Quota provides experiential sales training using gamification to engage learners, focusing on acquiring knowledge and changing attitudes to improve performance; their training covers the 10 stages of B2B sales in 40 competencies and uses group activities, coaching, and templates to help participants immediately apply new skills and increase sales results after the workshop. Feedback from clients showed the Quota training significantly increased sales volumes and improved customer relations, and participants felt the training was impactful, kept them engaged, and provided skills and confidence to progress in their careers.
Quota provides experiential sales training using gamification. The training focuses on acquiring knowledge and changing attitudes to improve performance. It teaches a 10-stage business to business sales process through group activities, exercises, and coaching. Participants learn essential selling skills and increase their ability to gain clients, improve sales, and manage relationships. Feedback from customers showed increased sales, better training than other providers, and skills participants continue to apply.
This document provides testimonials from past clients of Brian Tracy who attended his seminars and received his coaching. They praise his ability to teach universal principles for achieving personal and professional goals. Steve Rodgers says Brian helped him gain balance and meaning in his career and life. Pamela Romano says Brian's presentation was stimulating and practical. Neil Appel says Brian breathes new life into ageless concepts.
Kathy Davanzo is a national speaker, trainer, and HR consultant. She provides keynotes and workshops to help participants develop their leadership skills. Her presentations incorporate stories, humor, and audience participation to create an interactive learning environment. Davanzo focuses on how generational influences are impacting leadership and work. She holds advanced degrees and is certified in various assessment tools. In her work, Davanzo emphasizes the need for organizations to develop their workforce and prepare for changing business realities.
The "My Value" coaching model illustrates that leaders are often stuck in "gap management" where they fill in the gaps between what the team delivers and what is needed for a good job. This prevents leaders from truly leading and enabling their team. The model identifies two common types of leaders - the "Doer" who acts and makes decisions instead of delegating, and the "Options Leader" who is unclear on what defines success so pursues many avenues without focus. Coaching helps leaders understand their role is to think strategically, define a vision of great work, and empower their team to deliver rather than trying to do everything themselves.
The document outlines a training plan for the Green Team employees of XYZ Recycling. The 33.5 hour training over 3 weeks will provide skills to educate residents about recycling. Trainees will learn about teamwork, XYZ's mission and services, strategies for interacting with residents, and techniques for mapping and reporting recycling pick-ups. The workshop style training includes discussions, role-playing, presentations, and guest speakers. The goal is for trainees to gain the knowledge and skills needed to successfully promote recycling in multi-family dwellings.
This 7-day certification training introduces Neuro-Linguistic Programming and teaches advanced communication, coaching, and influencing skills. Students learn how to build rapport, listen effectively, manage their own states, and motivate others. Upon completion, students become accredited practitioners of Neuro-Semantic NLP and gain access to an international community of practitioners. The training emphasizes applying skills to oneself in order to use them ethically and effectively with others.
The document is an advertisement for a three-day leadership training program called "Leadership Boot Camp" hosted by Academy Leadership. The boot camp will be held in 15 locations and teach leadership skills through workshops and lessons learned from the military. It promises to help attendees improve their leadership abilities and their organization's performance. The boot camp costs $1,995 per person and covers training, materials, meals and a leadership assessment. The document provides details on the program, dates, locations, what's included, testimonials and how to register.
This document summarizes key points about endings and separations in facilitation skills training. It discusses the importance of signaling endings through rituals that acknowledge emotions around separation. Facilitators must recognize the real emotional unravelling of relationships as groups dissolve. The final phase allows reflection on experiences and what can be applied to real life. Facilitators must guard against temptations like clinging to past formats or trying to be perfect. The focus should remain on empowering groups and individuals through an open, non-directive process.
Quota provides experiential sales training using gamification. The training focuses on acquiring knowledge and changing attitudes to improve performance. It teaches a 10-stage business to business sales process through group activities, exercises, and coaching. Participants learn essential selling skills and increase their ability to gain clients, improve sales, and manage relationships. Feedback from customers showed increased sales, better training than other providers, and skills participants continue to apply.
This document provides testimonials from past clients of Brian Tracy who attended his seminars and received his coaching. They praise his ability to teach universal principles for achieving personal and professional goals. Steve Rodgers says Brian helped him gain balance and meaning in his career and life. Pamela Romano says Brian's presentation was stimulating and practical. Neil Appel says Brian breathes new life into ageless concepts.
Kathy Davanzo is a national speaker, trainer, and HR consultant. She provides keynotes and workshops to help participants develop their leadership skills. Her presentations incorporate stories, humor, and audience participation to create an interactive learning environment. Davanzo focuses on how generational influences are impacting leadership and work. She holds advanced degrees and is certified in various assessment tools. In her work, Davanzo emphasizes the need for organizations to develop their workforce and prepare for changing business realities.
The "My Value" coaching model illustrates that leaders are often stuck in "gap management" where they fill in the gaps between what the team delivers and what is needed for a good job. This prevents leaders from truly leading and enabling their team. The model identifies two common types of leaders - the "Doer" who acts and makes decisions instead of delegating, and the "Options Leader" who is unclear on what defines success so pursues many avenues without focus. Coaching helps leaders understand their role is to think strategically, define a vision of great work, and empower their team to deliver rather than trying to do everything themselves.
The document outlines a training plan for the Green Team employees of XYZ Recycling. The 33.5 hour training over 3 weeks will provide skills to educate residents about recycling. Trainees will learn about teamwork, XYZ's mission and services, strategies for interacting with residents, and techniques for mapping and reporting recycling pick-ups. The workshop style training includes discussions, role-playing, presentations, and guest speakers. The goal is for trainees to gain the knowledge and skills needed to successfully promote recycling in multi-family dwellings.
