Announcements

Wednesday, July 28, 2010

Kurt Newman

Research shows the success or failure of companies lies with their salespeople. Yet truly understanding how to get the best from them is a thorny issue for most business leaders.

Their performance in the field is clearly identified as the main reason why customers buy, singled out as playing a larger part than the quality of our products, brand awareness and value proposition combined.

Yet only 1 in 4 salespeople consistently perform at a high enough level, and just 6% stand out as the elite ones.

Through extensive testing and psychological profiling of 200,000 sales people four distinct types of sales environments were uncovered. These include the variety of customers, how contact is made and the product/service sold. Each sales environment was found to expose the sales person to different levels of either personal rejection or individual risk of failure.

To maximise the likelihood of success a sales person must be matched with the type of sales environment which best suits them. Not to do so can and most often inhibit a sales person’s performance.


SWAP members will:

•   Discover the sales environment they are best suited to.

•   Learn critical skills and behaviours of the elite in each sales environment

•   A broad understanding of the 6 Sales Competency Levels

About Kurt

Kurt’s expertise is in sales strategy, sales management development; group structured sales training and infield sales coaching. His consulting work is with medium to large companies that operate in relationship and complex selling environments.  

As a sales person he has successfully sold products and services in the 4 major market/product segments of: new product sales, consultative sales, relationship sales and retail.

During his selling career he created sales records for three companies in two industries and won many other sales awards for outstanding performance. This background gives him the advantage of being able to demonstrate selling competence, a powerful learning tool when coaching sales people.

As a consultant Kurt works across all industries and market segments. He has guided many individual sales people to greater success and companies to vastly improved profits. He has the ability to effectively identify the real issues that limit performance and then implement a tailored development plan.      

Kurt was a part time student for more than 20 years and focused his studies on understanding business and human behaviour. He continues to be actively involved in learning and contributing to the selling profession by way of writing articles and speaking on a range of subjects on sales and sales management. Some examples include being interviewed on the Qantas Radio Program Talking Business and regularly contributing to The BNET Report.

Kurt is the co founder of Sales Consultants Pty Ltd, is a Fellow of The Australian Institute of Management and a Licensed Associate of The Consulting Resource Group Canada.  


Kurt’s expertise is in sales strategy, sales management development; group structured sales training and infield sales coaching. His consulting work is with medium to large companies that operate in relationship and complex selling environments.  

As a sales person he has successfully sold products and services in the 4 major market/product segments of: new product sales, consultative sales, relationship sales and retail.

During his selling career he created sales records for three companies in two industries and won many other sales awards for outstanding performance. This background gives him the advantage of being able to demonstrate selling competence, a powerful learning tool when coaching sales people.

As a consultant Kurt works across all industries and market segments. He has guided many individual sales people to greater success and companies to vastly improved profits. He has the ability to effectively identify the real issues that limit performance and then implement a tailored development plan.      

Kurt was a part time student for more than 20 years and focused his studies on understanding business and human behaviour. He continues to be actively involved in learning and contributing to the selling profession by way of writing articles and speaking on a range of subjects on sales and sales management. Some examples include being interviewed on the Qantas Radio Program Talking Business and regularly contributing to The BNET Report.

Kurt is the co founder of Sales Consultants Pty Ltd, is a Fellow of The Australian Institute of Management and a Licensed Associate of The Consulting Resource Group Canada.  

http://www.salesconsultants.com.au

Wednesday, July 28, 2010

Wednesday, July 21, 2010

Three major time-savers each business could use – simply with Excel

Jurgen Schmechel

If saving time is important to you, then you need to get yourself along to Jürgen Schmechel’s presentation, because every business owner needs to cover these three essentials: Budgeting, Quoting prospects and keep track of client relationship.

Jürgen has developed a dynamic presentation that could give you some amazing insights into a tool which is already at your fingertips: MS Excel!

You will experience how to use Excel for your financial budgets and forecasts. You will take away the importance of having a quotation system and of how easy it can be handled in Excel. And you will learn how to sort and filter big lists of data – like your customer information, by just simple tricks using Excel.

Besides learning very useful keyboard shortcuts that save you effort, you will also understand how Excel is more than just a big calculator, but a whole management tool if applied correctly.

In other words, most people only operate Excel at the very basic level – it is like driving an Audi in only one gear.

This motivational and informative talk on three essential business topics covers also

- Get ahead of your competitors
- Enable your staff to quote – like you do
- Use the “natural” view on data to organise your customer’s details
- Create powerful Excel spreadsheets by following simple steps
- Numbers are your friends
- Be decisive and Master Your Spreadsheet

Jürgen has over 25 years experience as a software trainer and consultant. He has a degree in mathematics and economics. He is the numbers guy. After finishing university he founded successful consultancy companies in Germany and sold them before he came to Australia. Jürgen has lived in Australia since July 2004 together with his wife and two boys.

Don’t miss this session where you learn to claw back some of your valuable time using German Precision by applying the approach Jürgen teaches.

Every attendee will receive Jürgen’s 12 top tips about Excel for free.
Jürgen Schmechel

- CFO and financial modeller
- Software wizard
- Business software specialist
- Professional speaker

Hamburg-born Jürgen Schmechel combines his German precision with his professional and fun training as an internationally accredited software and business consultant.

Jurgen’s passion is to empower you. He combines wisdom, love and intelligence to empower others to grow and smile.

Utterly passionate about his work, he is in demand as a keynote speaker at conferences and seminars around Australia. Jurgen has a remarkable ability to hold audiences spellbound with his software and technology insights.
Jürgen holds university degrees in Maths and Economics, and is an accredited master in neuro-linguistic programming (NLP) and hypnotherapy.
He is the founder of ComputerMaster, co-founder and CFO at v-funding and Chair of the board as a non executive director of Logical Creativity.

Jurgen was the President at City Business Swap 2006 - 2007

Thursday, July 15, 2010

Glenn Dobson

Just because someone has put their hand up and is asking for a role doesn't mean you should give them the job. Assigning the wrong person to a task, ignoring important tasks or failing to resolve conflict can have costly consequences. In this presentation Glenn will give individuals valuable insights into the way your customers and your staff prefer to work and their preferred role within a team. This feedback will help you to improve sales, communication, team work and performance, which will in turn improve motivation and job satisfaction, and long term, successful employees and colleagues

http://www.kona.com.au/glenn-dobson.html


http://www.dailytelegraph.com.au/sport/to-get-smashed-by-hoppa/story-e6frexni-1225882949745