INTERNATIONAL SELLING PROGRAMME 2018/2019 - Enterprise Ireland
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INTERNATIONAL SELLING PROGRAMME 2018/2019
International Selling Programme 2018/2019 2
The International Selling Programme is Enterprise Ireland’s proven
export sales development programme targeted exclusively at
maximising export sales for Irish companies. This customised,
applied programme is delivered by Dublin Institute of Technology
(DIT) in partnership with a panel of world-class experts and
practitioners. Participation on the programme will deliver real
and immediate impact both for you as an individual and for
your company. The programme enhances your ability to access
new markets and accelerates export sales growth. As you look
to build on your presence in export markets or to diversify into
new markets, the International Selling Programme will give your
business the competitive edge you need to succeed.
Key Participant
& Company Benefits
THE PROGRAMME DELIVERS BOTH WHO SHOULD
INDIVIDUAL AND COMPANY BENEFITS AND PARTICIPATE?
HELPS YOU AND YOUR COMPANY TO:
1) Maximise the potential in your sales The International Selling
Programme is for manufacturing
cycle, from defining your value and internationally traded
services companies currently
proposition right through to closing exporting or with advanced plans
sales, tracking performance and rolling to do so. The proven tools you
will master are relevant to any
out a channel management plan. ambitious company.
2) Gain an insider view of internationally Participants should typically
spend a minimum of 30% of time
proven sales strategies to go beyond in a sales role and must be at the
familiar export markets. level of;
– MD/CEO
3) Develop an ambitious, executable – Sales/Commercial/Marketing
Director (or other Director
International Growth Plan to achieve Level)
your company’s business goals. – Sales/Commercial/Marketing
Manager
– Technical Sales Lead
4) Earn an internationally recognised
Postgraduate Diploma in International
Selling or Diploma in International
Selling (CPD) with a progression route
to Masters level.International Selling Programme 2018/2019 3
COURSE STRUCTURE
& ACCREDITATION
“I believe the International
Selling Programme is world-
class in content, organisation
and practicality. Enterprise
Ireland and DIT have built a
model that other countries
should benchmark to. Unlike
ADVISOR EXECUTIVE TEAM other courses I have attended,
SERIES IMPLEMENTATION
SERIES SERIES the tools I acquired and the
Expert External Management sales processes can be applied
Support Support
Strategy/Skills/Process immediately and I believe for
many years to come. This is
testament to the value of the
ISP and the people who run it
and teach on it”.
ANDREW SIMPSON
VP GLOBAL CONSULTING
SERVICES, CHANNEL MECHANICS.
EXECUTIVE SERIES TEAM IMPLEMENTATION ACCREDITATION
Eight x 2 day modules and 1 day SERIES On successful completion of
finale delivered over a 9 month Participation on a half day the programme participants are
period. Key themes include workshop, e-learning webinars and awarded a Postgraduate Diploma
strategy, skills and process. access to an e-learning platform in International Selling or a Diploma
Each module is accompanied for up to two colleagues, to help in International Selling (CPD).
by practical, company-specific support application of learning ISP graduates may be eligible to
assignments. At the end of the throughout the business. progress to Masters level via the
programme participants will DIT Masters in Sales Management
develop an international growth programme. The programme is
plan aligned to their company’s BLENDED LEARNING accredited by DIT, recognised as
overall business strategy and APPROACH Ireland’s premium business school
growth targets. The International Selling who have successfully run the
Programme incorporates innovative programme since 2006 and who
ADVISOR SERIES and flexible content delivery in award an internationally recognised
e-learning formats. Participants qualification in sales management.
Five face-to-face sessions
and their nominated colleagues
with a Business Advisor. The start date for the
have access to a dedicated virtual
The BA works with participants International Selling Programme
learning environment (VLE) which
to help them translate their 2018/19 is 3rd September, 2018.
incorporates ebooks, live and
programme learning into
recorded webinars and customised
international sales results.
vlogs relating to sales related
topics.International Selling Programme 2018/2019 4
EXECUTIVE
SERIES
Module: 01 Module: 04 Module: 07
Positioning for Growth Lead Generation Culture and Negotiation
– Understand value from the customer – Create a high-level strategy for lead – Learn about the dimensions of
perspective. generation for the organisation. culture across markets and how this
– Learn how to position your products – Identify and prioritise prospects from impacts on all sales behaviours and
or services in competitive markets. internal and external networks. approaches.
– Create a value proposition and – Develop a plan to deliver a successful – Gain a systematic understanding
distinguish between qualified lead generation programme. of how to negotiate, based on an
prospects and non-prospects. appreciation of cultural differences
Market Validation & Market and master advanced closing
Intelligence techniques.
