MAXIMISE YOUR EXPORT SALES & BUILD YOUR COMPETITIVE EDGE

Transcription

1 International Selling Programme MAXIMISE YOUR EXPORT SALES & BUILD YOUR COMPETITIVE EDGE #Global Ambition

2 Participant Benefits THE INTERNATIONAL SELLING PROGRAMME IS TARGETED EXCLUSIVELY AT MAXIMISING EXPORT SALES FOR AMBITIOUS IRISH SMEs. Over 600 senior leaders have achieved significant sales growth as a result of participation. Create a compelling value proposition and identify the optimum route to market Develop an International Growth Plan by defining the right sales strategy for your organisation Enhance professional selling skills including negotiation, cultural awareness and resilience INCREASE EXPORT SALES REVENUE Earn a Post Graduate Diploma in International Selling or CPD Diploma in sales Meet International buyers to apply your selling skills and cultural knowledge Access and diversify into new and existing markets

3 Enterprise Ireland s Programme Structure Enterprise Irelands International Selling Programme is delivered by TU Dublin and a panel of world-class sales practitioners and business advisors. Dedicated TU Dublin & Enterprise Ireland programme support Behavioural assessments for sales recruitment EXECUTIVE SERIES Strategy-Skills-Process 17 days in class (2 x eight day modules and 1 day finale over 9 months) Enterprise Ireland Market Research Centre and TU Dublin Business Library BUSINESS ADVISOR SERIES Engage in 5 face to face sessions with a Business Advisor Receive advice on your International Growth Plan and learning transfer in-company Identify accelerators and inhibitors to export sales growth KEY PROGRAMME OUTPUTS International Sales Growth Plan for Increased Exports (Postgraduate or CPD) Diploma in International Selling (Level 7 or Level 9) Dedicated pre-programme briefings TEAM IMPLEMENTATION SERIES Engage up to 2 Senior colleagues in a half day workshop and access an e-learning portal to embed learning across the organisation Dedicated online programme portals to help embed learning across the organisation SEP OCT NOV DEC JAN FEB MAR APR MAY 1 Day finale

4 Executive Series 01 Positioning for Growth Understand value from the customer perspective. Learn how to position your products or services in competitive markets. Create a value proposition and distinguish between qualified prospects and non-prospects. 02 Sustained Growth & Performance Gains Accelerate growth by optimising the capabilities, systems and processes required to acquire and retain customers. Plan for aligned digital sales and marketing processes that will boost success in international markets. Apply tools to create opportunities, advance deals and unlock growth. Buyer Journey & Revenue Track Move the focus of selling to the buyer s perspective. Critically anticipate, qualify and service the international buying criteria of sector buyers in their targeted international markets. Understand a complex buying process in order to tailor the selling process accordingly. 03 Sales Enablement (Team Implementation Series: Participant and one colleague attend together) Develop processes for tracking and measuring sales team performance. Create a shared language to diagnose and progress deals. Hiring and On-Boarding (Team Implementation Series: e-learning webinars, available to participant and two colleagues) Optimise the hiring, on-boarding and staff retention strategies for the sales organisation. Routes to Market Create a channel management strategy and critically evaluate various channel models, frameworks and processes. Enhance or redesign your route to market strategies with the tools to select, manage and motivate partners in the distribution system. 04 Lead Generation Create a high-level strategy for lead generation for the organisation. Identify and prioritise prospects from internal and external networks. Develop a plan to deliver a successful lead generation programme. Market Validation & Market Intelligence Devise a market intelligence collection plan for the organisation. Assess intelligence to make informed decisions on market validation and selection. Consider resource allocation for market and identify, analyse and profile competitors. Principal Programme Facilitators ISP will be facilitated by a panel of world class sales practitioners and business advisors Bernie Cullinan Bernie is a creative and energetic leader who has been involved in business in various sectors for a number of years in both executive and non-executive director roles. Bernie is CEO of Pragma Advisory, a practice providing strategic planning, growth execution and people management solutions to companies nationally and internationally. Michael McGowan Michael is co-founder of DEI Sales and Smart Sales Talent. He has helped hundreds of exporting companies to build their sales, channel and sales management capability since He now helps companies to source and onboard sales and sales management talent. Brian English Brian is an Engineer and Marketer who has worked in international sales for 30 years. His company, Qupact, develops sales and routes-tomarket for its clients. He has a deep understanding of the intricacies of closing sales in international markets, through reseller networks. Paul O Dea Paul is CEO of Select Strategies, a strategy consulting practice and education firm which helps leadership teams make growth happen. Paul has vast experience in international sales and with mentoring companies at various stages of development with their growth strategies.

