Building a Sales Engine for Growth
Join over 100 CEOs, MDs and business leaders at The Barn at Berkeley to discover the changes in buying behaviour against the four main types of buyers, before outlining how to structure, recruit and build a successful sales team.
Implementing Strategy, Team, Tools and Templates
The landscape of sales & marketing has changed. Digital advancements have disrupted the buying cycle and many businesses are ill equipped to understand or manage a buyer’s needs as they engage with their Sales Engine.
Based on the latest research, Nicola will summarise the changes in buying behaviour against the four main types of buyers, before outlining how to structure, recruit and build a successful sales team.
Nicola will outline the four key principles of S.A.M© (The Sales Acceleration Model), the sales growth methodology that has added an average of +140% to the Net Profit of her clients.
By following her guiding principles, a business that is struggling to build scale in their sales operation, or a business who is experiencing organic fast revenue growth but at the expense of margin protection and consistent customer experience, or one who is frustrated with flat sales growth and profit results; can and will achieve accelerated growth.
What you will discover:
Understand how the sales landscape has changed and why most old style sales models no longer work – AND what to do about it.
How to refine and then embed your vision, visually and linguistically so everyone takes ownership for the business journey ahead.
Truly understand your Target Client Avatar and how to communicate it effectively to your team, so they prioritise profitably.
Build an effective and profitable sales team by outlining the Role Defining Competencies you’ll need in your sales & marketing effort to deliver on your strategy.
|–||Avoid any future ‘bad sales hires’. Ever hired and fired sales people who promise the earth, then under deliver? The problem likely lies in your sales recruitment process, therefore Nicola will share how you can build a robust recruitment and induction process that ensures you hire the right people, who enhance your organisation as it grows.|
|–||Leave with a clearly defined road map for the next stage of your sales acceleration.|
|–||Understand how to remove heroic sales leaders and instead build team capability.|
|–||Refine your value, galvanise your team, understand the gaps and actions needed to build a scalable, multi-channel, multi-territory Sales Engine.|
LUNCHTIME BREAKOUT SESSION
How Growth Capital Works 13:05 – 13:45
Why do you see big valuations? If you are looking for capital to expand or restructure operations this session will explore how investments are structured to maximise returns and the common pitfalls.
Vistage members and their colleagues will have the opportunity to stay for an exclusive afternoon session with Nicola Cook. This is a two hour session which will explore some additional material that adds further value to the morning session. Working with Nicola, you will create an action plan on how you will implement what you have learned for both yourself and your teams.
It is highly recommended that all members and colleagues stay for the full day.
Guests of Vistage – ‘Experience Vistage Session’
13:45 – 15:30
Guests will find out a little more about Vistage and experience for themselves the real power of being part of a peer group and Vistage group meeting.
This session is exclusively for CEOs, MDs and business owners and this interactive session will be run by a Vistage group Chair. You will find out how joining a working group of CEOs, MDs and business owners will benefit you and your business.
The hallmark of a Vistage group is something we call ‘issue processing’ and is a structured, thorough and efficient approach to help successful executives think through the dynamics of a challenge or evaluate opportunities.
This event is free to Vistage members.
Colleagues of Vistage members: £99 +VAT (half day) £150+VAT (full day)
Vistage alumni: £150 +VAT
Vistage guests: £195 +VAT
Register for this event