Sales Director Live Show Guide by Fortem International

SHOW GUIDE

22 & 23 NOVEMBER 2012

OLYMPIA, LONDON

AN OPEN INVITATION

TO SAVOUR SCOTTISH SILVER SERVICE HOSPITALITY Golf’s greatest championship will be held at Muirfield, Scotland, just thirty minutes from the heart of Edinburgh from 17-21 July 2013. Experience world-class golf while enjoying our award-winning hospitality set against the backdrop of Muirfield’s 9th hole.You only get this view, and this close to the action, with The Open’s Official Hospitality programme. Our all-day, fine-dining packages start from £250 per person. The ultimate in sporting hospitality with the best golf and some truly exceptional company. THE OPEN CHAMPIONSHIP MUIRFIELD, SCOTLAND 17-21 JULY 2013 BOOK YOUR OFFICIAL, ON-COURSE HOSPITALITY PACKAGE Contact our hospitality team now on: T: +44 (0)844 371 0883 or email: hospitality@TheOpen.com Ref: SalesLive Please visit TheOpen.com/hospitality for further information.

WELCOME

THE INTERNATIONAL

SALES LEADERSHIP

EXHIBITION AND CONFERENCE Hello and welcome to Sales Director Live, an interactive exhibition and conference specifically designed to help you achieve better sales results for your business. Bringing together quality exhibitors, insightful seminars and interactive workshops, the event offers a unique opportunity for sales professionals to obtain the latest tools, techniques and advice within an ever-changing industry. Attend the show and youâ&#x20AC;&#x2122;ll profit from a wide variety of seminars delivered by leaders of industry, covering everything from recruiting exceptional salespeople to winning customers through social media. Five comprehensive seminar theatres will ensure no stone is left unturned in your search for better sales figures and continued professional development. Alongside the vast educational element, the show will also feature a balanced mix of relevant exhibiting companies,

all showcasing the latest products and services to help you increase those all important sales. Use this showguide to plan your visit to the show, benchmark any products and services you might be interested in, and make a note of the seminars you want to attend. As somebody responsible for delivering the sales for your company, this could be the most profitable day you spend out of the office this year. We look forward to meeting you at the Show.

The Sales Director Live Team

CONTENTS

04 12 38 41 43

KEYNOTE SPEAKERS SEMINAR SCHEDULE EXHIBITOR LISTINGS HOW TO GET THERE FLOOR PLAN

Find us on Facebook www.facebook.com/SalesDirectorLive Tweet us @salesdirshow Tweet about us #salesdirshow

KEYNOTE SPEAKERS

PROFESSOR NEIL RACKHAM THE PROFESSOR OF SALES

Professor Neil Rackham is known throughout the world as a speaker, writer and seminal thinker on sales and marketing issues. Three of his books have been on the New York Times best seller list and his works have been translated into over 50 languages. He has been Chairman and CEO of three international research and consulting firms.

Professor Neil Rackham first gained international recognition in the 1970s when he led the largest ever research study of successful selling and sales effectiveness. This massive project, supported by major multinationals including Xerox and IBM, involved a team of 30 researchers who studied 35,000 sales calls in over 20 countries. The research took 12 years at a cost, in today’s dollars, of $30 million. From the results of these studies he published the groundbreaking classic SPIN® Selling (McGraw-Hill, 1988) and Major Account Sales Strategy (McGrawHill, 1989). His books regularly rank among business best sellers, and SPIN® Selling is McGraw

Selling in hard times [that are not going away] We understand the common mistakes that most salespeople make and we also have a good understanding of the strategies that help a sales force to succeed when times are difficult. Using case material from winners and losers SEMINAR HALL in hard times, Professor Neil Rackham will explain three successful strategies that will grow market share in a tough economy.

Hill’s best selling business book ever. He is author of over 50 influential articles on marketing, selling and channel strategy. Professor Neil Rackham is also widely recognized as a highly original and creative trainer and communicator. His work in sales training won him the Instructional Systems Association lifetime award for Innovation in Training and Instruction. He has worked closely with many leading sales forces such as IBM, Xerox, AT&T and Citicorp. He has also worked extensively with senior partners in some of the world’s most successful professional services organizations including McKinsey & Company, where he was for many years a member of the Sales and Channel Management Group. He’s a sought after conference speaker who receives top reviews from participants for his capacity to take complex issues and make them accessible and interesting. He uses a combination of humour, passion and group interaction to stimulate and challenge his audiences.

