Maximising Performance of the 21st Century Sales, Marketing and Business Development Executive

Transcription

1 Maximising Performance of the 21st Century Sales, Marketing and Business Development Executive 19 November Dockside Balcony Level, Cockle Bay Warf, Sydney Sales Impact Summit Special Keynote Dr Marc Dussault - Antimimeticisomorphism Dr Dussault is an award-winning author, recipient of several marketing awards, an Entrepreneur of the Year Award finalist, a serial entrepreneur and an accomplished business executive with experience in North America, Europe and Asia Pacific. Over the past 25 years, Dr Dussault has leveraged his 5 university degrees in engineering, business, corporate governance and law to mentor hundreds of entrepreneurs as an exponential growth strategist to unshackle them from their day-to-day operations, catapult their success to achieve personal and financial freedom. In this day and age, every business is searching for that special edge to stay one step ahead of the competition to either reach or maintain market leadership status. This engaging, thought-provoking keynote will launch the conference by challenging your existing perspective and shift your thinking antimimeticisomorphically. Antimimeticisomorphism simply means having fun, doing out-of-the-ordinary things that create extra-ordinary results with the least amount of effort and lowest cost. Easier said than done, but well worth the effort to acquire. Because, once adopted and mastered, an exponential mindset will allow you to leverage your sales and marketing strategies in a stealth-like manner, so they remain completely hidden from your most aggressive competitors. Best of all and most importantly, this holistic approach to business success requires authenticity and congruency ensuring you achieve the most-sought after benefit of business ownership or corporate achievement: work-life balance WITHOUT compromising on the size of your ambitious goals. A one-day high impact conference featuring a first-class line-up of Australian sales, marketing and business development specialists who will unveil new strategies and tactics to maximize potential in individuals, teams and organizations. Benefits of Attending Experience a unique, one-of-its-kind conference Learn from the best in the business Gain exclusive exposure to best-practice, tested and proven strategies Who Should Attend Executives and consultants who play a key role in defining the sales, marketing and business development strategies of their respective companies or organisations. Seize the Moment Take advantage of this special limited time offer 2 For 1 Deal Register 2 people for the price of 1 = $445 Book a table of eight for $1,780 Keeping up with shifting times and staying ever connected with customers SPECIAL LIMITED TIME OFFER - 2 For 1 Deal The LearnX Foundation, Sales Marketing & Business Development Executive Conference Tuesday 19 November 2013 Dockside, Cockle Bay Wharf 1

2 Who and how are leading change agents impacting sales, marketing and business performance? 19 November Sydney Convention Centre 08:50am Opening Remarks 09:00am Opening Keynote Dr Marc Dussault, Exponential Growth Strategist program timeline We have brought together a range of industry perspectives and their solutions which will stimulate your passion to perform with great impact. 09:40am 10:10am 10:40am 11:10am 11:40am 12:25pm 1:25pm 2:10pm 2:40pm 3:10pm 3:40pm 4:20pm Julian Fenwick, CEO GRC Solutions Phil Lee, MD, Peak Performance Training and Sandler Training Network Refreshment Break Deb Miller, CEO - Acuere Bruce Hilliard, Author Persuasion and Influence Network Lunch & Awards Presentation Rob Hartnett, Sales Performance Consultant & Facilitator Miller Heiman Sean Curtin, Director Talent Management - Skillsoft Monika Eades, Regional Major Account Manager TNT Express Network Refreshment Break Closing Keynote Sam Day, CEO Happening People Conference Concludes The LearnX Foundation, Sales Marketing & Business Development Executive Conference Tuesday 19 November 2013 Dockside, Cockle Bay Wharf 2

