This document contains information about multiple sales training workshops. The first workshop teaches salespeople how to sell to senior executives by understanding their decision-making process, gaining access to them, and customizing value presentations to their business needs. The second workshop helps non-sales professionals develop consultative sales skills to build long-term client relationships. It provides a methodology for researching clients and positioning oneself as a trusted business advisor. The document also provides biographical information about the founder of the sales training company, Brian Huntley, who has over 40 years of sales experience.
Briefing to achieve integrated ideas & encourage maximum agency collaboration
04 November 2015, Karmarama, London, 08:30 am - 10:00 am
Concerned that your agencies aren't working in harmony? This event featured Darren Woolley, a marketing consultant with considerable expertise on how to manage relationships in a smarter way, who shared top briefing tips on encouraging integration and collaboration.
Presenter: Darren Woolley, Founder and Global CEO, TrinityP3 Marketing Management Consultants
Day 3 of ISBA/IPA Good Brief Week, hosted by Karmarama, was presented by Darren Woolley, a flamboyant Australian marketing consultant who flew in from Sydney to talk about the myth that is agency collaboration.
Read the blog of the session here: http://www.isba.org.uk/news/2015/11/05/collaboration.-cooperation.-co-ordination-briefing-to-achieve-integrated-ideas-agency-collaboration
While procurement is often associated with a process of cost reduction, in actual fact there is a huge opportunity for procurement to help marketing unlock the value of marketing and promote this value throughout the organisation.
The first step is to define the value of marketing by developing a methodology for calculating ROMI (Return On Marketing Investment)
In this presentation I highlight the fact that marketing, along with sales, is the one area that can grow the top line of any business. By working with the relevant senior marketing leads (those who are responsible for or who significantly influence the P&L) to define the value of marketing for the C-suite.
The three areas where procurement should focus for marketing value are:
1. Cost cutting / benchmarking
2. Waste reduction / process optimisation
3. Performance improvement / effectiveness
Cost cutting needs to be undertaken carefully to ensure you do not impact the top line performance of the marketing function. More importantly is the application of cost and resource benchmarking as a way of identifying inefficient areas of the marketing process, especially where marketing engages with external suppliers.
Waste reduction is a combination of process improvement and optimisation to eliminate duplication within the agency roster, the marketing process and the cost of the outputs and outcomes. This includes improvements in costs and speed to market.
Performance Improvement focuses on looking at implementing ways of improving performance from end to end. Budgeting right through to planning, execution and performance.
www.trinityp3.com
Introducing TrinityP3
• In 2000, Darren Woolley, a scientist and advertising creative director, founded TrinityP3 in Australia. His purpose was to help people to achieve commercial purpose through creative process. People, Purpose, Process – the ‘3P’s’ of TrinityP3.
• Sixteen years on, we’ve grown significantly, in size and in scope. We are Asia Pacific’s leading strategic marketing management consultancy with an international network of industry professionals, consulting at the leading edge of decision making in the marketing and advertising industry.
• Our aim is simple. We want to improve the marketing output of every single organisation that engages us.
• Generating improvement can mean challenging the norm and changing values within a marketing team or broader organisation. We guide our clients on this journey, emerging in a better place for the marketing team and its attributable effect on the organisation.
• We have built significant proprietary IP over the last sixteen years, including sophisticated agency search functionality, detailed financial benchmarking capability, extensive contractual experience and app or web-based evaluation tools.
• Our client base includes more than 50 of the world’s top 100 advertisers. We continue to grow in experience, geographical footprint and expertise. We continue to challenge thinking – our own, and that of our clients.
• Our consultants all possess at least ten years of experience in a specialised field within marketing and procurement.
• We enjoy a high profile in the Australian market and have produced extensive industry material in the form of articles, blog posts, webinars, speaking engagements and opinion pieces. To see the extent of our work in this area, please visit http://www.trinityp3.com/blog/.
ROI Definitions
Typically, TrinityP3 adds value in a pitch process by ensuring the following:
1. That the needs of marketing and advertising are clearly articulated and fulfilled by the process.
2. That the process meets the highest standards of due diligence and corporate governance.
3. That the principles of procurement and marketing are accommodated in the process to achieve the best outcome for both the client and the suppliers.