Friday 10.30 - 11.30

CLIVE RICH THE £BILLION NEGOTIATOR

Now more than ever, negotiation plays a huge part in the sales process. And for some, negotiation has become more than a skill – it’s become an art form. Clive Rich is an international deal-maker and trouble-shooter. He has played a crucial role in negotiating and brokering more than £10bn worth of deals for a broad spectrum of multi nationals. Over the last 25 years he has brokered deals for companies such as Sony, Yahoo,

Apple, and BBC to name just a few. Clive believes that the power of negotiation and the ability to trouble-shoot deals have never been more important, especially in a New Deal Economy. And it’s easy to see why – as consumers and businesses

“With an unstable world economy, increasing competition as power and influence moves from the West to the East, and technology enabling business to converge globally, we now live in a New Deal Economy, where deal-making skills are paramount.”

| SALES DIRECTOR LIVE NOVEMBER 2012

GILES MARGERISON

KEYNOTE SPEAKERS

SALES DIRECTOR FOR UK & IRELAND AT TOMTOM

SEMINAR HALL 3 Friday 15.30 - 16.00

Giles Margerison is Sales Director for UK & Ireland at TomTom Business Solutions, the B2B division of TomTom. Giles has over 10 years of experience delivering significant results managing direct and indirect sales channels for leading providers in the Telematics industry. Previous experience includes commercial vehicle rental, contract hire, and leasing and maintenance where he managed operations for Dawsonrentals and Ryder Plc. This unique combination of knowledge and experience gives him a broad understanding of the issues facing fleet and sales managers.

How to Outperform Industry and Market Growth in a Tough Economy Giles will describe the challenges that he faced when he became Sales Director at TomTom Business Solutions in 2010. He will reveal how he overcame these hurdles and achieved substantial growth in a difficult climate by engaging his direct team, resellers and all involved in his ecosystem.

tighten their belts and look to stretch every penny, negotiation is without doubt an essential weapon in any sales director’s armoury. Also a highly experienced entertainment and digital media lawyer, Clive has negotiated deals with musicians including Take That, Dido, Annie Lennox and Simply Red, and with global brands such as Universal, Virgin and T-Mobile. He also negotiated BMG’s first

agreement for Pop Idol recording rights with 19 Entertainment – an agreement which has since generated well over $1 billion of contribution for BMG worldwide. This is your chance to hear from one of the great negotiators. Don’t miss it.

SEMINAR HALL 1 Thursday 11.45 - 12.15

Negotiation isn’t just selling The seminar will revolve around offering a series of negotiation tactics which can be applied to a variety of business settings. The first step would be to assess what the general definition of negotiation is and how it is being overlooked by businesses, before going on to identify where attendees think they use or need to use negotiation in their day-to-day business. This seminar will talk attendees through how to prepare well for a deal to ensure they get what they want out of it. It will also look at the non-verbal communication and use of language in negotiation.

LIZ JACKSON THE SECRET MILLIONAIRE

Liz Jackson is an inspirational figure and her story is extraordinary; as you may have seen when she was featured in Channel 4’s Secret Millionaire programme. Since launching her telemarketing business, Great Guns Marketing, in 1998, the year she lost her eyesight, Liz and her company have gone from strength to strength with Great Guns growing at 30% per annum and boasting an impressive portfolio of clients from all types and sizes of companies. Great Guns Marketing has become the UK’s leading B2B telemarketing company and its ServiceMark accreditation by the Institute of Customer Service is testament to the outstanding service provided. Liz was awarded an MBE in 2007 for services to business and in 2012 she was bestowed with an honorary doctorate by Staffordshire University for her business achievements and for inspiring others. Liz is also an accomplished author, her book ‘StartUp!’ provides invaluable help and advice to entrepreneurs.

If you think you can, you can. Liz will tell us the story of her business success starting from the lounge of her rented Basingstoke flat whilst losing her eyesight, to building Great Guns Marketing into the UK’s premier business to business telemarketing company. She’ll explain how her attitude to life and her ‘everything’s possible’ approach enables her to take barriers in her stride. She’ll talk about her views on luck and how failure should be celebrated. Finally she will outline her approach to leadership and end with the audience believing that anything is possible.

