# B2B Sales Training Program for Modern Selling Teams > B2B sales training for teams selling to businesses in India and abroad. Master qualification, discovery, multi-stakeholder deals and closing. Enquire now. - Source: https://bodhih.com/b2b-sales-training/ - Publisher: Bodhih Training (Bengaluru, India; since 2008) - Last updated: 2026-10-15 - Contact: solutions@bodhih.com · +91 99000 11601 --- Business buyers now research alone, decide in committees and trust sellers only when they add real insight. This B2B sales training equips your team with a clear, repeatable process from first contact to signed contract, built around how modern buying groups actually decide. ## At a glance - **Duration:** Recommended: 2 days in person, or 4 × 3-hour live virtual sessions, customised to your sales motion - **Who it’s for:** Account executives, business development managers, sales engineers and new sales hires - **Level:** Foundation to Intermediate - **Format:** In person · Live virtual · Blended - **Track record:** Since 2008 · 2,000+ companies B2B sales training develops the skills needed to sell products and services to other businesses, from first contact to signed contract. It covers prospecting, qualification, discovery questioning, selling to buying committees, business cases, objection handling and closing with mutual action plans. Bodhih runs it over 2 days in person or four 3-hour virtual sessions, using participants' own deals. - Recommended: 2 days in person, or 4 × 3-hour live virtual sessions, customised to your sales motion - Level: Foundation to Intermediate · In person · Live virtual · Blended - Designed with the ADDIE model and customised to your context - Offered by Bodhih since 2008 to 2,000+ organisations across 7 regions **Also known as:** business to business sales training, enterprise sales training, corporate sales training, B2B sales course **Where and how:** B2B sales training as an in-person workshop in [Bengaluru](https://bodhih.com/corporate-training-in-bangalore/), [Mumbai](https://bodhih.com/corporate-training-in-mumbai/), [Delhi NCR](https://bodhih.com/corporate-training-in-new-delhi/), [Gurugram](https://bodhih.com/corporate-training-in-gurugram/), [Hyderabad](https://bodhih.com/corporate-training-in-hyderabad/), [Chennai](https://bodhih.com/corporate-training-in-chennai/), [Pune](https://bodhih.com/corporate-training-in-pune/), [Kolkata](https://bodhih.com/corporate-training-in-kolkata/), [Ahmedabad](https://bodhih.com/corporate-training-in-ahmedabad/) and [Jaipur](https://bodhih.com/corporate-training-in-jaipur/); as a live online course; or delivered overseas in [Dubai](https://bodhih.com/corporate-training-in-dubai/), [Singapore](https://bodhih.com/corporate-training-in-singapore/) and across the Middle East, Asia and Africa. Last reviewed 15 Oct 2026 by [Siddharthan VGJ](https://bodhih.com/siddharthan-vgj/), Founder · Bodhih Training, Bengaluru ## Why B2B selling has changed B2B buyers do more of their homework online and with AI tools before speaking to anyone. When they do engage a seller, they expect sharper insight and less product pitching. B2B [sales training](https://bodhih.com/professional-sales-skills-training-in-india/) helps your team earn that conversation. It shifts the focus from talking about features to helping a buying group make a confident decision. > A Gartner survey of 646 B2B buyers found that 67% prefer a sales-rep-free buying experience. Source: [Gartner press release, March 2026](https://www.gartner.com/en/newsroom/press-releases/2026-03-09-gartner-sales-survey-finds-67-percent-of-b2b-buyers-prefer-a-rep-free-experience) ## What participants will be able to do ### Follow a shared sales process Move opportunities through clear stages with agreed exit criteria, so everyone describes deal status the same way. ### Qualify with discipline Use sharp qualification questions on business impact, decision process and pain to drop weak deals early and focus on winnable ones. ### Run sharper discovery Ask layered questions that uncover business impact, urgency and the cost of doing nothing. ### Sell to a buying committee Engage finance, IT, procurement and end users with messages that match what each of them cares about. ### Handle objections calmly Respond to price, timing and competitor objections with a simple listen, clarify, respond and confirm routine. ### Close with mutual action plans Agree dated next steps with the buyer so deals do not stall after a good meeting. ## Who should attend - Account