Communication skills courses http://www.techuk.org Wed, 19 Sep 2018 12:04:11 +0100 Joomla! - Open Source Content Management en-gb Copywriting for Sales and Marketing http://www.techuk.org/training/communication-skills-training/item/13361-copywriting-for-sales-and-marketing http://www.techuk.org/training/communication-skills-training/item/13361-copywriting-for-sales-and-marketing

Why should you choose this course?

This workshop will help you develop a complete process for creating effective copy – from interpreting a brief to writing the copy itself.

The course will explore preparation and starting points. What useful connections are there between your product and target reader? What impact do you want to make? What action do you want the reader to take? With these objectives in mind, we will examine different possible structures for different types of documents – online copy, press releases, brochure copy, brand ads and others.

We will then focus on producing clear, easy-to-read copy. We will test out different approaches for joining together ideas and images as building blocks, with the ultimate aim of persuading the reader. This will include ways of deploying tone, emotion and key phrases for the right results.

There will be practical exercises throughout the course, with an emphasis on sharing best practice.

Who should attend?

· Professionals who write online content or other documents for selling products or services.

· Sales professionals who want to be as persuasive on the page as they are in person

What is the course outcome?

By the end of the workshop, you’ll have gained new approaches to preparation that you’ll be able to apply across different media. You’ll have evolved a process that is creative, collaborative and organised. You’ll be able to avoid clichés, and opt for a fresh style to get your brand across in a memorable way.

What is the agenda?

· Coffee and Registration from 9:00am

· Interpreting a brief successfully

· Understanding your target reader – identifying their desires & fears

· Planning and assembling creative ideas

· Turning product features into benefits

· Developing a theme or story

· Drafting copy

· Choosing the right tone and style

· Building rapport with your target readers

· Trigger words and phrases – get attention and hold interest

· Understanding incentives – converting desire to action

· Editing your own and other people’s copy

 Who is the course leader?

Karen Glossop’s expertise lies in coaching people to explore different approaches to how they present their messages, whether they're writing words on the page or speaking to a live audience. Since 1997, she has tutored groups and individuals in areas such as: influencing, presentation skills, facilitation skills, business writing, personal impact, storytelling, creativity and leadership. Karen is an Associate Tutor at London Business School and Said Business School, Oxford. She is also a Consultant at the Centre of Charity Effectiveness, Cass Business School. Recent clients include: KBC Group NV; Safer London; Great Ormond Street Hospital Children’s Charity; Flag Communications; Transport for London; Birkbeck, University of London; Price Waterhouse Coopers; Forrester Research; Microsoft; QAD, Europe; Domestic & General.

What is the cost of the course?

techUK Members- £395.00 + VAT  

Non Members- £595.00 +VAT  

Testimonials

“Karen was very good, I really loved her way of presenting things & getting me to think. It was an enjoyable & informative way of training.” Sophie Griffiths – Rated People

{bio}mariana.obetzanova@techuk.org{/bio}]]>
noreply@techuk.org (CRM Sync) Communication skills courses Tue, 19 Jun 2018 10:45:17 +0100
How to Write and Deliver a Winning Pitch http://www.techuk.org/training/communication-skills-training/item/12565-how-to-write-and-deliver-a-winning-pitch http://www.techuk.org/training/communication-skills-training/item/12565-how-to-write-and-deliver-a-winning-pitch

Registration from 9am

Why should you choose this course?

A one-day (CPD-accredited) training course that will transform the way you pitch yourself, your business and products and services - so what you say and how you say it is clearer, more powerful and more engaging.

The course will focus on three key pitch situations: the Elevator Pitch, Introducing the Business and Pitching to Win. As well as refining delivery in each situation, delegates will leave with tools and approaches that will help them to continue to improve the way they write and deliver more compelling pitches and presentations in future.

The day is spent learning how to use the tools and methodology and pitching live to a camera. The approach is designed to ensure delegates develop their skills and understanding, refine the pitches they prepared ahead of the training and become better and more confident communicators. As well as trying out new words and approaches on the day, delegates will also leave with a plan of action to take their pitches to the next level.

The 3 Pitch Situations in more detail

ELEVATOR PITCH – the first time you meet someone in a business setting where you explain what you and your business does.

INTRODUCING the BUSINESS – where you are asked to present an overview of your business to a prospective client or to a panel.

PITCHING to WIN – the moment you state your case for being selected, perhaps at the conclusion of a pitch or in answer to the question: “Why should we pick you?”

Who should attend this course?

The course is focused on real-world business situations and has been written to help those who play a role in promoting their business, who want to be better communicators and are open to constructive challenge.

Attendees who will benefit include those:

  • Who have deep technical knowledge and expertise about their sector and/or products, but are pitching to a broader business community who may not have the same technical insight, and feel they can improve their ability to communicate verbally;
  • Who find their role is evolving and requires them increasingly to be much more involved in presenting their business to customers at meetings, conferences and networking;
  • Who find they habitually talk about features and don't know how to write pitches and proposals that focus on client benefits; and
  • Who are competent presenters and want someone to constructively challenge their approach.

What is the course outcome?

At the end of the day attendees will:

  • Leave armed with 3 clearer and better pitches;
  • Will have learned how to write a more compelling benefit-focused pitch;
  • Will be better communicators; and
  • Will have a personal improvement plan.

Delegates will subsequently have access to video recordings of their pitches and written guidance to drive personal improvement.

Course agenda

Part One – What does a ‘good’ pitch read and sound like?

  • What is the purpose of a pitch and what qualities make a good Pitch?
  • Elevator Pitch
  • The importance of knowing your audience
  • How to structure a pitch

Part Two – Present Your Business

  • 4 minutes to present you business
  • Each pitch will be filmed, and after everyone has had their turn, the group will review and critique each pitch using the criteria developed and agreed in Part One.

Part Three – Developing a Better Pitch

  • 3 minutes to Pitch to Win.
  • Each pitch will be filmed, and after everyone has had their turn, the group will review and critique each pitch using the criteria developed and agreed in Part One.

Who is the Course leader?

Tony Treacy is Managing Director of Pitch Factory. He brings a wealth of experience in marketing and communication gained working for international brands in both the business-to-business and business-to-consumer spaces and across many sectors including: telco, ISPs, technology manufacturing, retailing, automotive, aerospace, drinks, FMCG and luxury goods over the last 28 years.

Fee:

techUK Members - £395.00

Non Members - £595.00
(Prices exclude VAT)

If you are not sure whether your company is a member of techUK, click here to check first to ensure you pay the correct price for the course you are booking. If you need further assistance, please do not hesitate to contact mariana.obetzanova@techuk.org

]]>
noreply@techuk.org (CRM Sync) Communication skills courses Thu, 05 Apr 2018 16:46:17 +0100
Powerful Storytelling for Tech http://www.techuk.org/training/communication-skills-training/item/12714-powerful-storytelling-for-tech http://www.techuk.org/training/communication-skills-training/item/12714-powerful-storytelling-for-tech

Early bird discount of 10% applies if registration and payment is made by 25 September 2018

Why should you choose this course?

As Tech companies see a shift towards the non-technical buyer, storytelling is increasingly a core personal skill for engaging with customers in a more meaningful and compelling way. To really connect and differentiate we need the skills and confidence to move away from traditional presentations and instead focus on crafting a great story. Those who are powerful storytellers can paint a solution that sticks in the customer’s mind and also helps to sell up the value chain. Investing time and resources developing fabulous features and benefits is wasted if customers don’t believe your story and their feelings about your products and services remain unchanged.

A great story needs to do three things for your customer;

  1. Confirm the customers world view; what they care about? What change they are looking for
  2. Make an emotional connection
  3. Deliver information which is logical to rationalise decision making

Who should attend this course?

The Storytelling for Tech workshop is suitable for those who have to present and communicate, sell, influence, overcome objections and shift mindsets.

What is the course agenda?

Coffee and Registration from 9.00am
Introduction and course outline from 9.30am

The following topics will be covered:

Overview of storytelling principles
The power of storytelling and ‘science’ of why it works
The Hero’s journey: Unfulfilled desire, confrontation and obstacles, resolution
Structuring and developing a story’s flow

  • Beginning bond with audience - connecting
  • Introducing tension/conflict - engage customers
  • Middle contrast what is and what could be - differentiating
  • End with heightened sense of ‘wow’

Adding emotional texture
Spicing a story with visual, sensory and auditory words
Using ‘sticky’ metaphors
Creating a memorable and persuasive moment
Context and relevancy - linking stories to the audience
Strategies for handling common sales challenges through storytelling
Delivering storytelling through different medium; images, flipchart, slides

Who is the course leader?
Salma Shah is the Director of Soft Skills 4Tech and Winning Demos. Throughout her I.T. career spanning tech giants such as Oracle, Peoplesoft and dotcom start ups Salma Shah has typically worked for organisations experiencing fast growth and profitable expansion.

Salma's courses are based on best practice experience and Psychology (she has worked as a Consultant Pre-Sales and Sales) and the current trends and challenges of today's Tech sector. Salma's client base is Tech sector with a focus on Training, Coaching and Psychometric Profiling

What is the cost of the course?

techUK Members - Was £395.00 Now £355.50

Non Members - Was £595.00 Now £535.50


(Prices exclude VAT)

If you are not sure whether your company is a member of techUK, click here to check first to ensure you pay the correct price for the course you are booking. If you need further assistance, please do not hesitate to contact mariana.obetzanova@techuk.org.  

