B2B sales: How you win new, higher value customers
Published 6/2024
Duration: 2h55m | .MP4 1280x720, 30 fps(r) | AAC, 44100 Hz, 2ch | 3.3 GB
Genre: eLearning | Language: English

Proven to deliver a rapid 20% to 30% increase in profitable sales from your sales prospecting, selling and marketing.

What you'll learn
As you progress through the course you build a clear, confident sales plan that will deliver rapid, profitable sales growth.
You apply a proven B2B sales plan approach used by many successful, high growth companies.
You identify and win customers that are the best match to your business and growth aspirations.
Mike Kingston taught this sales approach live to over 8,000 UK Chamber of Commerce member companies.
On completion, your plan delivers new, profitable sales opportunities almost immediately.

Requirements
The course recommends you carry out a team planning activity with key members of staff.
You are not asked to carry out marker research unless you are sales planning a completely new business

Description
EXPERIENCE AN ALMOST IMMEDIATE AND RAPID SALES GROWTH
The course is a practical, step-by-step guide to b2b sales strategy, targeting and prospecting. It's packed with examples based on Mike Kingston's in-company sales team training for over 450 UK or international companies. Training that covers almost every business-to-business sector. The course includes comprehensive downloadable planning forms and guide.
How this course helps you win 20% to 30%, even 50% more, new, higher value, loyal customers.
This course first guides you through Mike's proven, outcome-centred segmentation and targeting approach that clearly identifies your best-match prospective customers for high conversion and repeat sales.
It then guides you (and your sales and marketing teams) to develop highly effective approach tactics, persuasive prospect messaging, compelling customer pitches and high-converting proposal or quotations, specific to securing each of your target prospect groups.
TESTIMONY: '50% new sales increase for leading global ship management company'.
"As a result of applying Mike's sales planning, the ship management contracts that we are securing from new customers increased from 40% last year to 60% in the current year.
Robin Thuilier, Director, Marketing and Business Development, Bernhart Shulte Shipmanagement (BSM) 2014-2018. Singapore.
Currently Director - Communications at MacGregor, global leader in marine cargo and load handling solutions.
WHY THIS COURSE DELIVERS HIGHER B2B SALES.
The most valuable customers, especially those buying from rival suppliers, are the hardest to win. It's the reason why most B2B salespeople win a mixed bag of customers; the good, the not so good, the poor quality and occasionally the ugly.
This course guides you, step-by-step, to win the right mix of prospects, those that are the best match to your business, to give you high conversions, fast income growth and high profit.
This course first guides you through Mike's unique, outcome-centred segmentation and targeting approach that identifies your best-match prospective customers for high conversion and repeat sales. It then guides you and your sales and marketing teams to develop highly effective approach tactics, persuasive prospect messaging, compelling customer pitches and proposal or quotations, specific to securing each of your target prospect groups.
TESTIMONY: "Inspired by the training".
"I have attended two of Mike's training sessions and was inspired by both. Fundamentally, he knows what he is talking about and presents his ideas and experience in a very straightforward and to the point manner."
Mark Whittaker, (2008-2018) Business Development Manager at Integral UK Ltd. (The leading Mechanical, Electrical and Fabric property maintenance business in the UK).
IS THIS B2B SALES STRATEGY AND APPROACH RIGHT FOR YOUR BUSINESS?
How can you tell if this course is right for you? That's easy. Preview the introduction and first two lessons free and then decide. And there's a valuable bonus. On their own, these two free lessons will immediately help you boost your current sales proposal conversion rate.
TESTIMONY: "Motivational and inspiring".
"What I found most motivational and inspiring was the common sense way it was presented by Mike. It made our engineering team (and me) think about the customer's outcomes rather than focus on what we sell."
Jon Moreau DipM M.C.I.M, Sales Director (2006-2008) Jiskoot Autocontrols Ltd. Currently with Sensia Global.
EXTENSIVE COURSE BACKGROUND.
This Course mirrors the sell-out sales training Mike Kingston presented over 19 years* for the UK's leading City and Regional Chambers of Commerce– but now on Udemy with significantly enhanced content and many more real life based examples.
Mike's training for leading UK Chambers of Commerce booked over 26,000* business owners, CEOs, Directors, Account Managers and Salespeople. The Chambers highest attended sales training events.
* Mike's courses and seminars for the UK's major City and Regional Chambers of Commerce ran from 1995 to 2014. Mike then presented his own training events and for BiteSize Seminars. Also for the EEF (Engineering Employers Federation), the UK Government's Business Links, as well as other UK industry initiatives.
TESTIMONY: "The most useful sales course I have attended".
"Probably the most useful sales course I have attended over the past 10 years! Very enjoyable, very perceptive and very well executed."
Dean Crane, Sales Director – Harris DAF (Trucks)
TESTIMONY: "80% more meetings with key decision makers".
"When I applied the prospecting techniques taught by Mike in the seminar, I achieved 80% more meetings with decision makers from the same number of calls. Magic."
Judy Lund, Sales and Marketing Director, Artic Fox Dry Ice Cleaning.
Who this course is for:
The course is for team leaders and management responsibility for generating new and repeat sales.
People starting a new business who wish to ensure they maximise profitable sales from the start.
Sales leaders who face strong competitors, who want to gain a sustainable competitive advantage.

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