B2B Sales Training That Delivers Real Revenue
Your B2B sales team is selling to committees, navigating long cycles, and competing on more than price. Give them the skills, strategies, and confidence to win. Consistently.
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B2B Sales Training
Australia’s Experts in B2B Sales Training
At KONA, we specialise in training B2B sales teams to master the complexity of business-to-business selling. Opening conversations with senior decision-makers. Building multi-threaded relationships across buying committees. Negotiating high-value deals that stick.
B2B selling is a different game:
B2B selling is a different game. Longer sales cycles. Multiple decision-makers. Higher stakes. And generic sales training simply doesn’t cut it.
Customised to your sales team’s needs:
Every KONA B2B sales training program is customised to your industry, your sales process, and your team. Because off-the-shelf training produces off-the-shelf results.
Real-word strategies from trainers who have lived it:
Our trainers have run businesses, built pipelines, managed key accounts, and closed complex deals. They’ve lived it, and they’ll equip your team with the same real-world strategies that drive measurable revenue growth.
Is Your B2B Sales
Team Facing Challenges?
At KONA we focus on H2H first!
The answer isn’t another process, script, or CRM upgrade — it’s a return to the fundamentals of human connection. Every B2B decision is ultimately made by a person, driven by emotion, trust, and relationship.
That’s why the most successful sales teams don’t sell Business to Business — they sell Human to Human (H2H). When your people learn to connect authentically, listen deeply, and build real trust, the numbers take care of themselves.
B2B Sales Challenges You May Be Facing Include…
- Deals stalling in the pipeline. Prospects go quiet after initial meetings and your team doesn’t know how to re-engage or advance the conversation.
- Struggling to reach decision-makers. Your salespeople are stuck talking to gatekeepers and influencers instead of the people who sign off on budget.
- Discounting to win. Without strong value-positioning and negotiation skills, your team defaults to dropping price to close.
- Inconsistent pipeline generation. Some months are strong, others are bare. Your team lacks a repeatable system for B2B prospecting.
- Long sales cycles with no momentum. Complex deals drag on because your team isn’t creating urgency or guiding the buyer’s journey.
- Losing deals to weaker competitors. Your offering is strong, but your team can’t articulate differentiated value in a way that resonates with B2B buyers.
If any of this sounds familiar, your team doesn’t need motivation. They need a proven B2B sales methodology.
B2B Course Outline
What KONA’s B2B Sales Training covers
Every program is tailored to your team, your market, and your sales process. Here’s what we typically work on with you:
| B2B Sales Training Course Modules |
|---|
| Module 1: The B2B Buyer’s World. Understanding modern B2B buying behaviour and mapping the decision-making unit (DMU). Who are the economic buyers, the influencers, the champions, and the blockers? We align your sales approach to how your customers actually buy. |
| Module 2: Prospecting and Pipeline Building for B2B. Building a predictable pipeline in complex markets. Multi-channel outreach across phone, email, LinkedIn, and referrals. Crafting value-led messaging that earns meetings with senior stakeholders, plus the activity planning and pipeline metrics that actually matter. |
| Module 3: Discovery and Needs Analysis. Going beyond surface-level questions to uncover the real business pain, the cost of inaction, and the outcomes your buyer needs. We work on consultative selling techniques that earn you trusted advisor status with your buyers. |
| Module 4: Value Positioning and Differentiation. Articulating your value in the language of the buyer. Building business cases that land with CFOs and the boardroom. Learning to lead with outcomes and compete where price isn’t the deciding factor. |
| Module 5: Navigating Complex Sales Cycles. Managing multi-stakeholder deals and building momentum through the buying process. Strategies for engaging the full buying committee and creating urgency without resorting to pressure. |
| Module 6: B2B Negotiation Skills. Negotiation frameworks for high-value B2B deals. Protecting margin while preserving the relationship. BATNA and ZOPA in practice. Turning procurement conversations into partnership discussions. |
| Module 7: Key Account Growth and Retention. Growing revenue from your existing customer base through strategic account planning, cross-selling, and upselling within established relationships. The goal: becoming indispensable to your clients. |
| Module 8: Sales Mindset and Emotional Intelligence. Building resilience in long B2B sales cycles. Confidence when selling to C-suite. Emotional intelligence for reading the room, adapting your approach, and building genuine rapport. At the end of the day, you don’t sell B2B, you sell H2H (Human to Human). |
Companies that have benefitted from our process
Customised Training and Consulting
The KONA Training Difference
Why KONA for B2B Sales Training?
Customised to Your Business
We don’t run generic programs. Every session is built around your industry, your customers, your sales cycle, and your team’s specific challenges. We get into the detail of your CRM, your pipeline, your real deals.
The Hearts & Minds Methodology
Our Hearts and Minds approach goes beyond tactics. We shift mindset and behaviour so your team uses what they learn. Consistently.
Australia-Wide Delivery
On-site in Sydney, Melbourne, Brisbane, Adelaide, Perth, and regional centres across Australia. Virtual delivery available for dispersed and hybrid teams. We go where you need us.
Trainers Who’ve Done It All
All KONA sales trainers have run businesses, led teams, built pipelines, and managed accounts. Every lesson comes from experience at the coalface.
Proven B2B Results
KONA has helped B2B sales teams achieve measurable results, including 100% revenue increases within 6 months. We focus on activity, accountability, and outcomes that hit the bottom line
“Garret Norris is a rock star coach. He has transformed our Inside Sales team. Love his work!”
Book a call with KONA to discuss how we can help your B2B sales team
sell more, sell better, and sell with confidence.
Customised Training and Consulting
Who Is KONA’s B2B Sales Training For?
Our B2B sales training is designed for teams selling products, services, or solutions into other businesses. Whether you’re in technology, professional services, manufacturing, logistics, healthcare, financial services, or any other B2B vertical.
It’s ideal for:
- B2B sales teams that need a structured, repeatable approach to complex selling
- Business development representatives (BDRs) and account executives building pipeline
- Key account managers responsible for growing existing client revenue
- Sales managers who want to coach and lead a high-performing B2B team
- Organisations moving from transactional selling to consultative or solution selling
Whether your team is 5 people or 500, we scale our programs to fit.
Training areas
Sales Training
Customised Sales Training and Management Training to help your sales teams increase sales and effectiveness.
Call Centre Training
As you think about your Call Centre and Customer Service team, what “keeps you awake at night?”
Sales Management
KONA offers business and management services for small and large organisations.
Sales Pipeline
Executing a Professional Sales Pipeline Process is The Backbone of Your Organisation’s Future Success.
Power Hour
As part of the training workshop we can actually have participants on the telephones calling real life customers.
Customer Service
Your Customer Service Team is Often the ‘Glue’ that Holds the Business Together.
Negotiation Skills
Our world-class Negotiation Skills Training & Coaching program is customised to your Business and your negotiation requirements.
Presentation Skills
Business results are dramatically increased with well-delivered presentations.
Account Management
Key Account Management requires planning and a clear focus on growth.
Storytelling for Sales
Empower your staff with the skills to use more stories in their conversations.