Module: 02 – Devise a market intelligence
Sustained Growth & collection plan for the organisation.
Performance Gains – Assess intelligence to make informed Module: 08
– Accelerate growth by optimising the decisions on market validation and Meet the Buyer
capabilities, systems and processes selection. – Present to a professional international
required to acquire and retain – Consider resource allocation for buyer and receive feedback.
customers. market and identify, analyse and – Learn how to listen, respond to
– Plan for aligned digital sales and profile competitors. questions and handle objections.
marketing processes that will boost – Test your cultural, industry and market
success in international markets. understanding.
– Apply tools to create opportunities, Module: 05 – This module also provides an
advance deals and unlock growth. Presentation Frameworks opportunity to network with buyers
– Presentation frameworks are provided operating in your industry sector.
Buyer Journey & Revenue Track® which outline a logical structure for
– Move the focus of selling to the effectively delivering your message Personal Resilience
buyer’s perspective. with confidence. – Learn what resilience is and why it is the
– Critically anticipate, qualify and – Skills for building rapport, generating core competency for personal growth.
service the international buying interest and engaging and persuading – Identify challenges to resilience and
criteria of sector buyers in their your prospects are also mastered. equip yourself to improve personal
targeted international markets. resilience.
– Understand a complex buying Digital Sales & Marketing – Create a personal action plan for
process in order to tailor the selling – Understand the role of digital immediate implementation.
process accordingly. technology in sales and marketing
strategies and process
– Gain insights from a varied panel of Module: 09
Module: 03 industry and education experts on International Growth Plan
Sales Enablement organisational digital transformation – Create an International Growth Plan
(Team Implementation Series: tailored to your company’s needs
Participant and one colleague focused and linked to the overall
attend together) Module: 06 business strategy and sales targets in
– Develop processes for tracking and Strategic Account Management international markets.
measuring sales team performance. – Learn how to qualify a key account.
– Create a shared language to diagnose – Focus on the development of a key
and progress deals. account strategy and learn how
to apply tools and techniques to
Hiring and On-Boarding move you into deeper and mutually
(Team Implementation Series: beneficial relationships with your
e-Learning webinars, available to key accounts.
participant and two colleagues)
– Optimise the hiring, on-boarding Finance
and staff retention strategies for – Develop relevant financial skills
the sales organisation. to support you in writing the
International Growth Plan.
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.International Selling Programme 2018/2019 5
TEAM IMPLEMENTATION
SERIES
The objective of the Team My attendance was an excellent investment in
time for me. DIT and EI have managed to create
Implementation Series is to
an infrastructure to measurably change Irish
enhance and improve sales business for the better and this initiative will help
professionalism in participant Irish companies excel in the export market which
enterprises, at a level that goes I believe is critical for the long term security of
beyond the individual participant, Irish jobs.
cascading specific programme FRANK MADDEN
CEO, CREST SOLUTIONS
content and tools to the wider
team.
ADVISOR
SERIES
DIT will appoint a Business Advisor “The Advisor Series sets this programme
apart. The modules, content and world class
with appropriate sales and/or
trainers were superb but having access to an
sector expertise who will facilitate internationally successful business advisor helped
participants through action me join all the dots and gave me the confidence
learning, targeted objectives and and support to make those difficult business
an export growth plan. This series decisions.”
comprises five sessions which JOE AHERN
CEO, LEADING EDGE GROUP
equates to approximately 2 days
advisory time.International Selling Programme 2018/2019 6
PRINCIPAL PROGRAMME
FACILITATORS
ISP will be MICHAEL MCGOWAN BRIAN ENGLISH PAUL O’DEA
facilitated by a
panel of world
class trainers
including:
Michael is co-founder of DEI Brian is an Engineer and Paul is CEO of Select
Sales and Smart Sales Talent. Marketer who has worked Strategies, a strategy
He has helped hundreds in international sales for 30 consulting practice and
of exporting companies to years. His company, Qupact, education firm which helps
build their sales, channel and develops sales and routes- leadership teams make
sales management capability to-market for its clients. He growth happen. Paul has vast
since 2004. He now helps has a deep understanding experience in international
companies to source and of the intricacies of closing sales and with mentoring
onboard sales and sales sales in international markets, companies at various stages
management talent. through reseller networks. of development with their
growth strategies.