3 The Sales Impact Summit is Australia s #1 event delivering 9 remarkable headline sessions devoted to excellence in Sales, Marketing and Business Development. Here s a snapshot of the terrific line up of presenters. Julian Fenwick CEO GRC Solutions Phil Lee MD, Peak Performance Training and Sandler Training deborah Miller GM Acuere Bruce Hilliard Author Persuasion and Influence, the Science and Art of Effective Presentation Is Relationship Selling Dead? Recent theories have suggested the relationship approach is dying. In a complex business to business environment, there are many layers to purchasing decisions. Building trust is a key element in developing long term win/win relationships with your clients. So is Relationship Selling dead? What value can it play in today s business world? And how does relationship-based selling differ from transactional selling? Stop Selling and Start Building Trust Find out why displaying over the top enthusiasm and trying hard to convince prospects to buy actually pushes them away. In this session learn why traditional sales methods no longer work in an ever crowded and competitive marketplace and what you can do to drastically set yourself apart from your competition. Discover how buyers control the sales process and why trust is now THE most important component of the selling equation - far more important than the price, the features and benefits of your product and service and building the relationship. You will find out what the top sales performers do differently from the rest to consistently reach and exceed their sales targets. The Calm Blue Ocean Tired of being in competitive sales situations where your prospect is controlling the total sales process? Feeling pressure to deliver more, reduce your price and provide a tight implementation plan? Leave these difficult prospects to your competitors- and find the real opportunities in the Calm Blue Ocean. In the Blue Ocean the following can happen in your sales cycle. You gain access to C Level decision makers. You have business based discussions around the prospects needs. The prospect shares their buying vision which is aligned to your offerings. The value proposition has been agreed, positioning your investment schedule as a compelling reason to get started. A strong relationship between buyer and seller that supports a give/get mentality. Speaking their Language The practical application of psychology to persuade and influence people. Almost every book written about marketing and sales tells us that we have to communicate effectively with our customers. Unfortunately, as we all know, many of the strategies being proposed to achieve this objective can be quite superficial, and are not practical in the real world. You will learn a truly effective and easy-toapply approach, which ensures that your marketing and sales message is genuinely understandable and influential. This approach is based on detailed research into the way the human mind processes information. These techniques therefore work at a fundamental level, and can be applied to any form of communication. The LearnX Foundation, Sales Marketing & Business Development Executive Conference Tuesday 19 November 2013 Dockside, Cockle Bay Wharf 3

4 The Sales Impact Summit is Australia s #1 event delivering 9 remarkable headline sessions devoted to excellence in Sales, Marketing and Business Development. Rob Hartnett Sales Performance Consultant & Facilitator Miller Heiman Sean Curtin Director, Talent Management, Asia Pacific Skillsoft Monika Eades Regional Major Account Manager TNT Express Attributes of World-Class Sales Organisations Following the completion of the 10th annual Miller Heiman Sales Best Practices Study, World-Class Sales Organisations have distinguished themselves through the execution and performance of twelve strategic initiatives. Rob will share the data and analysis behind these initiatives and explore the underlying strategic issues that are driving the thinking of the World- Class Sales Organisation leader. During this presentation Rob will also showcase the results of the 2013 Miller Heiman Sales Best Practices Study and provide insights into the three defining attributes of World- Class Sales Organisations that expanded the gap between good and great. Allowing World-Class Sales Organisations to separate themselves even further from the pack of good sales organisations they complete with everyday and continue to produce enviable results in the past year. Getting New Sales Talent more Productive and more Successful in Less Time For any organization, one of the toughest talent development challenges is to get your new hires on board and productive as soon as possible; with as little cost and disruption to the business. Coupled with a global, diverse and multi-generational workforce that learns in very different ways, how do you provide a flexible learning experience that could appeal to your new hires and achieve your business goals? Follow Skillsoft s learning journey as Sean takes you through the plan and strategy of designing and executing a comprehensive blended learning program that focuses on relevant training,, cuts learning time in half, and gives our new hires the confidence and competence to provide consultative value to our customers as soon as they begin their Skillsoft careers. Your Personal Brand - Is it Getting You the Sale? HOW and WHY does your prospect buy from YOU and not your competitor? Many of us sell our products, service and solution with passion but what sets your sales methodology or pitch apart from the pack? How much time, effort and preparation have you put into yourself? To be in sales today one of the key elements of our jobs is to be the head marketer for the brand called YOU. Your personal brand is an asset, setting you apart from others. Regardless of age, gender and position your ability to sell your personal brand to your internal and external stakeholders will be the remarkable key difference to your success. The good news is we already have a personal brand; in fact it is your trademark. Learn about the components of your personal brand and develop those to become the most powerful and effective selling tool in your kit. The LearnX Foundation, Sales Marketing & Business Development Executive Conference Tuesday 19 November 2013 Dockside, Cockle Bay Wharf 4

