845 Courses

Generating new leads and new business can be both time-consuming and frustrating. It's not easy - it takes skill, careful preparation and the creation of effective models and methods, even perhaps using formal approaches and scripts. Once generated, a new lead or enquiry must also be carefully managed to maximise the potential revenue it can generate. But it's crucial to get it right. If your company can afford not to worry about getting new business - congratulations! If your company is completely confident that it is performing at peak potential in generating new leads - again, congratulations! But if your company is working in the real world, couldn't your team do with some help, to become even just that little bit more effective, to make the process just that little less painful? This highly practical, intensive workshop gives sales teams the proven strategies and tactics they need to build a sustainable new business pipeline. This course will help participants: Develop a clear and consistent process for new business development and lead-generation Master the secret of effective new business development and lead-generation - 'only sell the appointment or next stage of the sales process, not your product or service' Set and achieve the right level of new business development and lead-generation activity to achieve your personal and organisational sales goals Apply the key principles of effective prospecting and pipeline management using a proven toolkit and approach Overcome the most common 'put-offs' when conducting telephone or face-to-face business-development and lead-generation activities Develop an engaging telephone voice and manner - and a 'networking personality' Qualify potential opportunities with more accuracy on a consistent basis Prioritise opportunities and manage their time when sourcing new business Discover online sources of leads, contacts and referrals Overcome psychological blocks to cold or warm calling - theirs and the client's Identify potential prospects - and decision-makers and influencers within target prospects - with greater accuracy Make outbound sales or appointment calls with improved confidence, control and results Improve the conversion of calls to appointments by using more effective questions and sales messages Get past gatekeepers and assistants more effectively Make the most of your CRM software and systems 1 Online marketing - what works! Workshop overview and learning objectives Choosing your social media channels LinkedIn for sales and marketing Designing and implementing an effective new business email campaign online Creating a lead-generation strategy online - with case studies Avoiding common mistakes in social media marketing Case study: 'Best practice in social media sales and marketing' Using blogs and video-based marketing (eg, YouTube) New trends and how to keep your finger on the 'social media' pulse Twenty essential websites and online marketing tools 2 Making appointments by telephone Planning the call, telephone techniques, integrating with email and online marketing Developing a clear and consistent process to appointment-making Setting and achieving the right level of telephone activity to achieve your appointment goals Applying the key principles of effective prospecting and pipeline management generation, using a proven toolkit and approach Overcoming the most common 'put-offs' to seeing or engaging with you Overcoming psychological blocks to cold or warm calling - yours and the client's Identifying potential prospects - and decision-makers and influencers within target prospects - with greater accuracy Making outbound sales or appointment calls with improved confidence, control and results Improving conversion of calls to appointments by using more effective questions and sales messages The five keys to developing an engaging telephone voice and approaching manner 3 Power networking Strategies for networking and B2B referral-based marketing The importance, and different types, of networking How to work a room - preparation and strategy Communication dynamics in networking - the power of the listening networker Assumptions when networking Business networking etiquette Making connections, asking for cards, contact details and referrals, gaining follow-up commitments Building relationships - follow-up and follow-through 4 Developing new leads Strategies for first-time sales calls Gaining rapport and opening first-time and new business sales calls effectively Advanced consultative selling - questioning techniques to quickly and efficiently uncover opportunities, need areas and preferences Presenting your solution to a new or first-time customer - creating an enthusiastic and compelling personalised and persuasive summary of your proposal Value message - differentiate your solutions clearly and accurately, with tailored value statements Presenting the right initial USPs, features and benefits and making them relevant and real to the customer Smart ways to position price, emphasise value and be a strong player without being the cheapest or leading on price Learn and use advanced techniques to determine customer needs, value and decision-making criteria in depth on a first-time call 5 Organised persistence - CRM and prospect-tracking Organised persistence - sales tracking, following up on 'sleeping' customers, gaining referrals, time and territory management Maintaining a good database for maximising new business ROI Developing a contact strategy with different types and levels of contact Analysing your contact base using state-of-the-art software and tools Making the most of your CRM systems and solutions Understanding that your attitude makes a difference when sourcing new business Setting SMART objectives for new business development and lead-generation Practical exercise - setting personal development and business goals Time management tips to improve daily productivity New business pipeline management strategies for peak sales performance 6 Workshop summary and close Practical exercise - developing your new business action plan Review and feedback

