the sales institute training courses 2014 / 2015

W W W . S A L E S I N S T I T U T E . I E

Training Courses2014 / 2015

Selling

Negotiating

Connecting

Management

Coaching


Table of Contents

Diploma in National and International Selling 2

Sales Skills Free Training Workshops for Members 3

Managing Major Accounts 4

B2B Selling for Field Sales Professionals 5

Increasing Sales by Telephone 6

Events Schedule 2014 - 2015 7-8

Microsoft Office for Sales Professionals 9

Effective Negotiation Skills 10

Field Sales Coaching for Managers 11

LinkedIn for Acquisition and Retention 12

Remote B2B Selling for Inside Sales Professionals 13

Early Bird Rate15% Discount for courses booked and paid six weeks in advance

W W W . S A L E S I N S T I T U T E . I E W W W . S A L E S I N S T I T U T E . I E


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This programme is aimed at Business to Business SalesProfessionals and is particularly relevant to people working inB2B field sales roles selling in a local i.e., national market or inside sales roles selling in a national or international context.

Diploma in National and International Selling

Course Outline:

Who Should Attend:

Programme Format and Assessment

Award

The Diploma in National and International Selling hasbeen developed through the partnership of theNational College of Ireland and the Sales Institute.

The programme will be delivered part-time two evenings a week over twelve months comprising three terms. All assessments from this programme will be work related and the final dissertation will include a significant work based project.

Term 1

Sales ProcessSales Communications

Term 3

Negotiation and Writing Skills for SalesSocial Media for SalesDissertation

This is a full level 7 diploma (60 ECTS credits) and graduates from this programme canprogress to a wide variety of programmes on the National Framework of Qualifications.

Term 2

Account ManagementChannel Management

DurationDateCourse Fee

12 Months22nd September 2014, September 2015 (Date TBC)€4,250


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January 22nd - Cork- Five Ways to Develop your Personal Power- Using Social Media to Increase Sales- Effective Pitch Presentation- Top Tips for Making Appointments

February 12th - Belfast- Relationship Selling- How to Negotiate a Better Deal Every Time- Effective Pitch Presentation- The Future of Selling

April 15th - Dublin- Write Compelling emails to Win Appointments- Personal Branding- Inside Sales Tips for Success- MS Office Tips for Sales

July 9th - Dublin

August 20th – Dublin

- Pitching to Win- Lead Nurturing- Negotiate a Better Deal Every Time- Relationship Selling

Sales Skills Free TrainingWorkshops for Members

January 9th - Dublin- Coaching and Development in the Field- Become more Resilient in 2015- Customer Carelessness!- Understanding Different Behaviour Types

- Building Trust with your Customer- Lead Generation through Networking- Leader or Manager?- The Value v Money Sales Conversation

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Sales Skills Free TrainingWorkshops for Members

Managing MajorAccounts

Introduction

Content

Course Objectives

Retention is one of the biggest issue in sales currently. Customers 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.

Who Should AttendExperienced or new account managers who need to plan, retain and grow their major account business. Sales managers leading new or evolving key account teams. Business development managers who are responsible for building long-term business through their sales teams would also benefit

1 Day25th September, 3rd February & 20th April€410 (members) €490 (non members)

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 and Individual and Business Agendas• Identifying Personal Wins and Personal Losses • Identifying InfluenceAccount Planning - How to write an Account Plan that will engage all of your organisation.• Identify the key players, their roles, their agendas and your strategy• Understand the business challenges of the customer• Identify your objectives and unique business value proposition• Create and execute on an action plan

• 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 to shift the perception from supplier to Strategic Partner• To retain and grow more business• To help you write strategically robust Account Plans


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B2B Selling for Field Sales Professionals

Introduction

Content

Course Objectives

The marketplace is growing more competitive. 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 course will teach you the necessary consultative selling skills required to exceed your sales target this year and beyond.

Who should attendThis course is designed for business to business sales people who wish to develop their skills in the areas of getting in and winning new business via sales meetings. The workshop will cover all aspects of prospecting right through to closing that deal. Experienced sales professionals will benefit by upgrading their business development skills. Newer sales professionals will learn prospecting skills needed for a solid foundation for success.

