AIIA sales training

We're pleased to be working with the Australian Information Industries Association (AIIA) in both Sydney and Canberra (and shortly also Melbourne, Brisbane and Adelaide) to bring local ICT firms a series of sales and marketing workshops.  The AIIA informs us that NON-MEMBERS ARE WELCOME TO ATTEND!

Topics are:

1.  An Introduction to the Essence of Selling Solutions

This half day interactive workshop will provide participants with the ‘fundamental tenets’ in successfully selling solutions. Ten of these tenets will be presented – experience has shown that successful implementation of the tenets will lead to dramatic increases in identifying and converting opportunities, and the margin associated with these opportunities.

Key topics include:

•    getting buy-in to the solution sales process from EVERYONE in the selling organisation
•    identifying opportunities within a prospect BEFORE they go out to tender
•    providing truly UNIQUE solutions – even if you sell packaged products
•    a reliable process to follow to progress opportunities
•    testing buyer commitment
•    eliminating competition.

The session will be crafted to the unique needs of attendees via a survey to be completed in advance of the session.

2.  Building and Managing a Sales Pipeline

Pipeline management is the key to removing the stress and uncertainty associated with achieving a sales target.

This session will provide a checklist process by which the progress of opportunities through the sales pipeline can be measured – and specific suggestions will be made as to the types of actions that need to take place to move to later stages of the pipeline.

Discussion will also be held around how to prioritise personal activities associated with different opportunities in the sales pipeline.

3.  Improving Customer Satisfaction and Customer Value

Customer satisfaction and value perception are integral to retaining customers, getting positive word of mouth referrals, and being able to charge a premium. They are also important factors in attracting and keeping quality staff – critical in a market where it is very difficult to attract good talent.

The session will describe the key ‘killers’ of customer satisfaction, and based on this will outline a framework for creating a customer satisfaction improvement program, including what actions different members of the organisation need to take to increase customer satisfaction.

4.  Developing a Word of Mouth Marketing Strategy

With the rise of ‘social networking’ applications, ‘word of mouth’ marketing is undergoing a renaissance.

This session will outline the key techniques to achieve powerful yet inexpensive word of mouth marketing programs, based on emerging best practice.

5.  Developing a Strategy to Win a Major Opportunity

In this session a workshop process and associated ‘One page tool’ will be presented, to assist attendees develop winning strategies to convert major opportunities. Designed to be repeated a number of times during the sales campaign, the process analyses key aspects of the sale, including relationships with buying influences, the events affecting the timing of the sale, the involvement of competitors etc.

The outcome of the process is a documented set of actions that need to be taken to increase the likelihood of winning the deal.

To REGISTER for the sessions being held in Sydney, contact Caroline Crawford on 02 6281 9444 or c.crawford@aiia.com.au (NON-AIIA MEMBERS WELCOME)