The document contains information about various sales training courses offered by The Sales Institute of Ireland. The courses cover topics such as inside sales, telephone sales, business to business selling, managing major accounts, Microsoft Office for sales professionals, negotiation skills, and using LinkedIn for lead generation and customer retention. The summaries provide details on course objectives, content, duration and dates and costs for each course.
Imagine Being able to:
- Consistently receive quality business appointments to attend.
- Focus more on the appointment, less on getting the appointment.
- Partner with a professional development team that is dedicated to you and is trusted in education.
- Be welcomed by businesses who want to meet you, in many cases excited to meet you.
- Spend more time developing longer term client relationships.
Seminar Lead Generation - E komercija 2016 Vilnius (Lithuania)adxmedia GmbH
Basics of online lead generation and how you can improve the lead gen process with technology. This presentation was held during the E-komercija 2016 in Vilnius. It will give an overview about the basics, structures and processes. Also it includes tips, tricks and cases how to run or improve online lead campaigns with Facebook.
The importance of workplace learning is increasing, and knowing how it contributes to organizational strategy is critical for it to deliver real value. Strategy is one of the most poorly understood management areas and little strategic planning occurs in learning; most of it consisting of little more than issuing goals and assigning projects and tasks.
However, real strategic planning should begin with the establishment of a theoretical foundation for how to connect learning initiatives and solutions to the organization’s next goal on the road to its visionary future. It should create a cause-and-effect plan for how to achieve that theory’s execution.
Participants will team up to work through a case study of a fictitious company. The teams will complete the learning and growth component of a “balanced scorecard,” ensuring their learning strategy completely aligns with the company’s existing scorecard metrics and established strategic objectives.
Application on the Job
• Develop tangible strategic linkages for learning and growth in a strategy map and the balanced scorecard.
• Create learning metrics to populate a performance management framework to measure strategy's execution.
• Align your learning strategy to meet business and strategic objectives.
• Determine how to map tangible linkages from learning expectations to defined business objectives.
Customer Engagement Strategies Overview
The ADM Professional Community is a living example of the compelling value proposition for online communities that serve the automotive industry. ADM serves as proof that the impact of Social Media on the automotive vertical is more significant than widely understood. Be sure to visit the ADM Professional Community at http://www.AutomotiveDigitalMarketing.com or the acronym URL at http://www.ADMPC.com or the Twitter URL at http://ADM.fm today, and don’t just be a Lurker... Join!
Marketing Automation: Integrating Technology To Create An Engaging Customer E...Greg Beazley
Question: How can you harness the abundance of data sources to improve the customer experience and make more effective marketing decisions?
Answer: We’ll look at some best practice marketing automation methods to better nurture leads through the sales funnel.
A Path to Predictability at Scale - Sales Workshop for Foundation CapitalJoanne Chen
- how to assess product/market fit using the sales process
- how to design the first sales process and teach someone else to sell your product predictably
- how to move from qualitative sales to data-driven sales
- how to scale a sales org and use data to measure success
- a lot more!
Imagine Being able to:
- Consistently receive quality business appointments to attend.
- Focus more on the appointment, less on getting the appointment.
- Partner with a professional development team that is dedicated to you and is trusted in education.
- Be welcomed by businesses who want to meet you, in many cases excited to meet you.
- Spend more time developing longer term client relationships.
Seminar Lead Generation - E komercija 2016 Vilnius (Lithuania)adxmedia GmbH
Basics of online lead generation and how you can improve the lead gen process with technology. This presentation was held during the E-komercija 2016 in Vilnius. It will give an overview about the basics, structures and processes. Also it includes tips, tricks and cases how to run or improve online lead campaigns with Facebook.
The importance of workplace learning is increasing, and knowing how it contributes to organizational strategy is critical for it to deliver real value. Strategy is one of the most poorly understood management areas and little strategic planning occurs in learning; most of it consisting of little more than issuing goals and assigning projects and tasks.
However, real strategic planning should begin with the establishment of a theoretical foundation for how to connect learning initiatives and solutions to the organization’s next goal on the road to its visionary future. It should create a cause-and-effect plan for how to achieve that theory’s execution.
