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B2B Sales Performance

Increase the Effectiveness of your Strategy

  • 5th Edition
  • 64 hours
  • April, 5th - May 25th, 2024
  • 2750 €
  • Fridays from 3 pm to 7 pm and Saturdays from 9 am to 1 pm
  • Lisbon, Portugal
What would you like to see?

Course overview

Design commercial strategies for a complex, multi-stakeholder sales process in order to create value and increase the forecast sales.


Benefits for You

  • 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.

Benefits for the Company

  • 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.

For whom

  • General Managers

  • Sales Directors

  • Marketing Directors

  • Account Managers

  • Business Development Managers

  • Sales Managers

  • Salespeople

Programas Exercutivos B2B SALES 20
Executive Program in

B2B Sales Performance

The programme provides an up-to-date overview of all phases of a B2B sales process, reviewing concepts and learning about sophisticated methodologies and tools, with the aim of developing robust commercial strategies that meet the needs of multiple stakeholders.


A programme oriented towards the practical application of tools in the day-to-day lives of participants

B2B Sales Performance is a programme oriented towards the practical application of tools for the day-to-day lives of participants, and accordingly it employs theoretical-practical sessions, together with practical examples, role-plays, and case discussions.

Role Plays
Role Plays
Discussao Casos
Case Discussions
Exemplos Praticos
Practical Examples
Sessoes Teorico Praticas
Theoretical-practical sessions
01 / 04
Iseg Video Thumbnail B2b
Experts in the Field


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.

Andreia Jotta Foto Site

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.

Andreia Jotta , Yunit Consulting, Director of Marketing & Partnerships
Duarte Miguel Filipe

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.

Duarte Miguel Filipe , Business Development Manager & Sales Specialist, AXIANS Portugal
Miguel Xavier

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.

Miguel Xavier , Sales Consultant, LIMEPORT
Cipriano Lomba

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.

Tomé Beato , Account Executive, Integrity S.A.
01 / 04

B2B Sales Performance

See summary of all information.
  • Face-to-face
  • 64 Hours
  • September a October, 2024
2.750 €

This amount includes:

  • Access to a platform where supporting documentation will be made available in digital format
  • Welcome kit
  • Coffee-breaks
  • Reserved parking in the ISEG car park
  • Final diploma of program

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.

DGERT Certification

Pedro Carvalho 3576

More information

Contact our Program Advisor for clarification and further advice.


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