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
The 2-day Coaching and Mentoring for Managers course is designed for organisations that want their managers and team leaders to apply practical coaching and mentoring skills in everyday work situations in order to develop the performance of those they are responsible for, as well as improving communication within the business. Previous attendees have included chief executives, general managers, and HR managers, right through to production line supervisors and office staff. In fact, anybody that has to work as part of a team and relies on other people's efforts will benefit from this programme. Course Syllabus The syllabus of the Coaching and Mentoring for Managers course is comprised of four modules, covering the following: Module One Introduction to Coaching and Mentoring Exploding the myths surrounding coaching Benefits of coaching and mentoring The role of a coach and mentor How to avoid everyday interference that takes your time away from coaching people to achieve results How motivation works The difference between mentoring, coaching, directing, supporting & delegating, and learning when it is necessary to apply them Why coaching is an action orientated partnership purely focused on measurable results Coaching and mentoring outcomes Module Two Managing a Coaching Session The most important skills of a business coach The key characteristics of a good coach How to ask powerful coaching questions Opportunity to role-play using the STAR/GROW model Module Three Mentoring in Action Mentoring suggestions The first meeting Between first and second meetings The second meeting The Experiential learning cycle Model discussions Frequent questions asked by Mentors Duration of mentoring End of relationships Module Four Putting Learning into Practice Building a bank of great coaching questions Demonstration of what has been taught in a live coaching/mentoring meeting Individual feedback from a professional coach Creating SMART action plans Getting started as a work coach/mentor Group review and feedback on new learning Action steps for new coaches Scheduled Courses Unfortunately this course is not one that is currently scheduled as an open course, and is only available on an in-house basis. Please contact us for more information.
Date: Tuesday 3rd October Time: 4pm Location: Studio A Lucy Percival will be holding a talk on 'How to Find Your Ideal Role in Film & Navigating the World of Independent Filmmaking & Financing' Lucy has produced award-winning short films through both independent production companies and organisations such as the BFI and NFTS. Her films have been screened at numerous BAFTA qualifying festivals, including Raindance, Bolton International Film Festival and Carmarthen Bay Film Festival. She has now joined Window Zebra Productions as their Senior Creative Producer overlooking and developing the narrative slate. Come and hear her thoughts and suggestions on how you can find your wheelhouse and get started on your creative journey.
Sage Accounting Courses Every business, no matter how large or small, is required legally to 'keep books'. Bookkeepers play a vital role in organisations. Thus, they ensure accurate records of individual financial transactions in an orderly, up to date and comprehensive method. Sage 50 Accounts software is widely used in various business sectors in the UK and internationally. If you are organised and like working through documents and enjoy seeing a set of figures add up properly, then bookkeeping or accountancy with Sage 50 Accounts is the career for you. If you're looking to gain competency in the world's most popular bookkeeping software, the Sage 50 Computerised Accounts course will teach everything you need to know, while helping you gain a recognised qualification. At the end of the training you have the option to gain some practical experience in accounting by joining the optional job placement with our sister company, Osborne certified accountants.
Our Equality and Diversity Training course covers the Equality Act 2010 and discusses the details relating to discrimination as well as unfair treatment within a professional environment.