This 7-day certification training introduces Neuro-Linguistic Programming and teaches advanced communication, coaching, and influencing skills. Students learn how to build rapport, listen effectively, manage their own states, and motivate others. Upon completion, students become accredited practitioners of Neuro-Semantic NLP and gain access to an international community of practitioners. The training emphasizes applying skills to oneself in order to use them ethically and effectively with others.
The document is an advertisement for a three-day leadership training program called "Leadership Boot Camp" hosted by Academy Leadership. The boot camp will be held in 15 locations and teach leadership skills through workshops and lessons learned from the military. It promises to help attendees improve their leadership abilities and their organization's performance. The boot camp costs $1,995 per person and covers training, materials, meals and a leadership assessment. The document provides details on the program, dates, locations, what's included, testimonials and how to register.
This document summarizes key points about endings and separations in facilitation skills training. It discusses the importance of signaling endings through rituals that acknowledge emotions around separation. Facilitators must recognize the real emotional unravelling of relationships as groups dissolve. The final phase allows reflection on experiences and what can be applied to real life. Facilitators must guard against temptations like clinging to past formats or trying to be perfect. The focus should remain on empowering groups and individuals through an open, non-directive process.
This 10 step sales process will help you map out the most efficient and effective way to target prospects, generate leads, nurture prospects and close more sales.
A quick reference guide to help sales execs review their lead generation, qualification and opportunity sales cycle mapping to improve current business processes.
Business develpment, the glue that ties everything togetherAshraf Osman
This 3-day course teaches business development professionals about marketing, sales, and service fulfillment. The first day focuses on prospecting, qualifying leads, and progressing deals through the sales cycle using the Quota sales coaching method. The second day covers the functions of business development and how to assess new opportunities. It also teaches how marketing, sales, and service support business development goals. The third day includes case studies for developing business plans and proposals.
The document summarizes best practices for following up with trade show participants. It discusses:
1. The participant lifecycle of entering a booth, selecting content, and receiving a follow up email.
2. Training booth staff on available content and how to enter participants into the system.
3. Best ways to follow up including scheduled reports, performance monitoring, and CRM integration like Salesforce.
4. Types of scheduled reports available for new participants, upcoming campaigns, campaign summaries, and content performance.
5. Performance monitoring of participant, content, and activity data.
6. Additional follow up tips on determining best performing content, using different application types, and testing screensaver content.
The document discusses several challenges facing sales organizations in a competitive global economy including: short product life cycles, increased information sources for customers, and higher shareholder expectations. It then summarizes typical sales management challenges such as unqualified hires, long sales cycles, bad forecasts, and unnecessary discounts. Finally, it advocates evaluating and optimizing the entire "sales ecosystem" which includes factors like sales leadership, internal processes, offerings, and supporting infrastructure in order to improve sales performance.
1) Sales reps should understand their customers' business models in order to better identify how their products and services can add value.
2) A business model describes how a company makes money through its value proposition, market segments, sales channels, revenue streams, and key resources/activities.
3) By asking customers questions about these aspects of their business model using the "5W/H" framework, sales reps can gain a clear understanding of customers' needs and how to position solutions.
According to Garner 40% of Fortune 1000 will adopt Gamification in their corporate training. Quota knew that 8 years ago, and that is why Quota is the global leader of Gamification in sales training. A lot has happened in 2012 and now we start 2013 with the strongest line of Gamified sales training service. please download and enjoy
Successful strategies for buying IT solutionsAshraf Osman
The document discusses the results of a study on the impact of COVID-19 lockdowns on air pollution. Researchers found that lockdowns led to significant short-term reductions in nitrogen dioxide and fine particulate matter pollution globally as human activity declined. However, the impacts on air quality were temporary and pollution levels rebounded once lockdowns began to be lifted and activity increased again.
In each and every company there is an RFP response factory working around the clock with no guarantees that their RFP response will even be considered. When and how do we respond to RFP's is a key ingredient for success in today's competitive world.
This is a very valuable course for ANY company in the marketplace that does business using RFP's.
Enabling Development July 2010 newsletter with articles on Coaching creating benefits in the An Garda Siochana (Irish Police Service), Taking control of Time and Self Image
This document discusses the role and value of coaching for agile teams. It begins by asking whether a team needs a coach and comparing a team to a bee hive or family of beavers. It then discusses the coaching dilemma of how individuals gain value from coaching and whether organizational goals can be met through coaching. The document outlines what leaders expect from coaching versus what it can actually deliver and that the perceived value of coaching may differ. It provides anchors for effective coaching, including building evaluation into initiatives, adopting a consistent approach, and effectively managing the coaching initiative. Finally, it discusses the roles of a coach as a leader, organizer, and teacher.
This document discusses the role and value of coaching for agile teams. It begins by asking whether a team needs a coach and comparing a team to a bee hive or family of beavers. It then discusses the coaching dilemma of how individuals gain value from coaching and whether organizational goals can be met through coaching. The document outlines what leaders expect from coaching versus what it can actually deliver and that the perceived value of coaching may differ. It provides anchors for effective coaching, including building evaluation into initiatives, adopting a consistent approach, and helping teams maximize their potential. Finally, it discusses the roles of a coach as teacher, organizer, and leader.
Ian stephens australia's no 1 peak performance coachianstephens
Ian Stephens is a peak performance coach from Australia with experience in sales management. He works with businesses to develop tailored training and development programs. With a background in sales, management consulting, and as a speaker, Ian offers services in training, coaching, consulting, and keynotes. He takes pride in partnerships with clients and focuses on providing practical tools and processes to directly address their business needs.
Conversations Matter™ because they are fundamental to success in so many ways.
