935 476 066
680 582 321B2B Sales Course
High-Performance Sales Strategies
B2B Sales Course Details
Start: 06/11/2026
Duration: 7 days
Modality On-Site: Fridays from 16:00 to 20:00 and Saturdays from 09:30 to 13:30
Campus: Terrassa
Language: Spanish
The B2B Sales Course at Euncet Business School is designed for professionals who seek to improve their commercial results in business-to-business environments. Through a practical approach, participants will learn what B2B sales are, how consultative selling works and which are the most effective sales strategies. They will discover techniques to identify opportunities, build trust with clients and close value-driven agreements.
The current business environment is increasingly competitive. For this reason, mastering B2B strategies and the different types of sales is key. This allows the development of solid and sustainable business relationships with other companies. During the course, students will develop essential skills such as market prospecting, identifying customer needs and building value propositions tailored to each organisation.
This training combines theory and practice. Participants will immediately apply consultative selling techniques to improve their commercial process. They will also optimise their B2B strategies to generate new business opportunities and strengthen relationships with corporate clients.
You will learn proven B2B strategies that increase your results from day one. Request information with no obligation
Euncet Business School's own degree.
Academic Information
B2B Sales Course
CAMPUS:
Campus Terrassa
SPOTS:
15
DATE:
6, 7, 13, 14, 20, 21 and 27 November
PRICE:
1.400 €. Special price for workers of companies with an agreement or Alumni: 1.120€
Format of the B2B Sales Course
7 DAYS
6, 7, 13, 14, 20, 21 and 27 November
28 HOURS
The training, with a duration of 28 hours, will take place on-site at the Terrassa Campus
8 HOURS PER WEEK
The course includes 7 theoretical-practical sessions of 4 hours each. Schedule: Fridays from 16:00 to 20:00h and Saturdays from 09:30 to 13:30h.
THEORETICAL-PRACTICAL TRAINING
Different group dynamics to encourage applicability from day one.
- CERTIFICATE OF PARTICIPATION
To obtain the course participation certificate, it is essential to have attended at least 75% of the scheduled sessions.
B2B Sales Course Modules
Module 1: Fundamentals of B2B Sales
Content
- Introduction to consultative selling.
- Building relationships and trust.
- In-depth knowledge of the customer.
- Understanding the complete buying and selling process.
Objectives
- Understand the principles of consultative selling and its application in B2B commercial environments.
- Develop effective communication, active listening and empathy skills to build solid relationships with clients.
- Master research and analysis techniques of customer needs to offer personalised solutions.
- Learn to create value through a deep understanding of the customer.
- Optimise the use of CRM tools and digital platforms to manage the sales process efficiently.
Module 2: Market Prospecting and Opportunity Generation
Content
- Apply prospecting strategies.
- Generate qualified leads.
- Handle calling techniques and filters.
- Integrate prospecting with social media and marketing.
- Develop effective prospecting campaigns.
- Measure efficiency ratios and manage CRM.
- Incorporate AI tools into prospecting.
Objectives
- Identify and analyse target markets and niches to expand the client portfolio.
- Apply cold and warm prospecting techniques to generate qualified leads.
- Maintain effective communication with clients throughout the entire process.
- Design personalised prospecting plans with clear and measurable objectives.
- Leverage professional social networks and industry events to capture new opportunities.
Module 3: Effective Sales Techniques
Content
- Qualification: asking intelligent questions to the right people.
- Strategic vision of sales and account management.
- Preparation, co-creation and presentation of value propositions.
- Objection handling.
- Negotiation, closing and agreement management.
Objectives
- Understand why and when a client will invest in a commercial proposal.
- Identify who and how participates in the decision-making process.
- Refine persuasive presentation and storytelling skills to communicate the value of proposals.
- Apply objection handling and sales closing techniques to turn opportunities into successful agreements.
- Develop negotiation skills to reach agreements beneficial for all parties.
Module 4: B2B Sales Team Management
Content
- Understand the functions of sales management.
- Leadership and organisation of the sales team.
- Improve team performance.
- Apply coaching to motivate and develop the team.
- Manage the motivation and remuneration of salespeople.
- Carry out monitoring and control through KPIs.
- Develop effective sales plans.
- Understand best practices in hiring salespeople.
Objectives
- Achieve and exceed sales objectives through effective management of the sales team.
- Lead both the group and individually by applying coaching techniques.
- Create and use dashboards to make strategic decisions.
Teaching Team
B2B Sales Course
Objectives of the B2B Sales Course
The B2B Sales Course aims to provide participants with tools and practical knowledge to improve their commercial performance.
At the end of the course, students will be able to:
- Understand what B2B sales are and how they differ from other commercial models. Identify the different types of B2B sales according to the business environment.
- Apply consultative selling principles to identify customer needs and build business relationships based on trust and value.
- Develop B2B sales strategies and effective commercial methodologies to increase customer acquisition and generate new business opportunities.
- Implement market prospecting techniques to identify new contacts, expand the client portfolio and strengthen business relationships between companies.
- Apply methodologies, techniques and sales strategies that improve commercial results and contribute to achieving the company’s sales objectives.
What will you find in our B2B Sales Course?
The course combines theory and practice so that participants can immediately apply the knowledge in their day-to-day commercial activity. Each session includes dynamics, real cases and tools ready to be implemented in any B2B sales team.
Participants will learn to:
UNDERSTAND THE B2B ENVIRONMENT
You will learn what B2B sales are and their different types. You will also develop solid relationships with business clients by adapting strategies to their needs.
GENERATION OF OPPORTUNITIES AND CLIENT ACQUISITION
You will learn techniques to identify new contacts, generate qualified leads and expand the client portfolio, applying structured methods and taking advantage of digital channels and industry events.
IMPROVEMENT OF THE COMMERCIAL PROCESS
You will develop skills to optimise each stage of the sales process, communicate value propositions, manage objections and close agreements effectively.
LEADERSHIP AND EFFICIENCY OF THE SALES TEAM
You will learn to organise, motivate and lead sales teams to achieve sales objectives, applying tracking metrics, strategic planning and coaching techniques.
Other Euncet Postgraduate Courses
Frequently Asked Questions
B2B Sales Course
This course is aimed at sales, marketing and account management professionals who work in B2B environments. It is also ideal for middle managers, team leaders, sales managers and anyone who wants to acquire strategic and practical skills to attract clients and optimise the B2B sales process.
No specific prior knowledge is required, although it is recommended to have minimum experience in commercial environments or contact with sales processes. The course is designed to adapt to professionals who want to improve their skills and apply advanced sales and prospecting techniques in their day-to-day work.
This course combines a practical approach with strategic content, allowing the application from day one of prospecting, opportunity generation and sales closing techniques. Unlike other programmes, it integrates high-performance methodologies, team management and digital tools, offering a complete vision of the entire B2B commercial process.
It covers the fundamentals of B2B sales, market prospecting techniques, strategies to communicate value propositions, objection management and sales closing. In addition, it includes content on leadership and management of sales teams. You will also see how to use digital tools and CRM, together with methodologies to increase efficiency and sales results.
The course prepares for roles such as: B2B Sales Executive, Account Manager, Business Development Manager, Sales Team Manager or Sales Consultant
Yes. Upon completing the course and meeting the attendance requirements, you will receive a certificate of participation from Euncet Business School. This certifies the training and competencies acquired in B2B sales strategies and techniques.
Xavier Fabregat
Executive Education and Corporate Training Advisor