Understand what diversity and inclusion is and how to manage it affectively in the workplace. Course overview Duration: 1 day (6.5 hours) Diversity and Inclusion in the workplace will help you develop an understanding of why diversity and inclusion is important to a business, what it is and how individuals and teams can work effectively together and harness the power that comes from valuing diversity and promoting inclusion. Objectives By the end of the course you will be able to: Describe why diversity and inclusion is important in teams and organisations Explain and overcome unconscious bias and other beliefs that cause exclusion and impact the workplace Recognise your own diversity and understand the value of diversity and inclusion in teams Develop an Action Plan to create an inclusive work climate Content Understand Diversity and Inclusion What the Equality Act 2010 says about diversity Understanding protected characteristics Learn how to create an optimum climate to unlock the power of a diverse teams Understanding Yourself and Unconscious Bias Identify your own unique characteristics and how these could impact your performance Examine self-limiting beliefs and how these can impact personal performance Experience how unconscious bias impacts our information gathering, problem solving, judgement and decision making Creating a Diverse and Inclusive Team Climate Understand the importance of respect, the role of trust and what valuing diversity really means Apply the ABC Model to the creation of a diverse climate:Awareness – be alert, self-aware and aware of othersBoundaries – understand how things can go wrong when working with others: boundaries, banter and bullyingCoaching – learn listening and coaching skills to promote inclusion Create an achievable, personal action plan that can be applied immediately in the workplace to improve diversity, promote teaming and create an inclusive work climate
Sage Line 50 Accounting / Bookkeeping Training - Fast Track If you're looking to gain competency in the world's most popular bookkeeping software, the Sage 50 Computerised Accounting course will teach everything you need to know, while helping you gain a recognised qualification. This Course is designed to provide individuals from beginner to advanced knowledge of bookkeeping and Sage 50 accounts. It is intended for individuals who aim to improve career prospects and to be able to better financial management and control of business. This course covers Level 1-3 of Sage 50 Bookkeeping/Accounting Training. Every business, no matter how large or small, is required by law to 'keep books'. Therefore, Bookkeepers play a vital role within organisations; ensuring records of individual financial transactions are accurate, orderly, up to date and comprehensive. If you are organised and methodical, like working through documents and enjoy seeing a set of figures add up properly, then bookkeeping is the career for you. What qualification will I gain? You have the choice to gain certification from one of the following awarding bodies. CERTIFICATION FROM SAGE (UK) As Osborne Training is a Sage (UK) Approved training provider, you could gain the following qualifications provided that you book and register for exams and pass the exams successfully: Sage 50c Computerised Accounting Course (Level 1) Sage 50c Computerised Accounting Course (Level 2) Sage 50c Computerised Accounting Course (Level 3) Level 1 Working with Sage 50 Accounts Program Basics. Creating Account names, Numbers & Bank Payments Financials Bank Reconciliations Generating Customers Invoices Monitoring Customer Activity Generating Product Invoices & Credit Notes Compiling & Sending Customer Statements Creating Customer Receipts & Purchase Invoices Supplier Payments Managing Recurring Entries Generating Reports & Information The Active Set-Up Wizard VAT Changes. Level 2 An overview of the Sage program Entering opening balances, preparing and printing a trial balance Creating customer records Creating supplier records Setting up opening assets, liabilities and capital balances, Producing routine reports Checking data, Entering supplier invoices Posting error corrections, amending records Invoicing, generating customer letters, entering new products, checking communication history Banking and payments, producing statements, petty cash Audit trails, correcting basic entry errors, reconciling debtors and creditors Creating sales credit notes, Processing purchase credit notes Preparing journals Verifying Audit Trail Purchase orders, processing sales orders Processing Trial Balance Creating Backups Restoring data Writing-off bad debts Level 3 Creating a Chart of Accounts to Suit Company Requirements Sole Trader Accounts preparation The Trial Balance preparation Errors in the Trial Balance Disputed Items Use of the Journal Prepare and Process Month End Routine Contra Entries The Government Gateway and VAT Returns Bad Debts and Provision for Doubtful Debts Prepare and Produce Final Accounts Management Information Reports Making Decisions with Reports Using Sage The Fixed Asset Register and Depreciation Accruals and Prepayments Cash Flow and Forecast Reports Advanced Credit Control
EQ is a pattern of how people's biases in their thinking leads them to think one choice or thing is better than another, as well as their clarity in differentiating within those biases to exercise clear and sound judgement. Where your thinking and responses lie within your biases spectrum, and your ability in adjusting to the situation you find yourself in, will determine responses equating to poor or strong Emotional Intelligence (EI). This course will enhance and promote the skill set necessary for any working leader or manager, allowing our in-depth emotional intelligence knowledge to be applied into your working environment. From an employer's perspective, this award can be a significant long-term return on investment by further developing your leaders and managers. What Does This Course Offer? Our program offers an EQ-SWOT™ assessment and EI Model in detail, and through activity and discussion we explore how applying and possibly adjusting, you may offer an improved Emotional Intelligence. Our learning experiences are successful because the outcomes are quickly embedded and demonstrate an immediate visible impact on the day-to-day working environment. Our engaging learning inspires employees to want to personally add value to the companies they work for. We also offer our Paradigm EQ-SWOT™ online assessment and report as a frame of reference within the program. This assessment should be completed before attending the program, and will be expanded upon during the program delivery. Course Content The Emotional Intelligence for Today’s Leadership and Management course covers the following topics: What makes EI so important within the workplace Self-Awareness and your EQ Profile The EQ unpacked Unconscious Bias & EI How to develop your EI quotient Accreditation Activity Our accredited tutors deliver training that encourages delegates to confidently and practically apply all they have learnt as soon as they get back into the business. To achieve this award, delegates need to prepare and deliver a 3 minute presentation* on the highlights of their learning and immediate application avenues when back in their working environment. *Participants will be given 30 minutes during the program to prepare for their 3 min presentation at the end of the program. Scheduled Course Dates Unfortunately this course is not currently scheduled as an open course as it is primarily run as an in-house programme. For more information, please contact us. In-House Courses This is our own management training course which has been developed and refined over the many years we have been providing it to delegates from organisations in virtually every industry. This means that the course syllabus is extremely flexible and can be tailored to your specific requirements. If you would like to discuss how we can tailor this management training course for you and/or run it at your premises, please contact us.
