The Sales Institute of Ireland - National Conference 2011
Venue: Burlington Hotel Dublin 4
Price for SII Members: EUR 195
Price for non-SII Members: EUR 275
Type of Event: Conference
'Maximising Sales Performance'
in association with Microsoft
The Sales Institute of Ireland Conference is the premier networking event of the year for senior sales professionals and attracts about 200 delegates from ICT, FMCG, financial services and across the wider business community.
The 2011 conference was held in the Burlington Hotel, Dublin 4, on 26th May and the theme of ‘Maximising Sales Performance’ was discussed by a panel of senior sales professionals and business leaders under the following headings: ‘Acquisition’, ‘Retention’ and ‘Motivation’.
Conference Speakers (see profiles below)
Gerard O’Neill, Chairman, Amárach Research
Eddie O’Brien, CEO, Topaz Energy
David Walsh, Director of Regional Sales, eircom Business
Niall Harbison, Director, Simply Zesty
Vincent Ryan, Global VP Sales & Marketing, Amdocs Corporation
Ben Murphy, General Sales Manager, Miele Ireland
Keith Stanton, Managing Partner, Votive Leadership
John Quinlan, Sales & Marketing Director, RSA Insurance
Karl O’Leary, Partner Sales and MBS Dynamics Lead Microsoft Ireland
Kingsley Aikens, Managing Director, Networking Matters
A unique opportunity to hear recognised sales leaders from ICT, FMCG retail and financial services reveal proven and successful strategies for acquisition, retention and motivation.
Business & Consumer Confidence Overview - Gerard O’Neill, Chairman, Amárach Research
Gerard O’Neill gave context to the conference by providing an overview of current levels of consumer and business confidence in Ireland. Gerard is Chairman of Ireland’s leading independent market research agency, Amárach Research.
Outperforming the Competition in a Challenging Market - Eddie O’Brien, CEO, Topaz
Eddie O’Brien, explained how Topaz has outperformed its peers both in terms of customer growth and retention in what has been a very challenging sales environment over the last two years. He discussed the company’s customer retention strategy by using the Topaz Dealer Business as a case study on how to measure customer satisfaction and drive a partnership process to improve overall profitability for all stakeholders. Topaz is one of Ireland’s largest privately owned companies with annual sales of over €2.3 billion and is also Ireland’s largest fuels and convenience retailer with over 300 stations nationwide. The company employs over 1,400 people and was recognised as one of the ‘Best Workplaces in Ireland’ for three consecutive years.
Customer Lifecycle Management & Retention - David Walsh, Director of Regional Sales, eircom Business
Eircom has been very successful in maintaining market share and acquiring new customers in the mid corporate market. David Walsh is the Director for Regional Sales with eircom where he has worked for 10 years. The company operates in a highly competitive market delivering innovative telecommunications solutions to over 2.5 million residential and business customers and ensuring a first class customer service experience. David discussed eircom’s approach to customer lifecycle management and retention including segmentation, customer communication and sales team incentive and reward.
‘Turning Social Media into Sales’ - Niall Harbison, Director, Simply Zesty
Niall Harbison works with some of the world’s biggest brands including Vodafone, News International, Sony and Nokia, helping them develop successful customer acquisition and retention strategies using social media. Referencing practical case studies, Niall explained how small, medium and large organisations are using social media to maximise sales performance. Niall co-founded the Irish social media agency, Simply Zesty, in 2009 and has built it into the biggest social media agency in Ireland with 22 staff in Dublin and London.
Motivation - the Key to Developing High Performance Sales Teams - Vincent Ryan, Global VP Sales & Marketing, Amdocs Corporation
Vincent Ryan was a founding member of the management team of ChangingWorlds, which was acquired by Amdocs in 2008 in a transaction worth in excess of $80m. He now leads the Amdocs Global Digital Services Sales & Marketing Team, of which ChangingWorlds is an integral part. Referencing his business and sporting experience, Vincent explained how real motivation plays a key role in developing high performance sales teams and how motivation was fostered and maintained in ChangingWorlds leading to the successful acquisition in 2008.
How Motivation & Reward Drives Sales Performance - Ben Murphy, General Sales Manager, Miele Ireland
Miele has increased market share through unique and innovative ways of rewarding and motivating sales people in their channels. As General Sales Manager for Miele Ireland, Ben Murphy is responsible for all sales activities in Northern Ireland and Republic of Ireland. For the past 23 years, he has worked in retail, distribution and training and prior to joining Miele, held senior management positions with Waterford Stanley and Electrolux Group. Ben discussed some of the proven and successful approaches he has used to motivate and reward sales people.
‘Motivation and High Performance’ - Keith Stanton, Managing Partner, Votive Leadership
A renowned speaker on motivation, Keith Stanton discussed the factors which drive us as individuals and motivate us to achieve high performance. Keith has extensive knowledge and practical experience in the field of leadership and development and through his company, has worked with many Global 100 companies as well as an eclectic mix of professional and amateur sports teams including Northampton Saints Rugby team and Tipperary Senior Hurling Team.
Growing Sales & Profitability in Challenging Conditions - John Quinlan, Sales & Marketing Director, RSA Insurance
RSA Insurance has demonstrated an ability to grow revenues and profitability in challenging market conditions. John Quinlan is Sales & Marketing Director at RSA Insurance and a National Council member of the Sales Institute of Ireland. He has wide ranging experience in the financial services sector and has held senior management positions with Aon, Allianz and GE Capital in London. John outlined RSA’s customer acquisition approach and critical success factors.
How Technology Drives Performance - Karl O’Leary, Partner Sales and MBS Dynamics Lead Microsoft Ireland
Karl O’Leary is an expert at helping businesses use technology to find, retain and grow customers. He leads the Microsoft Business Solutions team in Ireland and regularly advises customers and partners on how best to improve their Sales and Marketing by leveraging technology. His role in Microsoft gives him responsibility for the repositioning and integration of their Irish Partner Network as Microsoft leads the adoption of cloud computing in Ireland to Enterprise and Public Sector customers. Karl has over 15 years direct and channel sales leadership experience and prior to Microsoft he held a number of executive roles in the Financial Software industry. Karl explained how technology is fundamentally important for maximising sales performance in any business.
‘The Four Pillars of Effective Networking’ - Kingsley Aikens, Managing Director, Networking Matters
Kingsley Aikens was the Australia based representative of the Irish Trade Board and IDA Ireland for five years. He was a founding director of the Australian Ireland Fund and also founded the Lansdowne Club in Australia, one of the largest Irish business networking groups in the world. In 1993, he moved to Boston to take over as Executive Director of The American Ireland Fund and in June 1995, he was appointed Chief Executive of the Worldwide Ireland Funds which have generated over $300 million for peace, culture, community development and education projects throughout the island of Ireland. Kingsley is one of Ireland’s most accomplished business people and successful global networkers. His company, ‘Networking Matters’ helps organizations develop successful strategies for networking and building long term relationships. Drawing on his vast knowledge and experience, Kingsley explained the four pillars of effective networking.
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