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Free course · For sales

B2B Sales for IT Services: From Cold Call to Signed Deal

A practical path from target lists and cold calls to proposals, negotiation and closing.

Beginner8 lessons4 hoursQuizzes and exercisesNo sign up
Start lesson 1 →
What you will learn

Outcomes

01

Define an ideal customer profile and build a focused target list

02

Run cold calls with a clear script and handle common objections calmly

03

Write LinkedIn messages and cold emails that earn replies

04

Run discovery calls and qualify deals with BANT and MEDDICC

05

Write proposals and fixed price quotes, and negotiate by trading

06

Follow up, close and keep a clean CRM with useful weekly metrics

Before you start
  • No prior sales experience needed
  • A basic understanding of the IT services your company sells
  • Access to a CRM or a shared spreadsheet
  • Willingness to practise scripts out loud
Syllabus

8 lessons

Each lesson ends with key takeaways, a practical exercise and a three question quiz.

01How to Build an Ideal Customer Profile and Target List for IT ServicesDefine who you sell to, why they buy, and turn that definition into a focused list of accounts and contacts.25 min02Cold Calling Scripts for IT Services and How to Handle ObjectionsUse a simple call structure, sample scripts and a calm method to handle the most common objections.30 min03LinkedIn and Cold Email Outreach That Gets RepliesWrite short, relevant LinkedIn messages and cold emails, and build a simple multi touch sequence.30 min04How to Run a Discovery Call: Questions, BANT and MEDDICC ExplainedPlan and run a discovery call, ask better questions, and qualify deals with BANT and MEDDICC.35 min05How to Write an IT Services Proposal and Fixed Price QuoteWrite a clear proposal built on discovery notes and scope a fixed price quote that protects both sides.30 min06Pricing Conversations and Negotiation in B2B IT SalesTalk about price with confidence, anchor on value, and negotiate by trading rather than discounting.30 min07Sales Follow Up and Closing Techniques That Respect the BuyerFollow up with purpose, handle stalled deals and close by agreeing clear next steps.25 min08CRM Hygiene and Weekly Sales Metrics for Small Sales TeamsKeep your CRM accurate with simple rules and review a small set of weekly metrics to improve.25 min
Questions

About this course

Is this course free?

Yes. All 8 lessons of B2B Sales for IT Services: From Cold Call to Signed Deal are free to read on xdqlabs.com, with no sign up.

Who is this course for?

It is written for sales at beginner level. Prerequisites: No prior sales experience needed; A basic understanding of the IT services your company sells; Access to a CRM or a shared spreadsheet; Willingness to practise scripts out loud.

How long does it take?

About 4 hours across 8 lessons. Each lesson has key takeaways, a practical exercise and a short quiz.

Can XDQ Labs train my team or build this for us?

Yes. XDQ Labs runs team workshops and delivers software, AI agent and compliance projects for companies in India, the US, the UK and the Gulf. Write to enquiry@xdqlabs.com.

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