B2B Sales Skills From Cold Lead Generation To Closing Sales

本课程是 B2B Sales: High-Impact Questions, Active Listening - 2026 专项课程 的一部分

位教师： Alex Genadinik

2,196 人已注册

包含在 Coursera Plus • 了解更多 中

您将获得的技能

Sales Prospecting

Sales

Sales Presentation

Closing (Sales)

Overcoming Objections

Communication Strategies

Selling Techniques

Cold Calling

Sales Process

Phone Sales

Rapport Building

Inside Sales

Enterprise Sales

Negotiation

Sales Strategy

Sales Presentations

Outside Sales

Marketing Strategies

B2B Sales

Lead Generation

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该课程共有15个模块

Build a highly-effective sales system from scratch, and make high-ticket sales to businesses, organizations, universities, and non-profits.

You'll learn to get many sales leads (potential buyers), craft irresistible pitches that make them want to buy, and master the negotiation process in order to close the deals at maximum value.

Convert cold calls and cold emails into successful sales after developing conversational techniques that build rapport and guide prospects toward saying yes.

INSTRUCTOR'S TEACHING BACKGROUND

With over 20 years of entrepreneurial experience, I've:

Coached 1,000+ entrepreneurs in person

Taught 1,000,000+ students

Positively impacted millions of entrepreneurs worldwide

Helped many people create 6 and 7-figure businesses in the process

Dozens of bestselling courses

And I would love to help you.

INSTRUCTOR'S B2B SALES EXPERIENCE

I wasn't formally trained in B2B sales. I had to figure it out from scratch because around 2015, I began to sell to companies.

At first, I had no idea what I was doing, and it was a struggle during which I made many sales blunders, and lost many potential sales.

But over time, I figured out how to perfect every part of the sales process including how to get high-ticket buyers to come to me already wanting to buy from me.

Because I am a business owner, and I was doing all my sales, I also had to make my sales process incredibly efficient while still being effective at sales. I needed to sell more and also have time to manage the business.

That is exactly what I'll teach you in this course, and by the end of the course, you'll have an optimized sales process that is efficient and effective.

LEAD GENERATION FOR YOUR B2B SALES

Think success in sales is all about being a natural salesperson? It's a myth. The real secret lies in attracting high-quality leads. If you're reaching out to prospects who are already eager to buy, your sales become effortless.

In this course, I'll show you how to get high-quality leads by:

• 1) Getting leads who already want to buy your products to come to you.
• 2) Using lead-finding software that automates the process of looking for leads.

And it’s less expensive than you would think. I believe knowing how to get constant leads is one of the main pillars to building a successful business.

UNDERSTAND EXACTLY HOW TO GET QUALITY LEADS WHO ARE CLOSE TO BUYING

You'll learn how to attract high-quality leads who are ready to buy by the time they contact you.

Your future clients are out there and they are searching for you. Learn how to make them find you easily.

I'll share real-world examples from successful sales operations, giving you strategies that work immediately.

If you already have a business and apply what I teach, by the end of this course you will already have new clients, and this course will pay for itself multiple times over.

LEARN B2B SALES SKILLS TO HAVE LEADS COME TO YOU

Tired of spending countless hours reaching out to leads with low conversion rates? There's a better way.

Attract Warm Leads Through SEO and Social Media: Alex will show you how to get leads coming to you, already ready to buy.

Optimize Your Sales Funnel: Ensure that only high-converting leads reach out, increasing your sales win rate and reducing frustration.

INSIDE SALES VS. OUTSIDE SALES

Learn the difference between inside sales and outside sales.

Inside Sales: Your sales staff works remotely or from your office, focusing on cold emailing, cold calling, and online lead generation strategies.

Outside Sales: Your sales team visits client offices, conducting face-to-face meetings to close deals.

Inside sales are great for scaling with remote strategies like cold emailing and calling, while outside sales excel at building trust and closing high-ticket deals through in-person meetings.