5 Maximising Performance of the 21st Century Sales, Marketing and Business Development Executive closing keynote SAM DAY CEO - Happening People Aligning your Team to Sell There are few businesses that can exist without money coming in the door but it requires more than good sales people with good skills. Managing and leading sales teams can be one of the most challenging and yet rewarding roles for all businesses. To manage sales teams effectively you need to not only consider the team as a whole but you need to consider each individual and manage them to give their best performance. To do this effectively you need to assess each team member against criteria that best suits your business. This interactive session will give you practical strategies which you can implement immediately with individual sales people, including yourself! You will discover new ways to develop skill and will to achieve better results using practical models. You will experience a behavioural sales model which will not only be effective with your team but customers too. A unique combination of Australia s leading business strategists in a one day outstanding conference A must attend event for every sales, marketing and business development professional, at every level, at every size company. The LearnX Foundation, Sales Marketing & Business Development Executive Conference Tuesday 19 November 2013 Dockside, Cockle Bay Wharf 5

6 About your speakers Dr Marc Dussault The Exponential Growth Strategist Dr Dussault is an award-winning author, recipient of several marketing awards, an Entrepreneur of the Year Award finalist, a serial entrepreneur and an accomplished business executive with experience in North America, Europe and Asia Pacific. Over the past 25 years, Dr Dussault has leveraged his 5 university degrees in engineering, business, corporate governance and law to mentor hundreds of entrepreneurs as an exponential growth strategist to unshackle them from their day-to-day operations, catapult their success to achieve personal and financial freedom. Embracing a work-life balance philosophy, Marc has travelled to more than 36 countries. After winning several national medals in master s squash, on his 49th birthday, Marc turned professional. He has since been on the professional squash tour competing against opponents less than half his age and achieved an alltime best ranking of World #319! Rob Hartnett Sales Performance Consultant & Facilitator, Miller Heiman Rob Hartnett is a leading Sales Performance Consultant & Facilitator for the world s preeminent Sales Performance, Consulting, Training, and Research company Miller Heiman. Rob has a wealth of experience in assisting senior executives build their organizations revenue and reputations through innovative yet proven sales and business development strategies. His experience covers industries such as IT&T, Banking & Finance, Manufacturing, & Professional Services. Before joining Miller Heiman Rob worked in senior management roles at organisations such as KPMG, Apple Computer, Hewlett Packard and Publicis Mojo. Rob is known as an inspirational, entertaining and passionate speaker on sales, marketing & motivation and has presented across Australia, Asia, North America and the UK. Phil Lee MD, Peak Performance Training and Sandler Training Phil is one of Australia s leading authorities on sales and personal growth and is the author of numerous published works on what it takes to be truly successful in sales and in life. His company, Peak Performance Training, helps salespeople and sales teams to sell more, sales managers to manage more effectively and business owners and leaders to make more money. Phil readily admits that up until the age of 28 he was completely clueless and had been fired from every job he had. Thankfully for him and his family, after a lot of painful experience and much research and personal development he finally figured out what it takes to be a success in sales and business and to be able to live a life that he did not believe was possible. Known by many of his clients as a real game changer, Phil is also the most experienced trainer of the innovative Sandler methodology in the Southern Hemisphere. He is passionate about helping motivated sales and business people to achieve their potential and to live the life of their dreams. The LearnX Foundation, Sales Marketing & Business Development Executive Conference Tuesday 19 November 2013 Dockside, Cockle Bay Wharf 6

