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Masterclass Outline
The programmme is highly interactive with group syndicate sessions, individual business considerations, detailed discussions, real life examples, - and fun!
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SECTION 1
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Aspirations & Brand
- Defining your aspirations vs competition
- Why not shoot for the moon?
- What are the 8 personalities of your brand?
- Case Study those who got it wrong!
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SECTION 2
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Develop a Market Leading Strategy
- Obtaining clarity on the shape of your market
- Setting a market leading strategy built on global research
- Learning the three basic disciplines of market leaders:
- Operational Excellence
- Product Leadership
- Customer Intimacy
- Learn how to develop a customer and competitor perception grid and why they are important
- Learn the Marketing Strategy Process
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SECTION 3
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Your Routes to Market – why, what and how
- Learn when to use Agents & when to use Distributors
- How to manage them – the need to weed & feed
- Learn when to have your own salesforce
- The all important Sales Management MatrixTM
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SECTION 4
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Sales Growth for Free
- Learn the secrets and tools to increase sales involving less risk, less investment and more likelihood of success.
- Finding out the reasons why customers leave.
- Achieving your overall significant sales growth by setting and achieving only modest individual growth targets
- The Universal Buying Process (UBP)
- You can double sales for free!
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SECTION 5
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Price
- The Price Pressure Model
- The salespersons' job spec
- The rational buyer?
- You deserve higher prices - and how to get them
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SECTION 6
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Promote yourself in the Market
- Learn how new technologies have transformed the way you should think
- Learn the three golden rules of market promotion
- Mind your T's & R's for sales growth!
- The Product/Process grid
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SECTION 7
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Business Simulation Exercises
- Take part in a real life syndicate Case Study of a business seeking, and achieving. a 300% growth in revenues.
- Sales Growth MatrixTM - adopting an ideally conservative, view of what you believe is achievable in a typical company for the next full year financial results, you will complete a Sales Growth MatrixTM
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SECTION 8
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Managing Change – Entering 'The Change House'
- How can you walk the talk and translate it into real numbers?
- Introducing 'The Change House' model
- The 4 types of rooms in the Change HouseTM
- Room of Contentment
- Room of Denial
- Room of Confusion
- Room of Renewal
- Why constant renewal in your sales and marketing strategy is important
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SECTION 9
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Delegate "Take-Aways" check list
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