Certification framework
B2B Sales

Competency framework

A/Communicate with prospects on multiple channels to obtain appointments using prospecting methods in the digital age
B/Conduct structured sales interviews based on the client's needs, personality and disability situation to effectively close the sale.
C/Draft a strategic customer analysis document to plan different actions with multiple interlocutors and adapt the offer using the key account analysis method.
D/Public speaking in the context of client presentations or presentations to several people in order to convince them of the relevance of their offer, start an assignment or sell a service or product.
E/Negotiate the contours of your offer with your client to achieve a win-win result, taking into account the client's expectations and psychology as well as the power plays between the different parties.
F/Structure your activities and files to be more efficient in reaching your commercial objectives by using time management methods and digital tools.
G/Communicate with high-level contacts at the customer's site in order to develop proximity and trust in order to improve the transformation rate by promoting a posture of equals and a high value-added communication

Evaluation methods

All certification tests are held at the end of the training.
Theoretical tests :
- A multiple-choice questionnaire on knowledge (duration 20min)
The questionnaire is accessible via a secure LMS platform
It can also be printed and administered live.
60% correct answers are required to validate the quiz. The quiz assesses skills A, C, D, E, F and G via criteria A-1, C-1, D-1, E-1,2, F-1 and G-1.

A written report analyzing a concrete case:
The participant chooses his or her topic in relation to one or more competencies targeted by the certification. For example, a participant who has practiced
speaking in the context of a presentation in his job will explain in his report the situation encountered, describe how he applied the proposed method (with a bias towards a structured and argued speech), identify the progress made and the impact on the result. If the candidate is not in a position to apply a skill in his/her job, he/she chooses a situation encountered in the professional context (positive or negative) as a client or a past situation and analyzes it in his/her report. The participant writes a report of about 3 to 5 pages in size 12 font in WORD or PDF format and uploads it to the secure LMS platform. The objective of the practical report is to validate the practical application of the training acquired in the professional life.
The report evaluates one or several competences among A, B, C, D, E, F or G using the criterion H.

Practical test:
Oral practical situation.
-The participant accesses the context of the case study on the secure LMS platform and records himself. He/she then transmits the audio file(s) to the evaluator.
The case study evaluates competency B using criteria B.1-2-3-4-5

Evaluation criteria

A-1/ Appointment setting done using social networks.
B-1/Start the interview in a positive atmosphere by breaking the ice
B-2/Ask open-ended questions to explore needs, reformulate and validate with closed questions.
B-3/Arguments in a structured way according to needs
B-4/understands and accepts the objection, rephrases, questions, argues and uses the objection to move towards the conclusion
B-5/Validates with the client the outline of the offer and concludes or proposes a next meeting to conclude the deal
C-1/Use a strategic customer analysis document to prepare your sales approach.
D-1/Structured and argued speech when speaking
E-1/Prepare the negotiation by analyzing the objectives and evaluating the negotiation margin
E-2/Identify the expectations of the other party and move towards a win-win negotiation
F-1/The follow-up and organization of activities is structured using a digital tool
G-1/Achieves to adopt a posture that places him/her on an equal footing with his/her interlocutor
H/ Quality of the report:
H.1/-Adaptation of the subject to the reference frame
H.2/-Mastery of the methodology in relation to the frame of reference
H.3/-Application in the chosen context
H.4/-Clear synthesis and projection towards the future / lessons learned
H.5/-Logical structure of the report
H.6/-Mastery of the French language

You are an expert operating in professional services and you do not feel comfortable prospecting for new clients.

In this book, with a preface by Bertrand Dumazy, CEO of the Edenred group, you will find numerous illustrations and practical information sheets drawn from the concrete experience of specialists who have successfully developed their prospect portfolio.

You will also learn how to make yourself happy by developing new contacts at all levels in organizations.

How to target key contacts in your prospects? How to approach them? Through which channel? How do you stand out? What creative solutions should you use? How to interest your interlocutors in your subjects ? Which marketing to set up on the web ?

Here you will find answers to all these key questions to develop your business or practice as well as methodological elements for immediate implementation.

Price kindle format: 9,99€
Price paperback: 19,50

Number of pages: 188
Author: Olivier Jacob
Preface: Bertrand Dumazy