VSPA • Professional learning pathway

B2B Sales, Business Development & Client Acquisition Professional Program

Build the skills to qualify business opportunities, uncover needs, present a suitable solution, negotiate responsibly and hand over a well-documented client engagement.

Role alignment: B2B Business Development Partner / Sales Closer

Choose a B2B course and register interest

Interest registration; cohort details pending approval. Duration, delivery dates, trainer, capacity, fees, funding, participation requirements and reassessment terms will be published with an approved cohort. Registration of interest does not confirm a seat or request payment.

Who this is for

External learners, applicants, new sales employees and experienced employees developing consultative selling skills. Baseline review identifies support needs and may recognize equivalent experience. The Academy owns learning and assessment; VSPO Sales owns commercial authority and live-client readiness.

How you learn

Facilitated sessions, independent assignments, coached conversations and individually assessed simulations. Use fictional prospects and synthetic records. Approved VSPO service, pricing and contract materials remain the source for practice scenarios.

Your four-stage pathway

1 / VSPA-BD-101

B2B Sales & Business Development Foundations

Explain VSPO solutions, define an ideal client, research synthetic prospects and maintain a qualified CRM record.

Entry evidence: Baseline review of business communication and digital workplace skills

B2B foundations and buyer journey
VSPO services and solution boundaries
Ideal client and buyer personas
Prospecting and lead research
CRM and pipeline management
Outreach and appointment setting

2 / VSPA-BD-201

Consultative Selling & Client Acquisition

Run a discovery conversation and present an evidence-based solution and proposal using approved commercial inputs.

Entry evidence: BD-101 competency evidence or assessed equivalent

Discovery and needs analysis
Consultative solution selling
Proposal and solution presentation
Pricing and commercial discussions
Objection handling

3 / VSPA-BD-301

Negotiation, Closing & Account Growth

Negotiate within a supplied authority matrix, secure a documented decision, complete handoff and plan ethical account growth.

Entry evidence: BD-201 competency evidence or assessed equivalent

Negotiation preparation and concessions
B2B closing and mutual action plans
Contract and compliance escalation
Client onboarding and operations handoff
Account growth and relationships
Sales KPIs and analytics

4 / VSPA-BD-401

VSPO Business Development Partner Practicum

Demonstrate the complete acquisition lifecycle in an individually assessed simulation with traceable CRM and handoff evidence.

Entry evidence: BD-101, 201 and 301 competency evidence or approved equivalent

Integrated capstone: prospect, discovery, proposal, negotiation, close and handoff

Show your work

The practicum follows the existing Portfolio Lab rubric: at least 80/100, no unresolved critical error, individual evidence and moderation. Course completion also requires the separately approved cohort rules. Recognition is VSPA-issued; it does not imply external accreditation.

ICP and qualification scorecard
Synthetic prospect research and outreach sequence
Discovery notes and role-play evidence
Solution proposal and approved-input pricing worksheet
Objection and negotiation decision log
Simulated close and contract-review checklist
CRM stage history and next actions
Operations handoff and account-growth plan

Three separate decisions

Course completion, employment selection and live-client authorization are separate decisions. Practice deals never count as live pipeline or revenue. No employment, earnings or external accreditation guarantee is made. A designated sales leader must separately approve supervised practice, system access and commercial limits before any live outreach or client commitment.

Sponsored seats may be supported by an approved Bayanihan+ activity. Sponsorship reporting stays with Social Impact; commercial sales management stays with VSPO.