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

9th July 2014

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.

• 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

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.

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

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

Tips

ips 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.

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)

• “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

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.

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