Positioning and Branding for Minority Businesses – Webinar
SB764– 22.5 hours
The goal of this nine-session course is to aid minority entrepreneurs in strengthening their competitive advantage by leveraging proven positioning and brand development strategies, as well as increasing awareness of opportunities for inclusion in supplier diversity programs. Intensity of competition is the driving force affecting the performance of every level of management today, whether it is a small retail outlet, a service firm, or a dominant multinational corporation. A business’ survival depends on how well its product or service is positioned to satisfy important customer needs; how it differentiates itself from competitors; and how well it builds consumer loyalty, market leadership, and profitable growth. This discipline of positioning and brand development is a must for minority business owners who face the challenge of growing their businesses while remaining competitive.
The nine-week class will be an interactive experience focused on teaching minority entrepreneurs how to leverage these times of uncertainty and opportunity to increase their business capacity, as well as help improve their brand identities and maximize resources.
Instructor: LaNella Hooper-William, Hooper Williams Communications
Course fee: FREE
Registration is required
Tue, Apr 13, 20, 27, May 4, 11, 18, 25, Jun 1 & 8, 6-8:30pm REGISTER FOR 9-SESSION CLASS
Questions? Contact the SBDC office: Phone: (908) 526-1200 x8516 Email: sbdc@raritanval.edu
Selling 101 – Webinar
SB750 – 3 hours
No one is a born salesperson, yet we all live by selling something. Those who are motivated and committed can achieve success by learning the basics of customer relationship management and steps in the ‘Anatomy of a Sale.’ Through instruction, visual guidelines and role play, the anxiety and fear of selling disappears. You’ll discover a selling system that is easy to follow to achieve your goals and to earn sales.
Instructor: Vicki Lynne Morgan, Russmor Mentoring Group
Course fee: FREE
Registration is required.
Wed May 26, 6-9pm REGISTER FOR THIS DATE
Questions? Contact the SBDC office: Phone: (908) 526-1200 x8516 Email: sbdc@raritanval.edu
Crowdfunding: A New Alternative to Raising Working Capital – Webinar
SB731 – 3 hours
Crowdfunding has become a great alternative for small business owners to raise working capital for their business ventures. Our workshop will help participants understand the principles associated with building successful Crowdfunding campaigns and will show you how to use Crowdfunding to finance your goals.
Instructor: Carla Fallone, MBA, Fallone Business Resources
Course fee: FREE
Registration is required.
Mon, Apr 12, 6-9pm — REGISTER FOR THIS DATE
Wed, Jun 2, 6-9pm — REGISTER FOR THIS DATE
Questions? Contact the SBDC office: Phone: (908) 526-1200 x8516 Email: sbdc@raritanval.edu
Maximize Your Trade Show Investment – Webinar
SB730 – 3 hours
Don’t underestimate the value of trade show and event marketing – the most powerful tools in your marketing mix for uncovering and landing new business opportunities. Find out what you don’t know about trade shows and how to choose your exhibit space, budget time and resources, promote your participation (before, during and after), increase booth traffic, capture the interest of those passing by (in less than 7 seconds), qualify visitors, and get the best follow-up results.
Instructor: Vicki Lynne Morgan, Russmor Mentoring Group
Course fee: FREE
Registration is required.
Thu Jun 3, 6-9pm REGISTER FOR THIS DATE
Questions? Contact the SBDC office: Phone: (908) 526-1200 x8516 Email: sbdc@raritanval.edu
Selling in the “New Normal” – Webinar
4 hours (2 2-hour sessions)
This course will focus on the concerns which many small businesses identify as challenges to achieving their goals in an environment when selling virtually has become a mandatory part of their daily activities. Many companies are looking for assistance in the sales enablement, sales execution and sales operation components of their business. The success of small businesses will be their ability to hone skills, train their team and make the sales experience memorable for their customers.
Upon the completion of the course small business owners will gain an understanding of during virtual interactions with sellers, what factors have the greatest influence on the purchase decisions. Areas of focus will address the concerns that buyers have of sellers to include but not limited to the following:
- Buyers lack of confidence in sellers skill at leading a thorough needs discovery virtually
- Buyer’s concern with the seller’s inability at showing them what’s possible or how to solve a problem
- Buyers belief that sellers are not competent listeners
- Buyers inability to effectively make the ROI case when selling virtually
Instructor: Ron Jones, Adjunct Professor, Marketing and Professional Sales, Cotsakos College of Sales, William Paterson University
Course fee: FREE
Registration is required.
Tue June 22 & 27 1pm – 3pm REGISTER FOR THIS DATE
Questions? Contact the SBDC office: Phone: (908) 526-1200 x8516 Email: sbdc@raritanval.edu
Selling in the “New Normal” – Webinar
4 hours (2 2-hour sessions)
This course will focus on the concerns which many small businesses identify as challenges to achieving their goals in an environment when selling virtually has become a mandatory part of their daily activities. Many companies are looking for assistance in the sales enablement, sales execution and sales operation components of their business. The success of small businesses will be their ability to hone skills, train their team and make the sales experience memorable for their customers.
Upon the completion of the course small business owners will gain an understanding of during virtual interactions with sellers, what factors have the greatest influence on the purchase decisions. Areas of focus will address the concerns that buyers have of sellers to include but not limited to the following:
- Buyers lack of confidence in sellers skill at leading a thorough needs discovery virtually
- Buyer’s concern with the seller’s inability at showing them what’s possible or how to solve a problem
- Buyers belief that sellers are not competent listeners
- Buyers inability to effectively make the ROI case when selling virtually
Instructor: Ron Jones, Adjunct Professor, Marketing and Professional Sales, Cotsakos College of Sales, William Paterson University
Course fee: FREE
Registration is required.
