B2B Selling Programs That Build Your Team's Confidence
Give your sales team the skills and structure to handle each stage of a B2B deal.
B2B SALES TRAINING
Win more deals in a complex selling environment
B2B Sales Training Built Around How Your Buyers Buy
Reach more decision makers, shorten sales cycles and increase win rates
SOCO’s approach to B2B sales training stands out because it keeps up with how business works today. Your team learns through case studies and role plays, plus coaching built around their needs, so they can put what they learn to work right away.
This gives your team a fresh way to pick up new skills and keep using them, even as the way people buy keeps changing.
WE SOLVE YOUR REVENUE ISSUES
As revenue targets rise, many organizations find their growth capped by inefficient processes, small pipelines, low conversion rates, and long sales cycles. To help you overcome these hurdles, we tailor our training to your business, equipping your team to protect your margins and win more consistently by mastering three core capabilities:
- Low Deal Value: We teach the skills needed to increase average deal size.
- Small Win Rates: We provide the tools to convert “maybe” into “yes.”
- Long Sales Cycles: We accelerate your path to the close.
Through tailored in-person training and digital learning, we give your team the edge they need to close larger deals, faster.
Best Training and Facilitation Skills
Why Companies Choose SOCO
SOCO is a multi-year winner of “Best Sales Training Provider” at the HR Vendors of the Year Awards. We bring our global training content right into your local market context to make sure it hits home with your team.
Here’s why teams choose to work with SOCO:
- Trusted: We have trained Over 50,000 Sales Reps
- Flexible: Every session fits your specific industry
- Modern: We show reps how AI fits into their existing sales process
- Thorough: Pre-Training Learning
- Interactive: Role Playing and Group Discussions
- Measurable Post-Training Evaluation
- Sustainable: Post-Training Reinforcement
OPTIMIZE HOW YOUR GLOBAL TEAMS SELL
ONE SALES APPROACH. BORDERLESS SCALE.
At SOCO, we bring our sales training programs, trusted by leading companies globally, to local markets. We focus on implementing international strategies, customized for each market. This sharpens the daily performance of every sales rep, no matter their language or location.
Our success is driven by a team of SOCO Certified Sales Trainers around the world. With trainers in US, Canada, Singapore, UK, Australia, Thailand, Vietnam, Indonesia, Malaysia, Japan, Korea, the Philippines, and more, we deliver consistent, high-quality training in local languages and with cultural context.
SALES REPS TRAINED
0
+
E-LEARNING STUDENTS
0
+
COUNTRIES
0
+
LANGUAGES
0
+
Sales Skills Built for the Way B2B Deals Happen
Our B2B selling programs help your team handle longer timelines and more people in every decision.
Signs your team needs B2B Sales Training
- Deals stall at the proposal stage and sit for weeks without moving forward.
- Your reps rely on one contact and rarely meet the people who sign off on the deal.
- Your reps aren't sure who to reach out to, or what to say when they do.
- Lost deals often end with the buyer choosing to stay with what they already have.
- Deals your reps expected to close this quarter keep slipping into the next one.
5 THINGS EVERY B2B SALES TRAINING PROGRAM NEEDS TO INCLUDE
Your sales team is only as strong as the skills they bring to each conversation. Whether someone joined last month or has been with you for years, regular training keeps their skills sharp as buyers and markets change. The right B2B sales training program helps your team grow, and your business grows with it.Your sales team is only as strong as the skills they bring to each conversation. Whether someone joined last month or has been with you for years, regular training keeps their skills sharp as buyers and markets change. The right B2B sales training program helps your team grow, and your business grows with it.
Tailored approach
A one-size-fits-all program rarely gives you the return you’re looking for. Choose training built around your industry, with case studies and exercises drawn from the deals your team works on every day.
Skills Asssessment
Every B2B sales program should start with a skills assessment. It shows you where your team is strong and where they need the most support, so the training focuses on what matters. It also gives you a starting point to measure progress against.
Implementation support
New skills are easier to use when your team has the right tools after training. Look for a program that gives your reps resources like cheat sheets and conversation guides they can bring into their next sales meeting.
Training reinforcement
Coaching picks up where training leaves off. Regular sessions help your team apply new skills to active deals and work through challenges as they come up. As your business changes, coaching keeps your team supported and focused on what’s next.
Coaching
Businesses go through changes, so leaders must regularly support their teams. Provide structure for your team because lecturing won’t be effective once they reach a certain level of understanding. Sales teams need coaching in B2B sales training programs to learn how to achieve their goals.
Training Built Around Your Business and Your Team
General sales topics can only take your team so far. Training is most useful when it focuses on the challenges your reps face with their own buyers and their own deals.