Participants will team up to work through a case study of a fictitious company. The teams will complete the learning and growth component of a “balanced scorecard,” ensuring their learning strategy completely aligns with the company’s existing scorecard metrics and established strategic objectives.
Application on the Job
• Develop tangible strategic linkages for learning and growth in a strategy map and the balanced scorecard.
• Create learning metrics to populate a performance management framework to measure strategy's execution.
• Align your learning strategy to meet business and strategic objectives.
• Determine how to map tangible linkages from learning expectations to defined business objectives.
Customer Engagement Strategies Overview
The ADM Professional Community is a living example of the compelling value proposition for online communities that serve the automotive industry. ADM serves as proof that the impact of Social Media on the automotive vertical is more significant than widely understood. Be sure to visit the ADM Professional Community at http://www.AutomotiveDigitalMarketing.com or the acronym URL at http://www.ADMPC.com or the Twitter URL at http://ADM.fm today, and don’t just be a Lurker... Join!
Marketing Automation: Integrating Technology To Create An Engaging Customer E...Greg Beazley
Question: How can you harness the abundance of data sources to improve the customer experience and make more effective marketing decisions?
Answer: We’ll look at some best practice marketing automation methods to better nurture leads through the sales funnel.
A Path to Predictability at Scale - Sales Workshop for Foundation CapitalJoanne Chen
- how to assess product/market fit using the sales process
- how to design the first sales process and teach someone else to sell your product predictably
- how to move from qualitative sales to data-driven sales
- how to scale a sales org and use data to measure success
- a lot more!
Speaker: Don Duval, Vice President, Business Services, MaRS
Using a case study example, Don discusses the importance of understanding and refining your business model in order to grow your business and maintain a sustainable competitive advantage in the marketplace.
Part of the MaRS CIBC Presents Entrepeneurship 101 lecture series: http://www.marsdd.com/ent101
Whether you are briefing an internal team, or an external agency, whatever the campaign type ‐ email, advertising, or indeed telemarketing ‐ a good brief is one of the most important success factors.
Connect2Innovation: Sales- are you selling comfortable?Glenn Thorogood
What makes a good sales proposition?
•Are there different selling styles
•What does a professional buyer expect from you?
•Larger organisations
•Lead Generation –is your process robust enough?
Best Digital Marketing Institution in Bangalore Ashfa12
NIDM - Was Founded By Shri M.S.Kumar, India's Top Digital Marketing Faculty In the year 2011 with a vision to create Successful Careers in The Digital Marketing Industry, With his expertise and guidance we have trained more than 30,000+ Students, 2500+ Batches, Students from 20+ Countries, Trainees got placed in Top MNC companies in India and guided over 100+ Startups.
NIDM (National Institute Of Digital Marketing) Bangalore Is One Of The Leading Digital Marketing Institute In Bangalore, India And We Have Brand Value For The Quality Of Education Which We Provide. Our Curriculum/ Courses Are Designed with Practical knowledge are Fully For Job Orientation Bases.
Advanced Curriculum
Our Team of Experts at NIDM has designed the Most Advanced Digital Marketing course in India. Covering 50+ Advanced Modules.
Live Practical Sessions
We are an Agency Based Digital Marketing Institute, you will get Hands-on Practical Sessions on Live Industry Projects to Gain Practical Knowledge.
Tools & Blue prints
Rs.5,00,000/- worth tools which include marketing tools, design resources, social media calendar, Strategies, Case studies and Blueprints for Digital Marketing Classes.
Real-Time Projects
We offer 100% Practical Sessions on Real time Project, we offer Internships to bright students.
