B2B Sales Essentials
for the Age of Ai
How to sell as a human in the Age of AI
4-week B2B Sales Course
Next Cohort Starts Monday 2nd Nov 2026
The keys to B2B sales success:
Prospecting, Qualification & Discovery
Master a simple and effective way to nail the most important part of the sale, with AI doing the groundwork so you can be fully present in every conversation.
Guided, Step-by-step Content
You'll receive lifetime access to all course materials and templates so that you can refer back to them as needed.
Live Group Coaching Calls
Each week you'll have the opportunity to ask any questions and learn from Nimmity, a B2B sales expert, and your peers.
Written Feedback on Your Work
You will receive personalised, written feedback from Nimmity, on each of the exercises that you submit, creating invaluable sales assets for your business.
AI as Your Sales Assistant
Learn simple, practical ways to use AI to research, prepare and follow up, so more of your time goes into real conversations.
Apply what you learn from day one!
Investment
Enrol now to join the next cohort of B2B Sales Essentials.
Next cohort starts Monday 2nd Nov 2026
Course Outline
Your B2B sales journey starts here.
Part 1: Understanding B2B Sales
A clear understanding of how B2B sales works and how to prospect with confidence, using AI to focus your time on connecting with people.
Start at the beginning and learn how B2B sales works.
Work with a simple, structured approach that reduces stress and gives results – without all the B.S.
Gain practical techniques to use straight away when speaking with customers
Use AI to find and research the right people, so you are focused, targeted and effective
Start taking action, know what to do next, and start seeing the impact.
Welcome: an overview of the course, and how we'll use AI along the way
What is sales?
The role of the human in sales today
B2B Sales as a simple process
The difference between B2B & B2C sales
The Lingo: getting to know the language
What is a Sales Funnel?
Metrics: The 3 to 1 Rule
The Difference between Sales & Marketing.
Mastering the art of questions
Getting Started with Prospecting: using AI to find and research the right people
Exercise: Complete your Ideal Customer Profile
Exercise: Use AI to research three people who fit it
Part 2: Qualification & Discovery
Builds on the foundation from Part 1 with the two skills that matter most, Qualification and Discovery. AI helps you prepare beforehand and follow up afterwards, so you can be fully present on the call.
Learn how to start sales in the right way to ensure success at the end of the process
Make it about your customer not about you
Use questions to guide and direct
Build tools to give you confidence in your prospecting & discovery
Keep things moving forward towards a positive outcome
Walk into every discovery call well prepared, and follow up while it's fresh
Qualification: don't waste time on the wrong customers
Exercise: build out your Qualification Questions
Discovery: capture what you need to shape a great solution
Discovery Calls: How to prepare for, structure and run effective discovery calls, with AI to help you prepare
Exercise: build a bank of discovery questions
Exercise: Use AI to prepare for a real discovery call
Managing Timing
Follow Up: Using AI to support
Building Rapport: being present in the conversation, as a human
People Mapping: using AI to research who's involved
Exercise: Create a People Map
We’ll take you from “I don't know where to start!” to “I'm up and running...” in 4 weeks.
WHAT PEOPLE SAY
Real results from real founders
Having never sold before, I did find the idea of selling to people quite scary. I think I'm not very good at putting myself out there.
I certainly come out of this course knowing more about how to sell B2B. It really enlightened me and helped me get a lot clearer on the process. The content and the group practices, where we discussed the challenges we faced in applying the principles and practices, were really useful. So, yes, I highly recommend this program if you want to get more confident and clear about how to sell B2B. It's really great.
I don't know where my business would be if I hadn't started looking at it through the lens taught to me in this course. The methodology has worked wonders!
Nimmity worked with me to get a sales pipeline developed for my business. She explained everything in ways I could pick up. I would highly recommend her.
This course was incredibly valuable in building my understanding of the sales process, and teaching me how to forecast my business. Would highly recommend to anyone new to selling!
If it wasn't for Nimmity's support I wouldn't be trading for five years into business.
You'll also receive
The B2B Sales Essentials Toolkit
Simple, easy-to-use tools and AI prompts to help you build what you need for each stage of your sales process.
Templates for:
Ideal Customer Profile
Qualification Questions
Discovery Questions
People Mapping
AI Prompt & template for Call Prep
AI Prompt for Prospect Research
AI Prompt for Follow-up drafts
Are you ready to grow your business?
Need to know more?
Frequently Asked Questions
Here are some frequently asked questions (FAQs) about B2B Sales Essentials
What is the time commitment?
We recommend allowing 1 to 2 hours per week. 1 hour of that is for the group coaching call. The other hour is to review the content and do the exercises.
The program is designed for you to incorporate what you are learning into your day to day work, rather than as a separate educational program.
When are the group calls?
During onboarding, we connect with program participants and we agree on a time that suits everyone, by voting on available times.
This allows us to accommodate for people in different time zones and personal commitments.
What happens on group calls?
The group calls are an opportunity for participants to ask questions and get direct feedback and coaching. They are also used to talk through case studies of real world examples, and get feedback. For example, if we are working on Discovery Calls, someone may talk through a recent one they have done and how it went. Nimmity will then provide feedback and guidance.
Participants can submit questions ahead of time, or bring them to the call.
Who is providing the coaching?
Nimmity provides all the teaching and coaching throughout the course. From time to time, Nimmity will include additional content from guest speakers on specific topics. The group coaching calls are always run by Nimmity.
You can find out more about Nimmity here.
How much does it cost?
The program costs AUD$550.00, including GST.
How many people are on each course?
The number of participants varies from 5 or 6, up to 16.
If the cohort is large, there will be multiple options for the group coaching calls to ensure all participants have an opportunity for direct feedback.
Do I get to connect with other course participants?
Yes! You will have the opportunity to get to know them on the group calls.
In addition, you have access to the Authentic Sellers online portal where you can connect with other participants.
How is information communicated through the course?
You are given access to an online login, where you can view all of the course material. The course material is released on Day 1 of the group start date.
You are also able to email Nimmity directly throughout the course, and submit questions via the Authentic Sellers portal.
Will I need any special software?
No. The course is designed so that all of the tools are very simple to use and created in commonly used software (like Word and Excel), so that you do not need any software that you would not already be using in your business.
You do not need a CRM, but if you are using one we will help you to use that to implement what you learn on the course.
Do I need to be experienced with AI?
Some experience of having a bit of a play would be helpful, but not essential. We start at the beginning with AI, just as we do with sales, and keep it simple.
Do I need software or systems?
You will need a paid subscription to an AI platform. We use Claude primarily, but other systems would also work. This course is not about setting up your AI systems, but about how to use it to support your sales specifically.
Do you help me to setup up my AI systems?
No. This is primarily a course about B2B Sales, and how to do that using AI to support you. It is not a course about how to set up your AI systems.
Do you have questions? I'm here to help!
Want to talk it through?
Book a free 30-minute consultation with our founder and resident expert
Nimmity Zappert
Founder & B2B Sales Expert
"I work with founders to move from uncertainty to clarity, building repeatable, customer-focused sales approaches that feel natural, give them confidence, and deliver results."
If the current dates don't work for you...
Simply fill in this expression of interest form and we'll keep you up-to-date on upcoming Short Course cohort dates.
Helping founders sell with confidence, integrity and impact.
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Authentic Selling
ABN: 66651298841 | ACN: 651298841
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