How to Win the Market and Beat your Competitors

04-10-2020 - 08-10-2020 3300 دبي


Course Introduction:


In business, it can be difficult to compete with industry leaders. Whether you’re trying to enter a new market or just trying to gain traction in an existing one, being able to bid on new business opportunities is sometimes just as difficult as closing them for a win. Let’s talk about what you can do to get more at-bats in front of clients and move the needle for more closed opportunities.



Course Objectives:


  • Enable delegates to generate a steady reservoir of new leads and potential opportunities
  • Provide delegates with a variety of new business development approaches so that they can vary and tailor their approach to suit the intended target client
  • Develop new business sales stories - there are a number of different angles which can be used
  • Improve personal and team creativity in order to find new sources of revenue and business winning ideas
  • Develop their presentation skills so that they can present new ideas and sources of new opportunities with clarity and impact



Who Should Attend?


Professionals involved in the following functions: Sales, Marketing, and Business Development



Course Outline:


  • Sales research - intelligent lead sourcing
  • Where and how to find information
  • Trade press, internet, quality press, internal information, networking
  • Practical exercises and analysis
  • Developing personal and team creativity
  • Traditional advertising wisdom
  • Evolution, revolution, conformity, anarchy
  • Few rules or no rules
  • Finding your creative style
  • Research, graft and nouse
  • Exploding creative myths
  • The ideas process.
  • Overcoming the barriers to creativity
  • Working creatively everyday
  • Creative goal setting and commercial energy
  • Varying the new business approach
  • Cold calling, new business presentations, increasing the speed of getting to market
  • Planning your time for new business development
  • Generating new business development lists
  • Understanding lead times and time lines from cold call to conversion
  • Developing your new business sales story
  • The sales proposition
  • Likely objections
  • Core messaging
  • Risk several strategies
  • Reference sites, recommendations and referrals
  • Delivering new business presentations
  • Writing the new business presentation
  • Developing leave behind materials
  • Negotiation and new business
  • Ambiguity, problem solving and new business
  • Networking and selling up 




Course Methodology:


A variety of methodologies will be used during the course that includes:

·         (30%) Based on Case Studies

·         (30%) Techniques 

·         (30%) Role Play

·         (10%) Concepts

·         Pre-test and Post-test

·         Variety of Learning Methods

·         Lectures

·         Case Studies and Self Questionaires

·         Group Work

·         Discussion

·         Presentation


Course Fees:


This rate includes participant’s manual, Hand-Outs, buffet lunch, coffee/tea on arrival, morning & afternoon of each day.


Course Timings:


Daily Course Timings:

    08:00 - 08:20       Morning Coffee / Tea

    08:20 - 10:00       First Session

    10:00 - 10:20       Coffee / Tea / Snacks

    10:20 - 12:20       Second Session

    12:20 - 13:30       Lunch Break & Prayer Break

    13:30 - 15:00       Last Session

بحسب مواضيع الدورات
Training Plan

مركز أبوظبي…

معهد إدارة…

Global Innovation Institute


معهد البترول…

جمعية اللحام…

الجمعية الامريكية…

DWA - الجمعية…

منظمة الاعتماد…

ICML: International…

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