Online Training | B2B Sales Strategy & Cross-Functional Collaboration (CN)

B2B 销售策略及协同方法 This session covers the strategy part of B2B sales from four aspects: market, pricing, targets and coordination

Course Design 课程设计：

销售，尤其是B2B销售，是一个系统工程。3小时的在线实时课程，涵盖这个系统工程的策略部分。从市场、定价、指标、协同四个方面，阐述销售落地任务落地前四个重要基石。通过介绍这四个重要销售策略模块的基本逻辑，以及案例分享和模拟场景练习，讲师引领学员，展开思路，从行业，企业，团队，个人四个维度，对案例进行具体分析，点评。

讲师杨朝晖先生曾任LinkedIn中国企业业务总经理，从零到一创立了领英中国征才解决方案团队。他有19年B2B销售管理从业经历，从理论到实操，都有丰富的经验。

The 3-hour online training covers B2B sales strategy from four aspects: market, pricing, targets and coordination, the cornerstones before the implementation of sales landing. The facilitator will lead students with case sharing and simulation scenario practice and study from four dimensions: Industry, enterprise, team and individual.

Course Objective 培训目的：

了解B2B销售的基本商业逻辑

厘清市场与销售的关系

理解市场投资高效转化成销售商机的规律

了解价值与价格的关系

找到销售指标的合法性与合理性的平衡

掌握销售指标层层落实的方法论

案例与练习锻炼销售策略的制定和落地能力

Course Outline课程大纲

*培训语言为中文，线上授课，培训平台为Microsoft Teams（网页版或手机应用)。

14:00 - 14:40

I. 市场 vs 销售：踢开客户大门的主攻手和助攻手 Marketing vs Sales

• 影响力转化成销售线索 Influence transforms into sales lead

• 销售线索制造中心 Sales leads collecting

• 销售线索落地经纬论 Sales leads landing

14:40 - 15:20

II. 定价策略：价格、价钱与价值 Pricing Strategy

• 产品和服务的定位 Product and service positioning

• 如何定位和竞品的关系 How to positioning the relationship with competitor

• 卖给 B 端客户的到底是什么奇迹前发生了什么 What exactly is being sold to B-side clients

15:20 - 16:00

III. 销售指标设定：天空才是上限 Sales target setting

• 为什么要设定销售指标 Why setting sales target?

• 销售指标设定基准线 Sales target setting baseline

• 销售指标设定方法 Sales target setting method

16:00 - 16:40 

IV. 资源协调和组织：军功章应该颁发给谁 Resources organization

• 销售与销售管理部/管理层协作 Coordination of sales and management team

• 销售与法务协作 Sales and legal collaboration

• 销售与财务协作 Sales and finance collaboration

• 销售与 HR 协作 Sales and HR collaboration

16:40 - 17:00  问答环节 Q&A

Facilitator 培训师:

Mr. Jim Yang 杨朝晖先生

Senior Relationship Manager, LinkedIn China

中国企业业务总经理，领英中国

Registration 报名注册：

Please scan the QR code to register, or send e-mail to BJ-Training(@)ccifc.org

Speaker(s)

Jim Yang 杨朝晖Senior Relationship Manager, LinkedIn China 中国企业业务总经理，领英中国

Please scan the QR code to register, or send e-mail to BJ-Training(@)ccifc.org