SEMINAR HALL 2 Thursday 12.30 - 13.00

NOVEMBER 2012 SALES DIRECTOR LIVE |

KEYNOTE SPEAKERS

IAN BEER

COACH, TRAINER, FACILITATOR AND SPEAKER. When he left school he went in to sales. In the late 90s he scratched that itch to explore his inner geek and became a technical trainer. In the mid 00s he merged freshly honed training skills with his selling chops and found his true calling: developing sales talent.

He engages in a constant volley of ideas with his colleagues and their customers – so the solution for one area bounces into a solution for the problems of the next, where ideas ultimately come together to make progress possible. Ian is part of 3M – a global technology company serving customers and communities with innovative products and services. He’s an engaging speaker with lots to say, so don’t miss his seminar here at Sales Director Live.

SEMINAR HALL 1 Friday 13.15 - 13.45

From Good to Great and Staying There 3M is a diversified technology company delivering innovative solutions to life’s everyday needs. Yet having great products is no longer enough. In this session, you’ll find out what 3M has done to invest in its own sales force to ensure they connect with their customers, helping them succeed both now and in the future.

FRANK HATTANN HEAD OF EMEA LINKEDIN SALES SOLUTIONS Frank is the Head of EMEA Linkedin Sales Solutions. He is a social media enthusiast, contributing with Linkedin updates and Twitter feeds to socialise the benefits of social media for corporate use, specifically in sales through social selling methodologies. Frank has worked in a variety of companies, from PayPal to Linkedin, and has now more than 12 years of management experience. He has lived in Germany, the UK, Canada and

Social Media and Sales

Ireland, managed multi lingual teams of different sizes and with different functions. Working in these multi-cultural environments gave Frank an in-depth understanding of relationship-building and the importance of networking. Linkedin was and is an important tool for his work, career and sales success.

SEMINAR HALL 1 Thursday 12.30 - 13.00

Frank will deliver an overview of social media, answer why social media is becoming more relevant for sales and marketing; discuss what companies can do to use social media effectively; and talk about how Linkedin help small businesses to generate new business.

| SALES DIRECTOR LIVE NOVEMBER 2012

KEYNOTE SPEAKERS

CHRIS DUNCAN

DIRECTOR OF CUSTOMER SALES AT NEWS INTERNATIONAL LTD Chris Duncan is Director of Customer Sales within Sales and Marketing at News International Ltd, the publisher of leading national newspapers in the UK; The Sun, The Times, The Sunday Times. He is responsible for sales performance across retail, subscription acquisition and retention in both their print and digital businesses.

Chris was appointed Director of Group Marketing Services at NI in 2009 having held senior roles in Customer Value and Customer Data since joining the company in 2007 from consultancy Infoloop Ltd. Previously, Chris was Managing Director of database marketing services company Alchemetrics Ltd.

Using customer intelligence to drive sales performance SEMINAR HALL 4 Friday 14.45 - 15.15

The availability of vast amounts of data have changed our ability to understand and manage customers and to drive sales. But many companies struggle to turn this promise into operational revenue. In this session Chris Duncan will detail how News International has approached this challenge and share some case study examples of how customer intelligence can grow sales.

TONY PRINGLE

USING B2B INFORMATION TO SELL MORE EFFECTIVELY Tony Pringle joined BvD’s UK sales team in 1994. In 1998 he went to manage BvD’s American operation in New York, overseeing significant expansion and returning to the UK in 2000 to take over as manager of BvD’s activities in the UK and Ireland. He manages BvD UK’s business development, strategy, product development and relationships with information providers relating to UK markets. Tony works closely with a wide variety of customers across financial institutions, legal firms, government and corporates to ensure BvD’s product development continues to be customer-led. Recent projects include the launch of BvD’s revamped Mint product range which is streamlined and optimised for B2B business development.

SEMINAR HALL 2 Thursday 14.00 - 14.30

Using B2B information to sell more effectively What information can B2B sales teams access and how can it be used in the sales process? Tony Pringle, BvD’s UK MD will look at these issues and discuss the relevance of external data, what it can show you about your customers and prospects, and how integrating it with your CRM can help improve efficiency and develop new business.

NOVEMBER 2012 SALES DIRECTOR LIVE |

KEYNOTE SPEAKERS

GAVIN INGHAM TURN SELF-DOUBT INTO SELF-BELIEF

For the last 10 years, sales motivational speaker Gavin Ingham has been helping salespeople to explode their sales performance by turning self-doubt, fear and lack of motivation into self-belief, confidence and action.

