Executive series
International Selling Brochure 2015
Module 1
Positioning for Growth
– Have a systematic understanding of how customer analysis helps the creation of the value proposition.
– Craft a value proposition which recognises the differences between product/service benefits and features.
– Develop a market orientation and customer focus that can be used to underpin future learning.
Business Model Innovation
– Understand the characteristics of business models and use effective tools to develop them.
– Comprehend the challenges and common pitfalls of business model innovation.
– Learn a systematic approach to business model innovation.
Module 2
Customer Acquisition and Retention
– Accelerate growth by optimising the capabilities, systems and processes required to acquire and retain customers.
– Plan for aligned digital sales and marketing processes that will boost success in international markets.
– Apply tools to create opportunities, advance deals and unlock growth.
The Buyer Journey
– Move the focus of selling to the buyer’s perspective.
– Critically anticipate, qualify and service the international buying criteria of sector buyers in their targeted international markets.
– Understand a complex buying process in order to tailor the selling process accordingly.
Module 3
Key Account Management
– Learn how to qualify a key account.
– Focus on the development of a key account strategy and learn how to apply tools and techniques to move you into deeper and mutually beneficial relationships with your key accounts.
Leadership Through Sales
(Team Implementation Series: Participant and one colleague attend together)
– Implement a leadership through sales strategy for the business.
– Use workshop tools and processes to increase cross functional in-company collaboration.
Module 4
Routes to Market
– Create a channel management strategy and critically evaluate various channel models, frameworks and processes.
– Enhance or redesign your route to market strategies with the tools to select, manage and motivate partners in the distribution system.
Market Validation & Market Intelligence
– Devise a market intelligence collection plan for the organisation.
– Assess intelligence to make informed decisions on market validation and selection.
– Consider resource allocation for market and identify, analyse and profile competitors.
Strategic Selling Tools & Hiring
(Team Implementation Series: e-Learning webinars, available to participant and two colleagues)
– Apply a laser sharp focus to winning a strategic opportunity with the use of tools and frameworks.
– Effectively qualify the prospects needed at each stage of the pipeline to determine whether a deal is likely to close.
– Devise a rigorous internal hiring process for strategic sales hires.
Module 5
Culture and Negotiation
– Learn about the dimensions of culture across markets and how this impacts on all sales behaviours and approaches.
– Gain a systematic understanding of how to negotiate, based on an appreciation of cultural differences and master advanced closing techniques.
Module 6
Digital Business Strategy
– Create a digital marketing strategy aligned with your company’s vision and objectives with an understanding of tactics.
– Decipher where the gaps in company digital knowledge and skills exist.
Presentation Frameworks
– Presentation frameworks are provided which outline a logical structure for effectively delivering your message with confidence.
– Skills for building rapport, generating interest and engaging and persuading your prospects are also mastered.
Module 7
Lead Generation
– Create a high-level strategy for lead generation for the organisation.
– Identify and prioritise prospects from internal and external networks
– Develop a plan to deliver a successful lead generation programme
Finance
– Develop relevant financial skills to support you in writing the International Growth Plan.
Module 8
Meet the Buyer
– Present to a professional international buyer and receive feedback.
– Learn how to listen, respond to questions and handle objections.
– Test your cultural, industry and market understanding.
– This module also provides an opportunity to network with buyers operating in your industry sector.
Personal Resilience
– Learn what resilience is and why it is the core competency for personal growth.
– Identify challenges to resilience and equip yourself to improve personal resilience.
– Create a personal action plan for immediate implementation.
Module 9
International Growth Plan
– Create an International Growth Plan tailored to your company’s needs focused and linked to the overall business strategy and sales targets in international markets.
