The B2B Sales Specialist Certification Program will give you the skills and industry recognition needed to succeed as a sales professional in the lucrative and competitive B2B Sales space.

This program equips you with a complete process and selling methodology that includes prospecting, business development, negotiations, one-on-one communications to social selling and strategic sales planning. You will learn proven sales best practices, sales processes and methodologies developed by Shane Gibson and the Professional Sales Academy who’s present and past clients include organizations such as Wesgroup Equipment, Ford Canada, Sherweb, Elavon, World Trade Center Vancouver and hundreds of other organizations on 5 continents. The B2B Sales Specialist Certification Program is accredited by the Canadian Professional Sales Association, successful graduates can earn the Certified Sales Associate or Certified Sales Professional designation.

Register now to get started:

Course curriculum

  • 1

    Before You Begin

    • Before You Begin

    • Build Your Network
  • 2

    Introduction

    • Introduction to the B2B Sales Specialist Course
  • 3

    Module 1: Future-Proof Your B2B Sales Career

    • Future-Proof Your B2B Sales Career: Introduction

    • Virtual Sales Competency

    • Solution Focused Selling

    • Right Brained Revolution
  • 4

    Module 2: Targeting the Right Clients

    • The ROI of Targeting and Segmenting: Part 1

    • The ROI of Targeting and Segmenting: Part 2

    • Retain, Develop, Regain & Gain Strategies

    • The Sales Formula

    • Resources

    • Module 2: Exercise

    • Module 2: Selling Fundamentals Quiz

    • Module 2: Professional Sales Quiz
  • 5

    Module 3: Prospecting 2.0

    • Prospecting 2.0: Introduction

    • Become a Conversation Starter

    • Prospecting 2.0: Part 2

    • Prospecting 2.0: Part 3

    • Resources

    • Module 3: Exercise

    • Module 3: Selling Fundamentals Quiz

    • Module 3: Professional Selling Quiz
  • 6

    Module 4: Lead Nurturing and the Power of Frequency Selling

    • Lead Nurturing and the Power of Frequency Selling: Introduction

    • Lead Nurturing & Tools

    • Frequency & Approach

    • Resources

    • Module 4: Exercise

    • Module 4: Selling Fundamentals Quiz

    • Module 4: Professional Selling Quiz
  • 7

    Module 5: The Art of Asking Questions (Needs Analysis and Client Discovery)

    • The Art of Asking Questions (Needs Analysis and Client Discovery): Introduction

    • Listen and Connect

    • Needs Analysis Questionnaire

    • Core Motivations & Business Drivers

    • Resources

    • Module 5: Exercise

    • Module 5: Selling Fundamentals Quiz

    • Module 5: Professional Selling Quiz
  • 8

    Module 6.1: Enterprise and Key Account Selling Success

    • Enterprise and Key Account Selling Success: Introduction

    • Business Relationships

    • The Five Stages of Relationship Management

    • Decision Makers

    • Resources

    • Module 6.1: Exercise

    • Module 6.1: Selling Fundamentals Quiz

    • Module 6.1: Professional Sales Quiz
  • 9

    Module 6.2: Decision Making Profiles

    • Decision Making Profiles

    • Selling to Different Personalities

    • Resources

    • Module 6.2: Selling Fundamentals Quiz

    • Module 6.2: Professional Selling Quiz
  • 10

    Module 7: Maximizing Sales Opportunities

    • Maximizing Sales Opportunities

    • Down-Selling and Trust Building

    • Resources

    • Module 7: Exercise

    • Module 7: Selling Fundamentals Quiz

    • Module 7: Professional Selling Quiz
  • 11

    Module 8: Handling Objections

    • Objection Handling

    • 7 Winning Objection Handling Strategies

    • Objections, Questions and Challenges

    • Resources

    • Module 8: Exercise

    • Module 8: Selling Fundamentals Quiz

    • Module 8: Professional Selling Quiz
  • 12

    Module 9: The Professional Salesperson: The Negotiator and Closer

    • Negotiations and Closing

    • Failure = Feedback

    • Negotiating to Win: Part 1

    • Negotiating to Win: Part 2

    • Resources

    • Module 9: Exercise

    • Module 9: Selling Fundamentals Quiz

    • Module 9: Professional Selling Quiz
  • 13

    Module 10: Social Selling Excellence

    • Social Selling Excellence

    • Rules of Engagement: Part 1

    • Rules of Engagement: Part 2

    • Resources

    • Module 10: Exercise

    • Module 10: Selling Fundamentals Quiz

    • Module 10: Professional Selling Quiz
  • 14

    Module 11: LinkedIn for Sales Fundamentals

    • LinkedIn for Sales Fundamentals: Introduction

    • Becoming a LinkedIn Influencer

    • Resources

    • Module 11: Selling Fundamentals Quiz

    • Module 11: Professional Selling Quiz
  • 15

    Module 12: Strategic Sales Planning

    • Strategic Sales Planning: Part 1

    • Strategic Sales Planning: Part 2

    • Resources

    • Module 12 Exercise

    • Module 12: Selling Fundamentals Quiz

    • Module 12: Professional Selling Quiz
  • 16

    Get Your Designation with CPSA

    • Get Your CSA or CSP Designation
  • 17

    Course Review

    • Course Review