5.5 Steps to Sales Success: How to Create a High Performance Sales Team Things have changed. Business has changed. Salespeople have changed. Good enough is not good enough anymore. If you want to create a high performance sales team in today’s competitive business environment then you need the skills and strategies to build and sustain a motivated sales team who always give 100%. This seminar will show you how.

With his inspirational approach to sales psychology and motivation, Gavin combines commercial experience, personal excellence and sales technologies in delivering personal and business sales success. His unique and inspirational perspective and the way he shares it truly demonstrates the power of the individual over external events such as competition,

CHRIS MALYON DIRECTOR OF SALES & MARKETING FOR DSV ROAD LIMITED Chris Malyon is Director of Sales and Marketing for DSV Road Limited. He manages all aspects of the company’s sales and marketing in the UK, including strategic sales and key account management for a number of major UK and European clients.

SEMINAR HALL 3 Thursday 12.30 - 13.00

DSV is a global supplier of transport and logistics services with offices in more than 60 countries across the world employing approximately 21,700 staff, generating a turnover of €5.9B in 2011.

| SALES DIRECTOR LIVE NOVEMBER 2012

SEMINAR HALL 3 Thursday 13.15 - 13.45

In this seminar, Chris will discuss how his company introduced sales graduates into their business and then invested in training their entire sales team through a sales academy. He will discuss the challenges he faced as a sales director, with a focus on hiring and developing staff, his rationale for injecting new emerging talent, what he wanted to change about his team, and how training has been implemented throughout the business to improve results.

CRANFIELD SCHOOL OF MANAGEMENT

Friday 12.30 - 13.00

Gavin is considered by many to be the leading expert on sales psychology and performance in the UK today. He is a worldwide expert, having motivated tens of thousands through live programmes and many more through keynote speeches and online newsletters, articles and his acclaimed sales blog. Gavin’s presentations combine both attitudes and skills and will give you strategies to inspire your sales teams to go out and take action right away.

Creating and Building a Sales Culture

PROFESSOR LYNETTE RYALS

SEMINAR HALL 1

tough markets and personal circumstances.

Professor Lynette Ryals specialises in key account management and marketing portfolio management, particularly relating to profitable customer management in the business-to-business context. Her professional background is in financial services (she is a Registered Representative of the London Stock Exchange and a Fellow of the Society of Investment Professionals, and worked in the dealing room of a leading US bank). Prior to joining Cranfield she worked for a major management consultancy. At Cranfield she is involved in research and executive development programmes for clients in professional services and manufacturing. She is also the Director of Cranfield’s Key Account Management Best Practice Research Club.

Key account management best practice In this unique seminar, Lynette Ryals of Cranfield University will show you how to adopt a practical approach to planning, analysing and implementing a closer relationship with your strategic accounts. Lynette will reveal how to apply best practice to your key accounts; increase confidence; enhance your customer interfacing skills; and much more.

KEYNOTE SPEAKERS

GORDON MCALPINE

INSIGHTS, IDEAS AND INITIATIVES TO DRIVE SALES SUCCESS

ANDREW HOUGH

OPTIMISE YOUR SALES TEAM PERFORMANCE

A vice president in Mid-Tier sales product across EMEA theater with 14 years EMC experience and sales management experience in Sun Microsystems, GE Capital, Barclays and Lloyds private banking responsible historically for sales strategy, sales operation, sales execution, sales excellence and product GTM strategy.

SEMINAR HALL 2 Friday 14.45 - 15.15

Andrew is particularly skilled in team development, team recruitment and sales team performance optimization with 12 years EMEA and APJ execution experience. Andrew is a Fellow of the Sales Leadership Alliance.

Changing context of solution selling In this interactive seminar, Andrew Hough discuss the changing context of solution selling as the purchasing dynamic changes in an economic downturn, with differing focus on procurement and financial levers away from business unit decision makers.

Gordon McAlpine has over 20 years of sales and marketing experience. After five successful years in sales and marketing at Astra Zeneca, Gordon’s entrepreneurial ambitions drove him to co-found fast-growth technology company BigHand in 1997. In his role as Sales and Marketing Director, he grew the business exponentially through a focus on world-class sales performance, culminating in a successful MBO in 2006. During his time at BigHand he’d been frustrated by a lack of support for executive-level sales directors, and in 2009 he founded The Sales Club, the world’s first club for sales leaders. Today, The Sales Club is the centre of excellence for sales leaders providing its elite cross-sector membership with insights, ideas and inspiration to help them sell more. In 2010 Gordon featured in Channel 4’s The Secret Millionaire, returning to his hometown of Glasgow, to visit Govan and make a personal contribution to life-changing projects.

