B2B Sales and Marketing Strategy

This workshop offers a comprehensive overview of the latest trends and thinking on B2B and high-tech marketing, exploring the challenges of customer centricity, CRM and seller-buyer relations, innovation management, value chain integration, emerging markets, sustainability and the role of the internet in B2B marketing.

We will provide senior managers with the vision, methods and tools needed to formulate a new marketing strategy and to implement it successfully.

Principles of Value-Based B2B Marketing

Every manager in a B2B enterprise needs to understand how to use marketing tools and techniques to create, communicate and measure customer value. Read more

Product Management in B2B Markets

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Consumer Marketing Strategy

Most marketing plans disintegrate between the drawing board and the market. By asking the right questions and involving various parts of the business, marketing plans are implemented with more focus and greater impact on the brand’s performance. Read more

Fundamentals of Consumer Marketing

This workshop gives managers with relatively little formal marketing training a solid overview of the entire marketing process. Read more

Mini Master of Marketing Management - Part I & Part II

Certified Marketing Manager provides a marketing education that brings people at a similar level as their qualified colleagues in general, or as a support for a customized market-oriented culture effort of a company or department. Read more

Product, Category and Segment Management in Consumer Markets

Creating propositions which tap into your consumer’s deeper motivations and needs can substantially differentiate your business in the marketplace. Read more

International Key Account Management

As customers internationalize their vendor relations, sales and service structures need to follow suit. Being able to consistently manage international accounts at the global, regional and (sub-)national level, will allow your business to maximise sales opportunities and create a long term integration with your customer’s business. Read more

Product Life Cycle Management

Managing products profitably across the Product Life Cycle (the PLC) is a highly demanding task for Marketers, increasingly recognized by senior management as one of the key activities for a business to master. Tougher competition, faster time-to-market, increasing product development costs and reducing life cycles are just some of the challenges that Product Marketing Managers must deal with, and which are addressed in this workshop, together with a systematic approach for product introductions and the Go-to-Market actions that are applicable for both B2B and B2C markets. Read more

Managing and Coaching Your Sales Force for High Performance

As a sales manager you need to get the best out of your team and individuals through effective management and support to build the appropriate capabilities required to reach your objectives. This workshop helps sales managers develop and apply their sales management and coaching skills, systematically and effectively, to drive business results. Read more

Value-Based Selling

The role of sales has evolved from communicating a predefined value proposition to dialoguing and working with the customer to create their own unique value proposition, value as defined and needed by the customer. Participants will learn how to use their acquired business and selling experience to design and implement methods to define customer value, to communicate the value, and ultimately to increase call impact and overall sales performance. Read more

Fundamentals of Successful Selling

Sales people are possibly the most important asset of a company, in terms of reaching the customer and bringing in the business. In today’s cost conscious and highly competitive markets, every customer interaction counts. It is absolutely vital as a salesperson to have the right knowledge, skills and attitude to reach sales objectives. 

If you are new to sales or feel the need to sharpen your skills, this workshop will provide you the essentials to improve your sales technique – from making effective and structured sales calls, to using the right behaviours and persuasive techniques to position your product or service and make the sale.

Negotiation and Closing Skills for Sales Professionals

In this practical and hands-on workshop, participants will be equipped with a step-by-step guide to effective negotiation and closing, based on need identification and understanding from the customer’s perspective, generating alternative solutions and selecting a solution that benefits both sides. Participants will be equipped with sales negotiation tactics, aiming to influence your customer’s perception of products’ cost, value and benefits, and tactics to close the sale by maintaining a flexible position that successfully counters your customer’s negotiating moves. Read more

Analytics: Tools and Techniques to Tame Information Overload

Make smarter business decisions using these powerful data analysis methods.

Are you tired of being under constant pressure to make the right numbers-based decisions for your organization? Are you too often overwhelmed by an out-of-control flood of numerical information, much of it conflicting and confusing? This seminar goes beyond the qualitative side of data analysis to explore proven quantitative tools and methods for analyzing, interpreting and utilizing data so that more informed and reliable business decisions can be made. Take this course to solve the problem of how to productively handle the spreadsheets, reports and information that pile up in your inbox every day—and lose the angst that goes with it! 

Managing Channels and Distributor Networks

The power and influence of the “modern” retailers is growing. To be successful you need to adapt your long-term strategy to their changing demands and find ways to jointly manage product categories with retail customers. Read more

Consultative and Solution Selling

Sales in B2B markets have become more competitive and complex. Globalization, new sources of competition, intensive utilization of Internet combined with increased customer exigencies make it more difficult for sales executives to achieve their objectives. This workshop helps sales team managers to take advantage of these changes and proposes effective sales approaches and methods. Read more

Building Strong Brands

Companies are focusing more and more on key brands. As a result they are reducing the overall number of brands in the company's portfolio. In most cases, these brands are not new and have been around for many years.

How can you make your existing brands stronger? What line extensions need to be made? Should you relaunch the brand and, if so, when? What should the positioning be?