$49 – $499

Why EQ, Not IQ, Is The Key To Sales Success

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UNSW CBD Campus

Level 7, 1 O’Connell St

Sydney, NSW 2000

Australia

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Description

The sales leadership challenge to be addressed

‘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 make quota each year.

So what can you do to really differentiate your offering from the competition, how can you harness the power of EQ in your sales cycles and tap in to the psychology of how humans actually make their buying decisions?

Why it will be valuable for you to attend

Keynote:

In this forum our keynote speaker, Cian McLoughlin, will draw on six years of conducting win-loss surveys and interviews with senior B2B decision makers, to explore how and why these individuals made their buying decisions. He’ll peel back the evolutionary layers, to reveal the science behind decision making and why human biology has such a profound influence on the reasons we say ‘yes’ to some requests and ‘no’ to others.

Cian’s commitment to you as part of the Sales Masterminds audience is that he will deliver actionable insights to help every attendee over-achieve on your sales objectives in 2017, but more importantly, help evolve your sales skills, and that of your organisation, for the next 10 years.

Discussion Panel:

A discussion forum will follow with the opportunity to network and share experiences. We are honoured to have two leading CEO's sitting on the panel to answer your questions - Tim Ebbeck who has held CFO, CEO and Managing Director roles with companies like SAP, NBN and Oracle and Tim Cavill, Regional Managing Director Australasia at BT Global Services.

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This is the fourth in the 2017 series of bi-monthly B2B sales thought leadership breakfast seminars hosted by Sales Masterminds APAC in conjunction with the Strategic Selling Group and our principal sponsor, Salesforce.com.

A light continental breakfast will be served from 7.30am. Presentation and workshop at 8.00 am.

The last 2 seminars sold out quickly so register now. Places are strictly limited.


About our presenter

Cian Mcloughlin is an author, speaker and founder of Trinity Perspectives, a sales consultancy firm that specialises in helping companies better understand why they win and lose the deals they pitch for.

Author of the Amazon #1 bestseller ‘Rebirth of a Salesman’ and a regular sales commentator in the mainstream media,


Cians book

Cian’s blog was voted one of the Top 50 Sales Blogs in the world in 2015 and again 2016. With ASX and Fortune 500 clients across Australia and the Asia Pacific region, Cian is a passionate proponent of an ethical, honest and authentic approach to sales.

Cian speaks at conferences internationally and his clients include large multi-nationals in the IT, telecommunications and professional services sectors.

Cian’s articles can be read at https://www.linkedin.com/in/cianmcloughlin/ and he can also be found at www.trinityperspectives.com.au


About our panel

In addition to Cian McLoughlin we are privileged to have two enterprise leaders on our panel:

Tim Ebbeck who has held CFO, CEO and Managing Director roles with companies like SAP, NBN and Oracle.

Tim Cavill, Regional Managing Director Australasia at BT Global Services, and

As leaders of such formidable enterprises they have experienced both sides of the fence - as a buyer and a seller - and clearly know how decisions are made. We can learn a lot from them. Have your questions ready.


Your MC for the event will be John Smibert and the panel will be chaired by Tony Hughes

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UNSW CBD Campus

Level 7, 1 O’Connell St

Sydney, NSW 2000

Australia

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