Sales & Marketing 5 day Workshop


Intensive, interactive and thought-provoking workshop for technical & non-technical employees working in Sales, Marketing and other client facing capacity in Power Generation, Oil & Gas, Green Energy, Aerospace, Automotive, Utilities, Government & Defense sectors.

 

Day 1:
Part 1: Introduction to basic principles of Sales, Marketing & Communication.

Part 2: Analysis of baseline self-awareness, market understanding, grasp on sales techniques & email / phone / on-site presentation skills (this will all be recorded for video analysis).

Day 2:

Part 1: Learn to understand and break down individual personality and sales styles. Learn to analyze and interpret your client’s personality style and adjust your projected image, language, and communication style.

Part 2: Who is selling to whom? Strategies for deciphering blockers, bluffs and negotiating. How to create urgency, demonstrate value and build connection with prospects. Presentation skills. Classroom Exercises in pairs.

Day 3:

Part 1: Push vs. Pull marketing, best practices and insight on how to get your sales and marketing teams on the same page. How to adjust approach based on language and culture as different parts of the world respond better to different strategies and tactics.

Part 2: Sell us something. Students have a chance to be videotaped while presenting a sales pitch, using what they learned in class. HW given.

Day 4:

Part 1: Providing value and framing a value proposition. Excel and ROI models. Powerpoint, presentation, and proposal writing skills.

Part 2: Sell us something. Students have a chance to be videotaped while presenting a sales pitch, using what they learned in class. 

Day 5:

Part 1: Review and analysis of presentation videos and tools created for future use (call and email scripts, presentations, ROI models, etc)

Part 2: Q&A