What is the Certified B2B Sales Trainer?

The Certified B2B Sales Trainer is a globally recognised professional certification by the Global Leadership Institute (GLI), designed to equip professionals with advanced competencies in Sales & Marketing.

How long does this certification take?

The programme is 10 Weeks and can be completed at your own pace through our self-paced online option, or alongside live virtual sessions.

Is this certification globally recognised?

Yes. GLI certifications are internationally recognised and carry CPD credits, making them valuable for career advancement worldwide.

What level is this certification?

This is a Intermediate Level certification, suitable for professionals with relevant experience or background in the field.

You can enrol by emailing info@certifications.ac, contacting us via WhatsApp at +254 722 223 084, or filling the enrolment form below.

Certified B2B Sales Trainer (CBST)

Executive Summary

Certified B2B Sales Trainer

Designed for today’s high-impact professionals, the Certified B2B Sales Trainer (CBST) delivers a rigorous Intermediate-level curriculum that equips participants with the knowledge, tools and frameworks needed to excel in marketing strategy, brand management and sales performance.

This 10 Weeks programme is structured around recognised marketing, brand and sales professional standards, ensuring every graduate applies internationally validated methods to real-world challenges.

GLI’s CBST holders are recognised by leading organisations across Africa, the Gulf, Europe and the Americas as qualified, results-driven professionals. Whether you are advancing your current career or transitioning into new responsibilities, this certification provides the competitive edge you need in 2026 and beyond.

Programme Overview

Certification at a Glance

Certification

Certified B2B Sales Trainer

Acronym

CBST

Who Should Enrol?

Sales and Marketing Executives
Brand and Product Managers
Business Development Professionals
Account and Media-Relations Managers

Programme Inclusions

Everything Included in Your Enrolment

All study materials and study guide
Access to GLI online learning portal
Online examination and assessment
Digital certificate and digital badge
Physical certificate (shipped to you)
CPD credits for professional bodies
GLI alumni network membership
Facilitator and tutor support
Resource downloads and reference library
Automatic enrolment confirmation

Certification Benefits

Why This Certification Matters for Your Career

Career Advancement

Accelerate your career towards senior marketing, sales and commercial leadership roles

Professional Recognition

Credential aligned with recognised marketing, brand and sales professional standards

Operational Excellence

Apply world-class frameworks to improve performance and outcomes

Strategic Thinking

Develop the analytical and strategic skills demanded at the executive level

Compliance Readiness

Master the standards, compliance and ethical governance central to marketing strategy

Global Employability

Qualify for marketing strategy roles across brands, agencies, corporates and growth-stage enterprises worldwide

Competency Framework

Core Competencies You Will Develop

✦Sales Competency Mapping

✦Prospecting Skills Training

✦Solution Selling Exercises

✦Negotiation Simulation Design

✦Sales Assessment Design

✦Sales Training Measurement

Course Curriculum

Programme Modules

The full programme, module by module.

Core CurriculumModules 1–20 · specific to Certified B2B Sales Trainer · module 20 is the capstone

1

B2B Sales Training Foundations

Sales and customer-service training · Sales training and onboarding · Training needs analysis · Inclusive and accessible training

2

Sales Competency Mapping

Competency-based assessment · The sales function and revenue engine · Sales and marketing transformation · Sales enablement and coaching

3

B2B Training Needs Assessment

Learning needs analysis: is training the answer at all? · Organisational maturity, assessment and improvement programmes · Training needs analysis and commissioning · Security assessment, vulnerability management and remediation

4

Sales Curriculum Architecture

Curriculum and programme design · Curriculum, qualifications and accreditation · The sales pipeline and forecasting discipline · CRM, sales operations and data discipline

5

Prospecting Skills Training

Lead generation, prospecting and qualification · Qualification: deciding which opportunities deserve effort · Quality assurance, standards and accreditation in training · Prospecting and building a pipeline

6

Discovery Skills Training

Discovery questioning: diagnosing before proposing · Discovery: understanding the problem before proposing · Comparable sales analysis and market evidence · Powerful questions and listening

7

Consultative Selling Training

Consultative selling and understanding the buyer · Consultative and solution selling · Mentoring, sponsorship and developmental relationships · Ethics, supervision and reflective practice

8

Solution Selling Exercises

Assessment and feedback online · Accessibility in delivery · Troubleshooting and readiness · Measuring engagement and impact

