HR Pulse

Selling to businesses is very different to selling to consumers. Smart businesses look for suppliers that understand their specific needs, and are willing and able to do things differently to accommodate them. Suppliers and customers can become ‘partners’, rather than companies locked in a transactional relationship looking to get the most out of each deal.

This course will help delegates understand just how businesses make decisions – and how to make sure that their marketing strategies are hitting the right notes.

Course Content

• Introduction to B2B
• Strategic Marketing and B2B
• The Deal Making Cycle
• How B2B is different!
• Key Success Factors for B2B Marketing – What clients say!
• B2B and the changing world of work
• B2B / KAM / Sales Force Effectiveness
• Skills for Successful B2B
• Prospecting
• Closing the deal
• The purchasing process
• The decision making team
• Who wants what!
• Maintaining the relationship
• Doing business in South Africa
• BEE and the impact on business
• Government tenders

Who should attend?

Marketing and communication professionals at all levels