PROGRAM'S BACKGROUND

Take your marketing skills to the next level by learning how to write a detailed and well thought through strategic marketing plan for your brand or business. Designed for existing marketers with some experience, this course will equip you with practical take-home tools to enable you to develop stand-out brand goals, write powerful marketing plans and measure your performance. You will review the latest Marketing trends and thinking and learn how to apply them to your own digital landscape.

In today’s society, the successful organizations have a unique ability so market and sell their products and services. This program is a fast-paced, dynamic and highly informative program that covers ideas, techniques, tips and practical useful information. The program uses case studies, interactive and engaging exercises, video clips, and real-world examples from world-class practices in sales excellence. In the program you will learn how to:

›       Understand the psychology of selling

›       Practical sales tools and techniques

›       Marketing and branding

›       Internet marketing

›       Success habits of the ‘greats’ in sales

›       Knowledge that will help you to meet and exceed targets

›       Develop and write a well-thought through strategic marketing plan for your business or organization, including both on and offline marketing

›       Review a wide range of marketing models and tools that facilitate better planning

›       Develop clear and business focused marketing objectives

›       Articulate a vision and goals for your brand or marketing responsibility

›       Be familiar with the latest marketing trends, both on and off line, and how they could apply to your own role or organization

›       Think more strategically in a range of marketing scenarios

PROGRAM'S OBJECTIVES

This Program’s Attendees Will Be More Able To Learn About:

›       The sales cycle

›       Characteristics of successful salespeople

›       How and where to find new clients

›       How, where and when to network

›       Planning and setting targets

›       How to use the phone effectively to set up appointments

›       Phoning scripts that work

›       Dressing for success

›       Developing rapport and easing tension levels

›       Powerful questioning and listening skills

›       How to close sales and overcome objections

›       Customer service and the impact on sales

›       How to deal with different personality types

›       Neuro Linguistic Programming and the impact on sales

›       Overcoming fears and limiting beliefs

›       Understanding body language

›       Time and focus management

›       Communication and negotiation skills

›       The power of goal setting

›       How to develop a winning attitude

›       Habits of highly successful people

›       Maximizing your marketing program

›       Brochures, print ads, radio and TV

›       Marketing mistakes to avoid

›       Working with the media

›       Branding

›       Internet marketing strategies

›       Search engine optimization

PROGRAM'S ATTENDEES

›       Marketers wanting to learn how to plan and write focused and effective marketing plans

›       Those who have already attended the Marketing Level 1 and Marketing Level 2 programs

›       Those who completed an undergraduate marketing program or have some experience working in a marketing role

›       Marketers from a range of environments, including product, services, business to business (B2B), government and not for profit

›       Marketers from a range of sizes from SMEs (small to medium enterprises) to corporates

›       Those with hands on marketing responsibilities, wanting to improve their theoretical knowledge, particularly around marketing planning

PROGRAM'S OUTLINE

STRATEGIC PLANNING BACKGROUND

›       Why plan?

›       Brief review of Marketing, Branding & Differentiation

›       Developing your own Brand Essence

›       Segmentation – identifying an attractive market gap

HOW TO WRITE A STRATEGIC MARKETING PLAN

›       Situation Analysis – internal and external reviews

›       Using strategic marketing models for your business

›       SWOT – theory and development for your business

›       Getting from SWOT to objectives

›       Choosing the right marketing mix to meet your objectives

›       Developing marketing action plans

›       Timings, budgets and measurement of success

REVIEW THE LATEST MARKETING TRENDS & MARKETING THINKING

›       Digital and online developments

›       Big picture market changes

›       Consumer and market research

THE NEW DIGITAL MARKETING WORLD

›       Thought leadership marketing

›       Key success factors in the digital age including social media

›       Tips for getting your online presence humming

THE SALES CYCLE & FINDING NEW CLIENTS

›       Understanding the sales cycle

›       Characteristics of successful salespeople

›       Effective networking strategies

›       How to work a room

›       Creating the right impression

›       Developing your elevator speech

›       How to get referrals

›       Swap meetings

›       Clubs and social networking

›       Centers of influence

›       How to approach and sell to top executives

PLANNING, QUALIFYING & THE DISCOVERY PROCESS

›       Strategic planning and setting objectives

›       Qualifying buyers

›       Customer based selling

›       Dressing for success

›       Easing tension levels

›       Effective questioning techniques

›       The power of listening

›       Developing a winning attitude

THE PSYCHOLOGICAL FACTORS OF SELLING

›       Dealing with different personalities

›       Body language

›       Closing and overcoming objections

›       Neuro linguistic programing

›       Developing the habits of successful salespeople

ADVANCED SALES SKILLS

›       Time and focus management

›       Councilor selling

›       Attitudes, beliefs and outcomes

›       How to present to groups

›       Customer services and the effects on sales

›       Advanced negotiation skills

›       Goal setting

›       Action planning

MARKETING, BRANDING & INTERNET TECHNOLOGY

›       Designing a marketing program

›       Understanding the various forms of marketing

›       Brochures, print ads and newsletters

›       Working with the media

›       4d branding

›       Website development and design

›       Website optimization

›       Marketing on the internet

ADDITIONAL DETAILS

There will be a hands-on, practical workshop at the end of the program.