‘Made me rethink my assumptions about selling’ was the view of the ‘Winning at Customer Development’ Workshop

18 April 2016

‘Made me rethink my assumptions about selling’ was the view of the ‘Winning at Customer Development’ Workshop

‘Made me rethink my assumptions about selling’ was the view of the ‘Winning at Customer Development’ Workshop on Monday, 18 April 2016

Supported and sponsored by the Thames Valley Berkshire Business Growth Hub and Santander, the Henley Centre for Entrepreneurship delivered the ‘Winning at Customer Development’ Workshop at the Henley Business School on Monday, 18 April 2016.

This was the fourth repeat of the workshop was held and again it was fully subscribed. The workshop ran for the full day brought together a wide range of SMEs to raise their understanding of selling, provide techniques of ‘how to sell’ and explain the selling process from prospecting to pitching to overcoming objections and closing a sale.

A highlight of the workshop was the guest appearance and talk given by Chris Rauch, Chief Customer Officer, at Fairsail, a SaaS company that enables mid-size, multinational companies manage modern workforces through its global cloud HRMS, transforming how organisations acquire, engage and develop their people.

Chris gave the audience a rare insight into how Fairsail is delivering ‘amazing customer experiences’ and achieving greater that 99% renewal rates. Rated at ‘Excellent’ the talk exemplifies how thinking about customer development has changed creating advantage for the growth orientated SME.

 The workshop included a range of practical exercises delivered by Jurek Sikorski, Entrepreneur and Business Development Lead and Dr Maks Belitski, Lecturer in Entrepreneurship at the Henley Centre for Entrepreneurship, Henley Business School. 

 SMEs posted lots of positive comments in their feedback on the workshop:
A highly informative and engaging day during which I learnt new techniques and gained ideas that I can implement within the business’ Tracey Sanderson, Director Sensory Dimensions

‘A great day to think about my customer proposition and hear best practice and research in customer development’ Amanda Downs, Owner Sales Growth Expert Ltd

‘Made me rethink my assumptions – great workshop’ Michael Fernandes, Sales Director Send Word Now

 Interested to find out more and obtain the PowerPoint presentations contact alice.tattersall@henley.ac.uk.

The UoR is committed to working with the SME community in the Thames Valley Region for mutual benefit.

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Contact Us

For more information please contact Alex Baker by email at a.j.baker@henley.ac.uk or by phone on 0118 3788691.
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Contact Us

For more information please contact Jurek Sikorski by email at jurek.sikorski@henley.ac.uk or by phone on +44 (0)118 378 8188.