Agenda of the workshop
WELCOME DINNER: Wednesday 8th September, 2010
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19:00 - 21:00 |
Arrival, networking reception, buffet dinner. |
DAY ONE: Thursday 9th September, 2010
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08:30 - 09:00 |
Arrival, registration, and networking. |
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09:00 - 09:30 |
Welcome address. |
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09:30 - 10:45 |
Framework and Definition of High Value Sales, Sales Management, and Building Predictable Strategic Customer Relationships Case |
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10:45 - 11:00 |
Coffee Break |
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| 11:00 - 12:30 | Example: Quantifying the Customer Value Proposition Definition of an Effective Elevator Sales Pitch |
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12:30 - 12:45 |
Selected Participants Practice Their Elevator Pitch | |
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12:45 - 14:00 |
Luncheon | |
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14:00 - 14:30 |
Creating a Sales and Customer focused Culture in Your Company and with Your Customers | |
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14:30 - 15:15 |
Maintaining Customer Focus; Making the Numbers | |
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15:15 - 15:45 |
Coffee Break | |
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15:45 - 16:30 |
Managing a Global Sales Organization in Tough Times: Critical Accounts, Compensation, Motivation, Q-to-Q Performance | |
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16:30 - 17:00 |
Communicate your Value Proposition to CEOs of Prospective Customers: Practice your Elevator Sales Pitch |
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17:30 - 19:00 |
Networking Reception and Live Graded Elevator Pitch Exercise with Top Executives and Potential “Customers” |
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| 19:00 - 21:00 | Dinner "Hosted" by Sponsors and Course Participants |
DAY TWO: Friday 10th September, 2010
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08:30 - 09:15 |
Networking Breakfast; with time to Practice Presentations. |
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09:15 - 11:00 |
Example of Winning Pitches |
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11:00 - 11:30 |
Coffee Break | |
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11:30 - 13:00 |
Recruiting, Building, and Motivating a World Class Sales Team | |
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13:00 - 14:30 |
Luncheon | |
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14:30 - 15:45 |
The Close: Completing the Sale | |
| 15:45 - 16:00 | Wrap Up: Conclusions, and Presentation of Certificates |