B2B & B2G Sales

This specialized course equips professionals with the strategies, tools, and confidence to navigate and succeed in business-to-business (B2B) and business-to-government (B2G) sales. Participants will gain a deep understanding of complex sales cycles, procurement procedures, stakeholder management, and public sector compliance—transforming them into powerful solution sellers in both sectors.

By the end of this course, participants will be able to:
– Understand the unique dynamics and differences between B2B and B2G sales.
– Navigate long sales cycles and complex stakeholder structures.
– Prepare compelling proposals and bids that align with decision-makers’ priorities.
– Leverage relationship-building strategies to build trust and credibility.
– Apply consultative and value-based sales methods tailored to large organizations.

1- B2B vs. B2G: Understanding Markets, Buyers, and Processes
2- Navigating Procurement: RFPs, RFQs, and Tendering Strategies
3- Stakeholder Engagement and Relationship Building
4- Proposal Writing and Competitive Positioning
5- Consultative Selling and Long-Cycle Deal Management

Sales professionals, business development managers, key account executives, and commercial teams working with government or corporate clients.

Case studies, bid writing exercises, simulated tender responses, role plays, and consultative sales frameworks.

Participants will leave equipped to engage and win large-scale contracts in both B2B and B2G settings, with confidence in handling procurement processes, key stakeholders, and high-value negotiations.