The Business-to-Business Sales Essentials℠ Assessment is Now Online

The B2B Sales Essentials℠ Assessment measures an individual’s knowledge and awareness of the current and emerging best practices of successfully business to business selling

Holland, PA – August 1, 2012 – Boyer Management Group, experts in workforce readiness skills development, is pleased to announce the online availability of the Business to Business Sales Essentials℠ Assessment (B2BSE℠), a powerful tool to assist B2B sales professionals and the companies that employ direct and indirect sales channels in evaluating the skills and knowledge of selling in today’s B2B environment. B2BSE℠ is now delivered worldwide on Boyer Management Group’s secure testing platform.

“Significant changes in technology, relationship management, and the global marketplace have required B2B sales professionals to change their mindset and approach to how B2B products and services are sold,” said Hank Boyer, CEO of Boyer Management Group, and developer of the B2B Sales Essentials℠ Assessment. “The B2BSE℠ approach has been used to generate billions of dollars in sales over the past 15 years across a wide variety of industries. Now companies can reliably measure their sales staff’s knowledge and awareness of current and emerging B2B sales best practices.”

The B2B Sales Essentials℠ Assessment measures a B2B sales professional’s knowledge and awareness of the best practices associated with effective B2B sales across ten key competencies:

• 1. Preparedness and B2B Sales Organizational Skills
• 2. Prospecting
• 3. Successful Initial Appointments
• 4. Conducting a Needs Assessment
• 5. Presenting Solutions to Uncovered Needs
• 6. Developing and Presenting Proposals
• 7. Effectively Handling Prospect Resistance
• 8. Closing Sales Professionally
• 9. Following Up Sales Effectively

The B2B Sales Essentials℠ Assessment is part of a Learning Product Family℠ that helps set a knowledge baseline and pinpoint specifically where gaps exist between current knowledge and the associated best practices. Other parts of the B2B Sales Essentials℠ learning product family include:

• Onsite interpretation of B2BSE℠ results, culminating in a customized B2BSE℠ Professional Development Roadmap;
  • 1. Preparedness and B2B Sales Organizational Skills
  • 2. Prospecting
  • 3. Successful Initial Appointments
  • 4. Conducting a Needs Assessment
  • 5. Presenting Solutions to Uncovered Needs
  • 6. Developing and Presenting Proposals
  • 7. Effectively Handling Prospect Resistance
  • 8. Closing Sales Professionally
  • 9. Following Up Sales Effectively
  • 10. Territory and Account Management Skills
  • 11. Indirect Distribution
  • 12. Delighting Customers in B2B Sales
  • 13. Social Media & LinkedIn for B2B Sales
  • 14. Managing Through People I℠ for B2B Sales Leaders
  • 15. Managing Through People II℠ for B2B Sales Leaders
• The B2B Sales Essentials℠ Development Guide, a self-directed practical textbook detailing the best practices measured in the B2B Sales Essentials℠ Assessment;
• B2B Sales Essentials℠ Curriculum, consisting of traditional and virtual classroom modules covering the ten B2BSE℠ plus additional related areas:

“Pressure to produce solid double-digit year-over-year revenue growth isn’t likely to let up anytime soon,” said BMG CEO Hank Boyer. “The sales staff tasked with achieving the revenue objectives needs some way to measure what they do and do not know about selling into the rapidly changing marketplace. Companies now have a terrific tool to help them address the gaps and increase their sales and profits.”

About Boyer Management Group

Boyer Management Group (BMG) works with companies and organizations that want to get the very best out of their people, and with senior managers who want to improve their effectiveness. Since 1998, BMG has added value to its clients through strategic planning, skills assessment, and organizational/leadership development.