Business Accelerators

Name of Accelerator: Sales Skills

Name of expert: Tony Hughes

Outline of Actions:

This Accelerator will take you through 5 steps that will increase your chances of converting your sales. It starts with having a clear understanding of all the different people involved in the sale from the client side and what they’re looking for from you.

We will guide you as you build a message about your product that will really land with these customers and help you build a plan to have a really successful conversation that will lead to a sale.

Actions:

1. Know who you’re selling to: Understand all of your buyer personas within a customer.
2. Nail your message: Reframe how you currently speak to your customers.
3. Use the language of leaders: Refine your new customer message into a captivating statement.
4. Blend qualification with discovery: Qualify your customers by discovering what you need to know about them.
5. Ask the right questions: Create open questions that lead to you as the answer.

What you will take away:

You will finish this Accelerator with a refined way of talking about your product / service and your business that is really relevant for your potential customers. You will also have created a list of killer questions that you know will help you close the sale.

Who it is for:

• Anyone looking to increase their sales effectiveness
• Anyone looking to close more deals
• Someone new to sales
• Someone who doesn’t see themselves as a traditional salesperson, but is responsible for bringing in business. E.g. a partner in a law firm

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Name of Accelerator: Ideal Customer

Name of expert: Ashton Bishop

Outline of Actions:

This Accelerator allows you to develop clarity about where you want to take your business and which customers will help you get there.

Instead of trying to sell to anyone and everyone, this accelerator will show you how you will be more successful when you focus your effort on those customers that are an ideal match with you, your business and your products and services.

Actions:

1. Identify your business goal: Define your current business goals to make it easier to describe your ideal customer
2. Explore how well you know your existing customers: Use the Intuition Canvas to explore your assumptions about your ideal customer.
3. Identify the group of customers that will help you best reach your goal: Fill in any gaps in your assumptions with facts, and identify your most ideal customer.
4. Understand and describe your ideal customer: Explore what your ideal customer needs, how they behave and what attracts them so you can develop solutions they’ll love.
5. Begin mapping tactics to engage your ideal customer: You’ve made great progress! Now think about how you can start updating your existing tactics to target your ideal customer.

What you will take away:

You’ve got a great product or service already, but knowing your ideal customer is critical for all businesses. You’ll move through 5 actions in 5 days to hyper-focus your marketing strategies.

Our expert Ashton Bishop will help you understand what resonates with your ideal customer and how to best appeal to them, ensuring you meet your business goals.

Who it is for:

• Any business starting to develop a marketing plan
• Any sales leader looking to set the team in the right direction
• Any business reviewing their strategy
• A start up business deciding where to get started

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Name of Accelerator: Cyber Security

Name of expert: Ross Sardi

Outline of Actions:

This Accelerator will help you take the foundational steps to identify and secure your most critical data. It will help you understand where your gaps are in your systems that make you vulnerable to a cyber attack.

If the unthinkable happens, you will learn the key next steps to recover your information.

Actions:

1. Identify your data locations and their access points: Think about all the systems you use to store information and identify every way you’re able to access them.
2. Protect your priority data locations: Create long and unique passwords to protect the data locations with critical information.
3. Strengthen your phishing detection skills: Test whether you can detect phishing emails or whether you’re at risk of an email compromise…
4. Create an instant response plan to use if there’s a breach: Create a plan to control the actions you take in the event of different kinds of breaches.
5. Test your recovery skills: You’ve made great progress! Now test your recovery skills and determine at what point you’ll need to seek external help.

What you will take away:

Being cyber aware is a ‘must have’ for all businesses and individuals. Our Cyber Security Accelerator will give you 5 actions to help your business secure any critical information stored in cyber spaces.

Ross Sardi is a leading expert, guiding you through our Accelerator to help identify any security risks in your systems and give you tools to help you manage any cyber threats.

Who it is for:

• Any business of any size
• CEOs and business owners
• Departmental heads
• Individuals looking to protect their private information

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Name of Accelerator: LinkedIn

Name of expert: John Bellamy

Outline of Actions:

This Accelerator will help you take the important steps to build a compelling LinkedIn profile. It will walk you through what you need to do at every stage from having the right profile picture to the way you sell yourself in your profile and how you can use LinkedIn most effectively.

