In many ways, the explosion of small and medium-sized businesses in the UK represents great news. This is particularly true for the nation’s economy, with independent businesses considered to be one of the primary engines for growth and expansion in the modern age. Make no mistake; small business in booming […]
Tag Archives | sales
Attempting to launch a successful business start-up is fraught with risk in the modern age, particularly when you consider the economic and geopolitical challenges facing entrepreneurs. It has also been suggested that a staggering 96% of all SMEs fail within 10 years of their launch, and this underlines the oppressive […]
Online business is lucrative. Purchasers are finding it easy to shop in their homes. This is evidence that online market contains millions of customers every minute. The presence of customers guarantees success in the online market. However, you need the right tools to make great sales. Listed are 15 techniques […]
Everyone’s talking about inbound marketing these days. Personally, I’m getting a little tired of it (though I’m definitely one of the culprits adding to the incessant noise). Outbound lead generation tactics are still legit! They may be a little more expensive, but the best lead generation campaigns use a combination of […]
When Eric Ries coined the term “Minimum Viable Product” for the first time he described it as: “A Minimum Viable Product is that version of a new product which allows a team to collect the maximum amount of validated learning about customers with the least effort.” In the world of […]
Many markets are flat currently, as a result more organisations are chasing the same revenue. Retention is one of the biggest issue in sales currently. 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.
Who Should Attend
Experienced or new account managers who need to plan, retain and grow their major account business. Sales managers leading new or evolving key account teams. Business development managers who are responsible for building long-term business through their sales teams would also benefit
- To help organisations engage their accounts at a more strategic level.
- To position your product/service in a more differentiated fashion and shift the focus from services and prices to strategic value and relationships.
- To help you identify the relevant stakeholders and develop the right relationships, which help shift the perception from supplier to Strategic Partner.
- To retain and grow more business
- To help you write strategically robust Account Plans
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:
- Identifying Purchasing Roles
- Discovering Individual and Business Agendas
- Identifying Personal Wins and Personal Losses
- Identifying Influence
Account Planning – How to write an Account Plan that will engage all of your organisation in retaining and growing the Account.
- Identify the Key Players, their roles, their agendas and your strategy
- Understand the business challenges of the customer
- Identify your objectives
- Identify your unique business value proposition
- Create and execute on an action plan
Fee to attend: €410 (Members), €490 (non Members)
The most essential skills in the business world are negotiating skills. If one is unable to negotiate logically, persuasively and fairly, it could jeopardize his/her business or miss out great opportunities as a result. In an attempt to argue persuasively, participants more often rely on illogical arguments that are rational […]
The latest InterTradeIreland Business Monitor (Quarter one, Jan – Mar 2015) has highlighted a positive but cautious start to the year for businesses across the island. The report, which reflects the views of more than 750 businesses across the island, has revealed that almost nine out of ten firms are […]
When it comes to increasing sales, nothing can compare to the power of the internet. Whether you have a local place of business or an online global presence, there is no better way to reach millions of people, literally overnight. Small businesses looking to boost sales should really investigate how […]
As with any Irish technology company, we all suffer unique challenges when growing business internationally. As a country we have a small population so we struggle when trying to make as much noise as our International competitors. Even places we assume are tiny states such as Haiti & Togo have twice and three times […]
ManagementWorks is hosting a FREE half-day workshop in Dundalk on the topic of “Growing Your Business – How to improve sales, cash-flow and profits.” The workshop is open to SME Owners and Managers in the region. It will be delivered by ActionCOACH Business Coaching Ireland and will focus on the key drivers of growth and profitability in small businesses. It’s an opportunity for you as a manager to take a step back from your business for a few hours and to think about the actions you need to take to generate sales, improve cashflow and increase profits.
For more info visit http://www.managementworks.ie/events/free-workshop-growing-your-business-dundalk-0.
InterTradeIreland’s latest quarterly Business Monitor (Q3 July – Sept 2014), highlights that smaller firms and non-exporters across the island are now beginning to shows signs of economic recovery and growth – the most positive set of results since 2008. Strong business performance and recovery across all sectors in Q3 2014 […]
We all know we need to Focus in order to achieve something special. We know it is the magic ingredient that will determine our success or failure. But what is it? How do we get it and most importantly how do we maintain it to get what we want? Because […]
With the difficult economic times we live in, more and more people are trying to access finance for their business, whether for assisting with product development or just to start out a new venture. The common problem however faced by businesses at all stages of development is where to access […]
Without effective advertising, few businesses can thrive. Advertising campaigns can be expensive, unless you plan it well and are aware of all options. Avoid overspending on your marketing and advertising by following these tips. Promoting in Print Print still matters as an advertising tool. Flyers, brochures and other items that […]
At some point, every brand will find themselves in a less than desirable place publicly. It happens. Whether it’s an accidental offensive public statement or a vocal customer who spreads stories of dissatisfaction, it’s bound to happen to you. The question is, how will you respond to or prevent incidents […]
Any small business needs a constant flow of customers to survive in the highly competitive marketplace that we are in. To a large extent this flow can be controlled by enhancing the customer’s experience with the company. If it is a service, make it exceptional. If it is a product, […]
Website design is essentially cyclic in nature especially if the website supports an online business. If you are an affiliate marketer you will know the importance of setting up a website quickly and efficiently. The graphics must keep an essence of the website and blend well with the web design. […]
There’s an old saying, “The truth hurts”, and sometimes I’ll agree. If you’re running a retail business however, there’s a much more important mantra – TELLING LIES IS BAD FOR SALES! Now, your reaction to this statement may range across: Absolutely agree, I never lie to a customer; Argue over […]
Email is a powerful small business tool for lead generation, marketing and general communication. If your business relies on reaching out to potential clients or interacting with current customers then email can be one of the most powerful tools in your arsenal. But many people are not using email to […]