GST XIV - Conference Brochure

Global Sales Transformation

04 Oct 2018 – The London Stock Exchange – 08:30 - 17:00

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DIS·RUPT·ION /dɪsˈrʌpʃn/ noun To throw into confusion or disorder.

RE·SIL·IENCE /rɪˈzɪlɪəns/ noun The capacity to recover quickly from difficulties; toughness or elasticity.

It’s rare for organisations not to be affected by market forces of a disruptive nature. Change and transformation triggered by such forces creates considerable opportunities for selling organisations, who deliberately play the disruptive game in their sales approaches. Though they also face considerable threats from competitors who similarly play this game.

This Global Sales Transformation (GST) conference brings the topics of disruption and resilience together within a framework which we call reflective practice – the chance to critically reflect on how we manage, lead and coach our sales teams - stimulated by speakers and group workshop sessions.

In setting the scene for our event theme, we are hugely excited to be joined by Great Britain’s most decorated Winter Paralympians, Menna Fitzpatrick and Captain Jen Kehoe. Menna won gold, two silvers and one bronze at the recent PyeongChang Winter Olympics with Jen as her guide and training partner.

Join us to share their personal journeys and the learnings they have from forming a most incredible team and winning under incredibly adverse circumstances.

Sales Leaders are having to operate – now more than ever – in a non-structured and ambiguous context, and at the same time are pressured to deliver higher and hugely demanding targets. Increasing numbers of sales managers and leaders are talking about coping mechanisms for handling extreme stress and how they have used these mechanisms to drive performance – but at what price?

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DR PHILIP SQUIRE CEO, Consalia Philip has been in sales roles since 1980. Since then and through his consulting activities he has worked with sales organisations in over 40 different countries worldwide and across many different sectors. He completed his doctoral research project ‘How can a ‘client-centric values’ approach to selling lead to the co-creation of new global selling mindset?’ in 2006, following which he has specialised in working with strategic large deal bid teams and key account Management .

He is published in academic journals and frequently the Journal of Sales Transformation. He is a Trustee of the Association of Professional Sales a non-forprofit organisation promoting the ethical standards of sales.

IAN HELPS Head of Consulting Practice, Consalia Since joining Consalia, Ian has worked with a variety of companies/sectors including IT, healthcare, energy and financial services. His core passion is developing leaders to reach their potential and he regularly receives extremely positive feedback from workshop attendees. He has been a core developer and lead deliverer of the Consalia Masters programme. He is regularly asked to facilitate board level discussions on sales strategy and execution.

In addition to his role as Director of Consalia, he is on the advisory boards for the Association of Professional Sales and the Cranfield University Strategic Marketing MSc.

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LOUISE SUTTON Academy Director, Consalia Louise is the Academy Director for Consalia and has responsibility for driving the strategy of the accredited programmes to ensure quality delivery and excellent customer experience. She has a proven track record of leading strategic initiatives and has been instrumental in helping the sales profession develop a degree level apprenticeship, which launched this year.

Louise started her career in IT and management consulting working at BP International, PWC and AT&T, before transitioning into learning and development roles. Prior to joining Consalia, Louise worked at Sony Mobile as their Commercial Academy Manager. Passionate about helping people to achieve their potential Louise is an accredited Leadership & Performance Coach.

MENNA FITZPATRICK MBE & CAPTAIN JENNIFER KEHOE MBE Menna is visually impaired with only 5% Vision. She started to learn to ski when she was 4 years old. Jennifer is a serving British Army officer and acts as Menna’s guide.

They competed at the 2018 Winter Paralympics in Pyeongchang in March 2018 where they took four medals, including a gold in the slalom, making Fitzpatrick Team GB’s most decorated Winter Paralympian. Along with over 20 Gold and Silver medals to their names, they made history in 2016 by becoming the first ever British athletes to win an overall World Cup crystal globe and be crowned World Cup champions.

