1. Details of the previous eight in the series..
20th August 2014
9th July 2014
29th April 2014
8th January 2014
21st August 2013
10th July 2013
30th April 2013
9th January 2013
6. How to Deliver Compelling and Successful Sales Pitches Andrew Keogh, MD, Aristo Andrew Keogh helps organisations develop successful pitches and presentations to help them win sales and investment. He specialises in pitch presentations and refining marketing communications. His expertise is in making communications simple but effective. He works with a wide range of corporate clients as well as many high performing start up organisations. For Sales Professionals the ability to deliver effective sales pitches is fundamental to success. In this session, Andrew will show you how to create pitches that will be informative and memorable for your audience, thereby creating more new business opportunities for you. He will focus on showing attendees how to: • Quickly build rapport with the audience. • Open and close pitches and presentations in exciting ways to engage the audience. • Create impactful presentations that remain in the prospect’s mind.
7. • Conduct effective Q&A sessions. • Become less dependent on slide driven presentations. Prioritizing Sales Activities Dervilla O’Brien, Partner, Mind Fit Ireland With over twenty years at senior management level across a range of companies including Coca-Cola Bottlers, Irish Biscuits, Tayto and Golden Pages, Dervilla’s reservoir of knowledge and experience at driving strategy and performance, delivers real, tangible benefits to managers and business owners faced with the challenges of leadership at a time of increased competition and tighter margins. She is a key negotiator with staff, customers, prospective buyers and owners. A Partner of Mind Fit Ireland, Dervilla provides business coaching and independent consultancy services to companies of all sizes, from micro businesses to major multinationals and delivers project outcomes that clients really want plus practical solutions they can implement. In her presentation Dervilla will examine aspects of effective performance that will help drive your Sales: - 'Prioritising all the things I have to do'. - 'Understanding the activities that actually drive my Sales Figures so I can focus on them effectively'. Understanding Buyer Behaviour and How To Influence Your Key Stakeholders Peter O'Connor, Managing Director & Facilitator, Performance Partners Peter O'Connor has over 25 years business experience with a track record spanning 3 decades working in ICT, Education and with experience in Financial services. He has many years training and facilitation experience, having worked with the Ken Blanchard Leadership partner in Ireland for 5 years. Peter's training style is facilitative, and encourages self- discovery. In this session Peter will focuses on valid methods used to understand the people you need to influence during a sale, from prospecting to closing. Some of the key learning outcomes at the session will include: - Understand the 4 things you must not do, in different buying situations, or your credibility may suffer. - Reflect on the 4 key behaviours you need to practice, so you build relationships beyond the comfortable ones. Microsoft Office Tips & Tricks for Sales Professionals
8. Tony Ryan, IT Consultant, Worth Technology Tony Ryan is a Certified Training Professional (CTP) with over 20 years’ experience in IT. Since 2000 he has worked as an IT Consultant providing consultancy, training and development services to his many clients. Prior to this he was with the Smurfit Group where he worked an IT Manager with Smurfit Web Press. Tony is a CTP Tutor with the Irish Computer Society since 2005. A Microsoft Certified Systems Engineer he holds a BSc Open Science degree with the Open University. Tony is currently studying for a BSc Honours degree which he will complete in 2013. In this session, Tony will focus on Tips & Tricks for Sales Professionals in each of the Microsoft Office applications, MS Word, MS Excel and MS PowerPoint. He will demonstrate techniques relevant to Sales Professionals to help you create a winning proposal. Maximising Sales Potential in the Summer Months Dermot McConkey, MD, Dermot McConkey Development & Training Dermot McConkey delivers motivational keynotes to conference audiences, seminars and master classes to corporations and business meetings. He has worked in the financial services field, mainly Life and General insurance, for over 35 years having held many positions in Sales Management, Marketing and Training. He is one of the foremost authorities on assisting people in achieving positive, measurable change in their attitude, their behaviour and in their results. A speaker at international conferences in the USA and Europe, he launched an interactive sales development software training programme in 2005 called 'Go sell whatever you want to sell in the Irish marketplace'. He has also published a book, The Selling Conversation, co-authored with Yanky Fachler and is a contributor of articles to various national newspapers, magazines and websites on sales and marketing matters. Dermot is an enthusiastic, motivational trainer and his fast paced delivery of the psychology of success is key to every talk and programme he delivers. In his presentation Dermot will show how sales professionals can maximize sales potential in the Summer months and build a healthy sales pipeline to ensure success in the second half of the year. He will provide insight into the characteristics of the great Summer Sellers and the characteristics of Top Sales Performers.
