10 Grand Army Plaza
Trustees Room, 3rd Floor
Brooklyn, NY, 11238
Who Should Attend?
Small business executives with ongoing businesses that sell services or products to other businesses
Every entrepreneur is a salesperson because the founder communicates the startup or small business’s vision with a high level of passion and knowledge. Most founders have subject matter or technical expertise, but very few have sales experience. That extends to selling products and services to other businesses, or business to business (B2B).
The lack of sales exposure makes it difficult for business owners to develop go-to-market strategy, hire or train salespeople with the goal of selling to retail customers or other businesses. For these reasons, entrepreneurs need to understand sales basics, especially for selling products or services to other businesses. This workshop will provide the grounding needed to sell effectively business to business.
At the end of the workshop, you will be able to:
- Discuss the most important step in developing your business to business sales plan
- Trace the process for setting weekly, monthly and quarterly sales goals for your organization
- Define the sales conversation basics that motivate action
- Describe how to navigate a business to business sale from the first conversation to the close
Instructor: Victor Adefuye
Victor Adefuye founded Dana Consulting (www.dana-consulting.com) in response to seeing entrepreneurs who had the same issues with sales planning, hiring and management due to lack of awareness about the importance of business to business selling skills and strategy. Victor honed his persuasion, communication and presentation skills first as an attorney, then as a sales professional at Northwestern Mutual.
Subsequently, he joined the entrepreneurial world, serving as Co-Founder and President of WellnessRebates, VP of Business Development at Apex Leaders LLC and as a sales consultant developing go-to-market strategy for business to business (B2B) startups. He is a graduate of Duke University and the George Washington University Law School.
Workshop fee: $49 with online registration; $59 walk-ins
There is a $10 discount on all Student and SEAP registrations (valid ID must be presented at the door; bring SEAP form to workshop).