Speaking / Workshops
The difference between a good event and a great event often comes down to the speaker. It is not enough to entertain. Clients rely on Ian to educate, engage, entertain, and inspire audiences to enable dramatic growth. Many of his engagements are repeat performances.
Executives and event planners call on Ian for sessions that range from 45 minute keynote addresses to customized workshops of one to two days. In both cases, Ian engages the audience from beginning to end to ensure active participation and maximum retention of key principles.
Organizers and executives invite Ian to conduct workshops or keynote events because he has actually successfully implemented the concepts he presents on these key topics:
- Engage non-sales people in the organization to grow business:
Are you getting the most from your non-salespeople, or are they reluctant to discuss new business opportunities with clients? Ian turns their view of sales on its ear with Upside-Down Selling™. Ian engages your team on a journey toward becoming outrageously successful targeting and winning business. You can count on Ian for education, inspiration, motivation, participation, and in some cases a little perspiration.
- Remove sales barriers by eliminating adversarial traps between sellers and buyers:
Do you ever feel that you are working against instead of with the buyer? Ian will help your team transform the sales process with Same Side Selling. The most widely used metaphors in sales are those related to sports, battle, or games. The challenge with this mindset is it requires that one-person wins, and the other loses. Instead of falling victim to a win-lose approach, Ian helps attendees discover how to get the buyer to root for you. The audience will learn how the buyer & seller can replace the adversarial trap with a cooperative, collaborative mindset called Same Side Selling.
- Why Your Activity Might Not Produce Results: You can easily find yourself extremely busy with proposals and presentations, without seeing the revenue. Ian’s clients report dramatic growth while reducing the number or pursuits. This laser focus is what separates good performing companies from the great ones.
Keynote Preview ~ 21:18
Keynote Preview ~ 22:47
What can you expect when you engage Ian as your speaker/facilitator?
Focus on Objectives and Results
Each engagement starts with the end result in mind. Ian invests time up front with your team to tailor each session to address goals that we can measure together. Group interaction creates a lasting impression for participants.
In preparation, Ian will work with your organization to ensure there is agreement on the specific goals for your event. He will establish a plan that not only creates an impact in the session, but allows you to reinforce the principles and make them stick to achieve results. Often Ian will survey your participants before the program to ensure the session hits home for attendees.
Nobody wants to sit in the audience and listen to someone else talk – regardless of the topic. Ian ensures that the session is relevant to your audience, that the topics are tailored to your industry and goals, and that we get people involved to achieve the greatest possible value. Specifically, Ian will:
- Encourage audience participation and interaction – sometimes from those who did not know they volunteered;
- Use visual aids, video, trained animals, or any other resources available to enhance the impact of the session;
- Engage in real-time, real-world role plays with attendees during the;
- Connect core messages to your organization and its people. Ian can weave your corporate values or objectives into the program.
After the presentation, Ian suggests steps and provides tools to reinforce message to make a lasting impact. Ian is happy to receive phone calls or emails from participants, executives, or planners after the session to help clarify points. We use electronic surveys to gain value feedback for everyone involved. Where appropriate, Ian will leave the team with wallet cards and will schedule a follow-up call to track progress.
What Other’s Have To Say
“Outstanding content and value. Ian presents a whole different mindset for selling. In several weeks it already is making a difference with me and with our company. I anticipate that we will look back at Ian’s training as a hallmark moment in the history of our company, when throughout many levels in our company we really learned to sell!” – Michael Engels, Chief Investment Officer/Partner, CWS Capital Partners Read what others have said after attending a session with Ian.
If you would like to schedule Ian for an upcoming event, we’d love to learn more about your event to see if it is the right fit. Please send an email to info@GrowMyRevenue.com or call Ian at 240.242.7460.