They matter because…
* you make more money if you really understand how to talk to your staff; (1)
* you work harder and stick around longer if you engage well with your managers and colleagues;
* you have much better relationships if you talk and support each other. (40% of marriages end in divorce, 20% of defacto relationships split within 18months of the birth of a child, and 70,000 kids, under the age of 18, are experiencing their birth parents separating) (2)
* you live longer if you contribute to open, caring and honest conversations. (3)
___________
1. Since 1998 Fortunes 100 Best Companies to Work For has shown their stocks have returned 5 times as much to investors as the market in general.
2. Australian Bureau of Statistics.
3. Dean Ornish: Love and Survival: The Healing Power of Intimacy.
I promoted people to management who never supervised before and they ran into challenges. Debora worked with our employees to assist them with their leadership roles.
This document discusses improving business productivity through more effective employee training. It notes that while training is important, budgets are tight and current training methods are often ineffective. It promotes the idea that training needs to be more engaging, interactive, and flexible to fit employees' schedules in order to better connect with trainees and improve knowledge retention. The document introduces Productive Training technology solutions that can deliver high-quality instructor-led training remotely or in-person, making training more accessible and reducing costs.
The document discusses an organization that partners with clients to develop solutions that drive measurable performance improvement. Their approach is based on three principles: context is important, engagement is key, and people are not passive recipients of information like sheep. They draw on expertise to build customized solutions addressing areas like sales, leadership, and performance. Services include content solutions, custom programs, and facilitation/coaching. Content solutions cover selling skills, negotiations, presentations and more, tailored to each client's needs.
This document summarizes Pia-Maria Thorén's presentation on implementing an agile performance management framework. Some key points include:
- The traditional performance management process did not increase performance or support managers. A new framework is needed that focuses on empowerment, coaching, feedback and continuous improvement.
- Performance is best when employees feel engaged, have autonomy, receive feedback and development opportunities, and trust their managers and teams. The new framework aims to create this type of environment.
- Changes proposed include moving from an imperative HR-controlled process to empowering managers with a flexible toolbox. It also shifts the focus from yearly assessments to ongoing performance management linked to objectives.
Our MGT OPEN Communication Programmes for 2015MGT OPEN
This PPT highlights our 2015 Training Programmes: Public Speaking, How to Design & Deliver Presentations, Job Interview Strategies and Intercultural Communications.
This 10 step sales process will help you map out the most efficient and effective way to target prospects, generate leads, nurture prospects and close more sales.
A quick reference guide to help sales execs review their lead generation, qualification and opportunity sales cycle mapping to improve current business processes.
Business develpment, the glue that ties everything togetherAshraf Osman
This 3-day course teaches business development professionals about marketing, sales, and service fulfillment. The first day focuses on prospecting, qualifying leads, and progressing deals through the sales cycle using the Quota sales coaching method. The second day covers the functions of business development and how to assess new opportunities. It also teaches how marketing, sales, and service support business development goals. The third day includes case studies for developing business plans and proposals.
The document summarizes best practices for following up with trade show participants. It discusses:
1. The participant lifecycle of entering a booth, selecting content, and receiving a follow up email.
2. Training booth staff on available content and how to enter participants into the system.
3. Best ways to follow up including scheduled reports, performance monitoring, and CRM integration like Salesforce.
4. Types of scheduled reports available for new participants, upcoming campaigns, campaign summaries, and content performance.
5. Performance monitoring of participant, content, and activity data.
6. Additional follow up tips on determining best performing content, using different application types, and testing screensaver content.
The document discusses several challenges facing sales organizations in a competitive global economy including: short product life cycles, increased information sources for customers, and higher shareholder expectations. It then summarizes typical sales management challenges such as unqualified hires, long sales cycles, bad forecasts, and unnecessary discounts. Finally, it advocates evaluating and optimizing the entire "sales ecosystem" which includes factors like sales leadership, internal processes, offerings, and supporting infrastructure in order to improve sales performance.
1) Sales reps should understand their customers' business models in order to better identify how their products and services can add value.
2) A business model describes how a company makes money through its value proposition, market segments, sales channels, revenue streams, and key resources/activities.
3) By asking customers questions about these aspects of their business model using the "5W/H" framework, sales reps can gain a clear understanding of customers' needs and how to position solutions.
According to Garner 40% of Fortune 1000 will adopt Gamification in their corporate training. Quota knew that 8 years ago, and that is why Quota is the global leader of Gamification in sales training. A lot has happened in 2012 and now we start 2013 with the strongest line of Gamified sales training service. please download and enjoy
Successful strategies for buying IT solutionsAshraf Osman
The document discusses the results of a study on the impact of COVID-19 lockdowns on air pollution. Researchers found that lockdowns led to significant short-term reductions in nitrogen dioxide and fine particulate matter pollution globally as human activity declined. However, the impacts on air quality were temporary and pollution levels rebounded once lockdowns began to be lifted and activity increased again.
In each and every company there is an RFP response factory working around the clock with no guarantees that their RFP response will even be considered. When and how do we respond to RFP's is a key ingredient for success in today's competitive world.
This is a very valuable course for ANY company in the marketplace that does business using RFP's.
Enabling Development July 2010 newsletter with articles on Coaching creating benefits in the An Garda Siochana (Irish Police Service), Taking control of Time and Self Image
This document discusses the role and value of coaching for agile teams. It begins by asking whether a team needs a coach and comparing a team to a bee hive or family of beavers. It then discusses the coaching dilemma of how individuals gain value from coaching and whether organizational goals can be met through coaching. The document outlines what leaders expect from coaching versus what it can actually deliver and that the perceived value of coaching may differ. It provides anchors for effective coaching, including building evaluation into initiatives, adopting a consistent approach, and effectively managing the coaching initiative. Finally, it discusses the roles of a coach as a leader, organizer, and teacher.
