Selling Smarter : Growing Commercial Patnerships.

This course will cover the following content: 

• The Account Manager & their Role –
  • The Modern Account Manager – Transactional V’s Trusted Advisor
• Account List Management (ALM) – Prospecting for Growth 
  • Why prospecting often fails
  • The radio revenue model 
  • The 5-5-5 prospecting framework – prospect qualification- research before you call – making the first contact – consultative discovery skills – creating daily prospecting habits
• The Process of Sales The 4 D’s Framework –
  • Discover,
  • Diagnose,
  • Develop,
  • Deliver
• Strategic Action Roadmap 
  • 90 Day Value/Forward Plan 
  • Build a framework with Revenue & KPI Targets 
  • Prospecting & Pipeline 
  • Client Growth & Retention -Sales Activity & Performance 
  • Personal Development 
  • Key Projects & Priorities             

Deirdre Ferry, Next Step Consulting 

Next Step Consulting is a revenue growth and sales performance consultancy that helps SMEs, sales professionals, and media sales teams scale sustainably and predictably. 
Next Step, based in Leitrim and driven by senior consultant Deirdre Ferry who has over 20 years’ experience in sales and business development. Deirdre has worked in management and senior roles within Hospitality, Retail, FMCG and Media over the last 20 years and has managed award-winningsales teams. More recently she has worked with start-ups to develop and guide them on their journey to create their new brand and sales funnels for their new business’s.

Next Step consulting partner with businesses to design and execute high-impact growth strategies: Aligning business planning and sales process optimisation with deep media sales expertise.  What sets Next Step apart is our ability to bridge strategy and execution, step by step. We work hands-on with clients to embed practical, real-world sales systems that teams use. Our practical onthe-ground experience over decades in media sales gives us a unique understanding of fast-paced, target-driven environments, enabling us to drive performance improvements that are measurable, repeatable, and scalable to business success.

Next Step can devise and deliver sales training programmes for front line sales staff, provide oversight and direction, and implement tailored Management Coaching and Training right the way up to CEO level.  Our approach is practical, results-focused, delivering tangible gains in revenue performance, sales 
effectiveness, and long-term business resilience.  Over the next three years, Next Step Consulting aims to become a nationally recognized growth consultancy, supported by scalable traditional and digital training solutions, recurring revenue models, and a strong portfolio of proven client success.