Presenting With Impact  Back to top

Duration: 2 days
Audience: General


The key objectives of this program are to:

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• Help participants develop foundational personal delivery skills
• Enhance the individual’s confidence and your organisation’s professional image
• Ensure participants build increased levels of influence
• Provide guidelines on delivery structure, the use of PowerPoint and tailoring presentations to different audiences
• Develop experience in handling questions and objections

Contemporary Leadership  Back to top

Duration: 2 days
Audience: Managers, project managers, team leaders, future leaders

The key objectives of this program are to:

• Introduce key skills used to manage and lead in contemporary times
• Promote the capability to sponsor a coaching culture for long term development of staff
• Encourage role modelling of exceptional communication practices
• Endorse flexibility in leadership style, as appropriate to an individual and/or situation
• Enhance understanding and management of relationship dynamics
• Create awareness around classic motivation theories

  
Negotiation Skills  Back to top

Duration: 2 days
Audience: All personnel who need to negotiate with other people both internally and externally

The key objectives of this program are to:

• Develop attendees understanding of the importance of win/win in negotiating outcomes
• Equip the attendees with proven and researched techniques in negotiating to improve their chances of a positive outcome for the company
• Provide attendees with a strategy for negotiating to boost the bottom line of a deal and at the same time maximise the satisfaction of the other party
• Build confidence in attendees to be able to negotiate; say no and walk away; or avoid an impasse situation

 
Leading Effective Meetings  Back to top

Duration: 1 day
Audience: General
 
The key objectives of this program are to:

• Generate effective use of time
• Ensure the desired meeting outcomes are achieved
• Introduce a strategic process to meeting management
• Provide protocol to follow before, during, after a meeting
• Help reduce conflict through on the spot resolution

 
 
Problem Solving & Decision Making  Back to top

Duration: 1 day
Audience: General

The key objectives of this program are to:

• To offer a formal process
• Problem solve effectively alone or collaboratively in a group
• Generate more innovative outcomes
• Save time and reduce procrastination tendencies
• Offer hands on application to real time problems

 
 
Managing Projects, Process & People  Back to top

Duration: 2 days
Audience: Project Managers, Operational Managers

The key objectives of this program are to:

• Provide clear and proven project management processes
• Focus strongly on the people skills required alongside the process
• Create awareness around success factors and pitfalls
• Provide a hands-on opportunity to plan a project (local or virtual)

 
 
Building Dynamic Teams  Back to top

Duration: 2 days
Audience: Any team, or group of individuals that work closely together

The key objectives of this program are to:

• Maximise the potential of the team
• Promote success through collaboration
• Provide methods for understanding and managing interpersonal team dynamics
• Assist in identifying and leveraging individual contributing strengths
• Guide the team to set up guideline rules and behavioural expectations

 
Leading Virtual Teams  Back to top

Duration: 1 day
Audience: Managers of Virtual Teams

The key objectives of this program are to:

• Develop skills to enable participants to manage a virtual team with confidence
• Become knowledgeable about factors that generate success
• Generate an understanding of the human factor involved
• Get clarity around best practice effective communication protocol

 
 
Relationship Dynamics  Back to top

Duration: 1 day
Audience: General

The key objectives of this program are to:

• Develop an uderstanding of the value systems that drive our behaviour
• Increase understanding, appreciation and acceptance of self and others
• Reduce conflict and defensiveness
• Less judgement, increased understanding
• Ability to adapt communication style to enhance effectiveness
• Personal and professional growth through the ‘borrowing’ of new strengths
• Generally more effective internal and external customer relationships

 
 
Maximising Your Time  Back to top

Duration: 1 day
Audience: General

The key objectives of this program are to:

• Change personal time management mind-sets.
• Release energy guzzling behaviours that are non-effective
• Beat procrastination tendencies
• Be able to prioritise with a vengeance.
• Use a living, breathing daily to-do list, without fail
• Match time expenditure to desired outcomes of role

 
 
Professional Writing  Back to top

Duration: 1 day
Audience: General

The key objectives of this program are to:

• Enhance the professional image of your organisation
• Experiment with a range of individual writing styles
• Strategically plan the look, structure and feel of communications for higher information retention
• Learn to adapt dialogue to the individual customer to generate a positive emotional response
• Create effective proposals

 
Managing Change  Back to top

Duration: 1 day
Audience: General

The key objectives of this program are to:

• Sponsor openness to change
• Build self awareness and identify personal barriers
• Recognise the stages of change
• Choose appropriate techniques for effecting personal change
• Self-manage the change process using goals and action plans

 
 
Business Acumen Simulation  Back to top

Duration: 2 days
Audience: Those who would benefit from an improved understanding of business, such as new managers or graduate trainees.

