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As technology continues to develop and increasingly interact with our daily lives, so must our sales techniques to ensure we're leveraging advances in how people do business to our advantage. It is essential for all salespeople to understand how to navigate the various tools at our disposal and grow their skills and confidence to put them into action in order to build a solid business pipeline. We have developed this programme to be practical, fun and interactive, whilst ensuring that participants will learn how to utilise new technology to their advantage, self-generate new business leads and opportunities, gain additional business and referrals from existing contacts, and save time and effort using proven business development skills. This course will help participants: Understand the 'organized persistence' model of sales prospecting Develop skills in using video, online and social media to generate interest Understand how to write effective sales and outreach emails and using online tools Develop techniques for effectively managing telephone appointments Learn ways to use LinkedIn for connecting with customers and prospects Develop networking skills and learn how to source and develop referrals and professional introductions 1 Key principles of smart sales prospecting Set your sales prospecting goals and objectives Elevator pitch, core messages and your value proposition Targeting and segmenting your market 'Organised persistence' using your CRM effectively 2 Setting appointments by telephone - planning and preparation Why calling still works and the best times to call Creating a call prompt sheet: Opening a call and taking control Giving a reason to meet Key questions to ask Overcoming the cold calling blues 3 Setting appointments by telephone - advanced skills Giving a reason to meet and 'selling the appointment' Key questions to ask that will create interest and motivation to meet Voice tone, power words, phrasing, pausing, responding Getting past gatekeepers and getting through 4 Using LinkedIn for research and follow-up Why LinkedIn matters and how to use it Finding new contacts, connecting and Inmailing Short-cuts and advanced skills 5 Email strategies that work Using AIDA and other templates for sales emails Using personalized video emails to create interest Vertical targeting emails, with examples Building awareness with an email chain

In the fast-changing world of business, and especially IT, everyone in the organisation should be involved in sales. One of the best ways is to give the customer an outstanding experience. The customer experience is the competitive battlefield of today. Sales may be won or lost here. You can either close a sale for a quick buck, or open a long-term relationship to create a high lifetime value customer. By developing excellent communication skills, rapport and, most of all, a desire to serve and listen to the needs of the customer to the best of their ability, both sales teams and other IT professionals will create trust, nurture relationships and develop awareness of other opportunities with the customer. By the end of this course, participants will be able to: Understand the power of a positive customer experience in developing sales opportunities Recognise and develop a sales opportunity when it arises Engage with customers and develop rapport and trust Use verbal and non-verbal communication skills and pick up on signals Ask powerful questions - and listen to the answers Create 'magic moments' for the customer Turn a complaint into an opportunity Know when to ask for referrals and testimonials Pass on leads to the relevant people 1 Introduction Aims and objectives Beliefs about sales 2 Building rapport First impressions Short cuts to rapport Finding common interests 3 Selling or serving? Managing emotions and behaviour - Transactional Analysis Moments of truth - creating 'magic moments' Speed sells - the follow-up 4 Meetings Planning a successful meeting Pre-meeting connection and assistance Sales meeting failure reasons Right v wrong mindset 5 Communication - verbal and non-verbal The 3 Vs - Visual, Verbal, Vocal Picking up on signals 7 power questions Questioning techniques LISTEN - 3 types of listening skills 6 Influencing 6 levels of influence Framing to change perspectives Turning complaints into opportunities 7 Referrals The power of referrals How and when to ask for a referral 5 steps from rapport to referral 8 Presentation and pitching (optional session) Basic presentation structure and delivery Creating powerful impressions Creating a 60-second pitch The elevator 10-second pitch - answering 'What do you do?' Sales presentations Emotion v Intellect - how to engage Using visuals

