I N T E L L I G E N C E F O R S A L E S P R O F E S S I O N A L S. Business Development with Open Source Tools and Data

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1 I N T E L L I G E N C E F O R S A L E S P R O F E S S I O N A L S Business Development with Open Source Tools and Data 16 October 2014

2 Growing Your Business the Smart Way Whether you are a young entrepreneur or a veteran sales professional, the ability to find and win new business is critical to your success and that of your organisation. The Internet offers a wealth of tools and resources to support your sales efforts, many of them free and easy to use. However, knowledge of these tools and the value they bring is often limited. This one-day seminar looks to address these knowledge gaps and provide a practical, intelligence-led approach to lead generation, key account management and business growth. Participants will be taught how to: Identify and monitor new leads and business opportunities Gather sales intelligence using online tools and sources Embed simple intelligence workflows into their key account processes Generate lead maps so as to better coordinate client visits Establish a free, open source CRM solution in the cloud Use web-based tools to enhance productivity and effectiveness The skills taught on this seminar can be applied to any industry or operating environment, and are equally relevant to public sector organisations looking to grow their reach. 2

3 Intelligence for Sales Professionals Course Outline Planning Your Sales Research The intelligence process and your sales strategy Identifying your key intelligence requirements Developing your research plan Identifying relevant sources, data and trends Intelligence for Key Account Management Scoping your market(s) Identifying and monitoring customer s needs Generating industry and regulatory insights Monitoring competitor strategies and tactics Establishing your key accounts / market segments Building your target lists Defining your value proposition Developing your sales strategy and objectives Establishing an intelligence-led sales process Measurement, reporting and analytics Generating Actionable Sales Intelligence The fundamentals of Internet research Identifying and validating leads and potentials Monitoring the web and social media Monitoring government sources for public tenders Aggregating contact data with site scrapers Generating sales maps with Excel, Fusion Tables and Google Maps Establishing an open-source CRM in the cloud 3

4 Course Fee and Additional Information Course Fee The seminar is priced at CHF 500. An early bird discount of CHF 100 is available until 7 September 2014 Date and Location The seminar will be held on Thursday, 16 October 2014 in Zurich. The exact venue will be communicated nearer the time. Course Hours The seminar will run from 9:00am to 6:00pm at the latest. This includes a one-hour lunch break and two twenty-minute coffee breaks. Course Requirements Participants are required to bring a laptop with them and set up a Gmail account if they do not already have one. Who Should Attend Entrepreneurs Managers of small-to-medium enterprises Sales professionals Key account managers Business intelligence professionals Business researchers and analysts Marketing managers and analysts Registration and Enquiries To register, or for further information, please contact 4

5 The Instructors Chris Pallaris Chris Pallaris is Director and Principal Consultant of i-intelligence. He leads and coordinates the company s research, teaching and consulting activities in Europe and beyond. Chris has over 16 years of experience as an analyst and 10 as a teacher. He is recognised as one of Europe's leading instructors in intelligence and its related disciplines. In addition to teaching engagements for his clients, he also holds a number of formal teaching positions. He is an Associate Lecturer at Mercyhurst University's Institute for Intelligence Studies. He also teaches courses in the domain of strategic intelligence and knowledge management at the ZHAW's School of Management and Law, and on behalf of the Rochester-Bern Executive MBA. Further, he teaches Business Intelligence to start ups and small businesses on behalf of the Swiss Federal Government s CTI Entrepreneurship program. Marius Ackerman Marius Ackerman is the founder of ABIC a South African based BI/CI practice. Having worked in BI/CI related fields the past 29 years, he gained extensive experience in the financial services industry and has been involved in a number of strategic expansion and investment projects in specific African markets for clients. Before founding ABIC in 2000, Marius gained experience as Information Resource Manager within the ABSA Banking Group and as a strategy consultant at the Dutch ICT Firm, Roccade Finance. He holds a degree in Military Science, a post-graduate degree in Economics and a Master s degree in Information Science. 5

6 Contact Us i-intelligence Chris Pallaris Tel: +41 (0)

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