3122 Management courses in Garforth delivered Live Online

Are your sales people too stressed, running on adrenalin, perhaps driving towards burnout, struggling to reach targets? Wouldn't you rather they delivered consistently good performance, sustainable over longer periods of time, with less stress (for both them and you)? This uniquely empowering workshop will help your team develop naturally high levels of focus, energy and motivation. They will attain a sense of grounded euphoria, giving them a very distinct and ethical edge in selling. A one-day programme, it gives salespeople an introduction to the 'Natural Superheroes' concepts and resources, tools and techniques, to help them improve their sales performance - realising greater sales potential, developing deeper and more profitable client relationships, winning more business. Through this experience, sales teams gain: Information about profiling clients to instantly understand more about their deepest drives and true needs so they can be genuinely met and, where possible, exceeded Insights into deep, honest and very 'real' reasons for sales procrastination - participants are given specific workable strategies they can easily apply to overcome sales resistance, by tapping their natural motivational styles An understanding of communicating at the very highest levels with different people so they truly understand your sales message and have a significantly more positive sales experience A realisation of their very specific natural sales talents as individuals and as a team A deeper level of experience and understanding of what specifically drives their own behaviour and the behaviour of their clients - these unique insights explain not only how but exactly why people behave the way they do An experience of what it takes to be unshakeable under pressure and manage the sales processes and relationships to a positive outcome for all Brand-new insights into working with and handling difficult people across all levels of authority An understanding of the pitfalls and the psychological traps we set ourselves which cause unnecessary stress, anxiety and frustration on a daily basis and, in turn, limit our sales performance Access to very simple and practical tools that massively increase self-awareness, engender accountability and responsibility and develop emotional sales mastery 1 Introducing 'Natural Superheroes' for sales What is a 'Natural Superhero'? Defining emotional intelligence in the context of sales and why it is so important Knowing yourself - why most people don't know themselves at all and how we can understand exactly what drives our behaviour for the purpose of improving sales performance specifically Knowing exactly why others, and specifically clients and team members, behave the way they do - understanding the real motives behind people's good and bad behaviour in a sales meeting Simple steps to freeing yourself of any anxiety, pressure and false sense of limitation when selling Being yourself in sales - why this is not as easy as it sounds but how you can make it effortless How to take control of achieving the sales performance you really need and want for yourself and others Strategies that raise your self-awareness, increase an authentic and sustainable sense of self-confidence, in difficult situations and in moments of crisis 2 Understanding yourself, your team members and your customers - using the Enneagram Introducing the Enneagram and why it is so valuable to sales people and their clients Exploring the 9 types of motivational drives and why people have different reasons for buying from you Core types and wings - understanding the influence of other motivations either side of the core Enneagram type How to confirm the profile of your client - using celebrities from the world of politics, cinema, sports - we explore how to identify each type - what are their core drives, why have they arisen and how can we use these insights to help you in improving your sales performance The 3 levels of behaviour within your personal profile and that of your clients Lookalike Enneagram types - mistaken identities - how to avoid these traps when profiling your clients and your team How to communicate effectively in a sales environment with each of the different Enneagram types - communication strategies for positive impact on morale, performance and, ultimately, sales results How to interpret and make use of the results of your online personal profile - participants complete an online profile before the event and have the opportunity to analyse their results with a view to improving their sales performance How sales teams sabotage their own performance and that of other people within the team - and how to stop it Uncovering your particular edge in a sales role - what unconsciously trips you up as a sales person? How the Enneagram helps us in sustaining a truly great sales performance over time 3 Why positive thinking alone doesn't work in sales Why 'PMA' does not stand for positive mental attitude when selling - learn its alternative meaning that can serve you even more effectively in a sales role 3 steps and exercises that naturally increase PMA The value of making unconscious thinking conscious and how to do this without any pain or discomfort in a sales meeting Why each Enneagram type has a different experience of PMA in terms of their outward behaviour and how to know when you are maximising your sales performance 4 Measuring success How to measure the development of your individual profile as a sales person Development planning and review Into the future - how to continue your Natural Superhero development