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SAMANTHA WESSELS SVP Group Sales Operations and Enablement, Dimension Data Samantha is a highly motivated and astute global business leader. During the last 15 years she has worked at Dimension Data and prior to that she was an Account Manager at Siebel. She has over 20 years of record setting performance in the Global Information Technology & Communications (ICT) industry. Samantha’s strengths include leading transformational change, sales operational leadership, client satisfaction, managing and motivating globally diverse teams and driving market growth.

Samantha is a member of the APS and Co-Chair of the Inclusion and Diversity initiative, and is also a founding member of the Sales Enablement Society.

DR MOBASHA BUTT Head of Clinical Services, Babylon Mobasher was voted UKs most influential GP in September 2018. He is passionate about using technology to improve healthcare on a global scale to make it affordable and accessible to everyone everywhere. He has been instrumental to the development of Babylon’s clinical service in the UK and internationally. Babylon is currently ranked 19th in Wall Street Journal’s list of global tech companies to watch. He is a practicing GP with extensive clinical experience in the UK and overseas, with expertise in Patient Safety and Quality Improvement. He has led mobile health research on a global scale for the World Health Organisation. He has previously worked as Clinical Advisor to the Chief Medical Officer of England and as the Quality Improvement lead for the British Medical Journal.

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MICK FOWLER MSC Group Sales Director, Arena The Arena Group is a specialist in Managed print and Electronic Document Management solutions. As a member of the management team, Mick is responsible for delivering the strategic objectives of the sales department. Having enjoyed great success as a sales person, he has progressed over the years through various stages of management into the senior leadership role he now enjoys. Mick has enjoyed and had the privilege of graduating with an MSC in Leading sales transformation which has had a significant impact on him personally and has helped shape Arena’s current sales strategy. Previous sales roles have included Rentokil and Danka UK. Mick is married, a father and lover of all sports.

SARAH EDGE MSC UK and Ireland General Manager, HMD HMD Global is a Finnish company that was set up on 1 December 2016 and markets smartphones and basic feature phones under the Nokia brand which operates in over 50 global markets. The volume of Nokia branded handset unit sales has already put HMD into the top four of UK handset suppliers and it aims to regularly reach the number 3 spot soon. Prior to this Sarah spent four years as an Account Director at Sony and during this time completed a masters in Sales Transformation.

Sarah has also worked for Orange and BT in a variety of marketing, proposition and category management roles. Sarah lives in Surrey and is married with two young daughters. In her spare time she enjoys keeping fit, reading and consuming good food and wine with friends and family.

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DR SIMON HARRISON Director Strategic Planning, Mott MacDonald Simon has responsibility for strategic development at global engineering, management and development consultant Mott MacDonald, and takes a strong interest in strategic change in markets, technologies and end user expectations.

He also chairs the IET’s Energy Policy Panel and leads its Future Power Systems Architecture Project activity, which is supporting the government in developing an underlying engineering strategy for the future decarbonised electricity system in GB. An electrical engineer, Simon has played a key role in developing Mott MacDonald’s renewable, thermal and nuclear power businesses, including opening a number of new geographic and sector markets. He also has an interest in energy policy, and has directed a number of key studies in the UK.

We are supporting Disability Snow Sport. If Menna and Jennifer’s shared experience has inspired you to do the same, please make a donation at disabilitysnowsport.org.uk/donate.

Disability Snowsport UK is a people-centred organisation with a unique sense of purpose: that anyone regardless of their disability can take part in and enjoy the thrill of snowsports. They have applied exceptional know-how and adaptability for over 30 years to enable those with a disability to experience the joy of skiing alongside the able-bodied. They provide exciting and life enhancing activities for individuals or groups who require adaptive equipment and/or special instruction and support.

