LIVE TRAINING STARTS JAN 21, 2025

B2B eCommerce GTM Guide: Unlocking Sales with Manufacturers and Distributors for Vendors, Agencies, and Integrators

$995 One time cost
Lifetime access with B2BEA annual membership
Earn a certification
Unlock the ultimate toolkit to elevate your B2B sales strategy. Learn how to effectively sell to manufacturers and distributors by mastering go-to-market strategies and understanding key buyer personas, from CEOs to product teams. This course empowers you to connect with decision-makers, build trust, and close deals in this highly specialized market.
Customer-adoption-training-b2b-ecommerce
Customer-adoption-training-b2b-ecommerce

Master the Art of Selling to Manufacturers and Distributors

How to Sell to Manufacturers and Distributors delivers everything you need to lead, innovate, and thrive in today’s complex B2B landscape. Gain a competitive edge with deep insights, powerful strategies, and actionable tools tailored to the unique challenges of selling to manufacturers and distributors.

What you’ll learn:

Drive Results: Master the intricacies of selling to manufacturers and distributors by understanding decision-makers and navigating complex supply chains. Learn to sell smarter, not harder with techniques proven to work in real-world scenarios.

Seamless Learning Experience: With expert-led insights, you’ll progress quickly from the fundamentals to advanced strategies that redefine your sales approach. Empower your team with the skills that drive measurable success.

Elevate Your Sales Strategy: Discover how to meet the unique needs of manufacturers and distributors by building long-lasting relationships. You’ll learn to solve real-world challenges with practical tools and frameworks designed to create immediate impact in your organization.

Course Structure for this Certification

Overview

This module explores the strategic priorities and digital transformation impacts on both manufacturers and distributors. It delves into the specific challenges and opportunities they face, highlighting the differences in how these groups approach technology and decision-making. Participants will also learn how change management and customer adoption play critical roles in successful technology implementations.

Learning Objectives:

  • Understand the core strategic differences between manufacturers and distributors.
  • Identify industry-specific challenges like global competition, supply chain issues, and digital transformation.
  • Analyze the decision-making processes and how to position solutions effectively.
  • Learn how to manage change and drive customer adoption for long-term success.

Overview:

This module focuses on understanding the various personas involved in decision-making across manufacturers and distributors. It provides an in-depth look into their motivations, pain points, and challenges. The goal is to help participants tailor their messaging and approach to meet the specific needs of these key stakeholders.

Learning Objectives:

  • Identify the key decision-makers within manufacturing and distribution organizations (CIOs, CFOs, CEOs, etc.).
  • Understand the different goals and challenges faced by each persona.
  • Learn how to customize messaging and engagement strategies based on each persona’s needs.
  • Build effective communication strategies to connect with these personas and drive action.

Overview

This module teaches how to build relationships with manufacturers and distributors through industry associations, buying groups, and events. Participants will learn how to engage these groups effectively by leveraging networks, associations, and conferences to build credibility and trust.

Learning Objectives:

  • Identify key industry networks and buying groups relevant to manufacturers and distributors.
  • Learn strategies for building credibility and long-term relationships within these communities.
  • Understand how to engage effectively at industry events and conferences.
  • Tailor engagement strategies to meet the unique needs of manufacturers and distributors.

Overview:

This module helps participants learn how to position technology products and services for manufacturers and distributors. It focuses on the critical role of product content and the different digital strategies each group employs. The module also covers how to customize solutions to meet the specific needs of these groups.

Learning Objectives:

  • Learn how to position technology solutions such as PIM, CMS, and eCommerce platforms for manufacturers and distributors.
  • Understand the role of product content aggregation and syndication in the success of these groups.
  • Recognize the strategic differences in digital approaches: eCommerce for distributors and channel strategies for manufacturers.
  • Customize technology offerings to meet the unique challenges and requirements of both groups.

Overview

This module addresses the unique challenges faced by manufacturers and distributors, such as low margins, slow digital adoption, and legacy systems. Participants will learn how to position their solutions as critical in overcoming these challenges while driving operational efficiency and growth.