NIDMIs One Of The best digital marketing training institute in Bangalore And We Have Brand Value For The Quality Of Education Which We Provide. Our Curriculum/ Courses Are Designed Fully For Job Orientation Bases
Lessons from the Trenches Selling and Marketing Best Practices Terry HeddenMAXfocus
Would you like to grow your managed IT services business revenue over 35,000% in 6 years? If so, this session is for you! A 12 year veteran that leveraged bootstrap marketing to build his Managed IT service business shares his ‘secret sauce’ to building his business to help you grow yours. This session focuses on practical, cost-effective, high impact marketing programs and sales strategies designed to quickly identify and CLOSE a steady stream of Managed IT and Cloud clients. His program is applicable to firms of all sizes looking to grow cloud and managed services-oriented recurring revenue.
Product scholar demo presentation to clientsprashant roy
roductScholar is a NEW approach to building and maintaining a world-class retail sales force, one that will deliver sales results.
ProductScholar is designed to help marketing managers efficiently handle daily tasks, communicate marketing strategies to the field, develop promotional strategies and implement sales tactics.
Identifies and converts prospects who should be doing business with us into customers who are champions for our organization. Creates an environment with customers to maintain a positive long term relationship Manages process for aligning human capital with organizational goals.
Sales Training Workshop Series 12 Module Workshop by TetrahedronSagar Sangam Sahu
Identifies and converts prospects who should be doing business with us into customers who are champions for our organization. Creates an environment with customers to maintain a positive long term relationship Manages process for aligning human capital with organizational goals.
Business Valuation Principles for EntrepreneursBen Wann
This insightful presentation is designed to equip entrepreneurs with the essential knowledge and tools needed to accurately value their businesses. Understanding business valuation is crucial for making informed decisions, whether you're seeking investment, planning to sell, or simply want to gauge your company's worth.
Digital Transformation and IT Strategy Toolkit and TemplatesAurelien Domont, MBA
This Digital Transformation and IT Strategy Toolkit was created by ex-McKinsey, Deloitte and BCG Management Consultants, after more than 5,000 hours of work. It is considered the world's best & most comprehensive Digital Transformation and IT Strategy Toolkit. It includes all the Frameworks, Best Practices & Templates required to successfully undertake the Digital Transformation of your organization and define a robust IT Strategy.
Editable Toolkit to help you reuse our content: 700 Powerpoint slides | 35 Excel sheets | 84 minutes of Video training
This PowerPoint presentation is only a small preview of our Toolkits. For more details, visit www.domontconsulting.com
"𝑩𝑬𝑮𝑼𝑵 𝑾𝑰𝑻𝑯 𝑻𝑱 𝑰𝑺 𝑯𝑨𝑳𝑭 𝑫𝑶𝑵𝑬"
𝐓𝐉 𝐂𝐨𝐦𝐬 (𝐓𝐉 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐜𝐚𝐭𝐢𝐨𝐧𝐬) is a professional event agency that includes experts in the event-organizing market in Vietnam, Korea, and ASEAN countries. We provide unlimited types of events from Music concerts, Fan meetings, and Culture festivals to Corporate events, Internal company events, Golf tournaments, MICE events, and Exhibitions.
𝐓𝐉 𝐂𝐨𝐦𝐬 provides unlimited package services including such as Event organizing, Event planning, Event production, Manpower, PR marketing, Design 2D/3D, VIP protocols, Interpreter agency, etc.
