certified Top-salessales person I / Junior Sales Manager I

To ensure maximum learning success, we recommend attending both modules.

Module II (30531) is reserved for participants of Module I (30530). A transfer period of 4 to 15 months between attending the two training courses is important in order to internalize what has been learned.

Module I

Prerequisites for successful selling

• The role of the sales person today's hybrid sales sales person .
• Confident and assured in the dynamic environment between companies, markets, and customers.
• Professional sales tools to ensure sales success—expanded to include digital aids such as social media with LinkedIn, AI-supported meeting preparation, voice assistance, and CRM support.

Understanding sales processes and complex purchasing organizations in B2B

• Internal sales processes and structures: Effects on your own sales work.
• Understanding the objectives and decision-making criteria of purchasing organizations.
• Understanding your customers' business within the value chain: Benefit arguments for selling solutions, products, and services.
• Using AI for market, competition, and demand research—no crystal ball required, but surprisingly helpful.

The "toolbox" for successful selling in B2B

• Reflect on and optimize individual sales communication—including AI-supported feedback on language and clarity.
• Identify the unique selling proposition of your solutions.
• Customer segmentation and potential analysis – supported by CRM data and intelligent filters.
• Account plan and professional offer management – including automated text assistance for faster routine forms.
The success factors of professional sales talks

• Successful initial contact: social media, phone, online meeting, or in person—with digital preparation, e.g., AI assistance for preparing the agenda.
• Recognize roles in the buying center and make optimal use of contact networks.
• Develop customized sales strategies for your own sales situation.
• The sales pitch: preparation, success factors, techniques, implementation & follow-up – smarter support through meeting notes and follow-up automation.

Overcoming resistance in the sales process

• Fundamentals of communication and sales psychology.
• Questioning techniques for optimal needs analysis in B2B.
• Presenting products and services optimally—including with modern content tools.
• Know and practice objection/excuse handling techniques – including artificial sparring partners.
• Dealing with difficult conversation situations.
• Fundamentals of price negotiations.
• Confidently recognize & use buying signals – through conscious perception and smart CRM tips.
• Achieve good sales results with modern closing techniques.

Knowledge transfer through practical training

• Practicing sales pitches with your own offers—supported by video feedback.
• Practical group work on your own sales cases.
• Optimizing the sales tools you have learned—including digital tools.

E-library

You will receive 2 e-learning courses Subject area artificial intelligence:

• Prompt Engineering
• Using artificial intelligence in everyday work

and 2 e-learning Subject area and controlling:  

• Basic knowledge of business administration
• Basic knowledge of controlling

free of charge for 12 months in each case.

To ensure maximum learning success, we recommend attending both modules.

Module II (30531) is reserved for participants of Module I (30530). A transfer period of 4 to 15 months between attending the two training courses is important in order to internalize what has been learned.

Module I

Prerequisites for successful selling

• The role of the sales person today's hybrid sales sales person .
• Confident and assured in the dynamic environment between companies, markets, and customers.
• Professional sales tools to ensure sales success—expanded to include digital aids such as social media with LinkedIn, AI-supported meeting preparation, voice assistance, and CRM support.

Understanding sales processes and complex purchasing organizations in B2B

• Internal sales processes and structures: Effects on your own sales work.
• Understanding the objectives and decision-making criteria of purchasing organizations.
• Understanding your customers' business within the value chain: Benefit arguments for selling solutions, products, and services.
• Using AI for market, competition, and demand research—no crystal ball required, but surprisingly helpful.

The "toolbox" for successful selling in B2B

• Reflect on and optimize individual sales communication—including AI-supported feedback on language and clarity.
• Identify the unique selling proposition of your solutions.
• Customer segmentation and potential analysis – supported by CRM data and intelligent filters.
• Account plan and professional offer management – including automated text assistance for faster routine forms.
The success factors of professional sales talks

• Successful initial contact: social media, phone, online meeting, or in person—with digital preparation, e.g., AI assistance for preparing the agenda.
• Recognize roles in the buying center and make optimal use of contact networks.
• Develop customized sales strategies for your own sales situation.
• The sales pitch: preparation, success factors, techniques, implementation & follow-up – smarter support through meeting notes and follow-up automation.

Overcoming resistance in the sales process

• Fundamentals of communication and sales psychology.
• Questioning techniques for optimal needs analysis in B2B.
• Presenting products and services optimally—including with modern content tools.
• Know and practice objection/excuse handling techniques – including artificial sparring partners.
• Dealing with difficult conversation situations.
• Fundamentals of price negotiations.
• Confidently recognize & use buying signals – through conscious perception and smart CRM tips.
• Achieve good sales results with modern closing techniques.

Knowledge transfer through practical training

• Practicing sales pitches with your own offers—supported by video feedback.
• Practical group work on your own sales cases.
• Optimizing the sales tools you have learned—including digital tools.

E-library

You will receive 2 e-learning courses Subject area artificial intelligence:

• Prompt Engineering
• Using artificial intelligence in everyday work

and 2 e-learning Subject area and controlling:  

• Basic knowledge of business administration
• Basic knowledge of controlling

free of charge for 12 months in each case.