OasisLMS

Duration: 52Mins - As a result of joining this event the participant will understand the stages and types of the different opportunities in B2B sales pipeline as well as its characteristics which will enable them to evaluate the health their pipeline and plan timely actions resulting into long term sustainable growth of their sales accounts.

Sales Managers, Account Managers, Sales Representatives, Territory Managers, Sales/Commercial Engineers

UK and International

The sales cycle in business to business often consists of multiple interactions with the buyer to move the sales opportunity until its closure. What characterises the business-to-business opportunities is the repeat nature of its transactions. Relationships across the account's stakeholders is of a primary importance to maintain those transactions and therefore those sales opportunities are closely linked to the customer’s initiatives and projects. There are different types of opportunities that arise throughout the life cycle of a customer’s projects: From planning to execution. This includes up sells, extensions, pull-throughs of other businesses and encroachments on the work won by the competitors. Sellers often spend most of their time in identifying initial opportunities which contribute to build their pipelines. This session will address how sellers can focus on building pipeline of opportunities and what criteria to look at to evaluate its health. This will help the seller to effectively monitor their pipeline and take corrective action in a timely manner. Ultimately this would lead to a sustainable growth of the account.

How to maximise long term sustainable growth by building a healthy pipeline of opportunities within sales accounts How to assess the health of a sales pipeline, by looking at its integrity, volume, composition and flow. In addition to this, we will look at when to plan and implement mitigation plans if required. To build a healthy pipeline the seller shall consider different types of opportunities throughout out the life cycle of the project and ensure that each opportunity advances at the right pace.

CPD Points: Two (when attending live) or one (watching the recording)

Nourdine Boubekeur Nourdine, Sales & Commercial Learning & Competency Manager at Schlumberger, East Hemisphere, spent his 22 years career in the Oil & Gas Industry. He held several positions in Operations, Management, Account Management, Business Development and Sales & Commercial across Europe, Africa, CIS and Asia.. Currently, he is overlooking Sales Training and Talent Development for east Hemisphere located in Kuala Lumpur,. Nourdine holds an Engineering degree in Instrumentation from the Algerian Petroleum Institute and an MBA from Erasmus University NL He is also a certified coach by the EMCC and a member of ISP.