In this course, you’ll learn to get many sales leads (potential buyers), craft irresistible pitches that make them want to buy, and master the negotiation process in order to close the deals at maximum value.

Convert cold calls and cold emails into successful sales after developing conversational techniques that build rapport and guide prospects toward saying yes.

INSTRUCTOR’S TEACHING BACKGROUND

With over 20 years of entrepreneurial experience.

• Coached 1,000+ entrepreneurs in person
• Taught 850,000+ students
• Positively impacted millions of entrepreneurs worldwide
• Helped many people create 6 and 7-figure businesses in the process

And I would love to help you.

INSTRUCTOR’S B2B SALES EXPERIENCE

The instructor wasn’t formally trained in B2B sales. He had to figure it out from scratch. Around 2015, he began to sell to companies.

At first, he had no idea what he was doing, and it was a struggle during which he made many sales blunders, and lost many potential sales.

But over time, he figured out how to perfect every part of the sales process including how to get high-ticket buyers to come to him already wanting to buy from him.

In this course, you’re going to learn exactly how to get business owners coming to you wanting to buy what you sell, and by the end of the course, you’ll have an optimized sales process that is efficient and effective.

LEAD GENERATION FOR YOUR B2B SALES

Think success in sales is all about being a natural salesperson? It’s a myth. The real secret lies in attracting high-quality leads. If you’re reaching out to prospects who are already eager to buy, your sales become effortless.

In this course, you’ll learn how to get high-quality leads by:

1) Getting leads who already want to buy your products or services to come to you.

2) Using lead-finding software that automates the process of looking for leads.

And it’s less expensive than you would think. I believe knowing how to get constant leads is one of the main pillars to building a successful business.

UNDERSTAND EXACTLY HOW TO GET QUALITY LEADS WHO ARE CLOSE TO BUYING

• You’ll learn how to attract high-quality leads who are ready to buy by the time they contact you.
• Your future clients are out there and they are searching for you. Learn how to make them find you easily.
• The instructor will share real-world examples from successful sales operations, giving you strategies that work immediately.

If you already have a business and apply what you’ll learn, by the end of this course you will already have new clients, and this course will pay for itself multiple times over.

LEARN B2B SALES SKILLS TO HAVE LEADS COME TO YOU

Tired of spending countless hours reaching out to leads with low conversion rates? There’s a better way.

• Attract Warm Leads Through SEO and Social Media: The instructor will show you how to get leads coming to you, already ready to buy.
• Optimize Your Sales Funnel: Ensure that only high-converting leads reach out, increasing your sales win rate and reducing frustration.

INSIDE SALES VS. OUTSIDE SALES

Learn the difference between inside sales and outside sales.

• Inside Sales: Your sales staff works remotely or from your office, focusing on cold emailing, cold calling, and online lead generation strategies.
• Outside Sales: Your sales team visits client offices, conducting face-to-face meetings to close deals.

Inside sales are great for scaling with remote strategies like cold emailing and calling, while outside sales excel at building trust and closing high-ticket deals through in-person meetings.

MASTER INBOUND MARKETING FOR COMPLETE SUCCESS

Inbound marketing sounds similar to inside sales, but it’s a different term.

• Inbound marketing: Attract clients by having clients find your business, so they’re already interested when they contact you.
• Outbound marketing: Your sales team reaches out to potential clients, initiating conversations and building interest.
• Most businesses only focus on one type of sales, missing out on huge opportunities. By learning both, you’ll have a balanced strategy that works for any business, giving you more leads, more conversions, and more growth.

REMOTE SALES SKILLS

With face-to-face sales decreasing, mastering remote sales is essential.

• Create a trustworthy virtual presence: We’ll guide you through setting up a professional background that feels real and trustworthy.
• Lead effective remote sales calls: Get scripts and strategies to ensure your calls go smoothly and close deals.
• Adapt to client preferences: If prospects prefer audio-only calls, you’ll learn how to leverage your remote sales skills to build rapport and make the sale.

Remote sales are the way forward, and knowing how to do them right means you can reach clients anywhere without missing a beat. You’ll learn how to build trust, adapt to what clients prefer, and confidently close deals—all while working virtually.

