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B2B Sales Mastery The Complete Enterprise Sales Process
Published 9/2026
MP4 | Video: h264, 1920x1080 | Audio: AAC, 44.1 KHz, 2 Ch
Language: English | Duration: 1h 1m | Size: 442.44 MB
Stop guessing where your deal stands. Map the buying process, the stakeholders, and the real why behind the deal.
What you'll learn
Navigate the 9 step B2B buying process and identify where to influence each stage
Map enterprise stakeholders, including the Sponsor, Business Case Owner, Champion, and Key Influencers, and manage buying committee dynamics
Run a 7 stage sales process from initial fit assessment through contract signature
Apply the SPIN Selling framework of Situation, Problem, Implication, and Need Payoff questions to uncover and build urgency around customer needs
Requirements
No prior sales training required
Built for anyone selling complex, multi stakeholder B2B deals, from new account executives to experienced sellers who want more structure
Description
Most sales training teaches you your process. This course teaches you theirs.
Your buyer is already running a decision process, with or without you in the room. If you do not know which stage they are in, you are guessing. And guessing in B2B sales is expensive: longer cycles, stalled deals, and the quiet killer of enterprise selling, No Decision.
This course is built from over twenty years of enterprise selling. It is not a collection of closing lines or psychological tricks. It is a structure you can run on a live deal tomorrow morning.
What's inside
You start with the buyer. The organisational buying process, the stakeholders who influence the outcome, and the needs analysis that uncovers what actually drives a purchase.
Then you work on yourself. The mindsets that separate salespeople who hold their nerve from those who chase deals that died months ago, and the expert positioning that makes customers seek your advice rather than dodge your calls.
Then you get the structure. Value propositions versus use cases and when to deploy each. A full 7-stage sales process, walked through stage by stage with the criteria for moving forward and the exit ramps for when you should not. A tour of the major sales methodologies, followed by a deep dive on SPIN Selling.
Every module comes with a downloadable worksheet, a practical action item built around one of your real opportunities, and a quiz to check retention. The course closes with a WIN Plan capstone that ties everything together into a single working document for one live deal.
Who this is for
This is enterprise sales. Complex cycles, multiple stakeholders, procurement, legal, and buyers who need to justify the spend internally. If you sell a simple product to a single decision maker, there are better courses for you.
What you will not find here
No pushy closing techniques. No manufactured urgency. No scripts to memorise. The approach here is that saying goodbye to a bad fit is the process working, not the process failing.
Requirements
- Some experience selling in a B2B or enterprise environment is helpful, though not essential
- You will get the most from this course if you have at least one live opportunity to work on as you go
- No prior knowledge of any sales methodology is assumed
Who this course is for
- Account executives and enterprise sales professionals working deals with multiple stakeholders
- Sales managers who want a shared process and vocabulary across their team
- New B2B salespeople who want structure rather than charisma
- Founders and consultants selling their own services into larger organisations
- Anyone whose deals keep ending in No Decision rather than a clear yes or no
Who this course is for
B2B sales professionals, account executives, and sales managers selling into organizations with multiple decision makers and longer sales cycles
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