SALES MANAGEMENT FORUM 2008 "THE CONVENIENT TRUTH - WINNING SALES STRATEGIES"

Featuring fresh presentations and winning strategies from renowned international speakers and Australia's leading sales change management practitioners.  (DIMENSIONS is presented by the Sales & Marketing Institute)

The objective of sales management is efficient and effective managing of your business your team and...there by adroitly managing your career.

Learn from and network with leading speaker/facilitators, bounce ideas within leading sales management, exchange fresh ideas and capture latest trends in emerging and current business issues.

Don't miss this one day seminar which specifically challenges many of the traditions/processes/rules/beliefs of sales practice, while featuring emerging trends, ideas and approaches - which are transforming sales management in North America and the European Union.

This is a sales management day of 'challenge and transformation' - the most forward-looking and visionary national sales management gathering in the country.

DATE: Thursday, 28th August 2008
VENUE: Kooyong Tennis Club, 489 Glenferrie Road, Kooyong
TIME: 8.40am - 4.30pm

VERY LIMITED PLACES BOOK NOW !!!

'Early bird $330 (inc GST, lunch, breaks), additional delegate $220 (prior 18th August)

BOOKINGS: Click Here to e-mail OR telephone (03) 9848 5515                 

PROGRAM
8:35 Registration
8:55 WELCOME

9:00 : SESSION ONE
“TWELVE PLUS 'MUST DO's' FOR SALES MANAGEMENT”
The twelve plus 'commandments' demonstrate that opportunities abound to increase sales, enhance profits, upgrade customer satisfaction - and for people to have fun doing business...in a session detailing not less than TWELVE 'MUST DO' actions that will create a competitive advantage.
-Barry Urquhart, internationally acknowledged keynote speaker, business analyst and author. Each year he delivers over 100 addresses to conferences, conventions and seminars throughout Britain, North America, Asia, South Africa, New Zealand and Australia.

9:45 SESSION TWO
“AWAKENING THE WARRIOR WITHIN"
Selling like a Warrior, living like a Warrior, being a Warrior
There are many references around us to “Mobile Warrior”, “Road Warrior”, “Corporate Warrior”. What does it mean to be a Warrior? How does one begin on that path and more importantly stay on it? What are the true Warrior attributes that would contribute to success in today’s world? How does it apply in today's world of business and, in particular, sales. What practical tools can we use to discover our own Warrior within, learn about it and finally achieve the desired results sooner as part of a mindful sales engagement?
Michael Patishman, CEO, Azure Training & Development
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10:30 Morning Tea
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10:50 SESSION THREE
MANAGING RISK IN A WEB 2.0 WORLD
Step into an office environment today and you will likely find multiple technologies that represent enormous opportunities for organisations to improve productivity and drive innovation. However with the increased use of Web 2.0 technologies and social networking sites combined with the emergence of mobile and portable devices such as PDAs and USB keys in the workforce, organisations must now change the way they manage risk. The session will will provide an overview of some of the changing trends and challenges in the Australian workforce and provide some insight into the Internet security landscape. The session will emphasise the importance that executives play in helping managing risk from a business and IT perspective and also highlight the potential impacts of not addressing the risks posed by this new world. The session will also explore ways organisations can get the most of this web 2.0 world while also managing risk and protecting their information.
-Craig Scroggie, vice president and managing director, Australia and New Zealand, Symantec
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11:35 SESSION FOUR
NEUROMARKETING - THE BRAIN AND INTEGRATION OF MARKETING COLLATERAL
Ever wondered why consumers behave the way they do? And what motivates them to spend their money? It is now well accepted that emotional and non-rational processes play a crucial role in determining consumer purchasing decisions. Increasingly, neuromarketing is being used to understand the emotional impact of consumer advertising. This session will explore how neuromarketing can be used to identify key images in media POS and packaging. Examples will be drawn from Neuro-Insight case studies to illustrate the combination of neuromarketing and consumer perception can be used to maximise the impact of advertising at key sales points
-Prof Richard Silberstein, CEO, Neuro-Insight Pty Ltd and Professor of NeuroScience, Swinburne University
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12:15 SESSION FIVE
“IS THE BEST SALES PROCESS REALLY SERVICE AND CAN SERVICE PEOPLE REALLY SELL?”
Sales and service roles and departments are often very separate but perhaps they shouldn’t be? Some of the best sales processes focus on underlying service needs and some companies get their best sales results through their service channels. But we all know it’s annoying to be cross sold inappropriately or for companies to seek a relationship with us when we just want their product. So how can sales teams exploit the insights available through service and how can service teams be made effective in selling. David Jaffe will examine how linked sales and service really are and consider mechanisms that bring the two together.
-David Jaffe, Consulting Director, Limebridge Australia. David is the co-author of the recent book “The best service is no service”. Don Peppers (of “One to One Marketing” ) described it as “ the single best "how to" book on earning customer trust that I've ever read”.
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1:00 LUNCHEON
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1:50 SESSION SIX
"DRIVING FASTER SALES GROWTH IN TOUGH TIMES"
If you are being asked to squeeze more results from a declining market this session is a must.
It seems every year you are being asked for more, and this session will prove that it’s not about working harder, but in fact working smarter. Through a proven approach to forecasting and prioritising sales opportunities, you can remove the risk of wasted effort for you and your team, and get the results you need.
In this session you will learn how to drive faster sales growth with better yields and give you the jump on your competition. (The presenter has kindly agreed to provide every attendee at this session an individual market growth report, free of charge)
- Scott McLaughlin, Clutch
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2:35 SESSION SEVEN
"MASTER LEVEL SALES COMMUNICATION"
Elliot Epstein enables senior managers and sales teams to master the next level of persuasive business communication in order to drive those bottom line results.
-Elliot Epstein, Salient Communications
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3:10 AFTERNOON TEA
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3:25 SESSION EIGHT
TBA
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4:15 Summary

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