🤝 B2B Sales
B2B Sales Organization Management and Capability Building
⏱ Training hours4 hours
🏢 FormatOn-site delivery · Customized design
👤 InstructorJohn Kim
✅ Key outcomeHigher win rates from stronger customer-focused proposals and persuasion
This intensive 4–6 hour course gives new sales reps a clear understanding of what B2B selling is and how a structured sales process works. In practical sessions led by John Kim, CEO of Nanum Consulting, participants learn customer understanding and communication, proposal and persuasion skills, and hands-on sales techniques, one step at a time. Role-play exercises turn these into skills they can use on the job. By building the essential skills for each stage of the B2B sales process, new reps deliver results faster and the whole organization gains capability. The curriculum draws on Nanum Consulting’s training experience with 50+ major corporations and institutions.
💻 Start learning this topic with an online course →Who is this course for?
The course is designed for B2B sales team leaders, sales managers, and current sales reps who need to improve results. It is especially well suited to organizations that want to systematically build practical skills across the entire process, from customer engagement to proposal writing and negotiation.
What will you learn?
- A clear understanding of B2B sales fundamentals and processes for new sales reps
- Master the key skills of each sales process stage through hands-on practice
Curriculum
Module 1: The essence and role of B2B sales
- The role of sales and its position in the value chain
- A 6-step sales process for people from non-sales backgrounds
- Sales KPIs and evaluation framework (performance and activity metrics)
- HQ–field collaboration and information-flow mechanisms
- Designing the sales performance feedback loop (goals–activities–results)
- Building a shared language and a results-driven culture in the sales organization
Module 2: Understanding customers and communicating with them
- Customer types and their traits (analytical, achiever, cautious, relational)
- Hands-on practice: question cards for uncovering customer needs and pain points
- Empathetic communication and listening skills
- Small talk, business etiquette, and taboos at a glance
- 5-step process for handling complaints and claims (case-based)
- A customer-experience (CX) service mindset and NPS management
Module 3: Proposal skills and persuasive communication
- Proposal structure: the Pain–Solution–Value framework
- Customer-centered storytelling (situation → conflict → turning point → result)
- Building a persuasive presentation (the 3-key-message structure)
- Preparing quotes and materials: accuracy, transparency and readability
- Comparing winning and average proposals
- Proposal strategies tailored to each decision-maker, and presenting ROI
Module 4: Practical sales skills & role play
- Practical points for the 6-step sales process
- SPIN questioning technique practice
- Role play: new proposals (identifying customer needs and persuading)
- Role play: handling customer complaints (empathy, alternatives, winning the repeat purchase)
- Objection-handling techniques (cost, timing, and status-quo concerns)
- Negotiation points and concession plans by stage
Expected results / After the course
- Win more deals with proposals and persuasion built on customer insight
- Building a culture of data-driven goal and performance management
On-site training references
LX Korea Land Information CorporationHyosung Information SystemsKorea Special GasDaejeon Chamber of Commerce and IndustryLand Information Training InstituteStartup Leap Support Team, Seowon UniversityKTLG ElectronicsGyeonggi Business & Science AcceleratorKorea Land Information CorporationNongHyupNongHyup FeedDaejeon TechnoparkLotte RentalLotte Data CommunicationPukyong National UniversitySamsung C&TSamsung WelstorySamsung Electro-MechanicsSamsung ElectronicsKorea SMEs Training InstituteChungnam TechnoparkChungbuk TechnoparkPOSCOKorea Tool CooperativeKorea Senior Human Resources Development InstituteKorean RegisterEpson KoreaHitachi KoreaHyundai Construction Equipmentand more
About the instructor
John KimInstructor John Kim, author of “B2B Marketing Design” and CEO of Nanum ConsultingView profile →
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FAQ
The course is designed for B2B sales team leaders, sales managers, and current sales reps who need to improve results. It is especially well suited to organizations that want to systematically build practical skills across the entire process, from customer engagement to proposal writing and negotiation.
The curriculum is structured to move step by step, from understanding the essence of B2B sales through to real-world role play. With a focus on customer understanding, communication, and stronger proposal skills, participants gain skills they can use on the job right away.
Training hours can be flexibly adjusted from 4 to 6 hours to fit your organization’s needs. Specific training fees are provided as a custom quote based on the number of participants, training hours, and delivery location.
Instructor John Kim is an expert who has delivered sales organization capability training at many B2B companies. His hands-on approach centers on skills participants can apply immediately, and his sessions consistently earn high satisfaction ratings.
B2B Sales Organization Management and Capability Building
This intensive 4–6 hour course gives new sales reps a clear understanding of what B2B selling is and how a structured sales process works, so that
Training objectives
- A clear understanding of B2B sales fundamentals and processes for new sales reps
- Master the key skills of each sales process stage through hands-on practice
Expected results
- Win more deals with proposals and persuasion built on customer insight
- Building a culture of data-driven goal and performance management
Curriculum
Module 1Module 1: The essence and role of B2B sales
- The role of sales and its position in the value chain
- A 6-step sales process for people from non-sales backgrounds
- Sales KPIs and evaluation framework (performance and activity metrics)
- HQ–field collaboration and information-flow mechanisms
- Designing the sales performance feedback loop (goals–activities–results)
- Building a shared language and a results-driven culture in the sales organization
Module 2Module 2: Understanding customers and communicating with them
- Customer types and their traits (analytical, achiever, cautious, relational)
- Hands-on practice: question cards for uncovering customer needs and pain points
- Empathetic communication and listening skills
- Small talk, business etiquette, and taboos at a glance
- 5-step process for handling complaints and claims (case-based)
- A customer-experience (CX) service mindset and NPS management
Module 3Module 3: Proposal skills and persuasive communication
- Proposal structure: the Pain–Solution–Value framework
- Customer-centered storytelling (situation → conflict → turning point → result)
- Building a persuasive presentation (the 3-key-message structure)
- Preparing quotes and materials: accuracy, transparency and readability
- Comparing winning and average proposals
- Proposal strategies tailored to each decision-maker, and presenting ROI
Module 4Module 4: Practical sales skills & role play
- Practical points for the 6-step sales process
- SPIN questioning technique practice
- Role play: new proposals (identifying customer needs and persuading)
- Role play: handling customer complaints (empathy, alternatives, winning the repeat purchase)
- Objection-handling techniques (cost, timing, and status-quo concerns)
- Negotiation points and concession plans by stage
About the instructor
John Kim, Lead Instructor
10 years in industry · 15 years teaching (3,000+ lectures)
Education
· MBA (advanced major: Marketing), Korea University Graduate School of Business (graduated)
· Sungkyunkwan University Consultant Program (completed)
· Sogang University Graduate School of Business, Short-Term MBA (completed)
· Seoul National University Lifelong Education Instructor Development Program (completed)
· Chung-Ang University, B.A. in English Language and Literature (graduated)
Experience
· Current: CEO, Nanum Consulting
· Formerly at Hyosung Corp., Daeduck Electronics and Shinhan Diamond: overseas assignments and strategic planning (10+ years)
· Current partner instructor, Expert Consulting
· Current: Partner instructor, PSI Consulting
· (Current) Partner instructor, Korea SMEs and Startups Agency and SME Training Institute
Credentials and publications
· Certified consultant
· Certified teacher
· Completed official IDEO Design Thinking training
· B2B Marketing Design (1 Apr 2025)
· The Chinese Diamond Tool Market: Present and Future (co-authored, Korea Tool Association)
· Battles That Changed History and Innovative Weapons (in progress)