Hub Occitania organizes a training cycle in business development and customer relations

The Occitania Hub is an innovation and go international accelerator for innovative SMEs developing activity with a strong digital technology component and interested in accessing new emerging international markets. The hub is managed by Aerospace Valley ( and AD’OCC (

The Occitania Hub develops a range of services to promote innovation and business development in the sectors of digital, agriculture, environment and maritime.

Within the framework of NovExport project, Occitania Hub is offering a training cycle in business development and customer relations for Start Ups and Scale Ups in the aerospatial sector.

The training is focused in two different groups:

Start Up Group: If you are in the targeting/prospecting phase, your company offers products and services that are not yet fully finalized, save the following dates: November 22th, December 15th, January 12th.

Scale Up Group: If you are in the Prospecting / Loyalty phase, your company offers existing products and services, already marketed and in evolution, save the following dates: November 23th, December 16th, January 13th.

The training cycle will be hold in three different days and the topics will be the following:

Day 1: “Decide and value”

Morning: “Everything starts with marketing”: A new world (VUCA world). The 9 cultural transformations. Strategies for differentiation. Understand its environment (6 Porter forces model, PESTEL, SWOT & TOWS). Build its offer

Afternoon: “Value creation”: KANO matix. The 4 ways to create value. Case study: Space X. Business model Canvas

Day 2: “The sale of the value”

Morning: “The sales method – Part 1: The commercial process. Targeting: from suspect to prospect. Preparing for the interview. The success of the contact. Discovering your client (star or funnel)

Afternoon: “The sales method – Part 2”: The different discovery plans: the SPIN method. Role plays to practice making contact and questioning. Active listening and reformulation. The argument (SIMAC)

Day 3: “Customer management”

Morning: “His motivations & blockages”: Presentation of SIMAC and/or questionnaires. Customer motivation: SPICES. Stakeholders and decision making. Managing objection and contradiction. Pitch & storytelling

Afternoon: “Loyalty”: Decide on a pricing policy. Offer additional services. Key principles of negotiation. The keys to loyalty. The game of security and seduction.


Bâtiment B612
3 Rue Tarfaya
CS 64403
31405 TOULOUSE cedex 4

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