12 sessions x 1,5 hour: Tuesday & Thursday, 18:00

Session 1. Understanding clients and their pain points

Session 1. Understanding clients and their pain points

Session 1. Understanding clients and their pain points

Types of deals
Ways to get customers
Titles and responsibilities of real Decision Makers
What drives the leaders of global tech companies
How to get to effective dialogues with C-level
+ Stats and examples

Session 2. Psychology of objections

Session 1. Understanding clients and their pain points

Session 1. Understanding clients and their pain points

Different types of objections in IT-B2B
How to overcome a refusal received from C-level
When to overcome, and when to step back
Practical examples (5 cases)
MasterMind about objections - analysis of a real sales case

Session 3. Follow-ups: logic and formats

Session 1. Understanding clients and their pain points

Session 4. Follow-ups: complex situations

Types of follow-ups: LinkedIn, Emails, Calls
Why C-level executives don't respond
Multi-channel strategy
Regularity of your follow-ups
Quality and content of your follow-ups
Mistakes to be avoided
MasterMind of a real sales case about follow-ups that worked

Session 4. Follow-ups: complex situations

Session 5. B2B Calls: structure and confidence

Session 4. Follow-ups: complex situations

When it's time to stop following-up a particular client
Creativity in your follow-up strategy- is it appropriate in B2B?
Following-up on "unpleasant matters"
MasterMind of a real sales case - extended follow-ups that led to a deal

Session 5. B2B Calls: structure and confidence

Session 5. B2B Calls: structure and confidence

Session 5. B2B Calls: structure and confidence

Types of business (sales) calls in IT
Structure of a successful business call with C-level executives
Right chameleon dosage
How to be remembered as a trusted professional
How to increase self-confidence

Session 6. B2B Calls: complex situations

Session 5. B2B Calls: structure and confidence

Session 5. B2B Calls: structure and confidence

How to handle atypical situations
Mistakes you don’t want to do
Questions C-level ask and you have to know how to answer - stats based on 1000 Business calls in IT Sales
Role-play of B2B calls in pairs, based on real cases and customer questions

Session 7. Negotiations and contracts

Session 8: F2F meetings and conferences

Session 8: F2F meetings and conferences

Psychology of negotiations with C-level international tech companies
How to negotiate and get your terms - examples from practice!
Limits of compromise
Most common contract issues C-level executives have in IT partnerships

Session 8: F2F meetings and conferences

Session 8: F2F meetings and conferences

Session 8: F2F meetings and conferences

Why meet at client offices and how to do it
Examples of successful offline visits
Conference formats: pros & cons
Preparation and behavior
Eфективні післядії конференцій

Session 9. AI vs. Your Thinking

Session 8: F2F meetings and conferences

Session 10. Senior Sales: thinking and strategy

Where AI is truly effective
AI application examples and tips
Where you can't replace yourself
Quality personalization techniques, combined with AI
Examples from practice

Session 10. Senior Sales: thinking and strategy

Session 10. Senior Sales: thinking and strategy

Session 10. Senior Sales: thinking and strategy

How a real Senior Sales thinks
Time management and your responsibilities
Self-management + management of other salespeople
Building your own action strategy

Session 11. Brainstorming + guest session

Session 10. Senior Sales: thinking and strategy

Session 11. Brainstorming + guest session

MasterMind with analysis of 2 cases of team augmentation contracts or a Role-play - depends on the needs 0of the attendees of the course, and TBD additionally (after the Session 6)
Invited Guest (not yet disclosed)

Session 12. Q&A + individual feedback

Session 10. Senior Sales: thinking and strategy

Session 11. Brainstorming + guest session

Q&A
Providing individual feedback
Collecting feedback