9. How to Unlock the Deals that are Stuck in Your Pipeline John O'Gorman, Director, The ASG Group John O’Gorman is a Business to Business sales coach who works with sales teams and sales managers across Europe to pinpoint sales performance opportunities and barriers to growth. He has worked in the UK, Germany, US, Canada, Ireland and South Africa selling and marketing high value B2B solutions. Recognized as an expert on selling and modern buying by the likes of The Future Selling Institute, John trained in marketing and international selling methodologies and holds a Bachelor of Commerce and Higher Diploma in Marketing. In 2003 he completed an International MBA. In this session John will examine the types of information sellers are being denied and how this information can be accessed to help unlock deals in your pipeline. From research findings, critical information is missing in as many as 5 out of 10 of deals in your pipeline. That alarming finding is based on current assessments from sellers of approximately 11,000 opportunities. Sellers are being asked to prepare accurate forecasts and close deals while at the same time key information is being withheld from them. How to Negotiate a Better Deal Every Time Martin Whyte, Managing Director, MBW Training and Director, DOOR Ireland Training & Consultancy Martin Whyte is Managing Director of MBW Training and before setting up MBW in 1996, he worked for 20 years in Industry holding a number of Management/ Senior Management positions. A certified trainer for programs including Crucial Conversations, Precision Questioning and Situation Negotiation Skills, Martin works on the systematic development of individuals, teams and organisations. He has provided management development and consultancy services to a wide range of private and public sector clients worldwide and has worked with many of the top US multinationals. His programmes have become the foundation programmes for such companies as Bose, Microsoft, HP, Xerox, Polaroid, Wyeth & Kodak, IBM, Ingersoll Rand and The Royal College of Surgeons. In today's challenging business environment, profitability depends on getting the most from negotiations with customers, suppliers, alliance partners and others with whom you do business. When important sales are on the line, effective negotiating can make the difference between hitting or missing revenue and profit goals. In his presentation Martin will provide effective insights for managing tough, knowledgeable and demanding customers. He will show how Precision Questioning and Precision Answering tools can be utilised to improve the efficiency of a business conversation and raise the level of critical thinking to provide a discussion format that sharpens questions, tightens answers and paves the way for negotiating to get winning results. Building Resilience and a Positive Mental Attitude
10. Neil O'Brien, Time to Fly Neil O’Brien runs a company called ‘Time to Fly Ltd.,’ which helps different types of people and organisations achieve success by helping them create confidence and build resilience. Drawing on his experience in financial services and coaching, Neil’s style is interactive and inspirational. His unique approach motivates people to believe in themselves and have the confidence to take the action needed to achieve success. Neil has helped psychiatrists and psychologists, MD’s and sales professionals to manage stress and improve performance. He has also worked with top athletes helping footballers score more and golfers score less. In his presentation Neil will show how mental performance has changed as a result of doing business in times of great change and uncertainty. He will also cover the secret to resilience and rapid recovery from setback and disappointment. Neil will end with his Top Tipsips for Willpower and Habit Change. Inside Selling - Top Tips for Sales Success David Malone, Executive Director, Evolve Consultants David Malone has spent over 15 years in the training and education industry. Prior to working with Evolve he was a training manager with both Esat Telecom Group (BT Ireland) and Irish Permanent plc. (now Permanent TSB). At Evolve, he specialises in management development, personal development and sales / service training. Getting in to speak with potential sales prospects has changed. Technology is making it easier to get direct contact details of and network with sales targets. Yet many B2B sellers are still trying to push their way 'in' via cold calling and generic mail shot ... but with much less success. The fact is the Buyers we want to speak with are under more pressure than ever before. They have less time, are more results driven, are more informed and knowledgeable about what’s available. The Seller needs to be more tactical and strategic if they wish to get that sales conversation. To be successful, sellers will have to: - listen, research and make their advances warmer or at least more relevant. - include social media as part of their sales strategy. - use a multiple touch format to try to get in. This multi touch format is at the heart of Inside Sales. In this session David will outline seven ‘Inside Sales’ tips that will beef up your prospecting approach to help you get sales opportunity conversations with your chosen sales targets.
