People in brief

With a global reputation, the multiple-award winning Jensen, founder and Managing Director of Impact Training Corporation and National Sales Academy, has been a leader in industrybased sales and marketing training in Australia for more than two decades.

3.Earn trust with the ‘Process of 9’ (the nine major steps required to develop a well-crafted, strategic marketing plan: marketing goals, the marketing audit, market research, analysing the research, identify the target audience, determining a budget, developing specific marketing strategies, developing an implementation schedule for the strategies and the evaluation process). 4.ALF - Ask, Listen, Formulate your conversation. 5.Genuinely care - empathise and apply the ALF process. 6.Help, don’t sell - take the time to find out what needs fixing and how you can help. 7.Identify their compelling reason to buy, what they need help with, and what’s wrong. Rule: never show or present your solution until this has been clearly established. 8.If you can’t help, recommend an alternative product or service. 9.Know your products and services and be the expert who cares by INKing (i.e., ‘I Never Knew That:). 10.Never over help/sell. Always tailor every solution. 11.Be the expert with the right solution - have proven solutions with more than one source of proof. 12.Recap, recap, test and confirm that you and your solutions are the right fit - but never push! 13.Ensure your price presentation is easy to understand - learn your sequencing. 14.Ensure your close (i.e., asking for a decision) is a natural conclusion to your conversation.

‘Selling’, or more accurately, ‘helping’ is an essential skill that all businesses must learn if they want to be successful. Selling has changed and is continuously evolving. That said, one thing hasn’t changed and that is: ‘We can only move at the speed of trust’. Once you have earned someone’s trust, you will be given permission to ask the right questions that will inspire people to want to take action - in other words, buy! And then they’ll say, ‘thank you’!

As mentioned previously, all these critical skills can be learned, so that selling (i.e., helping) has the desired outcome, feels exciting, and can be transferred for use in everyday life at work or in play. Additionally, learning to become an exceptional communicator will also benefit your private life as much as it can professionally. A leader in industry-based sales and marketing training in Australia, Steve Jensen is founder and Managing Director of Impact Training Corporation and the National Sales Academy. He is working with Australasian Leisure Management to present a series of online sales and marketing webinars to readers through 2022. Isabella Andueza has joined Parks Victoria’s Managing Country Together Directorate as Business Coordinator. Queensland Symphony Orchestra names Yarmila Alfonzetti as its Chief Executive. Swimming Australia has appointed Gary Barclay as General Manager Performance Pathways and Jodie Hawkins as its new General Manager Commercial and Marketing. Linda Barry has taken up the role of General Manager at the Mary Valley Rattler railway attraction on the Sunshine Coast. In Western Sydney, Belgravia Leisure has promoted Madeleine Boughtwood from Assistant Manager at the Annette Kellerman Aquatic Centre to become Venue Manager at the Michael Wenden Aquatic Leisure Centre. The company has also appointed Quentin Voss as the new Venue Manager at the Whitlam Leisure Centre. Peter Brulisauer is the new Chief Executive of Hamilton Island, moving from Vail Resorts, where he served as Senior Vice President and Chief Operating Officer of their Australian operations. Having left Gymnastics Australia, Kitty Chiller has taken on the role of Deputy Chief Executive at the National Sports Tribunal. The Western Australian Government has appointed Lanie Chopping as the permanent Director General of its Department Local Government, Sport and Cultural Industries. Former A-League referee Strebre Delovski has been announced as Wollongong Wolves Football Club’s new Chief Executive. Nichole Edsall recently took up the position of People and Culture Director at Raging Waters Sydney. Recreation Aotearoa has announced that Michele Frey, Director - Liveable Communities at Gisborne District Council, has taken on the role of Chair of the Association, replacing Mark Bowater. Greg Jeffers has joined Basketball Victoria as General Manager Leagues and Competitions. Otium Planning Group has appointed Aditi Karande and Miranda Markovic as Senior Consultants, based in NSW and Victoria respectively. Ecotourism Australia has appointed Elissa Keenan as their new Chief Executive, succeeding Rod Hillman. Árpád Kocsik is the new General Manager at Orienteering Australia. St Kilda Football Club has announced a succession plan for Chief Operating Officer Simon Lethlean to replace Matt Finnis as Chief Executive of the Club following the conclusion of the 2022 AFL Season. Louise Magee has been promoted to Community Engagement Manager at Royal Life Saving Society - Australia. Regional Sport Victoria has announced the appointment of Meghan Mayman as its new General Manager. Winarch Capital and its newly-formed Cedar Mill Group has promoted Chief Operating Officer, Kyle McKendry to the role of Chief Executive for the group’s growing portfolio spanning events, tourism and entertainment. Cobey Moore has joined the AFL in the role of Investment Partnership Lead. Gerry Paul is the new Manager of Kerikeri’s Turner Centre. Electronic muscle stimulation (EMS) franchise company, SpeedFit has appointed Craig Pritchard to the newly created role of General Manager - Operations. Shooting Australia has appointed Adam Sachs as its new Chief Executive. The Royal Agricultural Society of WA has appointed Robyn Sermon as its new Chief Executive. Sydney Sports Management Group (SSMG) have appointed Ozren Vukelic to the position of General Manager Sales, Marketing and Human Resources.