Course Overview

B2B Sales (30h) হলো একটি Practical & Career-Focused Course, যেখানে business-to-business sales-এর complete process এবং professional selling skills শেখানো হবে।

এই course-এ Lead Generation, Prospecting, Account Research, Decision-Maker Identification, Needs Analysis, Solution Selling, Sales Presentation, Proposal, Negotiation, Objection Handling, Closing, Follow-Up, CRM এবং Account Management শেখানো হবে।

Practical Exercises-এর মাধ্যমে learners একটি professional B2B Sales Pipeline তৈরি, deals close এবং long-term client relationships manage করার দক্ষতা অর্জন করবে।

What You Will Learn

✔ B2B Sales Fundamentals
✔ B2B vs B2C Sales
✔ B2B Sales Cycle
✔ Ideal Customer Profile (ICP)
✔ Target Account Identification
✔ Lead Generation
✔ B2B Prospecting
✔ Account Research
✔ Decision-Maker Identification
✔ Stakeholder Mapping
✔ Cold Calling
✔ Cold Emailing
✔ LinkedIn Prospecting
✔ Lead Qualification
✔ Discovery Calls
✔ Consultative Selling
✔ Solution Selling
✔ Needs Analysis
✔ Value Proposition
✔ B2B Sales Presentation
✔ Proposal & Quotation
✔ Objection Handling
✔ B2B Negotiation
✔ Deal Closing
✔ Follow-Up
✔ CRM Management
✔ Account Management
✔ Client Retention
✔ Upselling & Cross-Selling
✔ Sales Pipeline Management
✔ B2B Sales KPIs

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Course Curriculum

Module 1 — B2B Sales Fundamentals

• What is B2B Sales?
• B2B vs B2C Sales
• B2B Sales Characteristics
• Types of B2B Sales
• B2B Sales Roles
• Sales Executive vs Business Development Executive
• B2B Sales Cycle
• Complex Sales Process
• Relationship-Based Selling
• Common B2B Sales Challenges

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Module 2 — Ideal Customer Profile & Target Accounts

• What is an Ideal Customer Profile (ICP)?
• Defining Target Businesses
• Industry Selection
• Company Size
• Business Location
• Revenue & Business Potential
• Customer Needs
• Buying Capacity
• Account Segmentation
• Building a Target Account List

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Module 3 — B2B Lead Generation

• B2B Lead Generation Fundamentals
• Inbound vs Outbound Leads
• Organic Lead Generation
• Paid Lead Generation
• Referral Leads
• Networking
• LinkedIn Lead Generation
• Website Lead Generation
• Email Lead Generation
• Building a B2B Prospect Database

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Module 4 — B2B Prospecting

• What is Prospecting?
• Account Research
• Finding Decision-Makers
• Contact Research
• Cold Calling
• Cold Emailing
• LinkedIn Outreach
• Personalized Outreach
• Prospecting Sequences
• Follow-Up Strategy
• Prospecting KPIs

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Module 5 — Decision-Makers & Stakeholder Mapping

• Understanding B2B Buying Committees
• Economic Buyer
• Decision Maker
• Influencer
• User
• Procurement
• Finance Stakeholder
• Technical Stakeholder
• Stakeholder Mapping
• Identifying Internal Champions
• Managing Multiple Stakeholders

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Module 6 — Lead Qualification

• Why Lead Qualification Matters
• Qualified vs Unqualified Leads
• BANT Framework
• Budget
• Authority
• Need
• Timeline
• Lead Scoring
• Qualification Questions
• Identifying High-Potential Accounts
• Sales Qualification Process

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Module 7 — Discovery & Needs Analysis

• What is a Discovery Call?
• Building Rapport
• Asking Effective Questions
• Open-Ended Questions
• Probing Questions
• Understanding Business Problems
• Identifying Pain Points
• Business Goals
• Current Solutions
• Cost of the Problem
• Identifying Buying Motivation

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Module 8 — Consultative & Solution Selling

• What is Consultative Selling?
• Solution Selling
• Product vs Solution
• Customer-Centric Approach
• Connecting Problems with Solutions
• Value Proposition
• Business Benefits
• ROI Communication
• Personalized Solutions
• Building Customer Trust

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Module 9 — B2B Sales Presentation

• Preparing a Sales Presentation
• Understanding Customer Context
• Presentation Structure
• Problem
• Solution
• Benefits
• Differentiation
• Proof & Case Studies
• ROI
• Demo Basics
• Handling Questions
• Professional Presentation Skills

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Module 10 — Proposal & Quotation

• What is a B2B Proposal?
• Proposal Structure
• Executive Summary
• Customer Problem
• Proposed Solution
• Scope of Work
• Pricing
• Timeline
• Terms & Conditions
• Quotation Basics
• Proposal Follow-Up

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Module 11 — B2B Objection Handling

• Understanding Sales Objections
• Price Objections
• Budget Objections
• Competitor Objections
• Timing Objections
• Trust Objections
• Technical Objections
• Procurement Objections
• “Send Me an Email”
• “We Already Have a Supplier”
• “We Need to Discuss Internally”
• Objection Handling Framework

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Module 12 — B2B Negotiation

• B2B Negotiation Fundamentals
• Negotiation Preparation
• Understanding Customer Priorities
• Price Negotiation
• Discount Management
• Value-Based Negotiation
• Terms Negotiation
• Payment Terms
• Contract Negotiation Basics
• Win-Win Negotiation
• Protecting Business Margins

