Announcements

Wednesday, April 14, 2010

Chris Golis

Tuesday 20th April 2010

WIIFM: "Audience members will learn the most valuable selling lesson in their life.  I have been a director and chairman of over 30 SMEs and many consultants have told me the keys to success are things such as vision, business plans, etc.  Frankly most suggestions were BS; the thing that makes a successful business is continuous sales to paying debtors. "

Three outcomes for the participants:

Assuming you believe selling is an emotional process you will learn how to discover a prospect’s core emotional drives, how to sell to them and how to close them.

Here are three direct results for me using the technique:

1.      In my first year as salesman on quota in 1973, I sold $1.4 million and took the only account from IBM for ICL worldwide. 

2.      In the last 18 months as General Manager of TNT Payroll Systems, the division won all 15 of its major tenders, when on a market share basis only 1 or 2 wins were expected.

3.      As a founder of the early stage Venture Capitalist Nanyang Ventures, we raised $140 million in 3 institutional VC funds which meant $28 million in fees over a ten year period.

Christopher Golis MA (Cambridge) MBA (London) FAICD FAIM

Chris Golis graduated in 1967 from Cambridge University in Experimental Psychology and Economics.  Over 100 Nobel Prize winners have been to Cambridge, nearly twice that of any other university.  In 1973 he graduated with distinction with an MBA from the London Business School, recently ranked #1 in the world by the Financial Times.  While he was there he was flown twice to New York for interviews with McKinseys, the world’s leading business consultants, and yet turned down their job offer to become a salesperson with ICL Australia. 

In his first year on quota, he sold $1.4 million and took the only account from IBM for ICL worldwide.  In his four years at TNT Payroll systems, volumes doubled, revenues quadrupled and annual profit increased 10 times.  In the last 18 months the division won all 15 of its major tenders, when on a market share basis only 1 or 2 wins were expected. He then changed careers and became a merchant banker with BT Australia and launching the first retail equity trust in Australia to raise $1 billion in funds. He then morphed into an early stage venture capitalist for 25 years and was a director of some 30 public and VC backed private companies.  He is one of the few people in Australia who have successfully grown companies that have made significant capital gains for their owners including Scitec, Neverfail SpringWater and VeCommerce.

Chris is a Fellow of the Australian Institute of Company Directors, the Australian Institute of Management, and the President of the Cambridge Society of NSW.

http://www.thehummhandbook.com/Biography.html