Business to Business Selling - The Secrets

Course Dates: 13^th March & 3^rd April

Member Rate: €400.00

Trainer: David Malone, Evolve Organisational Learning Consultants

Identifying new customers, driving demand, and building a solid sales pipeline is at the core of successful sales prospecting for anybody who sells business to business. The marketplace is growing more competitive by the day which means that the business customer has more choice than ever before. Sellers now have to work as hard for repeat purchases as they do for new business.

This business to business sales course will teach you the necessary consultative selling skills required to exceed your sales target this year and beyond.

This course will illustrate how to:

• Make appointments by phone, email, and 'LinkedIn'
• Structure a prospecting meeting for maximum effect
• Better understand and profile their sales prospects
• Structure the sales process for maximum revenue and shortest lead time
• Ask the best sales questions to qualify and position your solution
• Ask for a commitment smoothly and effectively
• Sell more profitably and efficiently

Following successful completion of this course, participants will have acquired:

• Techniques to target better prospects
• Understanding your metrics
• How to write a compelling e-mail
• How to connect with prospects using LinkedIn
• Where and how to network successfully
• How to get appointments by phone
• Preparing for the initial sales meeting
• How to structure a sales meeting
• Conditioning: Using the techniques of influence to increase conversion of sales
• Handling objections: using forward planning to handle objections seamlessly
• Closing: Gaining commitment or movement to the next stage
• Adapting your approach for different types of opportunities
• Developing a personal action plan

This course is ideal for business owners and sales professionals and is only €400.00 for Chamber members so BOOK NOW!!

Microsoft Visio

Course Date: 12^th March

Member Rate: €110.00

This is an Introduction to Microsoft Visio course, a course with a high level of practical content, aimed at those who have not used Microsoft Visio before. It is designed for candidates with widely differing experience and skill levels.

A large part of the course is spent with a set of specially prepared exercises and projects so that those attending gain firm foundations through their own practical experience.

Following this course, participants will be able to:

- Use a Template to create a document

- Insert shapes to create a diagram

- Manipulate shape properties

- Set a background page to a diagram

- Find shapes

- Manage a custom stencil

- Set available formatting features to objects

- Position and align shapes on a page

- Use connections to connect shapes

- Control snap and glue options

- Add a layer to a drawing

- Set up the document for printing

This is an Introduction to Microsoft Visio course, a course with a high level of practical content, aimed at those who have not used Microsoft Visio before. It is designed for candidates with widely differing experience and skill levels.

No previous experience of Microsoft Visio is necessary, but candidates should have a good understanding of computer basics and be familiar with the Windows operating systems. BOOK NOW!!

Microsoft Project

Course Date: 13^th March

Member Rate: €110.00

This course provides practical guidance on how to plan and schedule projects using Microsoft Project. On completion of the course, delegates will have acquired the skills needed to create a new project, enter task, resource and cost information; analyse and adjust schedules with date, dependency and resource constraints; and customise and print Gantt Chart views and reports.

At the end of this course, participants will be able to:

• Insert tasks and subtasks to a project
• Link tasks to create dependencies
• Create and use project calendars
• Create and assign resources to tasks
• Apply basic costs to tasks
• Use appropriate views to identify project information
• Apply filtering and sorting
• Finalise a project

This Introduction to Microsoft Project course is aimed at new, recent or intending users of Microsoft Project wishing to develop their project understanding and capabilities with this package. This course is ideal for anyone who wishes to learn the basics of using Microsoft Project. No previous usage of Microsoft Project is required, however basic Microsoft Window skills are needed. BOOK HERE!