This course has a simple objective: to help gain appointments with potential clients. In most consultative selling situations clients won't commit to purchases over the telephone. This means setting up a meeting to discuss the options with them face-to-face. But getting 'face time' can be tricky. This practical workshop can help. Participants will acquire essential tools, skills and methods; discuss specific organisational issues; and identify areas for improvement. They will discover how to: Increase their effectiveness through proper preparation Construct attention-grabbing opening statements Help potential clients feel comfortable agreeing to a meeting Develop tactics for responding to difficult excuses and objections Stress the benefits of a face-to-face consultation Develop and enhance their questioning and listening skills Prevent customers cancelling booked appointments 1 Introduction to appointment setting Key trends that have changed the way people buy today - and will buy tomorrow Why many sales people avoid picking up the phone The difference that makes a difference - what makes a good appointment-maker? 2 Before you pick up the telephone It all starts with a plan... Who and what to focus our attention How much research should we undertake and why? Setting primary and secondary objectives 3 Making your approach Key considerations Every call is an opportunity - creating a positive mind-set Using a structured approach Using partnership language 4 Gaining an insight into the customer's needs How to quickly 'tune in' to your customers, so that you can serve them more easily Developing speech patterns that put customers at their ease Using effective questioning and listening skills Finding and building pain points 5 Dealing with excuses and objections Pre-empting potential excuses Developing techniques for responding to client objections Keeping the door open for future contact 6 Securing the appointment Selling the benefits of a consultancy meeting Techniques for avoiding cancelled appointments Gaining commitment 7 Action plans Course summary and presentation of action plans

This workshop will help you create, develop and close business opportunities using a consultative approach and a value-based (not price-led) proposition. Value-based selling means working the way your customer wants to buy, not how you want to sell. It also means: In a transactional sale the customer knows the answer without help from a salesperson (or cannot see why they should choose you), or is prepared to stay with what they have. Customer decision criteria are price and convenience and customers resent time spent with (new) salespeople, mainly because the salesperson adds little or nothing to what the customer already has and just wastes time. In a consultative or value-based sale, by contrast, the customer doesn't know the answer already. The salesperson must take the role of an advisor, not just a 'product promoter'. Customers demand expertise, advice and customisation during the sales process. Often customers insist on multiple meetings with salespeople and others to develop advantages that you can bring and reduce the perceived risk of changing. In this way the salesperson often adds more value than the product or service alone. This very practical workshop will help you use proven strategies and tactics to build, manage and successfully close sustainable business opportunities using a consultative approach and a value-based (not price-led) proposition. This includes: Increased impact of your new sales conversations, presentations and proposals - leading to faster decisions and increased conversion Greater confidence, consistency and professionalism throughout the business development process Enhanced sales questioning skills and techniques, leading to better, faster and more accurate development of customer needs, problems, value and expectations Improve your people, communication, influence and persuasion skills when approaching, consulting or presenting your services and solutions How to build value at all points in the customer's buying process through your knowledge, skills and structured approach Proven ways to gain additional business and referrals from existing customers and contacts, through direct approach and lead generation Being better able differentiate your firm, your solutions, track-record and expertise clearly and accurately with tailored value statements for each stage and for each opportunity Overcome and avoid price-based objections, buying criteria and negotiation 1 Introduction and key principles of value-based selling Introduction and review of pre-course questionnaires - KPIs, personal learning objectives and key principles The main principles of value-based selling and how they benefit you and the customer How value-based selling differs from 'transactional' or 'price-based' selling The stages of the customer's buying cycle - how to identify and work through strategies for each stage The concept of structured and set-piece selling and proposing Presentation by participants: Personal sales improvement goals 2 Value-based selling strategies and skills What is value? How can one move away from a price-led agenda? How to survive and resist price pressure - six techniques A review of key competencies and skills needed for a value-based approach Strategies, case studies and examples with discussion and review Defining your initial value proposition and comparative advantage How best to established the right level of trust, rapport and credibility Planning and practice session: Strategy - mapping a value-based sales process. 