8252 Online Education courses delivered Online

Key Objectives for the Training provision Effective listening to a client's needs and requirements during various stages of the sales process. Engage in meaningful communication with clients, learn to identify challenges and opportunities that relate to the prospects. Overcome the identified challenge. Build long term rapport and establish trust with the prospect throughout the sales process, Ensure continued customer satisfaction that can turn into repeat business. Be able to build rapport with customers or clients. Know the right questions to ask to fully understand the customer or client’s needs without putting on any pressure. Be able to check you have the right information from the customer or client. Be able to match products and services to the customer or client using the information you have gathered. Be able to influence effectively. Know how to stand out from your competitors. Stage 1 – Research the Company’s ‘Value Propositions’ and USP Analysis  Conducting 30 min confidential interviews with a cross-section of the eligible Attendees & the Stakeholders, in order to gain an objective understanding of the various scenarios and clients that the Participants work with. the Company’s ‘Value Propositions’ Unique Selling Points The Customers’ journey(s) The Competition’s offers for analysis and comparisons. From these findings, a carefully calibrated bespoke Programme will be designed and delivered.  Stage 2 - Design the Bespoke 2 x day Course  nd Stage 3 - Delivery of the Course Programme This Programme can be delivered in 2 x consecutive days, or split between 2 – 3 weeks, to make it more ‘work-friendly’ – if required. It is very practical and commercially focussed in approach, with lots of interactive exercises designed to draw out the learning applications via the debriefings. The ‘Real Play’ scenarios on day 2 will be based on specific case studies drawn from the Research findings so that they are authentic to optimise the learning. Individual Action Plans will be captured at the end of each day to be debriefed by the Participants’ respective Line Managers.  Template Programme Day One – Foundation – Strategic Approach Section One – The Principles of Consultative Selling Defining ‘Consultative Selling’ The Company’s ‘Unique Selling Points’ & Value Proposition The Consultative Selling model – the five stages Avoiding appearing ‘pushy’, ‘pressurising’ or ‘talking through the sale’ Section Two –Strategy & Preparation  ‘Buy-Class’ Matrix Strategic plan Template – matching services/products to identified needs & opportunities. Preparing a range of objectives Constants and variables – USP’s Researching key Client/Decision Makers’ priorities, profile & background (LinkedIn etc.) Preparing for potential & likely Objections Section Three – Email etiquette & ‘influencing’ email correspondence.  Email etiquette A.B.S.U.R.D model Clarity and tone – discovery of clients’ needs & motivational factors. Techniques to influence and ‘nudge’. Ensuring the data and content have a ‘gentle’ motivational & appealing message. Top Tips Day Two – Practical Application Section Four – Rapport Building & Effective Communication skills ‘Behaviour Labelling’ techniques – setting a positive tone. Asking Open Questions – gaining a full understanding of the clients’ priorities & expectations. EQ - Inviting opinions; perspectives; experiences – winning confidence. Active Listening – focus and commitment to understand. ‘Reading the room’ – adapting to responses and reactions. Maintaining focus on relevant topics that the Client cares about; carefully consider the opportunities to influence. But NO PRESSURE! Building a ‘bond of trust’ with commitments and authentic, shared values. Section Five – Explaining the Benefits – aligned to the Customers’ Priorities Understanding ‘Why do People Buy?’ Research data analysis. Open questions that lead to understanding the key issues and Clients’ priorities. Avoiding the danger of ‘pressurising’ the Client. Responding to objections effectively, with confidence and sensitivity. Explaining the benefits that are aligned to the Clients’ stated requirements. Making the Data ‘sing’ – memorable takeaways for the Client. Augmented benefits – Brand confidence; Case studies; Warranty; Service; Range; Flexibility etc. in alignment with their stated preferences/requirements Differentials compared to Competitors Section Six – Winning Commitment Inviting commitment – with confidence Consultative Selling Closing techniques (e.g. Alternative Close/Assumptive Close et al) Avoiding ‘talking through the sale’ – knowing when to ‘Shut UP!’ Confirming agreement – ensuring Clients’ motivation for repeat business Section Seven – Practical Application ‘Real Play’ From the Research findings, carefully devised scenarios can be generated to provide the most valuable learning opportunities to underpin all the skills & techniques covered in the Programme.  Potential Real Play scenarios: A well-established customer has indicated that they are soon to be opening up additional new offices – this presents an opportunity to arrange for the Company to support them with their upcoming needs. After some very positive feedback and with the upcoming contract renewal imminent – how can the Company give the Customer more high-quality support in other areas of their business? A Competitor has been to see the client and they have prompted some concerns about ‘value for money’ & ‘quality of service’. How Real Play works… The group is split the group into 2 sub-groups, one with our Professional Actor (option available); the other with the Trainer or a willing Participant. Each group has a brief and has to instruct their Trainer/Actor/Participant on how to approach the scenario supplied. The Actor and Trainer (or willing Participant) perform the role play(s) as instructed by their respective teams; however, during the action they can be paused for further recommendations or direction. The outcome is the responsibility of the team(s) – not the performers. Debrief the full Programme Individual Action Plans - to be followed through. ‘Best Practices’ for application into the business Options for Exercises within the Programme  Sample Exercise – Red & White  There is a specific time managed agenda and itinerary, which puts the group under pressure.  