Australian Institute of Management WA

As the Chief Executive Officer with AIM WA, my overarching responsibility lies in the development and execution of the AIM WA strategic plan, namely, that of maintaining its position as an educational trailblazer in the areas of leadership, management, and workplace excellence. Additionally, my focus is geared towards managing the internal and external operations of AIM WA, as well as consistently delivering high level advice to our wider Board around policy and planning.

Chief Executive Officer

Murdoch University

Interim Vice Chancellor

Professor and Senior Deputy Vice Chancellor

Professor and Deputy Vice Chancellor

Professor and Executive Dean (Arts)

Director, Policy and Administration (Division of Social Sciences, Humanities and Education)

Chief Executive Officer, AIM WA | Emeritus Professor | Social Affairs and Workplace Expert |Workplace Trend Spotter|Columnist |Director|LinkedIn Top Voice 2018 | Speaker |Content Creator

I am a former academic turned social trends and workplace specialist, Board director, keynote speaker, newspaper columnist, and most importantly, Chief Executive Officer of the Australian Institute of Management in Western Australia (AIM WA).

My passion is inspiring better workplaces.  I like to ignite discussions around workplace themes and topics, and I use my column in Perth’s The Sunday Times – called “Workplace Matters” – to get conversations started right here on LinkedIn.

I also have an interest in what’s trending in our non-work lives too, so you’ll see that I post pieces on here about various social affairs topics.

And, if you happen to follow what happens in the higher education sector, you might be interested in some of my Business News’ Education pieces which I regularly publish here too.

For me LinkedIn is all about having conversations.  So feel free to follow me, and join the chat.

Professor Gary Martin FAIM

KJ Wong

AWAKE BY FIVE AM

Awake By Five AM: Sales Training for Businesses in All Industries

Awake By Five AM is a sales training provider that helps businesses of all sizes deliver differentiating value to their clients. We take a holistic approach to improving sales performance by focusing on the sales team's capability, the company's sales process, sales leadership/management, and sales recruitment.

We have assisted clients in a wide range of industries, including:
-Life Science and Medical
-Entrepreneur programs offered by universities and institutes
-Agile and Kanban consultancy agencies
-Education Technologies
-Social media, website, and SEO
-IT and SaaS
-Telecommunications
-Sustainable businesses
-Nonprofit organizations
-Other sales training providers
-Retail
-Manufacturing
-Trade

We offer comprehensive sales training programs to help businesses enhance their selling capability by focusing on the following areas:
-Sales technique training (ALIIGN program)
-Sales Leadership (SERVE and VISION programs)
-Sales Center of Excellence establishment

Our sales training programs are customised to meet the specific needs of each business, and we are committed to helping our clients achieve their sales goals.

Contact me to learn more about our sales training programs or to access our sales library, which contains sales articles and videos.

Founder and Sales Coach

Elabor8

Elabor8’s focus on operational design, new ways of working and agile delivery helps you move easily between now, and what comes next.
Duties:
Team Leadership and Agile Management: Successfully built and led a team of lead generators, employing Agile methodologies and leveraging tools like Trello, Apollo and Sales Navigator to enhance collaboration and efficiency.

Onboarding Platform Development: Created a high-quality sales recruit onboarding platform on Confluence, Jira, and Mural, facilitating seamless integration and knowledge sharing among team members.

Agile Sales Operating Model: Led the development and implementation of an innovative Agile Sales Operating Model, streamlining processes and boosting productivity across the entire sales team.

CRM Migration implementation: Leading the migration of the company’s CRM system to Salesforce.com, ensuring a smooth transition and optimal utilization of the new platform.

Sales Incentive Model Design: Devised and implemented effective incentive models for the sales team, fostering motivation, and driving exceptional performance.

Mentor sales group managers, account directors, solution specialists, lead generation and consultants on Agile consultancy service offerings and SaaS product sales.

Sales Operations Manager

Silicon Beach OZ

Silicon Beach OZ is one of the largest Meetup groups, consists of over 14,000 members of entrepreneurs, founders and service providers. We support new exciting business ideas to become the next Unicorn.

It is such a privilege to be part of a group of generous individuals, who dedicated their time to give so much others.

This is my first involvement of a non-profit organisation to assist founders and entrepreneurs to turn their ideas into reality.

I love the innovation, passion and determination of these people to serve our community. 

My role is to focus is helping entrepreneurs and founders everything to do with sales.

Expert in Residence- Sales Coaching

Pathtech Pty Ltd

Pathtech is a provider of scientific equipment and consumables supporting the Life Science, Forensics, Drug Detection and Large Scale Processing industries.

I wanted to focus on a new challenge by looking after forensic customers.

I replicated the sales process I developed in the life science department into this department.

We tripled sales by the second year and then continued this significant growth for the following two years. We exceeded the budget significantly every year.

What I valued the most during this journey was to be in touch with the customers directly again. This was not always the case as a sales manager.

I managed the day to day operation of this department; including sales, marketing strategy (promotion and white papers), technical support, customer training, logistics of large equipment and coordinating the installation.

While managing the forensic department, I coached a budding sales manager in the life science department.

The lesson I learned here is to put every effort to establish the right infrastructure in the sales process and the rest will look after itself.

National Sales and Marketing Manager- Forensic

For the first time, I had the priviledge to fully redesign every process ground up for a struggling Life Science department.

I had to completely revamped the sales process, marketing strategy, induction process, on-boarding, reporting system and the CRM. I also provided the sales and product training.

For a period of 12 months, I was also given the responsibility to lead the customer service, forensic, engineering and service teams on top of managing the life science department.

We achieved incredible success with double-digit growth every year from the first year, despite losing almost half of the sales team to manage cost. We doubled sales after five years.

