What you'll learn
- ✦Map a B2B deal onto the stages of a sales pipeline, from first contact to signature
- ✦Qualify a lead against budget, authority, need and timeline before investing more time
- ✦Structure a discovery call that surfaces budget and authority, and summarise the need back to the buyer
- ✦State your own BATNA and make a reasonable estimate of the other side's before negotiating a deal
- ✦Make an opening anchor and read one made by the other side, and trade contract terms instead of only cutting price
- ✦Break a deadlock and hold your ground calmly against a buyer who negotiates hard, without giving away margin for nothing
- ✦Decide when a deal has fallen below your BATNA and walk away from it cleanly
- ✦Write a one-page proposal a buyer can sign, with priced options, and follow it up usefully instead of nagging
Certification projects
Build 3 projects to earn your certificate
Hands-on work that proves you can apply what you learned — part of the certificate requirements.
Syllabus
Module 1 · 24m
The B2B Sales Process Free
What you'll be able to do
- Can name the stages a B2B deal moves through, from first contact to a signed agreement
- Can place a real deal at its correct pipeline stage and say what happens next
- Can qualify a lead against budget, authority, need and timeline before investing more time
Module 2 · 24m
The Discovery Call Locked
What you'll be able to do
- Can plan a discovery call that asks before it pitches
- Can ask direct, professional questions that surface a buyer's budget and decision-making authority
- Can summarise a buyer's need back to them so both sides confirm they agree on the problem
Module 3 · 24m
Negotiation Basics Locked
What you'll be able to do
- Can state their own BATNA and a reasonable estimate of the other side's before a negotiation starts
- Can make a researched opening anchor and read what the other side's opening anchor signals
- Can offer a non-price trade (payment terms, contract length, scope) instead of a reflex discount
Module 4 · 26m
More Negotiation Moves Locked
What you'll be able to do
- Can break a stuck negotiation by finding a new trade instead of caving on price
- Can respond to hard negotiating tactics calmly, by naming the tactic and returning to facts and their BATNA
- Can recognise when a deal has fallen below their BATNA and walk away from it cleanly
Module 5 · 26m
Writing Proposals Locked
What you'll be able to do
- Can structure a one-page proposal with scope, terms, timeline and a clear next step
- Can price two or three options inside one proposal instead of a single take-it-or-leave-it price
- Can follow up on a sent proposal with something useful instead of repeating the same request