B2B Sales Fundamentals

The 6 Fundamentals of Sales

If you're not sure where to start building out your sales capability, this B2B Sales Fundamentals course will help you lay a solid foundation. Learn the 6 fundamental cornerstones you need to solve more problems for your customers more of the time.

Developed by Ian Cartwright.

 

Overview

Lots of people start work in a Business to Business (B2B) sales role without a clear understanding of what's required of them. You might lack a clear, strategic, practical approach.

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 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
    • How to increase your sales success
    • How to better understand your market and potential targets

Course outline

Module 1: Knowing what you do
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.

Upon successful completion of the course you will be issued a digital badge to recognise your learning achievements. This can take up to 2 months to be delivered after the marking and feedback period.  

Requirements

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.

Minimum enrolment threshold

Please note: Tuihono UC | UC Online has a minimum enrolment threshold that must be met to enable opportunities for interaction, discussion, and feedback. If the minimum number of enrolments required for a course is not met, enrolled students will be given the option to defer their enrolment to the next course date, or receive a refund. 


Our people

Ian

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'. 

Please note: our academic team develop and present video content within their courses, but are not always the course facilitator. The course facilitator will engage with learners in the course forums, answer queries and mark assignments.