TYPES OF LARGE BUSINESSES FOR WHICH YOU CAN DO B2B SALES

A significant part of this course focuses on landing big, high-ticket clients who can pay premium prices.

You’ll learn essential sales tactics that have helped the instructor and his students do this on a consistent basis:

• Write Engaging Business Proposals: Learn how to craft proposals that clients actually read and appreciate.
• Conduct Sales Calls That Lead to Closures: Develop strategies for effective communication that result in closed deals.
• Implement Account-Based Marketing (ABM): Use targeted marketing strategies to win big contracts.

These tactics will enable you to do B2B sales to Fortune 500 companies, universities, the military, and other large organizations, winning substantial contracts.

Just imagine what landing this type of deals will mean for your business and for your life.

TYPES OF SMALL BUSINESSES FOR WHICH YOU CAN DO B2B SALES

This course also covers B2B sales strategies for small and midsize businesses. You’ll learn strategies that involve:

• Selling to local businesses: Dentists, cleaners, restaurants, gyms, stores, and many more.
• Adapting your approach: Tailor your sales techniques to fit the needs of smaller businesses.

Learning to sell to small and midsize businesses provides stability because these clients often have consistent needs and long-term potential for repeat sales.

By mastering how to adapt your approach to their unique challenges, you’ll build steady relationships and a reliable income stream.

B2B SALES MADE EASY—NO EXPERIENCE NEEDED

You don’t need a background in sales, a “gift of gab,” or flashy techniques to succeed here. This course is designed to make sales feel natural, not pushy, by teaching you how to focus on solving real problems for your clients.

You’ll learn how to approach B2B sales with confidence, even if it feels intimidating now.

These skills work for any business, whether you’re running one already or just getting started. In fact, even if you don’t have a business yet, this course will give you the tools and strategies to launch one and make it successful.

Sales doesn’t have to feel awkward or forced—it’s much more about creating value and helping people, and you’ll learn how to do it step by step.

Section 1: Introduction to the B2B sales course

• B2B sales course introduction

Section 2: B2B sales and lead generation fundamentals and definitions

• B2B sales definitions including inside sales and outside sales
• Overview of marketing strategies so you can fit each into your marketing
• Which B2B sales strategies to use when and in what order

Section 3: Finding leads using software

• D7LeadFinder lead generation tool introduction
• D7LeadFinder results

Section 4: B2B sales strategy exercise and a small project

• B2B strategy, task prioritization, and role assignment exercise
• B2B strategy, task prioritization, and role assignment exercise – answer one
• B2B strategy, task prioritization, and role assignment exercise – answer two
• B2B strategy, task prioritization, and role assignment exercise – answer three

Section 5: Steve Blank’s theory: Customer Development Methodology

• Steve Blank’s theory: Customer Development

Section 6: Neuroscience of B2B sales with goal setting and motivation

• Neuroscience of B2B sales with goal setting and motivation

Section 7: LinkedIn messaging for lead generation and sales

• Options for LinkedIn messaging automation tools
• LinkedIn connection message template to immediately compel and interest people
• LinkedIn welcome message template
• Using FindThatLead browser extension for LinkedIn using Chrome to get emails

Section 8: Cold email and cold calling your sales leads and potential clients

• Section introduction to communicating in cold outreach
• How to approach your first potential client in a professional way
• Example of a highly-effective email pitch you can write
• Email follow up sequence
• Following up after a successful meeting
• What types of businesses are best as clients
• Finding companies that are good to sell to now
• Email, direct message, or phone call
• Nice language to use in your communication with potential clients

Section 9: Cold calling for B2B sales

• Cold phone calling scripts
• Additional cold calling good practices
• How to measure and track effectiveness of cold calling in your B2B sales
• Unique B2B sales and business development with Facebook and LinkedIn

Section 10: Remote B2B sales over Zoom with video setup, dress options, and sales scripts

• Section introduction – how to do remote sales
• The sales call script
• When people ask for discounts
• How to follow up, and how to schedule the remote sales calls
• Food and drink before and after the call
• Emails leading up to a call
• Setting up your office environment, camera, and lighting before the call
• Working around noisy pets or kids at home
• What to wear during your remote sales calls

