REFRESH YOUR SALES STRATEGY - new training programme.

This new online (4 x 3 hours) FULLY FUNDED* sales training programme will offer you an opportunity to take stock, review and where needed, reset your current sales approach and strategy. It’s been designed to help businesses build back post-pandemic.

Markets, trading conditions and approaches to marketing and sales have significantly changed in many sectors due to the global pandemic. As the world begins to look at re-opening, what does this now mean for your approach to sales?

The sales support programme will help to take a holistic look at the impact of the last 12-18 months and how to develop a refreshed sales approach to drive your business forward. You may have put in place an emergency solution to get you through the initial phases of the pandemic however, moving forward you might need to rethink and refresh your approach.

The online sessions will cover the following topic areas:

S1: REVIEW CURRENT BUSINESS OBJECTIVES

• What’s working and what needs to change?

• How to analyse your current marketplace?

• PESTEL + SWOT analysis
  

S2: SALES CYCLE FRAMEWORK AND CUSTOMER PROFILING

• The profitable 5 Steps sales process.

• Who is your ideal customer? Have you got too many bad customers?

• Brand positioning and value proposition. Where do you sit and fit?
  

S3: SALES SKILLS, PSYCHOLOGY AND SALES PROCESSES

• The 6 cylinders of selling model. Are you firing on all cylinders?

• Sales skills and objection handling. What skills do you need to work on?

• Sales person v sales professional. How do you develop a team of sales professionals?
  

S4: SALES MODELS, CLIENT REFERRALS AND SALES METRICS  

• Sales metrics; what matters? Where are you losing sales?

• Client referrals, testimonials and upsells. Adding value after you’ve done the hard work.

• Putting together your new sales strategy. Key actions and takeaways.

*We currently have some fully funded places on offer for Greater Manchester SME’s who employ 5 or more staff, T/O £100K+ and want growth. Get in touch andrew@knowanddo.com to see if you qualify. (NB. The funding is via the Business Growth Hub and they will confirm eligibility for the programme.)

WORKSHOP Dates for the 2021 fundED SALES programme are:

S1: July 7th    2pm-5pm

S2: July 14th   2pm-5pm

S3: July 21th   2pm-5pm

S4: July 28th 2pm-5pm

This sales programme is being delivered in partnership with the GC Business Growth Hub in Greater Manchester.

PLACES ARE LIMITED, SO IF THIS IS OF INTEREST COMPLETE THE FORM BELOW NOW OR CONTACT ANDREW@KNOWANDDO.COM OR CALL 0161 280 4567

Testimonials from previous attendees on our sales courses.

‘Lots of value. Very polished delivery and great for diving into questions.’

‘Fantastic event presented and delivered by someone who knows his stuff. It gives me a lot to think about going forward.’

‘Very worthwhile event, a great deal to be achieved and gained.’

Photo credit Isaac Smith on Unsplash

Leadership Support in Greater Manchester

Due to the success of our last peer to peer network programme, Know+Do has been commissioned by the GC Business Growth Hub to provide two more fully funded Peer Networks.

A Peer Network is a process of practical support and inspiration for leaders of businesses and organisations. This programme is aimed at Greater Manchester leaders and is fully funded – so is offered at no cost to those eligible - providing practical support as we emerge from lockdown.

Each cohort will have 11 business leaders involved for 6 interactive sessions, online from 9am-12noon and starts in June 2021 meeting every fortnight thereafter.  

You get the opportunity to discuss the key issues and look to learn from each other in a safe and supportive environment.

The facilitated session cover the business topics the group needs - often this includes re-looking at sales or marketing approaches, re-organising operations or rebuilding teams amongst others. 

Facilitated by Andrew Ramwell this Peer Network will be crafted to impact each leader and their business strategy. The programme:

• Helps leaders overcome business challenges;

• Provides an opportunity to examine issues in your business in-depth;

• Gives space for leaders to recognise and act on new opportunities;

• Allows you to reflect on what you need to lead a successful business;

• Enables leaders to learn from and be inspired by their peers in a safe environment.

Past group members built new connections of trusted peers to continue offering support beyond the programme.

Places are limited, and the next group will begin in June. so if this is of interest complete the form below or contact andrew@knowanddo.com or call 0161 280 4567.

*Photograph credit William McCue on Unsplash

Free Peer Network Support in Leeds City Region

Know+Do is pleased to be working with the West Yorkshire Consortium of Colleges (WYCC) to offer free peer networks to businesses in the Leeds City Region.

We can provide FREE online sessions to small groups of business leaders from any sector or company size based in the Leeds City Region.

The process offers practical support to leaders at a time of great change and unpredictability; our experienced facilitators cultivate a place of trust and honesty to ensure each business can gain maximum resources from the offer.

Fully-funded (free) through the European Social Fund project - Higher Performing Workplaces, business owners, leaders, senior managers, or key decision makers will have the opportunity to overcome business barriers, explore challenges and learn from peers in a supportive, confidential environment.

We can run online sessions as a one off event for 2-3 hours or provide a series of 4 events to support a cohort of leaders of 2-3 months.Contact bernard@knowanddo.com for more information or call our office on 0161 2804567 to discuss options.