3 Connecting skills Research before the meeting and the first few minutes - ways to gain instant rapport and setting the foundation for a successful outcome in a first sales call How to structure an effective first time sales call or meeting - the subtle differences that are important to master How best to differentiate your solutions and build credibility and enthusiasm early or at the start of the buying process Overcoming initial buying resistance and relaxing the prospect; gaining rapport, opening the meeting: PBC (purpose-benefit-check) and gaining agreement to proceed Planning and practice session: Connecting - first meeting with a new contact 4 Consulting - building, developing and influencing client needs Understanding the power of high-impact and third-level questions to influence people based around specific needs and solutions The importance of body language and other personal communication dynamics when asking questions; empathic listening, run-on questions, drawing out skills, summarising, etc Creating a 'disturb' approach to creating needs and opportunities and positioning your solutions Using proven advanced sales questioning techniques with greater skill: Outcome, SPIN and qualification questions 'Decision-making criteria' - tools to help you develop the relevant criteria with the customer and in doing so progress your sales opportunities more effectively Planning and practice session: Questioning skills 5 Convincing - presentation and persuading skills practice Substance and style - selecting the right tone and content to engage and enthuse your prospect Compelling benefits and reducing perceived risk - key messages to deliver Helping the customer choose your proposition - by being convincing, compelling and credible when you present Professional and effective presentation skills - with personal coaching and practice sessions The keys of influence and persuasion and the keys to convincing a new customer to choose you for the first time Planning and practice session: Role-play in presenting your solution 6 Commitment Knowing when and how to close for commitment to the next stage in your sales process, plus ways to ask for commitment professionally and effectively How to isolate, prioritise and answer objections and concerns more openly and accurately, using a consultative not a confrontational approach Deal more effectively and profitably with price objections and reduce buyer's remorse (which can lead to an 'I want to think about it' reaction and cause delay and inertia) Key negotiation skills around the closing process - getting to 'yes' Planning and practice session: Role-play in closing and negotiation skills 7 Assessed role-play - Final practice session Live role-plays There is an option for external participants to be brought in to the live training workshop to take-part in the final assessed role-play or assist with other sessions run during the course. Performance assessment - 'Dragon's Pitch' The final afternoon of the course is an assessed role-play using a prepared scenario and external 'CEO'. The assessment criteria will be agreed prior to the workshop. 8 Workshop summary and close Personal action plan and learning summary

Duration 2 Days 12 CPD hours This course is intended for Support Consultant System Administrator Technology Consultant Overview The objective of this course is to enable students to use the one-step migration procedure (DMO - Database Migration Option) to SAP HANA autonomously. This course covers the most important tasks for an SAP HANA administrator for the combined update & migration of an SAP system to the SAP HANA database. Furthermore, it provides details about the procedure and technical details of the process. Getting Familiar with Database Migration Option (DMO) Listing DMO Benefits Explaining DMO Basics Preparing Database Migration Option (DMO) Procedure Ensuring DMO Prerequisites are Fulfilled on the Host Configuring SAP Host Agent for DMO Examining the SUM UI Configuration of Database Migration Option (DMO) Procedure Starting the DMO Run Continuing DMO with Roadmap Steps Configuration and Checks Continuing DMO with Roadmap Steps Preprocessing Listing DMO Procedure Steps Monitoring the Migration Resetting the DMO Procedure Tuning the DMO Downtime Listing the DMO Steps After Roadmap Step Preprocessing Explaining the DMO Release Schedule Listing Migration Options to SAP HANA

