On Thursday 18th September more than 40 intrepid small business entrepreneurs  – including one  17 year-old – from around the UK assembled in Manchester for the Northern semi-final of The Pitch 2014, the small business competition that this year has AVG as its lead sponsor.   As with the first semi-final in London the event took the form of a Boot Camp during which the competition’s main sponsors provided a series of mentoring workshops designed to help the contestants hone their pitches as they bid to land a coveted place in the Live Final taking place in Bristol on 23^rd October.

The AVG workshop – appropriately held in a room called ‘dare’ – centred on overcoming sales objections.  Adapted from the classic objection-rebuttal cycle training that AVG provides to IT partners our workshop was based on the premise that entrepreneurs are great at dreaming up ideas for new products and services but are less confident when it comes to dealing with negative responses to their sales proposition.

Led by Mike Byrne, the workshop taught one or two simple techniques for overcoming common sales objections. People were then split into pairs for a role-playing exercise where they had the chance to practice what they’d learnt.  This format seemed to work very well, never failing to break the ice and fully engage the participants.  This was reflected in the numerous pieces of positive feedback that we received – a good example being this tweet from RecruitPacks.

Then it was time for the main event.  Everyone was given just 90 seconds to step up in front of a room full of judges and rivals, pitch their business idea and make the case why they should be selected to go through to the live final. There was a hugely diverse range of start-ups to choose from.

As lead sponsor and one of the judges AVG has the very difficult task choosing between such a high calibre of entries. Of course, AVG is always interested in eye-catching new ideas – especially in tech -Very occasionally, we take more than a passing interest as the recent acquisition of mobile monetization start-up Location Labs demonstrates.  If you would like to read more on this why not check out Mike Foreman’s recent interview with BusinessZone, published this week, where he talks more about what companies like AVG look for when weighing up prospective acquisitions and what entrepreneurs can expect.

The Boot Camp had a whole spectrum of businesses: everything from e-book stores and games for teaching numeracy; radon detectives and crime scene cleaners ; Twitter-driven advertising concepts and nano technology; and many more besides.  However in one thing Manchester was united. They all shared the same courage and determination. A willingness to push themselves well beyond their personal comfort zones in pursuit of making their business dreams come true.

For some the experience was plainly quite traumatic.  But in conquering their nerves they won the sympathy and support of the whole room.  A place in the live final awaits 30 of the top semi-finalists and a chance to present their pitch to a live audience, a panel of judges that will include Judy Bitterli, as well as investors and supporters.

One final word on Manchester to end on.  There cannot be many other business contests where people who are technically in fierce competition do so much bonding with their peers and provide so much emotional support for each other.  As Dan Martin editor of BusinessZone put it, “There was a lot of love in the room!”