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** Stop Press **

Business leaders in or connected to the construction / engineering sectors can join the next peer network group starting 27th January 2021. Know and Do and WYCC are working in collaboration with the CITB Training Group and The Civil Engineering Contractors Association to offer this sector specific group. Full information and booking details are here.

Peer Network Groups For Greater Manchester

Peer Networks is a peer-to-peer networking programme for SMEs that is aimed at Greater Manchester leaders and is fully funded – so is offered at no cost to eligible businesses.

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Know and Do are proud to support the Peer Networks programme and we are actively looking to recruit leaders from business, charity and not-for-profit organisations that meet the eligibility criteria.

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Why Peer networks?

Leaders of SMEs have specific needs and challenges caused by the impact of Covid-19 pandemic. We want to bring together leaders in a safe space to discuss with peers how they can survive, thrive and emerge with new ways of working to better support clients moving forward in what will continue to be an uncertain and volatile marketplace for the next 12-24 months.

Know and Do will be facilitating the sessions and supporting those involved. We have extensive experience and understanding of the needs of the sector and supporting business change.

Although the programme comes at no cost to you it’s important you can commit to attend all sessions to maximise the impact of the support at this time. The first programme started in December and is now full but we have just been awarded a second programme starting January and finishing in March 2021.

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Benefits of the programme

Peer Networks creates a diverse cohort of leaders who collaboratively work through common business issues.

Through interactive action learning, you can share your own challenges, gain and reflect on valuable feedback and implement practical solutions to overcome them.

By completing Peer Networks, you will:

• Overcome business challenges and recognise and act on new opportunities

• Build a trusted network of connections to support you now and in the future

• Improve your long-term personal and business performance

Andrew Ramwell explains our peer network programme

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Who is it for?

We are looking for up to 11 leaders who can commit to attend 6 x 3 hour peer to peer sessions to help them reflect and review.

Peer Networks is designed for business leaders, including charities who want to grow and develop their organisation for future success. The programme is available to any SME business or charity that has:

• Operated for at least one year;

• At least five employees;

• A turnover of at least £100,000 (prior to Covid-19);

• An aspiration to improve;

• Be based within the Greater Manchester boundary.

And ideally has the potential to scale up or export, or is exporting already.

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Apply Now

If you’d like to apply or find out more information about the criteria please contact:

Andrew Ramwell andrew@knowanddo.com

Bernard Clarke Bernard@knowanddo.com

Telephone 0161 280 4567

Twitter @enablingsuccess

The provisional dates for the next Action Learning meetings are 9am-12noon:

• 14th & 28th January 2021

• 11th & 25th February 2021

• 11th & 25th March 2021

Plus a 1-to-1 coaching session for each participating leader booked in March

What Do You Stand For?

I have had the privilege throughout this year of working with many people starting up a new business. Even in the midst of a pandemic and all the fearful headlines, opportunities for business exist; especially new ones.

Anyone starting a company today fully understands that almost no scenario is now impossible to imagine. Very, very few would have ever predicted national lock downs happening so fast and being so extensive back in 2019. Now they have happened leaders are wiser to the risk, impact and how to cope.

One thing I stress to all new business owners is the importance of clarifying what your company stands for, and that clarity comes in the form of answering two questions:

1. What is the purpose of your business? Describe what you want it to achieve and why.

2. What are the principles of your business? List the key principles (or values / standards) your business will work to and why.

One owner shared that it was simple to answer these questions. Number 1’s answer was to make money, number 2’s answer was to make money effectively and efficiently. It was helpful that he was so clear, however if that is the core to your culture I explained they should not be surprised that if there are times when the money does not appear so easily, their people will quickly desert the business. Money is used a motivator for work but not to create the culture a staff team need to face challenges such as infusing loyalty, encouraging sharing, going the extra mile or enabling co-operation.

Another new owner recently offered the phrase ‘we want to make beautiful things’ as her answer and this quickly led, after a few coaching questions from me, to understanding what was behind this aspiration. They mapped the purpose and the values of the new business and now they use their answers as a guide for the big and the mundane decisions: to assess the quality of their products; to choose suppliers; to create the look and feel of their brand; to form a marketing plan; to style their website; and so on. A lot of thought lay behind the short statement and they now have a culture they are demonstrating that as others join will be followed. This person wants their business to make a profit too but their purpose and values will help hold a team together in good times and tough.

The start up business owner has energy and time to consider these questions. What they state at the conceptual stage becomes the reality as the busy demands of the new company appear and opportunities or challenges must be assessed.

If you are a leader of an existing business you will undoubtedly be, right now, very busy but you will still do well to pause and ponder these two key questions. If you have no space in your day you might have to think about the questions on a walk or when you exercise, maybe as you lay in bed or while you are eating your food; but you can ponder these questions*.

When you’ve started the answers you can then find out who in your business agrees with you, or maybe is even aware of the existence of such statements. It is then that we find the most value appears, as behaviours, attitudes and plans can be shaped by a group working towards a common goal and with agreed standards.

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*We recommend a way to take notes for such times, perhaps keeping a small notebook to hand or app on your smart phone, ready to record the clear thoughts you have in these quieter moments.