Sports events - Golf competitions/billiards competitions/company sports events: dynamic and challenging
⭐ 𝐅𝐞𝐚𝐭𝐮𝐫𝐞𝐝 𝐩𝐫𝐨𝐣𝐞𝐜𝐭𝐬:
➢ 2024 BAEKHYUN [Lonsdaleite] IN HO CHI MINH
➢ SUPER JUNIOR-L.S.S. THE SHOW : Th3ee Guys in HO CHI MINH
➢FreenBecky 1st Fan Meeting in Vietnam
➢CHILDREN ART EXHIBITION 2024: BEYOND BARRIERS
➢ WOW K-Music Festival 2023
➢ Winner [CROSS] Tour in HCM
➢ Super Show 9 in HCM with Super Junior
➢ HCMC - Gyeongsangbuk-do Culture and Tourism Festival
➢ Korean Vietnam Partnership - Fair with LG
➢ Korean President visits Samsung Electronics R&D Center
➢ Vietnam Food Expo with Lotte Wellfood
"𝐄𝐯𝐞𝐫𝐲 𝐞𝐯𝐞𝐧𝐭 𝐢𝐬 𝐚 𝐬𝐭𝐨𝐫𝐲, 𝐚 𝐬𝐩𝐞𝐜𝐢𝐚𝐥 𝐣𝐨𝐮𝐫𝐧𝐞𝐲. 𝐖𝐞 𝐚𝐥𝐰𝐚𝐲𝐬 𝐛𝐞𝐥𝐢𝐞𝐯𝐞 𝐭𝐡𝐚𝐭 𝐬𝐡𝐨𝐫𝐭𝐥𝐲 𝐲𝐨𝐮 𝐰𝐢𝐥𝐥 𝐛𝐞 𝐚 𝐩𝐚𝐫𝐭 𝐨𝐟 𝐨𝐮𝐫 𝐬𝐭𝐨𝐫𝐢𝐞𝐬."
LA HUG - Video Testimonials with Chynna Morgan - June 2024Lital Barkan
Have you ever heard that user-generated content or video testimonials can take your brand to the next level? We will explore how you can effectively use video testimonials to leverage and boost your sales, content strategy, and increase your CRM data.🤯
We will dig deeper into:
1. How to capture video testimonials that convert from your audience 🎥
2. How to leverage your testimonials to boost your sales 💲
3. How you can capture more CRM data to understand your audience better through video testimonials. 📊
Memorandum Of Association Constitution of Company.pptseri bangash
www.seribangash.com
A Memorandum of Association (MOA) is a legal document that outlines the fundamental principles and objectives upon which a company operates. It serves as the company's charter or constitution and defines the scope of its activities. Here's a detailed note on the MOA:
Contents of Memorandum of Association:
Name Clause: This clause states the name of the company, which should end with words like "Limited" or "Ltd." for a public limited company and "Private Limited" or "Pvt. Ltd." for a private limited company.
https://seribangash.com/article-of-association-is-legal-doc-of-company/
Registered Office Clause: It specifies the location where the company's registered office is situated. This office is where all official communications and notices are sent.
Objective Clause: This clause delineates the main objectives for which the company is formed. It's important to define these objectives clearly, as the company cannot undertake activities beyond those mentioned in this clause.
www.seribangash.com
Liability Clause: It outlines the extent of liability of the company's members. In the case of companies limited by shares, the liability of members is limited to the amount unpaid on their shares. For companies limited by guarantee, members' liability is limited to the amount they undertake to contribute if the company is wound up.
https://seribangash.com/promotors-is-person-conceived-formation-company/
Capital Clause: This clause specifies the authorized capital of the company, i.e., the maximum amount of share capital the company is authorized to issue. It also mentions the division of this capital into shares and their respective nominal value.
Association Clause: It simply states that the subscribers wish to form a company and agree to become members of it, in accordance with the terms of the MOA.
Importance of Memorandum of Association:
Legal Requirement: The MOA is a legal requirement for the formation of a company. It must be filed with the Registrar of Companies during the incorporation process.
Constitutional Document: It serves as the company's constitutional document, defining its scope, powers, and limitations.
Protection of Members: It protects the interests of the company's members by clearly defining the objectives and limiting their liability.
External Communication: It provides clarity to external parties, such as investors, creditors, and regulatory authorities, regarding the company's objectives and powers.
https://seribangash.com/difference-public-and-private-company-law/
Binding Authority: The company and its members are bound by the provisions of the MOA. Any action taken beyond its scope may be considered ultra vires (beyond the powers) of the company and therefore void.
Amendment of MOA:
While the MOA lays down the company's fundamental principles, it is not entirely immutable. It can be amended, but only under specific circumstances and in compliance with legal procedures. Amendments typically require shareholder
Falcon stands out as a top-tier P2P Invoice Discounting platform in India, bridging esteemed blue-chip companies and eager investors. Our goal is to transform the investment landscape in India by establishing a comprehensive destination for borrowers and investors with diverse profiles and needs, all while minimizing risk. What sets Falcon apart is the elimination of intermediaries such as commercial banks and depository institutions, allowing investors to enjoy higher yields.
