Lead with Insight. Sell with Purpose.
Apply NowSee It for Yourself
Hear From The Trainer
Most B2B salespeople chase volume and hope something sticks. TY explains why top performers rely on market intelligence, disciplined lead qualification, and strategic account planning instead. Discover how this course develops practical opportunity identification, deal scoping, and account expansion skills for winning high-value B2B opportunities with focus and discipline.
Not ready to register yet? Have questions first? Fill in the form to speak to a consultant. Our course consultants will be more than happy to assist you.
Stakeholder Engagement
Engage key decision-makers.
Customer Acumen
Understand customer priorities.
Lead Qualification
Prioritise high-value opportunities.
Opportunity Identification
Identify commercial opportunities.
Deal Scoping
Assess commercial viability.
Account Development
Grow strategic accounts.
Course Outcomes
Learning Outcomes
By the end of the course, you will be able to:
- Interpret customer, competitive, and industry intelligence to identify commercial opportunities
- Develop customer acumen by analysing customers’ business strategy, management structure, financials, and KPIs
- Qualify sales opportunities through customer needs analysis, targeted engagement, and the BANTSC qualification framework
- Develop structured account growth plans through deal scoping, account expansion, and cross-functional collaboration
- Assess customer and partner pipelines, short-term needs, and long-term priorities to identify new business opportunities
Course Outline
What You’ll Learn
Want a portfolio & career placement?
Pair this course with an Equinet Career Programme
This course builds your capability and certifies you. It does not include a project-based capstone, client placement, or career coaching. Our Career Programmes are built for that: three months on a real project brief, your own product idea or a host organisation, with dedicated career support and mentorship throughout.
Many graduates take both: the course for the certification and capability, a Career Programme for the portfolio case study and placement. Speak to a course consultant about the combined pathway.
Trainers
Meet Your Educators
Target Audience
Who Should Attend
This course is designed for professionals responsible for generating, developing, and growing B2B business opportunities. It is suitable for:
- Business Development Managers
- Corporate Sales Professionals
- Account Managers
- Sales Managers
- Customer Success Managers
- Founders and Business Owners
- Entrepreneurs Entering B2B Markets
Certification
Get Certified
A Certification of Completion by Equinet Academy will be awarded to candidates who have demonstrated competency in the B2B Corporate Sales course assessment and achieved at least 75% attendance.
Course Fee and Funding
Fund Your Brain Gain
This is a SkillsFuture-funded course. The full course fee is S$999.00. Your nett fee depends on your citizenship, age, and whether you are sponsored by an SME employer. Additional offsets like SkillsFuture Credit, PSEA, and SFEC can stack on top of your nett fee.
1. SSG SUBSIDY TIERS
Pick the row that describes you. Subsidies are applied at registration; no separate application is needed.
| Who you are | Subsidy | Nett fee |
|---|---|---|
| Singapore Citizen aged 40 and above, self-sponsored or employer-sponsored (Non-SME)MCES (MID-CAREER ENHANCED SUBSIDY) | Baseline 50% + MCES 20% = 70% total | S$299.70save S$699.30 |
| Singapore Citizen, PR, or LTVP+ Holder sponsored by an SME employerETSS (ENHANCED TRAINING SUPPORT FOR SMES) | Baseline 50% + ETSS 20% = 70% total | S$299.70save S$699.30 |
| Singapore Citizen, PR, or LTVP+ Holder aged 21 and above, self-sponsored or employer-sponsoredBASELINE FUNDING | Baseline 50% | S$499.50save S$499.50 |
| Foreigner / not eligible for SSG funding | Subsidies not applicable | S$999.00full fee |
Eligibility for ETSS depends on your employer’s SME status (ACRA-registered with annual sales of S$100M or less, or 200 employees or fewer). MCES applies to Singapore Citizens aged 40 and above. You receive whichever subsidy is most favourable, not both.
2. ADDITIONAL OFFSETS (STACK ON TOP)
These are applied to your nett fee after subsidies. You can combine more than one if you qualify.
SkillsFuture Credit (SFC)
SINGAPORE CITIZENS AGED 25 AND ABOVE
Use your SkillsFuture Credit balance to offset your nett course fee. Singaporeans receive a base credit of S$500.
PSEA
SINGAPORE CITIZENS AGED 30 AND BELOW
Use your Post-Secondary Education Account to pay for SkillsFuture-related course fees. Apply via your bank or MOE.
SFEC
ELIGIBLE SME EMPLOYERS
Employers can use SkillsFuture Enterprise Credit (S$10,000) to offset up to 90% of out-of-pocket course fees on top of existing schemes. Check eligibility at enterprisesg.gov.sg.
3. WORKED EXAMPLE
Example assumes you have at least S$299.70 SkillsFuture Credit opening credit balance. Actual nett fee depends on your specific eligibility.
After the Course
Post-Training Support
Your learning does not stop when the course ends. All graduates get ongoing access to three support channels included in the course fee.
Alumni Community
Join the Equinet Insider Network. Ask questions, share wins, and connect with fellow graduates and industry practitioners.
Live Post-Training Mentoring Sessions
Attend live group mentoring sessions with industry subject matter experts. Bring real problems from your work and get practitioner feedback.
Direct Trainer Access
Continue the conversation with your trainer after the course ends. Bring questions from real work and get practitioner feedback.
Free post-training support is included in your course fee.
Paid 1:1 mentoring sessions are also available for graduates who want deeper, project-specific guidance on their own work.
For Organisations
Training a Team?
Course Schedule
Mark Your Calendar!
| Course Dates | Trainer |
|---|---|
|
24, 25 Sep 2026 - 9.00am - 6.00pm Thu, Fri · In-Person
|
Frequently Asked Questions (FAQs)
The Need-to-Know Stuff, Fast
Everything you need to know about the course. Can’t find the answer you’re looking for? Please contact our friendly team.
This course is designed for professionals with a basic understanding of B2B sales who want to develop more strategic business development and account management capabilities. If you’re completely new to sales, we recommend starting with The ABC of Sales – Sell Anything to Anyone Course before progressing to this course.
The frameworks apply across B2B corporate sales at any deal size, but the emphasis is on structured, high-value account development rather than transactional volume selling.
Yes. The course covers structured account selection, account-specific intelligence, stakeholder mapping, tailored content alignment, and engagement sequencing, all of which are integrated throughout the programme.
You’ll develop a structured Account Development Plan that applies customer and market analysis, lead qualification, deal scoping, and account growth strategies to a realistic business scenario.