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Module 13 — Deal Closing

• Understanding the B2B Buying Process
• Buying Signals
• Decision Readiness
• Trial Close
• Commitment Questions
• Next-Step Closing
• Proposal Approval
• Procurement Process
• Contract Signing
• Handling Last-Minute Objections
• Closing Without Pressure

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Module 14 — CRM & Sales Pipeline Management

• What is CRM?
• CRM Fundamentals
• Lead Management
• Contact Management
• Account Management
• Sales Pipeline
• Deal Stages
• Sales Activities
• Follow-Up Scheduling
• Pipeline Forecasting
• CRM Best Practices

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Module 15 — Account Management & Client Retention

• B2B Account Management
• Building Long-Term Relationships
• Customer Success Basics
• Client Communication
• Customer Satisfaction
• Retention Strategy
• Renewal Management
• Upselling
• Cross-Selling
• Referral Opportunities
• Strategic Account Development

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Module 16 — B2B Sales KPIs & Performance

• Sales Targets
• Pipeline Value
• Lead-to-Opportunity Conversion
• Opportunity-to-Customer Conversion
• Win Rate
• Average Deal Size
• Sales Cycle Length
• Customer Acquisition Cost
• Revenue
• Retention Rate
• Sales Forecasting
• Performance Tracking

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Practical B2B Sales Exercises

Course-এর practical sessions-এ real-world B2B sales scenarios practice করা হবে।

📋 Account Research

• Target Company Research
• ICP Matching
• Decision-Maker Identification
• Stakeholder Mapping

📞 Cold Calling Practice

• Opening Script
• Qualification Questions
• Discovery Questions
• Handling Rejection
• Booking a Meeting

📧 B2B Email Practice

• Cold Email Structure
• Personalized Outreach
• Follow-Up Email
• Meeting Request

💬 Discovery Call Practice

• Business Problem Identification
• Need Discovery
• Pain Point Analysis
• Qualification

🎤 Sales Presentation

• B2B Solution Presentation
• Value Proposition
• ROI Communication
• Handling Questions

🤝 Negotiation Practice

• Price Negotiation
• Discount Request
• Payment Terms
• Win-Win Negotiation

✅ Closing Practice

• Buying Signals
• Next-Step Closing
• Proposal Follow-Up
• Deal Closing

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Course Features

✅ 30 Hours Professional Training

✅ বাংলা + English Explanation

✅ B2B Sales Fundamentals

✅ ICP & Target Account Research

✅ Lead Generation

✅ B2B Prospecting

✅ Cold Calling

✅ Cold Emailing

✅ LinkedIn Prospecting

✅ Decision-Maker Identification

✅ Stakeholder Mapping

✅ Lead Qualification

✅ Discovery Calls

✅ Consultative Selling

✅ Solution Selling

✅ Sales Presentation

✅ Proposal & Quotation

✅ Objection Handling

✅ B2B Negotiation

✅ Deal Closing

✅ CRM & Pipeline Management

✅ Account Management

✅ Client Retention

✅ Upselling & Cross-Selling

✅ B2B Sales KPIs

✅ Practical Role-Play

✅ Real-World B2B Scenarios

✅ Instructor Support

✅ Class Recording (যদি প্রযোজ্য হয়)

✅ Certificate of Completion (যদি প্রদান করা হয়)

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Who Can Join?

• B2B Sales Executives
• Business Development Executives
• Sales Representatives
• Account Executives
• Account Managers
• Business Development Managers
• Sales Managers
• Entrepreneurs
• Business Owners
• Startup Founders
• SaaS Sales Professionals
• IT Sales Professionals
• Corporate Sales Professionals
• Freelancers
• Consultants
• Freshers interested in B2B Sales

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After Completing This Course

এই course শেষ করার পর আপনি—

• B2B Sales এবং B2C Sales-এর difference বুঝতে পারবেন।
• Ideal Customer Profile (ICP) তৈরি করতে পারবেন।
• Target companies identify ও segment করতে পারবেন।
• Decision-makers ও key stakeholders identify করতে পারবেন।
• B2B lead generation ও prospecting করতে পারবেন।
• Cold Calling, Cold Email এবং LinkedIn Outreach-এর fundamentals ব্যবহার করতে পারবেন।
• Leads qualify করার জন্য BANT-এর মতো frameworks ব্যবহার করতে পারবেন।
• Effective Discovery Call পরিচালনা করতে পারবেন।
• Customer-এর business problem ও pain points identify করতে পারবেন।
• Consultative এবং Solution-Based Selling করতে পারবেন।
• Professional B2B Sales Presentation তৈরি করতে পারবেন।
• Proposal ও Quotation-এর structure বুঝতে পারবেন।
• Price, Budget, Competitor এবং Timing objections handle করতে পারবেন।
• B2B negotiation-এর মাধ্যমে value communicate করতে পারবেন।
• Deal closing ও next-step management করতে পারবেন।
• CRM ব্যবহার করে Sales Pipeline manage করতে পারবেন।
• Existing clients-এর সঙ্গে long-term relationship maintain করতে পারবেন।
• Upselling ও Cross-Selling opportunities identify করতে পারবেন।
• B2B Sales KPIs track এবং sales performance analyze করতে পারবেন।