Oct
24
9:30 AM09:30

Sold Out: Using Email for Lead Generation

Who Should Attend:

This program is for sales executives who want to learn how to write compelling prospecting emails to win appointments and generate new leads for their business.

Content will include:

The role of email prospecting in leads generation

The fundamentals for ensuring your email engages your prospect

The step by step process from knowing your prospect to writing the email

Writing a compelling email from the subject line to the close

View Event →
Oct
30
9:30 AM09:30

Negotiating the Sales Price

Who Should Attend:

Experienced sales executives and account managers who have a pricing discretion and who wish to prepare and execute a total negotiating plan to obtain the very best revenue outcome through the different phases of negotiation.

Content will include:

Plan and manage the negotiation process through its different stages

Negotiate within a preferred supplier framework

Prepare and design a negotiating plan that can be used in the workplace

Identify customer’s negotiation behaviours, objectives, motives and tactics

View Event →
Nov
5
9:30 AM09:30

Storytelling for Authentic Leadership

Who Should Attend:

Managers and team leaders who want to increase their ability to influence their team and get greater buy in to their ideas.

Content will include:

What makes Storytelling a more effective form of communication

Identify the elements of effective storytelling

How to find, craft, edit and place stories

How to implement a storytelling strategy within your team or organisation

View Event →
Nov
12
9:30 AM09:30

Strategic Planning for Sales Managers

Who Should Attend:

Sales managers and sales leaders who wish to develop a greater understanding of sales strategy and the market drivers which shape it.

Content will include:

• Plan sales operations by setting sales teams objectives which are consistent with business objectives

• Objectively evaluate sales team effectiveness and manage team performance

• Create a strategic planning process

• Plan and execute the development of customers and territories

View Event →
Nov
20
9:30 AM09:30

KAM Planning

Who Should Attend:

Senior sales executives who have responsibility for managing large customer accounts

Content will include:

• Categorize and profile a customer account

• Identify the relevant stakeholders and design a strategy for developing the right relationships

• Evaluate performance and potential within the account

• Write strategically robust account plans

View Event →
Dec
3
9:30 AM09:30

Increasing Sales by Telephone

Who Should Attend:

Sales executives who use the telephone to generate meetings or build better relationships with prospects to effectively promote products or services by telephone.

Content will include:

• Develop a telephone prospecting strategy

• Develop an appropriate telephone call structure based on best practice

• Learn how influence works over the phone

• Increase their telephone sales results

View Event →
Dec
12
9:30 AM09:30

Executive Presence

Who Should Attend:

Sales leaders and senior sales executives who sell into C-level stakeholders and want to develop a compelling Executive Presence; to significantly heighten influencing abilities among colleagues, buyers and customers.

Understand what attributes matter most in developing a strong executive presence

How executive presence enables you to engage, align, inspire and move people to act

Master the three dimensions of executive presence 

Tips & ideas to building your ‘personal brand’

View Event →

Oct
16
9:30 AM09:30

SOLD OUT: Executive Presence

Who Should Attend:

Sales leaders and senior sales executives who sell into C-level stakeholders and want to develop a compelling Executive Presence; to significantly heighten influencing abilities among colleagues, buyers and customers.

Understand what attributes matter most in developing a strong executive presence

How executive presence enables you to engage, align, inspire and move people to act

Master the three dimensions of executive presence 

Tips & ideas to building your ‘personal brand’

View Event →
Oct
8
9:30 AM09:30

Business Networking Skills

Who Should Attend:

Sales leaders and sales executives alike! All sales professionals who attend business networking events and who need to get more relevant sales leads and contacts from attending networking events and conferences

Content will include:

Develop a networking strategy and integrate it into a personal business plan

Prepare effectively for business networking events

Work a room in a structured and systematic way

Utilise communication skills and personality to make an impression quickly and build credibility fast

View Event →
Oct
3
9:30 AM09:30

Interview Skills for Front-line managers

Who Should Attend:

Experienced team leaders and managers who conduct recruitment interviews on behalf of their organisation.

Content will include:

• Best practice interview preparation

• Execute and control competency based interview

• The legalities – questions you can and can’t ask

• Evaluation of candidates – the selection process

View Event →
Sep
25
9:00 AM09:00

Coaching Skills for Team Leaders

Who Should Attend:

Managers or team leaders who are seeking to improve the way they coach, motivate and empower

members of their team.