The Secret Millionaire’s Sales road to success Gordon will share some of the insights, ideas, sales and marketing initiatives he created in order to become a successful entrepreneur. Gordon will also demonstrate the power of using business success to make a real difference in deprived communities by presenting some emotional scenes from his experience on Channel 4’s ‘The Secret Millionaire’, when he returned to his Scottish roots, to the deprived area of Govan in Glasgow, to meet local volunteers and contribute towards their projects.

SEMINAR HALL 2 Thursday 16.15 - 16.45

NOVEMBER 2012 SALES DIRECTOR LIVE |

2012 SHOW FEATURE

THE ECOMMERCE & RETAIL THEATRE Everyone who’s serious about multi-channel retailing understands the importance of knowing more about ecommerce and how it relates to their business. In the past the subject has often been left to the ‘IT department’, however, now that online shopping accounts for over 20% of all retailing in the UK, it’s vital that key decision makers get involved in an area which is paving the way for their future business development. At the Ecommerce & Retail Theatre, we aim to provide executives and directors with easy to understand, informative seminars on ecommerce. The 45 minute seminars are delivered by seasoned retail and ecommerce specialists, and each seminar will be complemented by a useful Q&A session. Speakers include those from PayPal, RPS Global (Retail Performance Specialists), and ecommerce developers, Liquidshop. They will each provide their own valuable insight and expertise on a range of subjects that help to make up a profitable online retail operation. They will also be supported by guest speakers and case studies from successful online retailers, who will help to further add context to your own business. Each day there will be a lively panel session where you’ll get the opportunity to ask our speakers and additional panel members, drawn from the retail industry, your burning questions.

DO YOU HAVE AN EXISTING ECOMMERCE BUSINESS? ARE YOU LOOKING FOR WAYS TO IMPROVE YOUR ECOMMERCE SALES? If so, the event organisers in conjunction with Liquidshop can provide you with a detailed appraisal (normally costing £150) of your existing ecommerce website absolutely free. This comprehensive appraisal will cover every area of your website, providing expert analysis of the following areas: • Design and functionality • Page speed • Usability and customer communication • Loading speed • Mobile compliance • Product reviews • Progressing towards the checkout • Product profiles • Trigger emails • Payment options • Associated products

Alongside the Ecommerce & Retail Theatre will be the Ecommerce & Retail Lounge where you will have the opportunity to meet with our team of experts, arrange one to one consultations, and discuss in more detail any impending ecommerce developments you are perhaps considering for your business.

The ecommerce reports are individually prepared and will cover all the key elements of a successful ecommerce website, from homepage all the way through to checkout, and even cover subjects including mobile compatibility and conversion optimisation.

So if you’re looking to understand more about how ecommerce can add value to your business, improve your existing provision, or simply want to take more control of your ecommerce operations, visit this year’s Ecommerce & Retail Theatre.

Apply for your own ecommerce report now at; www.liquidshop.com/salesdirector

| SALES DIRECTOR LIVE NOVEMBER 2012

Your tailored 65 point appraisal report will be ready and waiting for your arrival at reception at the Ecommerce & Retail Lounge, in Sales Director Live. Our team of experts will be on hand to delegates who wish to discuss their appraisals and ecommerce operations.

2012 SHOW FEATURE

THE ECOMMERCE & RETAIL THEATRE

THURSDAY 10.30 - 11.00 11.00 - 12.00

Introduction to multi-channel retailing & overview of the day’s sessions (with Liquidshop, Paypal and RPS) Maximising sales through your Brick & Clicks Business (with Dennis Reid RPS-Global)

12.00 - 13.00

Retail case study – Bureau Direct & multi-channel retailing (with Dominic Irons Bureau Direct & Nick Pratt - Liquidshop)

13.00 - 14.00

Understanding the hidden benefits of good payment systems (PayPal) (with Beverely Bergin –PayPal)

14.00 - 15.00

Panel Discussion,- key factors that drive online sales conversions (with experts from PayPal, Liquidshop, RPS & Guest Intro by Guy Mucklow MD of Postcodeanywhere)

15.00 - 16.00

Maximising sales through your Brick & Clicks Business (with Dennis Reid - RPS-Global)

16.00 - 17.00

Ecommerce & multi-channel retailing – essential executive overview (Ray Buckler -LiquidShop)

