Future Training Q2
Customer Success New Sales / Account Management Prospecting Sales Management
Dear partner As part of our continued Channel Development Program, we are pleased to announce our exciting and varied Q2 training program, with lots of content which we hope will both inspire and motivate you. This catalog contains our training sessions, broken down into 4 categories: • Customer Success • New Sales / Account Management • Prospecting • Sales Management Please feel free to share this catalog with any of your colleagues you feel could benefit from the training, so that together, you can get new inspiration and hopefully raise your professional level. If you have questions or comments, please do not hesitate to contact me at mette.rosenstand@futurecad.dk.
Best wishes
Mette Rosenstand Senior Channel Development & Marketing Manager
Future Group trainings – Q2 Prospecting • Virtual prospecting messaging
New Sales / Account Management • The virtual inspiration meeting • Winning proposals • The virtual negotiations • Executive Level Selling
Sales Management • The virtual Performance & pipeline • The virtual opportunity coaching
Customer Success • Customer Success
Prospecting
Virtual prospecting messaging After completing this module, you will: • Understand how to best tailor messages to be compelling in prospecting activities • Understand different ways of using multiple “channels” to reach out to prospect customers or existing customers
Dates: April 12th 09.00 - 12.00 CEST
Agenda • Introduction • What is a compelling message? • Designing messages based on purpose and using best practice • Digital channels that can be used as vehicle for prospecting • Prospecting cadence
Registration:
If you want to participate, send your registration to https://up2date.futuregroup.fi/training/training/virtual-prospecting-messaging/
Who should attend: Everyone in your commercial organization who is required to • Find and win new customers • Sell more to existing customers Trainer: Michael Ærø, Implement Investment: This training is 100% covered by Autodesk.
No show fee: The training is for free, but there will be a no show fee of 100 EUR (per module) if you do not participate - and have not canceled no later than one day before.
Deadline for registration by April 10th After registration, you will receive confirmation and a link to the training. Any questions: Please contact your Partner Manager or send an email to mette.rosenstand@futurecad.dk.
New Sales / Account Management
The virtual inspiration meeting After completing this module, you will: • Understand how to run an inspirational new business meeting according to best practice • Understand how to best optimize the content and process for Virtual execution • Be better at planning, designing and executing Inspirational Sales Meetings
Dates: April 19th 09.00 - 12.00 CEST
Agenda • Intro to the Inspiration Meeting (context, outcome and process) • How to inspire and disrupt customer status quo • The power of the “destabilizer” • Contrasting with your solution • Qualifying the opportunity
Registration:
If you want to participate, send your registration to https://up2date.futuregroup.fi/training/training/the-virtual-inspiration-meeting/
Who should attend: Everyone in your commercial organization who is required to • Conduct Inspiration/sales Meetings • Create materials for inspiration meetings • Lead employees on their virtual change Trainer: Michael Ærø, Implement Investment: This training is 100% covered by Autodesk.
No show fee: The training is for free, but there will be a no show fee of 100 EUR (per module) if you do not participate - and have not canceled no later than one day before.
Deadline for registration by April 16th After registration, you will receive confirmation and a link to the training. Any questions: Please contact your Partner Manager or send an email to mette.rosenstand@futurecad.dk.
New Sales / Account Management
Winning proposals After completing this module, you will: • Understand what it takes to write powerful and engaging proposals • Understand and be able to use the “4C” model of proposal writing • Understand how customers evaluate proposals • Be better at writing strong executive summaries Dates: June 1st
09:00 - 12:00 CEST
June 2nd 09:00 - 12:00 CEST June 28th 09:00 - 12:00 CEST June 29th 09:00 - 12:00 CEST
Agenda • Introduction • Evaluating proposals • The different proposal types • The “4C ́s” of a winning proposal • The Executive Summary
Registration:
If you want to participate, send your registration to https://up2date.futuregroup.fi/training/training/winning-proposals/
Who should attend: Everyone in your commercial organization who is required to • Write proposals • Are part of a proposal writing team Trainer: Michael Ærø, Implement Investment: This training is 100% covered by Autodesk.
No show fee: The training is for free, but there will be a no show fee of 100 EUR (per module) if you do not participate - and have not canceled no later than one day before.
Deadline for registration by April 29th After registration, you will receive confirmation and a link to the training. Any questions: Please contact your Partner Manager or send an email to mette.rosenstand@futurecad.dk.
New Sales / Account Management
The virtual negotiations After completing this module, you will: • Understand best practice when it comes to negotiating virtually • Understand how to engage and create trust • Understand how to use the 3 V ́s of communication to come across in the best possible way • Learn to work with the “trust equation”
Dates: June 07th 13:00 - 16:00 CEST June 08th 13:00 - 16:00 CEST
Agenda • The enemy of virtual negotiations • How to engage the participants • Coming across in the best possible way • The trust equation
Registration:
If you want to participate, send your registration to https://up2date.futuregroup.fi/training/training/the-virtual-negotiations/
Who should attend: Everyone in your commercial organization who is required to • Negotiate or re-negotiate contracts deals etc.
No show fee: The training is for free, but there will be a no show fee of 100 EUR (per module) if you do not participate - and have not canceled no later than one day before.
