Oh to be a Salesman

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Oh! to be a Salesman!

• A viewpoint
• Eoin Conroy, Director, Byrne Conroy Group
• 27th November 2008

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A little about me

• A Clare man
• 31 years of age
• Sports Fanaticstill play Senior club Hurling
• Living in Dublin for 10 years
• Workaholic but making great strides on work/ life
  balance
• Heroes include Dale Carnegie, Richard Branson and
  Padraig O Ceidigh
• Most likely to say Sure lets go for it.whats
  the worst that could happen
• Favourite Movie would be Cinderalla Man
• Escort of the Year at the Rose of Tralee in 2003

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The Escorts
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A little about the company

• Two entrepreneurs, zero inventors!
• Two slightly different academic backgrounds
• Three businesses today
• www.innovotraining.ie
• www.titanmarketing.ie
• www.impactmedical.ie

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Byrne Conroy Group..today

• A fully fledged service/ product organisation
  providing best in class services in three sectors
• Total staff of five (2 Associate Trainers/ 3
  contract medical practitioners)
• We are heading into 2009/ 2010 with aggressive
  growth plans

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Innovo Training Development..today
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Titan Marketing..today
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Impact Medical..today
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Why does Muriel have me here today?
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To have a good old fashioned rant about why
sales is the new cool!
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May we live in interesting times.

• HR Agencies - unprecedented levels of sales
  talent willing to work on a commission only basis
  or a base salary that meets minimum wage plus
  commission
• Marketing and PR Agencies are now changing their
  business models, willing to work for a modest/
  base retainer with commission paid on the
  delivery of tangible results (Management
  Consultants too)
• Charitable organisations all over Ireland are
  scaling back towards leaner business models with
  the primary retention of those who are
  responsible for donor generation
• Companies forced to diversify into new markets
  industriesway outside of comfort zone!

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Oh to be a Salesperson

• In many respects, Sales is now the key to
  victory!
• Costs yes they can be managed/ reduced but
  overtime if the sales function is not performing
  your cashflow will eventually be eroded!
• But its a new Ireland.there is a legacy of the
  past ten years that has to be addressed to ensure
  sales success in these interesting times

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Some of the legacies

• The participation mentality
• Do you know anything about me?
• Networking The fresh tie brigade
• The explosion of the growth industry myth
• Old habits die hard!

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Some Ideas
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Are You going to Participate?
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We dont intend to participate! Tough times
never last tough people do. Dont get
discouraged get busy! Sam Walton, Wal-Mart
Thank You Uncle Sam!
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Have you met my friend Dale?
"Flaming enthusiasm, backed up by horse sense and
persistence, is the quality that most frequently
makes for success." Dale Carnegie (1888 to 1955)
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Create the ongoing sales environment

• I am the clients eyes and ears on the
  marketplace
• I watch their competitors
• I provide them with opportunities to usurp their
  competitors that they may not be aware of
• I report back on/ invite them to networking
  events/ conferences/ seminars that I attend
  because they are too busy to attend
• I send on extracts on reports/ presentations that
  they dont have access to or perhaps dont have
  time to read

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Create the ongoing sales environment

• I put them in touch with peers that they might
  not otherwise have access to
• I share best practice with them that Im exposed
  to or books/ talks that I have read/ listened to
• I make it my business to do everything in my
  power for them to impress their immediate manager
  
• I apologise when the client perceives Ive made a
  mistake
• And when I get the opportunity, I deliver to
  their brief to the very best of my ability
• And I do the exact same with all the potential
  clients that Ive at least had a cup of coffee
  with (permission to engage)You dont have to
  be billing to have a relationship with a
  client..the will come in time (BOI DCU)

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Do you believe in the six degrees of separation..

• It may stand up globally but in Ireland I reckon
  were looking at 1.8 to 2.0 degrees of separation
• Its regularly joked about but for professional
  service providers we couldnt be in a better
  country in the world
• Look at todays turnout as an example
• Anybody in this country can be got to if you go
  about in the right wayit requires research!

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Growth Industry?

• In truth there is no such thing as a growth
  industry
• There are only companies organised operated to
  create capitalise on growth opportunities
• Industries that assume themselves to be riding
  some automatic growth escalator invariably
  descent into stagnations
• The history of every dead dying growth
  industry shows a self-deceiving, cycle of
  bountiful expansion and undetected decay

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Remember the 10 Fundraising Facts of Life

• Money is not given it has to be raised
• It does not come in it has to be gone after
• It is not offered it has to be asked for
• Money is the oxygen of your organisation
• Money is not raised at your desks
• Asking is your greatest fundraising tool
• Money is attracted by strength, not weakness
• People like to support winners
• People need to be inspired by a vision
• If youre asking your donors for money, somebody
  else is!

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Remember the 10 Fundraising Facts of Sales

• Sales is not given it has to be raised
• It does not come in it has to be gone after
• It is not offered it has to be asked for
• Sales is the oxygen of your organisation
• Sales is not raised at your desks
• Asking is your greatest sales generations tool
• Sales is attracted by strength, not weakness
• Clients like to support winners
• Clients need to be inspired by a vision
• If youre asking your potential clients for
  sales, somebody else is!

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So what are you going to do?
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Old habits die hard

• The belief that profits are assured by an
  expanding more affluent population is dear to
  the heart of every industry
• An expanding market keeps the business from
  having to think very hard or imaginatively
• If thinking is an intellectual response to a
  problem, then the absence of a problem leads to
  the absence of thinking
• Always think of new ways of changing the rules of
  the game!
• Celtic Tiger becomes the Celtic Dog!

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In Summary

• Refuse to participate
• Get those cups of tea in
• Take responsibility for sales generation
• Revise your networking strategy
• Innovate, change and sell

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Passion Perseverance!
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• Thank you for your time, energy and attention!
• Questions?
• Eoin Conroy
• 087 6777444
• info_at_innovotraining.ie