Sales and Sales Management

MICRA is creating a spinout and start-up ecosystem that will accelerate the universities’ innovations to market by creating a joint pipeline of scalable investment opportunities and creating jobs growth across the Midlands.Partner organisations include, universities of:AstonBirminghamCranfieldLeicesterLoughboroughKeeleNottinghamWarwick

Midlands Innovation Commercialisation of Research Accelerator (MICRA)

An introduction to key methods and approaches used in the widely misunderstood-but absolutely crucial-field of sales.

<h3>*Please note that this is part one of a two part course*</h3>Sales is widely misunderstood and yet it’s an essential function in every commercial company. In this workshop we introduce the best business to business (B2B) sales methods and provide some proven tools and techniques that enable non-salespeople to be successful.Course Content:•	Defining sales: relationships and solutions•	What should be in your sales plan?•	Target markets, roles and decision making units•	Lead generation: lead generation methods•	Engagement, sales cycles, and qualification•	What tools should you use?Format:Two 2 ½ hour workshop sessions with practical exercises. Attendees are expected to complete a preparatory questionnaire prior to the session.Workshop Leader Biography:Alistair Fox BSc, MSc, MBA, CEng has over 25 years’ international experience of Marketing, Sales and Product Development gained from working within the IT, Technology, Utilities and Automotive sectors. Since 2014 he has been a mentor and run a range of workshops at Innovation Birmingham, Warwick University, BCU, NTU and DMU.Registered attendees will be sent a Zoom link for the workshop and the preparatory work prior to the session taking place.

Sales and Sales Management

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Sales and Sales Management

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