Attending a job Interview for B1 and B2 Englsih learnersErika906060
It is a sample of an interview for a business english class for pre-intermediate and intermediate english students with emphasis on the speking ability.
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
Know more: https://www.synapseindia.com/technology/mean-stack-development-company.html
VAT Registration Outlined In UAE: Benefits and Requirementsuae taxgpt
Vat Registration is a legal obligation for businesses meeting the threshold requirement, helping companies avoid fines and ramifications. Contact now!
https://viralsocialtrends.com/vat-registration-outlined-in-uae/
RMD24 | Debunking the non-endemic revenue myth Marvin Vacquier Droop | First ...BBPMedia1
Marvin neemt je in deze presentatie mee in de voordelen van non-endemic advertising op retail media netwerken. Hij brengt ook de uitdagingen in beeld die de markt op dit moment heeft op het gebied van retail media voor niet-leveranciers.
Retail media wordt gezien als het nieuwe advertising-medium en ook mediabureaus richten massaal retail media-afdelingen op. Merken die niet in de betreffende winkel liggen staan ook nog niet in de rij om op de retail media netwerken te adverteren. Marvin belicht de uitdagingen die er zijn om echt aansluiting te vinden op die markt van non-endemic advertising.
Affordable Stationery Printing Services in Jaipur | Navpack n PrintNavpack & Print
Looking for professional printing services in Jaipur? Navpack n Print offers high-quality and affordable stationery printing for all your business needs. Stand out with custom stationery designs and fast turnaround times. Contact us today for a quote!
Implicitly or explicitly all competing businesses employ a strategy to select a mix
of marketing resources. Formulating such competitive strategies fundamentally
involves recognizing relationships between elements of the marketing mix (e.g.,
price and product quality), as well as assessing competitive and market conditions
(i.e., industry structure in the language of economics).
3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
2. Inside Sales
The Sales Institute of Ireland
Introduction
Some business to business sales models have
changed. More and more parts of the sales process are
now taking place remotely enabled by technology.
This course is designed for Sales Professionals who sell
medium value, complex products remotely. It provides
conceptual approaches to maximise your engagement
with your territory and your customer, It also provides
the sales behaviours to enable the Inside Sales
Professional to sell more.
Course Objectives
• Increase the number of real, qualified opportunities generated
• Get higher and wider within accounts and opportunities
• To help you present your product/service as an enabler to the customers business strategy
• To increase success with decision makers
Content
Understanding My Territory
– Identifying the right prospects
– Identifying your connection strategy
– Understanding your customer base
• Using LinkedIn for acquisition
• Target Strategy – How to connect with your prospect
• How to write emails to interested prospects so they will accept your call
• How to converse in an email conversation that gets the customer curious and thinking robustly about
your product
• How to converse in a Social Media that gets the customer curious and thinking robustly about your
product.
• How to create more commitment before you converse.
• How to make a phone call that will get an appointment
• Preparing for the remote meeting
• How to structure the remote meeting
• How to influence remotely
Duration: 2 days (non consecutive)
Dates: 23rd September, 7th October
Cost: €690 (members) €750 (non members)
3. Increasing Sales by Telephone
The Sales Institute of Ireland
Introduction
This course is aimed at sellers who use the telephone
to sell products and services directly to consumers.
Whether you sell on inbound or outbound calls, this
workshop help you develop the prospecting protocols
and influencing skills required to significantly increase
your sales success over the phone.
Course Objectives
• Evaluate your current telephone skills level
• Develop an appropriate telephone structure based on best practice
• Learn how influence works over the phone
• Increase your telephone sales results
Content
• Understand the way buyers think and buy
• WIIFM - ‘What’s in it for me’ – the only item on the customer’s mind
• Incremental steps – how customers make the decision to proceed with your offering
• How to structure the call for maxim commercial impact
• Developing results based call openings that gets the customer interested
• How to give the customer perceived control at all stages of the call
• Asking better questions to create better understanding and better sales opportunities
• Use of summary and conditioning questions to move the call forward
• How to present your offering based focusing on the customer’s priorities and motivations
• Asking for the business
• How to explore and overcome an objection
• Managing gatekeepers and voice mail
• Get an outcome for every call: How to bring every call to a conclusion
• Managing the follow up call - How to get commitment in advance.