Tue June 22 & 27 1pm – 3pm REGISTER FOR THIS DATE
Questions? Contact the SBDC office: Phone: (908) 526-1200 x8516 Email: sbdc@raritanval.edu
Sales Skills of the Best of the Best – Webinar
4 hours (2 2-hour sessions)
COVID–19 has intensified the need in ensuring that each sales engagement results in an outcome that positively advances the sales process. The question arises as to how do a few sales associates consistently achieve and exceed their sales objectives and others just don’t seem to be able to make things happen?
The Pareto Principle indicates that 80% of a company’s sales quota is being fulfilled by 20% of the company’s sales associates. The answer is clear that the Best of the Best have mastered specific skills and use them daily without exception. The positive is that even mediocre salespeople can become top performers through acquiring proven techniques to help them sell.
This workshop will focus on the sales skills that the Best of the Best utilize on a consistent basis to result in sustainable sales success. Prior to the completion of this workshop, participants will be provided with the understanding of the importance of the proposition of Value Selling versus Product Selling. Value Selling is the fundamental methodology utilized by the Best of the Best and should become a primary element of each sales associate on your sales team. The areas of focus will include but not be limited to the following:
• Critical “Soft Skills”
• Value Selling
Instructor: Ron Jones, Adjunct Professor, Marketing and Professional Sales, Cotsakos College of Sales, William Paterson University.
Course fee: FREE
Registration is required.
Tue July 6 & 13 1pm – 3pm REGISTER FOR THIS DATE
Questions? Contact the SBDC office: Phone: (908) 526-1200 x8516 Email: sbdc@raritanval.edu
Sales Skills of the Best of the Best – Webinar
4 hours (2 2-hour sessions)
COVID–19 has intensified the need in ensuring that each sales engagement results in an outcome that positively advances the sales process. The question arises as to how do a few sales associates consistently achieve and exceed their sales objectives and others just don’t seem to be able to make things happen?
The Pareto Principle indicates that 80% of a company’s sales quota is being fulfilled by 20% of the company’s sales associates. The answer is clear that the Best of the Best have mastered specific skills and use them daily without exception. The positive is that even mediocre salespeople can become top performers through acquiring proven techniques to help them sell.
This workshop will focus on the sales skills that the Best of the Best utilize on a consistent basis to result in sustainable sales success. Prior to the completion of this workshop, participants will be provided with the understanding of the importance of the proposition of Value Selling versus Product Selling. Value Selling is the fundamental methodology utilized by the Best of the Best and should become a primary element of each sales associate on your sales team. The areas of focus will include but not be limited to the following:
• Critical “Soft Skills”
• Value Selling
Instructor: Ron Jones, Adjunct Professor, Marketing and Professional Sales, Cotsakos College of Sales, William Paterson University.
Course fee: FREE
Registration is required.
Tue July 6 & 13 1pm – 3pm REGISTER FOR THIS DATE
Questions? Contact the SBDC office: Phone: (908) 526-1200 x8516 Email: sbdc@raritanval.edu
Removing the Road Blocks – Webinar
4 hours (2 2-hour sessions)
Most managers and executives have a strong preference to have their sales associates participate in face to face negotiations. COVID-19 has created a paradigm shift. Research shows that those who negotiate online are less likely to gain a YES outcome. It’s partially because most negotiations contain two motivations, a cooperative element and a more obvious competitive element. Those mixed emotions often times produce tension. Virtual negotiations escalate the tension at a higher level due to an inability to “read” the person.
The good news is that there are practical steps that can be executed to improve the possibility of getting a YES response for the members of your team. During the workshop tactics which support achieving Winning Negotiations and Getting to Yes more consistently will be shared with the participants. The course content will include but not be limited to the following:
• Challenges to consider when conducting virtual negotiations
• Practical methods for success in a virtual negotiation
• Tactics to Remove Road Blocks associated with online negotiations and turn them into advantages
Instructor: Ron Jones, Adjunct Professor, Marketing and Professional Sales, Cotsakos College of Sales, William Paterson University
Course fee: FREE
Registration is required.
Tue July 20 & 27 1pm-3pm REGISTER FOR THIS DATE
Questions? Contact the SBDC office: Phone: (908) 526-1200 x8516 Email: sbdc@raritanval.edu
Removing the Road Blocks – Webinar
4 hours (2 2-hour sessions)
Most managers and executives have a strong preference to have their sales associates participate in face to face negotiations. COVID-19 has created a paradigm shift. Research shows that those who negotiate online are less likely to gain a YES outcome. It’s partially because most negotiations contain two motivations, a cooperative element and a more obvious competitive element. Those mixed emotions often times produce tension. Virtual negotiations escalate the tension at a higher level due to an inability to “read” the person.
The good news is that there are practical steps that can be executed to improve the possibility of getting a YES response for the members of your team. During the workshop tactics which support achieving Winning Negotiations and Getting to Yes more consistently will be shared with the participants. The course content will include but not be limited to the following:
• Challenges to consider when conducting virtual negotiations
• Practical methods for success in a virtual negotiation
• Tactics to Remove Road Blocks associated with online negotiations and turn them into advantages
Instructor: Ron Jones, Adjunct Professor, Marketing and Professional Sales, Cotsakos College of Sales, William Paterson University
Course fee: FREE
Registration is required.
Tue July 20 & 27 1pm-3pm REGISTER FOR THIS DATE
Questions? Contact the SBDC office: Phone: (908) 526-1200 x8516 Email: sbdc@raritanval.edu