B2B & Solution Sales
Applied B2B & Solution Sales: Practice Lab
Run a discovery role-play, prepare a value proposal, and build an enterprise account plan.
Program overview
Run a discovery role-play, prepare a value proposal, and build an enterprise account plan.
The program combines live instruction, guided exercises, and review of your work. Discuss its fit for your level and objectives before enrollment.
Who should attend?
- Account executives
- Presales consultants
- Sales managers
Prerequisites
Familiarity with the field’s foundations and core tools, or completion of a relevant foundation program.
Learning objectives
- Understand and apply core concepts in Discovery.
- Understand and apply core concepts in Consultative Selling.
- Understand and apply core concepts in Negotiation.
- Understand and apply core concepts in Account Management.
Program outline
1. Qualification & value proposition
Core concepts, a guided exercise, and review of decisions and results. A detailed syllabus is confirmed in the program proposal.
2. Solution selling & negotiation
Core concepts, a guided exercise, and review of decisions and results. A detailed syllabus is confirmed in the program proposal.
3. Guided practice and feedback
Core concepts, a guided exercise, and review of decisions and results. A detailed syllabus is confirmed in the program proposal.
4. Present your project and next steps
Core concepts, a guided exercise, and review of decisions and results. A detailed syllabus is confirmed in the program proposal.
Hands-on experience
Run a discovery role-play, prepare a value proposal, and build an enterprise account plan.
Instructor & certification preparation
The assigned practitioner’s profile will be added when the cohort is confirmed. No instructor profile has been published for this sample.
This example does not include a vendor exam or certification. Review certification preparation programs separately when available.
Let’s talk about your next step
Share your goal so we can discuss a learning path that fits.
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