RICHARD HIGHAM RICKY COUSSINS OSCAR VAN WEERDENBURG
Richard is founder of Ricky Coussins is Managing Oscar is co-founder of
SalesLevers. He has worked Partner of Coussins Intercultural Business
with hundreds of companies & Associates. Ricky’s Improvement and has held
globally in the design and experience covers the over 1,000 workshops and
delivery of comprehensive entire marketing spectrum presentations for more
relationship management, but he has a particular than 40 multinational
sales, service and leadership understanding of how to organisations on successfully
programmes. apply the tools of market and managing cultural
competitive intelligence with differences.
a view to building sustainable
competitive advantage.International Selling Programme 2018/2019 7
A PROVEN TRACK
RECORD…
We’re confident “The International “Taking part in ISP “The International
that this Selling Programme really encouraged us Selling Programme has
is an excellent to take the time to provided me with a set
programme will professional learning focus on assessing of tools, a framework,
have a real impact experience which and analysising and a plan on which
on your sales focusses on delivering potential markets I can deliver sales
performance. But the tools to develop more thoroughly to growth to Automatic
don’t just take our a best-in-class identify the best fit Plastics. It has honed
word for it. Here’s international growth before making any my skill set to be more
plan. The modules major investments focused and structured
what some of our
are delivered by in market entry. In in my delivery of
past participants exceptional people who addition, considerable revenue growth. It
have had to say: help and encourage improvements have was an exceptionally
you through study, been made to our sales positive experience”.
assignments and management practices ANDREA CAWLEY
reflection to really as a direct result of my DIRECTOR OF SALES &
MARKETING, AUTOMATIC
understand your participation. In short PLASTICS
business and to I can say - definitely -
professionally assess the time that I spent
the chosen market on the programme is “Our organisation has
that you are pursuing. having an extremely benefited significantly
This is facilitated positive impact on from the International
in a collaborative our international sales Selling Programme.
and supportive growth.” The key learnings
environment where were crafting and
PATRICE FANNING
diverse businesses are FOUNDER, executing suitable value
TECHNICALLY WRITE IT propositions, focusing
encouraged to share
ideas and outlooks on the benefits to
together which customers and the
“I’m much clearer now
broadens the mind.” development of a
on where we should
robust sales process”.
BRIAN EIVERS be focussing, and find
SALES DIRECTOR, JIMMY KIRBY
that I can articulate
THE NEST BOX EGG EXECUTIVE CHAIRMAN,
COMPANY LTD. this more clearly and KIRBY GROUP ENGINEERING
compellingly. I have
shared the ISP with
new staff in senior
functions and they
really appreciate our
market position and
challenges at a much
faster pace.”
BRIAN O’MALLEY
GENERAL MANAGER,
PUBLIC SECTOR & HEALTH,
INTUITIONInternational Selling Programme 2018/2019 8
HOW TO
PARTICIPATE
THE PROGRAMME FEE IS ¤12,100 Online applications are now being accepted at
PER PARTICIPANT PER ENTERPRISE. www.enterprise-ireland.com/internationalselling
and the application process is competitive.
THIS INCLUDES EXECUTIVE AND CE0
PARTICIPATION AND THE ASSIGNMENT Please note that the closing date for applications
OF A BUSINESS ADVISOR. PARTICIPATION is 1st June, 2018.
ON THE PROGRAMME IS SUPPORTED BY
ENTERPRISE IRELAND AT THE FOLLOWING To find out more, contact the Enterprise Ireland
RATES: Programme Management Team at:
T: 01 727 2885 or 01 727 2561
Enterprise Size Grant Cost to E: internationalselling@enterprise-ireland.com
Company W: www.enterprise-ireland.com/internationalselling
Large Enterprise 50% ¤6,050 www.globalambition.ie
Medium Enterprise 60% ¤4,840
Small Enterprise 70% ¤3,630 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).
* Companies must be eligible Enterprise Ireland clients to In the event of an FOI request, the client will be given reasonable
avail of funding support. advance notice in order to contest such disclosure.
Note: A decreased rate of funding may be applied where
companies are availing of the programme for more than 3
participants.
CONTINUOUS
INTELLIGENCE
GATHERING
AMBITION DIFFERENTIATED
PASSION
VISION
CUSTOMER
VALUE THE INTERNATIONAL SELLING PROGRAMME
IS RECOGNISED BY ENTERPRISE IRELAND AS
COMMITMENT PROPOSITION
GROWING
INTERNATIONAL
SUPPORTING CLIENTS THAT ARE WORKING TO
SALES ACHIEVE EXCELLENCE THROUGH THE ADOPTION
EFFECTIVE
COMMUNICATION &
SALES
PROCESS &
OF ENTERPRISE IRELAND’S SMR FRAMEWORK.
INTERCULTURAL ROUTE TO
AWARENESS MARKET
PEOPLE
& FINANCE
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