B2B Influence Strategy One Day Masterclass
Your sales team has been trained on process, product, and objection handling. Now help them understand what’s happening in the buyer’s mind. This masterclass equips them with behavioral insights they can apply right away. An interactive session with gameplay designed so the insights land deep and stay there.
Insights that enhance results at every stage of the sales cycle
- You delivered a great pitch and you’re sure your product will really benefit the customer organization. The prospect seemed convinced, but later just put the decision on hold.
- You put in tons of work to create detailed proposals with all the bells and whistles, but your conversion rate is still so low…
- You’ve launched a breakthrough product and had demos for dozens of prospects. They’re all impressed, but no one is signing up…
In every one of these situations, the problem is that buying decisions are never purely rational. Every decision-maker carries unconscious biases and relies on decision shortcuts or heuristics, that shape what they hear, how they evaluate risk, and ultimately whether they act.
The B2B Influence Masterclass unlocks the kind of insights that translate directly into closed deals.
We translate decades of behavioral economics research into practical sales strategies that improve outcomes at every stage of the sales cycle.
Research-Backed Content and Gameplay
Workshop Content
The 11 Most Powerful Behavioral Insights for B2B Sales and Marketing
Our research team has identified the 11 most impactful behavioral concepts driving B2B buying decisions — the key biases, decision shortcuts, and Principles of Influence that determine whether deals close.
Each concept is discussed with examples and direct application to real B2B sales and marketing situations.
InfluenceX -The Client Win Strategy Game
A fast-paced, interactive business simulation that helps participants experience how trust, influence, negotiation, and behavioral psychology shape real-world client acquisition. The game combines strategic decision-making with live negotiation, influence tactics, and behavioral challenges.
Players compete to acquire and retain clients while managing trust, overcoming resistance, navigating bias, and responding to unpredictable business situations. By the end of the game, participants will be able to:
- Understand how trust, perception, and human behavior influence client decisions
- Recognize common behavioral barriers such as resistance, overload, and bias in business interactions
- Apply influence and negotiation strategies more effectively in client-facing situations
- Improve strategic communication and relationship-building approaches
- Experience how collaboration, trust management, and decision-making impact business outcomes
Fun to play and strategically rich, the game creates an awareness of our marketing and sales patterns through a learning environment where participants discover that winning clients about understanding how humans think, trust, resist, and make decisions.
Key Takeaways
- Demand Generation Understand why certain messaging creates immediate resonance with prospects.
- Pitching Recognise the unconscious signals buyers use to decide whether you are a partner to be trusted.
- The Principles of Persuasion Discover why scarcity, social proof, and reciprocity work and how to apply them authentically in B2B conversations.
- Proposals and Presentations Understand Choice Architecture so that your proposals become the natural choice.
- Objection Handling Identify the specific cognitive bias driving objections and respond to the real psychological concern beneath it.
- Building Deep Client Relationships Learn how the principle of Unity and the Ikea effect transforms customers into advocates.
- Deal Closing Prime buyers to take action.
Facilitators
Suhasini is a former Chief of Marketing at GS Lab and served as Director of the British Trade Office in Pune, part of the UK Trade & Investment division of the British High Commission in India. She holds an MBA from NMIMS, Mumbai University, and was recognised as one of the 100 Most Influential Marketing Technology Leaders at the World Marketing Congress in Mumbai in 2015.
Shyama’s approach is grounded in the belief that strategic insight is only valuable if it changes behaviour,so every concept in this masterclass is taught through application, simulation, and real-world practice.
Participant Feedback For Our Various Training Programs
The session was amazing! You made everything crystal clear, and now I know exactly how to choose the right tools. Thank you for simplifying things and making it so practical and inspiring. I’m looking forward to learning more from you!
I got many takeaways and clarity about AI for Marketing. As a solo founder, I feel concerned about juggling so many roles, so these tools will help a lot.
Thank you, Ma’am! I’m excited to attend more of your sessions.
Thank you for the excellent session. The insights on building and managing a sales pipeline, particularly understanding the healthy pipeline/funnel and defining how many leads you need to achieve growth targets, were invaluable.
The practical advice on aligning activities with the buyer journey and leveraging AI tools for sales acceleration was greatly appreciated.
Thank you for generously sharing key learning from your past research and experience on “use of AI tools for marketing”. Very handy and actionable for founders. Especially, your experience on AI’s potential for each marketing activity (including reasoning) helped me take a few decisions on AI or no AI.
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