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Content

  • Examine what holds organisations back from delivering the results they really need to drive growth in their business
  • Examine strong baseline information including financial performance, market and competitor dynamics, customer needs and organisational assessments
  • Analyse the changing strategic demands on the sales and business development function in order to bridge the gap between strategy and execution
  • Evaluate performance and benchmark versus latest global perspectives
  • Develop a more sophisticated understanding of leadership, its associated challenges, and an appreciation for a range of tangible leadership practices to use in professional and personal contexts
  • Understand leadership as a ‘craft’ activity, emphasising the importance of experience, engagement, intuition, and emotional awareness
  • Acquire a range of practical coaching skills that form a crucial part of a good leader’s armoury
  • Investigate how firms must develop differentiated products and services, based on sound customer insights and enhance their capability to effectively implement their strategy
  • Present a compelling approach that allows suppliers to demonstrate and document superior value compared to the next best alternative from the customer’s perspective
  • Examine the differences between selling approaches and understanding proactive customer and client development
  • Consider buyer seller relationships in terms of how to identify win-win solutions with potential and existing clients
  • Understand what areas of sales process development are necessary to improve deal movement and selling skills
  • Acquire value-creating negotiation strategies and practice their application
  • Create an effective organisation that is focused, flexible and operates at pace
  • Develop appropriate processes, systems, and a culture of delivery
  • Diagnose root causes driving the lack of performance in achieving business goals
  • Position the sales/business development function within the organisation’s overall sales and marketing strategy
  • Address the components required for designing and managing a highly effective sales/business development team
  • Develop a robust understanding of why talent development is a key driver of profitable growth
  • Utilise targeted development and succession planning techniques
  • Learn the necessary skills to manage high-potential sales leaders, capitalising on high performance to achieve crucial business goals

Meet the Faculty

Our dedicated team of faculty are widely recognised as skilled educators, ground-breaking researchers and accomplished authors. Through publishing, consulting and teaching they leverage their business expertise and field-based research to deliver programmes, encourage participants to develop new ways of thinking, widen their perspectives and to understand their own challenges and capabilities.

The faculty present topics in a range of engaging methods such as ‘action learning’ projects, case studies, role plays, individual assessment and one-on- one coaching, so as to deliver a unique and lasting learning experience.

 

John works with sales teams, sales managers, account managers and professionals that sell to accelerate sales performance. John's passion is helping sales teams and professionals identify and exploit their hidden sales potential.  He is currently working with teams across Europe to raise awareness levels to changes in sophisticated buying processes and provides sales strategy performance & potential assessment frameworks (The Sales Strategy PitStop™ and The Sales Circuit™) to help sales teams’ link changes in behaviour, systems and processes to an impact on their key performance goals.

John has co-authored “The B2B Sales Revolution™”, “Quick Win B2B Selling" and “Business Case in the Clouds”. The B2B Sales Revolution™ was the first ever book written on selling in conjunction with buyers from Fortune 1000 organisations.

Over the past 18 years, John has worked in the UK, Germany, US, Canada, Ireland and South Africa. He speaks at sales conferences, professional conferences and team skill development workshops.

John facilitates the International Buying Process module on the acclaimed International Selling Programme and delivers a sales process performance module for the European Graduates for International Growth programme, NDRC and several other bodies.

He has been trained in marketing and international selling methodologies. He holds a Bachelor of Commerce and Higher Diploma in Marketing. He completed a Smurfit International MBA in 2003 and recently completed a Diploma in Executive Coaching in UCD. John founded The ASG Group in 2007 and is an advisory board member to the TSSG.

John's clients include: Global Top 5 Software Company, Global Top 5 Customer Engagement and Loyalty Provider, Global Top 10 Consulting Firm, Global Top 10 Electronics Manufacturer, Global Top 10 Payments Provider.

 

Damien is Professor of Marketing and Associate Dean – Internationalisation and Distance Learning at UCD Smurfit School. He has served on the faculty of the S.C. Johnson Graduate School of Management at Cornell University, the Indian School of Business and in the executive education division at Harvard Business School.

Damien has worked with a number of the world’s leading firms including Alltech, Allianz, Google, Hewlett-Packard, Smurfit Kappa Group and Microsoft. Known as a Strategic Marketing specialist, Damien has published more than seventy papers in prestigious international journals and presented at numerous high-profile conferences.