The key objectives of this program are to:

• Provide attendees with a greater understanding of how business operates and the challenges faced by managers
• Clarify the key elements that point towards generating revenue and profit and how the forces of competition can dictate the decisions that a business may make
• Equip attendees with the knowledge of how to interpret financial reports and ratios to gain insight into the “health” of an organisation
• Demonstrate the importance of team work in business decision making

  
Service Excellence  Back to top

Duration: 2 days
Audience: Customer service team members

The key objectives of this program are to:

• Produce strategically responsive (non-reactive) service staff
• The ability to provide individually tailored interactions
• Promote a sense of comfort, safety and respect in customers who have a complaint
• Generate consistency in positive outcomes
• Sponsor customer loyalty
• Creation of a service team that performs with a sense of comfort, control and confidence

 
 
Telephone Sales Excellence  Back to top

• Provide foundational outbound phone skills
• Promote well prepared customised dialogue
• Create a focus on customer needs not the transaction sell
• Suggest a strategically planned approach to calls
• Generate more frequent and efficient closes
• Gain an enhanced sense of comfort, confidence and control

Mastering WebEx Facilitation  Back to top



Sales Essentials  Back to top

Duration: 2 days

• Enhance knowledge of the skills that embody a successful professional sales person
• Develop an understanding of how to build a pipeline of opportunities and improve win rate
• Motivate and inspire sales people to greater success
• Refresh the benefits of applying skills that may have become dormant in experienced sales people
• Develop new skills to increase sales persons ability to make quality sales

Sales Management Essentials  Back to top

• Equip Sales Managers with skills to support their sales people in using the techniques acquired in the Sales Essentials program
• Provide Sales Managers with the knowledge and tools to motivate their sales teams to meet and exceed targets
• Learn to identify the key areas of behaviour change required to improve sales performance
• Improve the communication skills so that managers can effectively address performance gaps within their teams
• Ensure Sales Managers lead their teams through coaching, decision making and problem solving

Executive Selling  Back to top

• Enhance understanding of the key drivers for an executive level person
• Analyse executives to determine what their personal motivation and key performance drivers may be
• Develop an understanding of the “power” relationship that exists between executive and sales person
• Learn techniques that help initiate contact with senior executives
• Better structure executive proposals

Selling Services  Back to top

• Emphasise the importance of selling the range of services offered by their company
• Identify which services can be applied in what situation
• Develop skill in identifying the customers needs and the benefits derived from each service
• Avoid the need to provide services free of charge by articulating the value
• Help position the sales person as a consultant to be trusted
• Ensure sales people focus on deals they are most likely to win

Account Planning  Back to top

Duration: 1 day

Audience: Account Managers and their support teams

The key objectives of this program are to:

• Help Account Managers see the value of account planning as a key part to being successful
• Give attendees the thinking required to become more strategic about how they drive revenue growth from their account/s
• Enhance time management within an account to maximise return
• Identify actions that will enhance the client relationship
• Determine how cross-functional resources or partners can be utilised to build value in an account

Opportunity Planning '09  Back to top

Duration: 1 day
Audience: All solution oriented sales people

The key objectives of this program are to:

• Ensure sales people effectively qualify their opportunities to minimise time wastage
• Provide sales people with a process for effectively managing a sales opportunity to increase their chances of success
• Instil planning methodology as a mandatory process for managing opportunities
• Develop the understanding of capturing critical information and implementing meaningful actions
• Enable sales people to quickly and effectively assess and communicate the status of each opportunity to others in your organisation

Sales Opportunity Snapshot (SOS)  Back to top

Duration: 1 day
Audience: All customer facing staff that participate in the sales process

The key objectives of this program are to:

• Ensure customer facing staff know how to effectively qualify an opportunity
• Maximise the use of participant's time as well as other company resources
• Understand the importance of executive alignment and the difference between authority and influence
• Instil the SOS methodology as the mandatory process for managing “must win” opportunities
• Develop meaningful actions that help win each opportunity
• Enable staff to quickly and effectively assess the status of each opportunity
  

Technical Opportunity Planning for Sales Engineers (TOP-SE)  Back to top

Duration: 2 days
Audience: Anyone from a technology background that assists in the sales process - such as Sales Engineers, Technical Account Managers or Solution Architects

The key objectives of this program are to:

• Teach the attendees solution-oriented selling skills
• Develop SEs to become a trusted advisor at the business resolution level
• Improve the technical win rate
• Train SEs to provide an invaluable service to the Account Manager
• Instil questioning techniques that establish what the customer really needs
• Develop skills to identify the factors that can win or lose the sale
• Establish better targeting of key technical stakeholders

Technical Opportunity Planning for Sales Engineer Managers (TOP-SEM)  Back to top

Duration: 2 days
Audience: Sales Engineer Managers and Sales Managers

The key objectives of this program are to:

• Provide managers with the tools and training to enable the effective transformation of SEs from a transactional selling culture to a solution-oriented selling culture
• Utilise techniques to empower SEs to be effective in their role as a valued member of the sales team
• Develop skills to execute tactical coaching interventions in order to improve the SEs selling behaviours as well as the associated Account Manager (AM) support behaviour
• Create an environment for ongoing improvement of the SEs skills and associated Account Manager relationship