A Business Whangaparaoa Event for Locals
Activating the Sales Person Within
with Dr Paul Pickering BBS (Hons); Ph.D
Business Growth Specialist, Ph.D in Marketing
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Thursday 19 November 2020
5.30 - 7.30 pm Venue: Whangaparaoa Golf Club, 1337 Whangaparaoa Rd Cost: $15 + GST ($17.25) for Business Whangaparaoa members, $30+ GST ($34.50) for non-members Believe it or not we're all in sales and you don't need to have 'the gift of the gab' to be successful! During our time together, I'll be highlighting some common mistakes we tend to make in our sales efforts - and introducing some proven strategies to get better results.
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This event is kindly sponsored by -
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What we will cover
- challenging our beliefs about what we can achieve
- some skills for improving our sales efforts
- getting more customers to progress from "thinking about it" to buying.
Ph.D in Marketing
Paul Pickering has over 25 years of specialist marketing and sales development experience working with a variety of organisational forms including; product & service, manufacturing & distribution, private & public, local government & ministries, trusts & associations.
Paul’s expertise is grounded in marketing research and sales development in both commercial and academic contexts. After completing a Ph.D in International Marketing in 2005, Paul joined AUT to co-develop and teach NZ’s only undergraduate degree in Sales Management.
He has presented at international and domestic conferences on retailing, professional selling, and SME exporting. His award winning research has been published in books and articles in academia, management, and mainstream media contexts.
Paul has a passion for helping SME’s and larger organisatons reach their potential through smart and cost effective marketing and sales development strategies.
Paul lives on the Hibiscus Coast and in his spare time loves tramping, sport, and growing microgreens.
- challenging our beliefs about what we can achieve
- some skills for improving our sales efforts
- getting more customers to progress from "thinking about it" to buying.
Ph.D in Marketing
Paul Pickering has over 25 years of specialist marketing and sales development experience working with a variety of organisational forms including; product & service, manufacturing & distribution, private & public, local government & ministries, trusts & associations.
Paul’s expertise is grounded in marketing research and sales development in both commercial and academic contexts. After completing a Ph.D in International Marketing in 2005, Paul joined AUT to co-develop and teach NZ’s only undergraduate degree in Sales Management.
He has presented at international and domestic conferences on retailing, professional selling, and SME exporting. His award winning research has been published in books and articles in academia, management, and mainstream media contexts.
Paul has a passion for helping SME’s and larger organisatons reach their potential through smart and cost effective marketing and sales development strategies.
Paul lives on the Hibiscus Coast and in his spare time loves tramping, sport, and growing microgreens.
Note: This event will be run inline with Ministry of Health guidelines for Covid-19 as set at event date.
What Others Say
"Our sales of IQF fruit are up an average of 130% over the months August and September as compared with the same months last year. On that basis alone I have to credit [Paul's training of the team] as a significant contributor to the overall result." - Mike Glover (CEO FSL Foods).
“Paul was engaging and articulate. He listened to our challenges and I felt he made the training personal to us… It was run professionally, timely, and at no stage did I feel like I had learnt enough. I am hungry for more…” – Senior Sales Consultant (CRV Ambreed).
“Paul’s thorough engagement with our industry stakeholders at the highest levels has resulted in the development of the practical, flexible, and hands-on business qualification that the NZ retail sector has been crying out for.” –Feroz Ali, Divisional Chief Executive – Tertiary (Academic Colleges Group), Education Entrepreneur
“Paul’s advice sticks with you. I was deeply motivated by his plan and personal mentoring. Since moving back to the US, I’ve been able to apply the new communications skills I learned both in my career and personal life.” – Tristan Pollock (Co-Founder & Community Builder at Storefront – USA).
“Paul is an impressive and experienced marketing professional, equally adept at generating new ideas and building networks. He is a skilled communicator and good team player.” Derek Martin General Manager – Operations at ACG Tertiary & Careers Group
“Paul was a great asset and support to me in achieving very challenging targets. One of the few most naturally talented sales professionals I have ever worked with.” – Marlene Woodley (Advertising & Publishing Sales Manager [former] Financial Times Law & Tax – London).