At SOCO, we get to know your company and your team before we design anything. Once we understand your buyers and how your team sells, we build training around your industry and your team’s experience level. This matters in B2B, where what works in one industry often doesn’t carry over when you’re selling to another business.
Help Your Reps Become the Advisor Buyers Trust
Give your team the skills to guide buyers through big decisions with confidence.
WHAT OUR CLIENTS HAVE TO SAY ABOUT US
•Zendesk•
• Hewlett-Packard•
•MAERSK•
•Spotify•
•3M•
WHAT OUR CLIENTS SAY
sharing our outstanding experience! the program was interactive and energizing and we're looking forward to the follow up component to ensure the results of the training are not 'left in the classroom'.
catherine white
director of sales operations, venetian Resorts
Help Your Team Sell at Their Best
Build the skills your team needs to sell to more senior buyers and handle longer, larger deals.
Drive Lasting Sales Growth With SOCO
When you choose a sales training partner, you need to know their methods will stick. Our proven approach (mentioned by participants themselves) goes far beyond traditional classroom learning. We combine deep industry expertise with hands-on training to transform how your team sells every day.
Customized Training
We conduct a thorough needs analysis for both leaders and learners to design a program that truly fits your team. By integrating unique, industry-specific case studies, we deliver a tailored solution.
Training Effectiveness
Our interactive sessions follow an 80/20 rule focused on practical context, heavily featuring activities and role-plays. This hands-on approach drives observable changes to on-the-job behavior in your sales team.
Ongoing Support
We offer post-training coaching, e-learning, digital reinforcement, and train-the-trainer programs to turn new skills into lasting habits so your investment keeps paying off long after the session ends.
the Stages of B2B Sales
Help Your Team Guide Buyers Through Every Stage of the Sale
B2B buyers go through five stages before they sign. Your reps need to know which stage each buyer is in, because what moves a deal forward changes at every step.
| Stage | What the buyer does | What your team needs to do |
|---|---|---|
| 1. Recognizing a need | Notices a problem worth solving | Help them see the cost of leaving it alone |
| 2. Committing to change | Decides to act and sets a budget and criteria | Shape the criteria early, before competitors do |
| 3. Comparing options | Researches solutions and vendors | Show clearly what makes your offer different |
| 4. Requesting proposals | Asks shortlisted suppliers for proposals | Send a proposal built around their goals and priorities |
| 5. Choosing a supplier | Picks a vendor and signs | Handle final concerns and make it easy to say yes |
The B2B sales process is a complex and lengthy journey that requires a lot of skill, patience, and persistence. B2B sales training gives your reps the skills for each of these stages, so they know what to do wherever a deal stands.
WHY B2B Sales Training?
Here's how B2B Sales Training Helps Your Whole Team Grow
Without formal training, reps learn what works through trial and error. A few do well, and the rest of the team is left to catch up. A structured sales training program gives everyone the same starting point, and your team gets:
- A shared approach to selling, so reps can support each other and coaching is easier for your managers.
- Skills they can use the same week, on the active deals already in front of them.
- A clear way to move deals toward a close, whether someone joined last month or has been selling for years.
- Support that continues after training, including a detailed guide to everything covered in the sales course, plus weekly videos, articles and tips.
Start by looking at where your deals tend to slow down. That’s usually the best place for training to begin, and it gives you a clear way to see progress once your team puts new skills to work.
B2B SELLING
Course Outline
- Mapping Buying Committees & Finding Internal Champions
- Navigating Complex Multi-Stakeholder Consensus
- Competitor Analysis
- Tailoring & Structuring High-Impact Presentations
- Taking Control of the Sale
Who Our Sales Training Programs Are For
New and seasoned sales professionals and sales managers will all benefit from training using the SOCO® Selling™ methodology. Our interactive training style helps new sales reps learn from experienced sales trainers and senior colleagues.
Experienced sales representatives can enhance their skills and acquire new techniques through SOCO Sales Training. This training program remains current with the constantly evolving sales profession. You need to regularly sharpen sales skills to ensure maximum results.
For who
Teams with new sales reps
Teams with experienced reps who wants to fine tune their craft
Format
Live Workshop or
Virtual Instructor-Led Training (VILT) sessions
Duration
1 -3 Days or Multiple 120 Minute VILT Sessions
B2B Selling Programs for Every Stage of the Sale
From the first conversation to the final sign-off, give your team a clear approach for each step of a B2B deal.
ENHANCE SALES TRAINING USING E-LEARNING
SOCO Academy For Teams
The Sales Teams Pack gives your reps on-demand sales training they can fit around their selling time. It keeps new skills fresh after a workshop and gives new hires a head start from their first day.
