B2B sales training
Knowledge your team will use the very next day.
Workshops on real leads and real opportunities from your pipeline. Not textbook theory — work on what the team has on its desk on Monday.
Prospecting & Qualification
Before you start selling — you need to know to whom.
- How B2B leads are really generated
- ICP and qualification — without guessing
- Cold call, cold email, LinkedIn — what works
- Lead scoring in practice
- Workshops on the participants’ own leads
Sales process
From conversation to decision. Without discount as the only argument.
- The structure of a B2B process — stages and gates
- Needs diagnosis vs “I’d like to have a chat”
- Multi-stakeholder selling — who decides
- Negotiating and closing without a discount
- A pipeline that tells the truth
Sales system
Sales is not individual talent. It is architecture.
- The full cycle: lead → contract → retention → upsell
- CAC, LTV, margin — numbers, not hunches
- Processes built for scaling
- Cross-sell, upsell, churn
- KPIs that actually steer results
How I run a training
No all-day slides. Your pipeline on the table.
Before
- A conversation with the head of sales: where the team loses the most
- A review of the CRM and a few real opportunities
- A programme tailored to the industry and the team’s level
After
- Materials and checklists to use from tomorrow
- A list of process changes for the head of sales
- A follow-up after 30 days (Full Cycle format)
Questions about training
Is the training tailored to our industry?
Yes — we work on your leads, proposals and opportunities from the CRM. Before the training I talk to the head of sales and review a few real cases, so the programme is about your customers, not invented ones.
How many participants?
Ideally 6–12 people. For larger teams we split into groups or run two editions — a workshop requires everyone to work, not listen.
Where does the training take place?
At your office — in Poland or elsewhere in Europe. Travel and accommodation outside the Gdańsk area at cost. An online format is possible for the Prospecting & Qualification module.
How is this different from a typical sales training?
It is run by someone who sold and managed sales himself for 20 years — and still does. And it doesn’t end with “that was nice”: the head of sales gets a list of process changes, without which the training evaporates in two weeks.
Want to train your team?
Write to me — I will tailor the programme to your industry and your team’s level.