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UID:MEC-bd9b0b4fe7c7d2f2c932c8d279ddb529@pmforum.co.uk
DTSTART;TZID=Europe/London:20271019T093000
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CREATED:20260904
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PRIORITY:5
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TRANSP:OPAQUE
SUMMARY:Selling processes and sales skills for marketing and BD professionals
DESCRIPTION:Increase your contribution to firm and fee-earner sales success. Develop essential sales and selling skills to transition from marketing to business development roles effectively. Many professional services marketers have not benefitted from formal B2B sales training and may lack selling experience. Subsequently, many are locked out of client meetings and sales situations except, perhaps, in tenders. Yet selling skills are key to building commercial client and referrer relationships which lie at the heart of strategic business development. Many MBD professionals are expected to coach fee-earners in targeting, nurturing new relationships, identifying opportunities, converting leads and navigating long and complex B2B sales cycles. This intensive half day workshop provides a comprehensive introduction to sales processes and selling skills in professional services to enable them to perform their roles and achieve great outcomes for clients, fee-earners and the firm.\nLearning outcomes:\n\nUnderstand the sales processes in professional services and know where and how to add value\nAssess and develop your sales and selling skills to support effective business development\nAcquire frameworks and tools to enable you to support fee-earners in sales enablement\nCollaborate more closely with fee-earners to achieve sales success\nKnow how to improve the sales processes and outcomes in your firm\n\nTopics covered\nModule One – Sales processes\n• Integrate marketing, selling and relationship development through sales pipelines\nExercise: Sales challenges in professional services\n• Client journeys, decision-making and buyer behaviour\n• Developing business relationships – insights from case studies\n• Role of MBD in sales enablement and selling\n• Compare popular sales methodologies used in professional services\nModule Two – Selling Skills 1 (Connect and secure a meeting)\nExercise: Assess selling skills of fee-earners\n• Core consultative selling skills\n–     Targeting tools\n\nResearch (with AI) and coaching\nDevelop hooks and messaging (value propositions)\nInitiate contact and nurture relationships\nPrepare for meetings\nAdd value and insight in client conversations\nCuriosity to identify needs\nPlan follow up\n\nModule Three – Selling Skills 2 (Perform at client meetings)\n• Mindset and behaviour shift required by fee-earners\n• Sales management: Plan and prepare sales meetings (goal setting)\n• Empathy, rapport and trust – adaptive behaviour\n• Drive commercial conversations and share stories\n• Identify needs: structured questions and active listening\n• Commercial thinking and identifying opportunities\n• Develop solutions: differentiation and value proposition\n• Psychology of selling and persuasion techniques\n• Tips on price negotiation, objection handling and closing\n• Information sales systems/measurement and metrics\nExercise: Develop your sales plan\n \n\nWhy PM Forum training?\nPM Forum workshops are designed and delivered by qualified and experienced\nMBD professionals who:\n\n– are subject matter experts in strategy, marketing, business development, selling, client relationship management, digital technologies and interpersonal skills who – through ongoing practice – are familiar with the latest developments\n– understand the nature of professional services marketing at large corporate firms and smaller partnerships across law, accountancy, property and consultancy in a variety of client markets\n– have substantial experience working with both senior and junior fee-earners and MBD professionals\n– possess psychology credentials and/or years of experience in learning and development to ensure an optimum learning experience\n– regularly talk to CMOs and management leaders to keep abreast of the emerging needs of their teams\n\n \nDelegates receive a productive learning experience because:\n\n – There is a balance between knowledge transfer and active learning through interactive discussion and group exercises (sessions are not recorded to promote openness)\n– Training is experiential – idea sharing, networking and collaboration are encouraged\n– Progressive – sessions are graded for beginner, intermediate and advanced levels\n– Whilst platform-independent, sessions signpost systems and technologies used most often by professional services firms\n– As well as copies of course materials, delegates receive work sheets and supplementary resources with guidance for further learning (including other PM Forum events) and application\n– Course leaders are experienced coaches who understand and promote career development\n– Certificates of completion are issued for use in Continuing Professional Development (CPD)\n– Dialogue can continue after training through members-only LinkedIn communities\n– Participation is restricted to PM Forum members\n\n\n\n\n\n\nBook now\n\n				#wpforms-12083 {\n				--wpforms-field-size-input-height: 