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How to Create B2B Sales Pipeline That Delivers Revenue


How to Create B2B Sales Pipeline That Delivers Revenue

An EXCLUSIVE WORKSHOP combining the latest research, insights, and experience of real-world success to help you to create superior sales performance in a competitive digital world.


The accessibility of information and knowledge has accelerated the pace of change in recent times. Buyers are much better informed and have greater leverage and bargaining power over their suppliers. But they’re also increasingly stressed, under-resourced and frazzled by competing priorities and reducing project timeframes.

Only trusted people are breaking through in this fast-paced digital world, whilst others are finding it increasingly difficult to hit their sales numbers.

From this workshop, you will learn how to:

Win business faster, at higher value, and at lower cost
Consistently set meetings with the right people within your buyer's organisation incl. senior executives
Create superior and differentiated value with buyers from the way you sell, not from what you sell itself
Improve sales forecast accuracy by gaining buyer commitment and momentum for change within their organisation.


Sales and Business Development specialists
Founders of early-stage ventures
Sales and Marketing Leaders


The opportunity to meet, learn and network with others from a variety of backgrounds and industries who will be in attendance. This has been proven to enhance the learning experience and outcomes. Tea, coffee and lunch will be provided.

AND a complimentary 1-hour follow-up coaching session will also be provided to those who have attended the workshop. This is an opportunity for you to discuss progress on your sales pipeline development activities, share your thoughts, and explore ideas 1 to 1. Dates and times to be confirmed with workshop facilitators at the end of the workshop.

Note: It's possible to reserve a place directly with Patricia McNeill at Ormeau Business Park, where the £8 Eventbrite platform fee will not apply. cGF0cmljaWEgfCBvcm1lYXVidXNpbmVzc3BhcmsgISBjb20= | 028 9033 9906


Jim Irving | Business Advisor | Sales Leadership and Strategy

Jim Irving brings substantial experience in many areas of technology and biomedical sales - including Direct and indirect sales, hardware and software, consulting and services. He has spent 42 years in the industry rising from trainee to managing large corporate IT Sales teams internationally and as the UK MD of one of the world’s largest enterprise software companies.

In the last decade, Jim has focused on his own consultancy, delivering support, advice and mentoring to start-up and small/ medium IT and biomedical companies - mainly around sales strategy, pipeline management, marketing, deal qualification and routes-to-market/ channel partner work. Jim is also an active 'Entrepreneur in Residence' for Catalyst and an evaluation panel member for Techstart NI.

Jim is a Fellow of the Chartered Institute of Marketing and has an MBA from Edinburgh Napier University.

Jonathan Lancaster | Founder at Covato |Competitive Strategy and Sales Development

Jonathan has been committed to helping early-stage companies, social enterprises and high growth businesses with creating a sustainable competitive advantage through strategic selling workshops, business development services, and support.

Background of 14 years' successful enterprise sales and business development experience. Proven track record of success, including major contract wins across both public and private sectors in the UK and Ireland. He brings to the workshop a proven successful approach to engaging early with buyers and executives who have the political and economic power to influence and make a purchasing decision.

Jonathan is a recent graduate of the University of Ulster Business School, with a Master of Science in Business Development and Innovation. His final Management research focused on developing competence within the B2B Sales Process as an enabler to competitive advantage for SMEs.

Map Ormeau Business Park, 8 Cromac Avenue, BT7 2JA Belfast, Belfast, United Kingdom
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