Sales Training
Sales of Large-Scale IT Projects
Increasing B2B solution sales in IT companies
Training for Sales, pre-Sales Managers, KAM, and sales executives. Learn how to use personal connections and networking tools to sell complex IT solutions to large companies — no cold calls, no pressure, only a deliberate strategy built on trust and effective work with decision-makers.
Discuss the trainingWhat we learn
- Build relationships with top executives and manage the client systematically
- Use "weak" ties to get into a large organization
- Formulate a value proposition for different types of decision-makers (business / technical / financial)
- Sell your product not through "features" but through its impact on the client's KPIs
- Move the project forward despite a long approval cycle
Who it's for
Sales, pre-sales managers, key account managers, heads of sales, and C-level executives of IT companies and systems integrators.
What definitely won't be there
- Advice like "how to dress for a meeting"
- "How to mirror your counterpart"
- Other popular tips and tricks from basic sales trainings
Why the largest companies trust us
strategic consulting projects in B2B and IT
trainings delivered for product, marketing, and sales teams
digital teams advised in accelerators run by Google, Microsoft, and GVA
Training program
- Diagnosing the team and processes: from funnel to calendar
- Roles in the team: SDR, AE, CSM, presales — who is responsible for what
- Which methodologies work in IT
- Evaluating deals based on facts, not gut feeling
- Process and qualification funnels for project-based business
- Plan/actual analysis, deal prioritization, pain-free CRM
- Pipe review, deal reviews, strategy sessions
- Coaching approach: how to be a "playing coach"
- How to embed high-quality client relationships into routine actions
- How to reach decision-makers in B2B without cold attacks
- How to sell a solution, not just features
- Entry strategies for large companies: from pilot to scaling
- How to launch joint work using the ABM model
- How the product team influences deal closing
- Knowledge transfer and feedback loops between teams
- Joining key negotiations and offers
- How to amplify, not duplicate, the account manager
- Building a team competencies map
What makes this training different
No theory. We help participants build practical skills for working with clients and overcome real-world barriers
We pay close attention to participants' questions and their specific challenges
The strength of the training is in participants who are ready to use networking in their work and achieve extraordinary results
Participant review
«Thanks to Leonid Bugaev for the course. It was awesome! Leonid managed to structure the solution into concrete steps with examples and case studies. The course includes both practical assignments and inner work in terms of how you perceive the approach. It's not about rigid "sales scripts" but about an approach to communication and building long-term relationships with top executives from real companies.»
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