Sales

Best Sales Training Providers in the Philippines [2025]

With many training options available, choosing the best sales training provider in the Philippines can be difficult and overwhelming.

We handpicked the best sales training providers to help you decide on the best fit. They are the ones who have deep expertise and expertise to give you the best Filipino sales training programs. 

1. Rainmakers Training and Consultancy

Core Strengths: Digital Selling, Consultative Selling, Basic Sales Training 

Headquartered in: Quezon City, Manila, Philippines

Founded by: Venchito Tampon

 

Rainmakers Training and Consultancy is recognized as one of the leading sales training providers in the Philippines. Founded by Filipino sales expert Venchito Tampon, the company delivers programs built for today’s evolving sales environment.

Their sales training focuses on practical techniques, real-time selling scenarios, and a mindset geared for performance. Designed for both field and hybrid sales teams, their flagship program, High-Impact Selling, equips participants with skills in sales engagement, customer connection, and objection handling—whether online or face-to-face.

The program helps sales professionals adapt to digital tools, improve pitch clarity, and build buyer trust in a competitive market.

2. Inspire Leadership and Consultancy

Strengths: Sales Leadership, Strategic Selling, Coaching for Sales Teams

Headquartered in Manila, Philippines

Founded by: Jeff Manhilot

Inspire Leadership equips sales professionals and leaders with the mindset and methods to succeed in today’s competitive selling environment. Their flagship program, Art and Science of Selling, blends proven sales techniques with a human-centered approach, helping teams sell with purpose, integrity, and strategy. 

3. The Sales Coaching Institute

Strengths: Sales Coaching, Sales Skills Development, Performance-Based Selling

Headquartered in: Manila, Philippines

Founded by: Trainers of Sales Coaching Institute

The Sales Coaching Institute delivers practical, performance-based sales training tailored for professionals in the Philippines. With programs grounded in real-world selling scenarios, they focus on enhancing sales techniques, improving closing rates, and boosting overall productivity. Their coaching approach helps sales teams develop confidence, master the consultative selling process, and align with customer-centric strategies for long-term growth.

How to Choose the Right Sales Training Provider? [Checklist]

Choosing the best sales training provider in the Philippines is a business decision that directly impacts your team's performance and revenue growth. The wrong fit can obviously waste time, money, and momentum. The right sales training provider will help your team close more deals, faster.

Here's a quick checklist that you can use to help you make a wise choice for a sales training provider: 

1. Check for Industry Relevance

Not all sales training programs apply to all industries. The best sales training program must be customized to suit your training needs.

A good sales training provider must have real-world experience in selling to help your employees understand your customers' mindset, sales cycle, and buying triggers.

For instance, selling medical devices requires a different approach than selling software or consumer goods. Industry-specific and customized sales training would allow your team to learn using relevant case studies, interactive and insightful discussions, customer scenarios, and real objections they actually hear in the field. 

Sales teams learn fast when the content speaks their language. The best thing about industry-specific sales training is that there is less of a need to "translate" generic lessons into their context (it's already built in). 

2. Ask About Their Sales Framework

A sales framework is the backbone of any effective sales training program. It's the structured process that guides sales reps through each stage of the sale (from prospecting to closing). Without it, the training becomes a random collection of tips, leaving salespeople guessing what to do next when facing objections, slow-moving leads, or stalled deals.

Look for sales training providers that teach:

• Proven sales models like SPIN Selling, Challenger Sale, or Solution Selling.
• Proprietary systems like FABER (Features, Advantages, Benefits, Emotions, Results)
• Customized frameworks built around your customer's buying journey

Look for these three elements in a sales training program:

• Simplicity (the framework should be easy even for your new hires to learn) 
• Structure (it should cover all the major sales stages)
• Scalability (it should work in different types and formats of selling - face to face, virtual, or in a hybrid model)

Sales training programs are much more effective when your team leaves with a map to follow, not just scattered directions (full of tips). 

3. Clarify Customization Options

As basic as it sounds, generic sales training produces generic results. Your team of sales reps, managers, and directors needs sales training programs that reflect your product, your customers, and your market conditions. That's where customization comes in.

Customizing sales training programs ensures the examples, actual scenarios, roleplays, and activities are based on real situations your salespeople face (not textbook theories).

The upside of customizing sales training is that the content matches your sales environment, which helps your sales reps learn faster and apply what they learn sooner. 

