Training, Workshops & E-Learning
For
Problem solving & decision making,
IT & High-Tech Sales Performance,
Business Strategy,
'Hope is not a strategy'
WHAT wE dO - We Help You Win!
In Competition Victory Goes to Those Who -
Out Think, Out Plan & Out Play their Competitors.
Business Strategy Training
E-learning or classroom based - the process, steps, the tools and techniques you need for developing and implementing a Strategic Plan for your business. Each module includes tests for understanding and optional offline team exercises.
Problem Solving & Decision Making Training
E-learning or classroom based programmes in creative thinking, creative and structured problem solving and decision making. Programmes are highly interactive and suitable for all levels of personnel. They can be varied in length from bite sized sessions to half, one, two or three day courses – content and length being tailored to your needs.
'F16' Team Workshops©
A superior planning and team working workshop for cross functional teams - sales, marketing, strategy, problem solving and business performance improvement. Its amazing what you can achieve if you are all pulling in the same direction at the same time!
Read more here.
ADVANCED SALES TRAINING - E-learning or classroom based
Click HERE for information on E-Learning Programme
Classroom based Training
Advanced Sales Training Programmes for IT and High-Tech sales.
Modules can be delivered as a continuous integrated programme, as individual workshops
over an extended period, or as a seminar / conference speaker programme –Fees are based on £700 per day plus expenses.
MODULE 1 - 1 DAY
Managing The Selling Process& Developing Your Winning Sales Strategy: -
Module Content
· Is Your Sales Process Fit for Purpose?
· The Buying Process
· Sales Strategy – Key People
- TheBuying Centre
- Power& Influence
- Sponsors& Points of Focus
· Sales Strategy & The Buying Process – WhatShould You be Doing?
MODULE 2 – 1 DAY
CommunicatingWith Customers & Handling The CompetitionModule Content
Sales Opportunity QualificationCommunicating With Customers
- The Letter System
- Demonstrations
- Presentations
- SalesProposals
- Influencing Key People
Strategies for Handling The Competition
MODULE 3 – 1 DAY
Understanding Your Customer - Identifying business strategies and changes that drive
opportunity.Module Content
- Helping Clients Succeed
- Building a Model of Your Customer’s Business
- Understanding Your Customer’s Value System
- How Can Your Customer Become More Competitive?
- Product Programmes and Product Management
- Identifying External Changes Affecting Your Customer
- Strengths, Weaknesses, Opportunities & Threats
- Business Development Strategies
- Aligning IT and Strategic Direction
MODULE 4 - 1 DAY
Implementing Your Strategy-Winning Sales Conversations:-
ModuleContent· The Sales Conversation
- The Sales Journey
- Your Value Proposition
- Buyer– Seller interaction
· Tailoring Your Conversation
· SalesStrategies
- The Challenger Strategy
- Solution Sales Strategy
- Asking Question
- Dealing with Objections
- Gaining Commitment
Business Strategy Training
Strategic Planning and the Tools to Win.
Hope is not a strategy!
- E-learning - A six module online programme with the tools and techniques you need to develop your own strategic plan. Click here for more information of E-learning strategy programme.
Classroom based Training
Fees are based on £700 per day plus expenses.
What is your game plan for:
- Running your business?
- Strengthening your competitive position?
- Satisfying customer needs?
- Achieving your goals?
- Creating Value for your business?
A Three Day Programme
What Topics are Covered?
- Understanding strategic planning
- Identifying /developing our values, vision and mission
- Industry analysis & Value Chain analysis
- Performing a SWOT analysis
- Goals, Strategies, Objectives & Programmes
- Assigning roles, responsibilities, and accountability
- Strategic management decisions
- Risk Management
- Getting the people on-side
- Getting there successfully
- Building a capable organisation
- Managing implementation - Keeping on track and getting back on track
- Plenty of case study and practice opportunities
What Will Students Learn?
- How to define the vision, values and mission for their company
- How to complete meaningful Industry Analysis & SWOT analyses
- How to apply the Value Chain for competitive advantage
- How to build a capable organisation
- Tools and techniques to create a strategic plan that directs the organization from the executive to the front line
- Goals, Objectives, Strategies and action programmes
- How to identify potential problems and manage risk
- Ways to implement, evaluate, and review a strategic plan
- How related tools, such as the strategy map, can help them develop a strategic plan
problem solving & decision making
Click here for more information of E-learning problem solving programme.
Classroom based programme fees are £700 per day plus expenses.
++++++++++++++++++++++++++++++++++++++++++++++++++++
Programme Overview
We focus on process, tools and techniques for tackling business opportunities and solving business problems - improving existing products, services and processes. Delivered by an experienced trainer and facilitator with practical experience of using the techniques on real business issues.
Duration: One Day- Three Days depending on your choice of content -
tailored to your needs.
Problem Solving & Decision Making
Students learn creative problem solving skills, a problem solving process, appropriate problem solving tools and techniques and how to apply them to a wide range of business issues and opportunities.
Content
Creative Problem Solving Course Content - The programme is developed and adapted according to your requirements from the following content:
Creative Thinking and Problem Solving -
- The Business Case for Creative Solutions, Problem Solving & Performance Improvement, Choosing the Right Approach, Barriers to Success & How to Overcome Them, Collaborative Teams – roles, rules, responsibilities.
3R Problem Solving Model© -
- 3R Recognition Stage: Understanding the Challenge, Problem, Issue. Data gathering, management & analysis. Including using business models & systems thinking, identifying issues and root causes.