Content will include:

Identify what coaching is (and is not) in relation to other development approaches

Grasp the principles behind coaching, what gets in our way and how it makes a difference

Learn the key skills needed to be a successful coach

Have the confidence to put the process and skills to use immediately

View Event →
Sep
24
9:30 AM09:30

Storytelling for Authentic Leadership

Who Should Attend:

Managers and team leaders who want to increase their ability to influence their team and get greater buy in to their ideas.

Content will include:

What makes Storytelling a more effective form of communication

Identify the elements of effective storytelling

How to find, craft, edit and place stories

How to implement a storytelling strategy within your team or organisation

View Event →
Sep
19
9:30 AM09:30

LinkedIn Strategy For Commercial Managers

Who Should Attend:

Commercial leaders whose teams use LinkedIn as part of their reach out prospecting strategy and who need to improve the number of prospecting leads they currently get from this social selling tool.

Content will include:

• Fully integrate LinkedIn into the sales process

• Plan sales operations by setting LinkedIn teams objectives which are consistent with commercial goals

• Encourage, motivate and drive social selling performance of their sales team

• Develop a set of metrics and outcomes to help track and improve the sales teams LinkedIn interaction

View Event →
Sep
10
9:00 AM09:00

Leading & Developing the High-Performance Sales Team

Who Should Attend:

Sales managers who are responsible for delivering a sales target via their sales team across the short, medium and long-term. The program will be of benefit to both newly appointed managers and experienced managers.

Content will include:

Explore alternative approaches to supporting and motivating your team

Identify the fundamentals required to create a high-performance culture

Successfully develop and drive their sales team and its performance through a structured feedback process

Host and facilitate sales meetings that achieve real and actionable results

View Event →
Sep
3
9:30 AM09:30

Empowering Women in Leadership

THE SECOND DAY FOR THIS COURSE IS OCTOBER 4TH

Overview:

The Empowering Women in Leadership Training Program is a new initiative by Executive Institute. The program is designed for newly appointed female managers with high potential and will equip them with the tools to develop their leadership vision, values and voice.

The program will encourage participants to develop a set of actions to help them on their journey of empowerment and it will promote an inclusive climate that values both feminine and masculine approaches to leadership. More broadly, the program supports member organisations in building a diverse leadership team, developing talent and planning for succession.

The Program will:

• Give participants a framework to develop their leadership vision and goals

• Help participants understand the different leadership and communication styles and learn what works best for them

• Share a practical set practical exercises and tools to address and over come self-imposed personal barriers and organisational blocks that may prevent them from doing their job

• Empower and enable participants to execute their roles with more confidence, assertiveness and focus which will assist on their path to success

View Event →
Sep
2
9:30 AM09:30

Strategic Planning for Sales Managers

Who Should Attend:

Sales managers and sales leaders who wish to develop a greater understanding of sales strategy and the market drivers which shape it.

Content will include:

• Plan sales operations by setting sales teams objectives which are consistent with business objectives

• Objectively evaluate sales team effectiveness and manage team performance

• Create a strategic planning process

• Plan and execute the development of customers and territories

View Event →
Aug
29
9:30 AM09:30

Negotiating the Sales Price

Who Should Attend:

Experienced sales executives and account managers who have a pricing discretion and who wish to prepare and execute a total negotiating plan to obtain the very best revenue outcome through the different phases of negotiation.

Content will include:

Plan and manage the negotiation process through its different stages

Negotiate within a preferred supplier framework

Prepare and design a negotiating plan that can be used in the workplace

Identify customer’s negotiation behaviours, objectives, motives and tactics

View Event →
Aug
6
9:30 AM09:30

Increasing Sales by Telephone

Who Should Attend:

Sales executives who use the telephone to generate meetings or build better relationships with prospects to effectively promote products or services by telephone.

Content will include:

• Develop a telephone prospecting strategy

• Develop an appropriate telephone call structure based on best practice

• Learn how influence works over the phone

• Increase their telephone sales results

View Event →
Jul
23
9:30 AM09:30

LinkedIn Strategy For Commercial Managers

Who Should Attend:

Commercial leaders whose teams use LinkedIn as part of their reach out prospecting strategy and who need to improve the number of prospecting leads they currently get from this social selling tool.

Content will include:

• Fully integrate LinkedIn into the sales process

• Plan sales operations by setting LinkedIn teams objectives which are consistent with commercial goals

• Encourage, motivate and drive social selling performance of their sales team

• Develop a set of metrics and outcomes to help track and improve the sales teams LinkedIn interaction

View Event →
Jul
17
9:30 AM09:30

Using Email for Lead Generation

Who Should Attend:

This program is for sales executives who want to learn how to write compelling prospecting emails to win appointments and generate new leads for their business.