{bio}mariana.obetzanova@techuk.org{/bio}]]>
noreply@techuk.org (CRM Sync) Communication skills courses Thu, 08 Mar 2018 22:54:47 +0000
Winning Demos Masterclass http://www.techuk.org/training/communication-skills-training/item/12727-winning-demos-masterclass http://www.techuk.org/training/communication-skills-training/item/12727-winning-demos-masterclass

Early bird discount of 10% applies if registration and payment is made by 26 October 2018

Discovery, Design and Delivery of Software Demos that Win Business

Why should you choose the Winning Demos Masterclass?

Many product demonstrations focus on features and functions and ultimately are in danger of become a training session. This style of demonstrating is highly ineffective. Based on twenty years of pre-sales experience Winning Demos (TM) is a tried and tested methodology which covers the complete pre-sales cycle from effective discovery meetings to the execution of a killer pre-sales technical product presentation and demo.

You will leave with practical and repeatable tools for efficient demo planning and preparation. You will learn how to differentiate your solution in a competitive market place by reinforcing and complementing existing sales processes with strategies that produce quick and effective rapid results. Ultimately this means you will shorten the sales cycle and close business faster.

Who should attend this course?

  • Pre-sales staff
  • Software engineers
  • Technical architects
  • Sales professionals who have the challenge of selling complex solutions in highly competitive markets.

What is the course outcome?

You will learn and practice tried, tested and proven pre-sales discovery and demonstration skills which will enable you to:

  • Sell value during the demo and presentation by tailoring the business process to the needs of the different personality types in the room
  • Adopt a demo style to the prospects business issues and not go into irrelevant technical detail
  • Engage the prospect through mixing the mode of delivery from flipchart to PC demo to round the table discussion
  • Raise your game by learning best practice techniques
  • Learn communication models based on techniques and tools which influence, change behaviour, motivate and get results

The goal of Winning Demos (TM) is to deliver a practical, proven set of skills, tools and procedures that can immediately be put to use to improve your business's demo-to-win ratio.

Topics to be covered:

  • Mapping discovery meeting findings
  • Crafting a compelling demo scenario
  • 'Less is more'
  • Establishing hooks
  • Hitting different buyers buttons
  • Demo scripts and checklists
  • Creating scenario checkpoints
  • Powerful webinars
  • Demo crimes
  • Combining different presentation tools
  • Taking and maintaining control
  • Presenting to a mixed audience and keeping them interested
  • Objection handling
  • Role-play

Who is the course leader?

Salma Shah is the Director at Winning Demos and Beyond. Throughout her I.T. career spanning tech giants such as Oracle, Peoplesoft and dotcom start ups Salma Shah has typically worked for organisations experiencing fast growth and profitable expansion. Her courses are based on best practice experience (Salma has worked as a Consultant Pre-Sales and Sales) and the current trends and challenges of today's Tech sector. Salma's client base is Tech sector with a focus on Training and discrete Exec Search.

Fees:

techUK Members - Was £395.00 Now £355.50

Non Members - Was £595.00 Now £535.50

(Price excludes VAT)

If you are not sure whether your company is a member of techUK, click here to check first to ensure you pay the correct price for the course you are booking. If you need further assistance, please do not hesitate to contact mariana.obetzanova@techuk.org.

 

]]>
noreply@techuk.org (CRM Sync) Communication skills courses Thu, 08 Mar 2018 22:54:56 +0000
Storytelling in Business http://www.techuk.org/training/communication-skills-training/item/12740-storytelling-in-business http://www.techuk.org/training/communication-skills-training/item/12740-storytelling-in-business

Registration from 9.30am

Why should you choose this course?

You will learn:

  • The theory of storytelling
  • What storytelling in business really is (and what it isn’t)
  • How you can start to tell your own brand story
  • Looking at real-life case studies and how you can apply those to your brand
  • How storytelling has the power to change how people see and react to things
  • The power to influence word of mouth through storytelling

Who should attend?

We believe you can’t tell great stories in business, if you can’t tell a great story, full stop. We also believe it’s vital everyone in your business knows your brand story, not just your customers.
Our foundation course has been purposely designed for all levels of skill. As it develops skills inherently, it can also be taken by anyone looking to build their career, not just big brands.

What is the course outcome?

It helps you to understand why storytelling remains the greatest human pastime and how you can begin to apply it to your brand effectively.

What is the agenda?

Act 1 - The theory: what storytelling is and why people react so strongly to stories.
Act 2 - Best practice: the art of storytelling, structures and rules – and how to break them.
Act 3 - How to use it: we’ll apply storytelling to your brand and your day to day role.

Who is the course leader?

Chris Hewitt, CEO of Berkeley.

What is the cost of the course?

techUK Members- £395.00 + VAT
Non Members- £595.00 +VAT

Testimonials

“The course was brilliant and exceeded expectations!”- RL, Kent.

“Regardless of what point you are at in your career or what your specific job role is - salesperson, marketer, copywriter, PR practitioner... - this course will make you think differently about how you can stand out from the crowd, communicate more effectively and have a bit of fun creating stories that will help you connect with your audience.” - Rebecca, London.

“The course actually gave me more than I thought it would. I had expected it to just be about incorporating storytelling into my marketing writing, but I've gone away with ideas for incorporating storytelling into my presentations, networking and much more as well” – RH, London.

]]>
noreply@techuk.org (CRM Sync) Communication skills courses Thu, 08 Mar 2018 22:55:05 +0000
Copywriting for Sales and Marketing http://www.techuk.org/training/communication-skills-training/item/13362-copywriting-for-sales-and-marketing http://www.techuk.org/training/communication-skills-training/item/13362-copywriting-for-sales-and-marketing

Why should you choose this course?

This workshop will help you develop a complete process for creating effective copy – from interpreting a brief to writing the copy itself.

The course will explore preparation and starting points. What useful connections are there between your product and target reader? What impact do you want to make? What action do you want the reader to take? With these objectives in mind, we will examine different possible structures for different types of documents – online copy, press releases, brochure copy, brand ads and others.

We will then focus on producing clear, easy-to-read copy. We will test out different approaches for joining together ideas and images as building blocks, with the ultimate aim of persuading the reader. This will include ways of deploying tone, emotion and key phrases for the right results.

There will be practical exercises throughout the course, with an emphasis on sharing best practice.

Who should attend?

· Professionals who write online content or other documents for selling products or services.

· Sales professionals who want to be as persuasive on the page as they are in person

What is the course outcome?

By the end of the workshop, you’ll have gained new approaches to preparation that you’ll be able to apply across different media. You’ll have evolved a process that is creative, collaborative and organised. You’ll be able to avoid clichés, and opt for a fresh style to get your brand across in a memorable way.

What is the agenda?

· Coffee and Registration from 9:00am

· Interpreting a brief successfully

· Understanding your target reader – identifying their desires & fears

· Planning and assembling creative ideas

· Turning product features into benefits

· Developing a theme or story

· Drafting copy

· Choosing the right tone and style

· Building rapport with your target readers

· Trigger words and phrases – get attention and hold interest

· Understanding incentives – converting desire to action

· Editing your own and other people’s copy

 Who is the course leader?

Karen Glossop’s expertise lies in coaching people to explore different approaches to how they present their messages, whether they're writing words on the page or speaking to a live audience. Since 1997, she has tutored groups and individuals in areas such as: influencing, presentation skills, facilitation skills, business writing, personal impact, storytelling, creativity and leadership. Karen is an Associate Tutor at London Business School and Said Business School, Oxford. She is also a Consultant at the Centre of Charity Effectiveness, Cass Business School. Recent clients include: KBC Group NV; Safer London; Great Ormond Street Hospital Children’s Charity; Flag Communications; Transport for London; Birkbeck, University of London; Price Waterhouse Coopers; Forrester Research; Microsoft; QAD, Europe; Domestic & General.

What is the cost of the course?

techUK Members- £395.00 + VAT  

Non Members- £595.00 +VAT  

Testimonials

“Karen was very good, I really loved her way of presenting things & getting me to think. It was an enjoyable & informative way of training.” Sophie Griffiths – Rated People

{bio}mariana.obetzanova@techuk.org{/bio}]]>
noreply@techuk.org (CRM Sync) Communication skills courses Tue, 19 Jun 2018 11:05:11 +0100
How to Write and Deliver a Winning Pitch http://www.techuk.org/training/communication-skills-training/item/13601-how-to-write-and-deliver-a-winning-pitch http://www.techuk.org/training/communication-skills-training/item/13601-how-to-write-and-deliver-a-winning-pitch
Registration from 9am

Why should you choose this course?

A one-day (CPD-accredited) training course that will transform the way you pitch yourself, your business and products and services - so what you say and how you say it is clearer, more powerful and more engaging.

The course will focus on three key pitch situations: the Elevator Pitch, Introducing the Business and Pitching to Win. As well as refining delivery in each situation, delegates will leave with tools and approaches that will help them to continue to improve the way they write and deliver more compelling pitches and presentations in future.

