ProEd
Sales Institute for Executive & Management Development
June 21 - 22, 2018, Grand Rapids, MI
Crafting Sales Strategy for Your Center
- Quick Overview
- Agenda
- Facilitators
- Who Attends
- Venue and Lodging
Develop a Custom Training Sales Strategy
As center and business development directors, we aim to provide products and services that differentiate our centers from our competition – we are always looking for a competitive advantage. What makes our centers stand out may be evident in the faculty and instructors we use, the niche markets we serve, our client list, or the distinctive programs we offer. A unique sales strategy, whether you have a dedicated sales staff or not, helps you play to your competitive advantage and confidently come up with solutions that effectively address both client and market needs. A systemic business development approach maximizes our center's growth potential while meeting and exceeding customer expectations. But, how do we develop and refine our sales strategies? What if our current business development approach is no longer resulting in increased custom training revenue? What is working (or not) for other centers?
ProEd’s Sales Institute can help answer these questions and provide a clear and inspired path forward.
Participants attending this program will:
- Assess, identify, and begin articulating your center’s selling model
- Identify how and why business development and account management are equally important for strategic growth
- Learn and practice a process for better understanding clients’ needs and pain points
- Utilize diagnostic sales tools and engage in strategic account planning
- Review elements of successful custom training proposals, including pricing structures
- Adopt a sales forecasting model that suits your organization
- Gain confidence in leading organizations with a focus on custom programming as complementary to open enrollment
- Adopt techniques for self-managing your sales activities
- Understand a broader go-to-market strategy that increases financial success through expanded branding
- Learn from colleagues’ successes and challenges, and identify transferable principles to takeaway
This special 2-day Sales Institute is designed to provide time, space, and peer feedback to effectively articulate a sales strategy and business development approach for your organization.
If you have any questions or need assistance please call us at 763-656-3527.
"We've always understood that where a sales organization. Getting the engaged sales training is really valuable. The crowd was able to pitch in their ideas and their best practices and I think we arrived at the end with very actionable things that we can take to our team and put forth starting tomorrow."
- Ashli Stempel, Marketing and Business Development Manager, Executive Education, Smith College
Why: We all need to grow our markets and increase revenue. Take time to think about environment, resources, and opportunities, and start developing or updating your center's custom business engagement strategy. You’ll get help articulating a new sales model with feedback from your peers.
Who: Professional and executive education deans, directors, custom training program managers, and senior business development staff
When: 8:30 am - 9 pm, June 21, 8:30 am - 4 pm, June 22, 2018
Where: Davenport University, Grand Rapids, MI
How: Register online today.
Meet new people and reconnect with your peers during ProEd’s engaging and practical Sales Institute!
Agenda
Day #1 – June 21, 2018
7:30-8:30 BREAKFAST ON YOUR OWN
8:30-9:00 Welcome and Introductions
9:00-10:30 Centers as Selling Organizations
- Selling Centers Overview and Activities
10:30-12:00 The Sales Process
12:00-1:00 LUNCH
1:00-2:00 New versus Existing Customers
- New Customer Strategies for Prospecting, Presenting, and Follow-up
- Existing Customer Strategies for Growing Account Potential
2:00-3:00 Sales Diagnostic Tools / Davenport University Presentation Example
- Consultative Sales in Executive Education
- The “Open Ended” Approach
- Needs Analysis Diagnostic
- Best Practice Review
3:00-3:15 BREAK
3:15-4:00 Sales Diagnostic Wrap-up
4:00-4:50 Proposals
- Short vs. Long Proposal Formats
- Best Practice Review
4:50-5:00 Wrap-up / Next Steps Tomorrow / Evening Overview
AFTER 5:00 EVENING ACTIVITIES
Day #2 – June 22, 2018
7:30-8:30 BREAKFAST ON YOUR OWN
8:30-8:40 Review – Steps Forward / Goals
8:40-10:30 Strategic Account Planning
10:30-10:40 BREAK
10:40-12:00 Pricing / Forecast
- Value Based Pricing
- Forecasting Overview / Sample / Targeting
12:00-1:00 LUNCH
1:00-2:30 Professional Development to Custom Programs
2:30-2:40 BREAK
2:40-3:115 Product Selling and Positioning of Products
- Product Blending for Account Management
3:15-4:20 “Be Your Own Sales Manager”
- Small Group / Large Group Report Out
4:20-4:30 Wrap-up / Review / Next Steps / Evaluations
4:30 ADJOURN
If you have any questions or need assistance please call us at 763-656-3527.
"The Sales Institute provided clear, effective methods and tools for selling custom executive and professional education. I walked away from the Institute with a plan to improve our sales process and standardize our practices. I also appreciated the opportunity to network with peer universities and compare common challenges and best practices."
- Michelle Giovannozzi, Director, Center for Executive and Professional Education at Portland State University
Why: We all need to grow our markets and increase revenue. Take time to think about environment, resources, and opportunities, and start developing or updating your center's custom business engagement strategy. You’ll get help articulating a new sales model with feedback from your peers.