When it comes to customization, here are some parts of the program or modules that can be tailored to fit your training needs: 

• Objection-handling scripts based on real buyer hesitations
• Pitch structures tailored to your product and positioning
• Activities built around your actual customer personas
• Sales simulations that reflect your buyer journey (B2B, B2C, or hybrid)
• Metrics tracking based on your sales funnel or CRM data
• Content (101, 102, or targeted to intermediate to advanced-level sales reps)

Customized sales training programs reflect better engagement, retention, and higher ROI for every training investment. 

4. Observe the Facilitator Style

The sales facilitator can make or break the training. Even the best-designed sales program will fail if the trainer can't connect with your sales team (it's all about engagement).

Sales professionals need a facilitator who speaks their language (for the most part)—fast-paced, direct, and practical. The right facilitator brings credibility, real-world insight, and energy into the room.

The reason is that salespeople are generally naturally skeptical. If the facilitator hasn't sold before, delivers content like a typical lecture, or can't confidently handle live questions, your team will notice and tune out. Conversely, a skilled sales facilitator can shift mindsets, spark interest, and get sales reps to apply techniques immediately. 

Salespeople must learn best from someone who's been in their shoes, is still active in the selling game, and knows how to move the room. 

5. Verify Post-Training Support and Check-ins

Training doesn't end when the training session ends, especially with sales training. Real behavior change happens after the workshop (after they leave the training room, where the sales reps will apply lessons in live situations).

The best advantage of post-training activities is that they reinforce the lessons much more, as there will be check-ins to ensure the application has been done correctly. This will help sales reps apply lessons in the proper context or, in the case of managers, help them coach their sales reps more effectively. 

Here are a couple of post-training aids or tools you should look for:

• Follow-up sessions (virtual or live) to refresh key concepts
• Job aids or cheat sheets for daily sales conversations
• Access to recorded modules or digital toolkits
• Coaching frameworks to help leaders review deals and pipelines
• Progress tracking tools aligned with your KPIs (e.g., close rate, conversion time, average deal size)

Include the process of their post-training reports as part of your vetting process when choosing the sales training provider. 

6. Prioritize Outcome-Driven Metrics

Given the rate of sales training programs, it must have measurable results for your team and organization (not just high engagement scores).

Too many sales training programs rely on participant feedback forms and overlook business impact. A results-driven sales training provider should show you how their training can help improve key sales metrics, like increased win rates or higher lead conversions. 

Ask for the proof that the training works in real-world selling, not just in theory. Metrics will show you that the training actually moved the needle, not just made your team feel good. 

Here are critical components you should be looking for: 

• Client case studies with complex numbers
• Customized success metrics that match your sales goals
• Systems for measuring impact over 30, 60, or 90 days

7. Align With Your Sales Tech Stack

The sales training program you should get must fit into how your sales team actually works, including your exact tools.

If your sales reps use CRMs like Salesforce or Hubspot, or tools like Gong, Zoominfo, or LinkedIn Sales Navigator, your sales training should integrate with them (or at least the sales facilitator must be familiar with those tools). This type of value-add to the learning can be applied inside the systems your team already uses. 

Here are a few things you should look for in a sales training program: 

• CRM-compatible techniques (e.g., call tagging, pipeline reviews)
• Content that supports your cadence tools or sales engagement platform
• Alignment with how sales managers track team progress

The best sales training program must fit into your sales team's daily rhythm, including using sales tools to make them more efficient at work. 

8. Choose a Provider Who Trains the Mindset Too

Sales performance also involves a change in mindset. Many sales reps know what to do but hesitate to act, given an obvious need for a mindset change. 

Confidence, resilience, and ownership often separate top performers from average ones. The best sales training programs in the Philippines build skills and mindsets to create a sustainable impact for the participants. This approach hits two of KSA: skills and attitude. 

The sales training program must also include modules involving mindset change or improvements because sales reps usually face rejection, slow pipelines, and high-pressure sales targets.

As such, sales techniques won't stick or be too effective without the right mindset. Mindset training does help sales reps stay inspired, bounce back from rejections or failures, and take full responsibility for their results. 

See that your preferred sales training program includes:

• Mindset tools (e.g., daily focus planners, self-reflection prompts)
• Modules on growth mindset, grit, or self-driven learning
• Language that frames reps as value creators, not order-takers

9. Ask How They Handle Hybrid or Remote Teams

If the training will be hybrid or sales training is for your remote teams, you should provide these details up front when talking initially to your potential sales training providers.

Remote reps are harder to engage. Without the proper format, sales training might lose impact or actual engagement. So, sales training providers must use digital features effectively, like breakout rooms, annotation tools, or polls, to create interaction and accountability. 

