Workshops of Jennifer Roberts on Cross-Cultural Communications in Sales and Project Management in IT

Start: January 22, 2016 End: January 30, 2016
Address: Ukraine

Locations:
Kiev – 22-23 January, Schastie Hub
Lviv – 29-30 January, George Hotel

Brief
Jennifer Roberts is the CMO and co-founder of Ekipa.co and also one of 3 top speakers of the recent conference Outsource People 2016. On behalf of Ekipa she is offering its exclusive Intercultural Sales Cycles workshop covering all aspects of selling, fulfilling projects, and customer service based on real examples of interactions across cultures.

We’ll start with the major differences between your culture and that of USA/UK/EUR clients – those ones, that affect your sales. Then we’ll take you through every aspect of a complete project sales and fulfillment cycle, from marketing, to sales, to fulfillment, and ongoing customer support.

We’ll use actual examples from your team’s work to see how interactions can be improved, and do in-person exercises designed to give you more insight into what your clients need.

For whom is this workshop:

  • CEOs, CTOs of small, medium IT companies,
  • CMOs, account managers, marketing directors, sales and business development specialists of medium and large IT companies 
  • All those, who are interested in selling more to USA and Europe.

We will cover the following topics:

US-Ukraine outsourcing Market:
Cultural background of business in the US and Ukraine – similarities and differences
What US companies expect of teams they partner with
Difference between startups, medium and large corporations
Worries and concerns of outsourcing
Identify steps in sales process to improve and key traits to work on

Lead generation:
How to target the right leads and approach them
How to impress USA clients with your promotional material
Real life critique of participants’ material
What to do, what to say: selling in writing and in person
How to identify a warm vs. cold lead
Answering objections: real life practice
When to reach out, when to back off

Converting a Lead to a Client
What your USA client expects in the sales process
Assertive vs. stubborn, accommodating vs. pushover: avoid misunderstanding
Real life practice of sales mannerisms
What not to do when negotiating a contract

Fulfillment

When do timelines matter, and when can they be changed
How often to check in with your clients and how
How to make sure they’ll be happy with the final product
How to make sure you’ll get paid for your hard work

Customer satisfaction
How to turn complainers into repeat customers
Situation management: what to do when something goes wrong
Get awesome client reviews, every time

More about this event you can find, following this link -  http://blog.ekipa.co/intercultural_sales_cycles

Event in Kyiv

Event in Lviv

Tickets

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