B2B Sales Mastery
22-23 January 2025
UPCOMING CLASS
22-23 January 2025
OVERVIEW
This comprehensive B2B Sales Mastery course is designed to equip you with the skills needed to excel in the dynamic world of B2B IT sales. You'll dive deep into understanding diverse B2B IT environments and their impact on customer needs. The course covers analysing industry trends, identifying key factors in varied operating environments, and assessing customer business models for tailored IT sales strategies.
You'll learn to evaluate the suitability and customization options for B2B IT solutions, matching product features with customer requirements. Through case studies, you'll explore successful B2B IT solution customizations and develop strategies for varied customer accounts.
The course emphasises customer relationship management excellence, teaching you frameworks for effective B2B relationship management and long-term customer engagement. You'll learn to determine B2B customer needs and expectations through comprehensive feedback analysis and tailor engagement strategies accordingly.
We'll cover insights into B2B IT product sales cycles, client profiles, and performance trends. You'll develop skills in designing future-proof IT solutions that address current and future customer requirements. The course also focuses on B2B sales strategies for new and existing clients, teaching techniques for upselling and cross-selling using custom solutions.
You'll master negotiation techniques for IT sales success and learn to manage a portfolio of B2B IT customer accounts effectively. The course covers techniques for measuring the impact of account management on business outcomes and analysing sales performance.
Finally, you'll learn methods for measuring B2B customer satisfaction and designing Key Performance Indicators (KPIs) for customer satisfaction in sales engagement. The course will teach you how to incorporate this feedback into a continuous sales improvement process, ensuring long-term success in your B2B IT sales career.
TARGET LEARNERS
his course is targeted at account managers, sales executives, business development managers, client relationship managers, IT solutions consultants, and sales team leaders, including professionals looking to transition into these roles.
PRE-REQUISITES
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21 years and above
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At least one month work experience in a sales capacity
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Speak, write, listen and read English at a proficiency level not lower than the Workplace Literacy (WPL) Level 6, and at a Workplace
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Numeracy Level 5
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At least a diploma or equivalent
Learning Outcomes
Analyse the B2B IT market to devise a customised sales strategy document for a list of diverse customer accounts.
Develop a customer-centric engagement plan document by analysing feedback and customising service approaches for specific B2B customers.
Design a comprehensive B2B IT solution proposal that integrates client profiles, product sales cycles, and business context needs for given case studies.
Devise a strategic sales enhancement plan to improve B2B IT sales through expanded client relationships and targeted solutions.
Create an account management portfolio demonstrating effective negotiation techniques and organisational viability metrics for a set of B2B IT accounts.
Evaluate the business impact of B2B IT account management activities by producing a detailed analysis report using performance metrics and assessment techniques.
Integrate customer satisfaction feedback into B2B IT sales strategies by designing a measurement and implementation plan aligned with key performance indicators.
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Course Fee
S$1000 per participant (excl. GST)
Self-Sponsored
Course Fee
$1000 (Excl. GST)
50% funding by
SkillsFuture Singapore (Baseline)
$500
GST
$90
Amount Payable
$590
Eligible for SkillsFuture Credits
Up to 100% of Course Fee* Subject to SkillsFuture Credit Availability
*Singapore Citizens aged 25 and above can offset the course fee using their SkillsFuture Credit
*NTUC members enjoy 50% unfunded course fee support for up to $500 each year for courses supported under UTAP.
Company-Sponsored
Course Fee
$1000 (Excl. GST)
70% funding by
SkillsFuture Singapore
(Enhanced Training Support for SMEs)
$300
GST
$90
Amount Payable
$390
Additional Support via Absentee Payroll
$4.50/hr, capped at $100,000/enterprise / year
**SME Eligibility Criteria
- Registered or incorporate in singapore
- At least 30% local shareholding by singapore citizens or PRs
- Employment size of not more than 200 (at group level) or with annual sales
turnover (at group level) of not more than $100 million
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Eligible companies can also claim 90% out-of-pocket expense with SkillsFuture Enterprise Credit (SFEC)
Additional Notes:
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Lessons will be conducted in English. Participants are expected to be able to read and write in basic English.
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Participants are required to bring their own laptop that can connect to the internet for access to the online class and course materials.
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In line with our environmentally friendly practices, we will not be providing printed course materials to reduce paper waste.
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Upon successful completion of the course, the participant will receive a certificate issued by ClickAcademy Asia Pte Ltd.
Click here to read our Withdrawal & Refund Policy.
Disclaimer: ClickAcademy Asia reserves the right to change the course instructor without prior notice. The course instructor will be finalised and informed to the registered participants at least 1 working day before the course commencement date.
About The Instructor
Michael Ho is a seasoned B2B business leader with more than 30 years of corporate working experience with two major U.S. multinational companies. He has built high-performing sales teams, driven substantial business growth, and nurtured lasting customer relationships.
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Michael is passionate about upskilling sales professionals and has led numerous workshops on practical strategies and real-world applications for sales success. His workshops cover key areas such as:
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Customer-Centric Selling
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Salesforce Management
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Negotiation and Objection Handling
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Key Account Management
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Inside Sales Training
Michael holds an MBA in Strategic Marketing from the University of Hull in the UK and is certified as a WSQ Trainer (ACTA) and Curriculum Developer (DACE) by Singapore's Workforce Development Agency (WDA).
ABOUT CLICKACADEMY ASIA
ClickAcademy Asia is a premier training academy focusing on executive education for professionals in the fields of digital marketing, sales & marketing, and communications.
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ClickAcademy Asia training covers Singapore, Malaysia, Indonesia, Vietnam, India, Thailand, Australia and Hong Kong. The academy has conducted digital marketing workshops for participants from over 30 countries worldwide. To date, ClickAcademy Asia has trained over 13,000 PMEBs (professional, managers, executives and businessmen) and 6,000+ local and global companies (including NGOs and Government agencies).
ClickAcademy Asia was established in the year 2011. The academy is the leading practitioners’ digital marketing academy and is also the official Google Partner Academy in Singapore and Malaysia.
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The academy provides training and certification on Google Ads, Google Analytics, Mobile Advertising and YouTube Video Advertising. ClickAcademy Asia is also the training provider for the Go Global programme led by Google (2015-2018), 2017 Google Ignite (Malaysia) , Google Elevator (Singapore and Malaysia) program and 2019 Mahir Digital Bersama Google (Malaysia).