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This course equips founders to design and run a repeatable B2B sales engine—tailored to impact-focused buyers in the MENA/UAE region. You’ll contrast B2B vs. B2C, map stakeholders and decision flows, build a step-by-step sales process, execute effective outreach (networking, cold email/calls), run high-impact meetings, and optimize your funnel, tooling, and content—while avoiding common mistakes.

What You’ll Learn

  • Differentiate B2B from B2C and identify who the B2B buyer is (multi-stakeholder, longer cycle, variable pricing, invoicing & payment terms).
  • Define your ICP, UVP, and qualification criteria; research markets, competitors, and target roles (e.g., CSR/Sustainability decision-makers).
  • Construct a practical B2B sales process: lead generation → outreach → discovery → demo/proposal → follow-up → close.
  • Outbound tactics that work regionally: warm introductions & networking, cold emails that get replies, and structured cold-call flows.
  • Run effective sales meetings: discovery questions, tailoring to business & impact goals, objection handling, and crisp next steps.
  • Build and track a B2B sales funnel with clear KPIs (meetings booked, demo rate, win rate, CAC vs. CLTV) and review cadence.
  • Leverage tools: CRM for pipeline, lead-gen platforms, meeting scheduling, analytics, and conversational widgets for inbound capture.
  • Use thought leadership & content to warm prospects and create passive lead flow across Awareness → Decision stages.
  • Explore hybrid models (B2C + B2B) and B2B2C partnerships, adjusting pricing, packaging, and processes for each motion.
  • Avoid classic pitfalls: over-indexing on new logos, avoiding “no,” rigid scripts, and selling impact without clear business ROI.

Key Outcomes

  • A defined ICP list, researched target accounts, and stakeholder maps for priority segments.
  • A repeatable outreach engine: email templates, call scripts, networking plays, and a booking workflow.
  • A meeting playbook: discovery guide, demo checklist, proposal & follow-up templates aligned to impact and business value.
  • A live CRM pipeline and dashboard tracking key funnel metrics and deal health.
  • A content plan that supports B2B conversion (case studies, webinars, one-pagers) and shortens the sales cycle.
  • Confidence to choose tools, run reviews, and course-correct early to prevent common B2B sales mistakes.
Modules