5 Presentation Frameworks Presentation frameworks are provided which outline a logical structure for effectively delivering your message with confidence. Skills for building rapport, generating interest and engaging and persuading your prospects are also mastered. Digital Sales & Marketing Understand the role of digital technology in sales and marketing strategies and process Gain insights from a varied panel of industry and education experts on organisational digital transformation Strategic Account Management Learn how to qualify a key account. Focus on the development of a key account strategy and learn how to apply tools and techniques to move you into deeper and mutually beneficial relationships with your key accounts. Finance Develop relevant financial skills to support you in writing the International Growth Plan. 07 Culture and Negotiation Learn about the dimensions of culture across markets and how this impacts on all sales behaviours and approaches. Gain a systematic understanding of how to negotiate, based on an appreciation of cultural differences and master advanced closing techniques. Meet the Buyer Present to a professional international buyer and receive feedback. Learn how to listen, respond to questions and handle objections. Test your cultural, industry and market understanding. This module also provides an opportunity to network with buyers operating in your industry sector. Personal Resilience Learn what resilience is and why it is the core competency for personal growth. Identify challenges to resilience and equip yourself to improve personal resilience. Create a personal action plan for immediate implementation. International Growth Plan Create an International Growth Plan tailored to your company s needs focused and linked to the overall business strategy and sales targets in international markets. Richard Higham Richard is founder of SalesLevers. He has worked with hundreds of companies globally in the design and delivery of comprehensive relationship management, sales, service and leadership programmes. Ricky Coussins Ricky is Managing Partner of Coussins & Associates. Ricky s experience covers the entire marketing spectrum but he has a particular understanding of how to apply the tools of market and competitive intelligence with a view to building sustainable competitive advantage. Oscar van Weerdenburg Oscar is co-founder of Intercultural Business Improvement and has held over 1,000 workshops and presentations for more than 40 multinational organisations on successfully managing cultural differences.

6 Frequently Asked Questions Q. What is the International Selling Programme? APPLYrecognised (Postgraduate or CPD) Diploma in International A. The International Selling Programme (ISP) is a nine month practical programme aimed to maximise sales revenue for Irish SMEs. The output is an International Sales Growth Plan for your company and on successful completion of the programme, an internationally Selling (Level 7 or Level 9). Q. What is the Team Implementation series? A. The purpose of the Team Implementation Series (TIS) is to encourage the cascading of learning at a wider company level. Each participant will nominate 2 senior colleagues to take part in the Team Implementation Series. The first colleague will attend a half day workshop that takes place at module 3. Both colleagues will receive access to a prioritised suite of implementation materials LEARNwhich relate to the ISP module content. Colleagues may also meet the Business Advisor to have a broader team conversation regarding the implementation of programme content in their company if desired. Q. What is the scope of the International Growth Plan document? A. The work completed during modules 1 to 8 of the programme will act as a foundation for the International Growth Plan. It should outline in detail your situation assessment, strategy, objectives and tactics for growing sales in a nominated target market. The market may be new or ACHIEVE existing for your company. The market may have a geographic or market vertical focus whichever is more appropriate for your company. You will be provided with guidelines on the optimum structure in your participant guide.

