High Impact Selling: Strategies and Skills for Sales Excellence
COURSE OVERVIEW
In today’s highly competitive B2B environment, having a strong portfolio of products and services is only part of the equation. Sales leaders must be able to clearly communicate value, differentiate solutions, understand complex customer needs, influence multiple stakeholders, and confidently navigate objections and negotiations.
For B2B Sales Managers, high-impact selling goes beyond closing individual deals. It requires the ability to develop strategic sales plans, coach sales teams, strengthen customer relationships, identify opportunities, and create compelling business cases that connect Globe Telecom’s solutions to the client’s business priorities.
High Impact Selling: Strategies and Skills for Sales Excellence is a highly interactive 2-day program designed to strengthen the mindset, strategies, and practical skills needed to drive B2B sales performance. Participants will work through realistic scenarios, sales situations, role plays, and practical exercises relevant to their day-to-day responsibilities.
Duration: 2 days / 16 hours
Delivery Method: Classroom-based, Virtual Instructor Led Training
LEARNING OBJECTIVES
At the end of the program, participants will be able to:
· Apply high-impact B2B selling strategies to improve sales performance and increase conversion opportunities.
· Understand customer buying behavior and motivations to develop more relevant sales approaches.
· Identify and qualify high-value sales opportunities using structured prospecting and opportunity management techniques.
· Conduct effective discovery conversations by asking powerful questions and actively listening to uncover business needs and pain points.
· Position and differentiate Globe Telecom solutions by communicating clear customer value and business outcomes.
· Develop compelling sales presentations and proposals that are aligned with the client's objectives, challenges, and decision criteria.
· Handle objections and competitive comparisons with confidence while maintaining control of the sales conversation.
· Apply negotiation techniques to protect value, manage concessions, and achieve mutually beneficial outcomes.
· Build stronger relationships with key B2B stakeholders and decision-makers throughout the sales cycle.
· Manage challenging customer situations professionally and maintain composure when dealing with difficult or disappointed clients.
· Use strategic account management techniques to strengthen customer loyalty, identify cross-selling and upselling opportunities, and expand accounts.
· Develop an actionable sales improvement plan that can be applied immediately within their accounts and sales teams.
COURSE OUTLINE
DAY 1 – Building the Foundation for High-Impact B2B Selling
· Module 1: The High-Impact Sales Mindset
o The changing B2B sales landscape
o From product selling to value-based selling
o Characteristics of high-performing sales professionals
o Confidence, credibility, and professionalism
o Building trust throughout the customer journey
o Common sales mindset barriers and how to overcome them
· Module 2: Understanding the B2B Customer
o Understanding customer needs, pain points, and business priorities
o Customer buying motives and decision-making behavior
o Different stakeholder roles in B2B buying
o Identifying decision-makers, influencers, users, and gatekeepers
o Building customer empathy
o Adapting communication styles to different stakeholders
· Module 3: Prospecting and Opportunity Generation
o Building a healthy sales pipeline
o Identifying ideal customer profiles
o Lead generation strategies for B2B accounts
o Prospecting through existing networks and customer relationships
o Identifying cross-selling, upselling, and account expansion opportunities
o Qualifying opportunities and prioritizing high-value prospects
· Module 4: Consultative Selling & Discovery
o Moving from "selling" to "solving"
o The power of effective discovery questions
o Active listening and reading customer signals
o Uncovering explicit and hidden needs
o Connecting customer pain points to business impact
o Building a compelling value proposition
· Workshop: Customer Discovery Role Play
o Participants practice conducting a B2B discovery conversation and identifying customer needs, challenges, and buying motivations.
DAY 2 – Influencing, Presenting, Negotiating & Closing
· Module 5: High-Impact Sales Presentations
o Structuring a persuasive B2B sales presentation
o Presenting solutions based on customer needs
o Communicating benefits and business outcomes
o Storytelling for business presentations
o Making complex solutions easy to understand
o Handling questions during presentations
o Creating a strong call to action
· Module 6: Handling Objections & Difficult Sales Situations
o Understanding what objections really mean
o Common B2B objections and competitive comparisons
o Price, budget, timing, and competitor objections
o Turning objections into opportunities
o Responding without becoming defensive
o Maintaining control of the sales conversation
o Managing difficult and disappointed customers
· Module 7: Negotiation & Closing for Sales Success
o Preparing for a negotiation
o Understanding the customer's position and priorities
o Value-based negotiation versus price-based negotiation
o Managing concessions
o Creating win-win outcomes
o Recognizing buying signals
o Closing techniques for different sales situations
o Securing commitment and defining next steps
· Module 8: Strategic Account Management & Sales Excellence
o Growing and protecting strategic accounts
o Strengthening long-term customer relationships
o Identifying account expansion opportunities
o Building stakeholder relationships
o Managing customer loyalty
o Sales performance habits of consistent performers
o Translating learning into an individual sales action plan
· Final Workshop: B2B Sales Challenge
o Participants will work through a realistic B2B sales scenario involving:
§ Prospecting → Discovery → Solution Positioning → Presentation → Objection Handling → Negotiation → Closing
o Participants will receive feedback based on their ability to demonstrate the key skills covered throughout the program.
EXPECTED OUTCOMES
After the 2-day program, participants should be better equipped to:
· Generate better opportunities
· Understand customers deeper
· Present stronger value
· Handle objections confidently
· Negotiate effectively
· Close more business
· Grow strategic accounts
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