Espresso Shot Learning Webinars

Espresso Shot Learning Webinars

Espresso Shot Learning Webinar

questas steaming coffee cup

Our Espresso Shot Learning sessions are punchy and effective 30 minute webinars, specifically designed to deliver your team the key points and latest thinking in Business Development and Client Relationship Management.

These bite sized learning sessions are delivered on a virtual platform to suit you, and are good for all teams. You can also register as many participants to the session as you need.

Book now, and let’s get everyone contributing to business growth.

Cost: £500

Turning up the listening to 11!

Active listening has long been spoken about as a key skill for anyone involved in sales.

There is a case to say that now we are selling online AND that it is getting more competitive, we need to be even better at listening than ever. It is often extremely difficult to come up with strong USPs and differentiators, but those who listen best will understand more and are more likely to find that little ‘nugget’ they can use to motivate the client to choose them.

To arrange your training, you can email hello@questas.co.uk or click the button below to get in touch.

Turning the Listening Up to 11 - Questas Espresso Shot Webinars

In this session we cover:

  • Listening as a differentiator
  • Active listening and how to do it online
  • Types of listening
  • PhD listening
  • Building rapport
Getting to the Table of Target Clients - Questas Espresso Shot Webinars

In this session we cover:

  • Targeting the right kind of clients
  • Building an action-driven BD plan
  • Understanding why clients will want to meet
  • Creating a compelling ‘meeting proposition’
  • Developing a ‘BD Habit’

Getting to the ‘table’ of target clients

Whether the ‘table’ you’re trying to get to is real or virtual, we must generate new business with clients and potential clients. If we are not regularly speaking to these people our competitors (who are speaking to them) will increase their market share at the expense of ours. Whatever you call it, all successful firms see this activity at least as important if not more important than fee earning work.

To arrange your training, you can email hello@questas.co.uk or click the button below to get in touch.

Structuring online
BD conversations

Technical experts need to be able to sell but many people in this area would consider selling to be, at best, unnatural. At worst, something they feel they simply can’t do! In our experience, part of the challenge is knowing how to structure a BD (‘sales’ if you prefer) call. Our definition of this conversation is ‘building the client’s motivation to buy’.

To arrange your training, you can email hello@questas.co.uk or click the button below to get in touch.

Structuring Online BD Conversations - Questas Espresso Shot Webinars

In this session we cover:

  • Preparing for the call
  • Tech check – ensuring your set up won’t let you down
  • First impressions – you can’t win a new client in the first 100 seconds but you can lose one! Make sure you set off on the right foot
  • Inform/Investigate/Inspire – Use our 3i© model to help you
    structure the optimum call/meeting
  • Gain the client’s commitment to the next step

Free consultation

Have questions for us? Get your team started today and gain a new competitive advantage.

CONTACT US

Essential Key Account Management Training

Essential Key Account Management Training

Key Client Management Questas face to face classroom training icon Webinar Live virtual classroom

Proactive client management ensures that you deliver services on time and on budget, whilst meeting expectations and nurturing a positive working relationship.

Course overview

This course provides a comprehensive overview of client planning aimed at those new to the idea. It will help your team identify potential growth and strategic solutions that benefit both you and your clients.

This professional development will also be useful to protect relationships from competitors aiming to increase their ‘share of the pie’ at your expense.

Who’s it for?

Client-facing fee earners who are responsible for managing key accounts. Participants are quite likely not to be trained sales professionals, but technical experts who have been given the responsibility for developing and protecting the most important clients in the business. We often encourage a mix of people in the workshop in terms of both seniority and discipline.

Course format

Questas face to face classroom training iconFace to face: A one-day workshop designed for 12 people (more if second facilitator). Will look at developing key client plans, learning tools such as relationship mapping and share of client’s spend. We encourage client teams to attend together and to work on real clients so we can apply the theory there and then culminating in a well-honed plan of action.

WebinarWebinar: A 60 minute live or recorded webinar aimed at explaining the fundamentals of Key Client Management.

Live virtual classroomLive Virtual Classroom: A 2 hour workshop containing much of the elements of the face to face option above but condensed into a powerful, intense session where participants will be able to apply their learning to key clients immediately.

Outcomes

Participants will find an increased awareness of what needs to be done to achieve client retention and growth, leading to the increased profits of mutually beneficial client / supplier relationships. They will also be equipped with the skills and resources needed to implement a practical plan of action for their organisation to establish the best practice of Key Client Management culture.