This document discusses the role and value of coaching for agile teams. It begins by asking whether a team needs a coach and comparing a team to a bee hive or family of beavers. It then discusses the coaching dilemma of how individuals gain value from coaching and whether organizational goals can be met through coaching. The document outlines what leaders expect from coaching versus what it can actually deliver and that the perceived value of coaching may differ. It provides anchors for effective coaching, including building evaluation into initiatives, adopting a consistent approach, and helping teams maximize their potential. Finally, it discusses the roles of a coach as teacher, organizer, and leader.
Ian stephens australia's no 1 peak performance coachianstephens
Ian Stephens is a peak performance coach from Australia with experience in sales management. He works with businesses to develop tailored training and development programs. With a background in sales, management consulting, and as a speaker, Ian offers services in training, coaching, consulting, and keynotes. He takes pride in partnerships with clients and focuses on providing practical tools and processes to directly address their business needs.
Conversations Matter™ because they are fundamental to success in so many ways.
They matter because…
* you make more money if you really understand how to talk to your staff; (1)
* you work harder and stick around longer if you engage well with your managers and colleagues;
* you have much better relationships if you talk and support each other. (40% of marriages end in divorce, 20% of defacto relationships split within 18months of the birth of a child, and 70,000 kids, under the age of 18, are experiencing their birth parents separating) (2)
* you live longer if you contribute to open, caring and honest conversations. (3)
___________
1. Since 1998 Fortunes 100 Best Companies to Work For has shown their stocks have returned 5 times as much to investors as the market in general.
2. Australian Bureau of Statistics.
3. Dean Ornish: Love and Survival: The Healing Power of Intimacy.
I promoted people to management who never supervised before and they ran into challenges. Debora worked with our employees to assist them with their leadership roles.
This document discusses improving business productivity through more effective employee training. It notes that while training is important, budgets are tight and current training methods are often ineffective. It promotes the idea that training needs to be more engaging, interactive, and flexible to fit employees' schedules in order to better connect with trainees and improve knowledge retention. The document introduces Productive Training technology solutions that can deliver high-quality instructor-led training remotely or in-person, making training more accessible and reducing costs.
The document discusses an organization that partners with clients to develop solutions that drive measurable performance improvement. Their approach is based on three principles: context is important, engagement is key, and people are not passive recipients of information like sheep. They draw on expertise to build customized solutions addressing areas like sales, leadership, and performance. Services include content solutions, custom programs, and facilitation/coaching. Content solutions cover selling skills, negotiations, presentations and more, tailored to each client's needs.
This document summarizes Pia-Maria Thorén's presentation on implementing an agile performance management framework. Some key points include:
- The traditional performance management process did not increase performance or support managers. A new framework is needed that focuses on empowerment, coaching, feedback and continuous improvement.
- Performance is best when employees feel engaged, have autonomy, receive feedback and development opportunities, and trust their managers and teams. The new framework aims to create this type of environment.
- Changes proposed include moving from an imperative HR-controlled process to empowering managers with a flexible toolbox. It also shifts the focus from yearly assessments to ongoing performance management linked to objectives.
Our MGT OPEN Communication Programmes for 2015MGT OPEN
This PPT highlights our 2015 Training Programmes: Public Speaking, How to Design & Deliver Presentations, Job Interview Strategies and Intercultural Communications.
Executive coaching provides support to organizations by enhancing the leadership and coaching skills of managers. This helps ensure team members perform at their best and improves productivity, decision-making, and staff retention. Coaching supports organizational goals like reducing costs, improving customer satisfaction and sales. It can help during economic uncertainty by guiding companies and taking advantage of opportunities. Coaching is available as workshops, programs, or one-on-one sessions to complement interim management roles.
The document discusses six disciplines for effective learning and development programs: 1) Define business outcomes, 2) Design a complete experience, 3) Deliver for application, 4) Drive follow through, 5) Deploy active support, and 6) Document results. It also includes an interview with Mr. Birjendu Gupta about how PwC focuses on coaching and relationships to connect with employees, and an excerpt from an interview with Mr. Parijat Thakur about leadership development at Jones Lang LaSalle.
The document discusses six disciplines for effective learning and development programs: 1) Define business outcomes, 2) Design a complete experience, 3) Deliver for application, 4) Drive follow through, 5) Deploy active support, and 6) Document results. It also includes an interview with Mr. Birjendu Gupta about how PwC focuses on coaching and relationships to connect with employees, and an excerpt from an interview with Mr. Parijat Thakur about leadership development at Jones Lang LaSalle.
Go! The 1-day, high-energy, program designed to motivate your workforce by helping them discover their strengths and align them with the organisation. www.breakthrough-india/go
This document discusses how to evaluate the effectiveness of training programs. It outlines that effective training programs should change behavior, improve productivity and the bottom line. It recommends setting clear goals aligned to business strategy, using the right delivery methods, and measuring both quantitative and qualitative returns on investment through indicators like productivity, culture and customer satisfaction over time. The document provides steps for organizations to take training programs from strategy to measurable returns.
The document outlines the training process at VRG Dongwha, including planning training, assessing needs, designing programs, delivering instruction, and evaluating effectiveness. It describes specific training programs conducted by VRG Dongwha on topics like first aid, fire safety, and labor safety. The summary also explains that on-the-job training is a common method used at all levels of the organization to teach employees job skills through real work experiences under supervision.