Trainer: Michael Ærø, Implement
Deadline for registration by June 4th After registration, you will receive confirmation and a link to the training.
Investment: This training is 100% covered by Autodesk.
Any questions: Please contact your Partner Manager or send an email to mette.rosenstand@futurecad.dk.
New Sales / Account Management
Executive Level Selling After completing this module, you will: • Understand how Executives think • Understand what it takes to plan an Executive meeting • Be able to execute an Executive meeting using the Executive Dialogue Model • Be better at keeping the Executive door open
Dates: June 16th 09.00 - 12.00 CEST June 17th 09.00 - 12.00 CEST
Agenda • How Executives think • Getting access to an Executive • Planning an Executive meeting • The Executive Dialogue Model • Keeping the door open
Registration:
If you want to participate, send your registration to https://up2date.futuregroup.fi/training/training/executive-level-selling/
Who should attend: Everyone in your commercial organization who is required to • Conduct Commercial meetings at Executive level
No show fee: The training is for free, but there will be a no show fee of 100 EUR (per module) if you do not participate - and have not canceled no later than one day before.
Trainer: Michael Ærø, Implement
Deadline for registration by June 14th After registration, you will receive confirmation and a link to the training.
Investment: This training is 100% covered by Autodesk.
Any questions: Please contact your Partner Manager or send an email to mette.rosenstand@futurecad.dk.
Sales Management
The virtual Performance & pipeline After completing this module, you will: • Understand how to conduct a virtual performance and pipeline meeting in an active and engaging way • Know how to initiate productive and inspiring conversations that caters for intensive knowledge sharing • Understand the importance of how to progress the pipeline, and discuss performance in an appreciative way
Dates: April 21st 12.00 - 16.00 CEST
Agenda • Intro to the topic of performance and pipeline management • Changing conversations and accelerate knowledge sharing and reflections • Productive performance talks – how to handle both good and poor performance • How to engage more people and ensure knowledge sharing
Who should attend: Everyone in your commercial organization who is required to • Manage own sales budgets and pipeline • Be part of complex and/or long lasting sales processes • Support in long term sales projects Trainer: Michael Ærø, Implement Investment: This training is 100% covered by Autodesk.
Registration:
If you want to participate, send your registration to https://up2date.futuregroup.fi/training/training/the-virtual-performance-pipeline/
No show fee: The training is for free, but there will be a no show fee of 100 EUR (per module) if you do not participate - and have not canceled no later than one day before.
Deadline for registration by April 19th After registration, you will receive confirmation and a link to the training. Any questions: Please contact your Partner Manager or send an email to mette.rosenstand@futurecad.dk.
Sales Management
The virtual opportunity coaching After completing this module, you will: • Understand how to structure the dialogue around a specific Must-Win opportunity • Know how to ensure the right engagement and involvement of the opportunity owner and relevant colleagues • Understand the power of asking the right questions, in order to sparkle the necessary reflections
Dates: April 22nd 12.00 - 16.00 CEST
Agenda • Intro to the power of changing conversations • The Win-Plan and how to use it • The power of asking questions • Virtual empowerment – how to engage the sales person, and let them own the challenge • Cadence and follow up
Registration:
If you want to participate, send your registration to https://up2date.futuregroup.fi/training/training/the-virtual-opportunity-coaching/
Who should attend: Everyone in your commercial organization who is required to • Coach sales persons on their own key sales opportunities • Progress and ensure the win on specific Must-Win opportunities Trainer: Michael Ærø, Implement Investment: This training is 100% covered by Autodesk.
No show fee The training is for free, but there will be a no show fee of 100 EUR (per module) if you do not participate - and have not canceled no later than one day before. Deadline for registration by April 19th After registration, you will receive confirmation and a link to the training. Any questions: Please contact your Partner Manager or send an email to mette.rosenstand@futurecad.dk.
Customer Success
Customer Journey Learning objectives: • The purpose of this workshop is to work with the area of customer centricity and explore this from an internal as well as an external customer point of view. • Participants will work to assess their own customer experience maturity level and define customer journeys. • This is a workshop for participants who want´s to get started with customer journey mapping
Dates: May 26th 09:00 - 12:00 CEST May 27th 09:00 - 12.00 CEST
Agenda • Purpose and introduction • What is Customer Centricity • Assessing your Customer Experience maturity level • Working with Customer Experience Management • The Customer Journey Map • Workshop sum-up and closing
Registration:
If you want to participate, send your registration to https://up2date.futuregroup.fi/training/training/customer-journey/
Who should attend: Everyone interested in getting started with customer journey mapping and customer experience – We highly recommend that more than 1 person from the same company participates • Customer Experience responsible • Marketing • Sales Management Trainer: Michael Ærø, Implement Investment: This training is 100% covered by Autodesk.
No show fee: The training is for free, but there will be a no show fee of 100 EUR (per module) if you do not participate - and have not canceled no later than one day before. Deadline for registration by May 21st After registration, you will receive confirmation and a link to the training. Any questions: Please contact your Partner Manager or send an email to mette.rosenstand@futurecad.dk.