Section 11: Handling sales objections during your sales process

• Handling sales objections
• Example of how I handle sales objections in my sales process

Section 12: Using emotional intelligence and empathy in sales

• Section introduction – empathy, sympathy, and compassion in sales
• What is empathy, sympathy, and compassion
• Dalai Lama: Kindheartedness is the mindset for empathy and compassion
• More on the distinction between Cognitive Empathy and Emotional Empathy
• Bad side of empathy
• How to avoid falling for people taking advantage of your empathy
• How I use empathy and emotional intelligence in sales
• How to stop dehumanization of sales prospects
• The right questions to ask, and how to ask them
• How people share emotions
• How to build a shared experience into your sales process by using empathy
• Checklist of times to add empathy to your existing sales approach, and how
• Use the product as though you are a client to put yourself in the client’s shoes

Section 13: Active listening skills for sales

• Active listening section introduction
• Example of active listening and improved comprehension I had to go through
• Cycle of constructive listening and communication
• Listening to and getting feedback, even if negative
• Example of a listening mistake at a job when I was younger
• “Actions speak louder than words” – non-verbal communication

Section 14: Body language sales

• Non-verbal communication cues for sales
• Mirroring the other person’s body language, building rapport, and raising energy
• The body language of your eyes

Section 15: Writing business proposals for selling big projects to very large companies

• Business proposal section introduction
• Opening slide of a business proposal
• Table of contents slide
• Executive summary of a business proposal of a $500k/year business
• Advanced: Editing using emotional intelligence and understanding of your reader
• Solution section and project schedule
• Researching your target reader for better and more targeted writing
• Writing the full solution part of the business proposal
• Putting a lot of text on a proposal presentation page
• Team section of the business proposal
• Pricing slide of a business proposal
• Contact information of your proposal

Section 16: Account Based Marketing (ABM)

• Section introduction – Account Based Marketing
• Definition of ABM (Account Based Marketing)
• Definition of inbound marketing and types of content
• Types of inbound marketing and the challenge of competition
• What do your customers search? What content do they want? What to create?
• Creating the model of your whale customer
• Sales team and marketing team alignment
• INTRODUCTION: When leads come in from SEO, this is how nice they are
• SEO section introduction for inbound marketing in Account Based Marketing
• Understanding search intent so you can capture the most lucrative traffic
• Long-tail vs. short-tail and profitable keywords for best SEO results
• Introduction to SEO keyword research & starting to do keyword research
• Keyword research example & getting you more comfortable exploring SEO keywords
• SEO keyword mapping and tracking your full list of SEO keywords
• Outreach strategies to interact with potential contacts at companies
• Example of a video pitch you would send
• Examples of personalized pitches when selling design agency or SEO services

Section 17: Creating an email autoresponder campaign

• Difference of email autoresponder and email workflow
• My approach to copywriting
• Why we will use MailChimp (great free plan) and how to starting the setup
• Creating your email list
• Technically setting up the autoresponder in Mailchimp
• First email of the autoresponder that can actually get your leads on a call
• Second autoresponder email
• Example of a good autoresponder with Helium 10
• Third, fourth, fifth and further emails in your autoresponder

Section 18: Hiring your first sales person and then a sales person

• Sales team hiring section introduction
• Hiring your first salesperson

Section 19: Building trust and rapport for B2B sales

• How to build rapport with a client or customer
• Building rapport and first impression tactics for in-person meetings

Section 20: Closing the sales

• How to get the decision maker to say yes
• Do this before clients pay to increase sales and decrease refunds
• Four marketing hacks to promote anything in a scalable way

Section 21: Using a lead-generation vetting form to identify high-potential leads

• Section introduction for creating a lead gen vetting form
• Creating an account in Google Docs so we can use Google Forms
• The project we will do with Google Forms to save time and money
• Planning our form questions to properly vet our leads
• Creating the form from a nice template
• Embedding the form on your website
• Getting and managing responses

Section 22: Using meeting-scheduling software for increased time management & organization

• Introduction to a scheduling software for booking meetings and appointments
• How to set up HubSpot appointment scheduling software
• Sending out the appointment-scheduling invitation with your schedule link
• Combining your lead vetting with support chat

