B2B Selling for Time Poor Founders

Are you a social enterprise founder who wants to scale your impact? Do you struggle with engaging large organisations (corporate, government, or NGO) to support your purpose?

The reality is, hesitation around B2B sales often means leaving significant revenue and large contracts on the table. With demand for social enterprises surging, it’s crucial to equip yourself with the practical skills needed to win these deals with confidence and authenticity.

Join us for Selling for Time Poor Founders, a practical and interactive 8-part workshop series designed specifically for social enterprise founders and staff who want to build their skills in selling to large organisations.

Your host, Nimmity Zappert from Authentic Selling, will guide you through developing your B2B sales without compromising your values.

Each one hour workshop will include a 45 minute webinar (recorded and provided to registrants), followed by a 15 minute Q&A to close the session.

Tickets can be purchased for individual sessions or for the complete series at a discounted rate. This series is open to SECNA members and the general public.

Workshops will be facilitated weekly from 11am-12pm on Fridays and will explore the topics below:

February 6: Getting started with B2B sales

Getting a good idea of how selling to large organisations works is the first step in building your enterprise. You need to know how large organisations buy and how to navigate that process, so you can close big deals and achieve your purpose.

What you’ll get from this session:

• The basics of how large sales work

• An overview of a good sales approach for selling to large organisations

• Practical things that you can implement right now to improve your sales

February 13: How to Network to Build your Enterprise

Building the right connections is a powerful way to grow your impact, uncover new opportunities, and strengthen your enterprise. To do that, it helps to understand where to find potential leads, how to build meaningful relationships, and how to make the most of every networking moment.

What you’ll get from this session:

• How to prospect to find new business leads

• How to network effectively to build your enterprise

• What to do — and what to say — at networking events to make real connections

February 20: Effective Discovery Calls

A well-run discovery call helps you understand your potential buyer, uncover their real needs, and position your enterprise in a way that truly resonates. When you know how to guide the conversation, ask the right questions, and stay aligned with your values, these calls become a powerful step toward building meaningful partnerships and winning new business.

What you’ll get from this session:

• What is the purpose of a Discovery Call?

• How to structure your call

• Building out your Discovery Questions

February 27: Effective Sales Presentations & Proposals

Buyers need to know you have listened to what they really need, understand their challenges and how you can help solve them. That means knowing how to present your enterprise in a way that is concise, relevant, and compelling. When you understand the difference between a sales presentation, a pitch, and a keynote — and how each is used — you can tailor your message to meet your audience where they are, and guide them confidently toward a decision.

What you’ll get from this session:

• What is the difference between a Sales Presentation, a Pitch and a Keynote?

• How to structure a good sales presentation for potential buyers

• How to structure a strong, buyer-ready sales proposal

March 6: Objection Handling

Buyers are going to have objections. People may not fully understand our offering at the first conversation. They may have concerns we need to address.

This can seem disheartening if we are new to selling, but this is all part of the process. Understanding that, and how to engage positively with objections when they come up, and how to address them, is a something we can all learn – and a great skill to have.

What you’ll get from this session:

• What is a Sales Objection?

• Why we need to know them and how to draw them out

• What are common objections, and how do we handle them?

March 13: Connecting with the Right Person

How do we know who the right person is? When we know who they are, how do we connect with them?

This session is all about understanding the different roles people play as decision makers in sales, how to navigate large organisations to connect with them, and how to engage with them once you do.

What you’ll get from this session:

• Who is the real decision maker?

• How do we find them?

• Who else do we need to speak with and how do we engage?

• The role of procurement and how to engage

March 20: Managing Timing

One of the most important parts of selling is managing timing. Thinking about timing and when the opportunity will come to fruition needs to be part of how we work from the very first conversation.

Knowing how to do that, and having some techniques to keeping things on track is super helpful skill to have in sales.

What you’ll get from this session:

• Why managing timing is a key part of selling

• How to measure your sales cycle timing

• Understanding urgency and compelling events

• How to work to clear timing and manage it.

March 27: Growing with Partnerships

For many founders, partnerships feel confusing and out of reach.

Should you be looking for referral partners, resellers, affiliates, or distributors?

How do you identify which type of partner is best for your stage of business? And once you know, what’s the first step to actually building those relationships?

What you’ll get from this session:

• Why and when can we work with partners?

• What are the common types of Partnerships?

• What type is right for me?

• How do we get started with partnerships?

About the Facilitator:

Nimmity Zappert is A globally experienced sales leader and educator with over 25 years in business to business sales, Nimmity has led commercial operations selling into the UK, Eastern Europe, the Middle East, Africa and Asia.

Nimmity’s global experience has given her a broad understanding of cultural differences and how to connect people from different cultural backgrounds to form strong working partnerships.

As former Chair of the Fair Trade Association of ANZ (2019–2024), Nimmity championed access to market for disadvantaged and women-led enterprises. She now runs Authentic Selling, empowering early-stage founders - especially women and marginalised entrepreneurs - to sell with confidence, clarity, and purpose through practical, culturally sensitive B2B sales training.