Structured Selling for Complex, Multi-Stakeholder Business Sales

Art of B2B Selling

A Two-Day Workshop on Managing the Full B2B Cycle, From Pre-Approach to Close
“In B2B selling, you are rarely selling to a person. You are selling to a committee that has not yet agreed with itself.”

Selling to a business is fundamentally different from selling to an individual consumer.

The purchase usually involves several stakeholders with different priorities:

a technical evaluator who cares about specifications, a finance approver who cares about cost and ROI, an end user who cares about ease of use, and often a senior decision maker who cares about strategic fit. The sales cycle stretches over weeks or months rather than minutes, and a single missed stakeholder or a poorly timed approach can stall a deal that was otherwise close to closing.
Art of B2B Selling is IKTAR’s program for exactly this environment. It is built around the full B2B sales cycle, from -approach through to close, covering demand generation, prospect targeting, messaging and value proposition development, the structured selling process itself, and ongoing opportunity management across a long and often unpredictable sales cycle. Rather than treating B2B selling as a longer version of consumer selling, this program treats it as a distinct discipline with its own structure and skills.
This program is particularly valuable for organizations selling industrial products, enterprise services, technology solutions, or any offering where the buying decision involves multiple stakeholders and a meaningful evaluation period.

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Who This Program Is For

Art of B2B Selling is designed for:

• B2B sales executives and account managers selling industrial products, enterprise services, or technology solutions
• Sales teams whose deals involve multiple stakeholders: technical evaluators, finance approvers, and senior decision makers
• Organizations with long sales cycles who need a structured way to manage opportunities without losing momentum
• Sales teams currently winning deals inconsistently, where some long-cycle opportunities close and others quietly disappear
• Businesses expanding their B2B sales function and needing a consistent, teachable approach for new account managers

If your sales team’s biggest deals also take the longest, involve the most people, and are the hardest to predict, this program is built to bring structure to exactly that complexity.

What Participants Learn

By the end of the program, participants will be able to:

• Generate and qualify genuine demand rather than chasing prospects who will never have budget or authority to buy
• Target the right accounts and the right stakeholders within those accounts before investing significant selling time
• Build a value proposition and messaging approach tailored to each stakeholder’s specific priorities, not a single generic pitch
• Apply a structured, repeatable selling process across the full B2B cycle, from first contact to signed agreement
• Manage a portfolio of open opportunities at different stages without losing track of where each one stands
• Recognize when a stalled opportunity is genuinely dead versus simply slow, and respond appropriately to each

Methodology

Program Structure and Methodology

Format: Two-day in-person workshop
Group Size: Optimal cohort of 10 to 16 B2B sales executives and account managers
Methodology: B2B cycle mapping exercises, stakeholder analysis workshops, value proposition development for real accounts, and opportunity management case studies
Curriculum Anchor: Demand Generation → Prospect Targeting → Messaging and Value Proposition → Selling Process → Opportunity Management
Delivery Options: Public workshop with scheduled dates, or in-house program built around your actual B2B accounts and sales cycle

Participants work through the five-stage B2B cycle using real or realistic accounts from their own pipeline, building an actual stakeholder map and value proposition they can use immediately after the workshop rather than a hypothetical exercise.

Why IKTAR

B2B selling in Pakistan carries its own specific dynamics: relationship-driven trust building, internal political navigation within client organizations, and procurement processes that differ meaningfully from those in more mature markets. IKTAR’s approach to this program reflects those realities directly, rather than applying an imported framework built for a different business culture.
This program is led by Shafqat Jilani, a Certified Master Trainer (Futures Group, Washington DC) with over 25 years of experience advising and training B2B sales teams across Pakistan’s industrial, technology, and enterprise services sectors.
Following the workshop, IKTAR provides a free training review report summarizing the opportunity management framework developed during the program and specific recommendations for each participant’s current pipeline.

Public Training Workshops

Open Public Training Workshops

Scheduled training sessions held at IKTAR’s facilities or partner venues in Lahore. Open to participants from any organization. Ideal for organizations sending one to five people, or for individuals investing in their own professional development

Scheduled dates published in advance | Meet and learn with professionals from other organizations | Cost-effective for small teams | Immediate availability without minimum group size | Certificate of completion issued

View Upcoming Public Workshops

In-House Customized Programs

Customized In-House Training Solutions

Training designed exclusively for your organization and delivered at your premises or a venue of your choice. IKTAR conducts a Training Needs Analysis first, then develops a program that reflects your organization’s specific context, challenges, and objectives.

Designed around your actual training gaps | Delivered at your location across Pakistan | Consistent messaging for your entire team | Flexible scheduling around your operations | Higher ROI for teams of 10 or more | Ongoing support and follow-up available

Request a Customized Program Proposal

Explore Our Sales Training Programs

Art of B2B Selling pairs well with IKTAR’s other sales programs. Continue building your team’s capability with:

Re-Engineering Sales Process

Rebuilding your team’s sales process from prospecting to close

VIEW PROGRAM

Selling Dynamics

The psychology and technique of effective face-to-face selling

VIEW PROGRAM

Sales Tigers

High-energy, high-performance field sales training

VIEW PROGRAM

Online Export Marketing

Selling Pakistani products and services into international markets

VIEW PROGRAM

CLIENT RESULTS

What Organizations Say About IKTAR Training

View All

Shafqat is well experienced trainer familiar with Competency Based Education and Training CBET & Quality Assurance QA / Quality Control QC of Training

Moustafa WahbaTVET Consultant

I don’t hesitate in placing Shafqat Jilani among the best trainers in the country. He always explores modern approaches, creative skills, innovative ideas and relevant case studies. Any enterprise looking for training services in human development, strategic planning, development of selling & marketing skills, improvement in presentation skills, policy & strategy development, polishing decision-making skills, introduction of modern approaches etc. must opt IKTAR as a Trainer.

Zulfiqar Ahmad HBL

Mr. Shafqat is a thorough gentleman and a perfect professional who keeps his commitments and have all the potential to steer any organization to success. He is a Lead Trainer and Consultant and I for once trust him to deliver effective and mesmerizing trainings as well as innovative solutions. I would like to highly recommend him for training and consulting assignments.

Suhail Iqbal SysComp International (Pvt.) Ltd

KTAR is very good training institute, as we experienced recently. We sent our team on Leadership training course to IKTAR and found a tremendous change in behavior of our team. IKTAR has been useful in bringing a Paradigm shift in their approach to handle things and now the same employees are very helpful towards other colleagues. I believe, IKTAR training modules makes employees from Followers to Leaders, who not only delivery their own KPIs but also help others to grow to achieve joint goals of the company.

Abdul Wahid QureshiRenacon Pharma

Shafqat Jilani is a a detailed oriented person. Hope his organization can take a lot a benefit from him. Good Luck

Chaudhry Ahmad JawadPakistan Business Forum

I had the opportunity to work with Shafqat Jilani and found him to be a knowledgeable and dedicated business consultant. His practical advice, strategic thinking, and commitment to helping businesses grow make him a valuable professional. I appreciate his guidance and confidently recommend him to anyone seeking business transformation and growth expertise.

Dr. Shafa UllahPower Lion Seed

I know Shafqat from his university days, he had a candid and persuasive personality from the early days. He had bold presentations with innovative and unique ideas complemented by his ability to put this on the paper as well. Teaching and passing on his knowledge to others has always been his passion and he has been doing this very well in his different roles at the present and previous assignments.

M. Zafar IqbalLa Computa Vision LLC

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