Section 23: Negotiation for B2B sales

• Bad-cop, good-cop negotiation technique
• B.A.T.N.A, bluffing, and when to walk away
• Listening to the speed with which people reply
• Stating the price first
• If you have aggressive dialog partners, here are ways to make them calm
• How to deliver bad news in a negotiation to get better results

Section 24: Facebook ads and retargeting for B2B sales

• Facebook ads (Meta ads) section introduction
• Explaining the examples in the coming videos
• Explaining the Facebook Business Suite and the Facebook Business Manager
• Facebook Page Creation
• Facebook Page Banner Setup
• Editing The FB Page Screen Name And Description
• Call To Action Facebook Page Button And Finishing Setup
• Facebook Business Manager Introduction
• Business Manager Two-Factor Authentication
• Facebook Ad Strategies
• Where To Get Visuals To Use In Contests
• Campaigns Vs Adsets Vs Ads
• Hand Picking Custom Audience

Section 25: Creating a professional LinkedIn profile to boost your professional profile

• LinkedIn as your reputation management on online resume
• Professionally branding your 2 LinkedIn images
• Updating your byline to promote your business or brand you
• How to create a nice summary for your LinkedIn profile
• LinkedIn recommendations
• LinkedIn skill endorsements
• Experience, publications, and other important sections of your LinkedIn profile
• Many additional LinkedIn profile sections you can create
• Five hundred contacts and managing your connection requests
• Your LinkedIn feed
• Creating a company page in LinkedIn
• Adding a product to your company page on LinkedIn

Section 26: Influencer marketing to boost B2B sales

• Benefits of influencers over ads
• 3 things to look for in an influencer & how to find good and fake ones
• How to manually find influencers
• Influencer marketing tip using Twitter lists
• Email template and script to pitch influencers
• Legal agreement document, disclosures, and FTC to stop influencer abuse
• Example of disclosing influencer marketing promotion
• Influencer audience sizes
• Influencer compensation models
• Compensation calculator for influencer marketing
• Advanced: create an affiliate program for your business
• Starting to work with influencer marketing marketplaces
• Tapinfluence
• Socialblade for tracking influencer growth

Section 27: Publicity and public relations to get published in industry publications

• 10 ways to make your business immediately more newsworthy
• Example of a plumber who got publicity by being unique

Section 28: Reverse Publicity method

• REVERSE PUBLICITY METHOD: Can be used on day 1 & get influencers to promote you
• How to use your blog to get publicity and position yourself as an authority
• How to get noteworthy guests on your show
• How publicity will boost your SEO and to get your site to rank in Google
• NEW! How to be successful in getting publicity on HARO: step by step
• Hashtags to get publicity

Section 29: Press release writing and sending out – good for unique and compelling companies

• Press release section introduction
• What are press releases for?
• Starting to write the press release with the title
• Additional press release headline examples
• Subtitle for your press release
• Writing the press release as a story and to add keywords
• Finishing the press release with bio and contact sections
• Another press release example
• Duplicate content with press release
• Example for a book release
• Example of PLR licensing service press release
• Submitting the press release
• 20 websites to promote press releases
• Press release results
• Press release exercise
• Press release exercise – answer
• Press release title exercise
• Press release title exercise – answer

Section 30: Business development to boost B2B sales

• Business development section introduction
• Difference: business development vs. B2C vs. B2B. Long-term strategy
• Real life examples of business development options
• Introduction to starting to create business relationships
• Example of bad business development pitch
• Example of my business development cold pitch
• Strategies for an initial business development call
• Script elements for your first business development call
• Starting to create your follow-up email
• My example of real follow-up email after an initial meeting
• When business development applies

Section 31: Conference and meetup business networking to boost your B2B sales

• Business card networking section introduction
• How to get into conferences for free

Section 32: How to design your business card

• Body language for successful networking
• Short pitch under 30 seconds
• Practical example: how to choose from 4,000 ready-made templates
• Starting to create your business card
• Copywriting for the important elements of your business cards
• Back of the card pros and cons

Don’t wait. This is an essential skill to learn.

Invest in your future. Buy now.