Duration 4 Days 24 CPD hours This course is intended for Designed for individuals interested in obtaining information about the CBAP and CCBA exam process especially potential exam candidates interested in pursuing business analysis certification from IIBA in the next 3 to 6 months. Overview Review the 6 Knowledge Areas of the BABOK Guide and discuss the business analysis tasks performed in each. Understand the relationships between the business analysis processes and how each defines an important aspect of the business analysis discipline. Review key terms, business analysis techniques, and competencies important to business analysis. Discuss the 5 business analysis Perspectives presented in BABOK Guide, v3. Complete simulated exam questions to assess personal readiness for taking the exam. Obtain key tips and techniques for effectively preparing for and successfully completing the CBAP or CCBA exam. This course provides you with a clear and detailed understanding of the concepts covered within the CBAP© and CCBA© exams. You will gain valuable tips and techniques to help prepare, study, and assess your personal readiness. In addition, you will earn valuable professional development hours toward meeting the exam criteria. CBAP© and CCBA© Overview Discuss the benefits of professional certification Present the CBAP©/CCBA© eligibility requirements Explain the exam process Discuss the exam blueprints Understand the recertification process Introduction to BABOK© Guide v3 Define the purpose of A Guide to the Business Analysis Body of Knowledge© (BABOK© Guide) Present the structure/components of the BABOK© Guide Identify the six business analysis Knowledge Areas Discuss the supporting areas of the BABOK© Guide BABOK© Guide Key Concepts Define key concepts from the BABOK© Guide Present the Business Analysis Core Concept Model? Discuss the requirements classification scheme Explain Requirements and Designs Present the 5 Business Analysis Perspectives Business Analysis Planning and Monitoring Identify the 5 tasks in Business Analysis Planning and Monitoring Understand the work performed in each of these tasks Explain the significance of the outputs produced within this knowledge area Elicitation and Collaboration Identify the 5 tasks in Elicitation and Collaboration Understand the work performed in each of these tasks Explain the significance of the outputs produced within this knowledge area Requirements Life Cycle Management Identify the 5 tasks in Requirements Life Cycle Management Understand the work performed in each of these tasks Explain the significance of the outputs produced within this knowledge area Strategy Analysis Identify the 5 tasks in Strategy Analysis Understand the work performed in each of these tasks Explain the significance of the outputs produced within this knowledge area Requirements Analysis and Design Definition Identify the 6 tasks in Requirements Analysis and Design Definition Understand the work performed in each of these tasks Explain the significance of the outputs produced within this knowledge area Solution Evaluation Identify the 6 tasks in Solution Evaluation Understand the work performed in each of these tasks Explain the significance of the outputs produced within this knowledge area Underlying Competencies Describe and understand the importance of the underlying competencies (UCs) Understand how to prepare for questions about UCs on the exam Business Analysis Techniques More clearly understand the 50 techniques presented in the BABOK© Guide Understand how to study techniques for the exam Assess Your Readiness 1 hour mock-exam to assess personal readiness Strategies for Success Utilize 8 strategies for preparing for the CBAP© or CCBA© certification exams Develop study tools and a plan to assist you in preparing for the exams Understand the tools and resources available to help you be successful Wrap-up Take Your Questions Next Steps Additional course details: Nexus Humans BACP02 - Certified Business Analysis Professional (CBAP) Exam Preparation training program is a workshop that presents an invigorating mix of sessions, lessons, and masterclasses meticulously crafted to propel your learning expedition forward. This immersive bootcamp-style experience boasts interactive lectures, hands-on labs, and collaborative hackathons, all strategically designed to fortify fundamental concepts. Guided by seasoned coaches, each session offers priceless insights and practical skills crucial for honing your expertise. Whether you're stepping into the realm of professional skills or a seasoned professional, this comprehensive course ensures you're equipped with the knowledge and prowess necessary for success. While we feel this is the best course for the BACP02 - Certified Business Analysis Professional (CBAP) Exam Preparation course and one of our Top 10 we encourage you to read the course outline to make sure it is the right content for you. Additionally, private sessions, closed classes or dedicated events are available both live online and at our training centres in Dublin and London, as well as at your offices anywhere in the UK, Ireland or across EMEA.

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Learn about Intuitive Creativity, and three practices: Deep-Mapping, SoulCollage® and Walking with Trees If intuitive creative practices as a pathway to unfolding are new to you, please do be in touch to organise a call where you can discover more, share where you are at, and ask any questions you need to.  Register here and I will be in touch to arrange a call with you.

When staff are new to sales it can seem daunting, especially when they have targets to meet. If the staff you need to promote your products and services get it wrong then it can knock their confidence and negatively impact how your customers see you as an organisation. This programme provides staff with the basic skills they need to sell. This course will help participants: Profile customers Research and identify potential new customers Use the consultative sales process Build effective rapport with customers Identify customer needs through effective questioning and listening Position products and services effectively Close the sale or gain commitment to further action Manage their customer portfolio to maximise sales 1 Introduction Aims and objectives of the training Personal introductions and objectives Self-assessment of existing sales skills Overview of content 2 Knowing your customers Who are your customers, and what do they want from you? What are your strengths, compared to your competitors? Who are your new potential customers? How do you communicate with new customers? What do you need to know about your customers before you start to sell? Making the initial approach Planning your pipeline - keeping the customers coming 3 The four-step sales process Overview of the consultative sales process Key benefits of using the consultative sales process Focusing on behaviours not targets The behaviours of a good salesperson Common pitfalls and mistakes Personal strengths and weaknesses 4 Building rapport First impressions - Mehrabian theory of communication Short cuts to building rapport Looking out for clues as to how the customer is thinking Looping back to keep the conversation flowing Acknowledging past communication Dealing with emotions such as anger Setting the agenda to keep control Getting past gatekeepers 5 Questioning and listening How to ask open questions to uncover information Left brain questions When closed question can be useful What stops us listening? The four levels of listening How to develop your listening skills 6 Presenting products and services to customers When to present Using benefits not features Making it personal Using reciprocity The tendency towards the middle Using consistency 7 Gaining commitment Testing the water Dealing with objections using ACLEO Asking for the business Getting referrals Ending with a personalised close Following-up 8 Managing your customer pipeline Spotting opportunities for cross-sales Managing your portfolio Maximising sales proactively Review meetings Customer satisfaction measures and surveys Mystery shopping 9 Putting it all together Skills practice Personal learning summary and action plans