Actions:

1. Nail your first impression: Capture your professional aesthetic from the beginning.
2. Create an enticing headline: Treat your headline as an elevator pitch to get people to connect with you.
3. Sell yourself in the ‘about you’ section: Refine who you are and your career journey.
4. Sell your company in the ‘experience’ section: Reflect your company’s brand story in your current and previous roles.
5. Be proactive and build your network: You’ve made great progress! Now you can start to reach out to people you want to connect with.

What you will take away:

As you complete the Accelerator you will build or rework your profile to give you the greatest chance of success using LinkedIn. By the end of the Accelerator you will have a plan for growing your network and connecting with the right people.

Our LinkedIn Accelerator will help you nail your first impression by optimising your profile and you’ll be equipped with tools to proactively build out your network and connections in a way that will best resonate with them.

Who it is for:

• Anyone who wants to use LinkedIn to build their network, build their own brand and drive business using LinkedIn

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Name of Accelerator: Sales Process

Name of expert: Greg Donlan

Outline of Actions:

This Accelerator will take you step by step through the actions you take to build a sales process. It will show you how to define the important activities at each stage that you know will lead to more sales conversions for your business.

Actions:

1. Define how long it takes to land a new client
2. Pick the important sales interactions in the process
3. Build out the key activities in each sales interaction
4. Identify the activities that will keep things moving between each meeting
5. Build the pieces that you’ll use to keep momentum

What you will take away:

By the end of this Accelerator you will have mapped out your sales process for your business and will have a one pager you can share with your team for coaching and training.

Who it is for:

• Sales leaders
• Sales enablement
• Any business owner who wants to have a clear plan for closing sales

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Name of Accelerator: Sales Leadership

Name of expert: Greg Donlan

Outline of Actions:

This Accelerator will take you through the 5 actions that will make you a professional sales leader. It will help you build targets for each of your team members, identify hat behaviours help deliver those targets and build a robust plan for how to coach a sales rep to achieve success.

Actions:

1. Create a focus for your sales team
2. Create lead indicators for an individual member of your team
3. Observe your sales rep’s behaviours
4. Create a coaching plan for a sales rep
5. Create a session to use in your coaching plan

What you will take away:

At the end of this Accelerator you will have a playbook for how to be a sales leader. You will be able to use this process for bringing new sales people up to speed and getting the most out of your existing team.

Who it is for:

• Every sales leader
• A sales rep looking to step into a leadership role
• A new sales leader who isn’t sure where to start

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Name of Accelerator: Time Management

Name of expert: Liam Daley

Outline of Actions:

This Accelerator will help you understand the scope of activities both business and personal, that are most consuming of your time. You will learn how to distinguish between those activities that are both important and urgent and those that may be wasting your time.

Actions:

1. List everything on your plate
2. Decide what’s important
3. Discover how much time you can save
4. Plan how you’ll prioritise tasks
5. Create a habit check to stay on track

What you will take away:

By the end of this Accelerator you will have taken steps to prioritise your time, focusing on those activities that will have the most impact as well as creating techniques to keep you on track with your new productivity.

Who it is for:

Every business person will benefit from objectively evaluating how they spend their time and taking action to become more productive.

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Name of Accelerator: Goal Setting

Name of expert: Anne-Marie Clark

Outline of Actions:

This Accelerator will guide you as you name your personal and business ambitions for the next 3 years.

It will help you narrow down a big picture into the right areas for you to focus on and help you decide where to start.

What you will take away:

You will finish this Accelerator with your plan mapped out and a clear idea of what the smaller steps you’ll take over the next 12-months to get there.

Who it is for:

• Any business leader who wants to be clearer on where they want to take their business
• Any leader who has big ambitions but isn’t sure how to get started

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Name of Accelerator: Strategic Positioning

Name of expert: Matt Tice

Outline of Actions:

This Accelerator will drive you to work on the business not in the business. It will show you how to understand what is happening in your market, what your competitors are doing and what your customers really value.

You will be challenged to describe what makes you competitive and any gaps you need to fill in your business to achieve that.

What you will take away:

The beginnings of a competitive strategy. During the Accelerator you will do all the work needed as background to build a strategic plan.

Who it is for:

• Any business leader who needs to step out of the day to day running of their business
• Any business leader that is feeling stuck and isn’t sure how to grow
• Any business that is starting to feel swamped by the competition

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