BtoB Sales 2026
Introduction
Numerous profiles with no sales training are increasingly in demand to develop the company's business, including consultants in consultancy firms or experts in companies offering products or technical solutions.
This certified training course provides skills such as developing a prospecting pitch and the ability to manage prospects, detecting customer needs and the ability to conduct a sales meeting to close a deal on their products and services. It also covers the keys to integrating this sales approach into your day-to-day work, thanks to a follow-up process and appropriate time management.
What is the content of the B to B Sales training course?
The course is composed of videos of good practices andillustrations via short and synthetic scenarios (good / bad practice).
We'll support you every step of the way, with a presentation of the platform and answers to your questions. You'll also benefit from personalized support from an expert trainer and sales representative, with practical exercises based on situations you may encounter.
The content of the individual sessions is defined with you to best meet your needs.
Topics covered include :
Methodology for prospecting companies: targeting key customers to be contacted, business intelligence, making contact through various channels (mailing, social networks, especially LinkedIn, cold calling, etc.) depending on the sector and target. Participation in industry events to develop contacts and use of referrals from satisfied customers.
Methodology for questioning and success in the needs discovery interview: ask open-ended questions to detect opportunities, develop an active listening posture, reformulate and dig deeper... Lead the discussion by adapting to the person you are talking to (personality, function, culture...) to prepare an appropriate sales pitch.
Methodology for argumentation and handling objections: arguing based on the benefits of the offer for the customer, ABCD method (advantages, benefits, characteristics, proof), handling objections with the CRAC method (dig, reformulate, argue, conclude), successful negotiations.
Methodology for closing the sale: reformulating the terms of the agreement, closing by accompanying the customer to the signature, closing in difficult situations, setting the deployment stages to engage the customer, keeping your price.
Customer follow-up methodology: organize follow-up using a CRM, accompany the customer after the sale, debrief the customer, develop 'off-mission' contacts, develop additional sales / complementary services.
Objectives
Develop new contacts
Soak up the best prospecting techniques used by major groups. In the digital age, save time by using social networks while maintaining your real networks.
Become your customers' trusted partner
You'll learn how to use the latest influence techniques to enhance your sales talks. Learn how to maintain a relationship of trust over the long term, and keep your customers for life.
Increase your sales
Get results with our expert techniques. Optimize your time, develop your networks, increase your customer meetings and boost your sales.
Target audience and prerequisites
Target audience and pre-requisites: this certification course is intended for people who have a non-sales function in a company (consultants, experts, engineers, etc.), and who are required to take responsibility for selling their offers and solutions to prospects and customers.
Prerequisite: 2 years of professional experience
An interview will be conducted with one of our consultants when you register to ensure that the training is adapted to your needs.
Get certified
The course leads to certification:
The "BtoB Sales" certification (RS6241) is aimed at people in non-sales roles (consultants, experts, engineers...), who are required to take responsibility for selling their own offers and solutions to prospects and customers.
It validates commercial and negotiation skills in the context of selling to companies: prospecting for new customers, sales talks, organizing one's commercial activity and selling to major accounts for a non-commercial audience. It also includes a remote sales dimension through the use of social selling and new communication tools.
This certification was registered in the Répertoire Spécifique by our organization (Inéa Conseil) on 25-01-2023, with an expiry date of 25/01/2026.
Training dates and locations
Our training sessions are available all year round, both face-to-face in Paris and in all regions of France, thanks to our network of expert trainers and coaches, as well as hybrid or even 100% distance learning. In our B-to-B Sales training, we provide you with all the resources you need for an optimal, high-quality learning experience. Depending on the type of support you choose, you'll have access to video courses given by certified coach-trainers, face-to-face sessions to support your teams, and even personalized sessions with an expert coach.
Contact us for upcoming training dates and locations near you.
How can I finance my training?
Several financing options are available for our certification course:
- The Personal Training Account (CPF).
- OPérateurs de COmpétences (OPCO).
- France Travail.
- Your company's skills development plan.
If you would like to find out more about how we can finance your training, please visit our dedicated page, where a contact form is available.
Why choose Inéa Conseil?
Inéa Conseil is a training training organization, recognized for its expertise in management and skills development. For over 16 years, we have trained more than than 2 000 people a year, from employees of major corporations to private individuals. Our innovative teaching methods, including video learning and filmed scenarios, guarantee an enriching, engaging and effective learning experience.
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In short, Inéa Conseil is :
- 16 years of experience: Discover our history.
- Field studies and case studies.
- Performance improvement workshops.
- Individualized, results-oriented support with an assessment and ongoing support.
- A host of innovative teaching tools.
- A "Mon Coach" mobile learning application.
- Certifying distance e-learning sessions for training at your own pace.
- Experienced, leading management trainers.
- Face-to-face training courses in Paris and throughout France.
Discover
our online training platform
DISABILITY
Accessibility for people with disabilities: online or face-to-face PMR-accessible program. Give us a call so that we can guide you according to your disability.
Olivier Jacob, disability consultant: 0147203146 - contact@ineaconseil.fr
Learn in a fun way with film clips
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