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Increasing sales is the core of objective for all salespeople and it is vital they are given the tools and techniques to thrive in this highly competitive environment. The landscape within which salespeople operate is ever shifting, and now more than ever it is recognised that the key to successful selling is understanding the customer's needs and working collaboratively with them to achieve their objectives. This highly practical programme has been developed to support salespeople to develop their all-round sales skills using a customer-focused approach. The course will be fun and informal, using practical exercises to help new and experienced salespeople ensure they are equipped to deal with the challenges of selling. This course will help participants: Develop core sales skills such as building rapport, questioning and presenting benefits Identify the roles and goals of key contacts and recognize the importance of consultative selling Understand how to achieve sales by uncovering needs, matching benefits and promoting value Understand how to structure and control a customer interaction and set clear objectives for each account Develop techniques for handling objections, questions and staying positive Master the art of closing a sale and gaining agreement Understand tactical selling and how to build multiple contacts and relationships Develop skill and confidence in selling to both new prospects and existing customers 1 Consultative selling - key principles for success Recognise the importance of consultative selling and being client-focused Build the right processes to achieving sales targets - questions before features Assess your core sales skills; building rapport, asking questions, presenting features and benefits, closing 2 Consultative sales call skills How best to structure and control a customer meeting or call to be client-centric: Four Cs The importance of setting clear objectives for each call and account Setting the agenda and pre-call preparation Planning sessions 3 Your mission, message and meaning - comparative advantage Defining sales messages and USPs; positioning value and quality not price Knowing your target product and services and their value to the customer Understanding your customers buying role and qualifying the opportunity 4 An effective sales meeting - part 1 Opening the sales interview - and building rapport Gaining and retaining the full attention of the customer Probing and identifying real needs using effective sales questions Planning and practice sessions for consultative selling 5 An effective sales meeting - part 2 Matching customer needs and wants to products and services available Presenting your product or service using features, advantages, and benefits Recognising and responding to buying signals and other sales opportunities Planning and practice sessions 6 Closing the sale successfully Anticipating objections and seeing them as positives, including price objections Handling objections using proven methods and models How and when to ask for the sale professionally Follow up and follow-through Planning and practice sessions

If you want to be better at making to-do lists or managing time better this is NOT for you! The time challenges we all face at work need to be addressed with a different approach. This 'bite-size' session takes a fresh approach to how we deal with time personally and challenges the belief that we don't always have enough time. The workshop will be participative, interactive, and will cover the personal relationship we have with time and how this impacts on dealing with challenges and ever-changing priorities on a daily basis at work. The workshop will give you some practical tools and ideas on dealing with your thieves of time from a different perspective, including interruptions and emails. To enable participants to organise and use their time effectively, using strategies to help with both 'thinking' and 'doing' that are fit for purpose. This workshop will enable you to: Recognise the barriers to effective time management and set goals to overcome them and get things done Understand how their mindset affects how they use time and use better ways to deal with the inbuilt patterns of behaviour this produces when at work Plan for tasks and projects in a productive way Use some new tools and techniques to tackle time thieves, including email and interruptions Review and evaluate their learning and have an action plan to take back to work 1 Welcome, introductions and objectives Exploring your relationship with time and how you focus your mind on daily work pressures in relation to time Past, present and future - where do you focus your energy at work? Time thieves - exploring the results of the pre-workshop questionnaire and learning strategies to deal with the roots of your time thieves 2 Personal strategies and tools: having a new mindset Emails, interruptions and curve balls Review and evaluation of learning Action-planning

We need to talk openly about how we are performing and we sometimes need to have an 'honest' conversation with our manager. We all know this, but it can be difficult. This short, focused workshop will give you the confidence and skills to have a conversation with your manager (or anyone else for that matter) about your performance and how you can add value. It will focus on how to get yourself heard and build better working relationships with those key to your success. The programme will help you: Overcome the barriers to effective performance conversations Receive feedback without taking it personally Improve working relationships with your manager Agree realistic expectations and targets (and get 'buy-in' for them) Improve your communication style Plan and prepare for honest conversations in the workplace 1 What is an honest conversation? Why don't we have them more often? What stops us? The cost of not having them 2 Asking for feedback 3 Preparing for challenge 4 The expectations conversation 5 Your communication styles 6 Planning and preparing for an honest conversation

