Overall content

This course builds a grounded understanding of what actually drives results in complex B2B sales, from the individual salesperson to the organization built around them. It takes a scientific and holistic approach to sales excellence, the one behind Holistic Sales Management: the whole system, not a single method.

  • Scientific facts about sales

  • The main drivers of business complexity and the length of your sales cycle

  • The evolution of sales - history and trends

  • The success factors and characteristics of different sales logics

  • Understanding the customer's buying cycle and business drivers

  • Customer value orientation - Creating values the customer wants to pay for

  • Stakeholder management and influence

  • Effective communication

  • The human factor - A winning mindset and overcoming limiting beliefs

  • Sales Planning and execution - Implementation principles

Instructor

Senior Consultant & Owner

George Rizopulos

George is an entrepreneur, business owner, and Senior Consultant at Asteri International. He is focusing on improving Sales effectiveness, leadership, and Organizational efficiency. ​ George has over 20 years of international B2B sales experience in management positions from IT, Telecom, and transport solutions. In addition to this, he has over 10 years of experience as a senior management consultant focusing on B2B sales George speaks 6 languages, has lived, and worked in 5 different countries. He has significant experience in change management, organizational and leadership development. He has developed organizations and managed cross-functional sales teams. George has designed and implemented strategies, tools & methods, processes, and performance management structures. He has also conducted B2B sales and leadership training in 40 countries around the world for large global enterprises in English, Swedish, Spanish, and Portuguese. Linkedin: https://www.linkedin.com/in/georgerizopulos

Social proof: testimonials

David Hillman - Gen. Dir. Vocational Product Line at Navistar- Chicago, USA

George does a masterful job of getting to the strategic core of selling in a meaningful, engaging way. He has years of experience in both the psychology of the sales process and also with putting theories to use in actual complex sales environments. I expect anyone who takes this course will learn new material to help improve their sales process.

Bjorn Winblad, VP Special Accounts at Scania CV, - Sodertalje, Sweden

Very interesting and thought-provoking, also with a lot of practical tips on how to improve solution sales in a pedagogical manner.

Fabricio Vieira de Paula, Sales Director at Scania Brazil - Sao Paulo, Brazil

Fundamental principles for sales management, indispensable for training and changing the mindset of the sales team seeking more consultative sales."

Martin Sjostrand, CEO at Lexplore - Stockholm, Sweden

As a CEO focused on global non-transactional sales acceleration, I found the online training sessions extremely useful. I especially like its connection to science as that brings validity to the suggested sales process development required for my organization. I intend to use the training on all customer facing personnel but also on areas such as portfolio management. I strongly recommend the training

Bonus material

Much more than just training

  • Sales tools and checklists

    You will get a number of different sales tools, checklists, and guidelines to help you implement the theory in your daily sales operations

  • Examples and real life expiences

    To make the theory more relevant, you will hear examples to put things into context, as well as real life experiences.

  • BONUS - Individual Sales Assessment

    A DISC based behavioural report. This will outline natural patterns of your behavior and communication. It does not evaluate your knowledge or experience, but illustrates your behavior in a given situation. This is a working tool for you and your own development in communicating with colleagues and customers. You will receive an individual report related to sales, which will be a tool for self-awareness and how to adapt to different personality types.