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  • High Flying Sales Culture: Theory into practice | The Sales Club
    sport as a catalyst for high sales performance You are here Home Events High Flying Sales Culture Theory into practice Date Tuesday 9th September Time 10am 4pm Venue Boscombe Down Salisbury Wiltshire SP 4 0JF Refreshments Lunch Tea Coffee This all day event will consist of an interactive workshop takeaways will include Exploring together practical actions to help shape environment culture and behaviours for effective sales Using innovative best practice ideas from QinetiQ s highly targeted sales strategy to motivate manage and deliver strong performances from all members of your sales team Sport as a catalyst for high performance sales achievement Mark Stead Sales Director at QinetiQ Please note Dresscode is Smart Casual Jumpers Jeans are acceptable About QinetiQ Mark Stead is a valued member of The Sales Club and a member of the SAB Strategic Advisory Board With his many years experience heading Qinetiq s sales teams Mark has multiple examples of best practice that he is willing to share with other members to take away and apply to their own businesses Qinetiq are experts in defence aerospace and security With more than 9 000 employees worldwide they have some of the most intelligent scientists and engineers who solve some of the world s most important problems At Qinetiq they offer high end technical knowledge underpinned by world class research and innovation They supply advice assurance test and evaluation engineering solutions and training Customers that use them face challenges that define the modern world They know that Qinetiq are uniquely placed to understand these issues and work with them to ensure the success of their mission Qinetiq make the critical difference to customers by providing unique answers which combine technical expertise deep domain knowledge and rigorous independent thinking Steve Smith Director at Raise the Bar Former Olympian About Steve

    Original URL path: http://www.thesalesclub.co.uk/event/high-flying-sales-culture-theory-practice?destination=node/263 (2016-02-17)
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  • A High Performance Culture | The Sales Club
    The Volcano respected head coach of the London 2012 UK Athletics team will share insights into building and sustaining a high performance culture His dynamic presentation will inspire you to solve team performance issues and get the best from your people This Joint Flagship Event gives Rising Stars the opportunity to network with Leaders over drinks and supper You are here Home Events A High Performance Culture Date Tuesday 10th June Time 5 30pm 10pm Venue The Soho Hotel 4 Richmond Mews London W1D 3DH Refreshments Drinks Supper Snacks Members will take away Creative ideas on how to build sustain a high performance culture Inspirational nuggets on what it takes to achieve Olympic medal winning performance Practical insights on how to motivate your sales teams Charles van Commenée Inspirational Speaker on High Performance Culture About Charles van Commenée Charles van Commenee is one of the most respected athletics coaches in the world Dubbed the Volcano the disciplinarian Dutchman pushes his athletes to the limit and makes a habit of exceeding targets Charles has many years of experience from the world of athletics and is considered a very respected and successful coach He is able to manage a team push limits and exceed targets These abilities are relevant outside of the world of sports as well His insights can help solve team performance issues and provide better tools for team management He brings the best out in people and inspires success Sponsored by Speech Processing Solutions Speak Send Done All you have to do is speak SpeechLive does the rest Philips SpeechLive takes the dictation workflow to the cloud with all of its great benefits Record your dictations anywhere at any time and benefit from maximum security and reliability Conveniently receive written documents in no time with the first complete Philips

    Original URL path: http://www.thesalesclub.co.uk/event/high-performance-culture?destination=node/262 (2016-02-17)
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  • End Death By Powerpoint | The Sales Club
    and demonstrate the ROI of your solutions to compel buyers Pose your questions to Tom during the in depth Q A session and take practical ideas back to your own sales team You are here Home Events End Death By Powerpoint Date Thursday 15th May Time 11 15am 2 30pm Venue Brigade The Fire Station 139 Tooley Street London SE 1 2HZ Refreshments Buffet Style Lunch Tea Coffee Dress Code Business or Business Casual How to use the latest high impact presentation tools and techniques to keep your customer s interest Improving the overall quality of your customer conversations Proving the ROI of your solutions to economic focussed buyers In depth Q A session enabling you to take away ideas relevant to your own sales team Tom Pisello Chairman Founder at Alinean About Tom Pisello Tom Pisello The ROI Guy is a Serial Entrepreneur and Founder Chairman of Alinean a developer of value based B2B sales and marketing tools Tom s benchmarking and economic justification experience began in 1993 with his first entrepreneurial venture Interpose acquired by Gartner in 1998 where he served Gartner as a Managing VP Post Gartner Tom has been responsible for launching and accelerating several innovative companies including Full Armor Connotate Technologies DissertationsRx DiCom Software NoblePlay DigitalOwl Spiral Up Interactive OurBeginning com PuertaBella com and Akonna Tom is a regular contributor to various publications including ComputerWorld CIOI nsight CIO Decisions and other TechTarget online journals Tom holds a BSEE from SUNY at Buffalo and a mini MBA from the Crummer School of Business Rollins College About Alinean Alinean are the experts in driving sales marketing effectiveness by proving the value of solutions to economic focussed prospects customers Founded in 2001 by ex Gartner ROI TCO experts and value marketing selling experts Alinean uses its proprietary Alinean

