B2B Sales
Sell to business buyers: lead generation, decision makers, discovery, proposals, negotiation, procurement, closing and account management.
Level & requirements
Strengthen your skills and work more independently.
- Required experience
- Some hands-on experience or completion of the beginner and junior courses.
- Prerequisites
- None — you can start today.
- Career roles this supports
- Marketing Specialist
Recommended next step — Professional level
Professional Sales →B2B Sales is a professional, project-driven course designed for career-focused learners. Across 36 lessons in 9 modules you build hands-on skills, complete practical exercises, and finish a real project that is assessed against professional standards.
What you will learn
- Generate and manage B2B leads
- Navigate decision makers and procurement
- Write proposals and negotiate
- Manage accounts for growth
Curriculum
B2B Sales
How B2B differs · The B2B cycle · Long sales cycles · Buying committees
- Lessons are being published.
Lead Generation
B2B lead sources · Outbound and inbound · Targeting · Lead quality
- Lessons are being published.
Decision Makers
Stakeholder mapping · Champions and blockers · Influencers · Executive access
- Lessons are being published.
Discovery
Business discovery · Needs and drivers · Cost of inaction · Proof and value
- Lessons are being published.
Proposal
Structuring proposals · Value and ROI · Pricing · Proposal follow-through
- Lessons are being published.
Negotiation
B2B negotiation · Terms and conditions · Legal considerations · Concessions
- Lessons are being published.
Procurement
The procurement process · RFPs · Evaluation · Working with procurement
- Lessons are being published.
Closing
Closing B2B deals · Contracts · Sign-off · Handover
- Lessons are being published.
Account Management
Onboarding · Growth and expansion · Renewals · Account planning
- Lessons are being published.
Requirements
- No prior experience required
- A computer with internet access
- Commitment to the practical project