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ISM Endorsed B2B and Social Selling in the New Normal - Virtual Learning

ISM Endorsed B2B and Social Selling in the New Normal - Virtual Learning

Why Attend

In B2B sales, a consultative approach to selling is becoming more critical. That's because the way people buy has changed. Dramatically. With buyers controlling the buying process, trying to exert pressure on them does not work. It often backfires because while the buyers want to buy, they want to be kept from being sold to. This course will show sellers the right way to sell face-to-face and how to use tools for social selling. By combining physical and digital selling strategies, sellers can do well and increase sales in either format. Add-on topics such as handling sales conversations, crafting sales stories, team selling, and using digital platforms to get things done are only a few items on the menu. 

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Course Methodology

This highly interactive course uses exercises, videos, case studies, and self-assessments. You will be constantly engaged in experimental group and individual activities, allowing you to test and apply your learning immediately. 

Course Objectives

By the end of the course, participants will be able to:

  • Enhance the success of their business by selling with confidence and dealing with market challenges 
  • Use a disciplined sales process to foster value creation and excellent business relationships with customers
  • Harness the execution of the sales process to consolidate efforts and optimize sales results
  • Demonstrate professional skills and abilities in using virtual selling to reduce prospecting costs and increase effectiveness
  • Apply best practices in B2B selling by understanding the critical role of social selling and its tools in the new normal
Target Audience

Senior salespeople and professionals with basic selling skills and concepts seeking a deep dive into corporate selling in the new normal to enhance their careers and meet market challenges

Target Competencies
  • B2B selling process
  • Social selling 
  • Lead generation 
  • Virtual selling techniques
  • LinkedIn networking and optimization 

ISM Endorsed 

Course Outline
  • B2B Selling in the New Normal     
    • Definitions of personal selling
    • Competencies of a high-performing salesperson
    • Fixed versus growth mindset 
    • Critical sales skills for the New Normal 
  • The B2B Consultative Selling: Features and Process    
    • The new five sales rep profiles
    • Mastering the selling process
    • Auditing the selling process
    • Assessment: The sales diagnostic questionnaire
  • Zeroing In: The Main Phases in B2B Selling
    • Phase 1: Preparation 
      • Identifying the customer pain points
      • Targeting and filtering prospects
    • Phase 2: Contact 
      • Qualifying accounts
      • Mastering sales conversations
      • Creating sales stories
      • Preparing winning sales presentations
      • Handling objections
    • Phase 3: Maintenance   
      • Sources of customer trust
      • Twenty retention strategies
  • Pivoting to Virtual Selling
    • The “New Normal” selling landscape
    • Setting up your virtual workspace
    • Managing the call execution 
    • Mastering interpersonal communication
    • Meeting management techniques 
    • The virtual selling checklist
  • Social Selling in the New Normal
    • Social selling: A definition
    • Four pillars of social selling
    • Steps for creating a social selling plan 
    • B2B social selling tools and applications
Institute of Sales Management (ISM)

Meirc is a recognized center and an endorsed training partner for the Institute of Sales Management (ISM*). This endorsement is a badge of recognition for the high quality sales and marketing training courses offered by Meirc Training & Consulting. Upon successfully completing any of these courses, participants will be awarded an ISM Certificate in addition to the certificate they receive from Meirc Training & Consulting.

*ISM is the UK’s largest professional body for salespeople and is the authoritative voice of selling and the custodian of sales standards, ethics and best practice. The core mission of the ISM is to promote standards of excellence in sales and sales management and enhance the prestige, integrity and profile of the sales profession as a whole and to inspire sales and marketing personnel to greater heights of achievement. ISM qualifications are vocationally-related, globally-recognized and are overseen by the UK government’s regulator Ofqual so you can be sure they meet the highest standards.

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Schedule & Fees
Face-to-Face Courses

This course is also offered in face-to-face courses, click on the course below.