Professor Meredith A. Crowley, Professor of Economics at Cambridge University, will give the 2025 IFS Annual Lecture on "Trade Wars and the Future of Globalisation". The world enjoyed a dramatic fall in policy barriers to international trade and rising international integration of national markets throughout the 1990s and 2000s. However, since 2010, trade integration has stalled, with the global trade to GDP ratio hovering around 30 percent. Over the last fifteen years, the world has witnessed Britain’s exit from the EU, the 2018 US-China Trade War, major trade sanctions against Russia, and, most recently, the threat of broader American trade restrictions. This lecture will examine recent evidence on exporting firms in multiple countries and suggest new approaches to evaluating the price and welfare impacts of market fragmentation due to Brexit and the US-China Trade War. Meredith A. Crowley is a Professor of Economics at the University of Cambridge, a Fellow of St. John’s College Cambridge, President of the International Economics and Finance Society, and a Research Fellow at the Centre for Economic Policy Research (CEPR – London). Her research, focused on international trade, trade policy, and exchange rates has been published in numerous peer-reviewed journals including the American Economic Review and the Journal of International Economics. She has appeared or been cited in over 100 print and broadcast media outlets including the BBC, The New York Times, The Washington Post, The Economist, The Financial Times, The Guardian, The Telegraph, The Times and National Public Radio (US). Prior to arriving at Cambridge in 2013, Crowley worked in the Research Department of the Federal Reserve Bank of Chicago. She has taught at Georgetown University, the Shanghai University of Finance and Economics, and Nanjing University. She has presented her research at central banks and international institutions around the world, including the International Monetary Fund, the World Bank, and the World Trade Organization. Crowley received her MPP from Harvard University and her PhD in Economics from the University of Wisconsin-Madison.

Helping people become more efficient in how they manage and prioritise their working day, and for leaders and managers, how they can work efficiently by collaborating effectively with their people.

We use 'Scratch' for computer coding. Scratch is the world’s largest coding community for children and a coding language with a simple visual interface that allows young people to create digital stories, games, and animations. Scratch is designed, developed, and moderated by the Scratch Foundation, a nonprofit organization. Scratch promotes computational thinking and problem solving skills; creative teaching and learning; self-expression and collaboration; and equity in computing. Scratch is designed especially for ages 8 to 16, but is used by people of all ages. Millions of people are creating Scratch projects in a wide variety of settings, including homes, schools, museums, libraries, and community centers.  The ability to code computer programs is an important part of literacy in today’s society. When people learn to code in Scratch, they learn important strategies for solving problems, designing projects, and communicating ideas. 

