I’m delighted to be your host for Australasia’s first regular event series assembled specifically for those interested in getting better results for their sales efforts. Over the year I’ll introduce you to a number of people who will give you ideas that will help you stay ahead of the sales curve.
If you’re serious about achieving peak sales performance in 2010, this live and virtual event series presented by Australia’s most acclaimed sales authorities is not to be missed.
Here’s just a few of the people you’ll meet and some of the topics we’ll cover:
Mark Purbrick. “Selecting and retaining top performing salespeople”
Why do all sales teams have more underperformers than they should? Whilst there are many factors – a key one is how people are initially selected, and then how they are retained. The last 10 years has seen the maturing of the science of behavior – especially as it relates to job fit and job selection. Mark Purbrick from Profiles International will share case study insights, showing how sales managers can avoid time consuming and costly recruitment mistakes by tapping into the science of behavior to select and retain top sales performers.
John Barraclough & Warwick Burgess. “ How to deliver effective sales presentations”
In our fast moving, multi-media world, salespeople must make every presentation compelling and effective. But in reality, sales presentations often fail because they don’t leverage the power that can be gained by creating emotional connection and sensory engagement with their audience. In this not to be missed event session, John Barraclough and Warwick Burgess from Presentation Space will demonstrate how you can open more doors and win more business by creating and delivering persuasive sales presentations.
Julia Palmer. “Understanding the face to face revolution.”
In a world dominated by voice-mail, on-line help, e-mail and social networks, salespeople are spending less time doing the one thing that will lead to sustainable sales success – investing in, and building, social capital. Julia Palmer is acclaimed as Australia’s premier authority on networking and is leading the “Face to Face” revolution. In this session, Julia will share how every salesperson and manager can differentiate themselves from their competitors – and exceed quota – by strategically planning and building powerful face to face networks.
Michael Foulds. “Coaching to achieve successful negotiations.”
For many salespeople “negotiation” remains that challenging thing done at the end of a sales process to “get the sale”. As a result of this approach, sales opportunities are often lost – or are concluded on less than ideal terms for both parties. Michael Foulds is an expert negotiator – working internationally for both sides of the negotiation table. In this event session, Michael will share 7 essential coaching questions that will help managers and salespeople achieve more successful negotiation outcomes – more often.
Suzanne Mercier. “Overcoming the fear of rejection to improve sales results.”
Extensive research has proven that even the best of sales people will at some point miss opportunities and underachieve because of fear. It can be fear of rejection, call reluctance, fear of failure – or one of the many other ways fear can be manifested. But fear is also natural. Over the last 10 years, Suzanne Mercier has become an expert on the limiting nature of fear. In this session, she will lift the veil from fear and share how – by understanding your fears – you can overcome them to achieve better sales results.
Malcolm Dawes. “The future of effective sales leadership.”
High performing leaders are distinguished by two qualities – their ability to interact effectively with other people and the ability to think strategically and tactically. In this insightful event session, Malcolm Dawes will share the results of an extensive 10 year study of over 6000 managers. The implications of the study have a critical impact on all sales teams. Malcolm will outline the 10 competencies that are the base of this study and show what sales leaders of the future must do to ensure that they and their teams achieve – and exceed – their sales targets.
Plus at each breakfast I’ll introduce you to one of Australia’s premier authors on selling, sales and sales management – and they’ll bring a copy of their latest book for you to take with you. In April May and June, you’ll meet:
Jenny Cartwright – “Don’t Get Hung Up”
Ciaran McGuigan – “The World’s Best Sales Tips”
Ian Segail – “Bulletproof Your Sales Team”
Join me – and my co-presenters – for a sales learning event that you can’t afford to miss. Click this link – and register now:
http://www.saleseffectiveness.com.au/the-2010-sales-effectiveness-breakfast-event-series/
Thanks for reading this post – Paul Sparks, Sales Effectiveness Australasia.
“Taking you beyond sales training and keeping you informed about the latest ideas, trends, innovation, research & best practice in professional selling and sales management”
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