B2B sales training

Unlocking the Power of B2B Sales Training

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b2b sales training - Top Question from Google

What is the Best B2B Sales Training?

At Klozers we’re not arrogant enough to think we are the best sales trainers in the world, but do you need to be the best at what you do?  You could be the best sales trainer in the world, but unless you can effectively build a brand and market your business, no one will ever find you.  

Yes, we absolutely strive to be the best sales trainers, but on it’s own that’s simply not enough.  We understand business, we understand how to bring sales and marketing together and build a great brand that also can be found in all the major search engines – that’s how you got here.  

It’s difficult to determine the very best B2B sales training, as the effectiveness of a training program can depend on a variety of factors such as the specific needs of the company and sales team, the expertise of the trainers, and the quality of the training materials. 

It may be best to research and compare various sales training courses to determine which one would be the best fit for your company. In general, a good B2B sales training program should provide comprehensive training on the company’s sales processes, techniques, and strategies, as well as product knowledge and customer service skills. 

It should also include practical exercises and role-playing activities to give sales managers and sales team members hands-on experience and help them apply what they have learned in the field.

In this article we will cover...

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1. How do I learn B2B Sales?

There are several ways to learn B2B sales, including taking courses or workshops, attending conferences or seminars, and gaining experience through on-the-job training. Here are some steps you can take to learn B2B sales:

1.     Educate yourself on the basics of B2B sales, including the differences between B2B and B2C sales, common B2B sales processes and techniques, and the key skills and knowledge needed to succeed in B2B sales. This can be done through online courses, books, or industry publications.

2.     Consider pursuing a formal education in B2B sales, such as a degree or certification program. Many colleges and universities offer programs in business, sales, or marketing that can provide a strong foundation in B2B sales principles and practices.

3.     Join a professional organization or network for B2B sales professionals. These organizations can provide access to industry events, resources, and networking opportunities, as well as opportunities for professional development and training.

4.     Seek out internships or entry-level positions in B2B sales to gain hands-on experience and develop your skills. Working under the guidance of experienced sales professionals can provide valuable insights and practical skills that can help you succeed in B2B sales.

5.     Continuously learn and develop your skills through ongoing training and professional development. The B2B sales landscape is constantly evolving, so it is important to stay up-to-date on the latest trends, techniques, and technologies in the field.

2. How do I train a B2B Sales Team?

To train a B2B sales team, you will need to develop a comprehensive training program that covers the key skills and knowledge that team members need to succeed in their roles. Here are some steps you can follow to train a B2B sales team:

1.     Identify the specific training needs of the team by conducting a needs assessment. This can involve interviews with team members and managers, as well as analysis of sales data and performance metrics.

2.     Develop a training plan that covers the key skills and knowledge that team members need to develop, such as product knowledge, sales techniques, and customer service skills. The plan should also include specific goals and objectives for the training, as well as a timeline and budget.

3.     Choose a training delivery method that is suitable for the team and the material being covered. This can include in-person training sessions, online courses, or a combination of both.

4.     Use a variety of training techniques and activities to engage and motivate team members, such as lectures, case studies, role-playing, and group discussions.

5.     Evaluate the effectiveness of the training program through assessments, feedback, and performance metrics. Use this information to make improvements and adjustments to the training program as needed.

6.     Provide ongoing support and professional development opportunities for team members to help them continue to develop their skills and knowledge. This can include mentoring, coaching, and access to industry events and resources.

B2B Sales Training
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3. What are the Best B2B Sales Training Topics?

The best training topics will depend on the specific sales skills, needs and goals of the sales team, as well as the products or services being sold. In general, good B2B sales training should cover the following topics:

1.     Understanding the B2B sales process, sales pipeline management, including the differences between B2B and B2C sales and the typical stages of a B2B sales cycle.

2.     Developing key B2B sales skills, such as prospecting, networking, and building relationships with customers.

3.     Learning effective B2B sales techniques, such as consultative selling, solution selling, controlling sales conversations, and value-based selling.

4.     Gaining product knowledge and customer knowledge, including features, benefits, pain points and applications of the products or services being sold.

5.     Developing customer service skills, such as communication, negotiation, and problem-solving.

6.     Understanding the competition and how to differentiate the company’s products or services from those of competitors.

7.     Using technology and tools, such as CRM systems and sales automation software, to support the sales process.

8.     Learning about the company’s policies, procedures, and standards for ethical and compliant sales practices.

It’s worth noting that most training programs do not include content for the sales manager / sales leaders within the sales organisation.  In our view this is a mistake, as the sales manager / sales leaders play a pivotal role in reinforcing the training after the delivery. 

4. What are the Best Sales Training Methods?

There are many different training methods that can be effective, and the best method will depend on your specific needs and goals. It’s worth noting, from our own experience, online sales training programs and pre-recorded material are probably the least effective way of delivering sales training.  

Salespeople need interaction and context and busy sales reps have too many distractions to focus on an online training program.  Sales coaching however, does lend itself to online delivery on the proviso that the coaching is live.  

Some common sales training methods include:

1.     Role-playing: This involves practicing sales techniques and scenarios with a partner.

2.     Case studies: This involves analyzing real-life sales scenarios and discussing how to handle them.

3.     Presentations: This involves giving a presentation on a sales topic, such as product features or closing techniques.

