Specific public seminars are described below. Check our EVENTS section for dates and locations convenient for you. To inquire about in-house programs, write us at in_house_programs@intento.net or call 1.613.271.6456.
GlobalSales Series
A modular curriculum for VP Sales executives:.
GSS 1 Being the VP Sales: Having the will & ability
Exploring what making an IMPACT means in the context of being a VP of Sales. We explore various models of human behaviour that can deeply shape your world view of who you are being and what’s possible.
GSS 2 Executing an international sales strategy
What are the elements of an international sales strategy? What you know you know; know you do not know and what you don’t know that you do not know.
We will explore the elements: Planning, Organizing, Leading, Controlling and Staffing.
GSS 3 Creating an integrated sales discipline
Leverage our expertise and that of the other participants as we focus on creating an integrated sales discipline that would increase the visibility, predictability of your business. Linking sales strategy, to sales cycle execution, pipeline management, forecasting process and ultimately to a sales dashboard that tracks and measures progress.
GSS 4 The Art & Science of forecasting – An international context
Having the ability to increase visibility and predictability of the business is critical for any sales leadership. It is the “art” of asking the right questions at the right time from the right people as you move through the sales cycle. It is increasingly more difficult to being accurate when you add the challenges of time, distance, multi-tier channels and culture across international geographies. We will give you a new set of insights as to what is really going on and how your new awareness can help you master this critical function of a VP of Sales.
GSS 5 Getting what you need from Marketing
“When the numbers are met, sales reps are heroes, when they are not, it must be marketing’s fault”. And marketing has its view on the flip side. Your ability as the VP of Sales to communicate and create change in the marketing function is key to your long term success. We will explore the various mechanisms you have at your disposal to do just that and have Marketing aligned with the field, for the right reasons.
GSS 6 Global Account Management – Best Practices
Architecting and executing a sales campaign across geographic and cultural boundaries of your international customers is a challenge that requires additional insights beyond traditional account management methodologies. We will share with you some of the proven best practices associated with managing complex, global large accounts.
GSS
7 Target Accounts: A Selection System
A proven methodology for selecting either your target named accounts
or reseller channels is presented. You will walk away with a tool
and a methodology that can be put to use immediately to clearly
select your targets, communicating your choices, and deploying
your sales resources to maximize ROI.
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ExecutiveIMPACT Series
A set of executive only workshops designed to explore what making an IMPACT may mean:
EIS 1 Evolving Executives – The conversation
A unique, intimate, three hour conversation with Carlos Fox and Gwen McCauley (WEL-Systems Institute) on “Evolving Executives”. Join a small group of senior executives to explore nine models of human behaviour that can deeply shape your world view of what is possible. You will leave aware of your capacity to engage at much higher levels of thinking with colleagues, customers, partners, employees and family…producing extraordinary results.
EIS 2 Evolving Executives – The workshop
For those who enjoyed the Evolving Executive Conversation and wish to engage this material at the next level, this limited enrollment, 1 day “spa for the mind” experience with Carlos Fox and Gwen McCauley (WEL-Systems Institute) will unleash possibilities for you to: Create, sustain and lead change in your organization by developing new insights into what is going on with your employees, customers and stakeholders; Apply radical new models to dramatically increase your ability to produce results through others…in both professional and personal domains; Obtain different results by choosing to engage with people differently and make an IMPACT.
EIS 3 Evolving Executives – The in-house version
For those who enjoyed the Evolving Executive Conversation and wish to engage this material at the next level, with their peers or teams in a 1 day in-house “spa for the mind” experience with Carlos Fox and Gwen McCauley (WEL-Systems Institute). Will unleash possibilities for you to: Create, sustain and lead change in your organization by developing new insights into what is going on with your employees, customers and stakeholders; Apply radical new models to dramatically increase your ability to produce results through others…in both professional and personal domains; Obtain different results by choosing to engage with people differently and make an IMPACT.
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GlobalReady Series
Becoming more effective in an international context:
GRS 1 Becoming a Global Ready organization – Part I
How wide spread is the will and ability to be a global player within your company? Who else besides the executive team and Sales & Marketing need to be on board? Can each stakeholder distinguish the key markers of being global ready? Which choices will move you towards global readiness? Are you, your team and the company global ready? From what level of thinking do you plan and assess your global readiness?
GRS 2 Becoming a Global Ready organization – Part II
Are you, your team and the company global ready? From what level of thinking do you plan and assess your global readiness? We will look at the various drivers and metrics associated with creating and leading a global ready international field sales and marketing operation.
GRS 3 Thinking Globally – Acting Locally
How
do you create a “highly aligned and loosely coupled” international
field organization that can adapt to local business practices
and maintain the alignment and integrity of the global values,
strategy and operating principles of the company.
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Global