7 About your speakers Deborah Miller CEO, Acuere Deborah is an accountant, business advisor, speaker and sales coach. She is founder and CEO of Acuere, a business which help companies increase sales revenue through sales & marketing strategy, delivery methodologies and technology. Deborah has an MBA from Adelaide University, BA in Accountancy and Diploma of the Security Institute. She is an Associate of the Australian Institute of Company Directors, CPA and the National Speakers Association. Her strong sporting background as a former state netballer and state league coach has equipped her with leadership, team and communication skills. Deborah is a current Board Member of The Adelaide Football Club. This experience had afforded the opportunity to contribute to sport as a business and develop many marketing and revenue generating ideas to ensure success on field. She is also a Board Member of Variety SA. Other directorships and business interests span property, the stock market, car wash and agriculture. Bruce Hilliard Author Persuasion & Influence: The Science and Art of Effective Presentation Since 1983 Bruce Hilliard has been exploring the best way to communicate, by applying extensive research in a range of psychological specialisations. The innovative approach developed from this research has then been applied in many countries, and with numerous Government and commercial organisations. From this extensive application, he has developed a system that works in real world situations, to significantly improve sales and marketing outcomes. Some of these techniques have already been explained in his ground-breaking book Persuasion and Influence: The Science and Art of Effective Presentation. Bruce is continuing his research through Murdoch University in Western Australia, and working with a range of organisations to help them improve their marketing and sales strategies. Sean Curtin Director, Talent Management, Asia Pacific, Skillsoft Sean Curtin is currently Skillsoft s Director of Talent Management, and also a Director of Channel in Asia Pacific. Sean works with Skillsoft s global Talent Management and Sales Enablement teams along with Asia Pacific-based staff to provide support on induction and sales training, and ongoing mentoring and coaching. Sean also works with some of Skillsoft s key channel partners in Asia Pacific. With more than 25 years of expertise in corporate training and sales, Sean has held many positions which involved training and development and elearning. In previous roles, Sean was with Applied Learning, Tarragon, CBT Systems and Smartforce, and has a background in and passion for teaching. Sean holds a Bachelor of Economics and a Diploma in Education from Monash University in Australia. The LearnX Foundation, Sales Marketing & Business Development Executive Conference Tuesday 19 November 2013 Dockside, Cockle Bay Wharf 7

8 About your speakers Monika Eades Regional Major Account Manager, TNT Ex[ress Monika has gone from Scrubs to Sales. Following a career in the Health Care Industry, she embarked on the challenge of a new career development opportunity. One of the critical components for the next stage in her career was the identification of organisation which value learning and development. So the story from nursing to sales and sales management began by identifying the right organisation. Julian Fenwick CEO, GRC Solutions Julian Fenwick is the CEO of Governance Risk & Compliance Solutions. For over twelve years Julian has been involved in the development and implementation of online legal compliance training solutions for a range of clients across Australia, New Zealand and South Africa. GRC Solutions assist clients in building resilient organisations. This is achieved by developing effective long-term relationships that are based on understanding the client s organisation, the regulatory and cultural environment they operate in and the establishment of trust and respect as a key advisor to their business. Julian is a regular presenter in Australia and Asia on legal technology, legal compliance training and marketing professional services. Julian also holds an Masters of Business Administration from the University of Sydney. Sam Day CEO, Happening People Sales Management Expert Samuel Day is the founder and Managing Director of Happening People (1996). He has consulted with thousands of people in large organisations for more than twenty years. His wide industry experience includes; banking, telecommunications, insurance, pharmaceuticals, retail, media, publishing, HR, professional services, travel, heath care, events management and the public sector. Sam has appeared on Channel 7, The Morning Show, as a Workplace Expert. He has been sought for comment by the Sydney Morning Herald (Sydney discussing Mentoring), The Herald Sun (Melbourne discussing Sales), Courier Mail (Brisbane Workplace Cultures), and published in Training Today (AITD - trade journal Aligning Values to Organisational Results). His motivational book of quotes Motivate Move and Make It was released in March The LearnX Foundation, Sales Marketing & Business Development Executive Conference Tuesday 19 November 2013 Dockside, Cockle Bay Wharf 8