The key challenge is for the sub-groups to maximise the commercial value from the task, however there is always a great danger that the individuals attempt to gain financial progress at the expense of the other group! Debriefing points: Persuasive communication and influence across barriers Gaining buy-in when others are sceptical Strategic planning accounting for others’ behaviours Sample Exercise – Communication Challenge Each Participant has different pieces of information, but are not allowed to share it visually. They are only allowed to communicate to work out the solution hidden among the large amount of data. Debrief: Structured approach Maintaining focus through distractions/interference Active Listening Controlled communication Sample Exercise – Persuasive emails Sample emails are shared to be critiqued and improved upon to be debriefed: Tone & impact Making the Data ‘sing’ Influential & motivational language Customer centric message. Sample Exercise –Juggling   Each Participant has to pass the ‘Customers’ (Juggling balls) carefully through the system with all the other Participants to reach a profitable conclusion  Debrief: EQ to read the room and effectively communicate, when the pressure is on Customer focus and adapting to challenges Devising a plan that wins buy-in Overcoming competing ideas to get to ‘best practice’ Consistent commitment, communication and motivational drivers that influenced performance. Sample Exercise –Critical Path  The group are provided with 30 x discs and some ‘post-it’ notes. (no pens or pencils are allowed) Their brief is to create a grid shape with the 30 x discs, which will act as ‘stepping stones’ for the ‘Critical Path’ But they have to follow the correct order through the grid from the start to finish, which they will have to work out through ‘trial & error’ All of the team must pass through the ‘Critical Path’ worked out on the grid, observing the constraints, within the time limit. No talking is permitted once they start using the materials Debrief: - Clear communication focussing on the ‘client’s journey’ Planning for challenges Identifying risks and mitigating them Role allocations & support Quality control and disciplines  Sample Exercise –Back to Back  Each Participant is positioned back-to-back with a partner. They have to work out precisely what the ‘statement’ given to the other person is without looking around. Each person has a different brief. Debrief: - Asking Open Questions Active Listening Accuracy in identifying the objective.

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Duration 2 Days 12 CPD hours This course is intended for This course is for web developers who are well-versed in JavaScript and want to take their TypeScript knowledge to the next level. No prior TypeScript knowledge is required. Overview By completing this course, you will be able to build interesting TypeScript projects. This course will take your current TypeScript knowledge to the next level. Here are the important topics that this course will cover: - Learn the fundamentals of TypeScript - Build a weather forecast widget with Angular - Create building a note-taking client/server application using Angular, Node.js, and MongoDB - Create a real-time chat application with React In this course, you will begin by learning the fundamentals of TypeScript and then move toward advanced concepts. Then, learn how TypeScript relates to JavaScript that you may have written before. and understand the benefits of TypeScript and how it can help you avoid software defects. You will also learn to use type guards, check null and undefined, create tagged union types, and compare the performance of algorithms. Additionally, you will use TypeScript to build a weather forecast widget with Angular and then progress by building a note-taking client/server application using Angular, Node.js, and MongoDB, and finally create a real-time chat application with React. TypeScript Fundamentals Introduction to TypeScript Type Checking Advanced Type Analysis Features Comparing Performance of Algorithms Building a Weather Forecast Widget with Angular 4 Using Modules Creating the First Component Using the Component in Other Components Using the Main Component Note-Taking Client/Server App Setting up the Server Integrating with MongoDB Creating the Client Side with Angular Real-Time Chat Setting up the Project Writing the Server Creating the Chat Room Additional course details: Nexus Humans Building Web Applications With TypeScript, Angular, and React 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 Building Web Applications With TypeScript, Angular, and React 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 This course is designed for people who want to learn the Python programming language in preparation for using Python to develop software for a wide range of applications, such as data science, machine learning, artificial intelligence, and web development. Overview In this course, you will develop simple command-line programs in Python. You will: Set up Python and develop a simple application. Declare and perform operations on simple data types, including strings, numbers, and dates. Declare and perform operations on data structures, including lists, ranges, tuples, dictionaries, and sets. Write conditional statements and loops. Define and use functions, classes, and modules. Manage files and directories through code. Deal with exceptions. Though Python has been in use for nearly