Stephen Boyle

Stephen is an experienced trainer and consultant specialising in the field of negotiation, influence, persuasion and communication skills and has fifteen years’ experience in management consulting, corporate communications, strategic planning and change management. Stephen lectures on MBA and MSc and Executive Education programmes at UCD Smurfit School. Stephen has delivered management development programmes in South East Asia, USA, Europe and his clients range from sectors as diverse as biopharmaceuticals, construction, automotive and law enforcement. He is also a consultant on management development programmes for the United Nations International Trade Centre in Geneva.

Karan is Associate Academic Director at Smurfit Executive Development and earned his PhD at University of Alberta, Canada in 2008. Before entering academia, he served as a Captain in the Indian Military. Karan has previously worked in India, Canada, and Spain and served on the faculty of the Instituto de Empresa Business School, Spain. His research, teaching and consulting interests are in the areas of leadership, stakeholder theory, behavioural strategy, institutional theory, and emerging markets. Karan has worked with a number of the Ireland’s leading organisations including CIE, Enterprise Ireland, Bord Bia and An Garda Siochana.

Séamas Kelly is Professor of Organisation, Technology & Society at the UCD School of Business. He has a PhD in Management/Organisation Studies from Cambridge, and a Bachelor's degree in Electrical Engineering & Microelectronics from University College Cork.  He also holds a Diploma in Business and Executive Coaching from UCD, and is a practicing executive coach.

Séamas is a co-founder, and former Director, of the UCD Centre for Innovation, Technology & Organisation (CITO - http://mis.ucd.ie/cito), and his research interests are in the area of critical organisation and technology studies. Key themes include knowledge producing practices and their management, the role of ICT in facilitating innovative modes of organising, the emergence of novel forms of distributed collaboration and collective learning, and the management of organisational innovation and its politics.  His research and consulting work has spanned commercial, government, and not-for-profit sectors across Europe, Asia, and North America. Séamas has won a number of awards for his research work, including best paper prizes at the International Conference for Information Systems and the Academy of Management Conference. He has published widely, including articles in the Communications of the ACM, MIS Quarterly Executive, the European Journal of Information Systems, the Journal of Information Technology, and the Journal of Business Research.  In recent years, he has held visiting appointments at the University of Cambridge and the University of Sydney.

 

Yvonne is an executive coach with over ten years’ experience of coaching in business. Yvonne has extensive experience in developing sales performance, behavioural change and leadership in dynamic environments. Her coaching experience is built on strong commercial experience coupled with a psychological approach to development. Yvonne works across a diverse range of client sectors from IT multinationals to clients in the public sector.

Her leadership coaching work focuses on developing self-belief, dealing with change, communication and team development. A course leader on the Advanced Management Diploma in Business and Executive Coaching in UCD Michael Smurfit Graduate Business School, Yvonne also supervises developing business coaches.

Yvonne’s coaching approach is focussed on unlocking the potential of the client to achieve both their personal and organisational goals. Prior to becoming an executive coach, Yvonne worked for 10 years in sales and marketing in Ireland.

 

Laurence is Associate Director at Saïd Business School. He is a highly experienced organisation & executive development specialist with a strong track record in the successful design and delivery of senior executive level programmes. Regularly working within Europe, Middle East, Far East, South Africa and the USA, he specialises in executive development with a focus on strategy development, leadership skills – with a particular focus in the area of organisation agility and strategy implementation.

Previous executive development clients include Barclays, Old Mutual, Irish Stock Exchange, Kellogg, Dubai Aluminium, Abu Dhabi National Oil Company, Continental, Bayer, Merck, Atkins, AstraZeneca, ICON and ThyssenKrupp. He also works with senior commercial teams to assist them in their approaches to strategy development and implementation, linking scenario thinking with adaptive leadership. He was previously a full time member of faculty at Ashridge Business School and also has delivered executive development programmes as visiting faculty to Smurfit Business School, Rotterdam School of Management and the Higher Colleges in the UAE.

Prior to moving into executive development in 1997, Laurence worked for fifteen years at two major multinational companies namely Dow and ICI. After spending five years based in Switzerland in an international business development role with Dow Chemical, he moved to the UK to spend ten years in a variety of senior international commercial management roles with ICI. He has direct commercial, strategic and business leadership experience in business to business, business to consumer and service sectors.

Laurence’s research areas include the impact of leadership styles and personality on business performance – recently publishing “Performance in Sales – does personality matter?” – based on empirical research in the Financial Services Sector. He holds a BSc (hons) and PhD, as well as an MBA (with distinction). He is also qualified with the British Psychological Society to Level A & B and is an accredited practitioner in MBTI (Steps I and II), FIRO-B, SDI and ESCI.

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