Content Outline

  • Planning and preparing for client meetings
  • Understanding the client
  • Exploring the client’s world – developing a differentiator
  • Planning, structuring and managing business development meetings
  • Practicing sales meetings and building relationships
  • Delivering a compelling proposition
Questas Quote Marks Circle

“Gary and his team have both inspired us and provided us with the tools to manage and expand our key client base.”

Dr Alan Barr, Managing Director, RPS, Northern Ireland

Questas Quote Marks Circle

“Having implemented the Questas ‘toolkit’ we are becoming more proactive, finding more opportunities and working together in a more effective way.”

Paul Tremble, UK Executive Director, WSP

Interested in this course?

Email hello@questas.co.uk or click the button below to get in touch.

Questas is based in London, and travels internationally to deliver training.

If desired we can help you design and/or organise your own training courses tailored to your team.

Register Your Interest

From our blog

The top five factors to successful key account management

Developing and implementing successful key account management programmes takes time and commitment. Gillian Sutherland provides advice on the steps you can take to ensure your investment of money and effort pays off.

Read more

How to make a job well done turn into more work.

Whilst it is vital to do a good job, it is not a replacement for sales. You and your team need to know how to spot opportunities and get around the table and discuss more and different projects. A great place to start is our online Cross Selling Course designed for technical people who are tasked with finding new work with existing clients.

It’s free and takes just 30 minutes!

Start here

How to appoach awkward conversations

How do you handle those conversations with clients or colleagues where you have to deliver  bad news, or stop ‘scope creep’? It is never easy, but it can be handled professionally and maintain existing relationships. Our “Difficult Client Conversations” training course teaches techniques and gives tools to help make these tricky situations much easier for everyone.

Free consultation

Have questions for us? Get your team started today and gain a new competitive advantage.

CONTACT US

Business development training

Business development training

Business Development Planning Live virtual classroom Questas face to face classroom training icon Webinar

According to research, your reputation – and that of your organisation – is the most important factor for clients when choosing who to consider for projects.

Course overview

Most of our clients are time poor and often struggle to find the time to dedicate to growing their business. Exploring the fundamentals of Business Development Planning aims to give technical professionals the understanding and skills to scope out, plan and execute their strategic sales activity much more effectively.

This course focuses on creating successful business development plans and you will learn how to get to the table of target clients and take control of your business development activity.

Who’s it for?

This professional development is highly valuable to anyone who has face-to-face time with clients and those who have a remit to explore opportunities and find work from both new and existing clients.

It would also be a useful reminder for those with more experience who may not have had any formal training – or at least not for a long time!

Course format

Live virtual classroomLive Virtual Classroom: 90 minute facilitated session taking delegates through the steps of putting action-driven BD plans together. Can be general or tailored to a group with specific objectives.

Questas face to face classroom training iconFace to face: In-house half-day workshop. Often working with groups who are focused on specific markets, regions or client types. Results are tailor-made plans designed to help delegates get in front of target clients and maintain a proactive approach to business development.

WebinarWebinar: Live or recorded, this is a 60 minute session aimed at exploring the fundamentals of planning business development activities.

Outcomes

  • Learn how to maximise the time and the resources you have to dedicate to business development
  • Understand the principles clients use to select chosen providers and develop a set of tools to help explore the client’s world
  • Ultimately you will develop increased confidence and will learn to apply tried and tested strategies and tactics to help you unlock more opportunities and win more – and better – work.
Questas Quote Marks Circle

“This course really simplifies the whole approach to business development, I am now very clear what I need to do.”

Engineer, WSP

Content Outline

  • Planning business development activity – The Questas Growth Model ©
  • Learning how clients buy
  • Developing a deep understanding of client needs
  • Preparing for and structuring business development discussions
  • Differentiating your offer – elevate your business’s reputation
  • Introduction to client management

Interested in this course?

Email hello@questas.co.uk or click the button below to get in touch.

Questas is based in London, and travels internationally to deliver training.

If desired we can help you design and/or organise your own training courses tailored to your team.

Register Your Interest

Optimise your selling Opportunity

Creating a possitive impact at that first client meeting.
Effective Business Development Meetings - free training guide from Questas Consulting

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Increase your bid-win rate

One of the most important business skills you can acquire is learning how to write a winning bid. The layout, language and style you use may make the difference between a successful bid and one that comes close. Bid less and win more work with our Bids and Tender Training here.

Become a natural sales person

Our Sales Conversations For Non-Sales People training course is the natural next step for engineering and technically minded professionals who are engaged in consultative selling and closing deals. In this training learners will hone their sales skills to boost their closing ratios and improve existing performance.

Free consultation

Have questions for us? Get your team started today and gain a new competitive advantage.

CONTACT US

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