If you're looking to move to the next level in your career in sales, then understanding how to maximise your sales results, using a consultative and structured approach, will be key to your success. In order to develop the competitive advantage that enables you to stand out from the crowd, it is important to understand the tools and techniques to take your selling to new heights and build the confidence to apply them in work-based scenarios. We have developed this programme to be practical, fun and interactive. Learners will gain a range of practical skills that they can take back and apply to the workplace straight away, that will have a positive impact on sales and customer satisfaction. This course will help participants: Develop a structured and client-focused approach to creating high quality sales opportunities and account growth Learn persuasion and influencing skills to better define needs and develop opportunities Understand how to have better sales conversations, presentations, and proposals - leading to higher order value and increased sales Develop advanced sales questioning skills and techniques; understand the importance of listening Understand how to add value at all stages; plus gaining competitive advantage Develop proven ways to overcome and reduce price pressure Know when to use options and upselling when presenting products and solutions Develop techniques and skills for improved negotiation and closing 1 Advanced Selling - How to Increase your sales results Review of pre-course data and questionnaire The AVC model of increasing your sales results Creating a sales growth plan to achieve higher sales targets Mapping the accounts and products for targeted growth 2 The Four Cs to structure a sales call Research before the meeting or call; setting objectives, planning and preparation How to gain instant rapport and taking control - including online meetings Qualifying and initial questioning skills Creating an agenda and first-meeting structure: Four Cs Planning and practice sessions 3 Building bigger and better sales opportunities How to use questions to 'build' more opportunities Learning and using high-impact and third-level questions Advanced sales questioning techniques: five questioning techniques Qualifying and gaining commitment to the next stage Planning and practice sessions - advanced questioning skills 4 Presentation and persuading skills best practice Compelling benefits and reducing perceived risk - key messages to deliver Helping the customer choose your proposition by using options Professional and effective presentation skills Writing compelling sales proposals that improve your conversion rate Planning and practice session - presenting your solution 5 Overcoming concerns and client questions Proven techniques for answering client objections and concerns How to isolate, prioritise and answer objections, including price Overcoming delay and procrastination Planning and practice session - answering client concerns 6 Gaining commitment and closing the sale Knowing when to close for commitment How to ask for commitment professionally and effectively Key negotiation skills around the closing process - getting to 'yes' Checklist of closing and negotiation skills Practice session

Calling all aspiring screenwriters and creative minds! Join us for an exciting script pitching workshop led by tutor Gemma Mushington. This taster session is designed to unleash your imagination and guide you through the process of coming up with and pitching an original script idea. Gemma Mushington, a talented screenwriter with a BA in Film, Television, and Digital Production, brings her wealth of industry knowledge and experience to this workshop. She is signed with Casarotto Ramsay and was the proud winner of the Neal Street Productions Screenwriting Bursary in 2021. Gemma's impressive credentials also include writing an episode of CBBC's The Dumping Ground, which aired in May 2023. With her current role as our Module Leader for the Major Feature Film module on the BA Screenwriting course, Gemma is the perfect guide to help you develop your script ideas. During this engaging taster session, Gemma will lead you through an exercise focused on generating and refining your own original script idea. Learn the techniques and strategies used by professional screenwriters to create compelling narratives that captivate audiences. Gain valuable insights into the art of pitching as Gemma shares her expertise on how to effectively communicate your ideas and grab the attention of industry professionals. Whether you are a screenwriting student, a budding storyteller, or simply someone with a passion for creative writing, this workshop is a fantastic opportunity to explore the exciting world of script development. No prior experience is necessary, as Gemma will provide guidance and support throughout the session. Don't miss out on this chance to refine your scriptwriting skills and pitch your ideas with confidence. Reserve your spot now and prepare to unleash your creative potential with the guidance of tutor Gemma Mushington!

This course will move a manager’s focus away from simply reviewing last year’s financial performance, toward the development of an interactive approach, designed to really understand financial performance and the consequence of inaction. PARTICIPANTS WILL LEARN HOW TO: • The confidence to use budgeting tools and techniques • An understanding of the demands of financial management • The ability to analyse and challenge financial and accounting • Information • An understanding of fixed and variable costs and how these affect the sales price and profitability • Understanding the challenges of overhead allocation • Understanding the P&L • Developing awareness of fundamental investment appraisal techniques COURSE TOPICS INCLUDE: • Budget Definitions & Planning • Designing and developing a budget • Performance reporting systems & cost control • Zero-based budgeting systems • Understanding business costs (FC & VC) • Understanding variance analysis • Profit and Loss & Balance Sheet

