In business-to-business sales we firmly believe that selling and marketing are two ends of the same spectrum, ultimately targeted at gaining business.

The course will introduce the Buying Cycle, a powerful customer decision-making model, which you must influence if you are to be successful.

We will show you how to significantly improve the chances of new product success and how to pitch your marketing collateral at the most appropriate point in the customer's decision-making cycle.

Adopt a simple but effective competitive analysis model to ensure you are selling your strongest differentiators.

And of course, in the heart of the process is the essence of SPIN^®!

Who should attend?

Any person who is involved in producing advertising or sales support literature would benefit from this course.