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Past event summary

Sales Workshops on Driving Business Growth in Challenging Times

About the event

Want to connect with the right people to boost sales? The following interactive webinars with experts discussed the essential sales techniques required in today’s digital world. Attendees learned how to build solid connections, understand the importance of referrals, book meetings and much more.

Event details

Where

Online. Upon registration, you will receive details on how to join the webinar.

When

10:00AM-12:00PM, 23 Jun 2020

About the Sales Workshops

The following interactive webinars have been designed to complement one another.

Creating Unlimited Leads using LinkedIn and Referrals – 15 June 2020 – Workshop 1 

The purpose of this session is to build out your lead generation model. It will give you a perspective on if you’re connecting with the right people - and if not, who you should be connecting with. People learned two systematic ways of reaching out in order to generate a more consistent flow of appointments with the people they want to be meeting. It taught people how to build relationships with clients and how to develop trust with people who they can potentially work with in the future. Topics included: 

  • What is your market doing now? What’s working for others? Who should you be talking to? 
  • How do you use LinkedIn effectively? How do you start reaching out systematically?
  • Referrals are at the heart of all business and salespeople; referral relationships are always stronger and are more likely to become clients

How to Approach your First Meeting – 17 June 2020 – Workshop 2 

This webinar focused on the first meeting. It covered how to frame a meeting without any pitching or selling. Attendees reviewed the different parts of the meeting, and how each should flow. It was also discussed how to prepare and what things should be talked about in the first meeting.
The purpose of this session is to show people how to approach their first meeting. It’s critical to use this first meeting to build rapport, share ideas, and develop a safe environment rather than pitching and trying to sell products. Part of this session included what to do after the meeting and how to create the best outcome for the future.


Convert your Connections into Meetings – 23 June 2020 – Workshop 3 

This session was all about booking meetings. It ended with the metrics model that should be used to track metrics for the next 6 months. Attendees saw how they can convert LinkedIn connections and conversations into meetings, how to build out referrals, and how to begin to consistently drive the flow of people from LinkedIn to their diaries.

Registrations are now closed

Benefits of Joining

What will you gain from these sessions?

Target Market

  • Understand your product alignment with the current market
  • Have a clear target persona
  • Explore your clients buying journey

 

LinkedIn

  • Have a solid LinkedIn profile
  • Understand LinkedIn Ratios
  • Be comfortable reaching out to the right people in the right companies
  • Be able to have a real conversation on LinkedIn; no cut and paste

 

Referrals

  • Understand how referrals work
  • Have a model for asking for referrals that fit your world
  • Have practiced asking for referrals
  • Have given 2 referrals to 4 people
  • Have asked 2 people for referrals
  • Have gained a minimum 2 referrals and have more coming
  • Have a partner model in place
  • Be building out partner list

 

Appointment Booking

  • Be able to book a minimum of 4 new meetings per week
  • Understand the psychology of booking meetings
  • Have a framework for booking meetings on WhatsApp, LinkedIn, email, and phone
  • Book 4 new meetings per week for 3 months

 

Introductory Meetings

  • Have a structure for doing the first meeting
  • Process of building rapport
  • Know how to book the next meeting
  • Be able to summarize your meeting and work out the next steps
  • Understand some basics of questioning and listening techniques

 

Metrics and Accountability

  • Have a core set of metrics to track for 3 months

How do we do this?

The session is designed to teach you in the same way you would be taught if you were at a top University. In fact, this course has been built by award-winning Dr. Lynette Tan, Director of Studies, Residential College 4, National University of Singapore. You will have a workbook for the three webinars. It starts with a series of videos you work through before the course, between each session, and post-course. During the sessions, hosted on Zoom, you will be engaging in deeply interactive methods. These include:

  • Whiteboarding
  • Videos with interactivity
  • Roleplays
  • Building out banks of questions
  • Building out models
  • Breakout rooms
  • Q&A
  • Metrics model building
  • Flipped classrooms
  • Peer to peer learning

Speakers

FRASER MORRISON

CEO & FOUNDER

1000Steps

FRASERMORRISON

Fraser is the CEO and Founder of 1000Steps, a sales optimization company that specialises in building sales models for corporations. Fraser has worked with some of the largest companies in the world, from Chubb, Exyte, one of the big four, Expedia, Thoughtworks, and many more. 

With a mixture of skills, training, discipline and a high culture environment of success, Fraser has over 31 years of experience in senior sales management. He has also studied under one of the top sales coaches, Stephen Schiffman, the author of 31 New York Times bestsellers, being personally mentored for many years by him.

Fraser has dedicated himself to the pursuit of excellence in sales and how to empower others to have simple, successful and scaleable working models.


RUSSELL DALGLEISH

SERIAL ENTREPRENEUR AND INVESTOR

DWF

SHIRAZSETHI

Russell has enjoyed the benefits of a highly successful international career in the technology sector and now focuses his efforts on supporting owners and boards of companies to devise and implement growth strategies to create shareholder value. In his earlier career, he has held board leadership positions with International companies achieving turnover more than £200m. 

Core areas of focus are leadership, innovation, entrepreneurship and strategic thinking. He is a regular speaker at events on Leadership in business and has spoken at conferences from Los Angeles to Abu Dhabi.

Russell is founding Managing Partner of the advisory group, Exolta Capital Partners, and Founding Chairman Scottish Business Network, the global network supporting Scottish business leaders.


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