B2B sales courses?

[Ven]

The powers that be want me to takes some B2B sales courses, any suggestions from the experienced sales peeps on here?

[Pacman]

I've taken lots of b2b sales courses, but it was all internal training from companies like Xerox, Toshiba, Canon etc.

However, there are a couple of good books to get you started......

Spin Selling by Neil Rackman and The New Consultative Sell by Diane Sanchez.

Those books are standard issue at all the B2B and pharmaceutical companies I've worked for.

[msouther]

I would recommend the Dale Carnegie "Sales Advantage" program. It costs around $1600 and runs 1 day a week for 8 weeks. Teaches you a lot! Call them and ask for Kathy Bandelow and she can help you.