What B2B sales training covers
B2B sales training helps sellers, partners and advisers handle the conversations that move an opportunity forward. Depending on the roles in your team, a programme can cover:
- Qualification: need, decision process, alternatives and timing.
- Discovery: asking questions that clarify the client's situation and priorities.
- Explaining value and fees.
- Proposals that set out the client's requirements, scope and next steps.
- Prospecting, negotiation and strategic account management.
- Sales management and coaching for accountability, for the people who lead sellers.
Delivered under licence from RAIN Group
Training is delivered under licence from RAIN Group, a sales training and performance improvement firm. Christopher Carey is a RAIN Group Certified Facilitator and delivers the programme personally, so the person running the sessions also understands your business, your pipeline and your competitive position.
RAIN Group reports that its curriculum has been used by hundreds of thousands of salespeople, managers and professionals in more than 96 countries. It is built from a library of more than 85 modular learning blocks, and a programme is assembled from these blocks to match the roles in your team rather than following a fixed course.
Format and follow-up
Delivery combines pre-work and micro-learning, live virtual or in-person sessions focused on practice and feedback, on-the-job application assignments and structured coaching. A 90-Day Sales Achievement Challenge follows the training so that new skills become habits rather than a one-off event.
Sessions can run in person at your office in Sydney, or online for teams elsewhere in Australia. Agree any follow-up sales coaching or manager-led reviews as part of the scope.
Sales training by sector
Professional services
For accounting, advisory and legal teams, the examples focus on scoping engagements, introducing other services when they are relevant and deciding when an opportunity is ready for a proposal. See sales training for professional services.
Insurance and financial services
For brokers, advisers and business development teams, the focus is discovery, explaining value, renewal conversations and managing opportunities. It is sales skills training and does not replace required qualifications or compliance training. See sales training for insurance and financial services.
Before you book training
Training helps when people need new skills. If deals are stalling for other reasons, such as unclear qualification rules or weak pipeline reviews, a sales process audit may be the better first step. The coaching, training or audit guide helps you decide.
Fees and timing
Fees are quoted after a discovery call. The proposal sets out the work, the people involved, the timing and the fee. Any ongoing support is agreed separately.
Questions about B2B sales training
Where is the training delivered?
In person at your office in Sydney, or online for teams across Australia.
Is it a standard course?
No. Programmes are assembled from RAIN Group's modular curriculum to match the roles in your team, with examples agreed around your work.
What happens after the sessions?
A 90-Day Sales Achievement Challenge follows the training, and follow-up coaching can be included in the scope.
How much does sales training cost?
Fees are quoted after a discovery call, based on the group, the format and the follow-up included.
Discuss a training programme
Email Christopher with a short description of your team and what you need help with. Arrange a conversation.