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Global Sales Transformation transforming sales through insight & education
GST XII
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CELEBRATING DIVERSITY & INCLUSION IN SALES
Diversity & Inclusion (D&I) has evolved from it’s status in the 1960’s as a mere compliance or ‘tick-box’ exercise, to today whereby there is a developing and compelling business case supporting the link between D&I and bottom line results. It should therefore be considered a critical component of any organisation’s business strategy. With D&I becoming an ever more prevalent issue for corporations, Consalia will host its 12th annual Global Sales Transformation (GST) conference on 19th September 2017, focusing on the central themes arising around D&I. GST XII ‘Celebrating Diversity and inclusion in Sales’, will offer delegates a unique opportunity to hear from and engage with thought leaders and practitioners on the topic of diversity and inclusion. This event will therefore appeal to those responsible for driving diversity and inclusion, performance uplift, innovation, collaboration and transformation within their sales organisations. The conference will kick off by providing the context for D&I; insights from SAP will offer delegates a peek into a forward thinking organisation and its response to D&I. Delegates will also have the opportunity to hear about the latest research in the field of D&I, notably the recently commissioned work by the Association of Professional Sales and best practice & insight technology company, CEB, now Gartner. Representatives from Procurement will provide perspectives from the customer organisation on what D&I within supplier organisations means to them. We will be joined by two business leaders, who will share personal experiences and lessons learned from a career in sales. Delegates will be a mix of senior level sales, enablement, learning & development and D&I practitioners from small-to-mid-size enterprises to large global corporates. The conference will expose participants to new, research-driven and evidenced practices on the importance of diversity and having an inclusive environment. This year, we are delighted to have another great speaker line-up that includes Tan Lee Chew, Global Head of Enterprise Sales at HPE; Samantha Wessels, SVP Group Sales Operations & Enablement at Dimension Data; Dr. Tanvi Gautam Programme Director and faculty (executive education) at SMU and Founder of Leadershift Inc; Simon Dale, Vice President of Sales APJ at MapR Technologies and APJ Board Member of the Association of Professional Sales; Lee Baldwin, Head of Professional Services at CEB now Gartner; Michelle Charles, Diversity & Inclusion Head – Global Customer Organisation at SAP; Kok Kwong Kwek, CEO of NTUC Learning Hub; Uma Balasingam, Vice President, Channels & Sales, Asia Pacific Japan for Riverbed Technology and Co-founder of Lean In Singapore Chapter; Magdalena Poulin, Head of Diversity & Inclusion, APAC at AIG; Clare Roberts, Executive Coach, Executive Coaching Consultancy; and Ian Helps, General Manager for Consalia. This year, Consalia is supporting the Women in Sales Awards, an event that recognises diversity in the workforce and equal opportunities, and celebrates outstanding women in Sales. You will hear more about the Women in Sales Awards and how your organisation can participate and nominate outstanding women sales leaders and professionals. When Where
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Tuesday, 19 September 2017 from 09:00 to 16:45 (registration from 08:30) The William Ballroom, Parkroyal on Pickering, 3 Upper Pickering St, Singapore 058289
Tickets are priced at S$280 each and can be purchased on our Eventbrite Webpage. Early Bird and group discounts apply; ask about our APS & Alumni discounts. We apologise in advance, however we cannot accept walk-ins at the door. For further information, please contact us on +65 97323181.
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Dr Philip Squire, CEO Consalia Ltd. Prior to establishing Consalia, Philip began his career within the banking and financial services sector for HSBC and later within the Mercuri Institute. In 2006 he completed his post-graduate doctorate, which explored ‘Complex (Global) Account Selling Effectiveness’ and the extent to which a values-based approach to developing relationships with customers, enhances sales performance. This much-validated ‘Mindset’ approach, now underpins the learning and performance culture of Consalia. Philip is passionate about enabling the highest professional standards for sales, having established the first work-based Masters programmes for Sales Transformation. Philip also serves on the Board of Trustee’s for the APS.