Computer Science GCSE Syllabus The GCSE Computer Science Tutor Syllabus is designed to provide tutors in England with a comprehensive framework for teaching the GCSE Computer Science curriculum effectively. This syllabus aims to equip tutors with the necessary knowledge and skills to support students in their understanding and application of core computer science concepts.  Module 1: Introduction to Computer Science - Overview of computer science and its relevance in today's world - Understanding the components of a computer system - Introduction to algorithms and problem-solving techniques - Exploration of programming languages and their uses Module 2: Computer Hardware - Understanding the main components of a computer system, including CPU, memory, and storage devices - Exploring input and output devices and their functionalities - Understanding the role of operating systems and software in computer systems Module 3: Software Development - Introduction to programming concepts and languages (e.g., Python or Java) - Understanding variables, data types, and operators - Building algorithms and logical reasoning skills - Introduction to flowcharts and pseudocode - Implementation of simple programs and debugging techniques Module 4: Data Representation - Understanding binary, hexadecimal, and denary number systems - Representation of text, images, and sound using binary - Introduction to data compression and encryption techniques Module 5: Computer Networks - Understanding the basics of computer networks, including LAN, WAN, and the Internet - Introduction to network topologies, protocols, and security - Exploring the impact of digital communication on society Module 6: Cybersecurity and Ethical Issues - Understanding the importance of cybersecurity and data protection - Introduction to common threats and vulnerabilities - Exploring ethical issues related to computer science, such as privacy and intellectual property rights Module 7: Algorithms and Programming Techniques - Advanced programming concepts, including conditionals, loops, and functions - Introduction to sorting and searching algorithms - Exploring data structures, such as arrays and lists Module 8: System Architecture - Understanding the structure and function of a CPU - Introduction to memory hierarchy and cache - Exploring the Von Neumann architecture and its limitations Module 9: Computational Thinking and Problem Solving - Advanced problem-solving techniques using computational thinking - Introduction to algorithms for complex problems - Exploring algorithmic efficiency and optimization techniques Module 10: Exam Preparation and Revision - Reviewing key concepts covered throughout the syllabus - Practicing past exam questions and providing guidance on exam techniques - Supporting students with exam preparation strategies Please note that the duration and depth of each module can vary depending on the level of expertise required and the specific needs of the learners. Additionally, it's important to adapt the curriculum to the learners' proficiency levels, whether they are A Level/GCSE students or adult learners with different experience levels.

This course is ideal for line managers who conduct appraisals for team members. The focus is on the conversations you will have in appraisals and how you can make them a positive experience for you, your employee and the organisation.

In the past, popular thought treated artificial intelligence (AI) as if it were the domain of science fiction or some far-flung future. In the last few years, however, AI has been given new life. The business world has especially given it renewed interest. However, AI is not just another technology or process for the business to consider - it is a truly disruptive force.

Code the Hangman Game in a few hours, in our Taster Java Hangman Code course Basics made simple! Learn plenty in one day and apply techniques to a game by coding The Hangman Game. Get to know what is Java coding. Will you enjoy a coding career? Or for coders, simply fast-track crossing over to Java.

A popular 3 day programme aimed at team supervisors and managers. Develop skills in managing yourself, your job and managing others.

Enhancing Performance with Productive Conflict Most organizations have typically held the belief that workplace conflict is something that needs to be prevented, resolved, and/or mitigated. After all, conflict creates stress and leads to a variety of performance problems and very real costs. However, what savvy organizations have come to embrace is the understanding that when conflict is truly understood and harnessed, it can be utilized to not only add value to teams, but also enhance workplace performance. Conflict can be productive and make organizations better! Learners will explore the results of a formal, personalized, conflict-related assessment, uncovering targeted nuances of their conflict responses in action. Participants will learn to use basic strategies which allow them to transform destructive conflict responses into more productive ones, especially in the moment when they are happening. What you will Learn At the end of this program, you will be able to: Apply different models for understanding the lifecycle and dynamics of conflict Describe a physiological response to conflict and its impact on communication Recognize the correlation between a person's conflict style and how they respond to conflict Identify your own default responses to conflict and catch them in action Reframe automatic negative thoughts to create more positive interpersonal outcomes Utilize various tactics and strategies to transform destructive conflict responses into productive ones Getting Started Introductions and social agreements Course goal and objectives Opening activities Module 1: The Dynamics and Anatomy of Conflict Conflict basics Dynamics of conflict The anatomy of conflict Module 2: Conflict Styles and Conflict Conflict through the conflict style lens Exploring your style in conflict Destructive responses to conflict Module 3: Changing Your Response to Conflict Changing your conflict response Three steps to productive conflict Choosing a productive conflict response