• Best practice telephone sales metrics
Duration: 1 day
Date: 11th November
Cost: €345 (members) €395 (non members)
4. Business to Business Selling
The Sales Institute of Ireland
Introduction
Identifying new customers, driving demand, and
building a solid sales pipeline is at the core of
successful sales prospecting for anybody who sells
business to business. The marketplace is growing
more competitive by the day which means that the
business customer has more choice than ever before.
Sellers now have to work as hard for repeat purchases
as they do for new business. This business to
business sales course will teach you the necessary
consultative selling skills required to exceed your sales
target this year and beyond.
Course Objectives
After attending this course participants will have the ability to:
• Make appointments by phone, email, and 'LinkedIn'
• Structure a prospecting meeting for maximum effect
• Better understand and profile their sales prospects
• Structure the sales process for maximum revenue and shortest lead time
• Ask the best sales questions to qualify and position your solution
• Ask for a commitment smoothly and effectively
• Sell more profitably and efficiently
Content
• Techniques to target better prospects.
• Understanding your metrics
• How to write a compelling email
• How to connect with prospects using LinkedIn
• Where and how to network successfully
• How to get appointments by phone
• Preparing for the initial sales meeting
• How to structure a sales meeting
• Conditioning: Using the techniques of influence to increase conversion of sales.
• Handling objections: using forward planning to handle objections seamlessly.
• Closing: Gaining commitment or movement to the next stage
• Adapting your approach for different types of opportunities
• Developing a personal action
Duration: 2 days (non consecutive)
Dates: 8th October, 22nd October
Cost: €690 (members) €750 (non members)
5. Managing Major Accounts
The Sales Institute of Ireland
Introduction
Many markets are flat currently, as a result more organisatiions are
chasing the same revenue. Retention is one of the biggest issue in
sales currently. Customers have also changed. Their business
priorities, budgets, authority and influences may be different from
the last time they bought from you. When power shifts -
requirements can get redefined. It is vital that sales organisations
are engaged strategically and positioned correctly to retain and
grow major accounts.
Course Objectives
• To help organisations engage their accounts at a more strategic level.
• To position your product/service in a more differentiated fashion and shift the focus from services and
prices to strategic value and relationships.
• To help you identify the relevant stakeholders and develop the right relationships, which help shift the
perception from supplier to Strategic Partner.
• To retain and grow more business
• To help you write strategically robust Account Plans
Content
The Role of the Account Manager – How to see your role.
The Business Context of Account Management - How to understand your client’s environment.
Account profiling – The Key Account Management Wheel, an effective diagnostic to tell you how you are
positioned within an account.
Relationships in Accounts – We will help you maximise the value of your relationships within your
accounts through :
• Identifying Purchasing Roles
• Discovering Individual and Business Agendas
• Identifying Personal Wins and Personal Losses
• Identifying Influence
Account Planning - How to write an Account Plan that will engage all of your organisation in retaining and
growing the Account.
• Identify the Key Players, their roles, their agendas and your strategy
• Understand the business challenges of the customer
• Identify your objectives
• Identify your unique business value proposition
• Create and execute on an action plan
Duration: 1 day
Date: 21st October
Cost: €390 (members) €450 (non members)
6. Microsoft Office
For Sales Professionals
The Sales Institute of Ireland
Introduction
Most of us use Office routinely every day, this course
is designed purely for the busy sales professional, its
focus is to create much higher levels of efficiency and
impact.
