8.50 – Opening remarks from chair
Anton Savage, Managing Director, The Communications Clinic
9am Motivational Opening Keynote
Jerry Kennelly was founder and CEO of Stockbyte – one of the world’s first three royaltyfree photo libraries – which ultimately took 10% of the global market before it’s sale to GettyImages in 2006. He is spearheading Tweak.com, a new website which is the world’s first onestop shop for design and print. In this motivational keynote session, Jerry will discuss:- Segregating prospects- Focussing on the low hanging fruit /biggest opportunity- Understanding the customer’s needs better than any competitor- Creating a unique, customised long term value proposition for long term value- Using channel sales to create scale fast.
Jerry Kennelly, Founder of Stockbyte, CEO of Tweak.com
9.30am Inspirational Keynote Address
Becoming an inspirational sales leader – leading the sales team to the Promised Land.
The importance of the role played by salespeople at all levels during this time of recession cannotbe underestimated. We are in a new era of selling where the old familiar methods and processesno longer work. Yet how much influence does sales management have on the success or failure ofour sales teams and is there a difference between sales management and sales leadership? Thiskeynote speech will make you think, re-evaluate and question the role that sales leaders have onsales success and customer buying decisions.
Frank Salisbury, Chairman, BTSi Group
10.15 – Expert Commentary
Frank Hattann, Senior Manager,
Sales Development LinkedIn, EMEA
How Sales Professionals Can Leverage Social Networking
Leveraging social media is critical for all sales people who want to be informed and competitive. Social media and social selling is changing everything we do, but how do we, as salespeople, most effectively use it to our advantage.
Jeff Matthews will discuss:
- Using social media to listen and connect — to the market, to customers, to competition, to your own company
- Using social media appropriately and to help you engage with customers – know your place and know its relevance
- Be careful not to let it absorb too much of your time. Remember to focus on specific opportunities with specific customers, and don’t let it be an excuse for failing to produce results
10.40 Morning Tea, Exhibition & Networking
11.00 Social Media Expert commentary
The three C’s of generating leads and referrals
Word of mouth referrals are no longer sufficient for us to win in an increasingly competitive marketplace. In this session Krishna will cover:How publishing free compelling content can help you generate leads and turn those leads•into profitsWhy you should consider creating your own community of ‘raving fans’ to help you attract•more referrals and how it has never been easier to do so through social media platforms includingTwitter and FacebookGuidance on how to integrate social customer relationship management into your sales•processes to help you attract more customers and enhance customer service.
Krishna De, Digital Marketing & Brand Engagement consultant, BizGrowthNews
11.25 Panel discussion
The Great Debate
“Why should we promote the Profession of Selling?” Who cares anyway?
Is selling seen and respected as a Profession in Ireland? Have those involved in selling enhanced
the Profession or degraded it? Is there a pride within the profession of selling that exists in
other professions? Is selling even a profession? Does the way we view ourselves as sales people
influence how our colleagues and customers see us….can we say should we do more to enhance
this perception? This session is billed to provoke thought….thought about the way in which the
profession of selling can enhance its image, in order to fulfil the important role it plays at the heart
of every organisation.
The panel will discuss the topic for 20 minutes at which point it will be thrown open to the floor for
comment, feedback and insight. This is a unique opportunity for those of us involved in sales to look
at ourselves and our attitudes towards the very job we do and to get consensus on the issues that
affect how we do that job.
Ian Talbott, CEO, Chambers Ireland
Frank Keane, Partner- MKO Accountants & Auditors
Mairead Cosgrave, CEO BTSI Group
Pearce Doorley Sales & Marketing Manger, CPL
12.10 Expert commentary
Having a Network to call on does work
Mary will provide the delegates with an insight into the benefits of networking in terms of
developing your leads, opening up new markets and having access to experience and opportunities.
“We in Network Ireland have found that, irrespective your industry sector, all of us who work
in Sales share common strengths and challenges. Having access to likeminded networks at home and
throughout Europe does make a difference to you, your staff and your company.”
Mary will also give networking tips that delegates can take away and apply in an everyday context
Mary Kershaw, President, Network Ireland
12.30 Referrals – getting in front of High Potential Prospects
The Referral Institute provides the training and tools to help business professionals gain financial success through relationship-based referral marketing. This presentation will look at the important issues involved in getting in front of genuinely high potential business prospects – the need to engage experts, the function of networking, the different types of network, and even the ‘networking disconnect’ – why networking often isn’t working for people…
Alan Bell, The Referral Institute
1.00 Lunch, networking & exhibition viewing
2.30-4pm Afternoon seminars:
Seminar One
Master Class in Sales Coaching
In the afternoon of the Sales Forum, Sandy Metcalfe will be delivering a Master Class in SalesCoaching. This workshop is geared to provide practical and hands on advice to Sales Directors,Sales Managers and Business Owners. Sandy is a passionate Sales Coach who can inspire and assistSales Leaders to improve their performance and that of their teams even in this economic time ofuncertainty. If you are responsible for the performance of other people this Master Class is essentialfor you!
Overview
The principles governing the application of this unique approach to the understanding andacquisition of sales coaching skills have been drawn from extensive research into the professionalcoaching methodologies used by successful coaches in the fields of sports, music, dance, andacting. In these professions, coaches have a clearly defined system and they stick to it. In businessthe goalposts are forever changing, as are the players, the rules, and tactics. To say that thishappens as a result of changing market trends fails to recognise whilst markets change, people areessentially the same, and what works in the professions mentioned can work in business.
Benefits
The benefits of adopting coaching as a business practice are that people perform better;relationships are enhanced; work is less stressful; the focus is on performance and not onpromotion or job grade; and responsibility is placed where it should be – with the personperforming the business role. Sales Coaching can and does produce champions at work.
Learning Outcomes
At the end of this MasterClass participants will have an understanding of the:-Conditions which need to exist for sales coaching to be successfulPerformance factors that are key to sales successMethodologies and techniques used by successful coaches in other professions and howthese apply specifically to their own business environment‘Professional Processes’ model of improvement and how to apply this to their own businessenvironmentBehavioural and process rules for individuals and teams‘POWER’ coaching model of business coachingImportance of written records and monitoring of performance
Seminar 2
Presenting to Sell Seminar
Your sales presentation has a very important job to do. It’s not just a series of data filled slides you have to get through- it’s the most valuable time you have with a potential client to win business. If your sales presentation is not engaging , persuading and selling to your potential clients, it’s not doing its job.
So what makes a sales presentation truly successful?
Irresistible, strategic content, delivered with passion, that builds relationships and incites ACTION!
So, if you’re ready to learn how to prepare and deliver a powerful presentation that gets results, then join Emma for the Presenting to Sell workshop – and if you’re really brave bring your sales presentation and get it critiqued there and then!! Here’s what you’ll learn from this seminar:
* The 3 elements your presentation MUST HAVE to build relationships and get more sales
* The TWO key reasons sales people fail to present to sell
* Lessons from real life presentation scenarios
*Television insights from the BBC into what makes a great presenter
Emma Ledden, Presenter, Training Consultant, Speaker and Founder of Presenting to Sell