The main reason for our success came down to clarity of our direction, process and making available all the innovative tools to help the team to do their jobs.

The biggest lesson I learned here is: Leadership is about staying human and simplicity is the key to clarity.

National Sales and Marketing Manager-Life Science and Forensic

Bio-Rad Laboratories

Bio-Rad Laboratories is a manufacturer of products for the life science research and clinical diagnostics markets.

Due to my exceptional sales performance and passion to help others, I was promoted to become one of the youngest Sales Manager in Bio-Rad.

Despite facing many challenges including the significant organisational change, I successful led a sales team and application specialists. My proudest moments was seeing my team receiving their awards on the stage at our Asia Pacific sales conference.

The core to my success was learning to balance the complexity of leadership and management. 

I learned the meaning of servanthood and the value of being innovative to on-board new team members by developing tools and being creative with the resources available. 

My biggest lesson here is: Never allow the limitation of resources to dictate the outcome of our goals. Secondly, the sales manager's real customers are their team.

Regional Sales Manager- NSW, ACT, QLD, NZ and Pacific Islands

Inspired by a book called "Rich dad, Poor dad" by Robert Kiyosaki, I packed my bags and moved to Sydney to pursue a career in sales.

I was determined to overcome my "introvertness" and pursued to learn the art of selling.

Overcoming the fear of rejection was one of my greatest achievements. The most important lesson I learned what the art of active listening. 

Furthermore, I realised the power of maintaining a good sales process. 

Speed of response and exceptional service were my greatest weapons. 

Through these lessons, my proudest achievement was exceeding the sales budget for 13 consecutive quarters whilst hitting all the subsidiary KPIs.

Senior Account Manager- NSW and ACT

Neubody Pty Ltd

Neubody is a manufacturer and supplier of quality antibody based products around the world.

The establishment of Neubody gave me some of the most valuable lessons in my career. I was passionate with the risk and had the desire to learn how to manage my very first business with no experience.

During my third year degree, Prof. Robert Rush invited me to join his newly formed Biotechnology company. I had no idea how challenging it would be.

Despite all the challenges, we have not only survived, we flourished.
 
I became the very first Biotechnology undergrad at Flinders University to produce an honours thesis that focused on the business side of Biotechnology (product development, marketing, product launch and sales).

Upon graduation, we grew Neubody rapidly and began expanding our R&D division. We produced some of the most innovative products to serve the research community worldwide.

One of my proudest moments was winning the very first equipment grant (suggested by me) through BioInnovationSA in collaboration with two other companies.

I also became the very first candidate to be granted a scholarship by BioInnovationSA to represent the South Australia biotechnology industry in an international conference at San Diego.

It was a privilege to be given such an amazing opportunity to be one of the founding employees of this company.

I am grateful to my mentors, who helped me with the biggest lesson in business: Find the courage to step into the unknown.

General Manager

Many people perceive sales is a dark art. This is simply not true.

Unfortunately, most of us are not trained to sell formally.

Those who take up the challenge to do it as a job, face the following questions:
- Why is selling so challenging?
- Why aren’t the customers buying from you?
- How do you lead your sales team effectively?

Entrepreneurs, business owners, sales people and sales managers ponder these same sets of questions everyday.

I know that selling has received such a negative perception world wide. I concur with you that it is scary to do when we first learn or need to sell. Although I have been doing this for a living for a long time, I remember I had those exact feelings when I first started. Since then, I have sold more than $40M of products and services and being one of the youngest sales manager to lead a sales team in a global company and turned an ailing sales department into a consistent double digit growth high performing team.

My life missions are: 
- To remove the negative perception of selling.
- To help others reach their sales potential. 

Selling is not a dirty word. Everyone can sell, it is one of the life skills. You do not have to be manipulative, aggressive and pushy to be successful in sales. 

I am passionate about helping our clients better engage with their customers by empowering the delivery of differentiating values.

Learn how to build immediate rapport with your customers in a pragmatic way to establish a long-term and mutually beneficial relationship.

Learn the relationship between your intent and the cold calling to a sales call to a close.

My unique offerings are the following:
The ALIIGN sales call method can generate consistent and successful results.
The SERVE sales leadership method empowers sales managers to lead their teams.
The VISION time management method unlock more time for busy people.

Is it time to improve your sales skills so that you can help as many people and businesses as you need. What is holding you back to level up your game? 

I do my best to post every day to share whatever I can base on my experience. Join me and together we can make a difference in the selling world.

Contact me to find out whether I am a suitable sales coach for you or your company. 

If you would like to know more about me, connect or follow me bit.ly/KJWong.

You are welcome to access over 30 sales articles and hundreds of sales videos by clicking on the links below:
- My Sales library: bit.ly/Saleslibrary

Founder and Director

Awake By Five AM is a sales training provider helping businesses to deliver differentiating value to their clients. We take a holistic approach in improving the client's sales effort by focussing on their sales team's sales capability and the company's sales process, sales leadership/management and sales recruitment.  

We have assisted clients in the following industries:
   - Entrepreneur programs offered by Universities and Institutes
   - Agile and Kanban
   - Social media, Website and SEO
   - IT and SAAS
   - Telecommunication
   - MLM
   - Sustainable business
   - Nonprofit organization
   - Other sales training providers
   - Retail
   - Manufacturing
   - Trade

We provide comprehensive programs to help businesses to enhance their selling capability by focusing on the following area:
- Sales call training (ALIIGN program) to sales team in line with the CRM. 
- Sales management administration (SERVE and VISION programs).
  - Opportunity funnel.
  - Marketing campaign and CRM customers segmentation.
  - Sales reporting systems

Click the link below to access our sales library that contains sales articles and videos.

taplio

The Battle

Professor Gary Martin FAIM

KJ Wong

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