2 Days (non consecutive)20th October & 3rd November, 16th & 30th April€730 (members) €855 (non members)

• 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 plan

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


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B2B Selling for Field Sales Professionals

Increasing Salesby Telephone

Whether you sell on inbound or outbound calls, this workshop will help you develop the prospecting protocols and influencing skills required to significantly increase your sales success over the phone.

• Evaluate your current telephone skills level• Develop an appropriate telephone structure based on best practice• Learn how influence works over the phone and increase your telephone sales results

• 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 and 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

Introduction

Course Objectives

Content


1 Day23rd October, 16th February, 12th May €365 (members) €435 (non members)

Who Should AttendSales professionals who need to develop their sales skills on the telephone to win more appointments and close deals over the phone. This course will also prove valuable to experienced salespeople who wish to improve their telephone selling skills by adapting a more structured and rigorous methodology. It is appropriate for people dealing with in-bound and out-bound telephone calls


MarketLeaders

SalesLeaders

Sales Skills Series

Sector Events

DigitalCommerce

MunsterRegion

Northern Region

Training Events

AUGUST SEPTEMBER OCTOBER NOVEMBER DECEMBER JANUARY FEBRUARY MARCH APRIL MAY JUNE JULY

Market Leaders series proudly sponsored by:

24thShane Nolan Country Manager, Google

Andrew O’NeillGroup Operations Director, Choice Hotels

29thColin GordonCEO Consumer Products, Glanbia

Bill Archer Managing Director, eircom Business

17thJohn QuinlanManaging Director, Aviva General Insurance

Dave Barrett Commercial Director, GSK

Sales Leaders series proudly sponsored by:

5thInside SalesDerek Bryan FleetmaticsFrederic Chauvire SAPKevin O’Dwyer McAfeeKevin Flanagan EMC Gary Nolan LogMeIn

3rdUsing technology to increase sales productivity.

Richard Baird WASP Joe O’Callaghan Valeo Foods Celine Weldon Diageo - Andrew MacAdam Microsoft Colin Clarke Omni ISG

21stThe power of Analytics

Paul Candon TopazDarren O’Neill FTI ConsultingPaul Colgan Now Factory

10th Identifying talent in your team to build the leaders of tomorrow.

Charley Stoney Alternatives Cera Ward GoogleJoerg Schuster PepsiCo John McDonagh Liberty Insurance

24thCustomer Retention Colm O’Brien Vodafone Ronan Whelan LayaJames Finnegan Microsoft Greg Thompson eFlow

20thFree half-day training• The Value v Money Sales

Conversation• Building Trust with your

customer• Lead Generation through

Networking• Am I a Leader or a Manager?

9thFree half-day training• Coaching and Development

in the field

• Become more resilient in 2015

• Customer carelessness!

• Understanding different behaviour types

15thFree half-day training• MS Office tips for Sales How

• Write compelling emails to win appointments

• Inside Sales tips for sucess

• ‘Power up your Personal Brand’

9thFree half-day training• Pitching to win

• Lead nurturing

• Negotiate a better deal every time

• Relationship selling

17thWhat ICT Buyers Want

Paul QuinnOff ice of Government Procurement John Shaw Kingspan

15thFMCG Outlook 2014Brian Magennis BritvicDavid Berry KantarMichael Flanagan Flanagans Foods

22ndFinancial Sector TrendsTim Bicknell Rabo DirectBrian Allen Ulster Bank

4thFMCG Review - Unlocking value in a changing environmentFrances Shanagher McCurrachGordon Neil McCurrachMatt Clark AC Neilson

18thSolution centredapproach to selling ICTGerry Murray - EMCJohn McCormack - Microsoft Jon Paul - Oracle

25thSales Culture / Multi channel challengesSean Casey - New IrelandIan Thornton - AONFergus Cardiff - Zurich

8thMobile AppsSanj Bhayro Salesforce Paul Bridgeman VOCALPaul Hennessy Microsoft Andy May UPC

26thDigital Commerce / changing trendsEileen O’Mara Salesforce Chris Coughlan HPPeter Gallogly DixonsGerard O’Neill Amarach

