Recommended Audience: Director of Sales and Sales Managers

Objectives: Understand how to create an effective plan to target specific agency partners. Engage, communicate and leverage business.

Trainer: Paul Hussey, Director of the Conference Doctors and Mandy Jennings, Paje Consultancy

Paul has worked for many of the leading meeting and event agencies in careers spanning 25 years plus. He has held senior positions across all departments from business development to account management, and operations to strategic direction.

Mandy has vast experience in hotels and venues and has managed many high performance teams. Her energy and drive are matched by her absolute professionalism – and it is no surprise that her work experience encompassing over 25 years, includes senior/director level sales positions with Thistle, Forte, Le Meridien and Marriott Hotels plus experience and reputation as Sales Director for the De Vere Group and Principal Hayley Hotels & Venues. As well as running her own consulting and training company she is the Sales Director for Venues of Excellence.

Core Skills:

• Training, mentoring, analysing, advising, recommending and doing
• Value proposition, getting the clients you want
• Value creation, getting the clients you want
• Value articulation, winning the tenders you want
• Senior level sales experience for over 25 years in hotels and conference venues
• Excellence in Conference enquiry handling with major groups and independent venues
• Conference Agency Market specialist – negotiating multi-million pound contracts for large corporations and agencies
• Negotiation, Business Development, Pricing and Revenue management
• Process & High Performance skills for Conference and Sales management in hotels and venues

Course Content:

• How to review and assess your sales efforts in the Conference Agency Market
• How to develop and maximise venue and agency partnerships
• Planning to win
• What's your value proposition - gaining the clients you want?
• Winning Conference Tenders and standing out in the RFP process
• How to get your value across in online requests
• Building Agency relationships - the agency session is your chance to hear directly from a senior agency manager who is now free to tell you more about the world of agents
• We will identify the type of agents, their motivators and commercial models
• Full and frank Q&A, there will be plenty of time to ask any questions and to also learn peer to peer

Terms and Conditions:

• Up to 21 days - Course Fee refunded less Administration Fee of £25
• Within 21 days - 100% of the Fee

Any queries regarding the course or if you wish to discuss our multiple delegate packages, contact the office on 0345 230 1414 or email mandyjennings@venuesofexcellence.co.uk