We flex within the requirements of specific clients as much as possible, within scope; no two processes are exactly alike.
For clarity, we have split the definition of ROI into three components.
Financial ROI: Optimal Efficiency, Optimal Effectiveness.
Operational ROI: Refined Process, Refined Delivery.
Post-Project ROI: The Benefits of a Productive Agency Relationship.
Brief 8 minute presentation on 5 tips for improving your online sales training including: sales manager training, using profiles, sales training based upon profiles, frequent, short bursts of refresher training, and quick live, online practice sessions with the sales reps as presnters.
Briefing to achieve integrated ideas & encourage maximum agency collaboration
04 November 2015, Karmarama, London, 08:30 am - 10:00 am
Concerned that your agencies aren't working in harmony? This event featured Darren Woolley, a marketing consultant with considerable expertise on how to manage relationships in a smarter way, who shared top briefing tips on encouraging integration and collaboration.
Presenter: Darren Woolley, Founder and Global CEO, TrinityP3 Marketing Management Consultants
Day 3 of ISBA/IPA Good Brief Week, hosted by Karmarama, was presented by Darren Woolley, a flamboyant Australian marketing consultant who flew in from Sydney to talk about the myth that is agency collaboration.
Read the blog of the session here: http://www.isba.org.uk/news/2015/11/05/collaboration.-cooperation.-co-ordination-briefing-to-achieve-integrated-ideas-agency-collaboration
While procurement is often associated with a process of cost reduction, in actual fact there is a huge opportunity for procurement to help marketing unlock the value of marketing and promote this value throughout the organisation.
The first step is to define the value of marketing by developing a methodology for calculating ROMI (Return On Marketing Investment)
In this presentation I highlight the fact that marketing, along with sales, is the one area that can grow the top line of any business. By working with the relevant senior marketing leads (those who are responsible for or who significantly influence the P&L) to define the value of marketing for the C-suite.
The three areas where procurement should focus for marketing value are:
1. Cost cutting / benchmarking
2. Waste reduction / process optimisation
3. Performance improvement / effectiveness
Cost cutting needs to be undertaken carefully to ensure you do not impact the top line performance of the marketing function. More importantly is the application of cost and resource benchmarking as a way of identifying inefficient areas of the marketing process, especially where marketing engages with external suppliers.
Waste reduction is a combination of process improvement and optimisation to eliminate duplication within the agency roster, the marketing process and the cost of the outputs and outcomes. This includes improvements in costs and speed to market.
Performance Improvement focuses on looking at implementing ways of improving performance from end to end. Budgeting right through to planning, execution and performance.
www.trinityp3.com
Introducing TrinityP3
• In 2000, Darren Woolley, a scientist and advertising creative director, founded TrinityP3 in Australia. His purpose was to help people to achieve commercial purpose through creative process. People, Purpose, Process – the ‘3P’s’ of TrinityP3.
• Sixteen years on, we’ve grown significantly, in size and in scope. We are Asia Pacific’s leading strategic marketing management consultancy with an international network of industry professionals, consulting at the leading edge of decision making in the marketing and advertising industry.
• Our aim is simple. We want to improve the marketing output of every single organisation that engages us.
• Generating improvement can mean challenging the norm and changing values within a marketing team or broader organisation. We guide our clients on this journey, emerging in a better place for the marketing team and its attributable effect on the organisation.
• We have built significant proprietary IP over the last sixteen years, including sophisticated agency search functionality, detailed financial benchmarking capability, extensive contractual experience and app or web-based evaluation tools.
• Our client base includes more than 50 of the world’s top 100 advertisers. We continue to grow in experience, geographical footprint and expertise. We continue to challenge thinking – our own, and that of our clients.
• Our consultants all possess at least ten years of experience in a specialised field within marketing and procurement.
• We enjoy a high profile in the Australian market and have produced extensive industry material in the form of articles, blog posts, webinars, speaking engagements and opinion pieces. To see the extent of our work in this area, please visit http://www.trinityp3.com/blog/.
ROI Definitions
Typically, TrinityP3 adds value in a pitch process by ensuring the following:
1. That the needs of marketing and advertising are clearly articulated and fulfilled by the process.
2. That the process meets the highest standards of due diligence and corporate governance.
3. That the principles of procurement and marketing are accommodated in the process to achieve the best outcome for both the client and the suppliers.
