AIIA’s CollabIT program, through the Vic.NET ICT Cluster, is teaming with Carpe Diem Consulting to offer sales and marketing training workshops specially tailored for SMEs in the ICT industry, at prices that represent exceptional value for AIIA and cluster members. Our recent series of Carpe Diem workshops hosted by Canberra.NET and NSW.NET were a sell-out success, so to guarantee your place.
Workshops will be run at Exhibition Room, Microsoft, 4 Freshwater Place, Southbank, Vic 3006.
Select from 5 different topics over 2 days.
Workshop features
1. Selling solutions
2. Building sales pipelines
3. Improving customer satisfaction
4. Word of mouth marketing
5. Win major opportunities
About Carpe Diem
Carpe Diem delivers a range of seminars relating to strategy, marketing and sales, with a reputation for its customised work with the Microsoft Partner community in Australia and New Zealand. Bruce Rasmussen, Carpe Diem's Managing Director, is highly acclaimed within the community and his team of industry experts brings combines best practice and 60 years of strategic planning, marketing and sales experience to provide theoretically grounded, yet highly practical information from people who “know the ropes”. Bruce recently presented at Microsoft’s Worldwide Partner Conference in Houston, Texas, where his session received the 4th highest feedback from attendees – out of over 200 sessions at the conference.
About the workshops
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 win 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.
Further information contact:
Gener8
Ph: 03 9018 9071
Cancellation Policy
AIIA will provide refunds for cancellations advised in accordance with the following days before the event: more than 28 days - full refund; 22-28 days - 75% refund; 8-21 days - 50% refund; 7 days or less - no refund. You may substitute a colleague at any time if you are unable to attend.
