Practical, modern, business sales training
For companies in Melbourne who need effective B2B sales training it’s important to ensure any training program is tailored to suit the requirements of your team and your business goals. Unlike transactional consumer sales, we know that to be successful in the business-to-business sector you need to build strong, ongoing relationships while growing revenue over time.
Our clients are often what we refer to as ‘expertise-based’ businesses operating across various manufacturing, distribution, and technical sectors. It’s not unusual for the sales team to include roles such as Technical Sales Specialist, BDM, Territory Manager, Account Manager, or even Branch Manager. And due to their focus on providing technical solutions and support, team members may not see themselves as ‘sales people’.
Conversational selling in Melbourne
Our trust-based, ethical sales approach helps your team truly understand each client’s business environment and uncover real opportunities within it. We like to think of it as ‘conversational selling’ as the focus of training is on developing professional sales communication skills and conducting effective sales conversations.
Your team learn how to grow their sales pipeline, become more strategic in their sales thinking, and develop stronger customer relationships along the way. We know success isn’t just about winning a sale today — it’s also about building partnerships that last.
Overall, the process of working with Stuart was seamless, easy and flexible when it needed to be! He was a great mentor and knew how to align his teaching method to each student. The tools he provided were simple to understand and he made the complex easy, whilst the learning across a number of online and in-person sessions was engaging for all.
Phillip Vo, Strategy & Growth Lead
Megantic
B2B sales training specialists
Unlike many other training providers we only work with sales teams operating in the business-to-business sector. We have a deep appreciation of the often long-standing customer relationships that your team may have. And our training is designed to enhance your teams effectiveness by developing a more strategic approach to driving sales revenue; increasing the sales capability of your team.
We also find that client teams are often viewed by their customers as ‘experts’ within their industry. Our goal with training is to maintain that expert status while incorporating a more structured approach to sales conversations. This, combined with their strong customer relationships is a powerful basis on which to build sales success.
We’ve delivered B2B sales training for industry sectors including:
- Fenestration products
- Mining equipment
- Ecommerce optimisation
- App developers
- Industrial heating elements
- Environmental consultants
- Registered Training Organisations
- Brewing supplies
- Industrial instrumentation products
- Bakery ingredients
- Accountants and engineers
- HVAC maintenance services
- … and more
Read what our clients have said
Customised B2B sales training for Melbourne, Victoria
We’ve delivered B2B sales training programs for companies in Melbourne CBD and suburbs like Essendon, Caroline Springs, Boronia and Dandenong. Our programs can also include a hybrid format combining in-person sales training courses and online instructor-led sales sessions, which is a great option for geographically dispersed teams.
For teams that don’t have the flexibility to get together in person we know how to design and deliver fully online training programs, usually delivered over multiple sessions. These online workshops are just as interactive as the in-person workshops and are presented as a series of shorter sessions to maintain engagement and maximise learning.
The tools, content, and strategies introduced were both practical and insightful. The outcomes have exceeded our expectations.
Joel Brewer, Finance and Operations Director
Tyman International ANZ
B2B sales consulting to support training
If you had to describe your sales process today, would it reflect how your customers are actually buying? Are your sales conversations aligned with what your buyers need at each stage? And can every member of your sales team clearly define the next best move after a client meeting?
Understanding the buyer’s decision-making journey, including any other people who may influence the final decision, is a critical component of modern business-to-business selling. Without that knowledge your team’s sales conversations may not be hitting the mark.
After more than two decades in B2B sales, we’ve developed tools and techniques into practical strategies and sales training that make sales teams more confident, consistent, and successful.
Hi Stuart, hope you’re well. I just thought I would drop you a message. Since our training sessions we now close 95%+ of all leads, which is a significant step change.
Nieresh Jeyarajakumar, Principal Reliability Engineer
Holistic Asset Management
Melbourne B2B Sales Training FAQ's
Sales training for B2B teams is usually a group activity. For the technically-oriented teams we usually work with, individual team members are often dispersed across different states or geography. To upskill the whole team, improve motivation, build confidence, and enable peer-to-peer learning sales training sessions are the best option.
If you have individual team members who require specific developmental support, or a number of individuals at different stages of maturity in their sales role, individual sales coaching programs can be the most effective solution. B2B sales coaching is provided in a one-to-one format either in person or via online coaching sessions.
Because B2B selling for technically-oriented teams is a complex process we often find that multiple training sessions are needed, whether they be delivered in-person, online, or a mixture of both. This is particularly important for the adult learning process which should involve practical examples during training and time for participants to learn-by-doing by applying the new skills in the field/office.
That’s why the most effective training programs include sessions spread over time to enable participants to adopt the skills or strategies, apply them on-the-job, reflect on progress being made, and undertake ongoing fine-tuning and development of their sales skills.
Participants in Melbourne sales training courses will learn a variety of specific professional, ethical selling skills with training sessions designed to build confidence in technically-oriented teams to have effective sales conversations, probe deeper to learn more about the customers decision-making environment and business operations, and respond positively when faced with resistance or objections. The goal is to help the team move beyond the typical service or support style of sales calls to be more proactive and seek new sales opportunities.
Even though every training program is tailored to the specific needs of each team, some of the frequently included topics are:
- How to accelerate building trust.
- Making initial contact, or cold/warm calls.
- Using LinkedIn as part of the sales strategy.
- Using our unique SOX™ question strategy to explore and gain commitment.
- Best practice responses to manage objections and questions.
- Understanding communication styles.
- Time management.
- Identifying value for the client.
- Negotiation.
- Key account management.
Quite simply, because we address the sales challenges and skill gaps being experienced by your team. Our training programs aren’t cookie-cutter sessions that present the same to everyone. We have a customisation process that includes gathering input from business leaders as well as sales training participants in advance of the first workshop. This way we can hit the ground running once we get together.
And our training programs incorporate recent findings on communication, neuroscience, customer buying patterns, and technology use to ensure we’re always applying modern thinking to sales challenges.
Ready to explore B2B sales training options?
We know the idea of providing sales training for your team can be both exciting as well as potentially frustrating. But rest easy, help is at hand!
You’re encouraged to contact Stuart Ayling to arrange a time for a confidential and complimentary discovery call to assess the best path forward. We can do that over the phone or by video call.