Course Description
Business-to-business sales requires a fundamentally different approach than consumer selling: longer cycles, multiple stakeholders, complex buying processes, and relationships that extend beyond the close. This course equips professionals with the frameworks, skills, and strategies needed to navigate complex B2B sales environments. Participants explore consultative selling, account management, pipeline development, and the communication practices that build lasting client relationships and support responsible revenue growth.
Course Objectives
By the end of this course, you will be able to:
- Distinguish B2B from B2C sales contexts and apply appropriate frameworks to understand complex organizational buying processes and decision-making units.
- Apply consultative selling techniques, including needs discovery, active listening, and solution framing, to develop value-aligned proposals for B2B clients.
- Build and manage a B2B sales pipeline using prospecting, lead qualification, and opportunity management strategies.
- Communicate value propositions effectively across diverse stakeholder groups, buying stages, and organizational levels.
- Produce a B2B account strategy that integrates consultative selling principles, pipeline management, and multi-stakeholder communication planning.
Outcome Proficiency Groups
MBA 568 helps you grow in three of the five MyMBA program outcomes:
Strategic Thinking & Decision Making
Build account strategies and sales pipelines that support responsible revenue growth.
Analytics & Critical Thinking
Map complex buying processes and decision-making units to qualify and prioritize opportunities.
Communication & Influence
Communicate value propositions to diverse stakeholders at every stage of the buying process.
Where This Course Leads
The skills you build here carry forward to the MBA Capstone, where you bring all five outcome proficiency groups together to tackle a contemporary business challenge.