thirty years, it has become one of the most popular languages for software development, particularly within the fields of data science, machine learning, artificial intelligence, and web development?all areas in which Python is widely used. Whether you're relatively new to programming, or have experience in other programming languages, this course will provide you with a comprehensive first exposure to the Python programming language that can provide you with a quick start in Python, or as the foundation for further learning. You will learn elements of the Python 3 language and development strategies by creating a complete program that performs a wide range of operations on a variety of data types, structures, and objects, implements program logic through conditional statements and loops, structures code for reusability through functions, classes, and modules, reads and writes files, and handles error conditions. Lesson 1: Setting Up Python and Developing a Simple Application Topic A: Set Up the Development Environment Topic B: Write Python Statements Topic C: Create a Python Application Topic D: Prevent Errors Lesson 2: Processing Simple Data Types Topic A: Process Strings and Integers Topic B: Process Decimals, Floats, and Mixed Number Types Lesson 3: Processing Data Structures Topic A: Process Ordered Data Structures Topic B: Process Unordered Data Structures Lesson 4: Writing Conditional Statements and Loops in Python Topic A: Write a Conditional Statement Topic B: Write a Loop Lesson 5: Structuring Code for Reuse Topic A: Define and Call a Function Topic B: Define and Instantiate a Class Topic C: Import and Use a Module Lesson 6: Writing Code to Process Files and Directories Topic A: Write to a Text File Topic B: Read from a Text File Topic C: Get the Contents of a Directory Topic D: Manage Files and Directories Lesson 7: Dealing with Exceptions Topic A: Handle Exceptions Topic B: Raise Exceptions

Duration 3 Days 18 CPD hours This course is intended for This introduction to Spring development course requires that incoming students possess solid Java programming skills and practical hands-on Java experience. This class is geared for experienced Java developers who are new to Spring, who wish to understand how and when to use Spring in Java and JEE applications. Overview Working in a hands-on learning environment, students will review configuration basics of the Spring framework. The course then moves into Spring Boot, providing in-depth content and experience working with Spring Boot to accomplish a variety of tasks. In addition to working through the Spring Actuator, students work extensively at testing and debugging Spring Boot applications. Our engaging instructors and mentors are highly experienced practitioners who bring years of current 'on-the-job' application development and Spring experience into every classroom. Working in a hands-on learning environment, led by our expert practitioner, students will: Review the concept of Java-based configuration Become familiar with the conditionally loading bean definitions and Application Contexts Understand how to leverage the power of Spring Boot Use Spring Boot to create and work with JPA repositories Use Spring Boot to work in conjunction with Spring Cloud Understand the Spring Cloud project and how it relates to general Cloud concepts and practices Work with Spring Cloud configuration and the Config Client The Spring framework is an application framework that provides a lightweight container that supports the creation of simple-to-complex components in a non-invasive fashion. Spring's flexibility and transparency is congruent and supportive of incremental development and testing. The framework's structure supports the layering of functionality such as persistence, transactions, view-oriented frameworks, and enterprise systems and capabilities. Introduction to Spring Boot and Spring Cloud is a hands-on Spring training course geared for experienced Java developers who need to understand what the Spring Boot is in terms of today's systems and architectures, and how to use Spring in conjunction with other technologies and frameworks. This course targets Spring Boot 2, which includes full support for Java 8 and JEE 7 (earlier versions of Java and JEE continue to be supported). Spring supports the use of lambda expressions and method references in many of its APIs. Spring makes enterprise development easier. Spring simplifies common tasks and encourages good design based on programming to interfaces. Spring makes your application easier to configure and reduces the need for many JEE design patterns. Spring puts the OO design back into your enterprise application, and it integrates nicely with many view technologies and the new features of HTML5. Introduction to Spring The Spring Framework Configuring Spring Managed Beans Defining Bean dependencies Spring Cloud Spring Boot Additional Configuration Spring Cloud Project Introduction to Spring Boot Working with Spring Boot Spring AOP Introduction to Aspect Oriented Programming Spring Cloud Config Spring Cloud Registry and Discovery Spring AOP Spring Boot 2 Spring Boot Actuator Developing in Spring Boot Thymeleaf Spring Cloud GateWay Additional course details: Nexus Humans Introduction to Spring Boot and Spring Cloud (TT3324) 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 Introduction to Spring Boot and Spring Cloud (TT3324) 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 1 Days 6 CPD hours This one day course provides a comprehensive overview of macOS, complete with insider tips for getting the most out of the operating system. The course shows how to configure system preferences, navigate around the finder, personalize the interface and as well as achieve fluency with all the operational functions of the macOS. Meet The macOS The User InterfaceUser PreferencesThe Menus and Menu Paths The Toolbar Scroll Bars The Sidebar The