executives and business development managers - Sales teams in SaaS, IT services, manufacturing and industrial B2B - Pre-sales and solution engineers who join client meetings - Founders and early sales hires in start-ups - Graduates and lateral hires joining a B2B sales team ## Program outline Recommended design, customised to your context after a short needs analysis. ### **How B2B buyers buy today**Module 1 · 90 min - The non-linear buying journey and self-directed research - Buying committees and consensus-building - Where a seller genuinely adds value - Activity: map a recent lost deal against the buyer's journey ### **Prospecting and first conversations**Module 2 · 2 hours - Ideal customer profile and account targeting - Trigger events and relevant outreach - Opening a first meeting with a point of view - Practice: write and pitch a 30-second opener ### **Discovery and qualification**Module 3 · 2.5 hours - Situation, problem, impact and need-payoff style questioning - Deal qualification: measurable impact, budget owner, decision criteria and process - Spotting red flags and when to walk away - Role-play: discovery call with a busy operations head ### **Building value and the business case**Module 4 · 2 hours - Translating features into business outcomes - Simple ROI and cost-of-inaction calculations - Tailoring the story for finance, IT and users - Exercise: build a one-page business case ### **Objections, competition and negotiation basics**Module 5 · 2 hours - A four-step routine for handling objections - Positioning against competitors without criticising them - Give-get trading on price and terms - Role-play: 'we need a 20% discount to proceed' ### **Closing and pipeline hygiene**Module 6 · 90 min - Mutual action plans and dated next steps - Stage exit criteria and CRM hygiene - Honest forecasting categories - Action plan: three deals you will move this month ## Sample training plan: 2-day hands-on design This two-day program gives B2B sellers a shared, practical sales process from first conversation to signed deal. Participants bring three live opportunities and work on them throughout. They map a lost deal against how buyers actually buy, write and pitch a point-of-view opener, run discovery and qualification on a busy operations head, build a one-page business case, handle a 20 percent discount demand and agree mutual action plans. The capstone is a deal review board followed by a closing meeting with the buyer. 78% hands-on practice · 13.5 contact hours · Cohort: 12–20 participants · In person · Live virtual ### Day 1: Buyers, openers and discovery Participants can open a first meeting with a point of view, run discovery and qualify their own live deals honestly. 1. 09:30–10:00 · Buying committee bingo (Energiser) 2. 10:00–11:00 · Lost deal autopsy (Diagnostic) 3. 11:15–11:45 · Stages everyone agrees on (Concept burst) 4. 11:45–13:00 · A thirty-second point of view (Build sprint) 5. 13:45–15:00 · Discovery with a busy operations head (Role-play) 6. 15:15–16:15 · Qualify or walk away (Case clinic) 7. 16:15–16:45 · Gap-closing questions (Skill drill) 8. 16:45–17:30 · The call I will make tomorrow (Reflection) ### Day 2: Value, objections and closing Participants can build a business case, handle price and competitor objections and agree dated next steps with buyers. 1. 09:30–10:00 · Feature to outcome relay (Energiser) 2. 10:00–11:00 · One-page business case (Build sprint) 3. 11:15–12:15 · Listen, clarify, respond, confirm (Skill drill) 4. 12:15–13:00 · Against the competition, without criticising (Group challenge) 5. 13:45–14:30 · We need 20 percent off (Role-play) 6. 14:30–15:15 · Mutual action plans (Demo & practice) 7. 15:30–16:45 · Deal review board and closing meeting (Simulation) 8. 16:45–17:30 · Three deals I will move this month (Action planning) Recommended: 2 days in person (09:30–17:30), or 4 × 3-hour live virtual sessions, built around your sales motion, plus a 90-day pipeline follow-up. A sample design: every Bodhih program is customised after a short needs analysis. ### How long is B2B sales training? The recommended design is two days in person, from 09:30 to 17:30, followed by a 90-day pipeline follow-up. It also runs as four live virtual sessions of three hours each over two weeks. A one-day version suits a focused refresher, and a three-day version adds negotiation and account planning. ### What activities are included in B2B sales training? Participants work on three of their own live opportunities. They dissect a lost