    Original URL path: http://www.thesalesclub.co.uk/event/end-death-powerpoint-0?destination=node/261 (2016-02-17)
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  • The athlete at work masterclass® | The Sales Club
    Techniques Inspiration Development Other Leadership About Leaders Membership Rising Stars Membership Leader Testimonials Rising Stars Testimonials The Secret Millionaire Contact The athlete at work masterclass Wednesday April 30 2014 09 30 to 16 00 Rising Stars Don t miss this professional development opportunity with K2 Performance Systems renowned for applying the winning techniques of athletes to corporate challenges This interactive workshop will explore the tools and techniques you need to fulfil your own potential and coach your team to greater success and help you shift your focus from past results to future performance You are here Home Events The athlete at work masterclass Date Wednesday 30th April Time 9 30am 4pm Venue Latimer Place The Grove Latimer Chesham Buckinghamshire HP 5 1UG Refreshments Lunch Tea Coffee The interactive workshops will explore The right skills tools and techniques to help you fulfill your potential Insight into delivering the performance edge benefitting professionally personally in the process How to use these skills to provoke development within your sales teams Coaching your sales people to greater sales success About K2 K2 is the UK leader in the development and delivery of high performance programmes They are passionate about performance inspiring individuals and businesses to reach their best performance by bringing the winning techniques of elite athletes into the corporate space They translate the science behind their work into simple effective messages to help clients drive their performance forward in practical ways ensuring individuals perform at the highest possible standard with the greatest levels of consistency and enjoyment whatever the circumstances Clients include Toshiba AXA Eurostar Dun Bradstreet Fortis Novartis and O2 Get directions Wednesday April 30 2014 09 30 to 16 00 Latimer Place The Grove Latimer Chesham Buckinghamshire HP5 1UG United Kingdom Contact us Phone 44 0 1628 483 118 For general

    Original URL path: http://www.thesalesclub.co.uk/event/athlete-work-masterclass%C2%AE?destination=node/260 (2016-02-17)
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  • The Sales Club has merged with Transform People International | The Sales Club
    Transform People International Transform People International is a global performance improvement consultancy that is combining with The Sales Club to extend the suite of solutions and products focused on transforming sales performance The Sales Club is the UK s premier cross sector sales centre of excellence for sales directors senior sales leaders and rising sales stars Ian Mills CEO of Transform People International notes that the merger with The Sales Club deepens our commitment to transforming sales results and sales impact of our clients people and teams For the members of The Sales Club we provide a greater range of sales improvement tools and solutions This is an exciting development in both our businesses and is a highly synergistic combination that adds value to both organisations Gordon McAlpine CEO of The Sales Club says We passionately believe that this is a very exciting and progressive development for The Sales Club This merger will bring immediate and greater value to our members and opens up a whole range of new possibilities for the future We re extremely excited about the potential for creating innovative approaches and solutions that can be applied across our membership The Sales Club will continue to operate as an exclusive membership organisation under its own name About Transform People International Transform People International is a performance improvement consultancy that delivers positive and measureable change through people by transforming their attitudes mind sets beliefs and behaviours in a way that is aligned to the organisation s goals and values Our focus is on designing and deploying tailored solutions in areas that our clients tell us are critical to their success in particular the way their people lead manage communicate collaborate and sell We have worked in over 50 countries for famous name clients such as Cisco HP Deloitte

    Original URL path: http://www.thesalesclub.co.uk/library/sales-club-has-merged-transform-people-international?destination=node/670 (2016-02-17)
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  • The Do’s and Don’ts of Referral Schemes - An Interview with Leader, Bill Trim. | The Sales Club
    have good timing however if there isn t an immediate opportunity you can approach by asking Is there anyone in your peer network that you would be happy introducing us to You should at minimum be thinking Can I get up to 3 introductions from this person It is a discipline that if followed closely will lead to your network expanding quickly and with very solid connections LinkedIn You may already be effectively using LinkedIn but just in case Make the time to update your LinkedIn account Make it more personable improve your profile strength and solicit recommendations etc Upgrade to a Premium account so you can send unsolicited InMails Research via your first degree connections to find potential second and third degree connections in your target market and audience Request an introduction from your first degree connection in parallel discover which relevant groups your target is a member of and join up Ideally start participating in dialogue on the groups A colder approach is to create a carefully worded InMail ideally using Neuro Linguisitic Programming NLP language to request a call Target the InMail at the most senior person you can within the organisation requesting an introduction to your target audience e g Senior Partner in a law firm to ask who to speak to about IT This is making the most of one of the latest approaches to sales and marketing You just need to make sure no one is treading on each others toes and that Marketing and outsourced Lead Gen aren t contacting the same people Outsource v In House You may want to include using an external approach to building your referral pool I have used everything from retaining a highly networked individual through using companies that introduce your proposition to their network as well as outsourcing my LinkedIn account This helps to bridge gaps learn about what works and what doesn t and how to manage a scheme effectively However it costs money tends to have a limited effective timeframe and it is difficult to achieve an ROI Be very clear about your targets messaging and objectives for the external party plus implement strong governance and reporting I recommend as soon as possible you invest in managing and executing your referral scheme in house provided you are confident you will be able to pay it the attention it needs Target Targeting those that are senior in an organisation will always be more effective than an uphill battle where you can be dismissed straight away Would you direct me to the right person to discuss x y and z More often than not they are happy to do so Plan You need a plan for your referral mechanism If you are starting from scratch with a referral scheme I highly recommended How To Sell Through Networking and Referrals by Andy Lopata What s our conversion rate How do we get to meet this many people Where do we get our introductions Like with any plan

