Sales Training Courses

Who these sales courses are for

• Field and inside salespeople who sell to businesses (B2B) or to government (B2G).
• Sales managers and heads of sales who have a team target to reach.
• Owners and general managers of small and mid-size firms who want a sales team that can sell without them.

Each course is a working session with tools, role-plays and assessed work.

How the courses fit together

Take the courses in this order, the same order as the Sales career path. Each person takes the courses that fit the role.

1. Interpersonal Selling Skills: the sales conversation. Product differentiation and customer fit, product presentation, customer responses and objections, and closing the sale.
2. B2B Trusted Sales Advisor: the business relationship. Being a trusted advisor, positioning the product for the client's need and payoff, knowing your customers, and sales pipeline control and reporting.
3. Social Selling: prospecting on social channels. Social listening, your personal brand, engaging with value, and converting engagement into sales results.
4. Key Account Management, then Sales Negotiation: grow and negotiate. Grow the key accounts first, then negotiate the sale.
5. Tender Bids Management, then Managing Project Bids, Execution and Delivery: win and deliver bids. Manage the tender bid first, then the project bid, its execution and its delivery.
6. Sales Management: the team and the numbers. Sales and marketing KPIs, the go-to-market implementation plan, and sales risks, opportunities and contingency measures.

See the Sales career path for the route for each role.

How each course runs

• Each participant brings a real case from work: a customer, a product, a team or a proposal.
• The trainer shows one tool at a time. Then each participant uses the tool on that case.
• The trainer gives feedback on the work during the class.
• At the end, the trainer assesses the work against a rubric. You can see what each person can now do.

Participants leave with work that they can use on the next working day.

What your team brings back to work

• Tools that each participant used in class on a real customer or a real pipeline.
• An assessed piece of work for each participant.
• The Kognifi Certificate of Competency for participants who pass 80% of the assessment.

Three ways to run a course

• Public class: at the Kognifi Training Center in Petaling Jaya. See the dates and the fee above.
• In-house: for your team only, at your office in any state, or online with MS Teams or Zoom. Get a quote.
• Private coaching: one-to-one, for a manager or a key team member.