Over a series of online sessions, this programme will equip you to hold effective commercial conversations with buyers, pitch your business and contract new international business at future sales opportunities.
Take your international sales to the next level
The tourism market is much changed since the pandemic, however based on industry data, it is estimated that ITOA members alone attracted over 778,000 international visitors to Ireland in 2019, generating direct and indirect revenue of over €700m.
By taking part in this programme, you will be setting yourself
up for success, ensuring your offer is tailored to current demands and giving yourself the best opportunity to capture and maximise this international visitor revenue.
Fáilte Ireland's International B2B Sales Ready Programme is a series of steps delivered by subject matter experts with extensive tourism selling
experience. Our multi-modular programme will give you the foundation required to perfect your offer, pricing and sales pitch.
As well as some required selfdirected learning, you will be supported through additional 1:1 meetings with one of our sales experts, to fine tune and practice your sales pitch.
5 x half days over 6 weeks plus 2-3 days to complete the actionable outcomes assigned in each step
3 x live workshops supported by two x 1:1 meetings with sales experts
All sessions are live online to allow for presentations from our experts and participant discussion, with some self directed additional learning available online
Get the latest insights on the international market, understanding core market profiles to find the best match for your product
Successfully develop and craft compelling B2B offers that will help you tactically pitch to international markets
Clearly outline your experience for distribution to buyers
Develop and prepare a clear B2B pricing model, including how to
create and present opportunities to further upsell your experience
Prepare for optimum sales presentations with high quality imagery, video, and polished delivery
Effectively handle challenging commercial conversations around T&Cs and pricing negotiations
Complete a sales pitch roleplay with your expert and receive feedback
Activity, attraction and festival experiences gain access to Fáilte Ireland's portal for buyers upon completion of this programme
Approach sales meeting follow ups confidently, in a way that clearly asks for the business and supports sales conversion while maintaining and nurturing the relationship with the buyer
If you are a business owner, manager and or salesperson on behalf of the business that is achieving conversions from the domestic market, wishes to grow business from overseas visitors and is offering a B2B experience, this programme is for you and should be viewed as essential training.
The programme is also recommended to those businesses who have seen their markets
change during the pandemic and wish to refresh offers or create new offers for new or altered markets.
You will have to commit the time and resources to the learning modules, mentoring and implementation of actions.
As well as the 5 x half days, you will need a further 2-3 days to complete all actionable outcomes from each module.
For the convenience of all attendees, all modules and meetings will be conducted online to provide maximum accessibility and flexibility for businesses.
Please note: the business representative must complete all modules in the training and mentoring series and must be the same person who will be meeting with buyers at international B2B buyer events.
Setting the scene – understanding international buyers
Positioning your business to win international visitors
Pricing your offers, contracting and negotiating with buyers
1:1 Meeting with a sales expert for feedback on your bespoke offers
1:1 Pitch practice with a sales expert
Deep insights into the characteristics of and the routes to the most suitable international markets for your business
Relevant, well-defined international target markets identified for your business
A comprehensive understanding of the most relevant B2B offers, pitch and media updates for international selling
A refined B2B offer for your business, targeted at your international markets
A polished pitch for your organisation, ready to convert international business opportunities
Creating compelling content – B2B
Preparing marketing collateral for B2B buyers
Create and curate high quality and engaging imagery and video for your international markets
A well-designed suite of marketing collateral to suit all international sales opportunities
Please note: workshops will not be recorded and so must be attended on the dates listed.
"I attended the training session for Pricing, Contracting, and Negotiating for International Sales and found it very informative. The training was very well conducted in an interesting fashion and gave great insights into the mechanics
of contracting. It also provided specific guidelines on rate structures and was very helpful whether one was already used to price negotiations or relatively new to it. I would fully recommend this workshop going forward."
‘’After attending the B2B Leisure and UltraLuxe workshop in Nov 2021, I felt the standard of industry suppliers was extremely high and it was evident that they were well prepared and had researched our company. They presented their experiences professionally and followed up on meetings promptly.
The programme is a must for any suppliers entering the B2B space for the first time or looking to work with the overseas markets, time, like all sectors of the industry is very limited, so when a supplier arrives at a meeting well prepared, it is much easier for us to do business.”
“The B2B sales training was very beneficial ahead of the trade show. The first session was great for learning all the terms such as tour series and enabled me to know with what clients each tour operator and buyer worked with. The 1:1 session was particularly helpful in knowing how to communicate with the
buyers. I’d never experienced Meitheal and dealing with tour operators personally, so the training enabled me to understand how it all works, and has given me the confidence to talk, not only for trade shows, but also to tour operators scouting the Custom House as a potential site to send clients.”
SHAUNA