Go Menu, Utilities Folder The Clipboard Launching Applications The Finder The Launchpad and Mission Control Finder Essentials The Desktop Quick Look Different Viewing Options Spring Loaded Folders Creating an Archive Customizing your Finder The Desktop Customize your Toolbar Organizing your Desktop Labeling your Documents and Folders Creating Folders Smart Folders The Dock Opening Applications from the Dock Dock Preferences and Customizing your Dock Choosing which Applications appear in the Dock Accessing Folder content using Stacks Your Home Folder Moving, Copying and Deleting Files Emptying the Trash Switching Between Applications Showing and Hiding Applications. Closing Documents vs. Quitting Applications Using Continuity - Mac and iOS Interfacing with your Mac and your Apple mobile devices Messages and answering your iPhone Windows Closing and Minimizing Placing documents in the Dock The Keyboard Control, Option (Alt) and Command Keys Keyboard Shortcuts The Dictation Function Gestures and Voice Mouse and Hand Gestures Using Text-to-Speech Searches Finding Files and documents Advanced Spotlight Searches Widgets & Notifications The Dashboard Enabling and Viewing Widgets Enabling and Viewing Notifications Using Spaces Switching between Spaces Running applications in full screen mode Installing or Upgrading Applications Buying from the Mac App Store Downloading from the Internet Sharing Files Sending files using AirDrop Dropbox File Synchronization Enable File Sharing Getting OnLine Understanding the Apple Airport Connecting wirelessly Using Ethernet Creating a Network Connecting through outside Network Servers and VPN Staying Current with Software Update Troubleshooting Application Crashes Force Quit Deleting Preferences The Key Chain Internet Connections Backing Up Time Machine Setting up Time Machine Performing Backups Shortcuts How to better use and access Files and documents Basic shortcuts for speed and efficiency New User Account Creating a New User Switching Between Multiple User Accounts Additional course details: Nexus Humans Getting Started With the Mac Operating System 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 Getting Started With the Mac Operating System 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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Duration 1 Days 6 CPD hours This course is intended for This course is intended for new users employed in a data processing environment who are new to Power Systems with IBM i. Overview After completing this course, you should be able to:Explain the functions supported by IBM i operating systemsExplain Power System with IBM i models and generationsExplain which applications are supportedSign on / off the systemUse the display station keyboardUse the online help that is availableUse the different interfaces available for IBM iUnderstand how objects are managedEnter control language (CL) commandsSend and receive messages and work with message queuesManage work and outputExplain basic security concepts on IBM i In this classroom course, you will learn basic concepts and skills you need to be productive users on Power Systems with IBM i. With plenty of hands-on lab exercises, we show everything from signing onto the available user interfaces; green screen environment and IBM Navigator for i.You will learn how objects are managed on the system and how you display these objects. You will learn to use control language (CL) commands (fast path) and how to work with and manage messages on the system. Students will also learn how to the system manages work and how you manage your printouts. Lastly, students will also get a basic overview of security. Introduction and overview to IBM iUsing the 5250 emulation interfaceOverview of IBM I Access Client SolutionsUsing IBM Navigator for iUsing the messages function on IBM iUsing CL commands on IBM iManaging objects on IBM iManaging your work on IBM iIBM i security overviewAdditional education Additional course details: Nexus Humans OE98 Introduction to IBM i for New Users 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 OE98 Introduction to IBM i for New Users 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 In this course, you will be introduced to Intuit?s cloud accounting software program, QuickBooks Online (QBO). Using a fictitious company called Luxury Lodging, Inc, students will learn how to navigate the QBO interface. We cover basic accounting, how to set up a new company, how to customize the chart of accounts and products and services list. In addition, students will learn how to give other users, such as accountants access to their data. In the sales center chapter, students will learn how to invoice customers and stay on top of accounts receivable balances. In the vendor center chapter, students will learn how to enter bills and expenses from vendors as well as stay on top of the accounts payable balances. The final chapter in the textbook is a final project that encompasses the key topics covered in this course. Course Outline Chapter 1 :Introduction Chapter 2 :An Overview of QBO & Navigation Basics Chapter 3 : Accounting Basics Chapter 4 : Setting up A New Company File Chapter 5 : Managing the Chart of Accounts List Chapter 6 : Managing the Products and Services (Items) List Chapter 7 : Adding and Managing Users Chapter 8 : The Sales Center Chapter 9 : The Vendor Center Chapter 10 : 1099 Tracking and Reporting Chapter 11 : Managing Bank and Credit Card Accounts Chapter 12 : Creating Financial Statement Reports Chapter 13 : Entering Historical Data and Opening Balances Chapter 14 : Putting It All Together Additional course details: Nexus Humans Get Started with QuickBooks Online 2021-2022 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 Get Started with QuickBooks Online 2021-2022 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.

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