Background

The B2B Sales Academy series of initiatives have been shaped around the experience of the TMMp MBA MasterClass Programme Directors. This core team have delivered a series of directly related Sales Masterclasses and tailored Sales, Business Development and Account Management development initiatives. These have been delivered highly successfully(*) to over 3000 EMEA participants in recent years. These have primarily been delivered face to face but these have been supplemented with Live Virtual delivery approaches providing an accelerated opportunity to build directly on this experience.
* Summary of Participant Feedback: Overall Rating 9.2/10.0; Recommendation 9.3/10.0

Business Objectives

The emerging economic and business reality of 2020-21, and beyond, will further reinforce the business imperative for all who are customer facing to be highly commercially literate ‘real world’ business-people... capable of engaging powerfully with customer senior Line of Business decision drivers. This requires an outstanding blend of Capability, Confidence and Credibility. The initiatives delivered by the B2B Sales Academy are deliberately directly focused on these priorities.

The paramount business objective is to accelerate capture of additional $/£/€ revenue value.

Sales MasterClass

The 100 MINUTE JOURNEY series of B2B sales engagement briefings​… a selected collection of MBA based Commercial InSights specifically focused to provide practical personal development journey ‘Steps’ to further refine business capabilities and customer engagement credibility.

Selling in the New Normal

Essential tactics for powerful business pursuit​

A series of five one day WORKOUT sessions focused on rapidly building personal and business fitness for the future.​

 

Powerful Business Conversations

An intensive and challenging four-day programme focused on selected ‘high potential’ individuals normally from Sales, PreSales and Business Development teams who need to further develop Confidence, Capability and Credibility to engage with senior Line of Business Exec’s in target customer businesses.​

The event is a highly participative personal and business development workshop for up to 16 participants. The core learning is integrated together with 1.5 days of Executive Engagement simulations and coaching during days 3 and 4. ​

Powerful Value Propositions

The core focus of this three-day MasterClass is on the four essentials for engaging with target C-level customers and winning business. These are clearly understanding …

  • the Target Sector / Customer REALITY​

  • the Business Offering Portfolio CAPABILITY TOUCHPOINTS​

  • the Essentials of Shaping POWERFUL VALUE PROPOSITIONS​

PLUS​

  • the Business Case CFO ‘ROI’ CRITERIA

 

Customer Business Profiling

This three-day event will introduce and demonstrate a structured ‘toolkit’ for profiling target commercial sector and public sector customer organisations. This approach focuses on three perspectives for mapping the target customer reality:​

Success Profile – mapping the Vision, Values and Strategic Development Priorities​

Strategic Profile – mapping the Environment, Industry and Corporate Emerging Dynamics​

Financial Profile – mapping Corporate Achievement, Risk and Growth Potential​

This profiling analysis is designed to pinpoint customer ‘hot spots’ and enable a directly tailored attack plan to be developed for new business pursuit.