Course curriculum

    1. The Change in B2B buyer habits in the last 10 years.

    2. The world of B2B Sales in Post-Pandemic.

    3. The relationship between seller and buyer

    4. Digital Transformation in Sales

    1. Intro

    2. Waste and Sluggishness in the Buying-Selling Process

    3. The Lean Principles

    4. The Importance of Being Agile in Sales

    5. Consultative Value Selling as a Core Principle

    6. Continuous Collaboration between Consultant and Buyer (Co-creation)

    1. Intro

    2. The Buying Process of the New Customer

    3. The Traditional Sales Process

    4. The Bottleneck and Delay in Closures

    5. The Qualification and Diagnosis of Opportunities

    1. Intro

    2. Convincing the customer vs Understanding the customer's challenges

    3. Critical Success Factors in the qualification and diagnosis of customers

    4. The 4 important criteria

    1. Intro

    2. From Push to Pull

    3. Inviting Customers to Co-create

    4. How to Conduct a Successful Diagnostic Meeting with Customers?

    5. The Qualification and Diagnostic Tool (Lean Sales Canvas Model)

    6. Filling out the Tool

    7. Successful Meeting Closure with a Customer and Analysis of Information.

    1. Intro

    2. Quotation vs Proposals

    3. The Structure of an Agile Proposal

    4. Meeting for an Agile Proposal Presentation

    5. Co-responsibility in Agreements and Projects

About this course

  • $499.00 / year
  • 31 lessons
  • 2 hours of video content

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