4.     Workshops: This involves attending a structured training session on a sales topic, such as negotiation or prospecting.

5.     Coaching: This involves working one-on-one with a sales coach to improve your skills and performance.

Regardless of the method you choose, it’s important to make sure that your sales training is focused on practical skills that can be applied in the real world, and that it provides opportunities for feedback and improvement.

5. What are Sales Training Programs?

Sales training programs are structured training programs designed to help salespeople improve their skills and performance. These programs typically cover a wide range of topics, including prospecting, building relationships, presenting products or services, negotiating, and closing deals. 

Sales training programs can be offered by companies, professional training organizations, or educational institutions. They can be delivered in a variety of formats, including in-person seminars, online courses, or self-guided learning materials. 

The goal of a training program is to help salespeople develop the knowledge and skills they need to be successful in their roles.

B2B Sales Training Workshops
Sales Manager Training

6. What's the difference between a Sales Training Program and a Sales Training Course?

A sales training program and a sales training course are similar in that they both provide training to salespeople to improve their skills and performance. However, there are some key differences between the two.

A sales training program is typically a more comprehensive and structured training experience. It may include multiple courses or modules, and may be delivered over a longer period of time. A sales training program may also include opportunities for coaching, mentoring, and ongoing support to help salespeople apply what they’ve learned in their day-to-day work.

In contrast, a sales training course is typically a shorter, more focused training experience that covers a specific topic or skill. For example, a sales training course might focus on a specific aspect of the sales process, such as negotiating or prospecting. A sales training course is often delivered in a single session, and may not include ongoing support or coaching.

In general, a sales training program is a more comprehensive and immersive training experience, while a sales training course is a more focused and targeted training experience. The best option for you will depend on your specific needs and goals.

7. Choosing a Sales Methodology

Choosing a sales methodology can be a challenging task, as there are many different sales methodologies to choose from and no one-size-fits-all approach. Here are a few tips to help you choose the right sales methodology for your business:

  1. Identify your goals: Before you choose a sales methodology, it’s important to understand what you hope to achieve. Do you want to increase sales, improve customer satisfaction, or achieve some other goal? This will help you determine which sales methodology is the best fit for your needs.

  2. Research different sales methodologies: Once you know what you hope to achieve, you can start researching different sales methodologies to see which ones align with your goals. Consider looking at a range of methodologies, including traditional approaches like solution selling and consultative selling, as well as more modern approaches like inbound marketing and value selling.

  3. Consider your team: Not all sales methodologies are right for every team. Consider the strengths and weaknesses of your team, and choose a methodology that will help them succeed. For example, if your team is strong at building relationships, a consultative selling approach might be a good fit.

  4. Get feedback: Once you’ve narrowed down your options, consider getting feedback from your team and other stakeholders. This can help you make a more informed decision and ensure that the chosen methodology will be well-received by your team.

  5. Test and adjust: No sales methodology is perfect, and you may need to make adjustments to make it work for your team. Consider testing different approaches and collecting feedback to see what works best. Be prepared to make adjustments and try new things to improve your sales process.

Overall, choosing a sales methodology is an iterative process that requires careful consideration and ongoing testing and adjustment.

8. Training Delivery

We offer In-person training delivery, remote training delivery and a hybrid combination of the two. In-person training delivery involves delivering training in a physical location, such as your offices or a hotel conference room, where the trainer and learners are present in the same space. This allows for face-to-face interactions and can be a good option for hands-on or experiential learning.

Remote training delivery, on the other hand, involves delivering training remotely, such as over the internet or via a virtual platform. This allows learners to participate in training from anywhere, and can be a good option for learners who are located in different geographic areas or who have schedule constraints.

There are pros and cons to both in-person and remote training delivery. In-person training can provide a more interactive and engaging experience, but it can also be more expensive and time-consuming. Remote training, on the other hand, can be more convenient and cost-effective, but it may lack the personal interactions and hands-on learning opportunities of in-person training.

Hybrid delivery which is our most popular delivery model includes an initial in-person workshop which is then followed up with online coaching.  

The best approach for you will depend on your specific training needs and goals. It may be helpful to consider factors such as the type of training you are delivering, the learning objectives, the learners’ needs and preferences, and the resources available to you.

 

9. B2B Sales Training - Join us

Klozers provides training and coaching both in-person and remotely online. Our training will give your team the comprehensive training they need to identify potential customers, connect with them. and sell to them as effectively as possible.

Our Sales Trainers will help you design and deliver training workshops and a sales coaching program that are bespoke to your business and your sales team..

Each session will build on the existing knowledge of your business development team and how they currently sell. We provide ongoing support for your salespeople and your leadership team to ensure you connect and talk to more potential new clients and generate real sales and revenue.

If you are interested and would like to find out more about our training, you can book a call with one of our sales training specialists here.

“A fantastic learning experience”

Amanda – Account Manager

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Iain Swanston

Author Bio

Iain Swanston has spent over 30 years in B2B sales selling, training and leading teams both domestically and internationally.  In addition he serves as an Associate at Strathclyde University Business School where he has delivered the sales content for the Masters in Entrepreneurship since 2015.

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