Training for B2B

export sales specialists

This course is intended to educate export sales specialists how to use a wide range of digital marketing tools, messengers and Social Media in order to find your customers and boost sales.

1. How to find your customers in Internet

who are your “target customers” and how to identify them properly;
Social Media;
forums, websites, databases
online bulletin boards;
special user’s software for target customers search;

2. Getting to know your prospects and preparing for negotiations

Social media research;
Automated text analysis;
Competitors research;

3. How to attract new customers: prepare your Unique Selling Proposal

how to highlight your competitive advantage
principles of content writing and design;
how to make it look beautiful;
how to engage new customers online;

4. Methods of negotiations

Camp method: ask questions properly and find out demands of new customers;
SPIN method for B2B sales: find decision-makers on mid-level management in large companies and persuade them;
getting to know key decision drivers amongst decision makers
handling objections and persuading;
overcoming corporate barriers (secretary, refusals, bureaucracy, no response)
negotiating by phone (on Skype, Zoom, Ding etc.). Cold and warm calling.
collect successful experience of selling methods in your department;

5. Long-term customers’ relationship management

CRM software
news, emails etc.
discounts, promotion and loyalty programs;
maintaining relations with key customers / decision takers;

6. Cultural and behavioral specifics of different regions:

USA and Canada;
European Union;
Russia and CIS;

Send a message to discuss details