The day is spent learning how to use the tools and methodology and pitching live to a camera. The approach is designed to ensure delegates develop their skills and understanding, refine the pitches they prepared ahead of the training and become better and more confident communicators. As well as trying out new words and approaches on the day, delegates will also leave with a plan of action to take their pitches to the next level.

The 3 Pitch Situations in more detail

ELEVATOR PITCH – the first time you meet someone in a business setting where you explain what you and your business does.

INTRODUCING the BUSINESS – where you are asked to present an overview of your business to a prospective client or to a panel.

PITCHING to WIN – the moment you state your case for being selected, perhaps at the conclusion of a pitch or in answer to the question: “Why should we pick you?”

Who should attend this course?

The course is focused on real-world business situations and has been written to help those who play a role in promoting their business, who want to be better communicators and are open to constructive challenge.

Attendees who will benefit include those:

  • Who have deep technical knowledge and expertise about their sector and/or products, but are pitching to a broader business community who may not have the same technical insight, and feel they can improve their ability to communicate verbally;
  • Who find their role is evolving and requires them increasingly to be much more involved in presenting their business to customers at meetings, conferences and networking;
  • Who find they habitually talk about features and don't know how to write pitches and proposals that focus on client benefits; and
  • Who are competent presenters and want someone to constructively challenge their approach.

What is the course outcome?

At the end of the day attendees will:

  • Leave armed with 3 clearer and better pitches;
  • Will have learned how to write a more compelling benefit-focused pitch;
  • Will be better communicators; and
  • Will have a personal improvement plan.

Delegates will subsequently have access to video recordings of their pitches and written guidance to drive personal improvement.

Course agenda

Part One – What does a ‘good’ pitch read and sound like?

  • What is the purpose of a pitch and what qualities make a good Pitch?
  • Elevator Pitch
  • The importance of knowing your audience
  • How to structure a pitch

Part Two – Present Your Business

  • 4 minutes to present you business
  • Each pitch will be filmed, and after everyone has had their turn, the group will review and critique each pitch using the criteria developed and agreed in Part One.

Part Three – Developing a Better Pitch

  • 3 minutes to Pitch to Win.
  • Each pitch will be filmed, and after everyone has had their turn, the group will review and critique each pitch using the criteria developed and agreed in Part One.

Who is the Course leader?

Tony Treacy is Managing Director of Pitch Factory. He brings a wealth of experience in marketing and communication gained working for international brands in both the business-to-business and business-to-consumer spaces and across many sectors including: telco, ISPs, technology manufacturing, retailing, automotive, aerospace, drinks, FMCG and luxury goods over the last 28 years.

Fee:

techUK Members - £395.00

Non Members - £595.00
(Prices exclude VAT)

If you are not sure whether your company is a member of techUK, click here to check first to ensure you pay the correct price for the course you are booking. If you need further assistance, please do not hesitate to contact mariana.obetzanova@techuk.org

]]>
noreply@techuk.org (CRM Sync) Communication skills courses Wed, 01 Aug 2018 16:37:48 +0100
How to Write and Deliver a Winning Pitch http://www.techuk.org/training/communication-skills-training/item/13595-how-to-write-and-deliver-a-winning-pitch http://www.techuk.org/training/communication-skills-training/item/13595-how-to-write-and-deliver-a-winning-pitch

Registration from 9am

Why should you choose this course?

A one-day (CPD-accredited) training course that will transform the way you pitch yourself, your business and products and services - so what you say and how you say it is clearer, more powerful and more engaging.

The course will focus on three key pitch situations: the Elevator Pitch, Introducing the Business and Pitching to Win. As well as refining delivery in each situation, delegates will leave with tools and approaches that will help them to continue to improve the way they write and deliver more compelling pitches and presentations in future.

The day is spent learning how to use the tools and methodology and pitching live to a camera. The approach is designed to ensure delegates develop their skills and understanding, refine the pitches they prepared ahead of the training and become better and more confident communicators. As well as trying out new words and approaches on the day, delegates will also leave with a plan of action to take their pitches to the next level.

The 3 Pitch Situations in more detail

ELEVATOR PITCH – the first time you meet someone in a business setting where you explain what you and your business does.

INTRODUCING the BUSINESS – where you are asked to present an overview of your business to a prospective client or to a panel.

PITCHING to WIN – the moment you state your case for being selected, perhaps at the conclusion of a pitch or in answer to the question: “Why should we pick you?”

Who should attend this course?

The course is focused on real-world business situations and has been written to help those who play a role in promoting their business, who want to be better communicators and are open to constructive challenge.

Attendees who will benefit include those:

  • Who have deep technical knowledge and expertise about their sector and/or products, but are pitching to a broader business community who may not have the same technical insight, and feel they can improve their ability to communicate verbally;
  • Who find their role is evolving and requires them increasingly to be much more involved in presenting their business to customers at meetings, conferences and networking;
  • Who find they habitually talk about features and don't know how to write pitches and proposals that focus on client benefits; and
  • Who are competent presenters and want someone to constructively challenge their approach.

What is the course outcome?

At the end of the day attendees will:

  • Leave armed with 3 clearer and better pitches;
  • Will have learned how to write a more compelling benefit-focused pitch;
  • Will be better communicators; and
  • Will have a personal improvement plan.

Delegates will subsequently have access to video recordings of their pitches and written guidance to drive personal improvement.

Course agenda

Part One – What does a ‘good’ pitch read and sound like?

  • What is the purpose of a pitch and what qualities make a good Pitch?
  • Elevator Pitch
  • The importance of knowing your audience
  • How to structure a pitch

Part Two – Present Your Business

  • 4 minutes to present you business
  • Each pitch will be filmed, and after everyone has had their turn, the group will review and critique each pitch using the criteria developed and agreed in Part One.

Part Three – Developing a Better Pitch

  • 3 minutes to Pitch to Win.
  • Each pitch will be filmed, and after everyone has had their turn, the group will review and critique each pitch using the criteria developed and agreed in Part One.

Who is the Course leader?

Tony Treacy is Managing Director of Pitch Factory. He brings a wealth of experience in marketing and communication gained working for international brands in both the business-to-business and business-to-consumer spaces and across many sectors including: telco, ISPs, technology manufacturing, retailing, automotive, aerospace, drinks, FMCG and luxury goods over the last 28 years.

Fee:

techUK Members - £395.00

Non Members - £595.00
(Prices exclude VAT)

If you are not sure whether your company is a member of techUK, click here to check first to ensure you pay the correct price for the course you are booking. If you need further assistance, please do not hesitate to contact mariana.obetzanova@techuk.org

]]>
noreply@techuk.org (CRM Sync) Communication skills courses Wed, 01 Aug 2018 13:53:07 +0100
Writing Effective Reports and Proposals http://www.techuk.org/training/communication-skills-training/item/13743-writing-effective-reports-and-proposals http://www.techuk.org/training/communication-skills-training/item/13743-writing-effective-reports-and-proposals

Why should you choose this course?

The written word is a powerful business tool that can help you improve relationships, develop your credibility and influence others. In this workshop, you’ll learn how to use reports and proposals to communicate confidently with a range of readers.

Many internal and external clients require written materials in order to evaluate whether to go ahead with a set of recommendations. If your document isn’t coherent or convincing, you may fail to get the result you want – no matter how good your ideas are.

The workshop features guidance in structuring your argument for the page and developing a clear, effective style. We’ll practice planning, drafting, editing, so that by the end of the day you’ll have tackled the whole process. All the teaching points will be illustrated by examples. Throughout the workshop, you’ll have the opportunity to test out techniques in practical exercises as a group, in pairs and individually.

 

Who should attend?

  • Sales professionals who want to write winning proposals.
  • Consultants who want to present written recommendations with credibility.
  • Any professionals who want to demonstrate their expertise on the page

 

What is the course outcome?

By the end of the workshop, you’ll be able to take control over your own writing process, including managing the time it takes. You’ll be able to evaluate what makes a good sentence, paragraph or document. Moreover, you’ll have a range of tools to help you write persuasive reports and proposals.

 

What is the agenda?

Coffee and Registration from 9:00am

  • Understanding and refining the process – planning, drafting, editing.
  • Identifying your objective – what do you want your reader to do?
  • Writing from your reader’s perspectiveStructuring and signposting your points.
  • Practising planning your report, drafting an introduction/executive summary and editing another participant’s copy.
  • Using correct grammar and punctuation.
  • Developing a clear, plain English style.
  • Producing an attractive, easy-to-read layout

 

Who is the course leader?

Karen Glossop’s expertise lies in coaching people to explore different approaches to how they present their messages, whether they're writing words on the page or speaking to a live audience. Since 1997, she has tutored groups and individuals in areas such as: influencing, presentation skills, facilitation skills, business writing, personal impact, storytelling, creativity and leadership.

Karen is an Associate Tutor at London Business School and Said Business School, Oxford. She is also a Consultant at the Centre of Charity Effectiveness, Cass Business School. Recent clients include: KBC Group NV; Safer London; Great Ormond Street Hospital Children’s Charity; Flag Communications; Transport for London; Birkbeck, University of London; Price Waterhouse Coopers; Forrester Research; Microsoft; QAD, Europe; Domestic & General.

