Mastering B2B Sales—and So Much More: Inside the Innovation Exchange Upskilling Platform
At The Innovation Exchange, we understand that upskilling is essential—especially for scaling businesses. That’s why we’ve created a powerful suite of supports designed to help ambitious technology companies scale faster and smarter. The Innovation Exchange connects scaling solution providers with large corporates seeking digital transformation. But it’s much more than just a deal-making platform. For our members, it’s also a launchpad for growth—with a ready-made sales pipeline, direct access to decision-makers, and a dedicated Impact Selling Upskilling Platform. In today’s competitive marketplace, small and medium-sized enterprises (SMEs) must move beyond ad-hoc selling and embrace structured, customer-focused strategies. One of the standout elements of our upskilling offer is our highly interactive and practical workshops led by Dr. Maria Coakley, designed to equip Innovation Exchange Member SMEs—leaders and sales professionals alike—with the tools, processes, and mindset needed to drive B2B sales success. Dr. Coakley is a respected academic and practitioner, who blends research and hands-on industry engagement. She brings a wealth of experience in both teaching and consulting, with a particular focus on helping small and medium-sized enterprises (SMEs) scale through structured sales processes and strategic market development. Dr. Coakley’s upskilling series has become a key part of our offering, with workshops like: “How Do We Get, Keep and Grow Our Customers?”, “B2B Lead Generation for SMEs”, and “Perfecting Your B2B Customer Pitch.” These workshops offer our members a fresh, action-based learning approach. Whether it’s consultative selling, sales strategy, or pipeline management, each session is crafted to help participants not only understand the concepts but practice them in an energised environment. Across all sessions, Dr. Coakley emphasizes active learning, peer-to-peer collaboration, and real-world application. Participants are not passive listeners—they’re engaged problem-solvers. Each session is designed to create a dynamic, energised space where professionals from various industries share experiences, challenge assumptions, and refine their sales capabilities through role plays, group discussions, and reflective exercises. “I’d love to do it again and bring some of my team!” “I have been looking for this kind of workshop for ages. Honestly, most valuable workshop I’ve ever attended—and I don’t say that lightly.” “It’s been an eye-opener to what I’m doing wrong and right.” The Innovation Exchange Upskilling Platform is just one part of the support we offer members. In addition to Dr. Coakley’s workshops, we strive to bring members live webinars on the most relevant and up-to-date topics, including The AI Security Challenge: Safeguarding Your Business in an AI-Driven World, Fundamentals of Brand Marketing Communications, and Design Thinking for SMEs – Agile Innovation for Small Businesses. Our Members’ Hub offers on-demand access to training recordings, templates, expert interviews, pitch guides, and a Members’ Directory to help companies connect and collaborate. We also provide 1:1 Pitch Preparation & Feedback sessions with experienced industry mentors to help solution providers tailor and refine their offer for corporate buyers. The fully subsidised ESI programme, launched last year, has already seen five members earn their globally recognised, university credit-rated Professional Diploma in Entrepreneurial Sales. Looking to access these supports or take part in Dr. Coakley’s upcoming Upskilling Roadshow? Join Ireland’s Marketplace for Innovation today! I want to become a member.
