Planning to Win!
Thursday 9th May
8.00am - 11.00am
LOCATION: Technology & Innovation Centre,
99 George St, Glasgow, G1 1RD
Session 1: Planning to win!
Do you want to win more…more easily? Do you bid for everything? Struggle with bid processes? RFPs arrive without warning?
Find out the secrets to great proposal planning and qualification. Both are key attributes of high-performance sales organisations and will ultimately help you win more business!
Session 2: Flow within Sales Leadership for improved organisational performance
On our journey as sales leaders, we are balancing employee engagement, development and organisational success. We as the sales leadership team are always trying to guide our organisation to profitability, while we relentlessly strike the balance between these financial measures we have to asses ways at improving employee engagement through continuous development for improved organisation effectiveness.
As leaders how can we distinguish between the 29 identified, measured and globally bench marked leadership qualities. These qualities, founded by positive psychology Professor Mihaly Csikszentmihalyi and research college Dr Zoltan Buzady, who over 40 years isolated 4 of these as core skills that Leaders excelled in that brought people into “Flow”.
Lorraine Baird, Director, Strategic Proposals Ltd.
Lorraine has spent the last five years as a consultant with Strategic Proposals helping organisations in all sectors transform their proposal capabilities and win more business, demonstrated through a personal win rate of over 90%.
Prior to this, Lorraine’s career was managing and leading contact centres within the utility and insurance sectors before she moved into the world of bidding over 12 years ago and led a strategic bid function managing UK and global bids.
Alex Ellinis, Executive Director, Greater London Business School
Alex Ellinis is a dedicated visionary senior executive with over 20 years experience in sales and operations, he has worked within large and multi national organisations across industries including, security, transport and logistics, supply chain, civil engineering and travel and tourism. Throughout his career he has lead diverse teams across Europe and America’s as well as pioneering graduate, mentoring and succession planning programmes to help develop and shape the next generation of management and leadership within organisations. Alex holds a black belt in lean six sigma, MSc in strategic management, level 8 diploma in leadership and strategic direction and currently completing a PhD in Business strategy. Alex is a chartered fellow of the CMI, fellow of ILM and a fellow of ISM and would benefit new managers and graduates.
Iain Rose, Chair of the Scottish Regional Committee
ISM Champion and Chair of the Scottish Regional Committee, Iain Rose will be host for the event.
Based in Central Scotland, Iain has over 35 years’ B2B experience helping both Corporate and SME organisations transform sales, performance and profitability of their business and has held various Director level positions particularly within Global Technology sectors. Iain is highly passionate about the Professional Sales Industry and is seeking to further develop the Scottish Region member involvement.