 

Testimonials

“The course was really good, I thought that Karen was a brilliant tutor and I left the course feeling very motivated. Thank you for everything.”

Jo Stobbs, Unilever, Portfolio & Programme Management Office

 

“Good course! I will recommend it to my colleagues!”

Alex Biewenga, Phillips ED&T

 

What is the cost of the course?

techUK Members- £395.00 + VAT

Non Members- £595.00 +VAT

 

If you are not sure whether your company is a member of techUK, click hereto check first to ensure you pay the correct price for the course you are booking. If you need further assistance, please do not hesitate to contact mariana.obetzanova@techuk.org.

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noreply@techuk.org (CRM Sync) Communication skills courses Fri, 17 Aug 2018 09:41:16 +0100
Powerful Storytelling for Tech http://www.techuk.org/training/communication-skills-training/item/13721-powerful-storytelling-for-tech http://www.techuk.org/training/communication-skills-training/item/13721-powerful-storytelling-for-tech

Early bird discount of 10% applies if registration and payment is made by 29 December 2018

Why should you choose this course?

As Tech companies see a shift towards the non-technical buyer, storytelling is increasingly a core personal skill for engaging with customers in a more meaningful and compelling way. To really connect and differentiate we need the skills and confidence to move away from traditional presentations and instead focus on crafting a great story. Those who are powerful storytellers can paint a solution that sticks in the customer’s mind and helps to sell up the value chain. Investing time and resources developing fabulous features and benefits is wasted if customers don’t believe your story and their feelings about your products and services remain unchanged.

A great story needs to do three things for your customer;

  1. Confirm the customers world view; what they care about? What change they are looking for
  2. Make an emotional connection
  3. Deliver information which is logical to rationalise decision making

 

Who should attend this course?

The Storytelling for Tech workshop is suitable for those who must present and communicate, sell, influence, overcome objections and shift mindsets.

 

What is the course agenda?

Coffee and Registration from 9.00am
Introduction and course outline from 9.30am

The following topics will be covered:

Overview of storytelling principles
The power of storytelling and ‘science’ of why it works
The Hero’s journey: Unfulfilled desire, confrontation and obstacles, resolution
Structuring and developing a story’s flow

  • Beginning bond with audience - connecting
  • Introducing tension/conflict - engage customers
  • Middle contrast what is and what could be - differentiating
  • End with heightened sense of ‘wow’

Adding emotional texture
Spicing a story with visual, sensory and auditory words
Using ‘sticky’ metaphors
Creating a memorable and persuasive moment
Context and relevancy - linking stories to the audience
Strategies for handling common sales challenges through storytelling
Delivering storytelling through different medium; images, flipchart, slides

 

Who is the course leader?
Salma Shah is the Director of Soft Skills 4Tech and Winning Demos. Throughout her I.T. career spanning tech giants such as Oracle, Peoplesoft and dotcom start-ups Salma Shah has typically worked for organisations experiencing fast growth and profitable expansion.

Salma's courses are based on best practice experience and Psychology (she has worked as a Consultant Pre-Sales and Sales) and the current trends and challenges of today's Tech sector. Salma's client base is Tech sector with a focus on Training, Coaching and Psychometric Profiling

 

What is the cost of the course?

techUK Members - Was £395.00 Now £355.50

Non Members - Was £595.00 Now £535.50

(Prices exclude VAT)

 

If you are not sure whether your company is a member of techUK, click here to check first to ensure you pay the correct price for the course you are booking. If you need further assistance, please do not hesitate to contact mariana.obetzanova@techuk.org.  

]]>
noreply@techuk.org (CRM Sync) Communication skills courses Wed, 15 Aug 2018 10:47:34 +0100
Winning Demos Masterclass http://www.techuk.org/training/communication-skills-training/item/13812-winning-demos-masterclass http://www.techuk.org/training/communication-skills-training/item/13812-winning-demos-masterclass

Early bird discount of 10% applies if registration and payment is made by 29 December 2018

Discovery, Design and Delivery of Software Demos that Win Business

 

Why should you choose the Winning Demos Masterclass?

Many product demonstrations focus on features and functions and ultimately are in danger of become a training session. This style of demonstrating is highly ineffective. Based on twenty years of pre-sales experience Winning Demos (TM) is a tried and tested methodology which covers the complete pre-sales cycle from effective discovery meetings to the execution of a killer pre-sales technical product presentation and demo.

You will leave with practical and repeatable tools for efficient demo planning and preparation. You will learn how to differentiate your solution in a competitive market place by reinforcing and complementing existing sales processes with strategies that produce quick and effective rapid results. Ultimately this means you will shorten the sales cycle and close business faster.

 

Who should attend this course?

  • Pre-sales staff
  • Software engineers
  • Technical architects
  • Sales professionals who have the challenge of selling complex solutions in highly competitive markets.

 

What is the course outcome?

You will learn and practice tried, tested and proven pre-sales discovery and demonstration skills which will enable you to:

  • Sell value during the demo and presentation by tailoring the business process to the needs of the different personality types in the room
  • Adopt a demo style to the prospects business issues and not go into irrelevant technical detail
  • Engage the prospect through mixing the mode of delivery from flipchart to PC demo to round the table discussion
  • Raise your game by learning best practice techniques
  • Learn communication models based on techniques and tools which influence, change behaviour, motivate and get results

The goal of Winning Demos (TM) is to deliver a practical, proven set of skills, tools and procedures that can immediately be put to use to improve your business's demo-to-win ratio.

 

Topics to be covered:

  • Mapping discovery meeting findings
  • Crafting a compelling demo scenario
  • 'Less is more'
  • Establishing hooks
  • Hitting different buyers buttons
  • Demo scripts and checklists
  • Creating scenario checkpoints
  • Powerful webinars
  • Demo crimes
  • Combining different presentation tools
  • Taking and maintaining control
  • Presenting to a mixed audience and keeping them interested
  • Objection handling
  • Role-play

 

Who is the course leader?

Salma Shah is the Director at Winning Demos and Beyond. Throughout her I.T. career spanning tech giants such as Oracle, Peoplesoft and dotcom start ups Salma Shah has typically worked for organisations experiencing fast growth and profitable expansion. Her courses are based on best practice experience (Salma has worked as a Consultant Pre-Sales and Sales) and the current trends and challenges of today's Tech sector. Salma's client base is Tech sector with a focus on Training and discrete Exec Search.

 

Fees:

techUK Members - Was £395.00 Now £355.50

Non Members - Was £595.00 Now £535.50

(Price excludes VAT)

If you are not sure whether your company is a member of techUK, click here to check first to ensure you pay the correct price for the course you are booking. If you need further assistance, please do not hesitate to contact mariana.obetzanova@techuk.org.

]]>
noreply@techuk.org (CRM Sync) Communication skills courses Wed, 22 Aug 2018 15:29:47 +0100
Copywriting for Sales and Marketing http://www.techuk.org/training/communication-skills-training/item/13745-copywriting-for-sales-and-marketing http://www.techuk.org/training/communication-skills-training/item/13745-copywriting-for-sales-and-marketing

Why should you choose this course?

This workshop will help you develop a complete process for creating effective copy – from interpreting a brief to writing the copy itself.

The course will explore preparation and starting points. What useful connections are there between your product and target reader? What impact do you want to make? What action do you want the reader to take? With these objectives in mind, we will examine different possible structures for different types of documents – online copy, press releases, brochure copy, brand ads and others.

We will then focus on producing clear, easy-to-read copy. We will test out different approaches for joining together ideas and images as building blocks, with the ultimate aim of persuading the reader. This will include ways of deploying tone, emotion and key phrases for the right results.

There will be practical exercises throughout the course, with an emphasis on sharing best practice.

 

Who should attend?

· Professionals who write online content or other documents for selling products or services.

· Sales professionals who want to be as persuasive on the page as they are in person

 

What is the course outcome?

By the end of the workshop, you’ll have gained new approaches to preparation that you’ll be able to apply across different media. You’ll have evolved a process that is creative, collaborative and organised. You’ll be able to avoid clichés, and opt for a fresh style to get your brand across in a memorable way.

 

What is the agenda?

· Coffee and Registration from 9:00am

· Interpreting a brief successfully

· Understanding your target reader – identifying their desires & fears

· Planning and assembling creative ideas

· Turning product features into benefits

· Developing a theme or story

· Drafting copy

· Choosing the right tone and style

· Building rapport with your target readers

· Trigger words and phrases – get attention and hold interest

· Understanding incentives – converting desire to action

· Editing your own and other people’s copy

 

Who is the course leader?

Karen Glossop’s expertise lies in coaching people to explore different approaches to how they present their messages, whether they're writing words on the page or speaking to a live audience. Since 1997, she has tutored groups and individuals in areas such as: influencing, presentation skills, facilitation skills, business writing, personal impact, storytelling, creativity and leadership. Karen is an Associate Tutor at London Business School and Said Business School, Oxford. She is also a Consultant at the Centre of Charity Effectiveness, Cass Business School. Recent clients include: KBC Group NV; Safer London; Great Ormond Street Hospital Children’s Charity; Flag Communications; Transport for London; Birkbeck, University of London; Price Waterhouse Coopers; Forrester Research; Microsoft; QAD, Europe; Domestic & General.

