Elevate your professionalism – accelerate your success – influence your customers for the better – enhance your leadership
A bi-monthly forum where leading global and local thought leaders will share the latest thinking in B2B sales strategy, trends, techniques and behaviour. A forum where you can share your thoughts and ask questions. Sales leaders, sales managers and professional salespeople all find value participating in these forums.
Syd Oct 9th: Melb Oct 10th:
New clients are the lifeblood of every business, and without them your business is stalled or failing.
How do you connect with your ideal new client in a noisy crowded market place?
This is the perennial first challenge facing every business and every salesperson. Storytelling is a key to success in modern prospecting – but how?
Mark Pollard – Corporate Traveller – Transformation Case Study Syd June 5th: Melb June 6th:
Mark Pollard and the team at Corporate Traveller are achieving truly amazing sales results. As Australia’s largest travel agency dedicated to small to medium businesses, they have built a positively engaged sales culture with best practice sales enablement.
Their results are inspiring:
- Original company growth sales target based on ramping from 65 salespeople to 85
- Deliberately chose to reduce the number of salespeople from a peak of 75 down to 55 and increased the investment in people, processes and technology to better enable the team and achieve the overall growth revenue target
- Achieving the company target with 25% less salespeople while adding in excess of $500k to the bottom line in cost savings
- Reduced sales staff churn (turnover) from 50% down to 20% while significantly increasing the percentage of successful salespeople
Mark will provide details on …….
And there’s more …
Lock in 7.30 – 9.30 am on these future forum dates in your diary
- Oct 2018 Syd Tues 9th Melb Wed 10th
- Dec 2018 Syd Tues 4th Melb Wed 5th
Ian Lowe – How to grow your sales by unlocking the Power of Purpose Syd Apr 12th: Melb April 11th:
The average sales organisation is struggling to grow sales.
The number of salespeople achieving objectives has dropped below 50% (Research)
On the other hand sales are growing by an average 37% in purpose driven organisations – Research by The Happiness Advantage, Shawn Achor
There’s a lot of talk about ‘Purpose’ across the corporate world, and with good reason.
If the data can be believed, most salespeople are experiencing a distinct lack of …….
Syd Feb 6th: Melb Feb 7th:
The sales leadership challenge:
On 2nd January 2018 a Forbes article by Matthew Cook, CEO of Hubspot, predicted that Artificial Intelligence would sweep down on the sales profession and eliminate millions of sales jobs.
This is just one of many predictions that sales in the 21st century is undergoing a seismic shift. Those sales leaders and sale people who can adapt to new times will prosper and thrive.
Those that don’t will die.
If you want to be among the survivors come and see Sue Barrett discuss how to evolve in a changing environment, identify new opportunities and remain sales fit in a rapidly changing world.
February 7th, 2017 Joanne Black presented: “How to secure a meeting in one call”
The biggest sales challenge for sales leaders and their teams is ensuring a consistent stream of qualified leads and getting meetings with decision-makers. This presentation on referral selling addresses both of these challenges…more.
This seminar sold out two weeks in advance
April 4th, 2017 Tony Hughes presented: “Creating sales pipeline with combination prospecting strategies”
The sales challenge:
Salespeople and their companies are suffering lower productivity (and higher costs) by reacting to the allure of the silent sales floor.
Digital sales strategies and the ear-tickling allure of ‘social selling’ have resulted in many sales people becoming busily ineffective and neglecting the phone.
…more. This seminar sold out two weeks in advance
June 6th, 2017 Graham Hawkins presented: “The future of B2B sales”
The sales challenge:
Being successful in sales requires continuous innovation, as all products and services go through an accelerated life-cycle. In an era where buyer behaviour continues to evolve rapidly, sales organisations and their people must adapt to provide buyers with the experience that they now expect and demand.
Interruption push selling no longer works, and salespeople must be equipped with a range of new skills in order to become digitally driven, socially connected, mobile and highly specialised.
…read more. This seminar sold out 5 days in advance
The sales challenge:
‘Apples for apples’ is the expression many customers use when they struggle to differentiate between two very similar products or services. We love to think our unique features and benefits will wow our prospective customers, but more often than not, product and price are simply our ticket to the dance. As the needs of our customers evolve, as new competitors enter our market, it’s getting harder and harder to grow sales and revenue each year.
…read more. This seminar sold out 2 weeks in advance
October 3rd, 2017 Steve Hall presented: “Selling to C suite executives ”
The sales challenge:
Everyone B2B salesperson needs to be able to sell at C Level – but few know how. The higher you call into a prospect the more successful your sales journey will be. But the higher you go, the greater the competition for an executive’s attention and time.
“C” level executives are guarded by their Executive Assistants, voice mail, silent numbers and other ways to ward off the unprepared sales person. How can you cut through the noise to secure that critical first meeting or conversation?
And when you do get that meeting, how do you prepare for it and make sure it’s a triumph and not a disaster?
…read more. This seminar sold out 5 weeks in advance
December 5th, 2017 Bernadette McClelland presented: The psychology and science of high performing salesperson
It is vital for sales people and sales leaders to understand the art AND science of the sales process to have a balanced approach to business. It’s equally necessary to decipher what is key in supporting the overall sales effort as well as know what you need to do as a salesperson/leader to drive improved sales performance through your own sales process.
…read more This seminar sold out 1 week in advance