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Where Resilience Meets Disruption

Time

Speaker

Title

Company

Theme

09:00 - 09:15

Ian Helps

Head of Consulting Practice

Consalia

Conference opening

09:15 - 10:15

Dr Philip Squire & Louise Sutton

CEO & Academy Director

Consalia

A new paradigm for sales performance: Sales training to sales education

10:15 - 11:00

Menna Fitzpatrick & Capt Jennifer Kehoe

Gold Medalists, 2018

GB Paralympic Skiing

Our story - Collaboration, resilience & deliberate practice

Embracing & Managing Pressure

Break 11.30 - 12.05

Samantha Wessels

VP Sales Enablement

Dimension Data

How pressure impacts sales performance

12.05 - 12.40

Dr Mobasher Butt

Chief Medical Officer

Babylon

How can AI be used to anticipate and manage mental wellbeing

12.40 - 13.15

Carl Day, Samantha Wessels, Mobasher Butt

Toshiba, Dimension Data, Babylon

Can you teach people to be resilient?

Critical Reflection

Lunch 14.15 - 14.45

Mick Fowler

Group Sales Manager

Arena Group

What I learnt from Optimising our Sales Control Systems

14.45 - 15.15

Sarah Edge, GM UK&I

General Manager, UK & Ireland

HMD Global

Rebuilding the Nokia Brand : takeaways from my Masters dissertation

15.15 - 15.45

Simon Harrison

Group Strategic Development Manager

Mott MacDonald

Sales without salespeople – transforming sales outcomes in a professional services culture

The New Norm

Break 16:00 - 16:40

Royal Mail, BT, BAE Systems

Round Table

TBC

Sales Apprenticeships : Practical perspectives of the new paradigm

16:40 - 17:00

Dr Philip Squire

CEO

Consalia

Conference close

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PROGRAMME BSc Degree Apprenticeship in Businessto-Business Sales DURATION 3-year integrated degree.

COST £21,000 levy allocation MODE OF STUDY Work Based Learning LOCATION London, Leeds or in-house programme at location of choice.

Consalia has partnered with Middlesex University & Leeds Trinity University for delivery of The B2B Sales Professional Degree Apprenticeship. Designed specifically to meet the identified role ‘Standard’, our programmes provide apprentices with the relevant sales skills, competencies and behaviours, enabling them to become highly effective B2B Sales Professionals.

The 3-year programme is delivered via a blended learning approach: face-to-face workshops, virtual and e-learning delivery, 1-1 coaching, tutor support and group coaching.

Consalia’s ethos is one of collaboration with employers to ensure relevant learnings are applied in the workplace, offering a high-quality developmental and student experience to all.

To arrange an introductory apprenticeship call, contact academy@consalia.com.

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CONSALIA is a global sales transformation company driven by a passion to make sales the world’s most sought after profession. Grounded in research, our unique system for learning (CLSTM) offers a distinctive approach to learning & development that genuinely transforms sales performance. We deliver provable top line growth and sustained behavioural change by addressing the MindsetsTM, which govern how people think and sell. This philosophy underpins our customised learning and sales education up to a university accredited level. www.consalia.com / info@consalia.com / +44 (0)20 8977 6944 MIDDLESEX UNIVERSITY has a reputation for the highest quality teaching and research that makes a real difference to people’s lives and a practical, innovative approach to working with business to develop staff potential and provide solutions to business issues. We teach 40,000 students and have campuses in London, Dubai and Mauritius; and 21 offices around the world, the largest university network.

The University has won a Queen’s Anniversary Prize for Enterprise in 2011 for International work, this followed an earlier award for work based learning.

Middlesex University collaborates with clients across all sectors to embrace learning in the workplace through accreditation and bespoke staff development to tackle a wide range of organisational challenges and ensure impact. www.mdx.ac.uk/business / corporate@mdx.ac.uk / +44 (0)20 8411 5050 THE INTERNATIONAL JOURNAL OF SALES TRANSFORMATION exists for the promotion of sales excellence among global corporates. Our subscribers are sales leaders, sales performance specialists, CEOs and academics with an interest in sales strategy, talent and execution. Focusing on complex sales and transactional selling at scale, our content is a mix of quality journalism, insightful opinion and research by current sales leaders and academics. www.journalofsalestransformation.com / info@journalofsalestransformation.com