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Opportunity Identification Skills for Field Technical and Consulting Resources

Carpe Diem Consulting

Opportunity Identification Skills for Field Technical a...

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Registration: 8.30am


Opportunity Identification Skills for Field Technical and Consulting Resources 

  1. What is “sales” really? – presentation of a definition of selling as identifying and solving customer problems, a definition close to the position description of most field technical and consulting resources (ie “sales is not evil”)
  2. Business basics – practical exercises in understanding key business issues within sample customers
  3. Framework to identify and pass on opportunities ­– practical framework for field resources to follow including:
    1. planning prior to going on-site – what customer problems might I find?
    2. listening and questioning to identify customer problems
    3. qualifying opportunities – what information is the sales team really interested in?
    4. passing opportunities to sales – how can I effectively present the information I’ve gathered to the sales team for follow up?
  4. Theory and practical work within each element of the framework – case studies, group exercise, mock presentations to sales, role plays, skills development etc
Have questions about Opportunity Identification Skills for Field Technical and Consulting Resources? Contact Carpe Diem Consulting




Carpe Diem Consulting


Carpe Diem Consulting is Australasia's preeminent B2B sales enablement organisation – working with customers such as Microsoft, Optus, IBM, CA, Crown Castle, Express Data, SAP, Eclipse, Professional Advantage, Hands-on Systems, gen-i, TechnologyOne and intergen - to increase the sales performance of both direct and channel sales teams.

To achieve this, we work with clients in the domains of strategic planning, strategic marketing and sales effectiveness.

We recognise the new buyer's journey, and believe social media is changing the game completely for B2B sales & marketing professionals.

Our hallmarks are:

  • Successful and industry experienced consultants – who follow process but that don't need a script
  • IP that draws on best practice – but that is customised to each customer's needs
  • A recurrent sales team engagement package – to improve performance/build capability over time and smooth customer cashflow
  • Marketing strategy and demand generation advice - to ensure alignment between marketing and sales
  • Tools and approaches to ensure powerful, challenging and relevant sales conversations with customers
  •  Integration of social media best practices – to listen for opportunities, build trust with content and engage via community
  • Inclusion of market input into most assignments – to ensure we're not all fooling ourselves
  • She who sells the work does the work – because that's what customers want
  • Thought leadership – because most current sales practices need it
  • We live and prove the value of expert externality.


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