The document discusses employee engagement in the workplace. It reports that 87% of employees are not actively engaged in their jobs, with 63% checked-out and 24% actively disengaged. In contrast, world-class organizations have more engaged than disengaged employees. The document advocates for coaching employees instead of just problem-solving. It promotes a two-day workshop that teaches managers coaching skills like listening, asking questions, and providing feedback to unlock employees' talents and problem-solving abilities. The workshop aims to help managers develop employees and harness untapped potential in the workplace.
Yinghang zhou danone online school - learning 2.0Yinghang Zhou
This document summarizes Danone's new online school for training managers and employees. [1] The online school provides courses through a website and mobile apps. [2] It has sections for managers to follow masters and take professional courses, and for all employees to learn from each other by uploading and sharing experiences. [3] The goal is to improve skills through education while strengthening communication between managers and employees.
The document discusses effective employee training and its benefits for companies. It notes that training improves employee performance and skills, as well as increasing strategic knowledge, self-management, self-efficacy, and loyalty towards the employer. Effective training is a long-term investment that benefits both employees and employers. The document also compares shadowing and mentoring approaches to training and discusses the concept of the "training paradox," where over-training employees can make them more attractive to competitors but also increases retention.
Lander Associates, established in 1997, is an international training and performance development specialist to the professional recruitment sector and beyond.
Similar to Quota sales performance system info mada (20)
The document discusses how fintech can help build financial resilience during times of high inflation and cost of living. It notes that inflation will always occur and causes financial stress for both consumers and businesses. Fintech can help in areas like payments, lending, personal finance tools, digital banking, cryptocurrency and more. Financial education is important to enhance financial well-being. Fintech companies need to maintain close engagement with customers to build trust as financial inclusion and security are pursued. A financial resilience index can gauge economic stability and fintech products can assist people at different stages before, during and after financial disruption.
CEQUENS white paper on Social perspective of Fintech worldAshraf Osman
This paper is written by Ashraf Osman (CEQUENS), All Fintech companies focus on payment and lending solutions without focusing on the social perspective of the landscape.
Hello 2020! Are you ready for your business planAshraf Osman
The document discusses best practices for business development, including analyzing external factors, markets, customer accounts, and product portfolios. It also provides links to video lectures on topics like PESTEL analysis, SWOT analysis, market analysis, and developing revenue and talent plans. Finally, it lists the components that must be included in a full year 2020 business plan to submit to a company's board of directors, such as assumptions, expenses, projected revenue, monthly profit/loss statements, and cash flow forecasts.
A common mistake that sales managers always do is to imagine that they can manage “numbers”; be they revenue, profits, or any business results numbers.
Numbers are an outcome! Outcomes cannot be managed, actions that lead to outcomes are what can be managed.
شركتكم هي من اكبر الشركات العامله في مجال الحلول المتكاملة حيث تقومون بتوريد الأنظمة المعلوماتيه و البنيه الاساسيه اللازمة لها في حلول متكامله تساعدة العملاء في تحقيق أهدافهم و حل مشاكلهم التشغيلية انتهاز الفرص العملية الضائعة، و لكون شركتكم تعمل في العديد من الصناعات و لا تقتصر على مجال عملي معين (مثل اعمال الفندقة و الضيافة) فقد تكون لديكم معرفه و منهجيه جيده لربط حلولكم بالقيمه المضافه لأعمال زبائنكم
واثبتم بالفعل نجاحاً هائلاً في هذا الموضوع ظهر في ادراجكم في مجلة
Middle East Systems Integrators.
نظراً لخبرتكم الطويلة في التعامل مع الشركات المملوكة لأفراد و لمعرفة رئيس مجلس إدارة شركتكم بالسيد ماضي شخصياً من خلال الدوائر الاجتماعية فقد تم التنبيه على فريق البيع بأن يتخذ الحذر اللازم و ذلك عن طريق إثبات العائد على تكلفة الشراء و المنفعة المنتظرة من وراءه بطريقه كميه محدده و ليس بالكيف، اذ أن قرار الشراء هو في يد السيد ماضي الذي يتميز بالعناد و الأوتوقراطية في اصدار القرار
Following is a glimpse on a well-known Egyptian company that is a heavy user of technology; Egypt Air (EA)!
I am sure may IT companies have been working with EA for years; selling to their data center, competing with others to get a bigger piece of the pie, getting into price wars with competitors, etc.
On the other hand, I have a feeling that not many companies have a comprehensive account plan for EA that can double the revenue coming from EA (as an airline only).
المقال السادس دور الاقتصاد الوطني في التحول الرقمي ..احتفظوا بالأموال داخل اق...Ashraf Osman
في ھذا المقال سنبین الطریقھ المثلى لاعتماد برمجیات مفتوحة المصدر
دون ان نصغي الى المخاوف التي تنشرھا الشركات الكبرى و التي
.نجحت في بعض الأحیان في اقناع العملاء بالعوده الى برمجیاتھم بعد ان تحولوا عنھا
المقال الخامس دور الاقتصاد الوطني في التحول الرقمي Ashraf Osman
في هذا المقال سنتكلم عن البرمجيات مفتوحة المصدر و كيف انها احد الأهداف التي تريد الشركات العالميه اضعافها و زرع الشك في نفوس المستهلكين حولها، بينما في الوقت ذاته تشتري هذه الشركات البرمجيات مفتوحة المصدر الواعده و تدمجها في باقات عروضها بعد إعادة تسميتها و تبيعها بأعلى الاثمان( لاحظ انه في هذه الحاله يتم الاستحواذ على المشروع لان من طبيعة البرامج و التطبيقات مفتوحة المصدر انها لا تنتمي لجهه تجاريه).
