Past event summary

The following interactive webinars have been designed to complement one another.

Creating Unlimited Leads using LinkedIn and Referrals – 15 June 2020 – Workshop 1 

The purpose of this session is to build out your lead generation model. It will give you a perspective on if you’re connecting with the right people - and if not, who you should be connecting with. People learned two systematic ways of reaching out in order to generate a more consistent flow of appointments with the people they want to be meeting. It taught people how to build relationships with clients and how to develop trust with people who they can potentially work with in the future. Topics included: 

• What is your market doing now? What’s working for others? Who should you be talking to? 
• How do you use LinkedIn effectively? How do you start reaching out systematically?
• Referrals are at the heart of all business and salespeople; referral relationships are always stronger and are more likely to become clients

How to Approach your First Meeting – 17 June 2020 – Workshop 2 

This webinar focused on the first meeting. It covered how to frame a meeting without any pitching or selling. Attendees reviewed the different parts of the meeting, and how each should flow. It was also discussed how to prepare and what things should be talked about in the first meeting.
The purpose of this session is to show people how to approach their first meeting. It’s critical to use this first meeting to build rapport, share ideas, and develop a safe environment rather than pitching and trying to sell products. Part of this session included what to do after the meeting and how to create the best outcome for the future.

Convert your Connections into Meetings – 23 June 2020 – Workshop 3 

This session was all about booking meetings. It ended with the metrics model that should be used to track metrics for the next 6 months. Attendees saw how they can convert LinkedIn connections and conversations into meetings, how to build out referrals, and how to begin to consistently drive the flow of people from LinkedIn to their diaries.

FRASER MORRISON

CEO & FOUNDER

1000Steps

Fraser is the CEO and Founder of 1000Steps, a sales optimization company that specialises in building sales models for corporations. Fraser has worked with some of the largest companies in the world, from Chubb, Exyte, one of the big four, Expedia, Thoughtworks, and many more. 

With a mixture of skills, training, discipline and a high culture environment of success, Fraser has over 31 years of experience in senior sales management. He has also studied under one of the top sales coaches, Stephen Schiffman, the author of 31 New York Times bestsellers, being personally mentored for many years by him.

Fraser has dedicated himself to the pursuit of excellence in sales and how to empower others to have simple, successful and scaleable working models.

RUSSELL DALGLEISH

SERIAL ENTREPRENEUR AND INVESTOR

DWF

Russell has enjoyed the benefits of a highly successful international career in the technology sector and now focuses his efforts on supporting owners and boards of companies to devise and implement growth strategies to create shareholder value. In his earlier career, he has held board leadership positions with International companies achieving turnover more than £200m. 

Core areas of focus are leadership, innovation, entrepreneurship and strategic thinking. He is a regular speaker at events on Leadership in business and has spoken at conferences from Los Angeles to Abu Dhabi.

Russell is founding Managing Partner of the advisory group, Exolta Capital Partners, and Founding Chairman Scottish Business Network, the global network supporting Scottish business leaders.