B2B Sales & Tendering
Win business-to-business sales and tenders: qualifying opportunities, writing proposals and presenting value.
At a glance
- 2 days
Who it's for
- B2B sales and business development staff
- Bid and proposal teams
- Account managers
Learning objectives
- Qualify opportunities
- Write winning proposals
- Price for value
- Present with impact
Detailed content
- BANT and MEDDIC
- Bid or no-bid
- Competitor view
- Compliance matrix
- Win themes
- Executive summary
- Cost build-up
- Value case
- Negotiation room
- Storyline
- Visuals
- Handling objections
Day-by-day agenda
A typical schedule. In-company versions are tailored to your processes, data and timing.
- Qualifying opportunities
- Proposal writing
- Pricing and value
- Presentations
- Case study, action plans and course assessment
Practice, tools and assessment
Hands-on practice
- Negotiation and sales-call role plays with video feedback
- Prepare a real account plan or campaign brief
- Practice sessions with peer and trainer feedback
- Recorded presentation or role play with improvement plan
Tools and templates you keep
- Negotiation planner (BATNA, ZOPA, concessions)
- Account plan and pipeline tracker
- Self-assessment questionnaires
- Personal action-plan template
How learning is assessed
- Pre- and post-course knowledge check
- Assessment of practical exercises by the trainer
- Action plan reviewed at the end of the course
Built on these standards and bodies of knowledge
- Harvard Program on Negotiation principles
- CIM marketing framework
- Kirkpatrick evaluation model (train-the-trainer)
Certificate
Participants who complete the program and its assessment receive a certificate from The Excellence Center, which can be verified online.
New in our 2026 portfolio — tell us your dates and we will confirm the trainer and schedule.
How it is delivered
- Public courses in Cairo, in-company programs and live online training
- Practical exercises, case studies and examples from your sector
- Can also run as Train & Stay in Sharm El Sheikh, Hurghada or Cairo
Frequently asked questions
How long is B2B Sales & Tendering?
The program runs 2 days. In-company versions can be adapted to your needs.
Is the course taught in Arabic or English?
Sessions are usually delivered in Arabic with English technical terms and materials. Full English delivery is available for in-company groups.
Can you run it inside our company?
Yes. In-company programs use exercises built on your own processes. Tell us the group size and preferred timing and we will send a proposal.
Will I receive a certificate?
Participants who complete the program and its assessment receive a certificate from The Excellence Center, which can be verified online.
More programs in this field
- Call Center Management: COPC Standards & Customer Experience3 days
- Communication Skills & Complaint Handling5 days
- Customer Experience (CX) Mastery5 days
- Customer Service Excellence2–3 days
- Government Call Center Development Tracks (Arabic): Track 1 Leadership & Supervision; Track 2 Back-Office Skills –3 days
- World-Class Customer Service2 days
- Effective Selling Skills3 days
- Key Account Management5 days
- Public Relations1 day
Get dates, fees and the full outline.
Tell us whether you are joining as an individual or planning a program for your team.