A couple of things that must be part of hybrid and remote-type sales training:

• Breakout sessions for practice and peer learning
• Facilitators skilled in digital engagement (not just speakers with a webcam)
• Optional recordings for review or onboarding new hires later

Delivery matters as much as content, so ensure you have a sales training provider flexible enough to cater to your hybrid or remote learning needs. 

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» Looking for effective ways to boost your sales team's performance? Explore our Sales Training in the Philippines designed to build real-world selling skills.

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by Venchito Tampon

How Much Does Sales Training Cost in the Philippines in 2025?

How Much Does Sales Training Cost in the Philippines in 2025?

Sales training prices Philippines can range from ₱2,500 to ₱10,000 per participant, per day for public or open-enrollment programs. For in-house or company-exclusive training, rates start from ₱65,000 and can go up to ₱350,000 per session, depending on the program’s depth, duration, and customization level.

Key Factors That Affect Sales Training Costs

The cost of sales training in the Philippines is not fixed. It depends on six major factors, including:

• Types of sales training (field VS inside sales)
• Industry-specific sales examples
• Sales metrics and target integration
• Digital selling and hybrid sales skills
• Commission-based mindset training
• Sales funnel alignment

Understanding these factors will help you plan your training accordingly and avoid unexpected costs. Below is a clear breakdown of how these factors affect the pricing of sales training programs in the Philippines.

1. Type of Sales Training (Field vs. Inside Sales)

The format of sales training (how it is conducted) affects the cost. The content, delivery style, and level of customization will depend on whether you're training field sales reps or inside sales teams.

Field Sales Training (B2B, FMCG, Industrial)

Field sales training is often used for salespeople who meet clients face-to-face, including teams in B2B selling, fast-moving consumer goods (FMCG), real estate, pharmaceutical sales, or industrial product sales. 

These field-sales training programs are more advanced and expensive, as you need to involve real-world selling scenarios, buyer objections, and negotiation techniques during the training. Given that field selling involves high-stakes deals and complex client needs, sales training facilitators must bring deeper industry knowledge, which raises the cost of delivery. 

So, the program must incorporate territory planning, in-person relationship building, and face-to-face selling simulations. Customer role-plays should be designed to include the organization's product, region, or buyer personas so participants can gain insights from observing others selling the same product or service. Having an external view (or a view of a customer) will significantly help them change their outlook on selling. 

Conversely, inside sales training focuses on remote sales teams, including call-center agents, appointment setters, online product consultants, and tele-sales teams. 

The training here is more structured, focused on scripts, response frameworks, email writing, and handling objections over the phone or via chat. It is also easier and faster to deliver, often through online sessions or half-day workshops. As a result, the cost is lower, and there is less need for heavy customization.

Match your training to your company's sales model.

Companies that operate in the field with client visits and deal closures will benefit more from in-depth, scenario-based training. Meanwhile, companies that sell remotely or use structured sales scripts can manage with affordable, high-frequency training that builds consistency in sales efforts and communication skills.

2. Industry-Specific Sales Examples

Sales training becomes more expensive when it is designed specifically for your industry. As with today's standard in corporate training programs, customization becomes a norm (and a requirement for any sales training provider). 

Industry-specific programs include real examples, objections, customer types, and selling situations familiar to your team. The level of relevance makes the training more effective and realistic, which increases the sales training cost. 

For example, sales teams in industries like pharmaceuticals, insurance, banking, real estate, and tech often deal with regulatory requirements, longer buying cycles, or high-value client concerns. These all require deeper training content preparation, as the trainer may need to study your company's products, competitive positioning, and market challenges.

Roleplays and scenarios are then tailored to real client conversations, specific sales objections, or industry pain points. This extra work adds to both preparation and sales facilitator fees while increasing the impact of the training, as the examples are more relevant and useful to your team.

Industry-specific training is a smart investment if your team is in a highly regulated, technical, or competitive industry. However, if you're training new hires or building basic sales habits, a standard program may be more cost-efficient and still effective. 

3. Sales Metrics and Target Integration

Sales training becomes more valuable and expensive when designed around your company's actual sales targets and performance metrics.

Instead of teaching general techniques, these programs focus on improving specific outcomes, such as conversion rates, closing ratios, upsell numbers, average deal size, or lead response times. The level of alignment like this adds planning time. It requires closer collaboration and engagement between the sales trainer and your sales leadership team (usually your sales manager to get to know these numbers.

