Recent Event

Sales Skills Series - Prospecting & Account Management

Date of Event: Wednesday September 28th
Region: Dublin
Speaker: Dermot McConkey and Frank Rock
Venue: The Alexander Hotel, Dublin 2
Price for SII Members: EUR Free to Members of the Sales Institute
Price for non-SII Members: EUR 80
Type of Event: Training Workshop

 

Prospecting - How to Identify New Business Opportunities Inside & Outside Your Customer Base

Dermot McConkey FSII MIITD, MD, Dermot McConkey Development & Training Ltd

 Dermot McConkey is Managing Director of Dermot McConkey Development & Training Limited, a business development and sales training consultancy. He delivers motivational keynotes to conference audiences, seminars and master classes to corporations and business meetings. He has worked in the financial services field, mainly Life and General insurance, for over 35 years having held many positions in Sales Management, Marketing and Training. He has a reputation for being a highly enthusiastic, motivational, popular trainer where his fast paced delivery of the psychology of success is key to every talk and programme he facilitates. Dermot is known as an ideas man. Dermot is one of the foremost authorities on assisting people in achieving positive, measurable change in their attitude, in their behaviour and in their results. He has spoken at international conferences in the USA, Cyprus, Malta, Scotland and England. He launched an inter-active sales development software training programme called Go sell whatever you want to sell in the Irish marketplace in 2005 and has just published his new book, The Selling Conversation, which was co-authored with Yanky Fachler. He is a contributor of articles to various national newspapers, magazines and websites on sales and marketing matters.

 

Account Management - How to Protect and Keep Your Customers in Today's Challenging Market

Frank Rock, Head of Talent Development, Harvest Resources

Frank has 15 years experience in a variety of senior management roles within the financial services sector. Frank set up the Mentoring and Talent Development Division of Harvest Resources, which continues to be the fastest growing division, providing clients with a bespoke service in the design of high impact solutions for organisations eager to improve the effectiveness of key managers and talented employees. Frank has a particular passion for coaching using a style which is both supportive and flexible. He inspires his coachees’ by drawing on stories and anecdotes, which simulates their own thinking. In his presentation, Frank will explain key techniques and succesful strategies for retaining and developing key accounts. Presentation content will include

• Techniques you can use to differentiate yourself in customer conversations
• How to establish with a customer what really creates value
• Tactics to use when an account is under pressure
•  How to  become memorable on a call

This event is free to attend for current members of the Sales Institute of Ireland. The rate for non-members is €80 to be paid prior to the event. To reserve your place, please click no the 'Book Now' button below or contact Yvonne at the Sales Institute on 01 662 6904 or e-mail info@salesinstitute.ie