How to win B2B deals
How do we understand who has influence, gain support, and bring the negotiations to a successful deal?
Available spots
Service Description
In complex B2B sales, the decision rarely depends on just one person. Various actors can influence, accelerate, slow down or block the purchase decision. Even a strong relationship with a single contact is often not enough to win the deal. This practical 90-minute course will give participants an easy-to-implement framework for managing complex sales deals. You will learn how to identify key actors, understand their roles and influence, gain support within the organization, understand why deals block, and create clear next steps that lead to closing the deal. The course is suitable for: - Entrepreneurs - Consultants - Freelancers - Agency owners - Key account managers - Business development professionals - Anyone who sells products or services where multiple people are involved in the decision-making process. Key topics: 1. Understanding the complex decision-making process in a B2B deal; 2. Identifying key players in the process according to their roles; 3. Who makes the decision and who can block the deal; What will participants learn? At the end of the course, participants will learn how to: - Understand how to influence decision-making in complex B2B deals; - Recognize who makes the decision; who influences him; who supports the deal and who can block it; - Win and find support among different contacts; - Understand why sometimes even good deal opportunities are blocked; Practical application: Participants will apply the learned framework to a real (personal case study) or realistic complex B2B sales deal and create a short action plan. 90 min. / online course Available in Bulgarian and English Register for the course and receive a 20% discount for any other sales-related course with Kalina Krasteva that you enroll in at ProGrowth Academy.