Content will include:

The role of email prospecting in leads generation

The fundamentals for ensuring your email engages your prospect

The step by step process from knowing your prospect to writing the email

Writing a compelling email from the subject line to the close

View Event →
Jul
11
9:30 AM09:30

Executive Presence

Who Should Attend:

Sales leaders and senior sales executives who sell into C-level stakeholders and want to develop a compelling Executive Presence; to significantly heighten influencing abilities among colleagues, buyers and customers.

Content will include:

• Understand what qualities/traits matter most in developing strong executive presence

• How executive presence enables you to engage, align, inspire and move people to act

• Master the three dimensions of executive presence - three dimensions – character, substance and style

• Tips & ideas to building your ‘personal brand’

View Event →
Jul
4
9:00 AM09:00

Coaching Skills for Team Leaders

Who Should Attend:

Managers or team leaders who are seeking to improve the way they coach, motivate and empower

members of their team.

Content will include:

Identify what coaching is (and is not) in relation to other development approaches

Grasp the principles behind coaching, what gets in our way and how it makes a difference

Learn the key skills needed to be a successful coach

Have the confidence to put the process and skills to use immediately

View Event →
Jun
27
to Jun 28

Empowering Women in Leadership

Overview:

The Empowering Women in Leadership Training Program is a new initiative by Executive Institute. The program is designed for newly appointed female managers with high potential and will equip them with the tools to develop their leadership vision, values and voice.

The program will encourage participants to develop a set of actions to help them on their journey of empowerment and it will promote an inclusive climate that values both feminine and masculine approaches to leadership. More broadly, the program supports member organisations in building a diverse leadership team, developing talent and planning for succession.

The Program will:

• Give participants a framework to develop their leadership vision and goals

• Help participants understand the different leadership and communication styles and learn what works best for them

• Share a practical set practical exercises and tools to address and over come self-imposed personal barriers and organisational blocks that may prevent them from doing their job

• Empower and enable participants to execute their roles with more confidence, assertiveness and focus which will assist on their path to success

View Event →
Jun
20
9:30 AM09:30

Business Networking Skills

Who Should Attend:

Sales leaders and sales executives alike! All sales professionals who attend business networking events and who need to get more relevant sales leads and contacts from attending networking events and conferences

Content will include:

Develop a networking strategy and integrate it into a personal business plan

Prepare effectively for business networking events

Work a room in a structured and systematic way

Utilise communication skills and personality to make an impression quickly and build credibility fast

View Event →
Jun
11
9:30 AM09:30

KAM Planning

Who Should Attend:

Senior sales executives who have responsibility for managing large customer accounts

Content will include:

• Categorize and profile a customer account

• Identify the relevant stakeholders and design a strategy for developing the right relationships

• Evaluate performance and potential within the account

• Write strategically robust account plans

View Event →
Jun
6
9:30 AM09:30

Interview Skills for Front-line managers

Who Should Attend:

Experienced team leaders and managers who conduct recruitment interviews on behalf of their organisation.

Content will include:

• Best practice interview preparation

• Execute and control competency based interview

• The legalities – questions you can and can’t ask

• Evaluation of candidates – the selection process

View Event →
Jun
4
9:30 AM09:30

Storytelling for Authentic Leadership

Who Should Attend:

Managers and team leaders who want to increase their ability to influence their team and get greater buy in to their ideas.

Content will include:

What makes Storytelling a more effective form of communication

Identify the elements of effective storytelling

How to find, craft, edit and place stories

How to implement a storytelling strategy within your team or organisation

View Event →
May
27
9:30 AM09:30

Increasing Sales by Telephone

Who Should Attend:

Sales executives who use the telephone to generate meetings or build better relationships with prospects to effectively promote products or services by telephone.

Content will include:

• Develop a telephone prospecting strategy

• Develop an appropriate telephone call structure based on best practice

• Learn how influence works over the phone

• Increase their telephone sales results

View Event →
May
21
9:00 AM09:00

Leading & Developing the High-Performance Sales Team

Who Should Attend:

Sales managers who are responsible for delivering a sales target via their sales team across the short, medium and long-term. The program will be of benefit to both newly appointed managers and experienced managers.

Content will include:

Explore alternative approaches to supporting and motivating your team

Identify the fundamentals required to create a high-performance culture

Successfully develop and drive their sales team and its performance through a structured feedback process

Host and facilitate sales meetings that achieve real and actionable results

View Event →