14 B2B courses

Define the value of your solution for each specific customer and close more deals.

Identify your best customers, find their needs and develop great opportunities.

How to get the most value from any interaction with a customer to progress opportunities to a successful conclusion.

Get the tools and information required to progress opportunities from idea to commission cheque.

Catalyst for Sales is a two day sales training course for sales teams who are not making sales at the speed that they would like to or who are losing opportunities to no decision rather than a competitor.

Learn how to conduct a negotiation that satisfies both parties so that a win-win outcome is achieved.

This is an essential programme for members of staff whose role exposes them to aggressive or violent behaviour. 1 WHAT'S HAPPENING? * Issues around us * Risks in context * Personal experiences 2 SAFETY FUNDAMENTALS * Following internal policy and procedure * Personal safety and lone working * Use of technology 3 NIPPING ISSUES IN THE BUD * Recognising early warning signs * Avoiding causing problems for ourselves 4 CALMING - REACHING - CONTROLLING * Tips and techniques for potentially calming a situation * Reaching and building rapport * Accelerants - tips on avoiding accelerating a situation * Assertiveness techniques * Non-verbal behaviour * Active listening and the use of questions and distractions * Exploring ways forward and identifying win/wins * Avoiding the secondary argument * Fogging * The 'drama triangle' * If all else fails... 5 HARASSMENT, STALKING AND ON-LINE BULLING * What constitutes harassment and definition of stalking * On-line bullying * Steps to take 6 REPORTING PRINCIPLES * Importance of incidence reporting * Taking care of us * What next?

How to make great demonstrations that impress and inform your audience, using typical customer workflows.

Customers are astute and well-practised in researching and seeking information, solutions and added value in the minimum number of clicks online. There's only so much time they're willing to spend carrying on clicking. This mentality isn't just restricted to the world of B2C. In our increasingly hectic world, where information is expected to be available instantly, it applies just as much to B2B. In this workshop, we look at how putting yourself in the shoes of your customer and mapping their decision-making and buying journey is critical to ensuring that you provide what they perceive as fast solutions and added value. You will learn all about the three pillars for creating competitive brand experiences: Customer engagement planning puts you firmly in the shoes of your customer, helping you to build meaningful marketing communications delivered through the right resources at the right time to inspire your customers to engage with you. This programme will help participants to: * Understand the evolution of the customer buying journey * Map a customer buying journey for your brand or solutions * Understand the customer micro-moments and signals indicating interest and buying intent, both online and offline * Apply the psychology of branding to build marketing communications with impact * Develop sales and marketing content that differentiates your brand(s) from the competition by demonstrating unique value and how you can meet your customer's needs 1 THE EVOLUTION OF THE CUSTOMER JOURNEY * Understand how the use of mobile has had an impact on the customer buying journey where today's customers can research and compare products and solutions whenever and wherever they like, making the purchase journey even less linear * Explore how marketers are adapting to this new customer behaviour and drawing upon various strategies to win the hearts and minds of their audiences 2 THE SEE-THINK-DO-CARE FRAMEWORK * Explore the many different frameworks used to track the customer journey * Understand and apply the modern marketing model, where the internet has enabled the customer to hop between multiple touchpoints before making a purchase decision 3 CUSTOMER MICRO-MOMENTS AND SIGNALS IN THEIR BUYING JOURNEY * Understand the online and offline moments when customers seek information to research and make buying decisions * Apply this understanding to build a marketing communication plan to reach customers at all stages of their buying journey 4 THE ROLE OF BRANDING IN THE CUSTOMER JOURNEY * Explore the psychology of branding * Learn how to ensure your branding is relevant to your target customer needs * Bring together your brand value and story to achieve brand loyalty 5 THE WHY-HOW-WHAT FRAMEWORK * Apply a systematic approach to build a successful and compelling brand * Understand how starting with 'why' will help build your brand purpose * Apply the content marketing matrix to communicate your brand's value * Apply the hero-help-hub model to build engaging content marketing ACTIONABLE OUTCOMES We will use your brand examples to provide opportunities for practice: * You will learn and reflect on best practice examples of customer engagement * You will discover your brand value, purpose and the 'sweet spot' to drive engagement with your customers * You will create a customer engagement plan that can be implemented immediately within your business * You will receive immediate feedback on your customer engagement plan * You will have the opportunity to share common issues and solutions with your colleagues in the group

SESSION BORDER CONTROLLERS COURSE DESCRIPTION A hands on course covering Session Border Controllers with a focus on the technical workings of features commonly found in Session Border Controllers. Hands on practicals follow each major theory session. WHAT WILL YOU LEARN * Explain how Session Border Controllers work. * Explain the SIP call flow using a SBC. * Deploy Session Border Controllers * Describe the features found in Session Border Controllers. SESSION BORDER CONTROLLERS COURSE DETAILS * Who will benefit: Technical staff working with SIP. * Prerequisites: Definitive SIP for engineers * Duration 2 days SESSION BORDER CONTROLLERS COURSE CONTENTS * SIP review Signalling, media, RTP, SIP, peer to peer, SIP proxies, SIP call flows. Hands on: SIP packet analysis. * Session Border Controllers What is a SBC? SBC features, peering scenario, access scenario, NNI SBC, UNI SBC, enterprise SBC. Hands on: SBC call flows * SBC topology hiding Header privacy, B2BUA. Hands on: Header analysis. * Session control Call admissions, QoS, statistics and billing, redundancy and scalability. Hands on: SBC session control * SBC and NAT NAT traversal, STUN, ICE, NAT and SIP, NAT and RTP. Hands on: SBC and NAT traversal. * SBC and security DoS, access control, encryption, authentication, toll fraud, regulatory issues, lawful intercept. Hands on: Security. * Interoperability mediation Manipulating SIP headers, IMS, IETF, TISPAN, SIP-I. SBC interworking.