During the training needs analysis and pre-training sessions, the sales trainer may have to review sales dashboards, call recordings, or pipeline reports to identify real learning gaps in performance. The content is then adjusted to help teams improve in targeted areas. 

For example, if conversion rates are low after client demos, the sales training may focus on value articulation and buyer urgency. The session may emphasize pipeline discipline and CRM usage if sales reps miss follow-up opportunities.

The best sales training programs that integrate performance metrics often include post-training tracking as well. Teams may receive action plans, scorecards, or KPI checklists to reinforce learning. While this adds to the total cost, it ensures that the training goes beyond inspiration, as it ties directly to measurable results. 

4. Digital Selling and Hybrid Sales Skills

The shift to digital and hybrid selling has changed what sales teams need to learn and act on, as well as the cost structure of sales training programs. 

Traditional sales training focused on face-to-face selling, but many buyers today prefer to engage online. So, this means that salespeople must know how to build relationships, present solutions (virtual selling), and close deals using digital tools and virtual platforms. 

Sales training programs that include these skills are more complex and usually cost more to deliver.

Digital selling programs often cover skills like using LinkedIn for prospecting, creating video messages, engaging via email sequences, and conducting effective Zoom sales calls. These sales training topics will require the trainer to demonstrate workflows, show best practices on-screen, and use live tools like CRM platforms (e.g., Salesforce, HubSpot), proposal software, or screen-sharing tools. 

Sales trainers must have actual experience and be updated with platform changes and current digital communication trends.  

Hybrid sales training programs in the Philippines go a step further by teaching sales teams how to switch between in-person and online selling, depending on the buyer's preferences. 

The Filipino sales training program must include modules on adjusting sales pitches across channels, using follow-up automation tools (if any), and tracking engagement across digital touchpoints. 

Preparing training design and delivering this type of sales training takes more time, tools, and a tech-savvy trainer, which increases the sales training program cost. 

In highly customized and more expensive sales training, participants receive digital selling playbooks, video scripts, or editable templates for outreach. Others get access to online learning platforms developed by the best sales training providers for post-session reinforcement. These valuable resources will improve training impact but also add licensing and development costs. 

5. Commission-Based Mindset Training

Sales training in the Philippines becomes more specialized and expensive when it includes modules focused on mindset, motivation, and behavior change. 

These are sessions that go beyond product knowledge or types of selling techniques. They focus deeply on how a salesperson thinks, acts, and responds to pressure in a commission-based environment. 

Sales training programs include topics like rejection recovery, discipline, self-limiting beliefs, money mindset, and the habits of consistent top performers. Sessions in the program may involve journaling, reflective activities, or guided discussions designed to help salespeople build a strong mental foundation.

Sales training facilitators often have both sales experience and coaching backgrounds, and some specialize in neuroscience, behavioral coaching, or NLP (Neuro-Linguistic Programming). 

Neuro-linguistic programming (NLP) is a method for understanding and re-framing thought, language, and behavior patterns. NLP techniques can be applied in training to help salespeople recognize mental blocks, shift negative self-talk, and anchor positive behaviors in real-world selling situations. 

For instance, an NLP technique such as anchoring may help sales reps recall a confident state during difficult calls. Reframing exercises may help shift how they interpret objections or rejection. While these strategies have a positive impact on participants' attitudes and skills, they require a highly skilled trainer and personalized delivery, which increases the cost of the sales training program.  

6. Sales Funnel Alignment

Sales training becomes more highly customized when aligned with specific stages of your sales funnel. Instead of simultaneously covering the entire sales process, these sales training programs are designed to strengthen performance in key areas, such as lead generation, discovery, follow-up, closing, or post-sales account management.

This type of sales training in the Philippines requires the provider to understand your current sales workflow, team structure, and pipeline metrics. The content is then focused on fixing fundamental performance gaps.

For example, converting more leads into discovery calls, improving handoff from marketing, adding more sales channels to close more deals, or shortening the sales cycle. 

Filipino sales trainers may also use company CRM data, actual pipeline reports, or customer journey maps ("empathy mapping") to align each session with the team's responsibilities at different stages of the funnel. The deeper the alignment, the more relevant the training is, and the more time it takes to plan and deliver.

Some sales training programs break training into modules, each tied to a specific funnel stage. For instance, week 1 may focus on prospecting, week 2 on qualifying, and week 3 on closing. These training formats and module arrangements are ideal for B2B sales teams, account executives, or managers who want to isolate weak points and improve step-by-step. 