MASTER INBOUND MARKETING FOR COMPLETE SUCCESS

Inbound marketing sounds similar to inside sales, but it's a different term.

Inbound marketing: Attract clients by having clients find your business, so they're already interested when they contact you.

Outbound marketing: Your sales team reaches out to potential clients, initiating conversations and building interest.

Most businesses only focus on one type of sales, missing out on huge opportunities. By learning both, you’ll have a balanced strategy that works for any business, giving you more leads, more conversions, and more growth.

REMOTE SALES SKILLS

With face-to-face sales decreasing, mastering remote sales is essential.

Create a trustworthy virtual presence: We'll guide you through setting up a professional background that feels real and trustworthy.

Lead effective remote sales calls: Get scripts and strategies to ensure your calls go smoothly and close deals.

Adapt to client preferences: If prospects prefer audio-only calls, you'll learn how to leverage your remote sales skills to build rapport and make the sale.

Remote sales are the way forward, and knowing how to do them right means you can reach clients anywhere without missing a beat. You’ll learn how to build trust, adapt to what clients prefer, and confidently close deals—all while working virtually.

TYPES OF LARGE BUSINESSES FOR WHICH YOU CAN DO B2B SALES

A significant part of this course focuses on landing big, high-ticket clients who can pay premium prices.

You’ll learn essential sales tactics that have helped me and my students do this on a consistent basis:

Write Engaging Business Proposals: Learn how to craft proposals that clients actually read and appreciate.

Conduct Sales Calls That Lead to Closures: Develop strategies for effective communication that result in closed deals.

Implement Account-Based Marketing (ABM): Use targeted marketing strategies to win big contracts.

These tactics will enable you to do B2B sales to Fortune 500 companies, universities, the military, and other large organizations, winning substantial contracts.

Just imagine what landing this type of deals will mean for your business and for your life.

TYPES OF SMALL BUSINESSES FOR WHICH YOU CAN DO B2B SALES

This course also covers B2B sales strategies for small and midsize businesses. You’ll learn strategies that involve:

Selling to local businesses: Dentists, cleaners, restaurants, gyms, stores, and many more.

Adapting your approach: Tailor your sales techniques to fit the needs of smaller businesses.

Learning to sell to small and midsize businesses provides stability because these clients often have consistent needs and long-term potential for repeat sales.

By mastering how to adapt your approach to their unique challenges, you’ll build steady relationships and a reliable income stream.

B2B SALES MADE EASY—NO EXPERIENCE NEEDED

You don’t need a background in sales, a “gift of gab,” or flashy techniques to succeed here. This course is designed to make sales feel natural, not pushy, by teaching you how to focus on solving real problems for your clients.

You’ll learn how to approach B2B sales with confidence, even if it feels intimidating now.

These skills work for any business, whether you’re running one already or just getting started. In fact, even if you don’t have a business yet, this course will give you the tools and strategies to launch one and make it successful.

Sales doesn’t have to feel awkward or forced—it’s much more about creating value and helping people, and I’ll show you how to do it step by step.

Invest in your future. Enroll now.

Introduction to your B2B sales journey and success - welcome!

涵盖的内容

4个视频

B2B sales course introduction • 5分钟

B2B sales definitions including inside sales and outside sales • 4分钟

Overview of marketing strategies so you can fit each into your marketing • 5分钟

Which B2B sales strategies to use when and in what order • 5分钟

Finding high-value leads using industry-standard sales tools

涵盖的内容

2个视频

D7LeadFinder lead generation tool introduction • 4分钟

D7LeadFinder results • 6分钟

B2B sales strategy practical exercise with a small project

涵盖的内容

4个视频

B2B strategy, task prioritization, and role assignment exercise • 2分钟

B2B strategy, task prioritization, and role assignment exercise - answer one • 2分钟

B2B strategy, task prioritization, and role assignment exercise - answer two • 3分钟

B2B strategy, task prioritization, and role assignment exercise - answer three • 4分钟