 

Testimonials

“Karen was very good, I really loved her way of presenting things & getting me to think. It was an enjoyable & informative way of training.” 

Sophie Griffiths – Rated People

 

What is the cost of the course?

techUK Members- £395.00 + VAT  

Non Members- £595.00 +VAT  

]]>
noreply@techuk.org (CRM Sync) Communication skills courses Fri, 17 Aug 2018 10:02:10 +0100
Negotiating with IT Purchasing http://www.techuk.org/training/communication-skills-training/item/13835-negotiating-with-it-purchasing http://www.techuk.org/training/communication-skills-training/item/13835-negotiating-with-it-purchasing

Early bird discount of 10% applies if registration and payment is made by 26 January 2019

Learn how to turn ferocious purchasing tigers into tabby cats!

 

Why should you choose "Negotiating with IT Purchasing"?

Even the bravest can feel fear when they are summoned to meet with the customer's purchasing department. They know that IT buyers can often be intimidating, flint-hearted and well-practiced in squeezing suppliers until their pips squeak. These people are professionally trained to be tough and ruthless. Their tactics place intolerable pressure on sales teams, often leading to ill-advised concessions that not only reduce the margin of the deal but result in bad "agreements" that set the seeds for project failure.

The skilled sales negotiator, however, is not afraid. They understand that the customer benefits most from an agreement which delivers maximum value to both parties. They know that by "playing the game", using five golden rules, and countering predictable tactics of bluffing, pressure and intimidation, they can effortlessly avoid the man-traps set by an unscrupulous buyer.

 

Who should attend this course?

  • Sales professionals
  • Consultants
  • Leaders and project managers who need to negotiate with technology buyers and purchasing departments

 

What is the course outcome?

By the end of this workshop, you will feel confident that you can deal with the tactics applied by aggressive purchasing departments, and secure a deal that works best for supplier and customer alike. Your margins will improve, your projects will be more successful – and respect and repeat business will follow.

The workshop uses exercises and role-play based on a real-life case study. It examines strategies for dealing with the classic issues in ICT and technology sales negotiation including price, delays, loose specifications, intellectual property, licence terms, warranty and support.

 

Who is the course leader?

Ian Henley is a leading expert in improving the business performance of technology companies, specialising in business strategy, leadership, marketing and sales. He has worked with executives from over sixty of the best known technology companies in the world, including CA, EMC, Dell, Accenture/Avanade, Microsoft, Panasonic, Hitachi, Microfocus, Nominet, Oracle, Landis+Gyr and Nokia, and has facilitated training workshops at techUK for twenty years.

He is a particularly skilled and dynamic presenter, trainer and workshop facilitator, with a treasure trove of real life experience to share. His workshops consistently achieve "top box" ratings from delegates.

 

What is the course agenda?

  • 09.15 Registration at techUK London Reception
  • 09.30 Introduction to negotiation
  • 10.00 Role-play one: a simple negotiation
  • 11.00 Introducing the negotiation model
  • 11.15 Buyer and purchasing manager profiles
  • 11.30 Giving freely and how not to
  • 11.45 Role-play two: reaching the interim agreement
  • 12.45 Lunch
  • 13.45 Advanced negotiation skills - Traps and how to avoid them! Handling pressure, stotting, signaling, conditional offers, bluffing and probing
  • 15.30 Role-play three: closing the deal
  • 16.45 Summary and close

 

Fees:

techUK Members - Was £395.00  Now £355.50

Non Members - Was £595.00  Now £535.50

(Prices exclude VAT)

If you are not sure whether your company is a member of techUK, click here to check first to ensure you pay the correct price for the course you are booking. If you need further assistance, please do not hesitate to contact mariana.obetzanova@techuk.org 

]]>
noreply@techuk.org (CRM Sync) Communication skills courses Fri, 31 Aug 2018 13:59:17 +0100
Winning Demos Masterclass http://www.techuk.org/training/communication-skills-training/item/13716-winning-demos-masterclass http://www.techuk.org/training/communication-skills-training/item/13716-winning-demos-masterclass

Early bird discount of 10% applies if registration and payment is made by 27 January 2019

Discovery, Design and Delivery of Software Demos that Win Business

 

Why should you choose the Winning Demos Masterclass?

Many product demonstrations focus on features and functions and ultimately are in danger of become a training session. This style of demonstrating is highly ineffective. Based on twenty years of pre-sales experience Winning Demos (TM) is a tried and tested methodology which covers the complete pre-sales cycle from effective discovery meetings to the execution of a killer pre-sales technical product presentation and demo.

You will leave with practical and repeatable tools for efficient demo planning and preparation. You will learn how to differentiate your solution in a competitive market place by reinforcing and complementing existing sales processes with strategies that produce quick and effective rapid results. Ultimately this means you will shorten the sales cycle and close business faster.

 

Who should attend this course?

  • Pre-sales staff
  • Software engineers
  • Technical architects
  • Sales professionals who have the challenge of selling complex solutions in highly competitive markets.

 

What is the course outcome?

You will learn and practice tried, tested and proven pre-sales discovery and demonstration skills which will enable you to:

  • Sell value during the demo and presentation by tailoring the business process to the needs of the different personality types in the room
  • Adopt a demo style to the prospects business issues and not go into irrelevant technical detail
  • Engage the prospect through mixing the mode of delivery from flipchart to PC demo to round the table discussion
  • Raise your game by learning best practice techniques
  • Learn communication models based on techniques and tools which influence, change behaviour, motivate and get results

The goal of Winning Demos (TM) is to deliver a practical, proven set of skills, tools and procedures that can immediately be put to use to improve your business's demo-to-win ratio.

 

Topics to be covered:

  • Mapping discovery meeting findings
  • Crafting a compelling demo scenario
  • 'Less is more'
  • Establishing hooks
  • Hitting different buyers buttons
  • Demo scripts and checklists
  • Creating scenario checkpoints
  • Powerful webinars
  • Demo crimes
  • Combining different presentation tools
  • Taking and maintaining control
  • Presenting to a mixed audience and keeping them interested
  • Objection handling
  • Role-play

 

Who is the course leader?

Salma Shah is the Director at Winning Demos and Beyond. Throughout her I.T. career spanning tech giants such as Oracle, Peoplesoft and dotcom start ups Salma Shah has typically worked for organisations experiencing fast growth and profitable expansion. Her courses are based on best practice experience (Salma has worked as a Consultant Pre-Sales and Sales) and the current trends and challenges of today's Tech sector. Salma's client base is Tech sector with a focus on Training and discrete Exec Search.

 

Fees:

techUK Members - Was £395.00 Now £355.50

Non Members - Was £595.00 Now £535.50

(Price excludes VAT)

If you are not sure whether your company is a member of techUK, click here to check first to ensure you pay the correct price for the course you are booking. If you need further assistance, please do not hesitate to contact mariana.obetzanova@techuk.org.

]]>
noreply@techuk.org (CRM Sync) Communication skills courses Wed, 15 Aug 2018 10:16:45 +0100
Powerful Storytelling for Tech http://www.techuk.org/training/communication-skills-training/item/13813-powerful-storytelling-for-tech http://www.techuk.org/training/communication-skills-training/item/13813-powerful-storytelling-for-tech

Early bird discount of 10% applies if registration and payment is made by 27 January 2019

Why should you choose this course?

As Tech companies see a shift towards the non-technical buyer, storytelling is increasingly a core personal skill for engaging with customers in a more meaningful and compelling way. To really connect and differentiate we need the skills and confidence to move away from traditional presentations and instead focus on crafting a great story. Those who are powerful storytellers can paint a solution that sticks in the customer’s mind and helps to sell up the value chain. Investing time and resources developing fabulous features and benefits is wasted if customers don’t believe your story and their feelings about your products and services remain unchanged.

A great story needs to do three things for your customer;

  1. Confirm the customers world view; what they care about? What change they are looking for
  2. Make an emotional connection
  3. Deliver information which is logical to rationalise decision making

 

Who should attend this course?

The Storytelling for Tech workshop is suitable for those who must present and communicate, sell, influence, overcome objections and shift mindsets.

 

What is the course agenda?

Coffee and Registration from 9.00am
Introduction and course outline from 9.30am

The following topics will be covered:

Overview of storytelling principles
The power of storytelling and ‘science’ of why it works
The Hero’s journey: Unfulfilled desire, confrontation and obstacles, resolution
Structuring and developing a story’s flow

  • Beginning bond with audience - connecting
  • Introducing tension/conflict - engage customers
  • Middle contrast what is and what could be - differentiating
  • End with heightened sense of ‘wow’

Adding emotional texture
Spicing a story with visual, sensory and auditory words
Using ‘sticky’ metaphors
Creating a memorable and persuasive moment
Context and relevancy - linking stories to the audience
Strategies for handling common sales challenges through storytelling
Delivering storytelling through different medium; images, flipchart, slides

 

Who is the course leader?
Salma Shah is the Director of Soft Skills 4Tech and Winning Demos. Throughout her I.T. career spanning tech giants such as Oracle, Peoplesoft and dotcom start-ups Salma Shah has typically worked for organisations experiencing fast growth and profitable expansion.