- 3R Resolution Stage: A wide range of tools and techniques for finding and developing alternative and creative solutions to problem situations.
- 3R Results Stage: Planning for & Managing Implementation, establishing the facts, identifying the barriers, managing risk, getting the people onside, getting management support, Implementation Testing your plan, keeping and getting back on track.
Decision Making -
Collaborative Team Decision Making Techniques, Processes and tools and techniques for prioritising and choosing between alternatives.
Format & Numbers
Programmes are designed for individuals and collaborative teams, are highly interactive, and have plenty of exercises. For this reason preferred numbers are between 8 and 15 per session.
Who is it for?
Courses are suitable for anyone working to improve business performance by solving problems, improving business processes and customer service, and tackling new opportunities - developing creative ideas for competing and winning.
Duration:
Our approach is flexible to allow tailoring to your team and your environment, achieving anything from bite sized sessions, short seminars or modular units to one, two or three day courses.
Method:
All programmes are interactive, and participative, with individual and team exercises, activities, analysis, presentation / briefing and feedback.
"Very good, intense and dynamic, gave me a different perspective to address problems and come up with solutions that will work."
Training course attendee.
Workshops
'F16' Team Workshops©
Fees are based on £700 per day plus expenses.
Typically 3 Day Workshops
Team Planning
A superior team working process and planning tool for sales, marketing and strategy, business performance improvement and problem solving, e.g. sales & marketing performance issues, winning sales bids, new market opportunities, new products & services and business strategies - delivering programmes that add value and competitive advantage through workable plans, owned and committed to by your people, ensuring all team members contribute to it, understand it and agree it.
Workshops are hard work, fun and stimulating, creating a real teamworking environment.
The Process & Environment
Team Planning uses: a controlled environment, ground rules, specific roles and structured process, and incorporates creative thinking and problem solving techniques. At the end of the workshop the process and output are recorded and presented to the Senior Management Sponsor for approval and progressing.
A project consists of single or multiple workshops. We work with you to develop the brief. The process includes pre-workshop guidance and post workshop support for implementation.
The Results
Team Planning helps sales, marketing and strategy teams, functional, cross functional and cross organizational work groups and problem solving teams tackle business opportunities and meet organizational objectives.
Team members take ownership, develop and evaluate alternative solutions and create workable plans. Individuals bond and work better together, productivity increases, energy and enthusiasm are multiplied and people feel they have a stake in the project's success.
"If these are the results we can expect from the workshops; you can run them as often as you think necessary - no further authorisation is required."… ...........
Systems Engineering Director
“... the results of this planning workshop will be seen in the future success of the product set throughout the telecommunications industry.”
T K Product Management Director - VP’s staff
About Us
Who We Are
Roy O'Neil: Lead Consultant
Roy's experience includes Sales Manager Strategic Accounts and successful Salesman, European Industry Marketing Director (responsible for $150 million sector revenues and developing the European Strategic Plan), International Product Manager (USA based for 2 years implementing the product management process and supporting major account sales teams), and Value Added Reseller Sales and Marketing. Previously he worked for IBM for 10 years in their Data Centres in Operations, Programming and Customer Services and also has end user experience as a computer operations manager in the Finance sector.
He has a Post Graduate Diploma in Advanced Manufacturing Systems.
Roy has a unique broad international experience across multiple organisations, functions and roles. He understands how business works, how different functions operate, interact and contribute to the whole, using this business experience to deliver tailored training and consulting programmes.
Organisations I have worked for consulting, training and workshops include: Cisco (Amsterdam & Riyadh), Zycko, Amdahl, IBM, NCR, Elettronica, Marlborough Communications, Max International, Schlumberger, Texaco, Rubber Atkins, Brighter Graphics, Sussex Enterprise.
ARE YOU IN COMPETITION?
In Competition victory goes to those who: -
Out-think, Out-plan & Out-play
their Competitors
I Help You Win!.
I will happily meet with you (without charge) to understand your business, current issues and needs and then design a programme to help you achieve your goals.
What THEY SAY
Cisco
Manager, Systems Engineers
Sales Coaching, Training & Role Play Workshops
“I have worked with Roy as a sales skills trainer and coach multiple times. He has very broad sales experience and skills and constantly managed to bring this into his training and coaching sessions. I would unconditionally work with 3R Creative Solutions again”
Marlborough Communications
Managing Director
After a Strategic Planning Programme
“The results have exceeded our expectations and speak for themselves. I would have no hesitation in recommending Roy to other companies and look forward to working with him again.”
Elettronica
Managing Director
Sales Consulting & Training
“I was most pleased with your original analysis and clear objective thinking that you brought to bear on our sales and marketing activities. The account planning and product planning has helped focus our salesmen and other key staff within the business. We have much to build on and I am confident of a successful future ….. Thank you again for your help.”
NCR
Systems Engineering Director
Team Planning Workshop
“If these are the results we can expect from the workshops you can run them as often as you think necessary - no further authorisation is required.”
Member of VP's Staff
Workshop to develop a new product sales strategy
“This is definitely work which exceeded expectations. In my opinion the results of this (strategy) meeting will be seen in the future success of the product set throughout the telecommunications industry. The success of the meeting can be directly related to the involvement and leadership provided by Roy O’Neil. Roy set the stage for the team planning session, leading the meeting and establishing rapport and buy-in to the method used to create the strategy.”
Blog
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3R Creative Solutions Ltd, 12 Meath Gardens, Horley, Surrey RH6 8 FW.
Tel: 07958 614398 © 2015