with modern customers.
Create customer centric prospecting sequences to generate more conversations with better targeted clients.
Develop strategies to warm-up leads and create reasons for prospects to want to want to connect with you.
Learn best-practice techniques to run a sales phone call and meeting. Develop a framework to start sales conversations with the end in mind, connect the wagon and shorten your sales cycle.
Develop a blueprint to scale your sales function and close customers with predictability, improve conversion rates and increase your average sales price.

This workshop is suitable for:

Sales managers and individual contributors who want to learn the new techniques and processes to lift their sales skills to the next level
Sales managers who want to learn sales training techniques to take back to increase the output of their teams
Business owners and entrepreneurs - anyone who is selling a product to small businesses, enterprise where a sales conversation is required.

About the expert

Mark Dick is General Manager at HealthEngine - Australia's largest health marketplace and has over 15 years experience having held positions across the UK, US & Australia. He has extensive experience leading sales and marketing organisations across diverse, international organisations including Fairfax Media, LinkedIn where he was a founding member of the ANZ team and most recently HealthEngine. Mark currently sits on the executive team as General Manager at HealthEngine where he has responsibility of the Provider Services business over seeing sales, customer success, customer service and holds dotted line responsibility for demand generation marketing and product. Mark has experience scaling both regional and global teams across all aspects of sales organisations including sales development, inside and field sales functions, and has consulted start up businesses on sales and marketing strategy. Mark holds a MSc in Marketing and BA(Hons) in Business.

Mentorship curriculum

Module 1: Understand how the new world order of sales

How customers make buying decisions
The science of sales
How to communicate with your customers

Module 2: Build a prospecting plan

Building a customer focused prospecting sequence
Generating sales focused Ideal Customer Profiles (ICPs)
Make calls and handle customer objections
Implement the skills with full contact role plays

Module 3: Winning with better conversations

Uncover the blueprints that propel the best sales people through the process
Implement the skills with full contact role plays

Module 4: Conduct better demonstrations

Uncover the blueprints that propel the best sales people through the process
Implement the skills with full contact role plays

Mentorship logistics

This workshop is one day and is limited to twelve participants, enabling us to focus on your business. Mark delivers the course in person, weaving in real-life examples from his experience building multiple B2B sales teams. Participants will have the opportunity to ask questions particular to their business objective by email in the week leading up to the workshop and Mark will personalize the content and exercises to address everyone’s goals. This is a full contact training session and involving lots of role-plays and personal feedback. This workshop is held in and awesome space in the CBD and runs from 9:00am– 5.00pm with short breaks. Lunch and morning tea is provided.