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05.06.2007 / "Global Sales Strategies for Ambitious Italian Entrepreneurs"

Martedì 5 e mercoledì 6 giugno 2007
Castello di Susans - Susans di Majano (UD)

Un seminar interattivo di alto livello per sviluppare strategie efficaci di vendita ed espandere il proprio mercato a livello globale.
Dedicato a imprenditori e top manager delle imprese più innovative del Friuli Venezia Giulia, è tenuto da Kenneth P. Morse, direttore del prestigioso Entrepreneurship Center del MIT – Massachusetts Institute of Technology di Boston.
Leader riconosciuto nello sviluppo delle vendite high-tech a livello globale, cofondatore di 6 celebri High-Tech Companies (tra le quali 3COM Corporation e ASPEN Technology) e membro del Board of Advisor delle 4 maggiori imprese al mondo di venture capital, Kenneth Morse è consulente di numerosi programmi a sostegno dello sviluppo imprenditoriale e della crescita dimensionale di imprese high-tech in tutto il mondo.
Questo seminar si configura come la prima di una serie di iniziative che AREA Science Park intende sviluppare in collaborazione con la Regione Friuli Venezia Giulia e Friulia spa per sostenere la crescita competitiva delle imprese locali, avvalendosi delle competenze e della straordinaria professionalità di Ken Morse.

Rassegna stampa dell'incontro: clicca qui

Programma e contenuti
- Scarica il programma del seminar (PDF - Inglese - 131 Kb)
- Materiali a disposizione
- Dicono di lui: alcune testimonianze sui corsi tenuti da K. Morse

Contatti
- Eleonora Vascotto: tel 040. 375 5283 - email
- Maurizio Caradonna: tel 040. 375 5158 - email

QUOTA DI ISCRIZIONE (per i 2 giorni):
600 euro (esente IVA – art. 10 DPR 633/72)

LA QUOTA DI ISCRIZIONE COMPRENDE:
1) Networking Reception, cena e cocktail con i seguenti ospiti:
- Roberto Cosolini
Assessore regionale al Lavoro, Formazione, Università e Ricerca
Regione Autonoma Friuli Venezia Giulia
- Michele Degrassi
Amministratore Delegato - Friulia Spa
- Giancarlo Michellone
Presidente AREA Science Park - Trieste

2) Course Book con casi di studio e presentazioni
- “Critical Success Factors in Entrepreneurship” - John Preston
- Il caso “Spotfire” di HBS e Discussion Papers
- Meridio: un caso di successo
- Materiale per le lezioni, incluso un caso di studio sul rendimento del capitale investito
- Criteri per la valutazione degli Elevator Sales Pitches
- Quello che gli investitori cercano in un Management Team
- Piani aziendali per creare profitti
- Fattori critici di successo nell’imprenditorialità

3) Photo Book dei partecipanti (per contatti futuri)

4) Pranzo, cocktail e cena (martedì 5 giugno), colazione e pranzo (mercoledì 6 giugno)

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CONDIZIONI DI PAGAMENTO
La preiscrizione tramite il form online consente di segnalare il proprio interesse all'iniziativa. Al termine, l'interessato riceverà una e-mail di conferma e una scheda di iscrizione da compilare con i dati amministrativi per l'intestazione della fattura.
L'iscrizione si intende perfezionata al momento del ricevimento da parte della Segreteria Organizzativa della scheda di iscrizione, debitamente compilata e sottoscritta, e dell'attestazione di avvenuto pagamento.
L'invio di tale scheda rappresenterà inoltre la tacita conferma delle seguenti condizioni generali:

Quota di partecipazione
La quota è pari a 600 euro (esente IVA - art. 10 DPR 633/72) e comprende quanto indicato nel programma del seminar

Modalità di pagamento
Il pagamento può essere effettuato mediante bonifico bancario - indicante gli estremi del partecipante e il titolo del seminar - a favore di:

CONSORZIO PER L'AREA DI RICERCA - c/c n. 000003887709
presso UNICREDIT BANCA SPA - Agenzia n°3 Opicina
(ABI 02008 - CAB 02243 - CIN:3)

Cambiamenti di programma
L'Organizzazione si riserva di apportare modifiche al programma senza peraltro alternarne i contenuti.