Duration 5 Days 30 CPD hours This course is intended for This course is intended for: Solutions Architects who are new to designing and building cloud architectures Data Center Architects who are migrating from on-premises environment to cloud architectures Other IT/cloud roles who want to understand how to design and build cloud architectures Overview In this course, you will learn how to: Make architectural decisions based on AWS architectural principles and best practices Use AWS services to make your infrastructure scalable, reliable, and highly available Use AWS Managed Services to enable greater flexibility and resiliency in an infrastructure Make an AWS-based infrastructure more efficient to increase performance and reduce costs Use the Well Architected Framework to improve architectures with AWS solutions This course covers all aspects of how to architect for the cloud over four-and-a-half-days. It covers topics from Architecting on AWS and Advanced Architecting on AWS to offer an immersive course in cloud architecture. You will learn how to design cloud architectures, starting small and working to large-scale enterprise level designs-and everything in between. Starting with the Well-Architected Framework, you will learn important architecting information for AWS services including: compute, storage, database, networking, security, monitoring, automation, optimization, benefits of de-coupling applications and serverless, building for resilience, and understanding costs Module 1: Introduction The real story of AWS Well-Architected Framework Six advantages of the cloud Global infrastructure Module 2: The Simplest Architectures S3 Glacier Choosing your regions Hands-on lab: Static Website Module 3: Adding a Compute Layer EC2 Storage solutions for instances Purchasing options such as dedicated host vs instances Module 4: Adding a Database Layer Relational vs non-relational Managed databases RDS Dynamo DB Neptune Hands-on lab: Deploying a web application on AWS Module 5: Networking in AWS Part 1 VPC CIDR and subnets Public vs private subnets NAT and internet gateway Security groups Module 6: Networking in AWS Part 2 Virtual Private Gateway VPN Direct Connect VPC peering Transit Gateway VPC Endpoints Elastic Load Balancer Route 53 Hands-on lab: Creating a VPC Module 7: AWS Identity and Access Management (IAM) IAM Identity federation Cognito Module 8: Organizations Organizations Multiple account management Tagging strategies Module 9: Elasticity, High Availability, and Monitoring Elasticity vs inelasticity Monitoring with CloudWatch, CloudTrail, and VPC Flow Logs Auto scaling Scaling databases Hands-on lab: Creating a highly available environment Module 10: Automation Why automate? CloudFormation AWS Quick Starts AWS Systems Manager AWS OpsWorks AWS Elastic Beanstalk Module 11: Deployment Methods Why use a deployment method? Blue green and canary deployment Tools to implement your deployment methods CI/CD Hands-on lab: Automating infrastructure deployment Module 12: Caching When and why you should cache your data Cloudfront Elasticache (Redis/Memcached) DynamoDB Accelerator Module 13: Security of Your Data Shared responsibility model Data classification Encryption Automatic data security Module 14: Building Decoupled Architecture Tight coupling vs loose coupling SQS SNS Module 15: Optimizations and Review Review questions Best practices Activity: Design and architecture - two trues and one lie Module 16: Microservices What is a microservice? Containers ECS Fargate EKS Module 17: Serverless Why use serverless? Lambda API Gateway AWS Step Functions Hands-on lab: Implementing a serverless architecture with AWS Managed Services Module 18: Building for Resilience Using managed services greatly increases resiliency Serverless for resiliency Issues with microservices to be aware of DDoS Hands-on lab: Amazon CloudFront content delivery and automating WAF rules Module 19: Networking in AWS Part 3 Elastic Network Adapter Maximum transmission units Global Accelerator Site to site VPN Transit Gateway Module 20: Understanding Costs Simple monthly calculator Right sizing your instances Price sensitive architecture examples Module 21: Migration Strategies Cloud migration strategies Planning Migrating Optimizing Hands-on lab: Application deployment using AWS Fargate Module 22: RTO/RPO and Backup Recovery Setup Disaster planning Recovery options Module 23: Final Review Architecting advice Service use case questions Example test questions Additional course details: Nexus Humans Architecting on AWS - Accelerator training program is a workshop that presents an invigorating mix of sessions, lessons, and masterclasses meticulously crafted to propel your learning expedition forward. This immersive bootcamp-style experience boasts interactive lectures, hands-on labs, and collaborative hackathons, all strategically designed to fortify fundamental concepts. Guided by seasoned coaches, each session offers priceless insights and practical skills crucial for honing your expertise. Whether you're stepping into the realm of professional skills or a seasoned professional, this comprehensive course ensures you're equipped with the knowledge and prowess necessary for success. While we feel this is the best course for the Architecting on AWS - Accelerator course and one of our Top 10 we encourage you to read the course outline to make sure it is the right content for you. Additionally, private sessions, closed classes or dedicated events are available both live online and at our training centres in Dublin and London, as well as at your offices anywhere in the UK, Ireland or across EMEA.