11. Tender to Win Wayne Dignam, Managing Director, Tender Team Wayne Dignam has many years’ experience as a bid consultant in a diverse range of organisations. His skills and strategy have been developed by the focused approach he takes with every client and his honest assessment of what needs to be done to win new business. Wayne holds masters degrees both in Engineering and Business Studies and is an accredited bids and proposal manager with the Association of Proposal Management Professionals (APMP). He has delivered a range of successful bid consultancy projects with clients in Ireland and abroad that have delivered multi-million euro revenue streams. In this session Wayne will give insight into the winning strategies in preparing for and writing tenders that win business. Find out: Public procurement trends How to mix sales management with tender management Best practice in devising a winning tender – tales from the frontline what makes a winning tender? what does the buyer really want from you? How to stand out against your competitors. Networking - “Creating an Impact” Nicola O'Neill, Managing Director, Harvest Resources Nicola O' Neill has been involved in the development of people and organisations for the past 20 years. Her work in Harvest involves business development, client relationship management, consultancy assignments with senior teams and continuously working to evolve and reinvent Harvest. She runs networking programmes for professional services organisations and is an active networker in a number of Institutes and Councils. Nicola will discuss the fundamentals of how to network with ease, identify opportunities for networking and business development and provide new ways of increasing the impact you make on others. Networking is about contact; contact with people - “The Right People”. This session applies to anyone who wants to develop confidence and get motivated in the area of networking. It will give the fundamentals of how to network with ease, providing new ways of increasing the impact that you make on others: • Define what is professional networking and identify opportunities to network • Get started in the context of business development (Hunter / networking activities)
12. • “Be at your best” – techniques to show that it is effortless • Develop a game plan, what does it need to be?, what is it? Keeping it alive! Performing Under Pressure Bryan Dunlop, Managing Director at Tailor Made Training International Bryan Dunlop was born in Zambia to Irish parents. His first taste of real success was winning the Junior Rowing Championship at 18 years of age and then being selected to represent Ireland in 1980. After joining the British Army and winning the opportunity to serve with the elite 2nd Ghurkha Rifles, he served all over the world. He left the Ghurkhas in1990 and spent a year in Nepal leading climbing, trekking and white water rafting expeditions. He then took a team of Ghurkhas to Africa to work on a diamond mine in Angola. When the mine was overrun by UNITA terrorists, Bryan and his team were taken into captivity. Released after three days and flown to safety in Namibia, Bryan returned to war torn Angola within two days and took his Team back with him. Following his experiences in Africa, Bryan embarked on a career in sales, initially as a sales man and then as a sales coach. During this time, he developed his ability to measurably develop both attitude and skills. He established Tailor Made Training Ireland in 2001. His Clients now include Standard Life Assurance Company, the Lloyds Banking Group, The Royal Bank of Scotland Group, Sporting Teams, Public Sector Businesses and SMEs. Bryan is a member of the Institute of Directors and a business mentor for the Princes Trust in Northern Ireland. In this session Bryan will provide an insight in to how to perform under pressure to gain winning results. This event will take place in the UCD Smurfit Business School from 8:30am until 12:30pm and is free to attend for members of the Sales Institute. Members can use the panel below to register. If you are not already a member but would like to attend the event please contact the Sales Institute on 353 1 662 6904 or email info@salesinstitute.ie How to Write Compelling Emails to Win Appointments - John Kilroy, Director, Harvest Training Resources John Kilroy has spent the last seven years spearheading the Harvest Training Academy and has been successful in delivering year on year
13. growth in a challenging marketplace. John will share techniques and tips for designing high impact sales emails. Negotiating in a Tough Market - Robin Copland, Director, Scotwork International Robin Copland is a Director of Scotwork International, the World authority on negotiation skills development. In his presentation, Robin will explain key techniques and successful strategies for negotiating in today's tough market conditions. Presentation content will include an analysis of current negotiating practice and the Scotwork International Eight Step Approach to negotiating. How to Create Highly Effective Sales Presentations - Simon Morton, Founder, Eyeful Presentations As an internationally recognised expert on presentation design and the founder of Eyeful Presentations, Simon Morton will introduce the concept of the Presentation Paradox and the negative impact it can have on a business and it's audience. He will share some of the methodologies and techniques used by the team at Eyeful Presentations to address this issue head-on, including the concepts of Presentation OptimisationTM and Blended Presenting. How to use Social Media to Maximise Sales Performance in 2013 - Niall Harbison, Co-Founder, Simply Zesty Drawing on his experience working with some of the world’s biggest brands including Vodafone, News International, Sony and Nokia, Niall Harbison will explain how sales professionals can use social media for customer acquisition and retention in 2013.
14. This event is free to attend for current members of the Sales Institute, please use the panel below to reserve your place. If you are not currently a member but would like to attend please contact the Sales Institute of Ireland on 01 662 6904 or email info@salesinstitute.ie