Lee Chew Tan, Senior VP, Business Group Sales Enterprise Group Hewlett Packard Enterprises Lee Chew is responsible for the go-to-market planning and sales programs for the business groups - Data Center Infrastructure Group (DCIG), the Software Defined Data Center and Cloud Group (SDCG), Technology Services (TS) and the Incubation Group (IG). Her charter is also to drive a tighter alignment across these business groups with product marketing and sales. Prior to this appointment, Lee Chew was the VP and GM for HPE Servers Group in Asia Pacific and Japan. Tan holds a Bachelor’s degree in Arts & Honors in Philosophy from the National University of Singapore. She serves as the Vice Chairperson on the Board of the Singapore Heart Foundation.
Samantha Wessels, SVP Group Sales Operations & Enablement Dimension Data Samantha is a highly motivated and astute global business leader. She has over 20 years of record setting performance in the Global Information Technology & Communications (ICT) industry. Well respected within the industry for her client focus and ability to delivery verifiable year on year sales growth. Major strengths include leading transformational change, sales operational leadership, Client satisfaction, managing and motivating globally diverse teams and driving market growth.
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Dr. Tanvi Gautam, Founder Leadershift Inc. Dr. Tanvi ia a keynote speaker, author & C-suite advisor. She is the winner of the Game changer award (Workforce Magazine, US), a top 10 HR influencer on social media and also Asia’s first certified Business storytelling coach. She has been invited to address forums such as Harvard Business School, TedX, published on Forbes.com and interviewed often on BBC world for her insights into the changing world of leadership. She is also founding program director of a highly transformational global leadership program for women executives at Singapore Management University. Dr. Tanvi is also on the board of the ARTDO international and has been honored to be on the jury of prestigious leadership awards such LinkedIn’s Conscious Business Leader awards.
Simon Dale, Vice President, Sales, Asia Pacific & Japan MapR Technologies For over 30 years, Simon has been a student of new technology trends and has worked for and with innovative tech companies across Europe and in Asia Pacific, mostly in sales leadership roles. He specialises in launching and growing new businesses in the enterprise software space in Asia Pacific; now at the centre of the shift to using ‘big data’ at the core of the digital economy. Graduating from the first-of-its-kind Masters Degree in Sales Transformation last year, Simon’s final project focused on using current best practice research on coaching, stakeholder engagement and change management to improve selling and sales organizations. Simon is also a Board Member for the APJ Chapter of the Association of Professional Sales (APS).
Lee Baldwin, Head of Professional Services APAC; Women at Gartner Global Leadership Council member and co-chair, Women at CEB Asia Chapter Lee’s primary responsibility in leading the APAC Professional Services business for CEB, now Gartner, is in managing the Asia client delivery team for the Sales & Marketing Solutions group. Based in Singapore, Lee has developed a deep expertise in sales strategy and productivity issues across her 13 year tenure at the firm and has led the implementation of the Challenger Sales model across a variety of client industries. Lee also holds a rotational position on the Global Women@ CEB Leadership Council, a workplace diversity group dedicated to the professional development and impact of female professionals across the firm and the world. She is the regional founder and current co-lead of the Women@CEB Asia Chapter.
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Michelle Charles, Global Head of Diversity and Inclusion SAP Customer Operations Organisation Michelle Charles has been with SAP for over 20 years and is the responsible for driving SAP’s diversity agenda across the sales line of business globally. Her focus is to model diversity as a business imperative by building and growing diverse talent to better understand the customers, drive creatively and improve competitive advantage. As a strong supporter of women’s career growth in the workplace, Michelle is a core member of the SAP Business Women’s Network in Singapore, where she and the team have been instrumental in driving SAP’s gender intelligence agenda with initiatives focused on empowerment, enablement, networking, policy changes, and CSR. Michelle is an active member of the SAP S.E Asia S&I Council as well as steering commitee.
Kok Kwong Kwek, CEO NTUC Learning Hub Kok Kwong has been CEO NTUC LearningHub (LHUB) since February 2013. Prior to joining NTUC, he served in the Singapore Armed Forces (SAF) for 27 years before retiring on July 2012. LHUB is a leading training provider for Info Comms Technology (ICT), Workplace Safety and Health, Leadership, Service Excellence, and Security. It is also expanding into design thinking, productivity, human resource, eldercare and e-learning. Kok Kwong graduated from University of Cambridge in 1989, and was conferred the Lucius N. Littauer Fellow distinction in Harvard in 2002. In his free time, Kok Kwong golfs, runs and hikes.
