B2B Sales Fundamentals

About this course

Business-to-business selling involves longer decisions, several stakeholders and a need to show measurable value. This course walks through the sales cycle from prospecting to close with practical habits you can use immediately. You'll finish with a qualification checklist and a plan for advancing one real opportunity.

What you will be able to do

• You'll be able to describe the stages of a typical B2B sales cycle
• You'll be able to qualify prospects against a clear set of criteria
• You'll be able to link product features to measurable business value
• You'll be able to move a deal forward with agreed next steps

Course outline

1. Tools you'll need

   10 min · Lesson notes, example, action task · 2-question quiz

   B2B sales tools range from free spreadsheets to full CRM systems, and most people can start with a simple, organised list.
2. How B2B Selling Differs

   10 min · Lesson notes, example, action task · 2-question quiz

   B2B selling involves longer cycles, multiple decision-makers and a focus on business outcomes. Understanding these differences shapes every interaction.
3. The B2B Sales Cycle

   9 min · Lesson notes, example, action task · 2-question quiz

   The sales cycle moves from prospecting to qualification, discovery, proposal, negotiation and close. Each stage has a clear purpose and exit criteria.
4. Qualifying Prospects

   9 min · Lesson notes, example, action task · 2-question quiz

   Qualification helps you focus effort on opportunities that are likely to close. Use clear criteria and be willing to walk away from poor fits.
5. Linking Value to Business Outcomes

   9 min · Lesson notes, example, action task · 2-question quiz

   Value is what the customer gains, expressed in their terms, such as time saved, revenue protected or risk reduced. Quantify it where you can.
6. Advancing Deals With Next Steps

   9 min · Lesson notes, example, action task · 2-question quiz

   Deals stall when next steps are unclear. Every meeting should end with an agreed action, an owner and a date.
7. Careers & next steps

   9 min · Lesson notes, example, action task · 2-question quiz

   B2B sales skills are valuable across technology, professional services, manufacturing and more. These are common entry and growth roles.
8. Final quiz and certificate

   10 questions, pass mark 8 of 10. Pass to get your Reesby Academy certificate with a verification link.