As part of your membership fee for the Sales Institute we run four complimentary sales training half day events in Dublin and Cork. In addition, we run the following subsidised dedicated training events ranging from half day to two day courses. When combined with the extensive knowledge sharing and networking events run throughout the year, we feel that membership of the Sales Institute is the most cost effective way to keep a sales organisation trained, motivated and up to speed with the latest emerging strategic trends in the marketplace.
To have a chat with us about your company’s training requirements, please contact Yvonne Morris on 01-662 6904, or click here to email Yvonne.
For more information on our courses, click on their names below.
Dates: 22nd November & 6th December (2 days) Fee: €895, (€995 non members)
This course has been created specifically for corporate and enterprise salespeople who have to present to groups as part of their sales/retention process. We will be looking at how experienced presenters can add a higher level of skill to their communications; improving their impact, their level of influence, their enjoyment of the sales process – and their sales results. Some of these skills may be simple, helping you to create in-your-face dynamism – others may be more subtle and understated, creating under-the-radar power and influence.
All are practical and real-world effective.
Dates: 2nd & 3rd November Fee: €895, (€995 non members)
This sales leadership programme is provided in partnership with Harvest Resources, and is directed at experienced sales managers. It aims to refresh and refocus the key skills needed to continually drive best practice and achieve peak performance in teams. This two-day programme will recharge the participants’ core sales leadership skills enabling them to become more effective managers. The programme, which places a heavy emphasis on application through skills practice, covers two critical sales management capabilities of Strategic Planning and Sales Performance Coaching – which are very often underutilised because of the competing demands of the role.
Date: 11th October, 2016 Fee: €365, (€435 non members)
The telephone is still central to business to business selling, regardless of whether you are using it to win appointments or close deals. Regardless of whether you are new to sales or feel you need to refresh your skills set – this workshop will improve your call to win ratio. The workshop will introduce you to a proven step by step methodology for planning, structuring and executing a best practice business to business sales call. A sales call that will move your sales process on to the next level. You will learn how influence works over the phone and a series of “How to” techniques that will help you to become more confident, influential, and effective on your very next call.
To reserve your place on this training course, please contact email@example.com
Dates: 23rd & 24th November – Fee: €730, €855 (non members)
Identifying new customers, driving demand, and building a solid sales pipeline is at the core of successful sales prospecting for anybody who sells business to business. With the recession behind us, the Irish marketplace continues to grow and expand. This growth is also bringing more competition into the market by the day – which means that the business customer has more choice than ever before. Sellers now have to work as hard for repeat purchases as they do for new business. This business to business sales course will teach you the necessary consultative selling skills required to exceed your sales target this year and beyond.
This two day programme covers a wide range of sales skills, techniques and tools designed to boost your sales activity and rapidly build your sales pipeline. For booking enquiries, please contact the Sales Institute on 353 1 662 6904 or email firstname.lastname@example.org. A 10% discount is available for group bookings of four or more.
Date: 20th October, 2016 Fee: €410, €490 (non members)
To reserve your place on this training course, please contact e-mail email@example.com
Acquisition of major accounts, and their subsequent retention and growth has changed dramatically since the end of the recession. Customers have also changed. Their business priorities, budgets, authority and influences may be different from the last time they bought from you. When power shifts – requirements can get redefined. It is vital that sales organisations are engaged strategically and positioned correctly to retain and grow major accounts.
The Role of the Account Manager – How to see your role. The Business Context of Account Management – How to understand your client’s environment. Account profiling – The Key Account Management Wheel, an effective diagnostic to tell you how you are positioned within an account. Relationships in Accounts – We will help you maximise the value of your relationships within your accounts through :
Account Planning – How to write an Account Plan that will engage all of your organisation in retaining and growing the Account.
To reserve your place on this training course, please contact firstname.lastname@example.org
The Sales Institute – Our office hours are 9am – 5:30pm Monday – Friday.
30 Upper Fitzwilliam Street
Tel: +353 1 6626904