“The strategic planning day that you facilitated for PBT added real value and delivered positive outcomes for the organisation. I would commend you to any company needing strategic sales direction.” – Richard Reid (CEO [former] Pacific Business Trust).
“Paul and his team’s input into the successful delivery of a nationwide project was a great example of where environmental and business agendas worked in sync.” – Suraya Dewing (PR Director [former] Manawatu-Wanganui Regional Council).
“I was fortunate enough to be a part of NZ’s first Sales Management degree. Paul provided a fantastic combination of both practical experience and sound sales theory.” Shaun Quincey (Tasman Trespasser II [open sea rower], Fin Tech's Founder and CEO).
“Paul opened the world of Professional Selling to me. As well as honing the sales craft, I learnt how to build and nurture trust-based client relationships. It created in me an enduring motivation about a fulfilling career in Sales.” – Anastasia Levina (Social Media Team Leader, DMD Online Revenue Experts).
“Your thorough training programme helped me grow a $1.5mil sales territory by 34%. Your development and mentoring sessions enabled me to become an effective sales professional, giving me the edge over my competitors.” – Bryce Stickland (Territory Manager, Husqvarna).
"Our sales of IQF fruit are up an average of 130% over the months August and September as compared with the same months last year. On that basis alone I have to credit [Paul's training of the team] as a significant contributor to the overall result." - Mike Glover (CEO FSL Foods).
“Paul was engaging and articulate. He listened to our challenges and I felt he made the training personal to us… It was run professionally, timely, and at no stage did I feel like I had learnt enough. I am hungry for more…” – Senior Sales Consultant (CRV Ambreed).
“Paul’s thorough engagement with our industry stakeholders at the highest levels has resulted in the development of the practical, flexible, and hands-on business qualification that the NZ retail sector has been crying out for.” –Feroz Ali, Divisional Chief Executive – Tertiary (Academic Colleges Group), Education Entrepreneur
“Paul’s advice sticks with you. I was deeply motivated by his plan and personal mentoring. Since moving back to the US, I’ve been able to apply the new communications skills I learned both in my career and personal life.” – Tristan Pollock (Co-Founder & Community Builder at Storefront – USA).
“Paul is an impressive and experienced marketing professional, equally adept at generating new ideas and building networks. He is a skilled communicator and good team player.” Derek Martin General Manager – Operations at ACG Tertiary & Careers Group
“Paul was a great asset and support to me in achieving very challenging targets. One of the few most naturally talented sales professionals I have ever worked with.” – Marlene Woodley (Advertising & Publishing Sales Manager [former] Financial Times Law & Tax – London).
“The strategic planning day that you facilitated for PBT added real value and delivered positive outcomes for the organisation. I would commend you to any company needing strategic sales direction.” – Richard Reid (CEO [former] Pacific Business Trust).
“Paul and his team’s input into the successful delivery of a nationwide project was a great example of where environmental and business agendas worked in sync.” – Suraya Dewing (PR Director [former] Manawatu-Wanganui Regional Council).
“I was fortunate enough to be a part of NZ’s first Sales Management degree. Paul provided a fantastic combination of both practical experience and sound sales theory.” Shaun Quincey (Tasman Trespasser II [open sea rower], Fin Tech's Founder and CEO).
“Paul opened the world of Professional Selling to me. As well as honing the sales craft, I learnt how to build and nurture trust-based client relationships. It created in me an enduring motivation about a fulfilling career in Sales.” – Anastasia Levina (Social Media Team Leader, DMD Online Revenue Experts).
“Your thorough training programme helped me grow a $1.5mil sales territory by 34%. Your development and mentoring sessions enabled me to become an effective sales professional, giving me the edge over my competitors.” – Bryce Stickland (Territory Manager, Husqvarna).
Find out more about the benefits of Business Whangaparaoa Membership