The B2B Professional

“A prudent question is one half wisdom.” Francis Bacon

There’s a huge difference between someone who works intelligently at making small and continual adjustments and improvements to their sales approach to someone who thinks they know it all.

At worst some account managers find themselves ‘doing the milk round’ and the lines have been blurred between friendly and familiar and they have lost all influence with clients old or new.

We also believe that when it comes to selling to other businesses you’ve either been trained properly or not at all.

Bob and Jeremy come from the world of B2B media sales with time at major magazines, digital publishers and dot com businesses including Yellow Pages, Ziff Davis and Expedia.

We’re still in sales, every sale we create is with a business. In 21 years no enthusiastic members of the public have invested in training themselves. We sell to businesses across the globe, from multi-nationals to highly ambitious start-ups.

About your, "B2B Professional" Training Course

Over 5 weeks, using just 2 hours per week, your salespeople will learn how to sell business products and services to the wide variety of today’s business buyers.

They will learn from sales trainers who practise what they preach, and they will gain relevant insights from other delegates on the programme who will be in different industries. Insights and approaches they can apply to their businesses.

Covid Friendly Training

These programmes are designed for a Covid 19 environment. Geography is no longer a limitation. 

In the words of a leader booking two of her people on the first programme we launched:

“You’ve given me a ready-made programme that would have taken me hours to do, and I would have done it only from my perspective. You’re taking care of my single biggest variable: my salespeople.”

Your Commitment and Our Support

2 hours Zoom time per week is supported with a series of podcast episodes, and a group coaching session each week.

Your 5 week programme comes with a workbook with key notes and principles mapped out in an easy to follow, module by module way.

We’ve built in sections for you to take notes under each principle so you can clearly record your major insights and new skills, and make the notes in all the right places. 

The workbook also asks you key questions to build on and keep returning to after the course, so the document becomes a live reference as you are testing out new approaches.

Course Topics Include:

Module 1

How do B2B buyers buy? The 5 stages of Marketing, Social Media, Planning, Research, Prospecting, Time Management, Referrals and Account Management

Module 2

Getting Appointments, Hooks, The Effective Opening, Setting Agendas, Building Rapport, Establishing Credibility, The Art of The Introduction. 

Module 3

Customer Types and Buying Motives, Developing Compelling Questions. Listening and Summarising Skills.

Module 4

Selling Your Company, Your Proposal, Your Value.

Module 5

Closing, Handling Objections, Follow Up, Voicemails.
Negotiation, The Cement. Programming Renewals and Referrals. 

Course Pricing & Dates

Places are £497 plus VAT per person.

Forthcoming dates for this programme:


7 Reasons to Invest in an Open Programme from Reality Training 

  1. Your biggest variables are your salespeople. Your investment makes that variable stronger, more skilled and with new knowledge.
  2. Reduce your risk. Untrained people using the wrong approaches are damaging to morale, service and profits.
  3. Blended mix of methods – the live training is over Zoom, as is the group coaching. You have small assignments for pre-module preparation, and podcasts to cement understanding.
  4. Apply what you’re learning, directly – the training is experiential. People apply what they have covered in each module directly to your existing clients or new prospects.
  5. 20 years of training expertise– you learn the best of our two decades of developing people across the world and from diverse markets. We’ve put the prime principles, methods and approaches into your open programmes.
  6. Geography is no longer a challenge. You can develop people from any office and any country in the world. You can give people a shared experience.
  7. ROI – in nearly every case you require a single order to get your investment back. The outcome will be more dynamic and effective salespeople.

Places are limited to 20 per programme and investment is £497 plus VAT per person.

To book a place on the programme please email or call 01580 720377

All our sales training courses 


Not only were Jeremy and Bob hugely entertaining, but their knowledge, understanding and experience shone through.  My computer is covered in post-it notes, with invaluable quotes to remind me of the tips they have taught me.  Jeremy and Bob cut through the sales jargon and give succinct examples of sales strategies and recommendations.  I highly recommend anyone starting on their B2B sales journey or like me, someone that needs refreshing and updating, to join a Reality Training sales course.

Georgia Dollar


Many thanks for the recent B2B Professional open training course you ran for our distributors and internal staff.

We found it immensely useful as it highlighted some techniques we had either stopped using or needed refining / updating in line with a fresh modern sales approach, which post covid is exactly the tools we need.

We had 2 members of internal sales staff who have now modified their sales coaching tools for researching and recruitment of new distributors, and our distributor from Sweden RAPS who has completely changed the sales strategy into a consultancy-based service as a result of the training.

The team from our partner company in India, have implemented a new sales strategy, based on the confidence they have gained from the B2B Professional sales training. They were moving towards a more remote social media-based sales approach but have set up research staff qualifying prospects and setting up face to face meeting for the field sales team.

Thank you for all your help in achieving this and we will be back with further training later this year with more distributors and channels. 

Martin Forth C.R.O. European Head Office RAPLAS Technologies Ltd. 


As an industrial chemist, I’ve never felt that confident with the sales side of things but your course is definitely helping!

Tracey Ferry, Boud Minerals


Thank you so much for an excellent course I really enjoyed all the sessions and learnt so much.

Mark Schmidt Tradewind Voyages