DM412BKK
Sales
Faculty
Bryce York
Founder at Factor15 Consulting
Course length
Duration
Total hours
Credits
Language
Course type
Fee for single course
Fee for degree students
Skills you’ll learn
Overview
Find out the real essence of B2B sales in this intensive 3-week course designed to demystify the sales process and equip each student with practical, real-world skills. This course isn't just about theory; it's about hands-on learning that prepares each student to craft and execute their own effective sales playbook. They'll dive deep into the fundamentals of sales, learning not just what sales is but, more importantly, what it isn't.
By the end of this course, each student will have a solid understanding and the essential skills to track and analyse sales data, create compelling sales materials, and grasp the factors that influence buyer decisions.
Learning highlights
- The first session will focus on why people buy. The students will be able to gain an understanding of the motivators that drive people to make purchases. This will be the foundation on which all playbooks will be built.
- From this foundation, we develop a scalable and repeatable B2B sales process that focuses on building value in the customer's eyes with tools and methods that identify customer pain points. All can be used in everyday sales situations on the spot, no matter how complex the sale is.
- The final phase will be execution: we will put the lessons learned to the test. There will be discovery, presentation, objection handling, negotiation, and closing sessions. All done as a whole group or in individual groups.
Course outline
15 classes
Introduction to Course
Defining (individual and group) goals together
Why People Buy
Understanding the motivators that drive purchases
Why People Buy
Well informed buyers and the role of the sales rep
Sales EQ
Sales Emotional Quotient, what is it and why does it matter?
Sales Methodologies
Diving into the different methods
Pre-sales
Generating demand, hunting for leads
The Sale
Moving deals through the pipe and removing blockers
Post-sale
Managing clients, avoid churn, increase referrals
Know your Numbers
The importance of managing your conversion rates and sales velocity
The Playbook I
Starting to put it all together
The Playbook II
Sales collateral, messaging, scripts, and AI
The Playbook III
It’s all about timing and method
The Playbook IV
Group work sessions
Finalising the Sales Playbook
Presentations
Finalising the Sales Playbook
Presentations and goodbye
Prerequisites
Students need to be active in a business-to-business environment to fully enjoy the value of this course.
Preferably, they work for a company or have founded a company that has proven value in the market, and there are some first-time sales experiences already.
Methodology
Team-work. Students will form teams that will create their own Sales Playbooks, observe sales behaviours, experiment with sales tools, and other key areas. The teams will also engage, present their playbooks to the class, and adjust based on feedback.
Lectures
Home assignments
Final presentation
Grading
Bryce is a seasoned Sales Professional with an unwavering passion for supercharging performance, optimizing processes, and fostering a culture of excellence within sales teams. With a dynamic career spanning over 25 years, he stands at the forefront of driving transformative change in the sales landscape. Armed with a wealth of experience, he has a proven track record of injecting vitality into sales strategies, resulting in unprecedented growth and achievement of targets.
With a keen eye for detail and a passion for streamlining operations, he excels at identifying bottlenecks, eliminating redundancies, and implementing processes that not only save time but also maximize output. Team culture is the heartbeat of a successful sales operation. Bryce specializes in cultivating an environment where collaboration, innovation, and mutual support flourish. The result? A motivated, high-performing team that achieves beyond expectations.
See full profileApply for this course
Sales
by Bryce York
Total hours
45 Hours
Dates
May 06 - May 24, 2024
Fee for single course
€1500
Fee for degree students
€750
How to secure your spot
Complete the form below to kickstart your application
Schedule your Harbour.Space interview
If successful, get ready to join us on campus
FAQ
Will I receive a certificate after completion?
Yes. Upon completion of the course, you will receive a certificate signed by the director of the program your course belonged to.
Do I need a visa?
This depends on your case. Please check with the Spanish or Thai consulate in your country of residence about visa requirements. We will do our part to provide you with the necessary documents, such as the Certificate of Enrollment.
Can I get a discount?
Yes. The easiest way to enroll in a course at a discounted price is to register for multiple courses. Registering for multiple courses will reduce the cost per individual course. Please ask the Admissions Office for more information about the other kinds of discounts we offer and what you can do to receive one.