Corporate Sales Essentials: B2B vs. B2C and Key Benefits

B2B Sales Objectives and the Importance of Account Management

Benefits of Corporate Account Management: Importance of Customer Retentions

Benefits of Corporate Account Management: Impacts of Customer Retention

Benefits of Corporate Account Management: Practical Examples

Understanding Customer Lifetime Value (CLV)

Myths in Corporate Account Management

Key Considerations in Effective Corporate Account Management

Success Factors in Corporate Account Management

Quiz for Module 01

Sales Focus vs. Account Management Focus

Key Relationship Phases: The Relational Development Model (Part 01)

Key Relationship Phases: The Relational Development Model (Part 02)

Desirable Supplier Factors for Customers

Quiz for Module 02

Lead Generation: Definition, Stages, Mapping, and Tactics

Quiz for Module 03

Key Measurements in Corporate Account Management Evaluation

B2B Account Management Failures and Lost Customers

Sources of Buyers' Power

Sources of Seller’s Power

Customer Decision-Making Process

Customer Decision Making: Types of People

Customer Decision Making: Politics and Political Groupings

Quiz for Module 04

Key Skills and Human Qualities for B2B Account Executives

Phases in Becoming a Successful B2B Account Executive

Types of B2B Account Managers

Decoding B2B Buyers: Account Management Strategies

Building Strong B2B Relationships

Quiz for Module 05

Individual Purchase Process

Selling, Customer Priorities, and Buyer Insights

The Value Equation

Pre-Selling: Positioning and Call Preparation

Crafting the Sales Presentation

Overcoming Challenges and Closing Deals

Boost Sales: Tips, Complaints, Mistakes

Takeaways and Conclusion

Quiz for Module 06