deal, pitch a 30-second opener in speed rounds, run discovery with a busy operations head, qualify deals in a peer clinic, build a business case, negotiate a 20 percent discount demand and present to a deal review board. ## How we deliver it ### Your deals, your products Cases and role-plays are written around your products, typical buyers and real objections gathered during the analysis phase. ### Practice over presentation More than half of the time is spent in role-plays, deal clinics and peer coaching rather than slides. ### Tools that stay in use Participants leave with a discovery question bank, qualification checklist and mutual action plan template. ### Blended reinforcement Short follow-up nudges and a deal review session keep new habits alive after the classroom. ## Tailored versions ### For SaaS and IT services selling globally Adds selling to US, UK and European buyers across time zones, remote discovery calls and working with partners and hyperscaler marketplaces. ### For manufacturing and industrial sales Covers technical buyers, tenders, RFQs, plant visits and long approval chains in engineering-led organisations. ### Sales induction bootcamp A structured version for new hires that combines B2B sales fundamentals with product knowledge and supervised calls. ## How we measure impact We apply the Evaluate phase of ADDIE at four levels. Participants take a pre- and post-program sales skills assessment on AssessAll, and complete a scored role-play at the end of the program. Managers use a simple call observation guide during 30-day check-ins, and at 60 and 90 days we review agreed pipeline indicators with you, such as qualification quality, stage conversion and deal velocity, and suggest targeted refreshers. AA Pair this program with [AssessAll](https://assessall.com), Bodhih’s AI assessment platform, for pre- and post-program skill measurement. ## Frequently asked questions ### What is B2B sales training? B2B sales training builds the skills needed to sell to businesses rather than individual consumers. It covers prospecting, qualification, discovery, business cases, objection handling and closing, with a strong focus on buying committees and longer sales cycles. The goal is a repeatable process that improves win rates and forecast accuracy. ### How do you sell effectively to large enterprises? Selling to large enterprises needs multi-threaded relationships, a clear understanding of the decision process and a business case that finance will accept. Sellers should qualify rigorously, engage the economic buyer early and use a mutual action plan to keep momentum. Our program practises each of these with realistic enterprise scenarios. ### How do you qualify a B2B sales opportunity? Strong qualification checks whether there is measurable pain, a clear economic buyer, known decision criteria, a defined decision process and a champion inside the account. A simple qualification checklist helps sellers ask these questions consistently. Weak deals are either strengthened with a plan or dropped early to protect time. ### How long does B2B sales training take? We recommend 2 days in person or 4 [live virtual](https://bodhih.com/live-virtual-classes/) sessions of about 3 hours, followed by reinforcement over 60 to 90 days. The exact design depends on your sales cycle, team experience and goals. For new hires, we often extend it into a longer induction bootcamp. ### Is this different from your consultative selling program? Yes, [consultative selling](https://bodhih.com/consultative-selling-skills/) focuses mainly on the conversation skills of understanding needs and advising. This B2B sales training covers the full sales process, including prospecting, qualification frameworks, buying committees, business cases, pipeline hygiene and forecasting. Many clients combine the two. ### Can the training be delivered to teams outside India? Yes. We deliver live virtual sessions to teams across the Middle East, Southeast Asia, Australia and Africa, and our master trainers travel from Bengaluru for in-person programs. Content is adapted for the buyer cultures your team sells into, from GCC procurement teams to US and UK enterprise buyers. ### What will our sales managers need to do after the program? Managers play a key role in making new habits stick. We give them a short call observation guide and deal review questions aligned to the training. A 30-minute manager briefing before the program helps them reinforce the same language in weekly pipeline reviews.