Salma's courses are based on best practice experience and Psychology (she has worked as a Consultant Pre-Sales and Sales) and the current trends and challenges of today's Tech sector. Salma's client base is Tech sector with a focus on Training, Coaching and Psychometric Profiling

 

What is the cost of the course?

techUK Members - Was £395.00 Now £355.50

Non Members - Was £595.00 Now £535.50

(Prices exclude VAT)

 

If you are not sure whether your company is a member of techUK, click here to check first to ensure you pay the correct price for the course you are booking. If you need further assistance, please do not hesitate to contact mariana.obetzanova@techuk.org.  

]]>
noreply@techuk.org (CRM Sync) Communication skills courses Wed, 22 Aug 2018 15:23:09 +0100
Storytelling in Business http://www.techuk.org/training/communication-skills-training/item/13633-storytelling-in-business http://www.techuk.org/training/communication-skills-training/item/13633-storytelling-in-business

Registration from 9.30am

 

Why should you choose this course?

You will learn:

  • The theory of storytelling
  • What storytelling in business really is (and what it isn’t)
  • How you can start to tell your own brand story
  • Looking at real-life case studies and how you can apply those to your brand
  • How storytelling has the power to change how people see and react to things
  • The power to influence word of mouth through storytelling

 

Who should attend?

We believe you can’t tell great stories in business, if you can’t tell a great story, full stop. We also believe it’s vital everyone in your business knows your brand story, not just your customers.
Our foundation course has been purposely designed for all levels of skill. As it develops skills inherently, it can also be taken by anyone looking to build their career, not just big brands.

 

What is the course outcome?

It helps you to understand why storytelling remains the greatest human pastime and how you can begin to apply it to your brand effectively.

 

What is the agenda?

Act 1 - The theory: what storytelling is and why people react so strongly to stories.
Act 2 - Best practice: the art of storytelling, structures and rules – and how to break them.
Act 3 - How to use it: we’ll apply storytelling to your brand and your day to day role.

 

Who is the course leader?

Chris Hewitt, CEO of Berkeley.

 

What is the cost of the course?

techUK Members- £395.00 + VAT
Non Members- £595.00 +VAT

 

Testimonials

“The course was brilliant and exceeded expectations!”

RL, Kent.

 

“Regardless of what point you are at in your career or what your specific job role is - salesperson, marketer, copywriter, PR practitioner... - this course will make you think differently about how you can stand out from the crowd, communicate more effectively and have a bit of fun creating stories that will help you connect with your audience.”

Rebecca, London.

 

“The course actually gave me more than I thought it would. I had expected it to just be about incorporating storytelling into my marketing writing, but I've gone away with ideas for incorporating storytelling into my presentations, networking and much more as well”

RH, London.

]]>
noreply@techuk.org (CRM Sync) Communication skills courses Mon, 06 Aug 2018 10:46:05 +0100
How to Write and Deliver a Winning Pitch http://www.techuk.org/training/communication-skills-training/item/13598-how-to-write-and-deliver-a-winning-pitch http://www.techuk.org/training/communication-skills-training/item/13598-how-to-write-and-deliver-a-winning-pitch

Registration from 9am

Why should you choose this course?

A one-day (CPD-accredited) training course that will transform the way you pitch yourself, your business and products and services - so what you say and how you say it is clearer, more powerful and more engaging.

The course will focus on three key pitch situations: the Elevator Pitch, Introducing the Business and Pitching to Win. As well as refining delivery in each situation, delegates will leave with tools and approaches that will help them to continue to improve the way they write and deliver more compelling pitches and presentations in future.

The day is spent learning how to use the tools and methodology and pitching live to a camera. The approach is designed to ensure delegates develop their skills and understanding, refine the pitches they prepared ahead of the training and become better and more confident communicators. As well as trying out new words and approaches on the day, delegates will also leave with a plan of action to take their pitches to the next level.

The 3 Pitch Situations in more detail

ELEVATOR PITCH – the first time you meet someone in a business setting where you explain what you and your business does.

INTRODUCING the BUSINESS – where you are asked to present an overview of your business to a prospective client or to a panel.

PITCHING to WIN – the moment you state your case for being selected, perhaps at the conclusion of a pitch or in answer to the question: “Why should we pick you?”

Who should attend this course?

The course is focused on real-world business situations and has been written to help those who play a role in promoting their business, who want to be better communicators and are open to constructive challenge.

Attendees who will benefit include those:

  • Who have deep technical knowledge and expertise about their sector and/or products, but are pitching to a broader business community who may not have the same technical insight, and feel they can improve their ability to communicate verbally;
  • Who find their role is evolving and requires them increasingly to be much more involved in presenting their business to customers at meetings, conferences and networking;
  • Who find they habitually talk about features and don't know how to write pitches and proposals that focus on client benefits; and
  • Who are competent presenters and want someone to constructively challenge their approach.

What is the course outcome?

At the end of the day attendees will:

  • Leave armed with 3 clearer and better pitches;
  • Will have learned how to write a more compelling benefit-focused pitch;
  • Will be better communicators; and
  • Will have a personal improvement plan.

Delegates will subsequently have access to video recordings of their pitches and written guidance to drive personal improvement.

Course agenda

Part One – What does a ‘good’ pitch read and sound like?

  • What is the purpose of a pitch and what qualities make a good Pitch?
  • Elevator Pitch
  • The importance of knowing your audience
  • How to structure a pitch

Part Two – Present Your Business

  • 4 minutes to present you business
  • Each pitch will be filmed, and after everyone has had their turn, the group will review and critique each pitch using the criteria developed and agreed in Part One.

Part Three – Developing a Better Pitch

  • 3 minutes to Pitch to Win.
  • Each pitch will be filmed, and after everyone has had their turn, the group will review and critique each pitch using the criteria developed and agreed in Part One.

Who is the Course leader?

Tony Treacy is Managing Director of Pitch Factory. He brings a wealth of experience in marketing and communication gained working for international brands in both the business-to-business and business-to-consumer spaces and across many sectors including: telco, ISPs, technology manufacturing, retailing, automotive, aerospace, drinks, FMCG and luxury goods over the last 28 years.

Fee:

techUK Members - £395.00

Non Members - £595.00
(Prices exclude VAT)

If you are not sure whether your company is a member of techUK, click here to check first to ensure you pay the correct price for the course you are booking. If you need further assistance, please do not hesitate to contact mariana.obetzanova@techuk.org

]]>
noreply@techuk.org (CRM Sync) Communication skills courses Wed, 01 Aug 2018 14:41:54 +0100
Writing Effective Reports and Proposals http://www.techuk.org/training/communication-skills-training/item/13687-writing-effective-reports-and-proposals http://www.techuk.org/training/communication-skills-training/item/13687-writing-effective-reports-and-proposals

Why should you choose this course?

The written word is a powerful business tool that can help you improve relationships, develop your credibility and influence others. In this workshop, you’ll learn how to use reports and proposals to communicate confidently with a range of readers.

Many internal and external clients require written materials in order to evaluate whether to go ahead with a set of recommendations. If your document isn’t coherent or convincing, you may fail to get the result you want – no matter how good your ideas are.

The workshop features guidance in structuring your argument for the page and developing a clear, effective style. We’ll practice planning, drafting, editing, so that by the end of the day you’ll have tackled the whole process. All the teaching points will be illustrated by examples. Throughout the workshop, you’ll have the opportunity to test out techniques in practical exercises as a group, in pairs and individually.

 

Who should attend?

  • Sales professionals who want to write winning proposals.
  • Consultants who want to present written recommendations with credibility.
  • Any professionals who want to demonstrate their expertise on the page

 

What is the course outcome?

By the end of the workshop, you’ll be able to take control over your own writing process, including managing the time it takes. You’ll be able to evaluate what makes a good sentence, paragraph or document. Moreover, you’ll have a range of tools to help you write persuasive reports and proposals.

 

What is the agenda?

Coffee and Registration from 9:00am

  • Understanding and refining the process – planning, drafting, editing.
  • Identifying your objective – what do you want your reader to do?
  • Writing from your reader’s perspectiveStructuring and signposting your points.
  • Practising planning your report, drafting an introduction/executive summary and editing another participant’s copy.
  • Using correct grammar and punctuation.
  • Developing a clear, plain English style.
  • Producing an attractive, easy-to-read layout

 

Who is the course leader?

Karen Glossop’s expertise lies in coaching people to explore different approaches to how they present their messages, whether they're writing words on the page or speaking to a live audience. Since 1997, she has tutored groups and individuals in areas such as: influencing, presentation skills, facilitation skills, business writing, personal impact, storytelling, creativity and leadership.

Karen is an Associate Tutor at London Business School and Said Business School, Oxford. She is also a Consultant at the Centre of Charity Effectiveness, Cass Business School. Recent clients include: KBC Group NV; Safer London; Great Ormond Street Hospital Children’s Charity; Flag Communications; Transport for London; Birkbeck, University of London; Price Waterhouse Coopers; Forrester Research; Microsoft; QAD, Europe; Domestic & General.

 

Testimonials

“The course was really good, I thought that Karen was a brilliant tutor and I left the course feeling very motivated. Thank you for everything.”

Jo Stobbs, Unilever, Portfolio & Programme Management Office

 

“Good course! I will recommend it to my colleagues!”

