B2B sales are increasingly complex and complexity and global expression sales, the following questions arise questions arise: Does a B2B sales strategy different from a B2C strategy? How can
maximise it?
Master the B2B Sales process in all its phases;
Create proposals which add value for all parties;
Master the use of digital tools in B2B sales;
Design a B2B sales plan, including the operational dimension.
Achieve a sales team equipped with up-to-date, sophisticated tools that are capable of creating value for the organisation in B2B sales;
The integrated and effective incorporation of digital tools in B2B sales, with the aim to increase the reach and the results;
The development of people capable of managing the entire sales process, ranging from strategy to operations.
General Managers
Sales Directors
Marketing Directors
Account Managers
Business Development Managers
Sales Managers
Salespeople
The B2B Sales Performance programme answers these questions and others that arise from the growing complexity of business-to business (B2B) sales. (B2B - Business to Business) - in a multi-stakeholder process where stakeholders and where trust is fundamental in a people to people business. Throughout the programme, the goal of increasing sales is always present, by increasing volume, but also by making purchases predictable by establishing recurring relationships.
The programme offers an insight into the various stages of the business-to-business sales process:
- Alignment between Marketing and Sales;
- The role of Digital (Social Selling);
- Understanding multiple stakeholders in a more complex process;
- Value-orientated negotiation in a more complex purchasing profile profile.
The Programme that responds to the growing complexity in Business-to-Business sales, in a process involving multiple stakeholders, where building trust is fundamental, in a business of people for people.
It is a super complete programme! I feel much better prepared for customer relations and strategic alignment with the organisation and team!
It covers all the relevant topics of B2B selling, including buyer and seller profiles, leadership, digital selling and sales team management. The teachers' sharing of knowledge and experience with the group and the excellent dynamics generated among the participants are also a great asset.
A unique educational offer, which pays special attention to the sales process in driving the best performance
This is a very dynamic programme, ranging from Strategy and Communication to Operations and Sales, providing a great overview of sales in the B2B sector.
What a fantastic experience. It's not easy to have access to quality further education at this level in B2B sales.
The excellent faculty acted as the perfect bridge between the real economy and the academic world. It’s wonderful to have access to such rich information, which is key in any company that has salespeople and B2B sales.
A very pragmatic programme, which leverages the careers of Salespeople and Sales Directors
A very complete education, which practically synthesises the B2B sales world perfectly. The faculty prepare the sessions meticulously, which are very dynamic.
This amount includes:
Applications should be submitted by filling in the online form on the respective page of each programme. The following documents are required: an updated CV and/or link to the applicant’s Linkedin page. On average the decision of the coordination team takes 8 to 15 working days after the submission of the complete documentation.
Ideally up to one week before the start of the Programme, although you can enrol later should places still be available.
No. There is no fee for the submission of an application. You will only be asked to pay a registration fee to secure your place in the programme after being admitted to the Postgraduate or MBA programmes.
Attendance is not controlled for the Postgraduate Programmes. However participants are obliged to attend at least 80% of lectures of the Executive Programmes.
There are various discounts: alumni discounts, discounts for professionals covered by agreements established between ISEG Executive Education and their Employer, prompt payment discounts, and discounts contemplated in our sales policy. For further information, you should contact the Programme Advisor of the respective programme. Discounts cannot be accumulated, with the exception of prompt payment discounts.
ISEG is located in Lisbon, next to the Assembly of the Republic parliament building. It is accessible by the following public transport: Metro (Underground) - Yellow line to Rato station Buses 727 and 706; Train – get off at Santos station; and, finally, Tram No. 18. If you come by car, you can park in ISEG’s on-campus car park.
ISEG Executive Education is a training entity certified by DGERT, being the courses exempt of VAT and eligible as education expenses, if you enroll individually, and counting as training hours, if you enroll through your company, under the article 78.º-D, of the CIRS Code.
Contact our Program Advisor for clarification and further advice.
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