Duration 3 Days 18 CPD hours Additional course details: Nexus Humans Enterprise Operator 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 Enterprise Operator 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 application developers, business analysts, project managers and anyone who needs an introduction to application development in the IBM TRIRIGA Application Platform. Overview After completing this course you should be able to: Perform moderate-level IBM TRIRIGA application customizations by using the Platform Create and modify business objects by using the Data Modeler Create and modify user interfaces by using the Form Builder tool Define lists and classifications Import data by using the Data Integrator Implement business logic with workflows Create reports and queries by using the Report Manager and the IBM TRIRIGA Reporting Dashboard The course provides an introduction to the TRIRIGA Application platform and how to modify the existing TRIRIGA applications and processes or create new ones. The course covers navigation and mechanics of the TRIRIGA Application Platform toolset that is used for creating and modifying objects. Students are also provided background on importing data to TRIRIGA, how to use the Form Builder and the Reporting Dashboard. Course Outline Perform moderate-level IBM TRIRIGA application customizations by using the Platform Create and modify business objects by using the Data Modeler Create and modify user interfaces by using the Form Builder tool Define lists and classifications Import data by using the Data Integrator Implement business logic with workflows Create reports and queries by using the Report Manager and the IBM TRIRIGA Reporting Dashboard Additional course details: Nexus Humans 8D612 IBM TRIRIGA Application Platform v3.7 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 8D612 IBM TRIRIGA Application Platform v3.7 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 3 Days 18 CPD hours This foundational course to Citrix Workspace intelligence ushers you into the new generation of Citrix. You will discover how intelligent features help organize, guide, and automate the future of your work.You will gain an understanding of the fundamentals of web services, APIs, and systems integrations through building microapps designed to boost employee productivity and optimize the end user experience.Through this course, you will learn the fundamentals of Citrix Workspace intelligence features, web services, security considerations and API troubleshooting to help you successfully deploy intelligent workspace features in your environment. This foundational course to Citrix Workspace intelligence ushers you into the new generation of Citrix. You will discover how intelligent features help organize, guide, and automate the future of your work. You will gain an understanding of the fundamentals of web services, APIs, and systems integrations through building microapps designed to boost employee productivity and optimize the end user experience. Through this course, you will learn the fundamentals of Citrix Workspace intelligence features, web services, security considerations and API troubleshooting to help you successfully deploy intelligent workspace features in your environment.

Duration 3 Days 18 CPD hours This course is intended for This course is intended for network administrators, operators, and engineers responsible for managing the normal day-to-day operation and administration of BIG-IP Access Policy Manager Overview This course provides the skills to create and manage BIG-IP APM system. This course covers three typical deployment scenarios for BIG-IP Access Policy Manager (APM) and is broken into three individual lessons. In lesson one, you learn how to configure BIG-IP APM to provide Active Directory-based authentication for a load-balanced pool of web servers. In lesson two, you learn how to create a policy that provides an SSL VPN (Network Access) resource to users, but only when they log into BIG-IP APM using a corporate-issued PC. Finally, lesson three builds on the first two lessons to create a policy that provides a dynamic landing page with both SSL VPN as well as an OWA (Portal Access) resource, but only to users with special authorization. Setting Up the BIG-IP System Introducing the BIG-IP System Initially Setting Up the BIG-IP System Archiving the BIG-IP Configuration Leveraging F5 Support Resources and Tools Configuring Web Application Access Review of BIG-IP LTM Introduction to the Access Policy Web Access Application Configuration Overview Web Application Access Configuration in Detail Exploring the Access Policy Navigating the Access Policy Managing BIG-IP APM BIG-IP APM Sessions and Access Licenses Session Variables and sessiondump Session Cookies Access Policy General Purpose Agents List Using Authentication Introduction to Access Policy Authentication Active Directory AAA Server RADIUS One-Time Password Local User Database Understanding Assignment Agents List of Assignment Agents Configuring Portal Access Introduction to Portal Access Portal Access Configuration Overview Portal Access Configuration Portal Access in Action Configuring Network Access Concurrent User Licensing VPN Concepts Network Access Configuration Overview Network Access Configuration Network Access in Action Deploying Macros Access Policy Macros Configuring Macros An Access Policy is a Flowchart Access Policy Logon Agents Configuring Logon Agents Exploring Client-Side Checks Client-Side Endpoint Security Exploring Server-Side Checks Server-Side Endpoint Security Agents List Server-Side and Client-Side Checks Differences Using Authorization Active Directory Query Active Directory Nested Groups Configuration in Detail Configuring AppTunnels Application Access Remote Desktop Network Access Optimized Tunnels Landing Page Bookmarks Deploying Access Control Lists