Top Menu

Tag Archives | sales


From Business Blogging to Website Performance: What are the Technical Requirements Start-up firms must face?

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 […]

Continue Reading 0

Why Outbound Lead Generation is a Necessary Pain

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 […]

Continue Reading 0

Managing Major Accounts, Ballsbridge

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

Course Objectives

  • 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)


Continue Reading 0

Calling all Innovators & Entrepreneurs, we need your help & your green VOTE !!

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 […]

Continue Reading 0

Free Workshop – Growing Your Business: Dundalk

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

Continue Reading 0

Small and Domestic Firms Report Recovery

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 […]

Continue Reading 0

Identify and Keep Your Customers

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, […]

Continue Reading 0

The Life Cycle of Web Design

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. […]

Continue Reading 0

Telling Lies is Bad for Sales!

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 […]

Continue Reading 0

Effective Email Signature Tips

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 […]

Continue Reading 3