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ALCUNE TESTIMONIANZE su questo corso

... “In this seminar I learned that successful sales is neither innate nor coincidence. It is rather an outcome of knowledge and discipline that everybody can learn.” - Guido Schenk, VC on target GmbH

... “Achieving consistent sales results, in this economy, or any economy, is the toughest challenge for any high tech company. It is much harder than developing new technologies, new inventions, or new products.” - World famous CEO, major NASDAQ-listed Company

... “Sales results are clear, digital and brutal. They are easy to measure; there are no shades of gray. Either the sale was made - and the customer paid - or not.” - Kenneth P. Morse, MIT Entrepreneurship Center

... “Everywhere in the world, the company with the best sales force usually wins, even if their competitors have better technology.” - Howard Anderson, Founder, Yankee Group

... “Everyone wants to eat meat, but there are very few consistently successful hunters.” - Jim Brown, NFL Hall of Fame

... “Rather than the usual American IT industry jargon and hype, Ken gave us practical insights into how to focus the sales effort to deliver and capture customer value and grow start up companies quickly. From this half day investment I have several actions that I will immediately implement to further boost profitable growth” - Mark Templeton, VCU Technology, Auckland, New Zealand

... “I realized that the direction, tone and success of a Sales meeting can be set before the client even enters the room. Ken identified the dynamics at work and how to influence the Decision Maker in those vital minutes before a meeting starts,... insightful keys to success.” - Stephen Kearney - VP Business Development, Lagan Technologies UK

... “Ken’s vast, real world experience and effective, inspirational teaching style brought to life executive level relationship planning, value added elevator speeches, and other topics that are of tremendous value to any sales professional.” - Mark Denissen, Texas Instruments, USA

... “Ken Morse is a charismatic man. I learned a lot from him – also intuitively. “ - Christian Dittrich, Step Ahead AG

... “There is no lack of literature about sales models. However, this seminar provided me with the opportunity to trial and error on a bunch of models, and focus in on the best.” - Guido Schenk, Alternative Investor (Venture One)

... “The seminar provided some high calibre tools for assisting our portfolio companies to properly structure their value propositions and present them in the right way to potential customers, as well as to investors. Strong and practical sales techniques where presented in an easily understandable way. You could walk right out from the seminar and use the tools immediately.” - Jacob Bratting Pedersen, Investment Director, Olicom A/S, Denmark

... “This seminar was extremely useful for me in the current phase of my company. I was able to go right back to work and implement lessons from the seminar that improved our performance. Now, two years later, after rigorously following what we learned, we have secured several world class reference sites. We became cash flow positive thanks to this course, and our global prospects are better than ever.” - Ola Forsstrom-Olsson, CEO Ludesi AB - Sweden

... “The ability to quantify the customer’s needs, and to hit the key points with very few terms and sentences, is the most important competence for anyone and everyone who is responsible for marketing and the acquisition of customers. From our start-up stage, this important competence enabled us to become more profitable in the long run and to grow continuously. Now we have achieved cash flow breakeven and are growing well, thanks to these good lessons. - Axel Schmiegelow, CEO Denkwerk Neue Medien Holding GmbH; Vice President German Multimedia Association (dmmv)

... ”If you ever want to improve your strategic sales skills, two days with Ken Morse will put you right on top. Ken’s knowledge and experience make you exit with a great set of step-by-step tools, preparation guides and executions practices. Nordic Technology Forum’s Sales and Strategic Relationship seminar was my best sales seminar ever.” - Trond Sorensen, CEO, Net Trans Services, Norway

... “Most CEOs of ambitious, young companies face a particularly difficult time meeting the challenge of achieving sustainable global growth. We are excellent engineers and scientists but not particularly experienced at selling, especially in the key markets such as the US, China, and Japan. Good selling needs to be more part of our culture! Ken’s sales career has been mainly here in Europe. He understands us, he knows his stuff, and German CEOs who have taken his course testify that they increased revenues, gained market share, shortened their sales cycle, and became cash-flow positive. All good things for new ventures." - Markus Hofelich, Project Manager Special Issues, GoingPublic & VentureCapital Magazin, GoingPublic Media AG, Germany”

... “At no time in my sales career have I been investing so much energy in formulating precisely my elevator pitch. The seminar showed the participants quite plainly the absolutely top importance of those ‘unerring 55 seconds.” - Stefan Schäfer, Lufthansa Systems Network GmbH

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