Alex Biewenga, Phillips ED&T

 

What is the cost of the course?

techUK Members- £395.00 + VAT

Non Members- £595.00 +VAT

 

If you are not sure whether your company is a member of techUK, click hereto check first to ensure you pay the correct price for the course you are booking. If you need further assistance, please do not hesitate to contact mariana.obetzanova@techuk.org.

]]>
noreply@techuk.org (CRM Sync) Communication skills courses Fri, 10 Aug 2018 11:52:24 +0100
Powerful Storytelling for Tech http://www.techuk.org/training/communication-skills-training/item/13720-powerful-storytelling-for-tech http://www.techuk.org/training/communication-skills-training/item/13720-powerful-storytelling-for-tech

Early bird discount of 10% applies if registration and payment is made by 29 April 2019

Why should you choose this course?

As Tech companies see a shift towards the non-technical buyer, storytelling is increasingly a core personal skill for engaging with customers in a more meaningful and compelling way. To really connect and differentiate we need the skills and confidence to move away from traditional presentations and instead focus on crafting a great story. Those who are powerful storytellers can paint a solution that sticks in the customer’s mind and helps to sell up the value chain. Investing time and resources developing fabulous features and benefits is wasted if customers don’t believe your story and their feelings about your products and services remain unchanged.

A great story needs to do three things for your customer;

  1. Confirm the customers world view; what they care about? What change they are looking for
  2. Make an emotional connection
  3. Deliver information which is logical to rationalise decision making

 

Who should attend this course?

The Storytelling for Tech workshop is suitable for those who must present and communicate, sell, influence, overcome objections and shift mindsets.

 

What is the course agenda?

Coffee and Registration from 9.00am
Introduction and course outline from 9.30am

The following topics will be covered:

Overview of storytelling principles
The power of storytelling and ‘science’ of why it works
The Hero’s journey: Unfulfilled desire, confrontation and obstacles, resolution
Structuring and developing a story’s flow

  • Beginning bond with audience - connecting
  • Introducing tension/conflict - engage customers
  • Middle contrast what is and what could be - differentiating
  • End with heightened sense of ‘wow’

Adding emotional texture
Spicing a story with visual, sensory and auditory words
Using ‘sticky’ metaphors
Creating a memorable and persuasive moment
Context and relevancy - linking stories to the audience
Strategies for handling common sales challenges through storytelling
Delivering storytelling through different medium; images, flipchart, slides

 

Who is the course leader?
Salma Shah is the Director of Soft Skills 4Tech and Winning Demos. Throughout her I.T. career spanning tech giants such as Oracle, Peoplesoft and dotcom start-ups Salma Shah has typically worked for organisations experiencing fast growth and profitable expansion.

Salma's courses are based on best practice experience and Psychology (she has worked as a Consultant Pre-Sales and Sales) and the current trends and challenges of today's Tech sector. Salma's client base is Tech sector with a focus on Training, Coaching and Psychometric Profiling

 

What is the cost of the course?

techUK Members - Was £395.00 Now £355.50

Non Members - Was £595.00 Now £535.50

(Prices exclude VAT)

 

If you are not sure whether your company is a member of techUK, click here to check first to ensure you pay the correct price for the course you are booking. If you need further assistance, please do not hesitate to contact mariana.obetzanova@techuk.org.  

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noreply@techuk.org (CRM Sync) Communication skills courses Wed, 15 Aug 2018 10:56:35 +0100
Negotiating with IT Purchasing http://www.techuk.org/training/communication-skills-training/item/13837-negotiating-with-it-purchasing http://www.techuk.org/training/communication-skills-training/item/13837-negotiating-with-it-purchasing

Early bird discount of 10% applies if registration and payment is made by 30 April 2019

Learn how to turn ferocious purchasing tigers into tabby cats!

 

Why should you choose "Negotiating with IT Purchasing"?

Even the bravest can feel fear when they are summoned to meet with the customer's purchasing department. They know that IT buyers can often be intimidating, flint-hearted and well-practiced in squeezing suppliers until their pips squeak. These people are professionally trained to be tough and ruthless. Their tactics place intolerable pressure on sales teams, often leading to ill-advised concessions that not only reduce the margin of the deal but result in bad "agreements" that set the seeds for project failure.

The skilled sales negotiator, however, is not afraid. They understand that the customer benefits most from an agreement which delivers maximum value to both parties. They know that by "playing the game", using five golden rules, and countering predictable tactics of bluffing, pressure and intimidation, they can effortlessly avoid the man-traps set by an unscrupulous buyer.

 

Who should attend this course?

  • Sales professionals
  • Consultants
  • Leaders and project managers who need to negotiate with technology buyers and purchasing departments

 

What is the course outcome?

By the end of this workshop, you will feel confident that you can deal with the tactics applied by aggressive purchasing departments, and secure a deal that works best for supplier and customer alike. Your margins will improve, your projects will be more successful – and respect and repeat business will follow.

The workshop uses exercises and role-play based on a real-life case study. It examines strategies for dealing with the classic issues in ICT and technology sales negotiation including price, delays, loose specifications, intellectual property, licence terms, warranty and support.

 

Who is the course leader?

Ian Henley is a leading expert in improving the business performance of technology companies, specialising in business strategy, leadership, marketing and sales. He has worked with executives from over sixty of the best known technology companies in the world, including CA, EMC, Dell, Accenture/Avanade, Microsoft, Panasonic, Hitachi, Microfocus, Nominet, Oracle, Landis+Gyr and Nokia, and has facilitated training workshops at techUK for twenty years.

He is a particularly skilled and dynamic presenter, trainer and workshop facilitator, with a treasure trove of real life experience to share. His workshops consistently achieve "top box" ratings from delegates.

 

What is the course agenda?

  • 09.15 Registration at techUK London Reception
  • 09.30 Introduction to negotiation
  • 10.00 Role-play one: a simple negotiation
  • 11.00 Introducing the negotiation model
  • 11.15 Buyer and purchasing manager profiles
  • 11.30 Giving freely and how not to
  • 11.45 Role-play two: reaching the interim agreement
  • 12.45 Lunch
  • 13.45 Advanced negotiation skills - Traps and how to avoid them! Handling pressure, stotting, signaling, conditional offers, bluffing and probing
  • 15.30 Role-play three: closing the deal
  • 16.45 Summary and close

 

Fees:

techUK Members - Was £395.00  Now £355.50

Non Members - Was £595.00  Now £535.50

(Prices exclude VAT)

If you are not sure whether your company is a member of techUK, click here to check first to ensure you pay the correct price for the course you are booking. If you need further assistance, please do not hesitate to contact mariana.obetzanova@techuk.org 

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noreply@techuk.org (CRM Sync) Communication skills courses Fri, 31 Aug 2018 14:05:23 +0100
Storytelling in Business http://www.techuk.org/training/communication-skills-training/item/13632-storytelling-in-business http://www.techuk.org/training/communication-skills-training/item/13632-storytelling-in-business

Registration from 9.30am

 

Why should you choose this course?

You will learn:

  • The theory of storytelling
  • What storytelling in business really is (and what it isn’t)
  • How you can start to tell your own brand story
  • Looking at real-life case studies and how you can apply those to your brand
  • How storytelling has the power to change how people see and react to things
  • The power to influence word of mouth through storytelling

 

Who should attend?

We believe you can’t tell great stories in business, if you can’t tell a great story, full stop. We also believe it’s vital everyone in your business knows your brand story, not just your customers.
Our foundation course has been purposely designed for all levels of skill. As it develops skills inherently, it can also be taken by anyone looking to build their career, not just big brands.

 

What is the course outcome?

It helps you to understand why storytelling remains the greatest human pastime and how you can begin to apply it to your brand effectively.

 

What is the agenda?

Act 1 - The theory: what storytelling is and why people react so strongly to stories.
Act 2 - Best practice: the art of storytelling, structures and rules – and how to break them.
Act 3 - How to use it: we’ll apply storytelling to your brand and your day to day role.

 

Who is the course leader?

Chris Hewitt, CEO of Berkeley.

 

What is the cost of the course?

techUK Members- £395.00 + VAT
Non Members- £595.00 +VAT

 

Testimonials

“The course was brilliant and exceeded expectations!”

RL, Kent.

 

“Regardless of what point you are at in your career or what your specific job role is - salesperson, marketer, copywriter, PR practitioner... - this course will make you think differently about how you can stand out from the crowd, communicate more effectively and have a bit of fun creating stories that will help you connect with your audience.”

Rebecca, London.

 

“The course actually gave me more than I thought it would. I had expected it to just be about incorporating storytelling into my marketing writing, but I've gone away with ideas for incorporating storytelling into my presentations, networking and much more as well”

RH, London.

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noreply@techuk.org (CRM Sync) Communication skills courses Mon, 06 Aug 2018 10:58:14 +0100
Copywriting for Sales and Marketing http://www.techuk.org/training/communication-skills-training/item/13742-copywriting-for-sales-and-marketing http://www.techuk.org/training/communication-skills-training/item/13742-copywriting-for-sales-and-marketing

Why should you choose this course?

This workshop will help you develop a complete process for creating effective copy – from interpreting a brief to writing the copy itself.

