This post is also available in:
Melayu
RM3,500.00


B2B Trusted Sales Advisor Training Course
In this B2B Trusted Sales Advisor training course, participants will learn how to:
- How to become a trusted advisor to clients
- How to understand their role as a customer engagement representatives
- How to strengthen their B2B selling skills
- How to manage B2B client relationships for the long term value of the account
This is a HRD Corp claimable course (formerly called HRDF SBL Khas course). Contact us at +6011-6353 3599 for the course details and quotation for HRD Corp grant application. Quotation pricing will be within HRD Corp Allowable Claims Matrix.
Description
This post is also available in:
Melayu


B2B Trusted Sales Advisor Training Course Description
In this trusted sales advisor training course, participants will learn how to be a trusted and reliable sales advisor using purposeful consultative interactions with customers. By doing this, participants will be able to build a reliable network of connections and people for support and opportunities.
This is a HRD Corp Claimable course. This training course is part of the sales training courses offered by Kognifi.
- Everyone in the customer acquisition and customer support roles in a business are involved in selling. They have to understand customers, find opportunities and get the sales pipeline moving. Customers want to be satisfied and their needs met.
- Thus customer engagement and interaction effectiveness is key to sales results. This B2B Trusted Sales Advisor Training Course is aimed at effective sales conversations to get the sales pipeline and deals for sales results.
- By being systematic in their sales interactions, salespeople learn how to effectively build their sales pipelines. Sales production and productivity will be optimised and shaped accordingly.
Participants will be guided by the trainer and coached in a workshop style environment. Participants will do role plays to demonstrate learning and be able to apply the lessons from the course.
Call or WhatsApp us at: +6011-6353 3599 for booking and quotation.
B2B Trusted Sales Advisor Training Learning Objectives
- How to become a trusted advisor to clients
- How to understand their role as a customer engagement representatives
- How to strengthen their B2B selling skills
- How to manage B2B client relationships for the long term value of the account
B2B Trusted Sales Advisor Training Learning Outcomes
- Able to become a trusted advisor to clients
- Able to understand their role as a customer engagement representatives
- Able to strengthen their B2B selling skills
- Able to manage B2B client relationships for the long term value of the account
B2B Trusted Sales Advisor Training Course Content
Trusted Sales Advisor training course has the following elements and content. The learning method will be based on lectures on the subject matter, interactive discussions, group activity and quizzes to test understanding.
Module 1 · Being a Trusted Advisor
Participants are introduced to the concept of trusted advisor. Participants learn how to use sales probes and SPIN questions to discover opportunities in the accounts. And how to build their brand persona and relationships in their accounts.
Topics Covered:
- What it means to be a representative of your company
- Why people talk to you and how to get involved with them
- Building relationships vs being transactional
- Becoming a trusted advisor to your clients
- Understanding consultative selling skills
- How to get answers to a problem with sales probe
- The SPIN selling process
- The trusted advisor role · Lecture
- Getting started with the trusted advisor role and consultative selling · Workshop
- Presenting your first SPIN conversation · Group Activity
Module 2 · Product Positioning for Client’s Needs Payoff
Participants learn how to position their products with clients. They learn how to apply active listening techniques to answer customer questions. And they learn how to ask for the order.
Topics Covered:
- Customer journey and ACE sales funnels
- Your product fit to your client’s jobs to done
- Know your customer’s wants and needs
- Account stakeholder types, roles and position
- Purchasing decision making processes
- Product positioning and needs payoffs
- BANT sales qualification method
- Active listening techniques to manage and respond to customer feedback
- Customer decision journey · Lecture
- Product positioning for a needs payoff decision · Workshop
- Product presentation and shaping the needs payoff answers · Group Activity
Module 3 · Know Your Customers
Participants learn to see growth opportunities in an account. They learn to see how they can help their customers win at their work place and achieve their work goals. They learn to move from hunting, farming to account life time value.
Topics Covered:
- The customer’s cost centres, budgets and spending
- Mapping the relevant account’s ecosystem
- Your product mix, synergies and contribution to client success
- Positioning your product mix for differing scenarios
- The growth hacking AARRR sales funnel
- Product positioning, demand shaping pathways and your offers
- Sales pitches and SPIN probes for different scenarios
- Mapping the account’s ecosystem · Lecture
- Product cross selling sales pitches for different scenarios · Workshop
- Cross selling and managing customer responses · Group Activity
Module 4 · Sales Pipeline Control and Reporting
Participants learn how to influence the purchasing processes and controls. They learn how to build and check the sales progress in an account. And they learn how to handle objections and ask for the order. They learn how to conduct external and internal stakeholder collaboration to drive results.
Topics Covered:
- The sales pipeline and sales cycles
- Stakeholder status and categorization
- Account Based Marketing
- Account vendor selection process
- Purchasing evaluation process
- Relationship connectors and impact on sales pipelines
- Managing risks to your sales results
- Relationship building and account networking
- Cross functional team collaboration
- Project management basic
- Key account sales and marketing activities · Lecture
- Creating the account call plans and objectives · Workshop
- Reporting the sales pipeline activities and next steps · Group Activity
Sales Training Learning Paths
- Learning Path: Sales
- Learning Program: Selling Skills
Recommended Sales Training Courses
- SS-IPS · Interpersonal Selling Skills Training Course
- SA-TM · Tender Bids Management Training Course
- SS-BY · Buying Motives and JTBD Training Course
- SA-KAM · Key Account Management Training Course
HRD Corp TTT Certified Trainer
The trainer for this B2B trusted sales advisor training course, Logarajah Thambyrajah, is TTT (Train The Trainer) certified by HRD Corp. He is an SEO Consultant and the principal consultant for Kognifi. Come and join the training course that we offer. Be trained by our experienced consultant and trainer with more than 30 years experience. With global lessons learned in Fortune 500 companies to share with participants.

Kognifi is a HRD Corp Training Provider
Kognifi is an approved training provider (TP) by HRD Corp. We are listed in the HRD Corp portal. You can search for Kognifi on this HRD Corp link. Kognifi is a marketing and consulting company for digital marketing services and corporate trainings in Malaysia. Kognifi provides HRD Corp claimable training in Malaysia. Kognifi has a list of in-house business management, sales and marketing trainings in Malaysia.
How To Order Our Training Courses
Determine the training course you want your team to attend Contact us to get the latest training course outline, pricing and schedule for one of the following types of training for your selected course.
- In-House Training
- Public Training
We will then send you the official quotation for HRD Corp Levy grant application. This quotation will be digitally signed to verify that its from Kognifi Sdn Bhd.
Call or WhatsApp us at: +6011-6353 3599 for booking and quotation.

Contact Us for a Training Proposal
HRDF Claimable Training 2025 - Request For Information (RFI)
Send us your request for training. We can customise the training and get the trainers per your training objectives.
Additional information
Public Training | Kuala Lumpur or Selangor, Zoom Meeting with Attendance Recording |
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Public Classes | November |
In-House Training | On-Site Training – At Your Office, Off-Site Training – Organized by You, Remote Online Training |
In-House Classes | Send in the Contact Us Form on the Product Description Tab |
Remote Online Training |