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

Session 1. Understanding Clients & Their Pain Points

Session 1. Understanding Clients & Their Pain Points

Session 1. Understanding Clients & 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 & Their Pain Points

Session 1. Understanding Clients & 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 (3 cases)
MasterMind about objections - analysis of a real sales case

Session 3. Follow-ups: Logic & Strategy

Session 1. Understanding Clients & Their Pain Points

Session 4. Follow-ups: complex situations

Why C-level executives don't respond
Types of follow-ups: LinkedIn, Emails, Calls
Multi-channel strategy
Smart 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 tough to keep following-up
When it's time to stop following-up a particular client
Creativity in your follow-up strategy- is it appropriate in B2B?
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
How to be prepared, analysis
Stats, examples of effective phrases

Session 6. B2B Calls: in-depth analysis

Session 5. B2B Calls: structure and confidence

Session 5. B2B Calls: structure and confidence

How to handle objections
Mistakes you don’t want to do
Chameleon dosage & confidence
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

Session 7. Negotiations, proposals, RFPs, and contracts

Session 7. Negotiations, proposals, RFPs, and contracts

Session 7. Negotiations, proposals, RFPs, and contracts

Psychology of negotiations with C-level international tech companies
Estimations & proposals
Your role in RFPs, RFIs fulfillment
Most common contractual concerns C-level executives have in IT partnerships with vendors
How to negotiate and get your terms, examples from practice - healthy compromises

Session 8: F2F meetings and conferences

Session 7. Negotiations, proposals, RFPs, and contracts

Session 7. Negotiations, proposals, RFPs, and contracts

Why meet at client offices and how to do it
Examples of successful offline visits
Conference formats: pros & cons
Preparation and behavior
Effective aftermath actions

Session 9. AI vs. Your Thinking

Session 7. Negotiations, proposals, RFPs, and contracts

Session 10. Senior Sales: thinking and strategy

Where AI is truly effective
Where you can't replace yourself
Quality personalization techniques, combined with AI
Statistics to consider
AI + Human thinking = quality strategy

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
Sales roles and responsibilities
Self-management + management of other salespeople
Reasons of terminations
Metrics and activities for sales
MasterMind

Session 11. Brainstorming + guest session

Session 10. Senior Sales: thinking and strategy

Session 11. Brainstorming + guest session

MasterMind and a Role-play - depends on the needs of the attendees of the course, and TBD additionally
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