Formation certifiante – Vente BtoB
How can you develop your sales effectiveness in BtoB sales?
Today, more and more consultants, experts, engineers and project managers find themselves on the front line of business development. Yet few have had the benefit of structured sales training. How do you convince a prospect, promote your offer or close a sale when it's not your core business?
Inéa Conseil's certified "BtoB Sales" training course is specially designed for non-sales professionals who need to take charge of the sales cycle, from prospecting to closing, including the customer interview and follow-up. Thanks to a concrete, step-by-step teaching approach, you'll develop the key skills needed to sell with method, confidence and impact, while remaining aligned with your expert posture.
What is the content of the "BtoB sales" training course?
Le parcours est composé de vidéos de bonnes pratiques et d’illustrations via scénettes courtes et synthétiques (bonne / mauvaise pratique). Vous serez accompagnés tout au long du parcours : présentation de la plateforme, réponses à vos questions, vous bénéficiez également d’un accompagnement personnalisé réalisé par un formateur et commercial expert (mises en pratique autour de situations que vous pourrez rencontrer).
The content of the individual sessions is defined with you to best meet your needs.
Les thèmes abordés sont les suivants :
Méthodologie de prospection auprès des entreprisesÂ
Ciblage des clients clés à contacter, veille commerciale, prise de contact par différents canaux (mailing, réseaux sociaux notamment LinkedIn, démarchage ou appels à froid…) en fonction du secteur et de la cible. Participation à des événements secteurs pour développer les prises de contact et utilisation de la mise en relation de la part de clients satisfaits.
Méthodologie de questionnement et de réussite de l’entretien de découverte des besoins
Poser des questions ouvertes pour détecter les opportunités, développer une posture d’écoute active, reformuler et creuser… Mener l’échange en s’adaptant à son interlocuteur (personnalité, fonction, culture…) pour préparer un argumentaire adapté.
Méthodologie d’argumentation et de gestion des objections
Argumenter en fonction des bénéfices de l’offre pour le client, méthode ABCD (avantages, bénéfices, caractéristiques, preuves), traiter les objections avec la méthode CRAC (creuser, reformuler, argumenter, conclure), réussir ses négociations.
Méthodologie de conclusion de la vente
Reformuler les termes de l’accord, conclure en accompagnant son client jusqu’à la signature, conclure en situation difficile, fixer les étapes de déploiement pour engager le client, tenir son prix.
Méthodologie de suivi client
Organiser son suivi à l’aide d’un CRM, accompagner le client après la vente, effectuer un point bilan avec son client, développer des contacts ‘hors-mission’, développer les ventes additionnelles / de services complémentaires.
What are the objectives of this training course?
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
This certification course is designed for people in non-sales roles(consultants, business experts, engineers, technical or functional profiles) who will be responsible for selling their own offers and solutions to prospects and customers, and who wish to acquire the fundamentals of BtoB sales to develop their business.
Prerequisites: at least 2 years' professional experience.
A positioning interview is scheduled at the time of registration to ensure that your objectives match those of the course.
Our disability advisor can help you tailor the program to your needs.
Get certified
La formation prépare à la certification intitulée ‘Vente BtoB’, détenue par INEA et enregistrée le 27/10/2025 (date de fin de validité le 26/10/2030) sous le numéro RS7330 au Répertoire Spécifique de France Compétences.
Quelles sont les modalités d’évaluation pour cette formation certifiante ?
- Élaboration d’un projet professionnel de vente auprès de prospects et clients en BtoB dans son contexte professionnel, produit et transmis sous forme d’un rapport écrit.
- Mise en situation professionnelle de vente B2B, sous forme d’une simulation d’entretien de vente.
Pour connaître les combinaisons possibles et bénéficier d’un développement de carrière sur-mesure, n’hésitez pas à contacter l’un de nos conseillers pédagogiques.
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.Â
What are the fees and how can I finance my training?
How much does the "BtoB Sales" course cost?
At Inéa Conseil, there are 4 formulas described below, and we also develop customized programs according to your needs and budget. The formulas include coaching with an expert, as well as training modules that can be followed face-to-face, on a hybrid basis or completely remotely:
Impulse Pack : 1,150 € offering 1 coaching session and 20 hours of training.
Pack Décollage: €1,950 offering 3 to 5 coaching sessions and 30 hours of training.
Pack Décollage + : €2,950 offering 6 to 8 coaching sessions and 40h of training.
Propulsion Pack: €4,400 offering 12 to 14 coaching sessions and 40 hours of training.
For companies wishing to train their managers in conflict management, we can develop a tailor-made offer. Please contact one of our training consultants to discuss your training project.
How can this training be financed?
We offer several financing solutions:
- Personal training account (CPF)
- Skills Operators (OPCO)
- France Travail
- Your company's skills development plan
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.
- Individual, results-oriented support with a skills assessment and ongoing training.
- A host of innovative teaching tools.
- A "Mon Coach" mobile learning application.
- Certified distance e-learning sessions, for training at a distance and at your own pace.
- Face-to-face training courses in Paris and throughout France.
Taux d’admission à la certification :
Taux de certification global (admis/candidats) : 91%
Taux de dossiers passant en rattrapage (rattrapage/candidats) : 9%
Taux de certification Inéa (admis Inéa/candidats Inéa) : 90%
Cette certification ne peut être validée partiellement.
Our clients testify
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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
Helping your partner find his or her potential for success - The Legend of Bagger Vance
Lesson on "finding your authentic swing" and presentation of the coach plus 2nd excerpt, on the Field: coaching
Making a good sales pitch Tin Men
This comedy is inevitably close to caricature. Obviously, it does not lack scenes where we see our salesmen in action. The one that follows can give ideas to develop original and effective hooks.
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