9

B2B Objection Handling Simulations

Objection handling: price, timing, trust and authority · Handling difficult participants · Learning strategy and business alignment · Learning cultures and the learning organisation

10

Proposal Selling Exercises

L&D maturity assessment · Driving measurable learning impact · The evidence base for effective learning · Writing learning objectives and outcomes

11

Negotiation Simulation Design

Leadership development: designing programmes that transfer · Blended and hybrid learning design · Gamification and interactive design · Accessibility and universal design

12

Enterprise Account Scenarios

Learning management systems (LMS) · Multimedia and video for learning · Microlearning and mobile learning · Virtual classrooms and webinars

13

Sales Role-Play Architecture

Content curation and management · AI and adaptive learning · Dashboards and reporting · Learning data privacy and ethics

14

Sales Assessment Design

Assessment design for learning: testing what was meant to be learned · Assessment that measures capability · Community and lifelong learning · How adults learn: relevance, experience and the limits of attention

15

Coaching Sales Behaviour

Building a coaching culture and an internal coaching function · Coaching for performance versus coaching for development · Coaching principles and ethics · The coaching relationship

16

Sales Learning Transfer

Learning transfer and capability building · Learning transfer and the manager’s role · Learning needs analysis (TNA) · Talent, succession and workforce learning

17

Sales Training Measurement

Developing trainers and facilitators · Cross-cultural and mixed-audience delivery · Managing emotions in session · Ending sessions and reviews

18

Training Reinforcement Systems

Coaching and reinforcement · Building trust and engagement · Access control systems and identity management · Group and peer support (12-step)

19

B2B Sales Trainer Standards

Qualitative and quantitative risk analysis · Kanban and flow-based delivery · Choosing the right delivery approach · Stakeholder engagement strategy

20

B2B Sales Training Programme Project

Segmentation and needs analysis · GPS, GIS and spatial analysis · Impact assessment and evidence · Environmental impact assessment

Professional ElectivesModules 21–30 · common to all GLI certifications · broaden your professional range

21

Strategic Communication and Executive Presentation

Vision, purpose and translating direction into work · Audience-centred communication and message structure · Executive leadership: the board interface and enterprise stewardship · Persuasive structure: framing, evidence and the ask

22

Leadership and Team Effectiveness

Leadership identity, style and the limits of style · Leadership assessment, feedback and continuous self-review · Leadership versus management and when each is needed · Situational and adaptive leadership

23

Analytical Thinking and Evidence-Based Reasoning

Creativity and critical-thinking development · Analytical techniques and bias · Evidence-based improvement · Problem framing: symptoms, definition and scope

24

Professional Decision-Making

Managerial decision-making, bias and decision rights · Escalation and decision-making · Decision support: briefs, options and judgement under pressure · Decision frameworks: criteria, weighting and trade-offs

25

Negotiation, Influence and Stakeholder Management

Negotiation preparation: interests, options and the walk-away · Power, followership and organisational politics · Negotiation: preparation, interests and value creation · Concessions, anchoring and the shape of a bargain

26

Project and Execution Management

Proposals, bids and the business case · Project roles and the project manager · Developing the project business case · Planning, scheduling and personal workflow systems

27

Financial Literacy for Professionals

Financial reporting standards and their application · Financial management for the operating manager · Liquidity, funding and balance sheet management · Management accounting: costing, budgeting and decision support

28

Digital Skills, AI and Technology for Professionals

Digital workplace, collaboration and user support · Productivity, collaboration and workflow tools · Tools for interaction and collaboration · Working with data: quality, interpretation and honest presentation

29

Ethics, Governance and Professional Accountability

Ethical leadership: integrity, tolerated behaviour and moral courage · Ethics, conduct and speaking up · Business development risk, ethics and integrity · AI for managers: adoption, oversight and governance

30

Personal Effectiveness, Productivity and Career Growth

Emotional competence: awareness, regulation and expression · Self-awareness, strengths and the accuracy of self-image · Emotional intelligence and self-regulation · Priority: outcomes, importance and the urgency trap

Every module opens in the learning portal with its full lesson set, worked examples, further reading and video masterclasses. 30 modules · 150 lessons.