4thSocial Local Mobile SoLoMoClive Ryan FacebookFrank Hattann LinkedInGeorgina Bowes UPCKeith Lacy Simply Zesty

Munster Region proudly sponsored by:

18thSelling - an inside job. Moving from Amateur to Pro. Brendan DennehyInsight Partnership

23rdWhat ICT buyers want TBATrend Micro

20thMobile CommerceTom Kinsella AIB

22ndFree half day training• Five ways to develop

your personal power• Using social media

to increase sales• Eff ective pitch presentations• Top Tips for making

appointments

19thMaximising the strengths of your sales team.

Dan O’DonoghueDairygold

26th2015 Economic OutlookJP Hughes Friends First Gerard O’Neill AmarachJulie Sinnamon Enterprise Ireland

23rdFMCG Outlook

Rhona HollandPepsiCoColm LeenCarberry

21stSales Leaders evening eventGuest Speaker TBA

23rdSelling to the Public SectorProudly sponsored by Asidua Ltd.

Sharon SmythCentral Procurement Directorate

7thSelling Northern IrelandProudly sponsored by Accenture

Simon HamiltonMinistry of Finance and Personnel

23rdProudly sponsored by Fujitsu

Senior representative from the Criminal Justice arena

12thFree half day training• Relationship selling• Effective pitch presentation• How to negotiate a better

deal every time• The future of selling

20th‘Why advertise? - sure anybody can do it!’Colin Anderson Chairman/CEO of Anderson Spratt Group

14th‘SME’s - winning business from the supply chain- funded by a variety of Infrastructure Projects’

Gerry McGinn Chairman of the Strategic Investment Board

25th Managing Major Accounts

2ndLinkedIn for Acquisition and Retention9th & 10th Eff ective Negotiation Skills (2 Day)23rd Increasing Sales by Telephone 20th & Nov 3rdB2B Selling for fi eld sales professionals (2 day)

11th & 25th Field Sales Coaching for Managers (2 day) 18th LinkedIn for Acquisition and Retention

3rd Managing Major Accounts5th LinkedIn for Acquisition and Retention 9th & 23rd B2B Selling for Inside Sales (2 day)16th Increasing sales by telephone

5th Microsoft Off ice 10th & 24th Field Sales Coaching for managers (2 day) 12th & 13th Eff ective Negotiation Skills (2 day)

16th & 30th B2B Selling for fi eld sales professionals (2 day)


12th Increasing sales by telephone

ICT Event

FMCGEvent

Financial Services Event

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1 Day5th March€370 (members) €435 (non members)

Microsoft OfficeFor Sales Professionals

Most of us use Office routinely every day. The focus of this course is to create much higher levels of efficiency and impact to help increase sales.

Using MS Outlook, Excel, Word and Powerpoint, thiscourse is designed for the busy sales professional toincrease levels of efficiency and save you valuable time.

• How to create email merge documents to communicate with multiple prospects• How to manage all your sales prospects information.• 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

• 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 create professional formatted sales forecasts and charts to analyse sales information• How to use conditional functions to automatically highlight important sales insights

• 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

• How to password protect and encrypt important customer data

Introduction

Content

Prospecting

Proposals

Sales Reporting and Insight

Preparing Presentations

Security


Who Should Attend

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2 Days9th & 10th October, 12th & 13th March

Effective Negotiation Skills

Customers often buy in two stages, the first stage isthat they decide that your product is suitable andbeneficial. The second stage is they negotiate thevery 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.

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 learning.

Principles of Negotiation• The six key principles 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 NegotiationWe will explore the six phases of negotiation and the most appropriate behaviours in each phase.Twenty key negotiation behaviors to improve profitability and execution.

Introduction

Approach

Who Should AttendAll sales professionals who both sell and negotiate with customers, suppliers, alliance partners and more. Experienced sales executives and account managers who wish to prepare and execute a total negotiating plan in order to obtain the very best sales outcome through the different phases of negotiation.

