Course Outline
COVID-19 has fundamentally changed the way marketers behave and sent a shockwave through sales teams in the global media industry. All the early signs suggest that these changes will be long lasting, if not permanent. Client expectations will be significantly different, digital solutions will become even more dominant, and salespeople will need to adapt.
WORKSHOP 1 – BUILDING PIPELINE
25th February – 9-10am GMT
In this workshop, you will learn how to:
- Identify the perfect clients to infiltrate
- Create a winning contact strategy
- Drive inbound leads and maximise the conversion of outbound leads
Outcome: Quality leads with maximum potential
WORKSHOP 2 – RUNNING SALES CONVERSATIONS
4th March – 9-10am GMT
In this workshop, you will learn how to:
- Become your clients trusted advisor
- Structure your conversation to drive real change in your client’s business
- Create a conversation worth paying for in itself
Outcome: Conversations that differentiate you from the competition
WORKSHOP 3: CREATING CAMPAIGNS
11th March – 9-10am GMT
In this workshop, you will learn how to:
- Pitch your solutions in the language your client needs to hear
- Co-create multi-channel campaigns that drive ROI for your client
- Design easy-to-buy packages created to drive client results
Outcome: Campaigns that maximise client buy -in
WORKSHOP 4: CLOSING OPPORTUNITIES
18th March – 9-10am GMT
In this workshop, you will learn how to:
- Identify and gain buy-in from the most influential stakeholders
- Lead your client through the decision-making process
- Create proposals that make it easy for your client to sell-on and speed-up decisions
Outcome: More deals closed more quickly