المقال الرابع الاقتصاد الوطني و التحول الرقميAshraf Osman
تحدثنا بعد ذلك عن أهمية تدوين و تحليل البنيه المعماريه للمؤسسات لكشف مواطن الضعف في المؤسسه و معالجتها قبل الاندفاع و القيام بالميكنه و انفاق الاموال وخلق ما اسميناه جزر من الكفاءه في محيط من انعدام الفعاليه.
الآن سنتكلم عن توثيق و تحليل أسلوب العمل في المؤسسات حيث نقوم بتخطيط و تحليل أسلوب العمليات و ذلك تمهيداً لمعرفة احتياجاتنا بصورة دقيقه و اختيار أسلوب الميكنه
يعرّف تخطيط اساليب العمليات التجارية بكونه الأنشطة التي تحدد ما يقوم به اي كيان عملي لكي تكتمل الوظائف المطلوب القيام بها على الوجه الاكمل لتزداد فعالية أداء المؤسسات. يبدأ التخطيط بتوثيق الوضع الحالي كما هو ثم الاستعانه بمتخصصين في نوعية نشاط الشركه (خدمات، تصنيع، بناء، الخ) لابداء الرأي فيما تحتاجه المؤسسه من تحسين لاسلوب العمل، حيث يشمل التحسين حذف او اضافه او تعديل مهمه، الخ و ذلك لتحقيق اهداف المؤسسه بما يتماشى مع قدراتها
المقال الثالث الاقتصاد الوطني و التحول الرقميAshraf Osman
مھدنا في المقالین السابقین الارضیھ للحدیث عن موضوع المقال، و الذي نھدف فیھ الى خلق الحماس و الرغبھ في خلق
اقتصاد وطني معلوماتي یساعد في التحول الرقمي لمجتمعنا المصري و لمجتمعاتنا العربیھ.
في ھذا المقال سنتحدث عن الخطوة الاولى في أي عملیة تحول (رقمي او غیر رقمي) و التي لاتقوم بھا الشركات و
المؤسسات الوطنیھ لعدم المامھم بوجودھا و لانسیاقھم الى تصدیق الرسائل التسویقیھ الماھره للشركات العالمیھ مثل
اوراكل و ساپ و میكروسوفت الذین یعدونھم بالشمس و القمر عند شرائھم منتجاتھم
المقال الثاني الاقتصاد الوطني و التحول الرقميAshraf Osman
انا لا انكر ان هذه الشركات استطاعت شراء آلاف من التطبيقات و تعليبها و قولبتها في قالب واحد ليظن الرائي ان جميع هذه التطبيقات خرجت من مكان واحد، بيد فريق واحد و لكني اعمل العقل و آخذ صناعة السيارات مثلا لقدمها و نضجها عن صناعة البرمجيات. لو كانت هناك أي شركه قادره على صناعة جميع أجزاء ما تبيعه، لكانت شركة مرسيدس او BMW انتجت سياراتها من الالف للياء.
تلقيت دعوه منذ مايزيد عن عشرة سنوات لالقاء محاضره في الغرفه التجاريه و الصناعيه في الرياض بالمملكه العربيه السعوديه لعرض وجهة نظري عن تطوير البرمجيات في سياق مشروع الحكومات الإلكترونية . اخترت لها عنواناً هو "هل نطور برمجياتنا ام نشتريها؟".
كان الاتجاه السائد في ذلك الوقت مبنياً على فريه خلقتها شركة ترجمة اسمها بالعربيه "العرّاف" وهي Best Practices او افضل الممارسات، حيث زرعت الشركه في وجدان المستخدم و المستهلك فكرة نبذ ما يفعله من إجراءات وعمليات processes and procedures و التحول الى ما اوهمت شركة”العرّاف” العالم انه افضل الممارسات. لاشك ان الآله التسويقيه الهائله لشركة ”العرّاف” استطاعت الفوز بآلاف من العملاء ممن آمنوا بنظرية الحقيقه المطلقه التي تمتلكها شركة ”العرّاف” و ضخوا مئات الملايين في شراء رخص استخدام لبرامج الشركه ذات الأسماء الرنانه مثل E-Business Suite و غيرها
مقال البيتكوين هل هي ثوره ماليه ام فقاعه مثل غيرهاAshraf Osman
رغم ان تداول بيتكوين بدأ منذ ٢٠٠٩ او بعدها بسنه او سنتين، الا ان العالم كله استيقظ على ثوره جديده لا تختلف عن ما افرزته الانترنت من ثورات (تواصل اجتماعي، تسوق الكتروني، اوبر، الخ)
السؤال هو : هل البيتكوين عمله جديده سنتعامل بها في المستقبل ام انها فقاعه ستزول و تأخذ معها مليارات من الدولارات.
للإجابه عن هذا السؤال نحتاج الى معرفة الخلفيه التاريخيه للموضوع
اكتب هذا المقال هذا لانني ارى الحمله الجمعيه الهائله التي قام بها مزودوا خدمة الكلاود اتت ثمارها و اصبحت الغالبيه من الشركات تعتبر وضع اصولها الرقميه على الكلاود و تقوم بذلك بمنتهى سلامة النيه و كأن هذه المعلومات و الشركات ستظل " وفيه و مخلصه" لشركاتنا و لن تمنع عنا الوصول الى بياناتنا في حال صدور قرار اممي بفرض عقوبات او بوضع شركة ما في القائمه السوداء او غير ذلك من الاحداث التي لم تعد نادرة الحدوث في عالمنا المتغير
المقال الثاني نقص الايرادات وتدني أرباح شركات التكنولوجيا في مصر Ashraf Osman
تحدثنا في المقال الاول من سلسلة "نقص الايرادات وتدني أرباح شركات التكنولوجيا في مصر بعد الربيع العربي" عن التحديات التسع التي تواجه شركات التكنولوجيا والتي تسببت في انخفاض إيراداتها وتناقص أرباحها، وسردنا كل منها مع وصف مبسط لكل من هذه التحديات. في المقال الثاني سنتحدث الواقع الذي تعيشه الشركات بسبب تلك التحديات وعن الاستراتيجيات المتبعة لنمو الايرادات
المقال الاول نقص الايرادات وتدني أرباح شركات التكنولوجيا في مصر بعد الربيع ...Ashraf Osman
سنتعرض في سلسلة المقالات المعنونه " نقص الايرادات وتدني أرباح شركات التكنولوجيا في مصر" الى ما حدث ويحدث على الساحة المصرية و نتناوله بالتحليل وكذلك سنذكر الحلول للخروج من هذا المأزق العملي للوصول الى إيرادات و أرباح ترقى الى ما يتمناه المساهمون و أصحاب رؤوس الاموال في شركات التكنولوجيا (خاصة في وقت تعطي البنوك عائداً استثمارياً يصل الى ٢٠٪ دون أي تعب او مجهود.
