Developing a Successful Sales Strategy and Winning at Customer Development

Event factfile

Date of event: 24 November 2014
Event ends: 30 November 2014
Developing a Successful Sales Strategy and Winning at Customer Development

Second in the series of speakers panel events for SME businesses

‘Developing a Successful Sales Strategy and Winning at Customer Development’

Second in the series of speakers panel events for SME businesses

‘Developing a Successful Sales Strategy and Winning at Customer Development’

Continuing with the series of events on topics from the SME forum held last June the Henley Business School together with the Business Growth Hub brings SMEs the topic that many SMEs see as the biggest challenge of all… that of developing customers and growing sales.

We are pleased to announce the second event ‘Developing a Successful Sales Strategy and Winning at Customer Development’ which is to be held on Monday 24 November 2014 at Henley Business School starting at 17.30.

Selling is the lifeblood of every company in the world whether start-ups, SMEs or multinational corporations. Selling is best described as a range of activities that to perform well requires skills, motivation and a selection of attributes in particular tenacity, resilience and curiosity that are organised into what is a selling process that is a key element of the sales strategy.

How selling is undertaken by a company is defined by the sales strategy and is determined by whether the company sells to businesses or direct to the consumer. Without a sales strategy sales people or customer facing people will struggle to obtain the focus needed to succeed in selling. A successful company will have a sales strategy and will be proactively selling following that sales strategy.  

The event brings together a group of SMEs which have rapidly scaled their sales driven by a well thought out and executed sales strategy. Each SME will describe their sales strategy and address those questions that all SMEs ask including ‘how do you win and keep customers?’

The panellists include Andy Mead, Managing Director Firefly Solar, Austin Bailey, Commercial Director Lacka Foods, Mark Fieldhouse, VP of Global Markets Fairsail and Paul Bradford, CEO Southern Communications.

The panel will address questions like ‘why have a sales strategy’, ‘how do you prospect and find your customers?, ‘how do you move customers from lead to close?, what does a value proposition look like? and ‘how do you evaluate the success of your sales strategy?’. The panel will be preceded by the presentation of a new model for constructing a high impact sales strategy.

The panel will be moderated by Helen Gammons, Co-owner of Rotolight and Programme Director at Henley Business School. 

This event will help answer the questions that you’ve always wanted answered and importantly get you connected and networking with participants and peers.

For additional information, including a full agenda, see our flyer. Updates will be published via our social media channels.

The other events in the series include ‘Sourcing Finance for Business Growth’ (Thursday, 23 October 2014), ‘Securing and Getting the most from a Knowledge Transfer Partnership’ (Monday 16 February 2015) and ‘Successfully Hiring and Developing Staff’ (Wednesday 25 March 2015).

Henley Business School expects that these speaker panels will help make a difference to SMEs in their pursuit of growth and demonstrate that collaboration with the University of Reading can have a transformative effect on SMEs.

The University of Reading is committed to work with the SME community in the Thames Valley Region for mutual benefit.  

In partnership with the Thames Valley Berkshire LEP Business Growth Hub

 

 Thames Valley Berkshire

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Contact Us

If you have any questions, please contact Jurek Sikorski by email at jurek.sikorski@henley.ac.uk or by phone on +44 (0)118 378 8188.

Getting There

Henley Business School, Whiteknights Campus

University of Reading
Reading
Berkshire
RG6 6UD