What important conversations are your team members avoiding? Side-stepping difficult conversations can trap a team in unresolved problems, strained relationships, and missed chances for growth, which blocks progress and cultivates a lack of trust. But many people avoid difficult conversations or handle them poorly because they’re afraid to address uncomfortable issues and feel unprepared to respond to the emotional reactions that inevitably arise. Navigating Difficult Conversations: Turn Tension Into Progress takes a targeted approach to helping people to manage emotional tension and conduct conversations in a way that enables all parties to stay engaged in collaborative dialogue. Participants will shift their mindset from fearing and avoiding difficult conversations to seeing them as the way to make progress on important issues. And they’ll develop the skills to build trust and respect in every relationship as they navigate sensitive topics. Who Should Attend? This programme is for anyone who finds the thought if having a challenging or difficult conversation, something to be very nervous of, even to the point of avoiding the issue. We recommend that participants have first attended our Aspire programmes, Management Essentials and Performance Coaching, as they provide a strong foundation to the topic, which this session then builds upon. In Navigating Difficult Conversations participants will discover how to balance Courage and Consideration throughout the conversation by: Sharing their Purpose—the issue they need to make progress on—and Positive Intent—how they want the other person to benefit from the conversation Responding to emotional reactions using the skills: Pause, Don’t Panic Observe, Don’t Judge Ask, Don’t Assume Outcomes This module will help participants: Create a strong foundation for difficult conversations by setting a clear and collaborative tone that balances their own and others’ needs. Understand that emotional reactions are a natural, human response—and notice them as a signal that the conversation needs an adjustment to stay on track. Practice a range of tactics to respond in the moment to help everyone stay engaged and make progress.
Learn the skills and mindset to become a business partner, align your expertise with the organisational goals, drive growth, and shape the future of your company. Course overview Duration: 1 day (6.5 hours) This is a highly interactive and practical course which will help you to understand the role of Business Partnering and the key skills needed to be successful in the role. The course is designed specifically to give you an opportunity to explore the role and test a range of techniques to improve your strategic working as well as your influencing and relationship building skills. This course is aimed at individuals who work cross-functionally and with other people to achieve business results and is particularly helpful for those who engage frequently with senior managers and executives. Objectives By the end of the course you will be able to: Describe the role of Business Partner and the benefit to the business Develop stronger engagement with all internal and external stakeholders Influence without authority Build positive relationships Handle robust conversations Be forward thinking, not reactive Act as a change agent Communicate with confidence and credibility Content Understanding the role of the Business Partner What is Business Partnering from an individual, departmental and business view Using a psychometric test to look at where your strengths are and how you can use them effectively in the role Developing Relationships Creating a powerful first impression. Communication skills Understanding different communication styles Being more proactive in developing key relationships Stakeholder engagement Presenting ideas in a confident and articulate way Understanding and developing trust Connecting with people Networking Influencing and Negotiating Influencing and persuading others Dealing with conflict and difficult conversations Becoming a trusted advisor/Business Partner Advanced questioning skills and techniques to get to the root of a problem Strategic Thinking Develop the mind-set and strategic capability to play a more proactive leading role in the business