FRIDAY 10.30 - 11.00 11.00 - 12.00

Introduction to multi-channel retailing & overview of the day’s sessions (with Liquidshop, Paypal and RPS) Retail case study – Bureau Direct & multi-channel retailing (with Dominic Irons Bureau Direct & Ray Buckler -Liquidshop)

12.00 - 13.00

Understanding the hidden benefits of good payment systems (PayPal) (with Beverely Bergin –PayPal)

13.00 - 14.00

Panel Discussion,- key factors that drive online sales conversions (with experts from PayPal, Liquidshop, RPS & Guest Intro by Guy Mucklow MD of Postcodeanywhere)

14.00 - 15.00

Ecommerce & multi-channel retailing – essential executive overview (Nick Pratt - LiquidShop)

15.00 - 16.00

Maximising sales through your Brick & Clicks Business (with Dennis Reid - RPS-Global)

THE ECOMMERCE AND RETAIL THEATRE IS SPONSORED BY

NOVEMBER 2012 SALES DIRECTOR LIVE |

HALL 1 THURSDAY 11.00 - 11.30

14.00 - 14.30

Sleeping with the Enemy – procurement insights

Building a World Class Bid Team

Robert Maguire MaguireIzatt LLP

This seminar is designed to give you insights into the mindset and key control tools of the buyer. Your presenter will explore how buyers make pricing decisions and how they use market information salespeople give them to push back effectively against the value proposition and the solution sale.

Martin Smith Bid Solutions Limited

Procurement in both the public and private sector is now almost entirely carried out through competitive tendering. As a result, effective Bid and Proposal Management is now an essential component of any successful sales team.

11.45 - 12.15

14.45 - 15.15

Negotiation isn’t just selling

Maximizing ROI of your CRM System

Clive Rich will offer a series of negotiation tactics which can be applied to a variety of business settings and will help attendees to identify where they use or need to use negotiation in their day-to-day business and how they can improve their skills and lead to better outcomes in deals.

Presented by award winning consultancy BPI OnDemand, this seminar will provide you with recommendations of how to ensure you get the most from your CRM system, including maximizing adoption across your users, generating valuable analytics & BI and helping drive new, more effective ways of working across your business.

12.30 - 13.00

15.30 - 16.00

Social Selling – Enabling Sales & Business Development Teams to be more effective through the use of their professional Network

Selling in a Relationship Economy

Clive Rich

Frank Hattann Linkedin

Fred Wilkinson BPI/Oracle

Warren Cass Business Scene

The world has dramatically changed in the last 20 years yet most sales forces have simply failed to adapt. Gone of the days of hunting and hard closing, sales is about reputation and relationships. As founder of one of the UK’s biggest networks Warren will explore how 21st century communication has changed the way we sell.

13.15 - 13.45

16.15 - 16.45

The Shocking White Paper Report Revealed

Less Stress, More Sales & Higher Order Values

Steve Trister Performance Dynamite

Steve has interviewed and surveyed 100’s of CEOs, MDs and Sales Directors across the UK and his findings are extremely scary. In a whirlwind 30-minute seminar, he’ll reveal for the very first time the mind boggling opinions of today’s business leaders and their damning thoughts on the current state of UK PLCs.

CONFERENCE SCHEDULE

| SALES DIRECTOR LIVE NOVEMBER 2012

Andy Shaw A Bug Free Mind

This presentation is designed to teach thought techniques, which will mean you can overcome any negativity in yourself and your sales team. Imagine if you had a sales team that were not negative, but were passionate and confident about the product. Plus they had the belief in themselves meaning they could simply sell more, more often and at higher prices. The role of this presentation is to empower you with simple skills to enable this.

SPONSORED BY

HALL 1 FRIDAY

Sales Initiative Magazine

10.30 - 11.30

14.00 - 14.30

Professor Neil Rackham Portsmouth University

Ben Kench Business Booster

Selling in hard times [that are not going away]

The Heart Of Business – A Better Way To Sell

We understand the common mistakes that most salespeople make and we also have a good understanding of the strategies that help a sales force to succeed when times are difficult. Using case material from winners and losers in hard times, Neil Rackham will explain three successful strategies that will grow market share in a tough economy.

After 30 years in selling, and having managed and directed sales performance in all sorts of environments, Ben Kench has discovered quite simply a better way to grow your sales performance. In today’s session, the author of “Selling for Dummies” shares his insights and ideas that will increase your sales performance!