See our full range of courses at www.corkchamber.ie/training

Bookings can be completed through the website and enquiries should be directed to Aoife@corkchamber.ie  (Business School Executive)

Business School Calendar

March

• Microsoft Visio 12^th March
• MS Excel Advanced 12^th March
• Microsoft Project 13^th March
• Dale Carnegie – High Impact Presentations 13^th March
• Certificate in Train the Trainer 20^th March
• PMI Exam Preparation 24^th March
• Certificate in Supervisory Management25^th March

April

• Influencing & Negotiating Skills 16^th April

Enterprise Ireland’s Market Access Grant Scheme

Eligibility:

If you are an Enterprise Ireland client and meet the following criteria then you are eligible for a Market Access Grant:

1. Have more than 10 full-time employees in Ireland;
2. Are engaged in an eligible manufacturing or service activity in the Republic of Ireland;
3. Have a sufficient available De Minimis balance;
4. Companies must not be eligible to receive the support applied for from An Bord Bia or An Bord Iascaigh Mhara;
5. A) The company must be trading for more than 6 years and have sustainable revenues of at least €500k;

OR

B) The company, if not trading for more than 6 years, has annual sustainable revenues of at least €500k, achieved a positive EBITDA for the previous 9 months and can demonstrate sustainable positive EBITDA;

1. Large companies are eligible on a case by case basis;

Additionally, the project for which a Market Access Grant is sought must be:

1. For a new geographic market
2. In cases where the projects are for markets where the company is already selling, the grant can only be for new products/services to that market.

Maximum grant:

The maximum grant funding is 50% of eligible expenditure and up to a maximum grant of €150,000.

Eligible activities:

The grant is designed to allow clients to undertake market research to:

1. Prove that a market opportunity exists
2. Determine the best route to market
3. Identify channel partners
4. Identify target customers
5. Develop a market or customer specific value proposition
6. Develop an appropriate messaging strategy for the target market and customers

Application Procedure:

Prior to applying for funding, applications must be discussed with your Enterprise Ireland Development Advisor and preferably with the Market Adviser in the relevant target market as well. Application forms are available through market advisors within the target markets only.

Enterprise Europe Network Events Calendar

March

• European B2B Matchmaking Event at Ecobuild, London,  5^th March
• Biowales 2014 Brokerage Event, Cardiff, 6^th to 7^th March
• Mission for Growth in Greece, Athens, 10^th to 11^th March
• Mission for Growth in Italy, Naples, 13^th March to 14^th March

April

• Taking Care of Business, Cork, 1^st April
• Mission for Growth in Spain, Sevilla and Mérida, 2^nd to 3^rd of April
• Industrial Technologies 2014, Athens, 9^th to 11^th of April 
• 2nd Biopesticide Event, London, 11^th April

Sports stars from the Munster Rugby team, Cork hurling team, Irish men’s hockey team and the Kerry football team will be lending their support to the charity fashion show and will be taking to the runway to model on the night.

‘Girl Rising’ is a project of the Girl Rising international movement (www.girlrising.com); promoting education for girls around the world. ‘Millions of girls face barriers to education that boys do not and yet, when you educate a girl you can break cycles of poverty in just one generation.’

There will be great table prizes up for grabs and the monster raffle include prizes of a pair of two season passes to the 2014 Irish Open at Fota Island and a pair of Il Divo tickets for their concert in Musgrave park in June which includes a limousine escort and weekend stay at The Imperial Hotel.

The gala ball will kick off a week of activities for the C.A.A. including ‘Light it up Blue’ day in Cork City where buildings light up blue on April 2^nd World Autism Awareness Day to raise awareness of autism in Cork. Support from the public and corporates during this week is vital in order for the C.A.A to continue to develop their services.The C.A.A has and continues to evolve into a service of excellence for adults with autism and asperger syndrome and has improved the quality of lives of many adults with autism and their families.

Book now for this wonderful evening of fine food, entertainment, dancing and fun. Tickets cost €75 and tables are in groups of 10. 

 
Pictured at the launch of the Light it up Blue Gala Ball at the Maryborough Hotel last Friday were from left Marion Courtney C.A.A. Fundraising Manager, Seán Óg Ó hAilpín and Mary O'Sullivan Social Care worker at the C.A.A.