Sales
The B2B Customer Decision-Making Process
Understand the B2B customer decision-making process, from recognising a need to evaluating options and reviewing the purchase. Plan support for each decision.
Sales Strategy and Planning: Turning Choices Into Work
Distinguish sales strategy from the operating plan. Define target customers, priorities and responsibilities, then review the measures used to assess progress.
Selling Enterprise Software: Buyers and Deal Planning
Plan enterprise software sales around stakeholders, evaluation requirements and long decision cycles. Review the evidence needed to move a deal forward.
B2B Tech Sales: Buying Decisions and Team Practice
Review B2B tech sales through customer research, buying groups and deal planning. Consider how sales methods and tools support complex technical conversations.
B2B Sales Strategy: Choices, Priorities and Reviews
Develop a B2B sales strategy through customer selection, commercial priorities and a suitable sales model. Review the assumptions as market conditions change.
B2B Sales Growth: Targeting, Process and Capability
Review B2B sales growth through account selection, sales process and team capability. Use evidence from current performance to decide where to focus effort.
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