9 We invite you to join us MUST HAVE Key Learnings to Optimise your Performance! Learn Stealth Marketing Discover how to keep your most successful marketing campaigns hidden from your most aggressive competitors Dr Marc Dussault Why you MUST stop selling like your competition Phil Lee Distinguishing between transactional and relationship-based selling Julian Fenwick Learn how to identify the performance criteria for a learning program for new sales talent Sean Curtin Learn to ensure your sales message directly aligns with the way people in your target market will mentally process the information Bruce Hilliard Leveraging your personal brand effectively in the business environment Monika Eades Learn what business conversations to have and what stories to share to help your prospect come to the self-conclusion that they need your products and services Learn how World-Class Sales Organisations expanded the gap between good and great. Deborah Miller Identify the hot buttons for your sales team members Sam Day And there s more where that came from! The LearnX Foundation, Sales Marketing & Business Development Executive Conference Tuesday 19 November 2013 Dockside, Cockle Bay Wharf 9

10 Dockside Balcony Level, Cockle Bay Warf, Sydney SPECIAL LIMITED TIME OFFER - 2 For 1 Deal Title First Name Surname Position ABN (If applicable) Business Address Organisation Suburb State P/Code Country Tel ( ) Fax ( ) Mobile Signature Special Dietary Requirements (eg. Gluten free): YES NO If yes, please specify: Additional Delegate Name - Please Photocopy Special Rate - 2 For 1 Deal Ends Thursday 31 October 1 Ticket 2 delegates * $445 2 Tickets 4 delegates * $890 3 Tickets 6 delegates * $1,335 4 Tickets 8 delegates * $1,780 Summit fees include lunch and refreshments Price Please charge the amount of Cheque - please make payable to: LearnX Foundation Company Purchase Order Number Copy must be faxed to Please debit my Credit Card Mastercard Visa Amex Diners Card Number: / / / Card Expiry Date: / CVN Card Holder Name: Signature: Tax Invoice to: $ This charge will appear on your C/Card statement as LearnX Events. Please fax this form to info@learnx.net - Phone: Post: Level 7, 91 Philip Street Parramatta NSW Australia 2150 to the following: Your details will be confirmed by . Please keep a copy of this registration form for your records. POLICIES & DISCLAIMER To confirm registration, payment must be received by due date on invoice. Copy of purchase order must be faxed to LearnX Foundation (LXF) does not provide refunds for cancellations. You will receive a 100% credit to be used at another LXF event or you are welcome to send a substitute delegate. Dates and prices on this form are correct at the time of print but are subject to change. Disclaimer: LXF will make every effort to ensure the event and the program will take place as advised. LXF reserves the right to delete or alter items in the conference and expo and will not take financial responsibility for changes that are the result of events beyond its control. Privacy Information: LXF is committed to handling your personal information in accordance with the Privacy Act. If you do not provide the information requested, we may be unable to process your registration or enquiry. LXF may also share the information with other associated third parties. Please tick this box if you do not wish to receive information about other products, services, offers or events. Please tick this box if you do not consent to the disclosure of information about you to third parties. The LearnX Foundation, Sales Marketing & Business Development Executive Conference Tuesday 19 November 2013 Dockside, Cockle Bay Wharf 10