43px;\n--wpforms-field-size-input-spacing: 15px;\n--wpforms-field-size-font-size: 16px;\n--wpforms-field-size-line-height: 19px;\n--wpforms-field-size-padding-h: 14px;\n--wpforms-field-size-checkbox-size: 16px;\n--wpforms-field-size-sublabel-spacing: 5px;\n--wpforms-field-size-icon-size: 1;\n--wpforms-label-size-font-size: 16px;\n--wpforms-label-size-line-height: 19px;\n--wpforms-label-size-sublabel-font-size: 14px;\n--wpforms-label-size-sublabel-line-height: 17px;\n--wpforms-button-size-font-size: 17px;\n--wpforms-button-size-height: 41px;\n--wpforms-button-size-padding-h: 15px;\n--wpforms-button-size-margin-top: 10px;\n--wpforms-container-shadow-size-box-shadow: none;\n			}\n			Please enable JavaScript in your browser to complete this form.Please enable JavaScript in your browser to complete this form.Attendee details *FirstLastJob Title *Company Name *Company Email *Is your firm based outside  the UK? (for VAT purposes )YesSelect number of attendees1 attendee £2702 attendees £530.003 attendees £780.00Prices per attendees outside the UK: 1st attendee £270  2nd attendee £260  3rd attendee £250Select number of attendees1 attendee £270 plus VAT2 attendees £530.00 plus VAT3 attendees £780.00 plus VATPrices per attendees: 1st attendee £270 + VAT 2nd attendee £260 + VAT 3rd attendee £250 + VATAttendee details2nd Attendee Full Name, Job Title and Company EmailAttendee details3nd Attendee Full Name, Job Title and Company EmailHow do you want to pay? *By cardBy invoiceStripe Credit Card *Company Name *Issue invoice to this companyCompany Address *Address Line 1Address Line 2CityState / Province / RegionPostal Code--- Select country ---AfghanistanAlbaniaAlgeriaAmerican SamoaAndorraAngolaAnguillaAntarcticaAntigua and BarbudaArgentinaArmeniaArubaAustraliaAustriaAzerbaijanBahamasBahrainBangladeshBarbadosBelarusBelgiumBelizeBeninBermudaBhutanBolivia (Plurinational State of)Bonaire, Saint Eustatius and SabaBosnia and HerzegovinaBotswanaBouvet IslandBrazilBritish Indian Ocean TerritoryBrunei DarussalamBulgariaBurkina FasoBurundiCabo VerdeCambodiaCameroonCanadaCayman IslandsCentral African RepublicChadChileChinaChristmas IslandCocos (Keeling) IslandsColombiaComorosCongoCongo (Democratic Republic of the)Cook IslandsCosta RicaCroatiaCubaCuraçaoCyprusCzech RepublicCôte d'IvoireDenmarkDjiboutiDominicaDominican RepublicEcuadorEgyptEl SalvadorEquatorial GuineaEritreaEstoniaEswatini (Kingdom of)EthiopiaFalkland Islands (Malvinas)Faroe IslandsFijiFinlandFranceFrench GuianaFrench PolynesiaFrench Southern TerritoriesGabonGambiaGeorgiaGermanyGhanaGibraltarGreeceGreenlandGrenadaGuadeloupeGuamGuatemalaGuernseyGuineaGuinea-BissauGuyanaHaitiHeard Island and McDonald IslandsHondurasHong KongHungaryIcelandIndiaIndonesiaIran (Islamic Republic of)IraqIreland (Republic of)Isle of ManIsraelItalyJamaicaJapanJerseyJordanKazakhstanKenyaKiribatiKorea (Democratic People's Republic of)Korea (Republic of)KosovoKuwaitKyrgyzstanLao People's Democratic RepublicLatviaLebanonLesothoLiberiaLibyaLiechtensteinLithuaniaLuxembourgMacaoMadagascarMalawiMalaysiaMaldivesMaliMaltaMarshall IslandsMartiniqueMauritaniaMauritiusMayotteMexicoMicronesia (Federated States of)Moldova (Republic of)MonacoMongoliaMontenegroMontserratMoroccoMozambiqueMyanmarNamibiaNauruNepalNetherlandsNew CaledoniaNew ZealandNicaraguaNigerNigeriaNiueNorfolk IslandNorth Macedonia (Republic of)Northern Mariana IslandsNorwayOmanPakistanPalauPalestine (State of)PanamaPapua New GuineaParaguayPeruPhilippinesPitcairnPolandPortugalPuerto RicoQatarRomaniaRussian FederationRwandaRéunionSaint BarthélemySaint Helena, Ascension and Tristan da CunhaSaint Kitts and NevisSaint LuciaSaint Martin (French part)Saint Pierre and MiquelonSaint Vincent and the GrenadinesSamoaSan MarinoSao Tome and PrincipeSaudi ArabiaSenegalSerbiaSeychellesSierra LeoneSingaporeSint Maarten (Dutch part)SlovakiaSloveniaSolomon IslandsSomaliaSouth AfricaSouth Georgia and the South Sandwich IslandsSouth SudanSpainSri LankaSudanSurinameSvalbard and Jan MayenSwedenSwitzerlandSyrian Arab RepublicTaiwan, Republic of ChinaTajikistanTanzania (United Republic of)ThailandTimor-LesteTogoTokelauTongaTrinidad and TobagoTunisiaTurkmenistanTurks and Caicos IslandsTuvaluTürkiyeUgandaUkraineUnited Arab EmiratesUnited Kingdom of Great Britain and Northern IrelandUnited States Minor Outlying IslandsUnited States of AmericaUruguayUzbekistanVanuatuVatican City StateVenezuela (Bolivarian Republic of)VietnamVirgin Islands (British)Virgin Islands (U.S.)Wallis and FutunaWestern SaharaYemenZambiaZimbabweÅland IslandsCountryTotal£0.00Submit  \nCancellations/Substitutions\nDue to the restricted number of places, refundable cancellations are only accepted up to one month prior to the event (a cancellation fee of £25 + VAT will be incurred per person). Substitutions can be made at any time. PMI reserves the right to cancel with no liability beyond refund of fees paid.\nEligibility\nThis training course is open solely to member firms of the PM Forum, a worldwide group of over 3,000 marketers in professional services firms.\n\n
URL:https://pmforum.co.uk/events/selling-processes-and-sales-skills-for-marketing-and-bd-professionals-3-929-708/
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CATEGORIES:Half-day online workshop
LOCATION:Online
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