Actions and Detail Panel
ESA BIC Workshop - Selling to Larger Organisations
Thu 20 October 2016, 10:00 – 13:30 BST
Selling to Larger Organisations
Selling to large organisations can be difficult, it is easy to get lost in their organisation and it’s easy to waste a lot of time. But in one respect they are the same as you – people still make the decisions.
The seminar will explain how to make your offer to market as attractive as possible so that you optimise sales by addressing the true requirements of your market. It will also introduce some techniques which will help you sell effectively without compromising your professional integrity.
An experienced sales and marketing director who has sold both products and services will explain how to maximise the sales potential of your business.
The workshop will take place in the Spectrum room at the Satellite Applications Catapult from 10:00 - 13.30.
Tea, coffee and a light sandwich lunch will be provided.
- What is selling and what makes a good salesman?
- Understanding and researching the prospect
- Typical customer buying processes
- Understanding a complex organisation
- Sales process
- The importance of qualifying out (halting a sales campaign)
Simon Breese works with businesses to improve their sales and marketing: from helping build market propositions which are both readily understood and compelling, to introducing straightforward measures to radically improve sales performance
During 30 years’ in the IT industry Simon sold direct and via channels, established new markets, launched new products, and ran successful lead generation programmes. As a member of the senior management team of a $1Bn business, he also led strategic reviews and change programmes.
Simon founded Consilium in 2006. With early stage companies he has helped raise funds, secure grants and coached them on delivering compelling pitches; including the audience’s choice winner of Pitch@Palace which secured a first substantial corporate customer for a recently graduated ESA BIC company.