Sales & Marketing Courses

A solid sales and marketing strategy can be the lifeblood of your company, just as a poorly conceived plan could be a financial drain and an inevitable waste of your investment.

There is no shortage of “consultants” and “professionals” who will attempt to tell you how to market and sell your business, but it’s important to know that no one can understand your business and its obstacles better than you and your team. This is why it is important for you to understand the basic principles of marketing and sales and its application to your business.

Marketing is about getting your business known and building your position within the marketplace. Small businesses don`t always have a big budget for marketing, so they have to do things a little differently than big business in order to grow their presence, increase results, and meet business goals.

This two-day workshop will help small business owners and managers develop their marketing message, create a marketing plan, and apply the right strategies.

What Will Students Learn?

  • Describe the essential elements of a marketing plan, no matter the size of the business
  • Apply tools and strategy to create a marketing plan that supports the growth of your small business
  • Use six steps to create, implement, and review a marketing plan
  • Leverage the best of Internet and social media marketing

This course is an ideal start for business owners and people new to marketing to learn the basics of Internet marketing. We’ve included information on how to market online, and even more importantly, how to determine what results you are getting.

Then, you can figure out whether you are reaching your target market, where your qualified prospects are, and how they are engaged as a result of your efforts. This course includes sessions on search engine optimization, e-mail campaigns, pay per click advertising, and more.

What Will Students Learn?

  • Determine how their Internet marketing strategy fits with their overall marketing plan
  • Apply techniques to influence and engage with their target market
  • Weigh out the value of using a distribution service for e-mail marketing campaigns
  • Get started with search engine optimization
  • Use online advertising to boost their marketing results
  • Adjust their Internet marketing plan based on metrics and reporting

Your brand is the vehicle that propels your product or service into your customer’s lives, and into their hearts. A good brand is much more than an attractive image combined with some witty type. Your brand must reflect the heart and soul of your product, and offer a promise that you can live up to.

This two-day course will get you started on the road to creating a perfect brand. The first day will cover the basics of branding, including how to develop a visual identity from start to finish. We will also give you some graphic design tips to help you communicate your expectations to a professional designer. The second day will focus on how to put your brand out there in the right way. We’ll also talk about how to keep your brand energized and alive with monitoring and evaluation tools.

What Will Students Learn?

  • Define what a brand is (particularly a strong brand) and what branding is about
  • Define various types of brand architecture and brand extension
  • Identify your brand’s products, the features of those products, and their values
  • Write a mission, vision, and style statement for a brand
  • Describe the basics of positioning a brand
  • Understand the basics of creating a visual identity, including a brand name, slogan, and logo
  • Help your employees live the brand by empowering them to be ambassadors and creating strong brand touchpoints
  • Effectively plan an internal and external brand launch
  • Monitor and evaluate your brand, and understand how to respond to the results

Your brand speaks for your company and its products and/or services. In today’s online-focused world, it’s important that your brand has a definitive, consistent, and responsive presence.

Whether you’re looking to build a brand from scratch, or strengthen an existing brand, this course will help you build a brand using social media. We’ll cover how to build a social media strategy, identify social media platforms that fit your brand, craft strong messages that will engage your audience, and evaluate and revise your strategy.

What Will Students Learn?

  • Define terms related to social media branding
  • Create a strategy for your social media brand
  • Describe various social media platforms and identify what platforms fit your brand
  • Communicate effectively over social media
  • Deal with negative feedback and criticism
  • Create a social media playbook to guide brand ambassadors
  • Evaluate your brand strength and revise your strategy

The Internet has changed the way that we work, live, shop, and play. You can take advantage of this new way of doing business whether you want to set up a part-time venture or create the next million-dollar enterprise.

This one-day course will give you everything that you need to build a successful online business.

What Will Students Learn?

  • Define what an online business is
  • Identify opportunities for an online business
  • Find resources to support your business
  • Create a business strategy that includes a business plan, budget, and marketing plan
  • Begin setting up a website, mobile presence, and storefront with e-commerce support
  • Decide whether or not your online business can benefit from joining an online marketplace
  • Market your online business using social media and the Internet

No one questions that making friends is a good thing. In this workshop, participants will discover that the business of business is making friends, and the business of all sales professionals is making friends and building relationships.

Strategic friendships will make or break any business, no matter how big and no matter what kind of market.

What Will Students Learn?

  • The benefits of developing a support network of connections.
  • How building relationships can help you develop your business base.
  • How to apply communication techniques to build your network.
  • The key elements in strong working relationships, and how they might put more of these elements in your working relationships.
  • Key interpersonal skills.