Uma Balasingam, Vice President, Channels & Sales, Asia Pacific Japan Riverbed Technology; Co-founder of Lean In Singapore Chapter Uma Thana Balasingam is Vice President of Channels & Sales, Asia Pacific & Japan (APJ) for Riverbed. She is responsible for responsible for defining the region’s go-to-market strategies including channel, service providers and alliances. As a key member of the leadership team, she plays an active role in shaping the company’s growth strategy in the region. Uma is also one of the 2 co-founders of Lean In Singapore that has >700 members, and the founder of Lean In Women in Technology Asia & Women In Technology Singapore Chapter. Lean In is a global non-profit organization dedicated to progressing women in the workplace, founded by Sheryl Sandberg.
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Magdalena Poulin, Head of Diversity & Inclusion, APAC AIG Magdalena has over 10 years of diversified and multinational work experience. Currently based at AIG, she oversees the strategy and implementation of diversity & inclusion programs for the APAC region. Magdalena seeks to foster a culture of inclusion across the region and her focus areas include developing strategic diversity programs to recruit, engage and develop talent, advancing a culture of inclusion and enhancing the AIG’s brand and market relationships. Magdalena is involved in the Singapore Business Network on Disability AIG is a co-founding member of and she is a mentor in the AIG Student Innovation Program for students with disabilities. She also serves on the Executive Board of PrimeTime, a Business and Professional Women’s Association in Singapore.
Clare Roberts, Executive Coach Executive Coaching Consultancy Clare has 15 years experience working in investment banking as an HR Director, working for Deutsche Bank and Merrill Lynch. As an HR Business Partner, the Global Head of Learning Development Practitioners, and now as a coach, Clare has worked extensively with individuals across a variety of roles, levels and geographies to help them optimise their performance and realise their potential. Having worked in a very competitive environment, and across a variety of HR roles, Clare enjoys coaching for performance and helping individuals strive to be the best they can be. She also has a passion for the female agenda in business and is a great believer in the benefit of diverse teams.
Ian Helps, General Manager Consalia Ian started his career in scientific research before completeing an MBA from Henley Business School. Prior to joining Consalia, Ian worked for the likes of Invensys, Conoco Philips, E.ON and then Shell developing specialities in strategy and commercial development, working with some of Europe’s largest energy companies. Whilst at Consalia, Ian has worked with a variety of companies 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. In addition to his role as Director of Consalia, he is on the advisory board of the Association of Professional Sales and chairs their standards and ethics practice working with EY.
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Transforming relationships through a new ‘ethical paradigm’
Theme Time Timing 08.30
Speaker Speaker
Arrival and networking
09:00 - 09:15 Dr. Philip Squire
09.00 - 09.20
Driving sales through
Sales Celebrating Diversity & Inclusion in Sales collaboration and leadership consensus
CEO, Consalia
Welcome Introduction
Sponsors welcome
Consalia, Middlesex University & CEB
09:15 - 09:30 Dr. Philip Squire 09.20 - 09.50 Simon Dale
APS Singapore Chapter Board Member APS - Championing and Leading D&I in Sales New sources of competitive advantage Consalia
Prof. Mark Johnston 09.50 - 10.10 Michelle Charles 09:30 - 10:00
The detrimental effect of compliance on ethical selling Rollins University D&I Head, Global Customer Organisation, SAP Taking your Business Beyond Bias – SAP’s journey Plenary Discussion
10.10 - 10.40 10:00 - 10:30 Tan Lee Chew 10:30 - 10:45 11.00 - 11.20
Delfim Pereira
Carl Day 11.20 - 11.40 Ian Helps 10:45 - 11:00 11.40 - 12.00
Harry Farrell
Global Head of Enterprise Sales, HPE
Break for tea & coffee
Leader Insight : Are You Bold Enough?
Morning Tea Break Disrupting the customer buyer journey - where to start?