    Original URL path: http://www.thesalesclub.co.uk/library/do%E2%80%99s-and-don%E2%80%99ts-referral-schemes-interview-leader-bill-trim?destination=node/669 (2016-02-17)
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  • TA Associates to Acquire Majority Interest in Access Group from Lyceum Capital | The Sales Club
    experienced and committed management team Access is a highly attractive investment for TA said J Morgan Seigler a Director at TA Associates who will join the Access Technology Group Board of Directors The Access team has proven adept at identifying acquiring and integrating businesses and we see continued opportunities for inorganic as well as organic growth at the company We will employ TA s longstanding and proven management friendly approach working closely with Access to further build value in the business Ajit Nedungadi a Managing Director at TA Associates will also join Access Technology Group s Board of Directors I am very pleased to welcome TA Associates as a partner in Access and look forward to leveraging their many years of experience investing in the software industry to help drive the next phase of our growth said Chris Bayne chief executive of Access With our world class team and products and the support of Lyceum Capital we have built a commanding position in the market combining strong organic growth with strategic acquisitions to transform our customer proposition I would like to take this opportunity to thank the Lyceum team and the departing non executive team of Gareth Denley and David England Lyceum backed a 50 million management buyout of Access in 2011 Since then total revenues have more than doubled to over 60 million and EBITDA has grown threefold Organic revenue growth rates since the buyout have averaged 12 annually and have been supported by significant internal investment in the product portfolio including aCloud Access s software as a service SaaS offering Over the same period Access acquired six of its remaining resellers and completed 12 targeted acquisitions to expand its solution set and deepen its presence in key vertical markets Since our investment Access has significantly strengthened its position

    Original URL path: http://www.thesalesclub.co.uk/library/ta-associates-acquire-majority-interest-access-group-lyceum-capital?destination=node/650 (2016-02-17)
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  • Overcoming The Challenges to Roll Out Challenger in your Organisation - An Interview with Leader, Mike Bee | The Sales Club
    people s performance a bit better What more can I do to motivate my team This along with lots of changes within Eisai saw me looking at what else was out there We rolled out Challenger because like any other industry we have challenging turnover and profit targets We had lost 2 of our established brands to patent expiry after 20 years you lose patent of a drug and we lost both within one year of each other We had prepared for that and structured accordingly We had a look at what we were expected to deliver and driving the top line was the easiest way to maintain growth Organic growth was the way forward and we were looking for a way to accelerate our growth and Challenger was an element of this The Sales Club also helped hugely with Challenger because I had heard about The Challenger Sale through The Sales Club so when others at Eisai were talking about it as a potential approach I already had a good knowledge of it How are you ensuring this transition phase to Challenger is as painless as possible The coaching time by the field managers with their teams is really important We put lots of emphasis on this and we expect our managers to be with their teams 4 of the 5 days a week in meetings pitches etc An organisation can sometimes contribute to this not happening by pulling the managers away but we think they are core to rolling out Challenger successfully I have a team of 16 all of whom have lots of experience and have been trained well but now we are asking them to do it in a very different way which can be hard to accept if what they are doing now is working well for them It is not a one stop shop It takes time and the opportunities need real coaching investment People will make mistakes and will sometimes revert back to how they have always done it It can cause a lot of heartache for some as it is like an internal challenger process as some will struggle being out of their comfort zone To some extent we are all creatures of habit and no one really likes change Challenger has shaken all of us out of our comfort zone myself included as we are still in that evolution process I can t yet say if it has transformed our results as we only started rolling it out six months ago However there are definitely green shoots of progress You have to be patient with and supportive of your people There will be personal internal challenges for some people We aren t going to achieve our commercial goals by doing it the way it s always been done We do tend to carry on doing the same things if they work So when you are asked to do something different it is difficult because your inner voice tends to say Why

    Original URL path: http://www.thesalesclub.co.uk/library/overcoming-challenges-roll-out-challenger-your-organisation-interview-leader-mike-bee?destination=node/616 (2016-02-17)
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