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One of today’s most critical business skills is the ability to uncover and develop new opportunities - whether they are in existing major accounts, or new accounts.
Executives in every industry, from professional services to IT and finance are finding it increasingly difficult to grow organically as clients becomes more sophisticated and the line separating products, services and 'solutions' blurs.
In this challenging environment, it seems that many executives also feel that their existing sales force is not as effective as it could be. A 2004 study by Accenture found that out of 178 executives polled, 56% saw their sales force’s performance as "average, worse than normal, or 'catastrophic'".
So what’s the answer? Firing the sales force and building a new one certainly isn’t. The competition for talent in Australia means that good people are increasingly hard to find as companies become desperate to retain their best performers.
So, the only option left is to improve the skills and effectiveness of the existing business development team. Mastering Business Development is a fast-paced, highly interactive program that meets this objective by teaching participants to create value throughout every stage the buying process.
Click here to download program outline
Communicating and presenting persuasively is a critical business skill, yet many professionals find it extremely challenging.
The temptation is often to deliver a standard PowerPoint slide show as the answer to every new opportunity for communication. However, we know from years of client feedback that this is rarely a persuasive or relevant methodology.
In fact many clients have told us that if they took the logos off their prospective supplier’s slides they wouldn’t know who was presenting to them!
The purpose of this workshop is to provide participants with an effective balance of preparation frameworks and delivery capabilities in presenting.
The program will help your people become better presenters through discussion and exercises in such areas as positioning, structure, content, style and image as well as preparing for likely questions from the audience.
A range of interactive exercises, role-plays and video-taped performances are used to maximise skill improvement.
Click here to download program outline
Please contact us for more information on our tailored programs.
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