While funnel-aligned training is more strategic and data-driven, it's not always needed. General or templated sales training may be more suitable for new teams, fast-growth (or fast-pacing) sales environments, or product launches where broader coverage is more efficient. 

Pro Tip: Use funnel-aligned training when your team is underperforming in one process stage. 

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Do you want to train your team with the best sales training program in the Philippines? Send us your training needs and we'll design a customized sales training for your employees.

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by Venchito Tampon

3 Best Sales Training Programs in the Philippines (2025)

Finding the right sales training program can be a game-changer for HR people or learning and development practitioners looking to level up their employees by increasing competencies. 

Below are three of the best sales training programs in the Philippines, each designed to equip participants with essential skills and strategies to thrive in the dynamic world of sales.

3 Best Sales Training Programs in the Philippines (2025)

1. High-Impact Selling Training

By: Rainmakers
Best For: Sales professionals seeking advanced strategies for hybrid and virtual engagement.
Headquartered In: Metro Manila, Philippines
Industries: Retail, B2B Sales, E-commerce, and Professional Services
Strengths: Focus on modern sales techniques for hybrid work environments.
Pricing: Customizable based on company needs (Contact for details).
Recognizable Clients: Leading corporations across various industries.

Program Highlights:

This program focuses on equipping participants with cutting-edge sales strategies for both face-to-face and virtual selling. Participants learn the nuances of building a personal brand, managing client relationships, and leveraging tools to create a high-impact sales experience. Delivered by expert trainers from Rainmakers, the course is ideal for professionals looking to excel in a hybrid world.

Learn more about High-Impact Selling Training.

2. Art and Science of Selling

By: Jeff Manhilot, Inspire Leadership Consultancy, Inc.
Best For: Professionals and leaders from diverse fields looking to unlock the universal selling skill.
Headquartered In: Quezon City, Philippines
Industries: Leadership, Consultancy, and Corporate Training
Strengths: Unique integration of leadership principles and selling techniques.
Pricing: Available upon request.
Recognizable Clients: Executives and high-potential leaders from multinational companies.

Program Highlights:
This program, led by Jeff Manhilot, emphasizes the life skill of selling and its application beyond traditional sales roles. Participants discover practical steps to market themselves effectively, confidently navigate conversations, and achieve professional growth. 

Jeff’s extensive background in leadership and sales ensures that this program combines theoretical insights and real-world strategies for success.

3. Essential Selling

By: Jerome Tuason
Best For: Aspiring and experienced sales professionals looking to build a strong foundation.
Headquartered In: Makati, Philippines
Industries: FMCG, Pharmaceuticals, and Corporate Sales
Strengths: Comprehensive approach to sales fundamentals and practical applications.
Pricing: Offered as a one-day workshop (Contact for details).
Recognizable Clients: Entrepreneurs, executives, and corporate teams.

Program Highlights:

This eight-hour workshop strengthens participants’ understanding of the 7-stage sales process. The program is facilitated by Jerome Tuason, a seasoned sales expert, and offers actionable techniques in prospecting, communication, and closing deals. It also emphasizes creating lasting customer relationships to ensure sustained success in sales.

Each of these programs is tailored to different needs, ensuring that sales professionals at all levels can find the right fit for their goals. 

Whether you’re a beginner looking to build a solid foundation or a leader refining your sales strategies, these programs stand out as top choices in the Philippines.

How to Choose a Sales Training Program? 

Choosing the right sales training program is a critical step in maximizing the return on investment for your learning and development needs, or it can be an additional expense that is wasted. 

A well-suited sales training program provides tools and strategies that directly impact your performance and results. 

Below are detailed guidelines to help you make an informed decision:

1. Assess Your Training Needs

Start by identifying the specific sales skills you want your sales team to improve. Ask yourself questions such as:

• Do I need to strengthen foundational skills like prospecting or lead qualification?
• Am I looking to improve specific techniques, like closing deals or handling objections?
• Do I want to adapt to modern sales environments like hybrid or virtual selling?
• Does each of my salesmen need to improve their presentation of our company’s products or offerings? Can they be more confident after the training?
• What advanced skills do my tenured salespeople need to level up with? 

Having a clear understanding of your sales training needs helps you narrow down certain areas for improvement. It can help customize the sales training program, whether you want it to be in-house or outsource it to a training provider.  

This would help you later in the training evaluation to assess whether the sales training itself has both individual effect on the participants and business impact to the organization. 