Learning Outcomes

What You Will Achieve

Sales Competency Mapping — applied to your own work
B2B Training Needs Assessment — applied to your own work
Sales Curriculum Architecture — applied to your own work
Prospecting Skills Training — applied to your own work
Discovery Skills Training — applied to your own work
Consultative Selling Training — applied to your own work

Enrolment Process

How to Get Certified

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Step 1: Choose Your Certification

You are viewing Certified B2B Sales Trainer — one of GLI's 1,990+ globally recognised professional certifications.

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Step 2: Enrol & Pay Online — Instantly

Click Enrol & Study Online to register and pay securely via Paystack, Visa, Mastercard, M-Pesa or bank transfer. Access is granted the moment payment is confirmed.

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Step 3: Study in the GLI Learning Portal

Work through 30 structured modules and 150 lessons at your own pace, with downloadable resources and expert-designed content — all inside the LMS.

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Step 4: Pass, Get Certified & Verified

Sit your final examination online, earn your certificate instantly, and receive a globally verifiable Certificate ID — plus GLI Alumni Network access.

🎓 Enrol & Study Online — Instant Access

Secure checkout · Instant LMS access · Globally verifiable certificate

Frequently Asked Questions

Common Questions

What is the CBST certification?

The Certified B2B Sales Trainer (CBST) is a Intermediate-level professional certification awarded by the Global Leadership Institute (GLI). It is designed to equip professionals in marketing strategy, brand management and sales performance with practical skills, internationally recognised frameworks, and the credentials needed to advance their careers.

Who should enrol in the CBST?

This certification is ideal for Sales and Marketing Executives, Brand and Product Managers, Business Development Professionals and Account and Media-Relations Managers, and other professionals seeking to formalise their expertise in marketing strategy, brand management and sales performance with a globally recognised credential.

How long does the CBST certification take to complete?

The programme is structured over 10 Weeks and offers flexible learning modes. Self-paced learners can progress at their own schedule, while live virtual participants follow a structured cohort schedule with facilitator-led sessions.

Is the CBST internationally recognised?

Yes. GLI certifications are recognised across 100+ countries and are aligned with recognised marketing, brand and sales professional standards. Graduates receive a digital certificate, a physical certificate and CPD credits recognised by employers worldwide.

What is the cost of the CBST certification?

The Certified B2B Sales Trainer is offered in two formats: Self-Paced at USD 349 and Live Virtual at USD 549. Corporate group rates are available for organisations enrolling 5 or more participants. Contact GLI for a bespoke corporate training quotation.

What does the CBST certification include?

Enrolment includes all study materials and study guides, access to GLI's online learning portal, online examination, digital certificate and badge, physical certificate (posted), CPD credits, GLI alumni network membership, and ongoing facilitator support.

What is the assessment format for the CBST?

The Certified B2B Sales Trainer is assessed through an online examination consisting of multiple-choice questions, case study analysis, and practical application assignments. The assessment is designed to evaluate real-world competency, not just theoretical recall.

What CPD credits do I earn from the CBST?

The Certified B2B Sales Trainer carries Continuing Professional Development (CPD) credits, which can be applied towards professional body requirements including recognised international professional associations.

Can I study the CBST while working full-time?

Absolutely. The self-paced option is designed for busy working professionals and allows you to study when and where it suits you. Live virtual sessions are typically scheduled in the evenings or on weekends to accommodate professional commitments.

What career outcomes can I expect from the CBST?

Graduates progress towards senior marketing, sales and commercial leadership roles. The CBST strengthens your expertise in marketing strategy, brand management and sales performance and positions you for advancement across brands, agencies, corporates and growth-stage enterprises.

Graduate Voices

What Our Alumni Say

“

The curriculum was directly applicable to my daily work. I immediately applied what I learned and saw results within weeks of completing the programme.

Marketing Director

Private Sector

“

GLI's certification is the most practical professional programme I have attended. The international frameworks gave me credibility with my employer and clients.

Brand Manager

NGO Sector

“

I earned my CBST while working full-time. The self-paced format made it possible, and the quality of the content is genuinely world-class.

Head of Sales

Government

Certified B2B Sales Trainer

Certified B2B Sales Trainer

Certification at a Glance

Who Should Enrol?

Everything Included in Your Enrolment

Why This Certification Matters for Your Career

Core Competencies You Will Develop

Programme Modules

What You Will Achieve

How to Get Certified

Common Questions

What Our Alumni Say

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