12.30 - 13.00

14.45 - 15.15

Professor Lynette Ryals Cranfield School of Management

Key account management- best practice

Ian Smith Winning Tenders

Winning Tenders: the Forensic Approach to Success

In this unique seminar, Lynette Ryals of Cranfield University will show you how to adopt a practical approach to planning, analysing and implementing a closer relationship with your strategic accounts. Lynette will reveal how to apply best practice to your key accounts; increase confidence; enhance your customer interfacing skills; and much more.

Tendering is a specialist aspect of sales: to win, you need to play the game properly. This seminar explains how to find opportunities, how you pre-qualify and get invited to tender, how to go about submitting your response so it gets shortlisted, and then how to present your proposals to the evaluation panel.

13.15 - 13.45

15.30 - 16.00

Ian Beer 3M

Rich Allen Qvidian

From Good to Great and Staying There

7 Proven Tips to Win More Deals

3M is a diversified technology company delivering innovative solutions to life’s everyday needs. Yet having great products is no longer enough. Find out what 3M has done to invest in its own sales force to ensure they connect with their customers to help them succeed both now and in the future.

This session will reveal seven of the most impactful steps organisations can take to improve sales effectiveness. See realworld examples of how companies like CA Technologies, NetApp, Microsoft, and others are leveraging Sales Playbooks, sales performance analytics, and client-focused proposals to win more business. Don’t miss this opportunity to take your sales team to the next level!

Notes

NOVEMBER 2012 SALES DIRECTOR LIVE |

HALL 2 THURSDAY

CONFERENCE SCHEDULE

11.00 - 11.30

14.00 - 14.30

Producing financially justified business cases for proposals

Using B2B information to sell more effectively

Your customer needs a business case…do you negotiate and talk value or just pray the budget is there. Sales know all about solutions but should they also be responsible for translating benefits into financial terminology that the customer can actually use? This seminar will explore both customer and supplier requirements and provoke thought about what can be done to close the value negotiation gap.

What information can B2B sales teams access and how can it be used in the sales process? Tony Pringle, BvD’s UK MD will look at these issues and discuss the relevance of external data, what it can show you about your customers and prospects, and how integrating it with your CRM can help improve efficiency and develop new business.

11.45 - 12.15

14.45 - 15.15

The value of corporate hospitality as a relationship building tool

Sales Productivity in 2012

Martin Southern Shark Finesse Ltd

Ted Walker / James Speed Keith Prowse

The session will look at key events in the UK’s cultural calendar and how they can be utilised to build long term relationships with clients, stakeholders and employees. Budgeting for events and measurement of ROI along with how to book bona fide corporate hospitality packages will also be discussed in this interactive workshop, presented by the UK market leader.

Martin Bromfield One Source

How do you know when to call the right prospects, and what to say when you get through? With information overload and sales executives spending more time researching companies and less time selling, how can sales directors harness information proactively to increase their sales team’s productivity?

12.30 - 13.00

15.30 - 16.00

If you think you can, you can.

Open Source CRM – Challenging Closed Thinking

Liz Jackson Great Guns Marketing

Liz will draw from her experience of growing a successful business and also that of working with some of the UK’s leading B2B brands. Liz’s seminar will cover how strategic telemarketing can be used to drive business growth, and will outline key learnings of what has worked for both her and her clients over the past 14 years.

David Bushnell Enable IT Technolgies

Without a CRM system in place, your company is worth approximately half its potential value. Discover how and why Open Source technologies are challenging established market leaders in the Customer Relationship Management (CRM) marketplace. Discover why you should consider going Open Source when choosing your next CRM solution to increase productivity and reduce costs.

13.15 - 13.45

16.15 - 16.45

Incentives are EVIL

The Secret Millionaire’s Sales road to success

In this session, we’ll explore the top five motivating factors to a sales person and, in turn, the top five most important factors in a customer-buyer relationship and what customers look for from a supplier. We’ll also share our top tips on structuring a successful incentive programme, with some live case studies.

Gordon will share some of the insights, ideas, sales and marketing initiatives he created in order to become a successful entrepreneur. He will also demonstrate the power of using business success to make a real difference in deprived communities by presenting some emotional scenes from his experience on Channel 4’s ‘The Secret Millionaire’.

