For most of us, selling something rarely has life and death consequences. However, the principles and life saving techniques learned in some of the most high-stakes and extreme environments can be applied to formulate an effective and ethical strategy for selling in complex environments. Selling an idea to a member of the Taliban senior leadership is not so different to selling a service or product to a key client.
Emma Dutton MBE and Ian Leman of the Applied Influence Group, a team of the world's elite influencers, will share will share how influence techniques used by the military can be used effectively in the professional world.
Among various topics, we will discuss how to:
Navigate complex customer landscapes and identify ‘influence agents’
Use of strategy frameworks to enable more long-term thinking/goal setting in influencing a customer
Profiling tools to understand customers better and present more persuasive arguments
Applied Influence Group (AIG) is a team of elite influencers and all former or current specialist Military Intelligence personnel who now use their tools and expertise to create exceptional value for their clients. Their methodology was borne from relentless, practical experience of the most extreme nature. It has been stress tested beyond business and underpinned with academic and empirical research. There are less than 100 people in the world with these skills and unique experiences and the best are part of AIG. (www.appliedinfluencegroup.co.uk)
Who is this event good for: Anyone interested in exploring a different approach to sales. Sales leaders who want to reinvigorate and inspire their team with new, effective techniques. Managers who are fed up of hearing their team say that they can’t get access to a prospect or can’t have a difficult conversation with a client. Complex, enterprise sales leaders.
Date and Time:
Thursday, 5 July 2018, 6:30pm arrival for 7:00pm start
Venue: Central London (W1) location to be disclosed to registered guests.
Schedule:
6:30-7:00pm - Arrival drinks and registration
7:00-8:00pm - Panel Discussion
8:00-9:00pm - Reception, drinks and light bites
Registration:
LBS Alumni & Guests - £25pp
Regular - £30pp
Last Minute - £40pp, after July 4
Due to venue capacity constraints, we recommend early booking to avoid disappointment
Emma Dutton MBE, Managing Director
Emma served as an Engineer Officer in the RAF before transitioning to the influence capability of military intelligence. Over five tours of Afghanistan, she was placed in leadership and governance roles, leading teams to collect life-saving information. After a realisation that she was using the same influence skill set and methodology in her interactions with politicians and military commanders as she was with the Taliban, Emma co-founded the Applied Influence Group. She was honoured with an MBE in 2015 for her service in Afghanistan.
Ian Leman, Influence Consultant
Ian spent 12 years in the RAF, including three tours of Afghanistan leading teams on military intelligence operations. Afterwards, he used his influence expertise on defence liaison operations in the Middle East, dealing with an array of influence challenges and complex environments. After being selected as a senior leadership instructor at the RAF’s officer academy to develop the future leaders of the Royal Air Force, Ian brings specialist knowledge of cultivating leadership and team performance to the Applied Influence Group.