Sustaining revenue growth is difficult because most product markets have a natural life cycle. First, a product must prove itself with early adopters. If it proves itself, revenue growth takes place
as more buyers want to buy the product.
Naturally, the product reaches a point of maximum penetration. At this point, growth slows, or even declines. The way to find new sources of product-driven revenue growth is to launch new products to new buyers at the right time to enjoy a long-life cycle.
In last week’s article, we started developing your product strategy by investigating your markets, which is part of “product planning” stage. To refresh your memory, I will include a brief description of the three stages and what they entail:
1. Product Planning (markets **done, accounts, and buyers)
2. Product Principles (buyer behavior, customer experience, and product design)
3. Go to Market (product roadmap, product launch, sales & marketing message, pricing and packaging
Why do we develop and launch new productsAshraf Osman
We already have a product portfolio that we are happy with. Our people are trained on it and we are known for those products and we have a health revenue stream, so why do we need to launch new products all the time?
The answer is in this article
Cracking The Business Development Management Code (2-3 days)Ashraf Osman
BDM or Business Development Management/Manager. A title that is misunderstood by almost everyone!
What do BDM's do? How can help grow their companies' revenue?
These questions and more are addressed in this unique course, delivered by the uniquely qualified sales effectiveness consultant Ashraf Osman
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Explore the details in our newly released product manual, which showcases NEWNTIDE's advanced heat pump technologies. Delve into our energy-efficient and eco-friendly solutions tailored for diverse global markets.
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“Enhancing Adoption of AI in Agri-food: a Path Forward”, 18 June 2024
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During the budget session of 2024-25, the finance minister, Nirmala Sitharaman, introduced the “solar Rooftop scheme,” also known as “PM Surya Ghar Muft Bijli Yojana.” It is a subsidy offered to those who wish to put up solar panels in their homes using domestic power systems. Additionally, adopting photovoltaic technology at home allows you to lower your monthly electricity expenses. Today in this blog we will talk all about what is the PM Surya Ghar Muft Bijli Yojana. How does it work? Who is eligible for this yojana and all the other things related to this scheme?
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1. Quota
and
Professional Sales Practices
Workshop
Cairo, October 10,11 2012
2. Introduction “I just wanted to send a
little note, as I continue to
Acquisition and retention of knowledge and attitudinal change lead to get feedback from the
training session provided a
behavioral changes and improved performance. The more the learner is couple of weeks ago.
engaged, the higher the retention/usage of skills taught.
The booking process and
delivery were flawless, and
Research has proven that learners whose knowledge acquisition was the course content was
higher at a training event were more likely to transfer this learned fantastic! The first two
stages we could probably
material to the marketplace hence Quota®'s emphasis on experiential do every couple of
learning. months. I was unsure how
the full day course would
go over, but the content
Gamification has proven itself to be the leading method for involving and the format kept
everyone engaged down
the student in the learning material. Quota® is the world's leading to the final second win by
sales training organization that uses Gamification as it's core training our most unlikely of teams
methodology to create an experiential learning environment. (they were down all day!).
Since the session, some
feedback has come in as
Learning originates from the materials provided, the peer-learning and follows:
coach generated ‘connections’ to the Quota® content. “10 times better than
previous trainer.... It wasn't
about the trainer, it was
about the training!”
“Best training I've ever
been through”
“When I heard it was going
to 4:30 I thought it would
be draining. It not only
flew by, but I left energized
and pumped!”
“Impactful”
Thanks again for the
excellent experience and
program! We are certainly
excited for more Quota
learning (and fun!).
Adam Wills
Sales Manager
Redmond Williams
3. Quota® has been tailored to meet the different approaches to training
and incorporates the individual approach, through the use of
personalized workbooks and link-back exercises but also the
organizational approach emphasizing group activities and teamwork
throughout.
Further outcomesclients experience post-Quota® training are:
• Increased sales volume
“This course has proven
• Improved customer relations to be a great benefit to
• Increased salesperson commitment leading to lower levels of staff me as a National Sales
Manager. I have been
turnover able to implement the
• Decreasing selling costs practices with the sales
force across Canada
• Improved control of the sales force and I believe it is a big
• Better time management reason why we are
prospering during this
recessionary time. We
have been able to
increase our sales by
30% YTD and we are
Instructional Methodology currently the best
performing division
The core content is the same material taught at the University of globally.”
Toronto, School of Continuing Studiesandthe Schulich Executive Frank Malta
Institute. In particular, competencies taught will provide the National Sales Manager
participants with Handicare
A clear understanding of their roles & responsibilities and how they can
positively impact their business development results
Essential field business development skill sets. Various competencies
and practices ensure contemporary Partnership Selling effectiveness. “The contents of this
course is essential . It is
Training in the use of strategic selling to improve senior level well structured and rich in
interactions detail.It was a great
pleasure to attend this
course and I would
recommend it very
enthusiastically. To be
Involvement = Retention! honest, I’m already
missing it!.
