RULES AND STRATEGIES TO PENETRATE THE EUROPEAN MARKET

Day 1

9:00-10:30 Welcome. Introduction. Seminar’s goals.
- Your Goals?
- Your Market?
- Your Customers?
- What information you need to know to qualify the lead as sales ready?

10:30-10:45 Coffee break

10:45-12:30 B2B communication culture in Europe
Characteristics and principles of corporate communications in Germany, Switzerland, France, Austria, England, Italy, etc.

12:30-13:30 Lunch

13:30-15:00 Key answers you need:
- Will there be a time frame to evaluate and implement a solution?
- Will there be formal or informal budget in place?
- Where are your best entry points?
- Why the potential customers chose to work with you?
- How working with you will help their business?
- Why would anyone buy what you sell?
- What problems you will solve?
- Who are your competitors? Where is the deference?
- How you can help the customers?

15:00-15:15 Coffee break

15:15-17:00 Go-To-Market Strategies
- What is Lead Management?
- Lead Generation
- Lead Nurturing
- Telemarketing
- Marketing & Sales Stages
- Inbound & Outbound Marketing Campaigns
- Partner Network Establishment
- How to choose your CRM Solutions?


Day 2

9:00-10:30 How the EU companies take the decision to buy products and services?
- Communication Strategy
- Communication Channels
- The most important Decision Makers
- How fast to Business?
- How soon to Product?

10:30-10:45 Coffee break

10:45-12:30 Sales Process Stricture
- Effectiveness
- Return of investment
- Documentation
- Costs

12:30-13:30 Lunch

13:30-15:00 How to implement own Lead Management program. B2B Lead Nurturing

15:00-15:15 Coffee break

15:15-17:00 SPIN Sales Techniques.
- Product Value Proposition
- Present Sales Message
- Benefits
- Features
- Conversation structure
- BANT Criteria
- Role Play SPIN Questions