This course trains business-to-business (B2B) sales professionals to move beyond transactional selling and become trusted advisors. Participants will learn how to identify client pain points, position tailored solutions, and build long-term relationships that drive high-value deals.
Learning Methodology
Sales scenario analysis and buyer profiling
Roleplays and mock sales consultations
Interactive solution-mapping exercises
Feedback-led pitch refinement
Group discussion and coaching clinics
Learning Outcomes
Participants will be able to:
Apply a consultative sales framework to client engagement
Ask insightful questions that uncover business challenges
Present customized solutions that resonate with decision-makers
Manage complex sales cycles with multiple stakeholders
Build trust-based relationships that lead to repeat business
Delivery Format
Duration: 3 days (in-person) or 4 online sessions
Format: Workshop-style with simulations and live pitch coaching
Location: On-site or designated Alverton Global venues
Certificate: Provided upon course completion
Course Features
- Lectures 15
- Quiz 0
- Duration 3 days
- Skill level Expert
- Language English
- Students 5
- Certificate Yes
- Assessments Yes
- 5 Sections
- 15 Lessons
- 3 Days
- Understanding the Consultative Sales Approach3
- Prospecting and Client Discovery Techniques3
- Positioning Tailored Solutions3
- Managing the B2B Sales Cycle3
- Final Pitch Simulation and Deal Closure3
Requirements
- Some sales or business development experience preferred
- Understanding of B2B environments is an advantage
Features
- Based on global best practices in B2B sales
- Focus on discovery, engagement, and solution selling
- Practical pitch development and feedback
- Real-world sales cycle simulations
- Certified by Alverton Global
Target audiences
- B2B sales executives and account managers
- Corporate business development teams
- Key account executives and product specialists
- Consultants involved in institutional or enterprise sales