Who: Professional and executive education deans, directors, custom training program managers, and senior business development staff
When: 8:30 am - 9 pm, June 21, 8:30 am - 4 pm, June 22, 2018
Where: Davenport University, Grand Rapids, MI
How: Register online today.
Meet new people and reconnect with your peers during ProEd’s engaging and practical Sales Institute!
Workshop Facilitators:
David Lawrence, is Vice President of the Institute for Professional Excellence (IPEx) at Davenport University. IPEx specializes in individual and corporate training, development, and certification programs. He brings over 21 years of experience in assisting businesses improve their organizational learning efforts to increase profitability. IPEx works with organizations in the areas of business, technology, and healthcare to understand their needs and provide solutions designed to facilitate organizational growth. His areas of expertise include: training and developing leaders, improving sales and profitability, and developing and implementing strategic plans. David served as director of sales with a leading high-tech company in the Mid-West. He successfully facilitated sales process improvements in collaboration with companies such as Microsoft, IBM and Hewlett-Packard.
Dan Rundhaug Ph.D., is recognized as an exceptional leader in the areas of organizational leadership and development. He possesses skills in communication, research, analysis, strategic planning processes and development. Daniel excels in both leadership and management skillsets, being able to create and communicate visionary direction as well implementing the necessary strategies to see the vision become a reality. Daniel’s quality work will be detailed-oriented and people-centered. Daniel has had a wide breadth of experience in providing value to clients through content creation, facilitation and consultative services.
Lesa Bergsma, is Professional Development Manager at the Institute for Professional Excellence (IPEx) at Davenport University. She is a training and development professional with 12+ years of experience helping to drive student and organizational success. Lesa has the keen ability to build and support training initiatives through relationship building and a commitment to meeting local professional and business needs. Currently, Lesa serves as the Professional Development Manager for the Institute for Professional Excellence (IPEx) at Davenport University. In this role, she develops and markets training and certification programs to professionals and organizations.
If you have any questions or need assistance please call us at 763-656-3527.
"We are working with some great facilitators who really understand the content and had really be able to demonstrate that they're experts in what they do and how they do it. Particularly valuable for me has been a set of tools that I can apply to my work really quickly."
- Stewart Rassier, Director of Executive Education & Advisory Products, Center for Corporate Citizenship, Boston College
Why: We all need to grow our markets and increase revenue. Take time to think about environment, resources, and opportunities, and start developing or updating your center's custom business engagement strategy. You’ll get help articulating a new sales model with feedback from your peers.
Who: Professional and executive education deans, directors, custom training program managers, and senior business development staff
When: 8:30 am - 9 pm, June 21, 8:30 am - 4 pm, June 22, 2018
Where: Davenport University, Grand Rapids, MI
How: Register online today.
Meet new people and reconnect with your peers during ProEd’s engaging and practical Sales Institute!
Who Attends Sales Institute
This program is designed for people responsible for developing and implementing sales strategies for non-degree business, professional, and executive education centers at universities. This usually includes executive education units in business schools, management or professional development units within continuing education schools, or stand-alone entities reporting directly to a dean or other high level administrator. In most cases, attendees have titles that include Assistant Dean, Director, Executive Director, Custom Program Director or Business Development Manager. They all have the common challenge of creating revenue-generating custom engagements and maintaining mutually beneficial relationships with organizations. Their centers serve the business community by offering custom training engagements, consortia programs and/or open enrollment programs.
If this sounds like you, please join us for this 2-day institute to examine your current sales and strategy model, explore the internal and external factors influencing your success, and discuss sales strategy development options.
- Take advantage of this opportunity to focus on the most critical aspects of the success of your unit
- Get diverse perspectives and ideas from trusted colleagues facing the same challenges
- Develop a network of peer mentors
- Return to your team ready to share ideas and implement your own sales strategy and customer engagement model
If you have any questions or need assistance please call us at 763-656-3527.
"In addition to specialized executive education sales training we’ve got a network of peers and people who are dealing with the same issues. I feel like I'm walking away with a whole network of people I can call on."
- Kathy Hall, Associate Director, Executive Education, Smith College
Why: We all need to grow our markets and increase revenue. Take time to think about environment, resources, and opportunities, and start developing or updating your center's custom business engagement strategy. You’ll get help articulating a new sales model with feedback from your peers.
Who: Professional and executive education deans, directors, custom training program managers, and senior business development staff
When: 8:30 am - 9 pm, June 21, 8:30 am - 4 pm, June 22, 2018
Where: Davenport University, Grand Rapids, MI
How: Register online today.
Meet new people and reconnect with your peers during ProEd’s engaging and practical Sales Institute!
ProEd Corporation | 8292 Labont Way Suite 202 | Eden Prairie, MN 55344 | 763-656-3527 | Copyright © 2018 ProEd Corporation. All Rights Reserved.