Common mistakes experienced reps make: Over-reliance on relationships Feature dumping Talking too early, questioning too late Weak differentiation against incumbents
Why consultative sellers win more and lose less.
9:30 – 10:30 | Mapping the Complex Buying Centre (Industrial + B2B)
16:00 – 17:00 | Personal Sales Playbook & 60-Day Action Plan
Each participant builds a one-page playbook:
Target segments + Ideal customer profile
Key discovery question bank
Value levers + ROI metrics
Key account growth plan
60-day execution plan
Weekly CRM habits
3 deals to advance immediately
DELIVERABLES & TAKEAWAYS
Participants receive:
- Industrial/B2B Sales Handbook - Consultative Selling Question Bank - Account Plan Template - Negotiation Playbook - 60-Day Execution Planner - Be a Sellebrity - Sales book signed by the author
For Whom:
This Integrated Advanced B2B Sales Mastery workshop is ideal for:
Experienced B2B sales professionals looking to elevate their skills in complex sales cycles and strategic selling.
Sales managers and team leaders aiming to coach and develop high-performing sales teams with advanced techniques.
Business development executives responsible for driving revenue growth through strategic client engagements.
Account managers seeking to deepen client relationships and increase long-term contract values.
Marketing professionals working closely with sales to align messaging and generate qualified leads.
Entrepreneurs and founders of B2B companies who want to master the sales process to scale their businesses effectively.
Consultants and advisors supporting organizations in improving sales performance and processes.
The workshop is designed for individuals with a foundational understanding of B2B sales who want to integrate advanced methods, technology, and strategic frameworks for mastery in complex sales environments.
Key Takeaways:
Mastering the full B2B sales cycle, from deep discovery of client pain points to closing deals with clear, simple purchasing processes. This includes uncovering hidden client needs and mapping solutions directly to their business objectives for maximum value delivery.
Applying advanced questioning techniques (like SPIN selling) and active listening to identify genuine client needs beneath expressed wants, enabling relevant solution proposals.
Developing skills to handle objections proactively, create urgency, and negotiate win-win outcomes that build lasting client relationships.
Utilizing sales frameworks to boost key metrics such as discovery call conversion, proposal acceptance rates, average order value, and sales cycle reduction.
Emphasizing continuous education for clients through thought leadership, market insights, and relevant industry trends to become trusted advisors rather than just vendors.
Integrating CRM and technology tools for predictive lead scoring, automated workflows, sales integration, and real-time coaching to optimize sales performance.
Enhancing collaboration between sales and marketing teams to align on shared goals, ideal customer profiles, and lead handoff processes.Building confidence in sales professionals through skills mastery to improve outreach effectiveness, close deals faster, and increase revenue per representative.
Fostering a culture of strategic thinking and relationship management that contributes to sustainable business growth and stronger customer loyalty.
These takeaways reflect comprehensive advanced techniques and strategic approaches that can help sales teams achieve measurable improvements in B2B sales outcomes within weeks of implementation
Facilitator profile:
Ramaprasad Sreenivassan is the Founder & Enabler of Saamartya, a training organisation dedicated to Enlighten, Enable, Empower. He has served as a Director of CADD Centre Training Services and brings over three decades of experience in sales excellence, leadership, and people development. An active leader in forums like BBB, Rotary, and PSAI, he is a sought-after trainer and speaker known for his practical frameworks and engaging style.
Fee Details:
Fee's Details
Member amount : Rs 0.00- (Including 18%GST)
Non Member amount : Rs 0.00- (Including 18%GST)
Total Member count :
MMA-KAS - INTEGRATED TWO-DAYS ADVANCED B2B SALES MASTERY PROGRAM
INTEGRATED TWO-DAYS ADVANCED B2B SALES MASTERY PROGRAM
Date :Friday & Saturday, 12th & 13th December 2025
Time : 10:00 AM - 5:00 PM
Venue : Madras Management Center, Chennai.
Madras Management Association
Name : HARI PRASAD S R
Mobile : 9952932169
Email : dgm@mmachennai.org, mma@mmachennai.org
Knowledge partner:
Mastering the full B2B sales cycle, from deep discovery of client pain points to closing deals with clear, simple purchasing processes. This includes uncovering hidden client needs and mapping solutions directly to their business objectives for maximum value delivery.
Applying advanced questioning techniques (like SPIN selling) and active listening to identify genuine client needs beneath expressed wants, enabling relevant solution proposals.
Developing skills to handle objections proactively, create urgency, and negotiate win-win outcomes that build lasting client relationships.
Utilizing sales frameworks to boost key metrics such as discovery call conversion, proposal acceptance rates, average order value, and sales cycle reduction.
Emphasizing continuous education for clients through thought leadership, market insights, and relevant industry trends to become trusted advisors rather than just vendors.
Integrating CRM and technology tools for predictive lead scoring, automated workflows, sales integration, and real-time coaching to optimize sales performance.
Enhancing collaboration between sales and marketing teams to align on shared goals, ideal customer profiles, and lead handoff processes.Building confidence in sales professionals through skills mastery to improve outreach effectiveness, close deals faster, and increase revenue per representative.
Fostering a culture of strategic thinking and relationship management that contributes to sustainable business growth and stronger customer loyalty.
These takeaways reflect comprehensive advanced techniques and strategic approaches that can help sales teams achieve measurable improvements in B2B sales outcomes within weeks of implementation
DAY 1 — From Product Seller to Trusted Advisor
Mastering Buyer Psychology, Discovery, Value Conversations & Differentiation
Common mistakes experienced reps make: Over-reliance on relationships Feature dumping Talking too early, questioning too late Weak differentiation against incumbents
Why consultative sellers win more and lose less.
9:30 – 10:30 | Mapping the Complex Buying Centre (Industrial + B2B)
16:00 – 17:00 | Personal Sales Playbook & 60-Day Action Plan
Each participant builds a one-page playbook:
Target segments + Ideal customer profile
Key discovery question bank
Value levers + ROI metrics
Key account growth plan
60-day execution plan
Weekly CRM habits
3 deals to advance immediately
DELIVERABLES & TAKEAWAYS
Participants receive:
- Industrial/B2B Sales Handbook - Consultative Selling Question Bank - Account Plan Template - Negotiation Playbook - 60-Day Execution Planner - Be a Sellebrity - Sales book signed by the author
This Integrated Advanced B2B Sales Mastery workshop is ideal for:
Experienced B2B sales professionals looking to elevate their skills in complex sales cycles and strategic selling.
Sales managers and team leaders aiming to coach and develop high-performing sales teams with advanced techniques.
Business development executives responsible for driving revenue growth through strategic client engagements.
Account managers seeking to deepen client relationships and increase long-term contract values.
Marketing professionals working closely with sales to align messaging and generate qualified leads.
Entrepreneurs and founders of B2B companies who want to master the sales process to scale their businesses effectively.
Consultants and advisors supporting organizations in improving sales performance and processes.
The workshop is designed for individuals with a foundational understanding of B2B sales who want to integrate advanced methods, technology, and strategic frameworks for mastery in complex sales environments.
Ramaprasad Sreenivassan is the Founder & Enabler of Saamartya, a training organisation dedicated to Enlighten, Enable, Empower. He has served as a Director of CADD Centre Training Services and brings over three decades of experience in sales excellence, leadership, and people development. An active leader in forums like BBB, Rotary, and PSAI, he is a sought-after trainer and speaker known for his practical frameworks and engaging style.