CEB
Toshiba TEC UK General Manager, Consalia
Ethics - the DNA for value creation Session context
SAP
Local service partners as transformation agents
11:00 - 11:30 12.00 - 12.30 Lee Baldwin
Head of Professional Services APAC; Women at CEB Global Leadership Council member and coTheme Workshop chair, Women at CEB Asia chapter
The Case for Gender Diversity in Sales - Latest Research & Trends
Break for lunch
Dr. Tanvi Gautam, Facilitator Leadershift Inc. A sales leadership system to accelerate transformation SAS CEO, NTUC Learning Hub James Hogan 13.20 - 13.40 Kwek Kok Kwong Plenary Session 1 : The Mindsets for Sustaining 11:30 - 12:15 Uma Thana Balasingam VP, Channels & Sales, APJ, Riverbed Technology D&I SAP Head of D&I, APAC, AIG A transformative enablement model for sales people Axel Ferreyrolles 13.40 - 14.00 Magdalena Poulin
14.00 - 14.20
12:15 - 13:00
A theory of constraint for sales leaders
Dr Jeremy Noad
Lunch (45 minutes)
14.20 - 14.50
Theme Workshop
13:00 - 13:45 Dr. Philip Squire 13:45 - 14:15 Paul Devlin 15.10 - 15.30 Samantha Wessels
Sales enablement & coaching
Research Topic Topic Theme
Company Company
15.30 - 15.50 14:15 - 14:45
Brice Faure
Angie Dixey 15.50 - 16.10 Clare Roberts 14:45 - 16:00 Dr. Philip Squire 16.10 - 16.40 Ian Helps 16.40 - 17.00
Event close
16:00 - 16:30 Dr. Philip Squire
17.00 Onwards Networking Session
CEO, Consalia
Break for tea & coffee
Lifting the Talent Pool through Professional Sales Education
Leader Insight : Sales Success Against the Odds SAP SVP Group Sales, Dimension Data Achieve explosive sales growth through data & coaching
SAP
Means of sustainable coaching for sales transformation Afternoon Tea Break
Consalia Conversational coaching - a subtle approach Executive Coach, Executive Coaching Consultancy CEO, Consalia Theme Workshop General Manager, Consalia CEO, Consalia
World Cafe - Promoting and Celebrating D&I Women in Sales Awards & Conference Close - Call to Action
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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 (CLS™) 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 Mindsets™, which govern how people think and sell. This philosophy underpins our sales education up to a university accredited level. W: www.consalia.com
E: info@consalia.com
T: +44 (0)20 8977 6944
Transforming People” is the essential ideal that drives our brand and encapsulates what we offer to our customers and partners. In providing training services and solutions, we see ourselves enabling change for every individual with whom we work with. NTUC Learning Hub’s mission is to be the leader in Continuing Education and Training by providing learning that transforms employability and creates a better life for working people of all collars, ages and nationalities. W: www.ntuclearninghub.com
T: +65 6336 5482
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. W: www.journalofsalestransformation.com
E: info@journalofsalestransformation.com
Titanium Trainers League Pte Ltd aims to be a premier speakers bureau, events management and multiendeavour consultancy company. We strive to bring visionaries in different fields of expertise from around the world to help inspire and galvanize essential changes in our individual pursuits while facing the challenges that follow. W: www.ttleague.com
E: laylabella@ttleague.com
T: +65 8626 4058
APAC SMA was established to provide strategic advisory services around customer experience transformations to help organizations win through value creation and relationship building. We help organizations set up and improve their internal CRM, Virtual Sales, CxO Communications and Go-tomarket efficiencies. W: www.apacsma.com
E: enquiry@apacsma.com
T: +65 6653 4249
Zars Media (ZML) was set up by CEO, Afi Ofori to highlight women’s leadership contributions across all careers in all business sectors. Since 2013 ZML has grown from producing the Women in Sales awards for 300 guests, to 1200+ guests covering 5 events and a global presence in Europe, North America and India. ZML has a goal to empower women and boost confidence, striving to bring together women with drive, energy and passion, through our awards and leadership programs. W: www.zarsmedia.com
E: info@zarsmedia.com
T: +44 (0)1252612025
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