Start

March 14, 2019

Duration

3 days

Language

Ukrainian

City

Kyiv, iHub (10 Khreshchatyk Street)

Price

10 000 UAH (excluding VAT)

Sales for ІТ [Kyiv]

«Sales for IT» is a sales management program perfectly tailored for IT companies working on the international market with relevant Ukrainian cases and practical work with participants` businesses.

About the program

Lviv Business School of UCU (LvBS) invites you to the "Sales for IT" training program with Mychailo Wynnyckyj, Ph.D, professor at the LvBS Family Business Center, Advisor to the Minister of Education and Science of Ukraine, former vice president of sales and marketing of Lava Computer Mfg Inc. company (Canada) and a consultant on structuring the sales process of numerous Ukrainian companies. During the training, the participants will obtain skills and practices and get the insights how to develop a strategy to enter new international markets and establish firm business relations with the existing partners.
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Program

* During the program, the participants will work with current Ukrainian business cases

Training blocks:

I. From a lead to a customer. The tools to shape the process:

  • Search for a lead: Social networks as a direct selling tool.
  • International exhibitions / conferences.
  • Formation of “scripts”.
  • Unique selling proposition (USP).
  • Engagement and Customer experience management.

II. Cross-cultural communication (specificity of work with the markets in USA and Western Europe); conflicts related to the difference in values, everyday practices and effective tools for solving them.

ІІІ. Key Account Management / Engagement:  complex decision-making units, a process of transferring a client from “engagement” to “service” (delivery), management of communication channels with a client, CRM.

IV. Positioning: people buy on emotion.

       – Is there any difference between outsourcing and engineering services?

       – Who you sell your product to (segment, channels, different communication strategies).

V. Service management in IT: customer experience (additional service for maintaining the company’s core product), added value of the seller, creation of the sales culture,  determination of KPI, and client-driven personnel motivation system.

Value of the program

Program participants will learn:

  • Develop new strategies for positioning of their products and services on international markets.
  • Efficiently manage a team of sales representatives who work and stay abroad; get a set of tools for management of the international team.
  • Key Account Management: Get tools for establishing their company as a key supplier for customers with the most beneficial cooperation.
  • Receive engagement tools (lead generation) at a distance; skills of converting contacts to clients; the process of first project implementation and transfer the customer from the seller’s personal responsibility to the team, etc.
  • Learn ways to build and maintain strong trusted relationships with the client at a distance; cross-cultural communication.

For whom

– Business Development manager in IT companies;

– Key Account and engagement managers;

– managers of sales and marketing department;

– owners and managers of IT start-ups.

Cases

During the program the participants will work with real cases of Ukrainian IT companies:

Case I – cross-cultural communication, establishing business relations between the Ukrainian start-up and a large international company, the fail story, which has been successfully solved.

Case II – promotion of the product on the international market, negotiations at big international exhibitions on “big fish”, strategies of distribution  and product repositioning from health care to HR product and back.

Case III – 100% conversion of a lead into a customer due to excellent customer services, transition from outsourcing and outstaffing to engineering services, focusing the range of service delivery after rapid growth, key account management and engagement in collaboration with delivery.

Lecturer

Contacts

Anastasiya Dyakun

Programs coordinator in Kyiv
  • +38 (073) 041-25-99
  • adyakun@lvbs.com.ua
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