7 Q. What companies typically apply? A. The programme is designed for companies selling products and / or services in international markets. Sales may be generated via direct sales, third party channel partners or a blended model incorporating both direct and indirect routes to market. Programme content is focused on B2B complex sales engagements, with a typical lead-time to sale of 3 to 6 months (or more). ISP is not ideally suited to companies with a highly transactional sales model (e.g. those focussing on online sales or those utilising an inside sales model that could be described as transactional). Q. Who should apply? A. CEO, Director and Senior Managers with the ambition, drive and authority to grow export revenues in their companies through sales excellence. Q. What is the structure of the programme? A. The programme includes 2 x eight day 2-day modules over nine months (September to May) and 5 Business Advisor engagements. Q. What workload is involved in the programme? A. There is a significant time commitment involved in undertaking the programme. Attendance at 2 x eight day in-class modules and 5 engagements with the Business Advisor. There will be applied in-company assignments associated with each module which takes approximately 8 hours to complete and must be submitted before the eve of the next module. There is also an International Growth Plan (IGP) that participants work towards during the programme. The IGP is the main output of the programme and must be submitted at the end of the programme (May) in order to achieve the programme objectives and academic award. Past participants advise that approximately 80 to 120 hours should be allowed to complete this document. Q. What is the role of the business advisor? A. Each participant will be supported by a suitably matched Business Advisor (BA). The BA will assist in identifying accelerators and inhibitors to growth in export sales, provide guidance on implementing programme learning back into the company and specifically advise on your International Growth Plan. Q. What is the academic award associated with ISP? A. Successful completion of the programme results in the award of a Post Graduate Diploma in International Selling (Level 9) or a Diploma in International Selling (CPD) (Level 7). Those holding a Degree level award or higher are eligible for the Postgraduate Diploma and all others are eligible for the Diploma (CPD). A follow-on Masters programme is available for those with the award of Postgraduate Diploma. Q. What are the assessments for the award based on? A. Assessment for the academic award is based on continuous assessment of the work-based assignments, the growth plan output and engagement in class. There are no written examinations. Please note that further FAQ will be provided in the participant handbook once you are offered a place on the programme.

8 Fees & Application Process THE PROGRAMME FEE IS 12,575 PER PARTICIPANT PER ENTERPRISE. THIS INCLUDES EXECUTIVE AND CE0 PARTICIPATION AND THE ASSIGNMENT OF A BUSINESS ADVISOR. Participation on the programme is supported by Enterprise Ireland at the following rates: ENTERPRISE SIZE GRANT COST TO COMPANY Large Enterprise 50% 6,288 Medium Enterprise 60% 7,545 Small Enterprise 70% 8,803 * Companies must be eligible Enterprise Ireland clients to avail of funding support. Note: A decreased rate of funding may be applied where companies are availing of the programme for more than 3 participants. To apply log onto: Please note that the application process is competitive and the closing date is Friday 31st May To find out more, contact Mariam Dadabhay, Programme Manager on the International Selling helpline on E: internationalselling@enterprise-ireland.com W: or

9 Access more sales capability supports Enterprise Ireland is committed to assisting companies strengthen their export selling capabilities. We offer customised sales training and access to experts to bolster and develop your international selling skills. Whatever your stage of growth, we can provide a capability solution that enables you to expand your global reach. DEVELOP SKILLS TO MASTER THE FUNDAMENTALS OF EXPORTS SELLING Attend a one day sales workshop to improve your export selling skills. Each workshop includes a pre and post diagnostic to assess your companies capability level and 2 advisory sessions (face to face or via skype) to help you implement your learning further. Primary Contact - Monica Kinsella T: (01) E: monica.kinsella@enterprise-ireland.com

10 REVIEW AND DEVELOP YOUR MARKET DEVELOPMENT STRATEGY A Strategic Marketing Review assignment is delivered by specialist Sales and Marketing Consultants in conjunction with Enterprise Ireland Development Advisers and Marketing Advisers from our International office network. AMBITION PASSION VISION COMMITMENT EFFECTIVE COMMUNICATION & INTERCULTURAL AWARENESS CONTINUOUS INTELLIGENCE GATHERING GROWING INTERNATIONAL SALES PEOPLE & FINANCE RESOURCES DIFFERENTIATED CUSTOMER VALUE PROPOSITION SALES PROCESS & ROUTE TO MARKET For further details: funding-supports/company/esetablish-smefunding/ Strategic-Marketing-Review.html ACCESS MARKET INTELLIGENCE TO EXPLORE OPPORTUNITIES AND COMPETE IN INTERNATIONAL MARKETS Market Research Centre Knowledge of the competitive environment Irish companies operate in is the key to successful export growth. Enterprise Ireland has purchased, on behalf of its clients, world class market research reports. The publishers we subscribe to have web based databases which you can search from your desk to find relevant titles. You are then welcome to view these reports at the Market Research Centre in our Dublin office or at one of our regional locations. You may call into our Dublin office anytime to view research material. Please contact us to arrange a visit to a regional location. For further details: T: E: market.research@enterprise-ireland.com Opening hours: Monday Friday to hrs

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12 Enterprise Ireland will not release any information received as part of this application except as may be required by law, including the Freedom of Information Act 1997 (as amended from time to time). In the event of an FOI request, the client will be given reasonable advance notice in order to contest such disclosure.