Enterprise Ireland proposes to engage in a competitive process for the establishment of a number of multi-party framework agreements for the development and delivery of sales and marketing Training for Enterprise Ireland in five lots.

For clarity,

Lots 1 – 5 will be for the development and delivery of sales and marketing training

Lot 1 – Training in Continuous Intelligence Gathering and Customer Value Proposition

Lot 2 – Training in Sales Process and Route to Market

Lot 3 – Training in External and Internal Communications

Lot 4 – Training in Managing Resources in a Sales Context– both People and Financial

Lot 5 – Training in Future Planned Sales and Marketing requirements, including Managed Learning providers. The members of lots 1 to 4 will automatically be appointed to lot 5

Lot 1 - Continuous Intelligence Gathering and Customer Value Proposition (Masterclass in Customer Value Proposition)

Intelligence gathering is at the core of good business decision making. Enterprise Ireland seeks to give clients the habit of distilling knowledge from information in a systematic, ongoing, team-based manner.

Customer Value Proposition is looking at what your product or services offer and describing it in a way that client’s value. It is linked to Intelligence gathering as without knowing clients you cannot know articulate how best to meet their needs. Without knowing competitors, it is impossible to describe how the offer proposed is better.

Lot 2 - Sales Process and Route to Market – (Masterclass in Digital Lead Generation and Pipeline Management)

Identifying the optimal way of reaching clients (Route to Market), and then repeatably making sales through this channel is key (Sales Process). Both build on Market Intel / Value Prop and rely on having the right resources in place.

Example workshops that could be run under this lot include Virtual selling, Inbound marketing strategies, Lead Generation and Sales Pipeline Management, Partnering, leveraging investments in CRM (software for managing Customer Relationships), leveraging Retail channels and Digital B2C (Business to Consumer) selling, working with a Multinational selling Platforms (such as Amazon or E Bay).

Lot 3 – External and Internal Communication – (Masterclass in Virtual Selling)

It is worthless to have a great proposition, if clients don’t know about it (External Communications). Without Internal Communications, the team will not understand the importance of their role, nor the part they have to play in the overall process.

Building on the information from the other areas, example workshops that could be run under this lot include, Intercultural Communication, Digital Marketing and SEO (Search Engine optimisation), Effective SME PR (Public Relations) and brand awareness, Selling and pitching skills (both virtual and face to face)

Lot 4 - Managing Resources in a Sales Context– both People and Financial (Masterclass in Digital Product Management)

Without the people to execute Sales and Marketing plans nothing will happen. Without Financial plans in place, showing a return on investment, no hires will be made. And when making hires, getting the right people and aligning the entire company towards Sales and Marketing goals is crucial.

Example workshops that could be run under this lot include Digital Product Management, Sales Forecasting, Strategic planning for Sales and Marketing, Effective Sales Team Management and Meetings, and the hiring of Sales and Marketing people and teams, how to manage an overseas presence (team) but also a Strategic view of the Sales function e.g. decisions on which markets to prioritize and why.

ot 5 - Future Planned Sales and Marketing Training (to be defined), including Managed Learning providers.

Due to the nature of the area of Sales and Marketing training across all sectors, it is not possible at this time to identify all areas of training for the duration of the framework. As a result, lot 5 will be for all training requirements that have not yet been identified.

This section also includes services from Managed Learning providers to source subject matter experts and support their creating and delivery of Sales and Marketing training.