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(External) More details / Book your place
More details / Book your place
The School organises events that it invites alumni to. This year these have included Bradford guest lectures and AMBA events. Other events around re-uinions and continual professional development are also organised specifically for alumni.
The Bradford guest lectures take place in the evening and are free of charge. These are fantastic networking opportunities and we would recommend that you attend as many of these presentations as you can. The bar at Heaton Mount will be open after the session to allow further networking. Recent speakers have included Jill Ezard, Director of HR at Pace Plc, Tony Reeves, CEO Bradford Metropolitan District Council, Joanne Pollard, MBA, CEO of CO2Sense and Colin Russell and Simon Bedford of the UK Trade & Investment.
Alumni are also welcome to attend the Bradford Guest Lecture Series - Book your place
Date/Time: February 9th 2012, 6.30pm
Speaker: Dr Yanos Michopoulos -
Vice President Vestas Wind Systems
S.A. & Member of the School Advisory Board.
Venue: Westminster City Hall, 64 Victoria Street, London,
SW1E 6QP
There is no charge for this event.
Dynamics of Success:
A personal history of selling (by Pol Ó Móráin, Committee Member)
On the 30 th November, Paul Cooper (School of Management 1982) led the London Alumni through a dynamic, engaging and very interactive ‘A personal history of selling’ . Around 40 Bradford alumni came together to attend this highly popular event in central London.
Paul took us on a journey that spanned continents, Bradford learning, and the world’s technology giants. A journey through the early 80’s to the present, and from selling art to selling leading edge technological solutions.
From the US, key lessons included; niche is best, rejection is a positive step, customers are the best sales people and the best customers pay cash. From the US we moved on to ‘SPIN’ (essential reading for the uninitiated) including sometimes amusing insights from Xerox. We migrated with Xerox to Australia, entwining Rugby and Management before bouncing back to Dublin and Dell. Then onwards in Britain from the late 90’s to 2011. The dialogue on the return to Europe brought in the emergence of ‘modern marketing’ and of customer centric selling including insights from IBM.
Paul shared insights in harnessing networks (LinkedIn), understanding goals, the importance of creating a ‘champion’ inside your target organisation and the critical nature of ‘access to power’. Key lessons included to define the process (success metrics), focus on outcomes (measurable), and network extensively.
To find out more about our group and to get involved please visit our (External) website.
Dynamics of Success: A personal history of selling, November 2011
Dynamics of Success: A personal history of selling, November 2011
Bradford University School of Management, Emm Lane, Bradford BD9 4JL
Tel: +44 (0)1274 234393 Fax: +44 (0)1274 234405 E-mail:
management@bradford.ac.uk
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