Content
Prospecting
• How to create mail merge documents to
communicate with multiple prospects
• How to create email merge documents to communicate with multiple prospects
• How to manage all your sales prospects information including LinkedIn and facebook
• Learn how to track all your activities with a prospect and customer using Outlook
• How to manage all activities for your sales prospects including email, appointments and tasks
• How to set up distribution lists so you can stay in touch easily and maintain your thought leadership
Personal Organisation
• How to sync outlook with other devices
• How to Integrate your sales calendar into outlook
Proposals
• How to use templates to write customised attractive proposals in a fraction of the time.
• How to use advanced formatting functions to create professional tenders and proposals
• How to easily integrate sales data from Microsoft Excel into your proposals and reports
• How to easily integrate charts from Microsoft Excel into your proposals and sales reports
Sales Reporting and Insight
• How to create professional formatted sales forecasts
• How to easily create charts to analyse sales information
• How to conditional functions to automatically highlight important sales insight
Preparing Presentations
• How to customise presentations to include customer images, logos, videos and audio
• How to use templates to create customised attractive slide decks in a fraction of the time
• How to easily integrate sales data and charts from Excel into your sales presentations
Security
• How to password protect important customer data
• How to encrypt important customer data
Duration: 1 day
Date: 20th September
Cost: €350 (members) €395 (non members)
7. Negotiating for
Higher Profitability
The Sales Institute of Ireland
Introduction
Customers often buy in two stages, the first stage is
that they decide that your product is suitable and
beneficial. The second stage is they negotiate the very
best deal they can.
Negotiation is a very different dynamic to sales and as
a result requires a very different set of behaviors. If
your staff both sell and negotiate, this programme will
ensure they negotiate more profitable deals
Approach
This is an extremely practical and interactive course. Case studies are used for preparation and
negotiation. Real issues are surfaced and techniques are learnt that will enable much better negotiation in
the field. There will be at least three fully recorded role plays with detailed feedback that provide a superb
vehicle for the learning
Content
Principals of Negotiation
• The six key principals of excellent negotiation
How to Prepare for a Negotiation
• Understanding your position and objectives
• Assessing their objectives
• Identifying your opening position
• Identifying your bottom line
• Ascertaining the value of the other parties concessions
• Preparing for "what if's "
How to Structure a Negotiation
We will explore the six phases of negotiation and the most appropriate behaviours in each phase.
The Behaviors to Use in a Negotiation
20 key negotiation behaviors to improve profitability and execution
Duration: 2 days
Dates: 18th November, 19th November
Cost: €795 (members) €895 (non members)
8. LinkedIn for Acquisition
and Retention
The Sales Institute of Ireland
Introduction
LinkedIn is now the pre-eminent business networking
platform for B2B sales professionals. Many sellers use
LinkedIn merely as a research tool, and then assume if
they build a profile .... then the sales enquiries should
come. But they don't!
LinkedIn, if fully integrated into your sales prospecting
activities, will create better online networking
opportunities that will help shorten your sales cycle
and win more business.
Course Objectives
This workshop will help clarify your LinkedIn sales strategy and also teach you a series of practical and
ethical sales tactics that will help move you closer to having conversations about potential business
opportunities with your LinkedIn network.
Workshop will include;
Content
• What is your current LinkedIn sales strategy - and is it sustainable?
• How to build a LinkedIn profile that will get noticed and sell your expertise
• Networking principles and applying them to LinkedIn
• How to best reach out and connect with targets and prospects (and how not to)
• Targeting prospects using the Advanced Search and other tools
• Groups and how to engage with them and be seen as an expert within them
• Thought leadership as a business development tool
• How to write a compelling Blog and utilising LinkedIn to publicise it Best practice and a recommended
weekly LinkedIn regime
To get the maximum for this workshop, we recommend;
You have an existing LinkedIn account, you are a LinkedIn user and understand the basic functionality,
and you bring your laptop with you.
Duration: Half day
Date: 27th September
Cost: €195 (members) €265 (non members)
9. www.salesinstitute.ie
The Sales Institute of Ireland, 68 Merrion Square, Dublin 2, Ireland
T: + 353 1 662 6904 E: info@salesinstitute.ie
Knowledge Networking Performance
The Sales Institute of Ireland