Introduction to Access Control Lists Configuration Overview Dynamic ACLs Portal Access ACLs Signing On with SSO Remote Desktop Single Sign-On Portal Access Single Sign-On Using iRules iRules Introduction Basic TCL Syntax iRules and Advanced Access Policy Rules Customizing BIG-IP APM Customization Overview BIG-IP Edge Client Advanced Edit Mode Customization Landing Page Sections Deploying SAML SAML Conceptual Overview SAML Configuration Overview Exploring Webtops and Wizards Webtops Wizards Using BIG-IP Edge Client BIG-IP Edge Client for Windows Installation BIG-IP Edge Client in Action Lesson Configuration Project Additional Training and Certification Getting Started Series Web-Based Training F5 Instructor Led Training Curriculum F5 Professional Certification Program F5 Instructor Led Training Curriculum F5 Professional Certification Program Additional course details: Nexus Humans F5 Configuring BIG-IP APM - Access Policy Manager v13.x 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 F5 Configuring BIG-IP APM - Access Policy Manager v13.x 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 2 Days 12 CPD hours This course is intended for Built for IT Professionals working with Citrix Gateway, with little or no previous Citrix Gateway experience. Potential students include administrators, engineers, and architects interested in learning how to deploy or manage Citrix Gateway environments. Overview Configure Authentication and Authorization Define End User Access and Experience Integrate Citrix Gateway with Citrix Virtual Apps and Desktops and additional resources Employ recommended tools and techniques to troubleshoot common Citrix Gateway network and connectivity issues Learn the skills required to configure and manage Citrix Gateway features. At the end of the course, students will be able to configure their Citrix Gateway environments to address remote access requirements for Apps and Desktops. Citrix Gateway Introduction to Citrix Gateway Advantages and Utilities of Citrix Gateway Citrix Gateway Configuration Common Deployments AppExpert Expressions Introduction to AppExpert Policies Default Policies Explore Citrix ADC Gateway Policies Policy Bind Points Using AppExpert with Citrix Gateway Authentication, Authorization, and Secure Web Gateway Authentication and Authorization Multi-Factor Authentication nFactor Visualizer SAML authentication Managing Client Connections Introduction to Client Connections Session Policies and Profiles Pre and Post Authentication Policies Citrix Gateway Deployment Options Managing User Sessions Integration for Citrix Virtual Apps and Desktops Virtual Apps and Desktop Integration Citrix Gateway Integration Citrix Gateway WebFront ICA Proxy Clientless Access and Workspace App Access Fallback SmartControl and SmartAccess for ICA Configuring Citrix Gateway Working with Apps on Citrix Gateway RDP Proxy Portal Themes and EULA Additional course details: Nexus Humans CNS-226: Implement Citrix ADC 13.x with Citrix Gateway 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 CNS-226: Implement Citrix ADC 13.x with Citrix Gateway 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 Database Administrator Help Desk/CoE Support System Administrator Technology Consultant Overview This course will prepare you to: Install and update an SAP HANA 2.0 SPS04 database Installation and configuration of SAP HANA cockpit 2.0 SP10 Perform the SAP HANA system administration tasks using SAP HANA cockpit 2.0 SP10 in a multitenant database environment Start and stop, change the configuration, backup and troubleshoot an SAP HANA 2.0 SPS04 database Backup and recover a multitenant SAP HANA 2.0 SPS04 database This course covers in detail all key capabilities of SAP HANA database system administration. Through the lectures and exercises you will learn how to install, update and operate an SAP HANA 2.0 SPS04 database using SAP HANA Cockpit 2.0 SP10. The course covers the most important database administration tasks of an SAP HANA system administrator. During the course, you will learn details about starting and stopping, changing the configuration parameters, monitoring the database, backup and recovery and troubleshoot of a multitenant SAP HANA 2.0 SPS04 database system. Course Outline This course is the best starting point to learn about SAP HANA installation, update, configuration and system administration The course is independent from the SAP NetWeaver administration world, as it teaches how to perform system administration on the SAP HANA platform. The system administration tools used are native to the SAP HANA platform At the end, you will be able to perform all the required daily system administration tasks on the SAP HANA database platform Throughout the course, you will learn about the following SAP HANA tools for installation, update, configuration and system administration SAP HANA database lifecycle manager (HDBLCM) SAP HANA cockpit 2.0 SP10 SAP HANA HDBSQL command line Contents SAP HANA introduction Installation sizing and OS preparations SAP HANA installation and upgrade of a multitenant database SAP HANA architecture and deployment options SAP HANA cockpit 2.0 installation and configuration SAP HANA Administration tools Post installation steps Database administration tasks using SAP HANA cockpit 2.0 Backup and recovery using SAP HANA cockpit 2.0 SAP HANA Security User and authorizations