Workshops Descriptions

Paul R. Hutchinson
Business Development - Sales Process Improvement

Sales Skills for Scientists and Engineers

Do you need to build the revenue of your consulting practice or small business by increasing your sales? This course will give you a basic understanding of what sales is and how to create a sales process that supports a successful business. Learn more about this workshop

This workshop will introduce you to the process of selling. It will review the steps involved in selling, starting by explaining the difference between Marketing and Sales. It will discuss and explain sales as a series of steps from the first sales call or introduction to the closing of the sale. The workshop will conclude with Paul answering attendee’s individual questions and addressing their unique circumstances, and sales challenges. Each attendee will receive exercises and reference handouts to build their sales skills and improve their ability to sell.

Driving Sales Growth With Follow-up Systems

Create a successful sales support system with inexpensive tools - a systematic way of networking, handling leads, and organizing contacts is key to driving sales to your business. The system does not need to be costly and complex, just effective. In this workshop attendees will learn how to:

• Develop a systematic approach to managing your sales follow-up activities;

• Transform business cards into a professional network of organized contacts;

• Plan follow-up activities that will lead to success;

• Create and implement a simple yet successful sales support system using common tools you may all ready have such as Google, Gmail, Microsoft Outlook, Microsoft Business Contact Manager, and LinkedIn;

• Learn effective ways to increase sales by improving how you manage and store contact information;

• Track the key data needed to build relationships that create value;

• Simplify and integrate the data base function of your software tools, to support your sales efforts.

Using Social Media in Your Sales and Marketing Mix

Social Media as a Business Development Tool
Facebook, LinkedIn, Blogs, Twitter, YouTube
There are so many questions about adding social media to your marketing strategies! What are the potential benefits of social media for my small business? Which media should I choose for my business and how can I use them most effectively? How much time will I have to put into social media? How do I set up my social media? This informative workshop presented by Paul Hutchinson will help you make sense of what to focus on in this rapidly growing area and how to get started in social media.

Sales Skills for Job Seekers
How can you improve your job search results and reduce the stress and disappointments that accompany the job search? In this presentation, Paul Hutchinson, a management consultant in business development, will touch on some of the basic concepts of selling and relate them to the task of the job search. You will leave with the following:
   - an understanding of what a sales process is and how it relates to a job search
   - an understanding of available tools for controlling and monitoring progress
   - a way to develop your own process for tracking and measuring progress

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