2. Check the Trainer’s Expertise

The trainer’s background can significantly influence the quality of the program. 

Some of our high-end clients look for trainers who:

• Have hands-on experience in sales across various industries. Insights by seeing common patterns in training different verticals can help educate participants with the best practices they can contextualize in their respective industries. 
• Hold certifications or have recognition in sales coaching or training. In 90’s, two popular sales training certifications are Zig Ziglar and Brian Tracy. They’re both known for being the top sales trainer for global organizations. 
• Demonstrate a proven track record of success in leadership roles or sales strategy development.

For instance, programs led by professionals with extensive experience in B2B, corporate sales, or specific industries offer actionable insights that align with your real-world challenges.

Given they get insights from experiences and expertise of their participants of different organizations, they can share real-world case studies and scenarios your audience can relate to. 

3. Evaluate the Sales Training Program

The program’s content and outline should align with your learning objectives. Examine if the content:

• Covers essential topics like negotiation, relationship-building, and objection handling. There may be more to it, depending on the current context, such as how to do virtual presentations, especially for hybrid teams - overall, the essential topics must be covered in the sales training. 
• Provides advanced modules for specific sales contexts, such as consultative selling or customer-centric approaches.
• Incorporates modern sales trends, including using CRM tools or virtual engagement strategies.

A comprehensive sales training program ensures you gain foundational and advanced skills contributing to long-term growth. It should balance both theories (i.e. principles) and practical application to create a holistic learning experience for participants.. 

4. Consider Industry Focus

Some programs specialize in addressing the nuances of particular industries. Whether you are in B2B, FMCG, retail, or healthcare, a program tailored to your industry:

• Reflect on the unique challenges and opportunities in your field.
• Use case studies and examples relevant to your work environment.
• Enhances your ability to apply learned techniques directly to your role.

Choosing an industry-specific program ensures relevance and applicability to your day-to-day tasks.

It’s not that easy to find a corporate training provider who can customize a sales training program to fit to your current context. Today, the best corporate trainers are the ones who can both customize their training programs based on the organizational’s training needs as well as individual learning needs of participants.

The latter is hard to find, as you would normally just observe it during the training delivery and training evaluation. 

5. Look for Hands-On Training

Theoretical knowledge is essential, but practice solidifies learning. Opt for programs that include:

• Role-playing exercises to simulate real-world sales scenarios.
• Practical activities like drafting proposals or conducting mock sales presentations.
• Peer-to-peer feedback and coaching from trainers.

Hands-on training allows you to refine your approach, receive constructive feedback, and build confidence in applying new skills.

Any corporate training program, including sales training program must include activities, role-play and workshops to immediately apply principles and tips shared by the sales trainer. 

6. Verify Flexibility

Sales professionals often juggle busy schedules, so flexibility is critical. Check if the program offers:

• Modular sessions that allow you to learn at your own pace.
• Options for in-person, online, or hybrid learning formats.
• Customizable programs tailored to your organization’s specific needs.

Flexibility ensures that training fits seamlessly into your professional and personal commitments.

In many organizations, sales people are very busy professionals, so having a 1-day schedule to train them, can be challenging. Find a corporate training agency who can adjust to your schedule, if it’s possible. 

7. Read Reviews and Testimonials

Past participants’ feedback provides valuable insight into a program’s effectiveness. When reviewing testimonials, focus on:

• Specific outcomes achieved by previous attendees, such as improved sales performance or client acquisition.
• Experiences shared about the trainer’s teaching style, course content, and overall engagement.
• Ratings on the program’s relevance, applicability, and ROI.

Authentic reviews can help you gauge whether a program delivers on its promises.

At Rainmakers, we have a couple of testimonials from our past and current clients, giving you the preview of how our actual sales training look like, and how it benefits our training participants. 

8. Examine Post-Training Support

Practical training doesn’t end when the program concludes. Look for programs that provide:

• Post-training materials, such as guides, templates, or toolkits.
• Access to trainers for follow-up questions or advice.
• Networking opportunities with other participants to share experiences and strategies.

Post-training support enhances retention and helps you implement what you’ve learned effectively.

In 5 levels of training evaluation, two of which, learning reaction and retention can be both applied after every training delivery. We typically provide our training participants an evaluation form they have to fill up, for us to see their main takeaways and how they could apply learnings to their day-to-day work. 

9. Compare Costs and ROI

While pricing is an essential factor, focus on the value you will receive. Consider:

• The program’s cost is relative to the skills and certifications it offers.
• Long-term benefits include increased sales, better client retention, and improved confidence.
• Additional perks, like access to exclusive resources or future discounts.

