Success in sales is not about your product or service. It's about problem solving, working with your customers to understand their problems, and identifying how your product or service can solve their problems.
This B2B sales fundamentals course demystifies the road to sales success. It provides a sales method that fosters a better understanding of what a salesperson does for their customers. And you get a plan for how to do this for more of your customers, more of the time.
This course provides a practical how-to approach for those new to B2B sales. It's also ideal for professionals in small to medium enterprises who are looking to expand their sales capabilities. It includes personalised activities, feedback, and the opportunity to connect with other participants.
This course is designed for individuals currently working in a Business to Business Sales environment, to understand the fundamentals of B2B Sales and improve performance. It includes practical activities that require you to talk about your experience and reflect on how you can improve.
Technology Requirements
We recommend a laptop or desktop computer and a reliable internet connection. For most courses you'll need to download and populate assignments. These are usually available in Microsoft Word.
Optional reading
The 6 Fundamentals of Sales Know-How by Ian Cartwright
Course fees
Course fees must be paid before learning can begin, either via online credit-card payment, or by contacting info@uconline.ac.nz to request an invoice. Please note: fixed invoice payment dates apply, so we recommend getting in touch with us as soon as possible to request an invoice, as this option is subject to availability.
Learn to examine the details of a sales role and why you should focus on managing sales activity, not results. Learn how to apply the SAVE model to your customers so you can understand their needs better.
Module 2: Knowing why you do it
Understand your strengths, identify opportunities for improvement, and clarify what success looks like for you.
Module 3: Knowing who you do it for
Learn how the Knowledge Quadrant works and identify what problems you can solve for your customers. Gain a better understanding of your potential market segments and identify your specific advantages and disadvantages in relation to your competitors.
Module 4: Knowing where to do it
Categorise your customers, learn to find areas of growth, and engage with potential new clients in a meaningful way.
Module 5: Knowing how to do it
Quantify what your customers’ needs mean for them and develop sound introduction and benefit statements to progress deals, manage objections, and power your ongoing success.
Module 6: Knowing how to do it more
Learn the value of deep customer connections and map potential relationships and possibilities for expansion for each of your contacts.
Ian Cartwright
Sales Coach
Ian Cartwright has worked with sales teams in over 20 countries, across multiple industries, and in roles from salesperson to founder to principal consultant.
Despite his father’s advice that he was 'too honest' to work in sales, Ian started as a Sales Engineer with AuCom Electronics in 1994. After a wide-ranging career, he developed the model for sales growth that's the basis for this course. He completed a Bachelor of Applied Management (Sales and Marketing) and formed A.P.E Consulting in 2016.
As Ian Cartwright Sales Coaching, Ian works with local and international companies, helping them learn to grow sales by solving problems for their customers. He's formulated online courses and runs workshops on the 6 Fundamentals of Sales.
In his spare time, Ian is a songwriter and rhythm guitarist for The Late Starters, whose sound has been described as 'an enjoyable nostalgic trip into the future'.
This course is ideal for
- Those new to B2B sales
- Owners of small to medium businesses
- Marketing professionals
- Anyone in a sales-related role
What you'll learn
- How to manage your customer relationships more effectively
- Increase your sales success
- Better understand your market and potential targets
This course includes
- 6 Modules
- Course workbook with feedback provided
- Learner discussion forums
- Audio and video – Closed caption English transcripts available
