Master Enterprise Sales & Complex B2B Deals | Global Sales University

Advanced B2B Strategy

Master Complex Enterprise Sales

Move beyond simple transactions. Learn to navigate complex B2B environments, manage multiple stakeholders, and close high-value deals using the Challenger Sales methodology.

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B2B

Focus

Modules

High

Impact

Why This Matters

Navigate the Complex Sale

Enterprise sales demand more than product knowledge. They require psychological insight, strategic mapping, and the ability to control the conversation.

Strategic Control

Adopt the Challenger Sales approach. Learn to teach, tailor, and take control of the conversation to disrupt current thinking and drive action.

Stakeholder Mapping

Deals die in the consensus phase. Master the art of identifying decision-makers, influencers, and blockers to build widespread organizational support.

Buyer Psychology

Understand the hidden drivers behind enterprise decisions. Use emotional and logical certainty to future-pace outcomes and accelerate deal closure.

What You Will Achieve

By the end of this course, you will possess the strategic toolkit required to engage C-level executives and navigate long sales cycles.

Apply the Consultative Selling Framework effectively in B2B environments.

Master Stakeholder Mapping and enterprise qualification strategies (B.A.N.T.E).

Use the Challenger Sales approach to create constructive tension.

Raise pain thresholds and lower action thresholds to drive decisions.

Future-pace enterprise decisions using both emotional and logical certainty.

Optimize your enterprise pipeline and accelerate deal closure.

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Program Syllabus

Course Structure

A structured deep-dive into the methodology of high-stakes selling.

1 Stages in Consultative Selling Approach

Explore the key phases a salesperson follows to understand a client’s needs, build trust, and offer tailored solutions. Learn to master rapport building, uncovering needs, presenting solutions, and closing.

2 The Consultative Selling Process

A structured method where you act as a trusted advisor. Focus on asking the right questions, listening actively, and creating value-based solutions rather than just pushing a product.

3 The Challenger Salesman

Understand the persona of a salesperson who teaches, tailors, and takes control. Learn why challenging the customer’s thinking drives new perspectives and uncovers hidden opportunities.

4 Selling as a Challenger

A strategic approach where you proactively guide the customer through insights, challenge assumptions, and demonstrate unique value, positioning yourself as an essential business partner.

5 Multi-Stakeholder Dynamics

Learn to manage complex scenarios involving multiple decision-makers. Success depends on understanding each stakeholder’s priorities, aligning value propositions, and building consensus across the group.

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About Global Sales University

Founded by Africa's leading sales training company, SalesRuby Limited, GSU is designed to close the skills gap in modern selling.

Our Mission

To provide world-class, structured sales training that helps businesses approach revenue growth strategically.

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Africa's Premier Sales Academy

"Enterprise sales is not about luck. It's about strategy. This course gives you the roadmap to close the biggest deals of your career."

Ready to Close Bigger Deals?

Join elite sales professionals mastering the psychology of the enterprise sale.

Enterprise Sales Mastery

5 Deep-Dive Modules
Stakeholder Mapping Tools
Challenger Methodologies
Mobile & Desktop Access
Certificate of Completion

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