We flex within the requirements of specific clients as much as possible, within scope; no two processes are exactly alike.
For clarity, we have split the definition of ROI into three components.
Financial ROI: Optimal Efficiency, Optimal Effectiveness.
Operational ROI: Refined Process, Refined Delivery.
Post-Project ROI: The Benefits of a Productive Agency Relationship.
Brief 8 minute presentation on 5 tips for improving your online sales training including: sales manager training, using profiles, sales training based upon profiles, frequent, short bursts of refresher training, and quick live, online practice sessions with the sales reps as presnters.
Marketing plays very important role in the competitive world, upgrading of knowledge and deep study plays very important role, to be successful - ARISE ROBISM
Turnstone Sales - Driving Sales PerfomanceNick Christian
Insight into the open sales training courses that Turnstone Sales provide. Focusing on New Business Development, Effective Sales Meetings, Negotiation, Account Development and Advanced Telephone Sales.
About Minds and More
Minds&More supports clients to grow their business by building capabilities in marketing, sales and transformation.
www.mindsandmore.biz
Marketing plays very important role in the competitive world, upgrading of knowledge and deep study plays very important role, to be successful - ARISE ROBISM
Turnstone Sales - Driving Sales PerfomanceNick Christian
Insight into the open sales training courses that Turnstone Sales provide. Focusing on New Business Development, Effective Sales Meetings, Negotiation, Account Development and Advanced Telephone Sales.
About Minds and More
Minds&More supports clients to grow their business by building capabilities in marketing, sales and transformation.
www.mindsandmore.biz
Ram Charan, the author has explained the steps involved in Value creation selling in a very prodigious way. He has taken the narration so well that every reader must understand the flow of the book and the meaning involved in it. It explains the transformation of the Traditional sales method to a Value creation selling method by giving an enormous example of companies' ideologies and salespersons' adaptability in a new approach.
After implementing the value creation selling, how sales transition happens, and how the company is successful in the market, stay ahead of the competitors and long-term trusted partner for their customers.
S.S.B International Marketing & Management Consultancy is brain child of our founder
Mr. GAJADI ARVIND KUMAR, who has tremendous experience of more than 14 years of Sales, Marketing &
Business Development. Has done (M.B.A) ASMA Institute of Business Management from Bangalore Amongst
his job experience his major contribution comes from Renowned marketing company of India, He has more
than 14 years of experience as Marketing Consultant in guiding MSME & SME businesses in Mumbai &
Maharashtra, so far we have helped more than 30 clients with turnover of less than 1 cr. & maximum of 100
cr. The growth attended between 40% to 1000% within 1-5 yrs. of span.
He has attended 6 SMART CONFERENCES held by Eureka Forbes Ltd., consecutive for 6 years., Mumbai,
wherein he Has participated along with 50 delegates who has first time visited Canton Fair at Guangzhou,
China to study marketing trend of Republic of China. Visited Dubai for GLOBAL MAHARASHTRA BUSINESS
FORUM (GM BF) of DUBAI to study Opportunities in GCC countries.
Endeavor Management announces the launch of our Sales Excellence Practice. Partner with us to develop high performance sales professionals and customer focused environments.
New Seminar and Workshop based on the successful book of the same name. Designed to help business owners and sales people, particularly those who find selling challenging.
Driving World Class Sales Excellence Brochure V 6.0Nidal Bitar
www.astd.optimizaacademy.com
Increase SALES capacity and put
people and resources in the right place
doing the RIGHT things!
Achieving and sustaining profitable, predictable, persistent sales revenue growth requires more than training your sales team. It requires a balanced approach to developing capability and increasing sales capacity with real-world solution that help your team and your organization.
As organizations strive to sell more solutions, their reps will increasingly face off against a variety of senior- level buying roles. To improve these interactions, sales leaders should adopt a systematic process to help reps. This brief introduces and examines the components of ONE process for selling to senior executives, and explores the options of segmenting the sales force and/or leveraging subject matter experts (SMEs) when looking to reach these buyers.
2. SELLING TO
SENIOR EXECUTIVES
This workshop presents a solid methodology based on empirical research
of the role senior business leaders have in the decision making process for
major purchases. It focuses on the necessary skills for sales people and
management who are tasked with selling at the executive level and who are
currently involved with obtaining and maintaining major accounts. Also,
those sales people wanting to move up into executive sales roles, and any
sales managers with responsibility for coaching existing newly promoted
or recently appointed sales people.