Investing in a high-quality program can yield significant returns in your career and business outcomes.

In fact, budget must be one of the top considerations before searching for potential training providers. As this would also play crucial when picking high-quality sales trainers (as most will charge premium given their extensive experience and expertise). 

Set Non-Negotiables and Negotiables When Choosing a Sales Training Program 

Choosing the right sales training program requires careful consideration of your goals, the trainer’s expertise, and the curriculum’s relevance. 

By following these guidelines, you can select a program that empowers you to succeed in sales, whether through closing more deals, building stronger client relationships, or adapting to new selling environments. 

A thoughtful decision ensures your training investment translates into measurable career success.

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by Venchito Tampon

B2B Sales: Everything You Need to Know

B2B sales is the process of one business selling products or services to another business. 

Most people are familiar with B2C (Business-to-Consumer) sales because they target regular people. However, in most of the sales training we did for companies, we always encountered B2B selling. 

One example of B2B selling is my SEO services at SharpRocket, which cater to tech and SEO agencies outsourcing their link building work. The company website hosts this blog, Rainmakers, as we sell corporate training programs to HR people. 

Why Salespeople Struggle with B2B Selling?

Selling in the B2B space is often challenging for salespeople. It’s much easier to sell a skincare product to tens of people than a software solution to a healthcare company. 

A typical salesperson can quickly develop the skills to sell B2C products, as only basic product knowledge and a specific repertoire of selling skills and selling types are needed to achieve a sales quota.

However, in B2B selling, it is not only knowing the product features but truly understanding different measures of success—i.e., understanding the multiple stakeholders of your target companies. 

The sales cycle for B2B takes longer, given that companies need 2 to more approval steps before making a final decision to choose you as their solution provider.

Over the years, I’ve observed that many salespeople who master B2C selling struggle with B2B selling, given that they rely heavily on generic pitches and scripts. 

Below are some of the best B2B sales techniques we practice at Rainmakers, Hills & Valleys Franchising, and SharpRocket. 

B2B Sales Techniques

Success in B2B sales requires a structured and systematic approach. Here are vital techniques to help you close more deals and build long-term client relationships.

1. Defining Your Target Persona

The first step in effective B2B sales is identifying your target persona. Based on data and insights, a target persona represents the ideal customer, helping salespeople focus their efforts on the right prospects.

By identifying your target persona, you focus resources on selling to specific target consumers who will likely have a more profound need to purchase your solutions.

In my sales training, I teach that there are three categories to defining your target persona, these include:

• Demographics - age, location, income level, gender, marital status, etc.
• Psychographics - interests, attitudes, beliefs, pain points, etc.
• Firmographics - technology adoption, decision makers, company size, revenue level, etc.. 

In B2B selling, we mainly focus on firmographics to see if the target business is ready to purchase our solutions. For instance, you could sell a desirable high-income ticket to the market. Still, in a later discussion stage, you find out they’re not ready to utilize it due to a lack of technological resources to adapt to the solution. 

In addition to the factors mentioned above, here are more questions to ask in firmographics:

• What industries or sectors are you targeting?
• What are the key characteristics of companies that need your product? Consider factors like company size, revenue, and geographical location.
• Who are the primary stakeholders within these companies? Identify their job titles, roles, and responsibilities.

As you discuss it with your team, you become more aware of the right persona to target with your sales strategy. 

For example, if you sell software solutions, your target persona might include IT managers or CIOs at mid-sized companies in the healthcare industry. Knowing this allows you to craft messaging and outreach strategies that resonate with their needs.

2. Identify Key Roles in the Decision-Making Process

B2B sales involve multiple roles in the decision-making process. To close deals effectively, you must understand these roles and tailor your approach accordingly. Here are the three leading roles to consider:

Decision-Maker
This person has the authority to approve or reject a purchase. They often hold senior positions like CEOs, department heads, or procurement managers.

Decision Messenger
This person gathers information and communicates it to the decision-maker. They could be mid-level managers, or team leads tasked with evaluating solutions.

Decision Influencer
This person influences the decision by providing recommendations or sharing insights. They may be end-users or subject-matter experts.

To identify these roles:

• Ask questions during conversations to understand the company's buying process.
• Research the company’s structure on LinkedIn or its website.
• Observe how stakeholders interact during meetings or calls.

