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

✦Marketing Strategy, Segmentation and Positioning

✦Brand Management and Integrated Communications

✦Sales Process, Pipeline and Account Management

✦Digital Marketing, Content and Campaigns

✦Customer Insight, Analytics and Growth

✦Professional Ethics and Governance

Course Curriculum

Programme Modules

The full programme, module by module.

1

Foundations and Strategic Context of Certified B2B Sales Trainer

Certified B2B Sales Trainer: industry context, trends and professional standards · Marketing and sales: scope, roles and value · The marketing concept and customer orientation · The marketing mix and the 7 Ps

2

Enablement, Coaching and Win-Loss

Sales enablement, coaching and win-loss review · Discovery: diagnostic questioning and needs analysis · Handling objections and the psychology behind them · Customer retention, loyalty and lifetime value

3

Evaluation of training effectiveness

Preparing financial statements · Coaching and reinforcement · Continuous improvement of delivery · Tools for interaction and collaboration

4

Cross-functional collaboration with product and service

Cross-functional collaboration with product and service · Professional presentation and pitching · Negotiation with clients and partners · Segmentation, targeting and the useful segment

5

Managing difficult customers

Managing difficult customers · Reporting to leadership · Media and public communication · Consultative and solution selling

6

Leading campaigns and sales projects

Leading campaigns and sales projects · Team leadership in sales and marketing · Key account management strategy · Territory and quota planning

7

Building strategic customer relationships

Building strategic customer relationships · Account planning and whitespace analysis · Budget vs actual and variance · Questioning and discussion

8

Risk and Governance

Data privacy, consent and compliance · Leading governance projects and change · Team leadership in governance · Governance transformation and reform

9

Stakeholders and Partners

Ethics and independence in advisory relationships · Decision support and insight · The project environment and stakeholders · Stakeholder and sponsor management

10

Digital and Technology

The banking system, intermediation and financial markets · Digital disruption and the future of banking · Digital transformation in banking · Branch-to-digital migration

11

Ethics and Integrity

Embedding responsible business · Ethics, confidentiality and professional conduct in HR · Ethics and duty of care · Values, purpose and authentic leadership

12

Self-Leadership

Communication and interpersonal skills · Data-driven and personalised banking · Attachment and developmental theory · Motivation and self-directed learning

13

People Administration

The customer experience (CX) discipline · Loyalty programmes and rewards · Financial modelling and forecasting discipline · NGO financial management and budget-versus-actual discipline

14

Customers and Markets

Market research and intelligence · Customer data and CRM · Treating customers fairly and market conduct · Service quality and turnaround metrics

15

Projects and Delivery

Telehealth and digital care delivery · Projects and expansion: connecting the unserved · Real estate development and project appraisal · The vehicle sales process from enquiry to delivery

16

Inclusion and Culture

Nomination, succession and diversity · The business case for diversity and inclusion · Team diversity and inclusion · Creating a coaching culture

17

Legal and Policy

Regulatory compliance and market requirements · Regulatory and fair-treatment obligations · The regulatory landscape and central banking · Regulatory duty and accountability

18

Cross-Cultural Leadership

Transfer pricing and international tax · Cross-cultural communication · Managing virtual and cross-cultural teams · Change talk and readiness

19

Suppliers and Partners

Contractor and visitor safety · Procurement and supply chain: scope and value · Procurement’s contribution to organisational strategy · Public versus private procurement

20

Sustainability

ESG, sustainability reporting and corporate responsibility · Environmental compliance and impact assessment · Sustainability and environmental duty · Environmental legal compliance

21

Public and Community Context

Presentation and public speaking · Community and lifelong learning · Public, private and non-profit governance · Corporate responsibility and community

22

Knowledge and Learning

Lessons learned and development · Process and control documentation · Tender planning and documentation · Cognitive load and learning science

23

Leadership and Management

Reinsurance and capacity management · Grant compliance and restricted funding management · Programme cycle management in NGOs · Range planning and category management

24

People and Capability

Cultural context and coaching across difference · Building and running a coaching practice · Continuing professional development · Measuring development impact

25

Strategy and Direction

Competitive and market intelligence · Translating insight into strategy · Scaling technologies and business models · Ethical, risk and feasibility considerations

26

Operations and Delivery

Professional case study and presentation · Quality and delivery metrics · Integrated project planning · Resource planning and levelling

27

Communication and Influence

Ethics in communications · Internal communications · Professional report and presentation · Voice of the customer: from listening to change

28

Change and Innovation

Baseline setting and change control · Sales and marketing transformation · Innovation and new product launch · Measuring growth and transformation impact

29

Data and Measurement

Predictive safety analytics · Strategy execution and the balanced scorecard · Data quality and master data management · Risk treatment and countermeasures

30

Financial Acumen

Value and benefits management · Value engineering and optimisation · Realising and measuring project value · Cost estimation and budgeting

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

Enablement, Coaching and Win-Loss — applied to your own work
Evaluation of training effectiveness — applied to your own work
Cross-functional collaboration with product and service — applied to your own work
Managing difficult customers — applied to your own work
Leading campaigns and sales projects — applied to your own work
Building strategic customer relationships — 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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