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Scale Your Sales

An opportunity to accelerate your sales success and fulfil the growth potential of your company

Before the masterclass, we struggled with the sales process and deal values… Since working with Kent we’ve tripled our deal value and his sales proposal formula have resulted in deals won!

Chris Johnson, CEO, Adoreboard

What is Scale your Sales?

Designed for innovation-driven scaling companies to equip them to sell into global markets, Scale your Sales is 4-day deep dive addressing the key challenges in sales that many growing companies face in today’s rapidly changing commercial environment. This programme is supported by the Department for the Economy.

Tailored to tackle the full sales lifecycle, each session will arm you with the knowledge, tools and insights to help you review and upgrade your sales process with a winning strategy for success.

The programme will be delivered by Kevin Moran and Karagh Kelly from IMS Marketing, an international B2B marketing partner that blends strategic insight and creative design to enable you to succeed in global markets and Kent Summers a serial entrepreneur and seasoned technology executive with 30-year contribution to the Boston entrepreneurship community in operating, volunteer and board roles. Kent is an Executive Leadership Coach at Harvard Business School and teaches the B2B Sales for Start-ups IAP course at MIT, helping founders navigate the innovation sales journey: from start-up to scaleup to successful exit.

Topics covered will include:

  • Understanding your customer and building customer personas
  • Attracting your ideal customers and creating a qualified lead generation funnel
  • B2B frameworks and building your sales team

One-to-one coaching will be offered to a selection of companies who are working on live US Sales opportunities.

Date:

Monday, 28th November – Thursday, 1st December 2022, 09:00-17:00 (09:00-13:00 on Thursday, 1st December)

Location:

Titanic Hotel, Belfast

Cost:

A contribution of £195 per person is payable by those attending. If bringing 3 attendees* per company a special rate of £500 will apply.

*Maximum of 3 participants per company

Applications for Scale your Sales have now closed.

Please note that you will be required to report on revenue and employee numbers both at the time of application and on an annual basis for the next 5 years for DfE reporting purposes.

Key Dates

w/c 24th October: Priority access via webpage to alumni and Catalyst Members

w/c 31st October: Open Call

Wednesday 9th November: Applications close

Friday 11th November: Shortlisting

Monday 14th November: Confirmation of places and joining instructions

Monday 28th November-Thursday 1st December: Scale Your Sales

Programme Details

  • Monday 28th November | Day 1: Customer Value Proposition and Digital Lead Generation

    Day 1 will be delivered by IMS Marketing, a B2B international marketing partner for companies seeking to strategically research, develop or expand their businesses internationally.


     

    In this session, you will focus on defining your customer and the initial value proposition to take to market. Key principles associated with market segmentation, customer focus and understanding of various personas within the customer organisation will be explored. Developing your initial value proposition and identifying the elements that will require validation as you further research and explore the market.

     

    The session will also provide you with methodologies and tools to successfully reach customers online. You will explore the role of digital marketing and tools to capture and nurture interest through all stages of the customer-buyer journey.

     

    Key Content Features:

    • – Defining your customer value proposition
    • – Digital Lead Generation, digital scoping
    • – Managing the buyer journey
    • – Sales Pipeline Management
  • Tuesday 29th-Wednesday 30th November | Day 2 and 3: B2B Frameworks

    Day 2 and 3 will be delivered by Kent Summers, a seasoned US technology executive with four successful internet/software exits (three as founder & CEO) and 30-year contribution to the Boston entrepreneurship community. Kent teaches the B2B Sales for Startups IAP course at MIT and is a visiting lecturer at the Harvard Business School. Mentor, teacher, and advisor to early-stage and mid-market technology companies, with a focus on sales and leadership to drive customer adoption and revenue growth.


     

    This session will address key team sales process challenges that most companies face during early-stage growth, compressed into four highly interactive working sessions over a two-day period. Through instruction, exercises, case studies, real-world anecdotes and group discussion, founders and key sales personnel will learn effective team sales practices to accelerate customer adoption and revenue growth.

     

    Key Content Features:

    • – Learn a framework to improve team sales focus, efficiency and performance
    • – Acquire critical new selling skills — prospect engagement, stakeholder mapping, how to lower decision barriers, negotiation and closing techniques, revenue forecasting, and much more
    • – Abandon common sales practices that waste valuable time and undermine customer confidence
    • – Reinforce the disciplined mindset and behaviours of successful salespeople
  • Thursday 1st December | Day 4: Building out the sales team

    Day 4 will be delivered by Kent Summers. Morning only.

     

    At each stage of the sales journey — from first sales hire, through small team sales, to sales for scale — the founder must leave behind old thinking and practices and adopt new practices that are necessary for sustained growth. Through instruction, real-world anecdotes and group discussion, founders will learn how to build out a sales team to drive customer adoption and revenue growth.

I really enjoyed working with Kent as part of the one-on-one sales coaching. Kent has a no-nonsense approach to sales and makes complicated concepts easily understood. The company benefited from his coaching by securing a £1m SAAS contract.

Jonny Clarke, CEO, Locate a Locum

Contact the team to learn more

Adele Ward

Adele Ward

Programme Manager

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