4-MODULE WEBINAR SERIES

Access to Market Webinar Series

October 5, 2021 to October 14, 2021 from 2:30pm to 5:30pm · Zoom Webinar

About The 4 Modules

Penetrating new markets or current markets with different solutions might be the ultimate approach to most businesses; but if no scientific framework is followed, a lot of resources will be wasted, and great opportunities will be lost. Hence a successful plan needs, first, an effective access to market strategy where the criteria and related data are well prepared, studied, and analyzed; second a thorough competitor analysis in addition to pricing strategy; followed by the bulk work of designing your client-centric sales process depending on your selling model, and finally setting the correct Sales KPI’s to maintain the efforts, have visibility, and scale.

Module 1: Access to Markets Strategy

Tuesday, October 5, 2021 | 2:30pm – 5:30pm

Acting without the proper study is a plan to failure. A new market strategy is a crucial phase to design the road and criteria to your future decisions. First you need to understand your business-related scientific criteria of target market analysis. Then you need to follow and develop effective data collection methodologies. Finally, proper data assessment, manipulation, and analysis techniques to be applied accordingly.

Module 2: Competitor Analysis & Pricing Strategy

Thursday, October 7, 2021 | 2:30pm – 5:30pm

Whether you are accessing a blue or red ocean you need to have a thorough analysis of the direct and indirect competitors in that target market and follow a scientific pricing approach for your products or services. This is done by understanding different customer analysis frameworks, implementing competitor segmentation methodologies, identifying key players and market niche, and finally Understanding the different pricing strategies.

Module 3: Sales & Go-To-Market Strategies

Tuesday, October 12, 2021 | 2:30pm – 5:30pm

The core of your market analysis study remains in this section where you need to design your detailed client-centric sales process. First by exhaustively understanding your “what to sell, how to sell, and whom to sell to”, then building your successful channel profiles, which prepare for your client-centric sales processes unique design.

Module 4: Sales Governance

Thursday, October 14, 2021 | 2:30pm – 5:30pm

It is unreasonable to expect growth without setting the right frameworks and indices to follow and optimize. You need to understand the KPIs related to your business, and how to set them effectively. In addition to the to designing your dashboard and reporting framework to be able to control and monitor sales forecast and have a good visibility to reach your goal and maintain your success.

Meet The Facilitators from HEED

FACILITATOR

Kayan Alameh

For the past 6 years,Kayan has passionately worked in the consulting business. His experience with HEED revolves around organizational design, job roles and career path, KPI’s, sales policies and procedures, competency modelling. Prior to joining HEED, he worked with Standards HR consulting firm as well as with UNDP. His passion for sales, salespeople coupled with his educational background and certification in the field led him to become a good sales facilitator and trainer aiding in facilitating lot of projects within the execution in steering salespeople along the right directions. Aside to the consulting career, Kayan is a PhD candidate and a partner in a Family Hotel Business. His experience in sales management consulting aided him to transition the business from $800,000 to a multi-million ($3.3M) apartment-hotel. Kayan has designed, conducted and led successfully several training and coaching program with Berytech, CARE, LEEP and as well as other HEED projects for enterprise companies.

FACILITATOR

Anthony Haddad

Anthony managed to perfectly transfer his previous experience as a mechanical engineer and craft it into the professional sales and business consultancy. For the past year, his experience with HEED revolves around sales analysis, building analytical algorithms, feasibilities, and sales process engineering.

Prior to HEED, Anthony has successfully been prospering his career as a mechanical engineer, both from a technical as well as in the sales field. He had the privilege to work in both, and this combination developed his analytical and problem-solving abilities.

Anthony has conducted dozens of training and coaching sessions with many programs in Lebanon through which he has aided and guided various SME’s and Start-ups successfully through their business and growth journey.

FACILITATOR

Norma Makarem

Norma is a subject matter expert specializing in study of technology and digital implementation in the area of sales and marketing. As a senior consultant at HEED she successfully covers a broad spectrum of application areas following best practices and data driven analysis of integrating science into the art marketing and business growth. She is the author of many publications and articles covering the applying science into the art of sales and marketing.

Norma was the person behind designing and developing the Sales Academy Curriculum and awarding its Accreditation from ISM in 2017.

Further she conducted numerous training and coaching sessions with many programs such as BDD, LEEP, CARE and Mercy Corp through which she has helped and directed many SME’s and Start-ups successfully through their journey.

Places are limited. Get your access ticket now.

Part of The Helping SMEs Build Resilience Program

The Access To Market Webinar Series is part of the holistic package of emergency support provided to business owners through YBI’s global network of enterprise support organizations – like Berytech in Lebanon, both YBI members and non-profit delivery partners. This includes crisis helplines, targeted advice and signposting, online training through webinars, and mentoring. Learn more about the full Helping SMEs Build Resilience Program here.

Need more info?

If you have any questions about the program, please contact us at support@berytech.org.

Access to Market Webinar Series

About The 4 Modules

Module 1: Access to Markets Strategy

Module 2: Competitor Analysis & Pricing Strategy

Module 3: Sales & Go-To-Market Strategies

Module 4: Sales Governance

Meet The Facilitators from HEED

Kayan Alameh

Anthony Haddad

Norma Makarem

Part of The Helping SMEs Build Resilience Program

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