Helpful sales theories and perspectives

涵盖的内容

2个视频

Steve Blank's theory: Customer Development • 2分钟

Neuroscience of B2B sales with goal setting and motivation • 7分钟

LinkedIn messaging for lead generation and sales

涵盖的内容

3个视频

LinkedIn connection message template to immediately compel and interest people • 5分钟

LinkedIn welcome message template • 6分钟

Using FindThatLead browser extension for LinkedIn using Chrome to get emails • 6分钟

Cold email and cold calling your potential clients for B2B sales

涵盖的内容

8个视频

Section introduction to communicating in cold outreach • 1分钟

How to approach your first potential client in a professional way • 4分钟

Example of a highly-effective email pitch you can write • 7分钟

Email follow up sequence • 1分钟

Following up after a successful meeting • 5分钟

Finding companies that are good to sell to now • 2分钟

Email, direct message, or phone call • 3分钟

Nice language to use in your communication with potential clients • 4分钟

Cold calling for B2B sales

涵盖的内容

4个视频

Cold phone calling scripts • 8分钟

Additional cold calling good practices • 9分钟

How to measure and track effectiveness of cold calling in your B2B sales • 5分钟

Unique B2B sales and business development with Facebook and LinkedIn • 10分钟

Remote B2B sales over Zoom with video setup and sales scripts

涵盖的内容

9个视频

Section introduction - how to do remote sales • 1分钟

The sales call script • 12分钟

When people will ask for discounts • 9分钟

How to follow up, and how to schedule the remote sales calls • 4分钟

Food and drink before and after the call • 7分钟

Emails leading up to a call • 8分钟

Setting up your office environment, camera, and lighting before the call • 11分钟

Working around noisy pets or kids at home • 4分钟

How to dress for remote calls • 10分钟

Handling sales objections during your sales process

涵盖的内容

2个视频

Handling sales objections • 9分钟

Example of how I handle sales objections in my sales process • 7分钟

Confident body language that builds trust during sales

涵盖的内容

3个视频

Non-verbal communication cues for sales • 3分钟

Mirroring the other person's body language, building rapport, and raising energy • 4分钟

Eye body language • 2分钟

Building trust and strong relationships to close B2B sales

涵盖的内容

2个视频

How to build rapport with a client or customer • 9分钟

Building rapport and first impression tactics for in-person meetings • 4分钟

Closing the sale: proven sales techniques

涵盖的内容

2个视频

How to get the decision maker to say yes • 5分钟

Do this before clients pay to increase sales and decrease refunds • 6分钟

Using a lead-generation vetting form to identify high-potential leads

涵盖的内容

7个视频

Section introduction for creating a lead gen vetting form • 2分钟

Creating an account in Google Docs so we can use Google Forms • 2分钟

The project we will do with Google Forms to save time and money • 4分钟

Planning our form questions to properly vet our leads • 6分钟

Creating the form from a nice template • 5分钟

Embedding the form on your website • 5分钟

Getting and managing responses • 4分钟

Save time by using meeting-scheduling software

涵盖的内容

4个视频

Introduction to a scheduling software for booking meetings and appointments • 5分钟

How to set up HubSpot appointment scheduling software • 7分钟

Sending out the appointment-scheduling invitation with your schedule link • 3分钟

Combining your lead vetting with support chat • 7分钟

Influencer marketing to boost B2B sales

涵盖的内容

11个视频 1个作业

Benefits of influencers over ads • 5分钟

3 things to look for in an influencer & how to find fake ones & which are good • 12分钟

How to manually find influencers • 4分钟

Influencer marketing tip using Twitter lists • 4分钟

Email template and script to pitch influencers • 5分钟

Legal agreement document, disclosures, and FTC to stop influencer abuse • 4分钟

Example of disclosing influencer marketing promotion • 1分钟

Influencer audience sizes • 2分钟

Influencer compensation models • 6分钟

Compensation calculator for influencer marketing • 2分钟

Advanced: create an affiliate program for your business • 5分钟

Course test • 30分钟

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