Below are many of our tailored seminars and workshops.
In addition to our standard programs, our clients are able to build special in-company development programs that consist of modules, exercises and case studies of the client's choice. This allows our clients to receive maximum benefits with a totally customized program.
For further information, please contact us with your specific requirements.
How to increase your earnings by 2-9 times by selling service
Selling Services How to Win
This workshop specifically addresses how the different services fit and can be woven into a comprehensive and complete service offering in a complex situation
Add Value Create Revenue
How Vendors and Business Partners can determine and establish their business model profitably and build it to endure
Identify and Build Your Unique Winning Value Propositions
Learn how Vendors and Business Partners can identify and establish their real value, and formulate it into winning and unique value propositions for their prospects and customers
Channel Strategy & Guides
Increase the level of understanding that Vendors and Business Partners personnel have of your channel strategy and channel models
Account Planning Process
How to plan and prepare for key account management of Business Partners and large accounts
Selection and Recruitment
Learn to use a complete and comprehensive selection process when choosing new business partners from screening to signature
Channel & Business Partner Value Analysis
Learn to analyze and assess the value of each channel and business partner to provide you the best market and account coverage
Partner Investment Plan
Learn to build a partnership investment plan
2-3 Day Workshops
General Description
Essentials of Product Marketing
Designed specifically as an in-company program to help new-to-job persons understand what they need to do to develop their market.
Working with Business Partners (Direct sales and Product units)
To understand why and how the industry is moving towards hybrid marketing systems, and the implications for Vendors.
To be able to work effectively together with business partners within the frame of your channels strategy, tools & support programs.
To understand how business partners run their business in a dynamic IT industry· To be able to develop and manage profitable relationships with business partners and to maintain their commitment
Territory Management Effectiveness
Learn how to effective manage a diverse territory
Recognize and evaluate the different business partner types and build effective relationships
Know how roles and responsibilities are allocated within your organization with respect to territory coverage and partner management & support
R&R workshop
Understand the roles and responsibilities - with respect to working with business partners - of each individual team member and the team as a whole, and act accordingly within the your organization
Be able to build the business partner investment proposition
Be able to evaluate the effectiveness of the investment and related performance of the business partner
Be able to gain cooperation and commitment from the business partner
Tł GSP
Train the trainer for GSP workshop
Capturing Orders: From Proposal to Agreement
To make every proposal responsive and complete, meeting the customers' expressed and implied needs, at a competitive price
Crafting sales contracts that correspond to international standards, which minimize the risks and liabilities to the supplier and insure (in so far as is possible) the timely payment of all contract amounts
Solution Network Leadership Workshop
Manage the business partner(s) sales function while building the end-user solution
Understand the market, the customers, their buying behavior, the influencers, & the relevant business partners needed to get the order
Develop & execute territory marketing plans
11 Ways to License Your Product for Profit
A Businessman's Guide to Licensing: A successful method to increase profits, market share and market penetration is through "licensing" or "franchising", which is renting your company expertise: "what you know, have and/or do - including your patents, trademarks, copyrights, technology and know-how
Business Writing for Results
How to write clear, persuasive and effective emails, reports, memos, letters, c.v.'s, contracts, and procedures in any language - and get the results you want now!
Value Proposition Building
Learn how to understand, identify, analyze, and craft your value propositions to business partners and end users.
Strategy workshop
Understand, identify, analyze and assess the channel and partner management strategies your company needs to implement
Multicultural Management
How to work in a variety of cultures with different values
3 to 5+-Day Seminars
General Description
Working with Business Partners
To understand the principles of marketing channels
To be able to develop effective partnerships within the frame of your company's channels strategy, tools & support programs
To understand how different business partners run their business
Channel Structure & Management
Foundation for channel and partner structure and management
Building the Partnership
For business partner account managers: how to develop and make the partnership work
Selling & Marketing Through Distribution Channels & Partners
Addresses the variety of structures of distribution systems ('routes-to-market') in the business world.
Highlights how channels and individual channel members can be managed to obtain maximum benefit for the organization and the business partners
See Channel Management
The Franchising Alternative
A state-of-the-art overview of franchising as a potential growth strategy in Europe. You will gain a thorough understanding of the role that the franchising alternative could play in your expansion plans and a methodology to make a go/no go decision based upon analysis of market and financial requirements.
11 Ways to License Your Product for Profit
A Businessman's Guide to Licensing: A successful method to increase profits, market share and market penetration is through "licensing" or "franchising", which is renting your company expertise: "what you know, have and/or do - including your patents, trademarks, copyrights, technology and know-how
Consultative / Leadership / Solution Selling
Learn the skills of leading sales consultants through system and solution selling
See Sales Leadership & Key Account Sales & Management
Key Account Mgmt
A professional approach to establishing, maintaining and managing strategic and profitable customer alliances through strategic selling.
See Sales Leadership & Key Account Sales & Management
