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Short programme

Programme Overview

The Masterclass in Virtual Selling will help you and your team make the transition and accelerate the process for companies who have already begun leveraging online tools. It will focus on Pitching, Negotiating and Communicating in an online-first world.

You will have the opportunity to learn and practice virtual selling skills, hear from peers and come away with practical tools to implement in your own sales and marketing efforts. This masterclass is offered as an intense, interactive, 3-hour online session, so be prepared to engage to make the most of your time.

Enterprise Ireland has continuously supported clients with a six-part framework covering all aspects of the sales and marketing process and this masterclass with
signpost follow on options in other areas. 

The workshop is open to CEO (or equivalent) and a senior colleague who is responsible for the Sales Process.

Workshop Outcomes

After completing this virtual masterclass, you and your team will:

  • Understand Virtual Selling, including the benefits and challenges it presents for you and your customers.
  • Recognise effective virtual selling techniques to increase your pipeline and chances of sales success.
  • Start using best practice communication techniques and apply professional advice for running engaging online sales meetings while Interfacing with prospects online.
  • Be ready to craft your virtual sales pitch and ahead of starting negotiations in a virtual world.



As the Masterclass is delivered online, this is your opportunity to practice these skills before deploying them with real customers. Participants will also receive an implementation guide to suggest tools and next steps.

Optional 1 to 1 and further Enterprise Ireland support

The Masterclass in Virtual selling is part of Enterprise Ireland wider supports for Sales and Marketing. Depending on your need, you may have the opportunity for a 1 to 1 engagement to embed the masterclass learnings in your company. In addition, other Enterprise Ireland supports such as Excel @ Market Intelligence, in-depth eMarketing engagement, the Strategic Marketing Review (SMR), the Business Growth Advisor (BGA) or our longer term International Selling Programme (delivered in conjunction with TUDublin) may be suitable follow on steps to the Masterclass.

Training Provider

IMS are a strategic marketing partner for companies looking to research, enter or grow the markets for their products and services internationally.
The IMS team includes a senior team of advisors who are experienced in supporting all stages of the sales and marketing process and have assisted clients in over 15 countries in the past 3 years. Recently, IMS won (with partners ESMT Berlin and Enterprise Ireland) the EFMD award for ecosystem development.


Cost: By participating in the pilot, Enterprise Ireland clients can avail of the online masterclass at no charge. Later workshops will have standard pricing (€300 per client).


Who Should Apply

The masterclass is aimed at Enterprise Ireland clients looking to start or improve their one to one sales process, with two people from each company joining. Typical attendees are the company CEO (or equivalent) and a senior colleague who is responsible for the Sales Process. Since the masterclass aims to embed ‘bestpractice’ habits in your team, we may consider requests for additional colleagues to join. Please be aware that each masterclass is a small group and you will be carefully matched into virtual break-out sessions.

Duration : 9.15 am to 12.30
Dates 16th July, and repeated 23rd July (with further dates to be announced)


Programme Manager




Paul Browne

E: Paul
T: 01 727 2329

  • half day online
  • pilot free and later €300
  • Senior Executives

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