The course will explore preparation and starting points. What useful connections are there between your product and target reader? What impact do you want to make? What action do you want the reader to take? With these objectives in mind, we will examine different possible structures for different types of documents – online copy, press releases, brochure copy, brand ads and others.

We will then focus on producing clear, easy-to-read copy. We will test out different approaches for joining together ideas and images as building blocks, with the ultimate aim of persuading the reader. This will include ways of deploying tone, emotion and key phrases for the right results.

There will be practical exercises throughout the course, with an emphasis on sharing best practice.

 

Who should attend?

· Professionals who write online content or other documents for selling products or services.

· Sales professionals who want to be as persuasive on the page as they are in person

 

What is the course outcome?

By the end of the workshop, you’ll have gained new approaches to preparation that you’ll be able to apply across different media. You’ll have evolved a process that is creative, collaborative and organised. You’ll be able to avoid clichés, and opt for a fresh style to get your brand across in a memorable way.

 

What is the agenda?

· Coffee and Registration from 9:00am

· Interpreting a brief successfully

· Understanding your target reader – identifying their desires & fears

· Planning and assembling creative ideas

· Turning product features into benefits

· Developing a theme or story

· Drafting copy

· Choosing the right tone and style

· Building rapport with your target readers

· Trigger words and phrases – get attention and hold interest

· Understanding incentives – converting desire to action

· Editing your own and other people’s copy

 

Who is the course leader?

Karen Glossop’s expertise lies in coaching people to explore different approaches to how they present their messages, whether they're writing words on the page or speaking to a live audience. Since 1997, she has tutored groups and individuals in areas such as: influencing, presentation skills, facilitation skills, business writing, personal impact, storytelling, creativity and leadership. Karen is an Associate Tutor at London Business School and Said Business School, Oxford. She is also a Consultant at the Centre of Charity Effectiveness, Cass Business School. Recent clients include: KBC Group NV; Safer London; Great Ormond Street Hospital Children’s Charity; Flag Communications; Transport for London; Birkbeck, University of London; Price Waterhouse Coopers; Forrester Research; Microsoft; QAD, Europe; Domestic & General.

 

Testimonials

“Karen was very good, I really loved her way of presenting things & getting me to think. It was an enjoyable & informative way of training.” 

Sophie Griffiths – Rated People

 

What is the cost of the course?

techUK Members- £395.00 + VAT  

Non Members- £595.00 +VAT  

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noreply@techuk.org (CRM Sync) Communication skills courses Fri, 17 Aug 2018 09:58:47 +0100
Winning Demos Masterclass http://www.techuk.org/training/communication-skills-training/item/13715-winning-demos-masterclass http://www.techuk.org/training/communication-skills-training/item/13715-winning-demos-masterclass

Early bird discount of 10% applies if registration and payment is made by 26 May 2019

Discovery, Design and Delivery of Software Demos that Win Business

 

Why should you choose the Winning Demos Masterclass?

Many product demonstrations focus on features and functions and ultimately are in danger of become a training session. This style of demonstrating is highly ineffective. Based on twenty years of pre-sales experience Winning Demos (TM) is a tried and tested methodology which covers the complete pre-sales cycle from effective discovery meetings to the execution of a killer pre-sales technical product presentation and demo.

You will leave with practical and repeatable tools for efficient demo planning and preparation. You will learn how to differentiate your solution in a competitive market place by reinforcing and complementing existing sales processes with strategies that produce quick and effective rapid results. Ultimately this means you will shorten the sales cycle and close business faster.

 

Who should attend this course?

  • Pre-sales staff
  • Software engineers
  • Technical architects
  • Sales professionals who have the challenge of selling complex solutions in highly competitive markets.

 

What is the course outcome?

You will learn and practice tried, tested and proven pre-sales discovery and demonstration skills which will enable you to:

  • Sell value during the demo and presentation by tailoring the business process to the needs of the different personality types in the room
  • Adopt a demo style to the prospects business issues and not go into irrelevant technical detail
  • Engage the prospect through mixing the mode of delivery from flipchart to PC demo to round the table discussion
  • Raise your game by learning best practice techniques
  • Learn communication models based on techniques and tools which influence, change behaviour, motivate and get results

The goal of Winning Demos (TM) is to deliver a practical, proven set of skills, tools and procedures that can immediately be put to use to improve your business's demo-to-win ratio.

 

Topics to be covered:

  • Mapping discovery meeting findings
  • Crafting a compelling demo scenario
  • 'Less is more'
  • Establishing hooks
  • Hitting different buyers buttons
  • Demo scripts and checklists
  • Creating scenario checkpoints
  • Powerful webinars
  • Demo crimes
  • Combining different presentation tools
  • Taking and maintaining control
  • Presenting to a mixed audience and keeping them interested
  • Objection handling
  • Role-play

 

Who is the course leader?

Salma Shah is the Director at Winning Demos and Beyond. Throughout her I.T. career spanning tech giants such as Oracle, Peoplesoft and dotcom start ups Salma Shah has typically worked for organisations experiencing fast growth and profitable expansion. Her courses are based on best practice experience (Salma has worked as a Consultant Pre-Sales and Sales) and the current trends and challenges of today's Tech sector. Salma's client base is Tech sector with a focus on Training and discrete Exec Search.

 

Fees:

techUK Members - Was £395.00 Now £355.50

Non Members - Was £595.00 Now £535.50

(Price excludes VAT)

If you are not sure whether your company is a member of techUK, click here to check first to ensure you pay the correct price for the course you are booking. If you need further assistance, please do not hesitate to contact mariana.obetzanova@techuk.org.

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noreply@techuk.org (CRM Sync) Communication skills courses Wed, 15 Aug 2018 10:26:59 +0100
How to Write and Deliver a Winning Pitch http://www.techuk.org/training/communication-skills-training/item/13597-how-to-write-and-deliver-a-winning-pitch http://www.techuk.org/training/communication-skills-training/item/13597-how-to-write-and-deliver-a-winning-pitch

Registration from 9am

Why should you choose this course?

A one-day (CPD-accredited) training course that will transform the way you pitch yourself, your business and products and services - so what you say and how you say it is clearer, more powerful and more engaging.

The course will focus on three key pitch situations: the Elevator Pitch, Introducing the Business and Pitching to Win. As well as refining delivery in each situation, delegates will leave with tools and approaches that will help them to continue to improve the way they write and deliver more compelling pitches and presentations in future.

The day is spent learning how to use the tools and methodology and pitching live to a camera. The approach is designed to ensure delegates develop their skills and understanding, refine the pitches they prepared ahead of the training and become better and more confident communicators. As well as trying out new words and approaches on the day, delegates will also leave with a plan of action to take their pitches to the next level.

The 3 Pitch Situations in more detail

ELEVATOR PITCH – the first time you meet someone in a business setting where you explain what you and your business does.

INTRODUCING the BUSINESS – where you are asked to present an overview of your business to a prospective client or to a panel.

PITCHING to WIN – the moment you state your case for being selected, perhaps at the conclusion of a pitch or in answer to the question: “Why should we pick you?”

Who should attend this course?

The course is focused on real-world business situations and has been written to help those who play a role in promoting their business, who want to be better communicators and are open to constructive challenge.

Attendees who will benefit include those:

  • Who have deep technical knowledge and expertise about their sector and/or products, but are pitching to a broader business community who may not have the same technical insight, and feel they can improve their ability to communicate verbally;
  • Who find their role is evolving and requires them increasingly to be much more involved in presenting their business to customers at meetings, conferences and networking;
  • Who find they habitually talk about features and don't know how to write pitches and proposals that focus on client benefits; and
  • Who are competent presenters and want someone to constructively challenge their approach.

What is the course outcome?

At the end of the day attendees will:

  • Leave armed with 3 clearer and better pitches;
  • Will have learned how to write a more compelling benefit-focused pitch;
  • Will be better communicators; and
  • Will have a personal improvement plan.

Delegates will subsequently have access to video recordings of their pitches and written guidance to drive personal improvement.

Course agenda

Part One – What does a ‘good’ pitch read and sound like?

  • What is the purpose of a pitch and what qualities make a good Pitch?
  • Elevator Pitch
  • The importance of knowing your audience
  • How to structure a pitch

Part Two – Present Your Business

  • 4 minutes to present you business
  • Each pitch will be filmed, and after everyone has had their turn, the group will review and critique each pitch using the criteria developed and agreed in Part One.

Part Three – Developing a Better Pitch

  • 3 minutes to Pitch to Win.
  • Each pitch will be filmed, and after everyone has had their turn, the group will review and critique each pitch using the criteria developed and agreed in Part One.

Who is the Course leader?

Tony Treacy is Managing Director of Pitch Factory. He brings a wealth of experience in marketing and communication gained working for international brands in both the business-to-business and business-to-consumer spaces and across many sectors including: telco, ISPs, technology manufacturing, retailing, automotive, aerospace, drinks, FMCG and luxury goods over the last 28 years.

Fee:

techUK Members - £395.00

Non Members - £595.00
(Prices exclude VAT)

If you are not sure whether your company is a member of techUK, click here to check first to ensure you pay the correct price for the course you are booking. If you need further assistance, please do not hesitate to contact mariana.obetzanova@techuk.org

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noreply@techuk.org (CRM Sync) Communication skills courses Wed, 01 Aug 2018 14:53:22 +0100