For example, suppose you’re selling a marketing automation tool. In that case, the decision-maker might be the Marketing Director, the messenger a Marketing Manager, and the influencer a Digital Marketing Specialist.

Learning about the critical roles in your target business to present with your product sales presentations helps you customize your pitches to resonate well with the clients you’re dealing with.

After your product presentation, you would only have a sense of how long it will take them to decide. If you’re talking to the decision messenger and influencers, expect you to schedule another meeting with their decision-makers. All these factors can assist you well in preparing your B2B sales presentations. 

3. Consultative Selling (Solution Selling)

Consultative selling focuses on solving the customer’s problems rather than pushing a product. It involves understanding the customer’s needs, challenges, and goals and offering value propositions.

In B2B selling, consultative selling works well because it addresses every challenge, concern, and pain point as potential clients go through the sales cycle. It may take time for the sales hustlers, but it remains vital and lucrative for the patient sales teams. 

Today, salespeople must act like consultants. Consultants ask questions and provide valuable and customized recommendations that address their clients' gaps and problems. This skill is much more needed, given that more and more decision-makers are becoming skeptical about purchasing a solution that fits them. 

Steps to implement consultative selling:

• Ask Open-Ended Questions: Start by understanding the customer’s pain points. For example, “What challenges are you facing with your current system?”.
• Listen Actively: Respond to the customer’s answers and dig deeper if needed. This helps build trust and uncover additional needs.
• Provide Customized Solutions: Based on the information gathered, explain how your product addresses their specific challenges.
• Focus on Benefits, Results, and Experiences: Highlight the outcomes they can achieve with your solution, such as increased efficiency, reduced costs, or higher revenue.

One sample statement​​ you could say, instead of “Our software automates tasks”, a consultative salesperson might say, “Our software can save your team 10 hours a week, allowing them to focus on strategic projects.”

4. Improve Product Presentations

A strong product presentation is essential for converting leads into customers. 

Given that you’ll have several meetings before closing a sale in B2B, knowing how to craft presentations and deliver them effectively can make or break your sales success. 

Here’s how to improve your product presentations:

Structure Product Presentations Systematically

In my presentation skills training, I teach the 4Cs in structuring presentations. These include: 

• Core Idea - what’s your one big message?
• Compelling Reason - why should the person you’re talking to should care about your presentation? 
• Content - What are the three main points that support your core idea? You can have many points to say, but drill them down into three points. 
• Call-to-action - what are one or two things you want your audience to take away from your presentation?

End with a Clear Call to Action

Always end your presentation by guiding the customer on the next steps. Examples of effective calls to action include:

• “Let’s schedule a demo to show you how this works in real time.”
• “I’ll send you a proposal, and we can discuss it further next week.”

A clear call to action helps the decision maker, influencer, or messenger think about your product presentation, assisting them better in their decision-making process. You can check out my guide on advanced presentation skills.

Add Stories to Demonstrate Experience and Results

Stories help customers visualize how your product can work for them. Share case studies, testimonials, or success stories to make your presentation more engaging.

For instance, you can provide case studies related to the product you’re offering, such as, “A client in the retail industry faced similar inventory management issues. After using our software, they reduced stockouts by 30% in just three months.”

More Practical Tips for B2B Sales Success

To further improve your B2B sales approach, keep these practical tips in mind:

Build Relationships

B2B sales are relationship-driven. Focus on building trust by staying consistent, following up promptly, and delivering on promises.

Be more relational than transactional. Clients would feel that you’re just in it for the money and not for providing value to the relationship. 

Leverage Data

Use data to support your claims and show the value of your solution. For example, share metrics, graphs, or performance reports demonstrating how your product can improve outcomes.

Include key insights in every piece of data you share so your clients can easily grasp what you want to emphasize. 

Personalize Communication

Tailor your emails, calls, and presentations to each customer. Avoid generic messaging and focus on addressing their specific needs.

Be a more effective communicator by using words to match user intent and drive potential clients to the later stage of the decision-making process. 

Invest in Training

Continuous learning is critical in B2B sales. Attend workshops, read books, and practice your skills regularly.

Start investing in B2B sales training to equip your salespeople with the tools and strategies to navigate the complexities of selling to businesses. 

All the tips mentioned above will be part of the course outline we send our prospective clients during sales training. 

B2B Sales Require Patience and Persistence

You can close more deals and build lasting client relationships by defining your target persona, understanding decision-making roles, adopting consultative selling, and improving product presentations. 

Start implementing these techniques today to see measurable improvements in your sales performance.

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by Venchito Tampon