Jane Lima
4. Modules in the Quota® process use:
Learning Objectives
Group and Individual learning activities
Handouts and exercises “I feel that I have
Coaching and presentation practice sessions effectively acquired the
tools to help me step up
Templates for written work that can be used immediately post- to the plate as I am now
workshop confident in my abilities
to recruit, to train and to
Skill Review Guide Cards to ensure Sales Representatives can review hold an effective and
key Quota® Business Development practices interesting sales
meeting. I have more
confidence in my
PSP Workshop Module Content abilities....as well as,
confidence in the tools
that I have acquired to
The workshop will focus on a combination of primary sales skill and successfully progress in
my career in Sales
advanced strategic selling skills to ensure the participants have the Management.”
competencies required to increase their organization business and
market share. CalumNicol
Therapist’s Choice
Core Program: 40 competencies reviewed in the 10-stage B2B business
development process. This 1-day program will be tailored to the Sales
Representatives process and client situations.
“This course, with its focus
STAGE 5 - Product/Service on geographical field
Partnership Selling – The Evolution of Selling Demonstration sales...gave much more
· I.B.O.A.T. insight and knowledge
The Sales Cycle · Committee Interview about day to day
· Key Events of the Business Development Cycle · Presentation Preparation and Agenda challenges of sales
· Securing a Next Key Event managers. Especially
STAGE 6 - Presenting a Proposal with respect to people
STAGE 1 - Prospecting · Seven Basic Rules to Proposal management and
· Building a daily prospecting plan Presentation personnel issues.”
· Introductory Script
· Getting Through ‘Screens’ STAGE 7 – Gaining Influencer Support FarhadHajkazemian
· Leaving Messages · Triangulation Ziggurat Development
· Handling Prospecting Obstacles · Securing a Commitment Corp.
· 6 Core Closing skills
STAGE 2 - Qualifying · Appropriate Closes per Buying Style
· Writing Email, Target Letters and Direct Mail
· Multiple Business Development Cycles STAGE 8 – Gaining Key Decision-Maker
· Qualifying (B.P.O.U.T.) or Committee Commitment
· Competitive Selling Practices
STAGE 3 - The Initial Meeting
· Meeting your client STAGE 9 – Purchasing Approves, P.O.
· Confidence Builders Issued
· 6 Steps to a Professional Greeting · Handling Purchasing obstacles
· Individual Motivators · Negotiating
· Organization Motivators
STAGE 10 – Product/Service Delivered,
STAGE 4 - Conducting a Needs Analysis Payment Received
· Needs Identification Selling · Post-sales service
· Conducting the Needs Analysis · Written Communication
· Thank your client!
5. Deliverables & Outcomes
Each participant will receive: “We embarked on the
creation of a custom sales
training program based on
Quota® Player Workbook our desire to have an 'in-
Full-day of Quota® training in B2B 10-stage, 40 competency training company' program that
completely reflected our
modules. sales process; company
Quota® Binder culture and unique selling
proposition. After
Quota® Skill Review Guide Cards reviewing various
Quota® Pen programs in the
marketplace,we chose the
Quota® Graduation Certificate Quota@ System as it had
A subscription to Q NEWS™ (monthly email newsletter with 4 unique capabilities: it
contemporary business development tips & techniques) was the most
contemporary in the
marketplace; the game
teaching methodology was
OUTCOMES unique and engaging; the
system allowed us to
expand into other sales
Each participant will have increased ability & skills sets to increase development areas;
client penetration and market share. In particular, they will leave the The Quota@team was
workshop with a myriad of contemporary business development absolutely outstanding in
practices they can immediately apply to their day-to-day tasks and their responsiveness;
sensitivity and reliability.
responsibilities. The final product was
exactly as promised and
we are now in process of
rolling it out to our dealers
and reps across Canada.
We give the Quota@team
our highest
recommendation and
welcome a call from any
party interested in working
with Quota@ on their own
custom sales training
program.”
Gabriel Nicoletti
Director, Dealer &
Residential Sales
Reliance Protectron
SecurityServices
6. What is the Quota® System
The Quota® System is a unique sales training program that provides
outstanding skill development in contemporary sales situations. The
process of creating elite sales performers involves a variety of steps
including:
“This is probably the best
Core Training in eitherQuota®B2B or B2C sales stages course I have ever taken.
Quota® COACH™Sales Management field sales coaching that reinforces Most of the materials and
ideas are what is most
and enhances sales representative effectiveness useful to me. I am
Sales Meeting training and reinforcement of competencies learned in confident this will help me
tremendously in my career.
the core Quota® program. TheQuota® Q’ube™ provides the Q Master Overall, I think this is a
(Sales Manager) with 7 fun and dynamic games (10-15 minutes each) great course and I will
definitely recommend my
that make each sales meeting an opportunity to further develop the friends to take a look at it!”
skills of each manager’s team.
Quota® CRM™ is a sales tracking tool designed by sales executives for James Wang
Mackenzie Financial
sales professionals. The Quota® CRM™ provides information on 30 Services
different sales performance indicators and helps Sales Managers know
where/how to coach their team to higher performance. Input time is
less than 5 minutes per account and less than 2 minutes per update!
Q NEWS™ is a newsletter (free to all Quota® clients) that is delivered
monthly via email to each sales representative. Q NEWS™ is written by
North America’s top sales gurus and provides outstanding advice to
your sales team on contemporary sales stage practices.