Events > You Can Export - International Sales Strategy

You Can Export - International Sales Strategy

Thursday, 24 October 2019 9:30 am to 4:30 pm
Mercure White Hart Hotel

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About the event

An outline of the workshop

This masterclass will provide a core understanding of how to create an export sales strategy, as well as explore strategic export account management. This will give delegates a framework within which to create their plans.

The programme is entirely workshop based, so many of the discussions will take place in groups around the room. This will enable each delegate to test their ideas with the others in the room and pull further ideas from their colleagues.


What you’ll gain from the day

The goals for attending this masterclass are:

  • Create an understanding of the structure of an export sales strategy.
  • Develop the ideas, processes and controls for developing an effective sales strategy.
  • Understand effective target creation and the relationship to activity.
  • Understand the goals of strategic account management.
  • Understand how to create an account review process.
  • Develop the processes for customer analysis and growth planning.



You will be able to register from 9:30 but please arrive promptly for the workshop starting at 10:00.

Morning Session - Creating an Export Sales Strategy

  • Housekeeping and Introductions
  • Objectives for the programme
  • Understanding the planning process
  • Key Markets
  • Developing effective targets and goals
  • Understanding key sales activities
  • Sales measurement and management, systems and controls
  • Where do the people come into the strategy?

Afternoon Session - Strategic Export Account Management

  • Understanding the goals of export account management
  • The Account Review Process
  • Planning Growth in Your Portfolio
  • Customer Analysis
  • Creating an Action Plan for Each Account

Lunch and refreshments will be provided throughout the day.

There will also be a short 30 minute presentation to 'Get Ready for Brexit' at the end of this session delivered by a representative for the Department for International Trade. This is a practical session to help exporting businesses prepare for Brexit.


About Richard Palmer and Sure Train

Richard is an experienced Sales Director and Trainer with a proven history of working in the professional training & coaching industry. Following extensive experience in the retail motor finance industry, Richard began working with clients across the country and in multiple business sectors, helping them to develop the skills needed to be more effective in sales and profit development. Having been in sales for over 33 years, Richard has the knowledge and experience to be able to truly demonstrate empathy with his training delegates, seeing their market from their point of view and fully understanding the challenges they face. This enables him to develop training programmes that really go to the heart of the issue and create lasting solutions.

Sure Train is an Endorsed Training Partner of the Institute of Sales Management.

​This means their training programmes have been assessed, benchmarked and endorsed as reaching the high standards required to be awarded this accreditation.

​As one of only a handful of ISM Endorsed Training Partners in the UK, you can be assured that the training you receive is not only fit for purpose but has been independently verified for its quality of content, delivery and effectiveness.



“Richard is an outstanding individual and there is not a company that would not benefit from his skills in some way. I would not hesitate to recommend Richard and his team at Sure Train.”

— Sam Jackson, MD, Cooper Associates

'Richard's sheer enthusiasm for sales and the development of sales people is an inspiration. He is a pleasure to work with and will always meet his commitments. I would have no hesitation in recommending Richard, or his colleagues, to any organisation wishing to improve its sales and its sales people rapidly and within a controlled and agreed budget.'

—  Peter Heath, Augmenter


Who is this event for?

The workshop is appropriate for South West of England companies currently exporting overseas and have an annual turnover exceeding £500,000. 


Due to this event being free of charge with limited numbers, we reserve the right to cancel your booking if you do not meet the eligibility requirements. Additionally, due to the popularity of these events, we ask for only one registration per company to make the masterclass available to other businesses. Regrettably, we are unable to accept intermediaries or service providers.


We take your data very seriously and are committed to the privacy and security of it. Our Privacy Statement explains the types of personal data we may collect about you and how we’ll store and handle that data, and keep it safe.  This is a joint event and your data will be shared with Department for International Trade for the purposes of administering & following up this event.  Their privacy policy is available at https://www.gov.uk/government/organisations/department-for-international-trade/about/personal-information-charter & https://www.businesswest.co.uk/privacy/mhclg-privacy-notice 




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