Advanced Pursuit Marketing

Increasing your company’s ability to compete and win

Strategic deals are binary: you win them, or you lose them. There is nothing in between. This course provides a practical overview of Pursuit Marketing and how to implement it successfully, delivered by practitioners who have helped their companies to compete and win.

In this course, your team will learn about the complexity, pitfalls and opportunities of influencing strategic deals, and how they can help shift the odds in your company’s favour. The course is divided into distinct sections that build on each other and combine theory with active, hands-on work. It starts with a look at the anatomy of a deal, before moving on to the creation, evolution and measurement of an integrated pursuit campaign, integrating sales and marketing activities. It also explores the role of AI, including generative AI, in the process to increase the efficiency and impact of the team.

This eight-hour course will be delivered through four interactive 120-minute sessions for cohorts of up to 16. It includes proven concepts, group work and best-practice case studies, and is led by two of Inflexion Group’s experienced consultants and trainers. We will work with you to agree the opportunity you would like your ABM-ers to work on during the course, and to customise the content, reflecting your business context, terminology, key processes and technology infrastructure, so your team can immediately apply what they learn.

Course type:

Custom (via Zoom)

Level:

Advanced

Length:

8 hours (Four two-hour sessions plus mentoring)

Session dates:

Agreed with you to accommodate your delegates.

CURRENCY:

PoA

Enquire

“The entire process of deal-based marketing was explained in a live case study format which was a great way to understand the challenges faced by other organisations and how to solve them.”

Reena Jagtap

Digital Marketing Manager, Henkel, Germany

Learning objectives

By the end of this course, you’ll be able to:

Identify the structure and phases of strategic deals.
Develop account and deal insight for strategic sales opportunities.
Create win themes and pursuit messaging.
Design a pursuit marketing and communications plan.
Leverage AI tools to provide analytical and creative support through the DBM process.

Course contents

Module 1 An introduction to Pursuit Marketing.
Module 2 Information gathering.
Module 3 Building the strategy to win.
Module 4 Making it happen.

Course leaders

Dorothea Gosling Executive Consultant
Jacqueline Gummer Senior Consultant
Laura Holmes Senior Consultant
Louise Power Consultant

Course materials

This course comprises four two-hour interactive webinars, plus mentoring support as your team builds their pursuit campaign plan. The course text Account-Based Marketing: The definitive handbook for B2B marketers will be provided for all delegates. All materials used are provided in PDF format, and supplementary materials such as case studies will be also sent as PDF documents. Pursuit campaign plan templates will be provided as PowerPoint documents.

Certificates earned

On completing this course, your delegates will receive a Credly digital badge certifying their achievement, which they can add to their CV and share publicly. They will also receive a certificate signed by a sponsor within your organisation and Bev Burgess, Chief Executive of Inflexion Group.

Any Questions?

Drop us a line

Get in touch

Enrol in: Advanced Pursuit Marketing

Book and pay via Stripe

The fastest way to book a place is via Stripe using the button below.

Alternatively, book and pay by invoice

To book and pay via an invoice, please use the booking form below. We will confirm your places as soon as possible via email.

ABM Academy^TM Booking Terms & Conditions

All ABM Academy^TM courses are run by Inflexion Group, sometimes in conjunction with partners. The course contents and fees are described for each course on the ABM Academy^TM section of the Inflexion Group website.

A place on the course will only be confirmed once payment has been received, either by paying through Stripe or, if a master services agreement is already in place between your organisation and Inflexion Group Ltd, against our invoice where the standard payment terms from the master services agreement will apply.

Once your place on the course has been confirmed, you will be sent joining instructions including, where appropriate, unique codes that enable you to access on-demand training.

We will be sharing material on the course that is copyright to Inflexion Group and will be clearly marked as such. Some material will be distributed in PDF format after the course and will be also marked with an appropriate copyright.

As a delegate on the course, you are entitled to use the material for your own personal use, but it must not be copied, distributed or stored in a corporate repository without prior written permission.

If you are unable to attend the course, you may substitute a delegate from the same company, but if no-one is able to take the place, no refund will be given.

Inflexion Group reserves the right to cancel a course for any reason, in which case a full refund or credit for a future course will be given for any delegate booked on the course.

Inflexion Group reserves the right to cancel a course place for any delegate, without giving reason, in which case a full refund for the booked course will be given.

If you have any queries related to these terms and conditions, please contact me: colin@inflexiongroup.com.

Colin Nunn
Finance and Operations Director
Inflexion Group Ltd