Duration 5 Days 30 CPD hours This course is intended for This course is intended for: Solutions architects and cloud architects seeking their AWS Certified Solutions Architect - Associate certification Customers and APN Partners who have 6 to 12 months of experience with AWS including a strong architecture background and experience Individuals who prefer an instructor led course for training and exam readiness Individuals who have not taken the Architecting on AWS course in the last ~6 months Overview In this course, you will learn to: Make architectural decisions based on AWS architectural principles and best practices Leverage AWS services to make your infrastructure scalable, reliable, and highly available Leverage AWS Managed Services to enable greater flexibility and resiliency in an infrastructure Make an AWS-based infrastructure more efficient to increase performance and reduce costs Use the Well-Architected Framework to improve architectures with AWS solutions Navigate the logistics of the examination process, exam structure, and question types Identify how questions relate to AWS architectural concepts Interpret the concepts being tested by an exam question This five-day, instructor-led course helps busy architects get away from the day-to-day to get focused and ready for their AWS Certified Solutions Architect ? Associate exam. Attendees learn the fundamentals of building IT infrastructure on AWS, so they can build scalable and resilient solutions in the cloud, by spending the first 3 days on the Architecting on AWS course. They?ll start getting in the exam readiness mindset with bonus end of module quizzes. Next, they?ll learn strategies to answer exam questions and avoid common mistakes with the Exam Readiness: AWS Certified Solutions Architect ? Associate half-day course. The course broadens attendees? knowledge of AWS services with deep dives into Amazon Redshift, Amazon Kinesis, and AWS Key Management Service, and then concludes with two quizzes and an instructor guided review of the AWS Certified Solutions Architect ? Associate practice exam. Architecting on AWS Module 1: Introduction Module 2: The Simplest Architectures Hands-On Lab 1: Hosting a Static Website Module 3: Adding a Compute Layer Module 4: Adding a Database Layer Hands-On Lab 2: Deploying a Web Application on AWS Module 5: Networking in AWS Part 1 Hands-On Lab 3: Creating a Virtual Private Cloud Architecting on AWS (continued) Module 6: Networking in AWS Part 2 Module 7: AWS Identity and Access Management (IAM) Module 8: Elasticity, High Availability, and Monitoring Hands-On Lab 4: Creating a Highly Available Environment Module 9: Automation Hands-On Lab 5: Automating Infrastructure Deployment with AWS CloudFormation Module 10: Caching Architecting on AWS (continued) Module 11: Building Decoupled Architectures Module 12: Microservices and Serverless Architectures Hands-On Lab 6: Implementing a Serverless Architecture with AWS Managed Services Module 13: RTP/RPO and Backup Recovery Setup Module 14: Optimizations and Review Exam Readiness: AWS Certified Solutions Architect -- Associate Module 0: The Exam Module 1: Design Resilient Architectures Module 2: Design Performant Architectures Module 3: Specify Secure Applications and Architectures Module 4: Design Cost-Optimized Architectures Module 5: Define Operationally Excellent Architectures Exam Readiness Additional deep dive of AWS services Quiz #1 Practice exam: AWS Certified Solutions Architect ? Associate Quiz #2 Wrap-up

Course Outline: What is “Diversity and Inclusion”?  The Cultural Contact Lens - understanding different people's experiences  The Social Ecological Model - understanding how individual elements sit within and impact upon social change  Finding your ‘why’, and the Business Case for D&I  Going above and beyond the Law - the Equality Act (2010) and protected characteristics  Becoming comfortable with feeling uncomfortable  Privilege, power, and the Cycle of Oppression  An introduction to allyship  Summary and questions