RE:CHARGE your business with Supply Chain North East
Date: Tuesday, 29th June 2021
Time: 09:00 - 12:30
Location: Online
Cost: Free
Brought to you by Supply Chain North East and delivered by New Results.
RE:CHARGE your sales strategy with the brand new, fully-funded programme of support by Supply Chain North East & New Results.
RE:CHARGE has been developed to help businesses to stay strong, recover faster and build for the future as we slowly emerge from lockdown.
At the end of the programme you will:
· Have a clear sales and business development strategy and focused quarterly action plan
· Understand how to make your clients’ buying journey as simple and effective as possible
· Develop effective, deeper questioning and listening techniques
· Be able to build trust, rapport, and deeper client relationships
· Identify and engage with larger opportunities
· Be confident in approaching and winning major clients
· Close opportunities in the most effective way
You will begin the programme with a one-to-one appointment with your dedicated SCNE Account Manager. This will help us to establish an understanding of your business and your current needs.
You will then benefit from 12 hours of business development support and training, comprising of three remote training sessions with sales experts New Results. You will use interactive, hands-on exercises to encourage applied learning of your new business development skills.
To ensure you receive personalised support for your business, the programme has a very limited number of places. You will be encouraged to collaborate and network with the other businesses as you go through the programme together.
Following the programme, you will benefit from a final one-to-one meeting with your Account Manager to cover any final questions you may have, and to ensure your business is set fair and recharged to come out of the current situation stronger than ever.
RE:CHARGE your business with Supply Chain North East.
Funded by ERDF and LGF sources, Supply Chain North East can support businesses in Newcastle, Gateshead, North Tyneside, South Tyneside, Sunderland, County Durham and Northumberland.
ERDF eligibility criteria does apply. We are required to capture reporting data for our funders to demonstrate the support being provided. This is reflected in the questions you will need to complete as part of the registration process. To see our Privacy Policy please visit: https://www.supplychainnortheast.co.uk/_library/files/privacy-cookies-fair-processing-policy.pdf
SESSION 1: Developing your Strategic Approach
Getting your business development strategy right is the key cornerstone of this development work. Here, we help you to plan ahead with a model quarter and year. The plan itself isn’t the key, it’s getting into the practice of planning ahead and being accountable to the delivery of your strategic
BD plan.
Key Learning Outcomes:
Looking longer term – goals & target audience
PRE planning tools – stretching your goals
Identifying your key client’s targets
Refining your message
10 x planning tool – thinking of massive goals for your business development
Linking the customer journey to your sales cycle
Quarterly sales & business development planning tool
SESSION 2: Sales Fundamentals
Understanding what sales is and how you can make the most impact personally when selling is key. In this session we will be helping the group identify the skills, process and behaviours to deliver the very best sales and business development experience for each customer.
Key Learning Outcomes:
Understanding how to make the customer’s buying journey & your sales cycle as simple and effective as possible
Laying the foundations of your comfort zones
Looking at how you understand the customer’s needs
Developing effective questioning & listening techniques
Building trust, rapport & deeper customer relationships
Closing opportunities in the most effective ways
SESSION 3: Winning Major Clients
Winning, retaining and developing major clients and developing key clients is part of many organisations’ growth strategy.
Key Learning Outcomes:
Understanding what a major client is & why you might want to engage them
Planning the most effective ways of getting to meet & discuss your product with a major client
Designing a tailored approach, developing client curiosity and digging into the details of specific clients
Using the telescope and microscope techniques to see more of your clients needs
Planning to gather the information on the issues, goals and barriers from your client’s perspective
Using our four-stage engagement process