- Short lessons that fit a busy day. Each module runs 3 to 7 minutes, so reps can review a skill right before a client call.
- A clear view of progress. Your team leader account shows who’s completing lessons and how they’re scoring on quizzes.
- Get 10 learner accounts. Add or remove learners anytime, so no seat goes to waste when someone moves on.
- Everything in one pack. You get 5 sales courses, 150+ training videos and 30+ worksheets and checklists, with 12 months of access.
PRACTICAL TOOLS, MEASURABLE RETENTION
Integrating AI
Into Sales
We show your team how to use AI to save time on the busywork: research, follow-ups, prep, so they spend more time actually selling.
Certificates
of Completion
We provide graduates with certificates verifying mastery of our SOCO Selling methodologies.
Case Studies & Role Plays
We use real-world examples to help your team turn these ideas into daily sales habits.
Post Training Evaluation
After the workshop, we check on what your team learned and show you how to help them use their new skills.
Maximize Your ROI
We do a debrief with you after the training to share clear next steps so you get the absolute most value out of your investment.
Help Your Team Bring More Deals Over the Line
Get a quote or find out the right pillars and modules for your team. Our experienced program advisors are happy to help.
FREQUENTLY ASKED QUESTIONS (FAQ)
Why is B2B Sales training important for your team?
B2B Sales training is important for your team because it helps them develop the skills, knowledge, and strategies necessary for selling products or services to other businesses.
B2B sales are often more complex, competitive, and consultative than B2C sales, and require a different approach and mindset.
B2B sales training can help your team improve their prospecting, qualification, discovery, solution design, presentation, negotiation, and closing skills, as well as their ability to build rapport, trust, and value with their clients.
Should I hire a sales trainer?
Yes, hiring a sales trainer can be a valuable investment for your sales team.
An external sales trainer brings several advantages:
- Diverse Experience: External trainers have experience training different companies and industries, allowing them to share best practices and insights from various sources.
- Continuous Learning: External trainers are constantly updating their knowledge and techniques, ensuring that they bring fresh and up-to-date strategies to your team.
- Objective Perspective: External trainers offer an objective view of your team's strengths and weaknesses, providing unbiased feedback and tailored training solutions.
As compared to an internal trainer, these are some of the insights that they may not have. By hiring an external sales trainer, you can leverage their expertise to help your sales team perform at their best and stay competitive in the market.
What are the program delivery options?
Advanced Selling training can be delivered live in-person, live-virtually, via e-learning or a combination of methods referred to as 'blended learning'.
How long are the training sessions?
Training sessions can vary in length to accommodate different needs. They can be delivered as short 90 minute sessions delivered via web conferencing software or can span 1-3 days in-person.
This flexibility allows us to cater to your preferences and scheduling constraints, ensuring everyone can receive the training they need no matter how busy they are.
What is covered in a B2B sales training session?
A B2B sales training session covers various topics depending on the needs and goals of your team and your company.
However, most B2B Selling programs include:
- Mapping Buying Committees & Finding Internal Champions
- Navigating Complex Multi-Stakeholder Consensus
- Competitor Analysis
- Tailoring & Structuring High-Impact Presentations
- Taking Control of the Sale
How can I measure the ROI (Return on Investment) of sales training for our company?
Measuring the ROI of sales training involves tracking key performance indicators (KPIs) before and after the training to assess the impact on your business. Examples of some of the KPIs tracked include increased sales revenue, higher closing rates, improved customer satisfaction, and shorter sales cycles.
Which countries/locations can you provide training for?
We are committed to serving clients around the world. Our training programs have been successfully delivered in various international locations including the United States, Canada, Australia, Europe, and all APAC countries.
Regardless of your organization's location, we can work with you to provide high-performance sales training solutions tailored to your specific needs and objectives. Our global reach ensures that businesses in different countries can benefit from our expertise in optimizing B2B sales teams.
How do you train B2B Sales?
B2B sales training is about developing skills, knowledge, and strategies for selling to other businesses. B2B sales are often more complex, competitive, and consultative than B2C sales, and require a different approach and mindset. Different types and methods of B2B sales training exist, depending on the needs and goals of the sales team and the company.
Some common types of training are:
- Product or service training: Focuses on the features, benefits, and value proposition of the offerings.
- Industry training: Covers the trends, challenges, and opportunities in the specific sector or niche.
- Sales process training: Teaches the steps and techniques for managing and advancing the sales cycle.
- Sales skills training: Enhances the communication, persuasion, and relationship-building abilities of the salespeople.
B2B Sales Training Shaped Around Your Sales Goals
Whether your focus is winning more deals or growing the ones you have, give your team the skills to get there.