As the Internet grows, it becomes more challenging to find the correct information from a reliable source in a timely manner. As research expert Gary Price puts it, “The haystack is growing and finding the needles takes more time and requires greater skill.”

This one-day course will teach students how to conduct accurate Internet research by creating a search plan, searching both the surface web and the deep web, and staying organized. Students will also learn how to think critically and find the best sources for their Internet search.

What Will Students Learn?

  • Describe why Internet research skills are important
  • Create a search plan
  • Identify what resources are the most appropriate for your search
  • Search the surface web and the deep web using a variety of tools
  • Assess the credibility and validity of a website
  • Organize research notes
  • Cite sources and avoid plagiarism

Many companies advertise with pay per click ads. This course focuses on the largest machine available: Google AdWords.

In this one-day course, participants will learn how Google AdWords work, what pay per click means, the importance of correctly setting an AdWords budget, how to select keywords and set up ad groups, how to design a compelling ad, and how to make adjustments to increase success.

What Will Students Learn?

  • Define Google AdWords and pay per click
  • Set up keywords lists and groups
  • Find tracking and statistical information
  • Describe conversions from clickthroughs
  • Decide whether they will write their own ads or enlist help

A great sales presentation does not demand that you have all the bells and whistles to impress the client with your technical skills. Rather, try impressing your clients with your knowledge of the products and services you sell and your understanding of their problems and the solutions they need.

This one-day workshop will help you teach participants how to create a winning proposal and how to turn it into a dynamite sales presentation.

What Will Students Learn?

  • Identify the key elements of a quality proposal
  • Perfect your first impression, including your dress and your handshake
  • Feel more comfortable and professional in face-to-face presentations
  • Write a winning proposal
  • Feel more comfortable and professional in face-to-face presentations

Social media remains an evolving aspect of our daily lives in addition to being a part of our businesses. This two-day course is designed for people who have some familiarity with social media already. Participants will learn to develop a social media marketing plan as a part of their overall marketing strategy, determine who should be on their team, and choose how they will measure what is taking place.

In addition, we will explore some of the major social media sites and look at how specialty sites and social media management tools can take their social media marketing to the next level.

What Will Students Learn?

  • Describe the value of social media to their marketing plan
  • Create and launch a social media marketing plan
  • Select the right resources for a social media marketing team
  • Define how to use social media to build an internal community
  • Use metrics to measure the impact of a social media plan
  • Manage difficult social media situations
  • Describe features of some of the key social media sites, including Facebook, LinkedIn, and Twitter
  • Decide whether a blog adds value to a social media plan
  • Speak about specialty sites and social medial management tools
  • Stay on top of social media trends and adjust their plan as the online world evolves

It’s no secret that the sales industry continues to change and evolve rapidly. This is an exciting and dynamic profession, although it is often underrated and misunderstood. The back-slapping, high pressure, joke-telling sales person has disappeared.

In his place is a new generation of sales professionals: highly trained and well groomed, with the characteristics of honesty, trustworthiness, and competence.

What Will Students Learn?

  • Explain and apply concepts of customer focused selling.
  • Use goal-setting techniques as a way to focus on what you want to accomplish and develop strategies for getting there.
  • Apply success techniques to get the most out of your work.
  • Understand productivity techniques to maximize your use of time.
  • Identify ways to find new clients and network effectively.

Virtually everybody in sales today sells over the phone at least part of the time. Perhaps it is time for you to evaluate how you use the telephone and where it fits into your sales and marketing mix.

This one-day workshop will show you how the telephone can supplement, enhance, and sometimes replace other means of marketing and selling, and how this personal approach can dramatically increase your sales success. We will also talk about how to hone your communication skills, your ability to persuade, and techniques to personalize each sales call.

What Will Students Learn?

  • Build trust and respect with customers and colleagues.
  • Warm up your sales approach to improve success with cold calling.
  • Identify ways to make a positive impression.
  • Identify negotiation strategies that will make you a stronger seller.
  • Create a script to maximize your efficiency on the phone.
  • Learn what to say and what to ask to create interest, handle objections, and close the sale.

Meetings come in all shapes and sizes, from the convention to a quick huddle in an office hallway. This one-day workshop will be concerned with small working meetings; with groups that have a job to do requiring the energy, commitment, and talents of those who participate.

Members of such a group want to get some kind of result out of their time together: solving problems, brainstorming, or simply sharing information. At its best, such a group knows what it is about, and knows and utilizes the strengths of individual members.

What Will Students Learn?

  • Understand the value of meetings as a management tool
  • Recognize the critical planning step that makes meeting time more effective
  • Identify process tools that can help create an open and safe forum for discussion
  • Develop and practice techniques for handling counterproductive behaviors