4-MODULE WEBINAR SERIES
Access to Market Webinar Series
August 3, 2021 to August 12, 2021 from 2:30 pm till 5:30 pm · Zoom Webinar
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.
Tuesday, August 3, 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.
Thursday, August 5, 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.
Tuesday, August 10, 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 to whom to sell to”, then building your successful channel profiles, which prepare for your client-centric sales processes unique design.
Thursday, August 12, 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.
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.
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.
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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.