James Morris-Manuel Date:
June 4th 2025
9:00 - 16:30pm UK (GMT+1)
Location:
The Double Tree Hilton
Tower Hill, London UK
1.0. Course overview
Learn the most effective techniques to maximise sales and client satisfaction
This one day interactive course will provide you with the practical skills and knowledge to navigate selling technology solutions to the often complex and slow moving property sector. From initial outreach right through to securing the order and beyond, you will be guided through the most effective way to maximise sales and client satisfaction.
What you'll learn:
Module 1:
Challenges in Sales Engagement
Module 2:
The most effective sales methodologies
Module 3:
After-sales and Customer Success
2.0. Course Agenda
What's happening and when
June 4th 2025
9:00 - 10:20
Introduction:
9:00 - 9:30
Registration Opens
9:30 - 9:45
Welcome: Level Setting
9:45 - 10:05
Delegate introductions
10:05 - 10:20
Overview
10:20 - 11:00
Module 1:
10:20 - 11:00
Challenges in Sales Engagement - Initial steps (top of the funnel)
- Virtual vs. In-Person Meetings: difficulty in building personal relationships through virtual meetings as compared to in-person interactions, which allow for casual conversations that can help close deals
- Reaching Target Audiences: struggles in getting noticed in a crowded market, particularly through virtual communication channels like LinkedIn, trade shows
- Leverage existing networks to get meetings
- Working with marketing: it's crucial that marketing and sales work together to achieve maximum results
- Thought Leadership: presenting at industry events, webinars etc.
- Media and PR
- Client testimonials and case studies
11:00 - 11:15
Module 1 Q&A
11:15 - 11:25
Break with refreshments, provided by ReThink
11:25 - 12:15
Module 2:
11:25 - 12:25
The Most Effective Sales Methodologies
- Metrics: measurable results that a solution can deliver
- Economic buyer: the person who has the final say and holds the budget
- Decision criteria: considerations that will influence the decision
- Decision process: how the purchase decision is made
- Paper process: legal and administrative hurdles that need to be overcome
- Identify pain the customer's pain points
- Champion: an influencer within the organization who will promote the solution internally
- Competition: who the seller is competing with, and how they can win
12:10 - 12:25
Module 2 Q&A
12:25 - 13:30
Lunch, Provided by ReThink
13:30 - 14:25
Module 3:
13:30 - 14:10
After-sales and customer success
- Land and expand: selling across an organisation
- Education: train the client on how to use the product for high engagement and involvement form all stakeholders
- Ambassadors: how to leverage 'champions' of the product after sales
13:30 - 14:25
Module 3 Q&A
14:25 - 14:40
Break with refreshments, provided by ReThink
14:40 - 15:40
Exercise for delegates:
14:40 - 15:40
Attendees will be split into working groups linked with one of the modules and be posed a related question to answer. They will then present their findings to the group.
15:40 - 16:25
Interview with Senior Real Estate Technology Buyers
15:40 - 16:25
This is an opportunity for delegates to ask questions to senior property technology buyers, Craig O'Donnell and Ian Mair.
16:25 - 17:00
Coffee/Networking
17:00
Close of day
3.0. Meet the Trainer
Led by Serial Proptech Entrepreneur, James Morris-Manual
With more than 13 years sales leadership experience in both property and technology, James has most recently spearheaded over 2,000% growth in EMEA at Matterport as their MD of the region.
4.0. Special guest
Interview with special guest
Craig O'Donnell, founding partner, Bothy Consulting
Craig is the founding partner of Bothy Consulting and is the former Chief Information Officer and Innovation Leader for Landsec and Grosvenor. Craig has been instrumental in driving commercial, social, and environmental value across global property markets. Craig has been the recipient of more than 200 product pitches from Proptech companies and will provide an unique insight into the mind of the real estate technology buyer.
Venue
The Double Tree Hilton is located in Tower Hill, London UK.
Transport
The nearest National Rail station to the venue is Fenchurch St and the nearest Underground Station is Tower Hill.
Accommodation
There are hotel rooms available at the venue. Please contact them directly if you would like to book a room.
- The Double Tree Hilton
- Tower Hill, London UK
- Address: 7 Pepys St, London EC3N 4AF
- Tel: 020 7709 1000
- Email: lontl.guestservices@hilton.com
Step 1
Book your place
Step 2
Check your email
Step 3
Save the date
Get 25% off if you book your place before May 29th 2025.
* We offer an additional 15% discount for bookings of 3 people or more and a 25% discount for bookings of 5 people or more
Want more information?
Please feel free to contact us for more information on this course.
