⏱ Training hours4 hours
🏢 FormatOn-site delivery · Customized design
👤 InstructorJohn Kim
✅ Key outcomePractical sales skills to find and approach prospects effectively
Finding new buyers is essential to B2B growth, and this course covers the full path from strategy to execution. In a 4-hour intensive session led by John Kim, CEO of Nanum Consulting, participants learn the core process of new buyer acquisition: market segmentation, precise targeting, and effective value proposition design. The modules move step by step, from the fundamentals of new buyer acquisition to tactics for approaching and converting buyers, so you can apply the training on the job right away. The curriculum balances theory and practice to help participants improve their B2B sales results, and it draws on Nanum Consulting’s training for 50+ major corporations and institutions.
💻 Start learning this topic with an online course →Who is this course for?
Designed for B2B sales representatives, marketing teams, and business development managers. It is especially useful for sales teams struggling to find new customers and for companies looking to build a systematic buyer acquisition strategy.
What will you learn?
- Learn strategies and methods for systematically acquiring new buyers
- Design the process based on market segmentation, targeting, and value proposition
Curriculum
Module 1: Fundamentals of new buyer acquisition strategy
- Understanding B2B market structure and the Buying Center
- Existing customers vs. new buyers: differences and approach strategies
- Market segmentation and target selection process
- Defining and applying the Ideal Customer Profile (ICP)
- Building prospect lists and lead sourcing channels
- Building a CRM- and data-driven buyer acquisition process
Module 2: Approaching and converting new buyers
- First-contact strategy: cold email, LinkedIn, and trade show follow-up
- SPIN and Challenger questioning techniques for uncovering needs
- Writing a value proposition and designing proposal messages
- Strategies for reaching decision makers
- Pipeline management and prioritization through lead scoring
- Strengthening relationships and retention after converting new buyers
Expected results / After the course
- Practical sales skills to find and approach prospects effectively
- Building a balanced sales portfolio that retains existing customers and wins new buyers
On-site training references
LX Korea Land Information CorporationHyosung Information SystemsKorea Special GasDaejeon Chamber of Commerce and IndustryKorea Land Information Training InstituteSeowon University Startup Leap Support TeamKTLG ElectronicsGyeonggi Business & Science AcceleratorKorea Land Information CorporationNongHyupNongHyup FeedDaejeon TechnoparkLotte RentalLotte Data CommunicationPukyong National UniversitySamsung C&TSamsung WelstorySamsung Electro-MechanicsSamsung ElectronicsSMEs Training InstituteChungnam TechnoparkChungbuk TechnoparkPOSCOKorea Tool Industry CooperativeKorean RegisterEpson KoreaHitachi KoreaHyundai CorporationHyundai 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
Designed for B2B sales representatives, marketing teams, and business development managers. It is especially useful for sales teams struggling to find new customers and for companies looking to build a systematic buyer acquisition strategy.
Its systematic approach covers everything from market analysis to collaboration strategy. Rather than theory alone, this 4-hour intensive program delivers actionable strategies for reaching new buyers and converting them.
The program is a 4-hour intensive course. Pricing depends on the number of participants and on-site delivery conditions, so we provide a customized quote after a consultation.
John Kim is an expert in B2B sales and new customer acquisition. He has delivered B2B sales training to many companies and has earned high satisfaction ratings with a practical, hands-on approach.
B2B New Buyer Acquisition
For B2B companies to keep growing, finding new buyers is an essential sales capability, and this course delivers a complete solution from strategy to execution. John Kim
Training objectives
- Learn strategies and methods for systematically acquiring new buyers
- Design the process based on market segmentation, targeting, and value proposition
Expected results
- Practical sales skills to find and approach prospects effectively
- Building a balanced sales portfolio that retains existing customers and wins new buyers
Curriculum
Module 1Module 1: Fundamentals of new buyer acquisition strategy
- Understanding B2B market structure and the Buying Center
- Existing customers vs. new buyers: differences and approach strategies
- Market segmentation and target selection process
- Defining and applying the Ideal Customer Profile (ICP)
- Building prospect lists and lead sourcing channels
- Building a CRM- and data-driven buyer acquisition process
Module 2Module 2: Approaching and converting new buyers
- First-contact strategy: cold email, LinkedIn, and trade show follow-up
- SPIN and Challenger questioning techniques for uncovering needs
- Writing a value proposition and designing proposal messages
- Strategies for reaching decision makers
- Pipeline management and prioritization through lead scoring
- Strengthening relationships and retention after converting new buyers
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)