Duration 3 Days 18 CPD hours This course is intended for This course is intended for: Database architects Database administrators Database developers Data analysts and scientists Overview This course is designed to teach you how to: Discuss the core concepts of data warehousing, and the intersection between data warehousing and big data solutions Launch an Amazon Redshift cluster and use the components, features, and functionality to implement a data warehouse in the cloud Use other AWS data and analytic services, such as Amazon DynamoDB, Amazon EMR, Amazon Kinesis, and Amazon S3, to contribute to the data warehousing solution Architect the data warehouse Identify performance issues, optimize queries, and tune the database for better performance Use Amazon Redshift Spectrum to analyze data directly from an Amazon S3 bucket Use Amazon QuickSight to perform data analysis and visualization tasks against the data warehouse Data Warehousing on AWS introduces you to concepts, strategies, and best practices for designing a cloud-based data warehousing solution using Amazon Redshift, the petabyte-scale data warehouse in AWS. This course demonstrates how to collect, store, and prepare data for the data warehouse by using other AWS services such as Amazon DynamoDB, Amazon EMR, Amazon Kinesis, and Amazon S3. Additionally, this course demonstrates how to use Amazon QuickSight to perform analysis on your data Module 1: Introduction to Data Warehousing Relational databases Data warehousing concepts The intersection of data warehousing and big data Overview of data management in AWS Hands-on lab 1: Introduction to Amazon Redshift Module 2: Introduction to Amazon Redshift Conceptual overview Real-world use cases Hands-on lab 2: Launching an Amazon Redshift cluster Module 3: Launching clusters Building the cluster Connecting to the cluster Controlling access Database security Load data Hands-on lab 3: Optimizing database schemas Module 4: Designing the database schema Schemas and data types Columnar compression Data distribution styles Data sorting methods Module 5: Identifying data sources Data sources overview Amazon S3 Amazon DynamoDB Amazon EMR Amazon Kinesis Data Firehose AWS Lambda Database Loader for Amazon Redshift Hands-on lab 4: Loading real-time data into an Amazon Redshift database Module 6: Loading data Preparing Data Loading data using COPY Data Warehousing on AWS AWS Classroom Training Concurrent write operations Troubleshooting load issues Hands-on lab 5: Loading data with the COPY command Module 7: Writing queries and tuning for performance Amazon Redshift SQL User-Defined Functions (UDFs) Factors that affect query performance The EXPLAIN command and query plans Workload Management (WLM) Hands-on lab 6: Configuring workload management Module 8: Amazon Redshift Spectrum Amazon Redshift Spectrum Configuring data for Amazon Redshift Spectrum Amazon Redshift Spectrum Queries Hands-on lab 7: Using Amazon Redshift Spectrum Module 9: Maintaining clusters Audit logging Performance monitoring Events and notifications Lab 8: Auditing and monitoring clusters Resizing clusters Backing up and restoring clusters Resource tagging and limits and constraints Hands-on lab 9: Backing up, restoring and resizing clusters Module 10: Analyzing and visualizing data Power of visualizations Building dashboards Amazon QuickSight editions and feature

Service Level Agreements (SLAs) are extensively utilised to define the scope of work and key responsibilities between a customer and a service provider. It is fundamental that all relevant personnel are familiar with the defining characteristics of SLAs and how the design and implementation of these contracts can impact operational efficiency and brand reputation. PARTICIPANTS WILL LEARN HOW TO: Understand why SLAs are so important for good business management Apply a process to develop effective SLAs that define service level expectations and drive desired behaviours Identify methods by which the SLA can be measured and performance monitored Have an understanding of KPI’s and the relevance of critical success factors COURSE TOPICS INCLUDE: Procurement cycle, process structure and tendering Best practice contract management and the 3 C’s Supplier performance measurement and KPIs SLA use, benefits and application The SLA development process The monitoring and control of SLAs

Duration 1 Days 6 CPD hours This course is intended for This is a basic course for IBM Engineering Requirements Management DOORS users. Overview Upon completion of the course, students will be able to: Navigate within a DOORS database Create structured data in a DOORS formal module Modify existing data in a DOORS formal module Review existing data in a DOORS formal module Create relationships in a DOORS database Report on relationships in a DOORS database This course is for new IBM Engineering Requirements Management DOORS (DOORS) users. It introduces basic DOORS concepts and functionality. It includes hands-on exercises that teach users to create, edit, manipulate, and analyze requirements data in DOORS. Unit 1 Navigating a DOORS Database Unit 2 Viewing information Unit 3 Editing information Unit 4 Structure Unit 5 Capturing additional information Unit 6 Working with Microsoft Word documents Unit 7 Locating information Unit 8 Manipulating the display Unit 9 Creating traceability Unit 10 Traceability analysis Unit 11 Object linking and embedding Unit 12 Discussions Additional course details: Nexus Humans QN101G IBM Engineering Requirements Management DOORS V9.6 - Foundation 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 QN101G IBM Engineering Requirements Management DOORS V9.6 - Foundation 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.

Your grumpiest customers can become your biggest advocates if you solve their problems quickly, effectively and permanently. We supply the top tips for dealing with tricky customers so your teams can create positive outcomes from every interaction with some simple techniques that make a difference to relationships straight away. Bespoke courses include: Customer needs and expectations Communication styles and how to influence them Assertiveness The 4 psychological fears Dealing with difficult customer behaviour The power of your behaviour Five steps to customer problem solving