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التأييد الخارجي في مبيعات الأعمال بين الشركات
استفد من المؤيدين الخارجيين لدفع نمو الأعمال بين الشركات عبر برامج منظمة.شاهد الدرس الأول مجانًا — احصل على وصول كامل إلى جميع الدروس الـ8.
متقدم مقدِّم الخدمة : KnowledgeCity 8 الدروس · 26m باللغات: العربية, الإنجليزية
وصف الدورة
In this External Advocacy in B2B Sales course, you’ll explore how to build and scale formal advocacy programs to support long-term sales growth. We’ll also examine the roles of different advocate types and how to apply their input at the right stages of the sales cycle. By turning informal referrals into structured programs, you’ll build trust, improve efficiency, and shorten deal timelines. To support that goal, we’ll look at how to activate the right advocates and manage them through repeatable systems.
We’ll break down formal advocacy in B2B sales, presenting strategies for matching advocates to buyer needs and using their stories to influence outcomes. You’ll build stronger sales conversations and reduce acquisition costs. We’ll also explore partner advocacy, influencer engagement, trust-building techniques, and technology platforms to give you a complete understanding of modern external advocacy. By the end of this course, you’ll know how to use external advocacy to increase credibility and support complex B2B buying decisions.
What You'll Learn
- Explain the strategic value of formal advocacy programs in B2B sales
- Identify the roles of customer, partner, and influencer advocates
- Match advocate types to the right stages of the sales process
- Implement repeatable systems to manage and scale advocacy programs
- Evaluate advocacy strategies that improve trust and deal velocity
- Apply trust-building techniques and technology platforms to scale external advocacy
Key Takeaways
- Turning informal referrals into structured, formal advocacy programs helps build trust, improve efficiency, and shorten deal timelines.
- Different advocate types—customer, partner, and influencer—play distinct roles that can be applied at the right stages of the sales cycle.
- Matching advocates to buyer needs and using their stories can influence outcomes and reduce acquisition costs.
- Repeatable systems and technology platforms allow advocacy programs to be managed and scaled.
- External advocacy increases credibility and supports complex B2B buying decisions.
Frequently Asked Questions
What will I learn in this course?
You'll learn how to build and scale formal advocacy programs, identify the roles of customer, partner, and influencer advocates, match advocate types to stages of the sales process, implement systems to manage and scale advocacy, and evaluate strategies that improve trust and deal velocity.
Who is this course for?
It is intended for those working in B2B sales who want to use external advocacy to increase credibility and support complex B2B buying decisions.
What topics does the course cover?
The course covers the strategic value of formal programs, the roles of customers, partners, and influencers, building trust and accelerating sales, partner advocacy, influencer engagement, trust-building techniques, and scaling through technology platforms.
What skills does this course help build?
It helps build skills in Program Management, Relationship Building, and Customer Advocacy.
How is the course structured?
The course is organized into lessons including an Introduction, Strategic Value of Formal Programs, Roles of Customers Partners Influencers, Building Trust and Accelerating Sales, and Scaling Through Technology Platforms, with Test Your Knowledge checkpoints throughout.