This interactive program delivers the most effective methods on how
to gain access to business leaders and senior executives, organize sales
research and create a customized value presentation that focuses on the
client’s specific business drivers, initiatives and critical success factors.
The workshop explains how to articulate a value proposition in the
executive’s own language, in a format that is compelling and concise to
build long term business relationships, and leverage those relationships to
orchestrate a sales campaign that will set your offerings apart from your
competitors.
PARTICIPANTS WILL LEARN TO:
Understand how executive relationships can be leveraged to create
competitive advantage.
How to reach higher in the organization without damaging existing
relationships.
Identify the key business challenges facing the executive’s company
as well as the business drivers and corporate objectives that you can
impact.
Position your offerings as solutions to specific business problems and
articulate your unique value proposition.
Establish a joint plan for a shared definition of “success” using the
client’s success metrics.
Earn and build high trust executive relationships that ensure future
access.
Track and manage your value for long term.
SALES SKILLS FOR
PEOPLE WHO HATE TO SELL
In today’s competitive business environment, many technical and support
people are being called upon to assume the additional role of developing
customer relationships and contributing to company revenue such as
individuals responsiblefor sales support, business or account development,
and sales management activities with major, national, or global sales
accounts.
These professionals require a new set of skills and strategies to attract, win
and retain customers and been seen as ‘consultants’ to the client, rather than
simply ‘sales people’.
This interactive workshop will explain how to gain access to and forge
long term high trust relationships with the top decision makers. It
provides a step by step methodology on how to develop a consultative
business relationship with clients. It will help save valuable time, shorten
buying cycles, generate bigger revenues and ensure future business.
PARTICIPANTS WILL LEARN TO:
Position yourself as a consultant vs. product vendor.
Discover how a consultative sales strategy can decrease price
sensitivity and competitive threats.
Gain access to key decision makers using proven methods that are
most likely to succeed.
Build confidence to call higher in the client’s organization.
Conduct a consultative business meeting vs. a sales call.
Step approach to researching a customer’s company, industry and
business environment.
Develop and present a compelling value presentation.
Focus time and resources where they are most effective.
Be seen as a trusted business advisor to the client’s organization.
Maintain ‘loyal’ customers vs. just ‘satisfied’ customers.
ABOUT US
BRIAN HUNTLEY
Brian Huntley’s prolific and dynamic career in sales management provides a
foundation that has made him a recognized expert in advanced sales skills.
Brian is a highly sought after speaker and consultant on the subject of selling to
senior executive maximizing sales performance.
He brings over forty years of sales success to his workshops which feature
practical and sustainable real life approaches to high level selling.
As an alumnus of the University of British Columbia in Business and Industrial
Psychology, Brian began his career in retail sales during his studies and moved
progressively forward to ultimately acquiring senior management and executive
positions for Fortune 500 companies throughout North America, Australia, Asia,
and the Middle East.
An adept salesman and sales manager, his career is distinguished with
receiving over 20 awards for achieving sales excellence within these leading
companies.
Brian specializes in the sale of solutions dealing in six and seven figure
transactions and complex sales cycles to CEOs, COOs, CFOs, CIOs and other
senior executives.
His expertise is built on his own experience in senior management and
executive Wang, Tandem Computers, Siebel and as President of Oracle
Indonesia.
Since founding Corporate Recharge, Brian has been in great demand for
both keynote presentations and sales training work shops by a broad range
of corporate clients including Hewlett Packard, Optus, Agilent Technologies,
The Lippo Group, Singapore Telecom and the Australian, Malaysian and
Singapore Institute of Management.
3. ADVANCED SALES
TRAINING IN ASIA AND BEYOND
Turning sales winners into superstars by breaking away
from the pack.
We are sales people passing on decades of knowledge
and experience in successful C level selling.
We are obsessed with the quality and effectiveness of our
training, each and every time.
EXPLORE OUR CREATIVE SOLUTIONS
www.corporaterecharge.com
Skype: corporate.recharge
Phone: +63 9155 17 1119
e-mail: bhuntley@corporaterecharge.com