Learning Objectives:

  • Understand the specific operational challenges that manufacturers and distributors face.
  • Identify the barriers to digital adoption and how to overcome them.
  • Learn how to position your solutions to address resource gaps and resistance to change.
  • Tailor your approach to meet the operational and technical needs of both manufacturers and distributors.
  • This module addresses the unique challenges faced by manufacturers and distributors, such as low margins, slow digital adoption, and legacy systems. Participants will learn how to position their solutions as critical in overcoming these challenges while driving operational efficiency and growth.

Overview

This module provides strategies for building long-term relationships with manufacturers and distributors by focusing on trust, customer adoption, and customer success initiatives. It also introduces a high-level digital maturity model to assess where customers are in their digital transformation journey and tailor your offerings accordingly.

Learning Objectives:

  • Learn how to build trust-based relationships for long-term success.
  • Implement strategies to drive internal adoption and overcome resistance to change.
  • Develop customer success initiatives to ensure ongoing engagement and value delivery.
  • Understand the digital maturity stages and how to tailor solutions to meet customer needs at each stage.

Overview:

This module focuses on helping manufacturers and distributors scale their businesses globally. It covers key topics such as localization, regulatory compliance, and the challenges of managing global markets. Participants will learn how to support their clients in expanding their digital presence internationally.

Learning Objectives:

  • Understand the global expansion challenges manufacturers and distributors face.
  • Learn strategies for supporting digital transformation at scale across multiple regions.
  • Implement localization strategies to meet regulatory and cultural requirements.
  • Provide long-term support to ensure success in international markets.

Overview:

The final module provides role-specific playbooks for go-to-market teams, including sales, marketing, product management, customer success, and service teams. Each playbook focuses on how each team can apply the lessons from this course to engage manufacturers and distributors effectively.

Learning Objectives:

  • Provide sales teams with strategies to target decision-makers and close deals.
  • Equip marketing teams with tools for creating targeted campaigns that resonate with manufacturers and distributors.
  • Enable product management teams to gather feedback and tailor solutions based on customer needs.
  • Ensure customer success teams have the right strategies to drive engagement and retention.
  • Align all go-to-market teams around a cohesive strategy for long-term success

Overview:

  • Recap of key lessons and a final assessment to ensure comprehension.
  • Certification criteria and award for successful completion.

Why this certification

Proven Tactics

Gain access to cutting-edge tools and strategies that go beyond theory. You'll walk away with a clear, actionable plan to deliver results.

Built for Sales Teams, Consultants, and Agencies

Whether you’re leading sales for a software vendor, a system integrator, or a marketing agency, this course provides your team with the blueprint for success in the B2B space.

Become a Leader

Position yourself as a knowledgable leader in B2B within your organisation and the wider industry.

Industry-Recognized

Earn a certification that is valued and recognized across the B2B eCommerce industry.

Who should take this course?

Sales Leaders and Reps

Refine your approach to B2B sales by mastering how to connect with manufacturers and distributors at every stage of the sales cycle.

Marketing & Product Professionals

Develop targeted marketing strategies that resonate with B2B audiences while aligning product development with market needs

Customer Success Teams

Learn how to deepen engagement and build long-term relationships that lead to recurring sales.

Consultants and Agencies

Gain the expertise needed to guide your clients through complex B2B sales landscapes.

Program details

Duration

Self-paced, designed to be completed within 4-6 weeks.

Format

Online and on demand with Justin King, who brings his years of experience and success to guide you every step of the way.

Bonuses

Exclusive workbooks, resources, and access to our global community.

Pricing

$995 one time cost with lifetime access through B2BEA membership. Volume based pricing available.

Meet Justin King, your instructor

Apply Now to get B2BEA Certified.

Don’t miss the opportunity to elevate your agency’s or integrator’s reputation and win more B2B clients. By becoming B2B Certified, you’ll position your business as a trusted partner in digital transformation for manufacturers and distributors.

Meet Justin King, your instructor

Meet Justin King, your instructor

Justin King is a recognized B2B eCommerce thought leader with extensive experience helping manufacturers and distributors accelerate digital transformation.

He built Salsify’s B2B practice, founded B2X Partners, and grew Oracle Commerce B2B from 3% to over 55% of sales. Justin also developed B2B messaging for Hybris in the US. His practical, results-driven approach makes him a sought-after expert and educator.

Your member type

Are you working for a manufacturer, distributor or retailer?

Login type

Are you working for a manufacturer, distributor or retailer?