Content

€835 (members) €975 (non members)


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2 Days11th & 25th November, 10th & 24th March

Field Sales Coachingfor Managers

Field Sales Coaching is perhaps the most valuableactivity of the Sales Manager. It is vital to enhanceand improve the sales capability of the sales team.A proper structured Coaching Initiative cansignificantly improve sales. This course is designedfor busy Sales Managers who require practicaltechniques that work in the field.

• Know what coaching is (and is not) in relation to other development approaches• Grasp the principles behind coaching and a process for practicing• Learn the key skills needed to be a successful coach• Understand the context for field coaching from a coachee’s perspective• Have the confidence to put the processes and skills into use immediately• Create a personal development plan around becoming an effective coach

Field sales managers, area or regional sales managers, and all other executives who are responsible for improving the sales performance of their sales team. The course is ideal for those at the first level of line management, many of whom will have the dual responsibility of managing and coaching their team either in simulated or live field accompaniment situations.

• What is coaching?• Coaching as a developmental approach• A process for coaching and how it works• Asking simple questions• Active listening• The salesperson’s perspective• Preparing for a day in the field• Working with the salesperson out selling• Effective follow through• Practice when curb-side

Introduction

Course Objectives

Who Should Attend

Content



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Who Should Attend

Half-day (9.00am to 1.00pm)2nd October, 18th November 2014 & 5th February 2015

LinkedIn for Acquisitionand Retention

LinkedIn is now the pre-eminent businessnetworking platform for B2B sales professionals.Many sellers use LinkedIn merely as a research tool,and then assume if they build a profile .... then thesales 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.

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.

This workshop is for everyone who sells business to business. There are over 1 million registered LinkedIn users in Ireland and over 10 million in the UK - it’s time that you integrate LinkedIn into your formal sales engagement plan!

• 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, are a LinkedIn user and understand the basic functionality. Attendees should bring a laptop/tablet with them. A professional photographer will take your photo for your LinkedIn profile.

Introduction

Course Objectives

Content

€215 (members) €295 (non members), includes photographer.


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2 Days (non consecutive)9th & 23rd February 2015

Remote B2B Selling forInside Sales Professionals

IntroductionSome 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 provides the sales behaviours to enable the Inside Sales Professional to sell more.

Who Should AttendThis course is designed for Inside sales professionals. That is - professional sellers who sell high value, often complex products and services remotely. The programme will be appropriate for inside sales executives, team leaders and inside sales managers who want to develop a more structured methodology of cultivating and closing inside sales opportunities. Experienced inside sales professionals will benefit by upgrading their business development skills. Newer inside sales professionals will learn prospecting skills needed for a solid foundation for success. Please note: This programme is not a telesales programme for professionals who sell business to consumer. Please see ‘increasing sales by phone’ for telesales training.

Course Objectives• Increase the number of real, qualified opportunities generated• Get higher and wider within accounts and opportunities• Help you present your product/service as an enabler to the customers business strategy• 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 (1) an email conversation and (2) on 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




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People • Ideas • Excellence

The Sales Institute

www.salesinstitute.ie

68 Merrion Square South,Dublin 2, Ireland

T +353 1 662 6904

[email protected]

The Sales Institute of Ireland helps

organisations develop sales capability and

effectiveness by providing access to an

extensive schedule of events and skills

development opportunities focusing on

different aspects of sales practice and strategy

The schedule features an extensive range of

topics and themes relevant to today’s sales

leaders and their teams.

All breakfast seminars and workshops on

the schedule are free to attend for current

members of the Sales Institute and a live

webcast will also be available for the vast

majority of these events.

The ‘Market Leaders Series’ provides a unique

opportunity to hear business leaders sharing

their knowledge and insight.

The ‘Sales Leaders Series’ focuses on strategic

topics of special relevance to Sales Directors.

‘Sector’ events are for sales professionals

working in ICT, FMCG and financial services.

The ‘Digital Commerce’ series provides

valuable insight about the latest developments

in this rapidly changing arena.

The ‘Sales Skills Series’ develops knowledge

and understanding of key skills for sales

professionals.

W W W . S A L E S I N S T I T U T E . I EW W W . S A L E S I N S T I T U T E . I E

the sales institute training courses 2014 / 2015

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