Dan Kelly Corporate Rewards

Tony Pringle Bureau van Dijk

| SALES DIRECTOR LIVE NOVEMBER 2012

Gordon McAlpine The Sales Club

SPONSORED BY

HALL 2 FRIDAY

Sales Initiative Magazine

11.45 - 12.15

14.00 - 14.30

Martin Southern Shark Finesse Ltd

Jonathan Grey Ovation Incentives

Producing financially justified business cases for proposals

Real-Time Incentives & Why the Y Generation Won’t Wait

In today’s world of increased usage and familiarity with instant communications, media, and digital technologies the Y generation is dictating today’s trends. In summary the demand for real-time reward solutions has been growing rapidly and globally and as such identifying and taking advantage of these latest trends is more critical than ever.

12.30 - 13.00

14.45 - 15.15

Colin Hodgson Edenred (Incentives & Motivation)

Driving engagement, loyalty & growth through Reseller channels This session references the various types of incentive and motivation programs used to drive engagement, loyalty and volume in distributor and reseller channels (with examples) and highlights the need for careful planning, audience considerations, appropriate rewards and adopting an innovative and creative approach.

13.15 - 13.45

Graham Barlow Technologies4Targeting Ltd

Make every visit count with sales territory optimisation Sales territory optimisation is a hot topic but what does it really mean and how does it impact on sales team efficiency and effectiveness? This seminar explains how to identify the real factors impacting field force performance and outlines practical steps to alleviate problems.

Andrew Hough EMC Computer Systems Europe Ltd

15.30 - 16.00

David Bushnell Enable IT Technolgies

Increasing Sales via Remote Working In today’s sales market, the office is often not the base for sales people that it once was. Get an insight into remote working as a whole, explaining the concepts behind it, as well as focussing on how your sales force can utilise remote working practices and technologies to increase productivity, sales revenue and improve performance.

Notes

NOVEMBER 2012 SALES DIRECTOR LIVE |

HALL 3 THURSDAY

CONFERENCE SCHEDULE

11.00 - 11.30

14.00 - 14.30

Developing high performing sales teams and leaders of the future

Magic Words

Chris Goodman Results Driven Group

If productivity, profitability, retention and customer loyalty are all by-products of a winning sales culture, what makes up the ingredients? What does a winning sales culture look like and more importantly, how should a sales director go about improving theirs? Find out in this seminar on developing a winning culture.

Your choice of words can have a huge effect on the behaviour of others. How would you feel if your conversations always got you what you want, you could communicate yourself out of challenging scenarios and people said yes to you more often?

11.45 - 12.15

14.45 - 15.15

The value of corporate hospitality as a relationship building tool

Understanding email leads to more sales

David Jones CACI Limited

This interactive and informative seminar session will comprehensively outline the pitfalls of poor store targeting, incorrect headcount levels, inefficient territory structures and poor journey planning, and show you how to avoid these issues and reap the associated financial rewards.

12.30 - 13.00

Chris Maylon DSV Road Limited

Creating and Building A Sales Culture Chris will discuss the challenges he faced as a Sales Director in terms of hiring and developing staff, his rationale for injecting new emerging talent, what he wanted to change about his team and how training has been implemented throughout the business to improve results.

Phillip Bryan Sentori Email Marketing

Many people use an Email Service Provider (ESP) to send out email marketing messages. These systems generally provide information about how the email performed. Philip will explain how you can make your email marketing more effective by understanding this information, and using to help you sell more products and services.

15.30 - 16.00

Nic Windley – B.Eng. (Hons), M IDM Nic Windley & Associates

Why Your Sales Team Don’t Convert Web Leads And What You Can Do About It The capabilities of companies to generate online sales leads are improving. However, their ability to respond has not kept up. In this seminar, Nic Windley will highlight the need for persistency, channel diversity and positive identification of hot leads, and uncover how to give your sales teams the opportunity to wow prospects with live response times in minutes.

13.15 - 13.45

16.15 - 16.45

Incentives are EVIL

What part does Telemarketing play in today’s selling?

Gavin Ingham GavinIngham.com

Things have changed. Business has changed. Salespeople have changed. Good enough is not good enough anymore. If you want to create a high performance sales team in today’s competitive business environment then you need the skills and strategies to build and sustain a motivated sales team who always give 100%.

Phil M Jones Philmjones Ltd

| SALES DIRECTOR LIVE NOVEMBER 2012

Liz Jackson Great Guns Marketing

SPONSORED BY

HALL 3 FRIDAY

Sales Initiative Magazine

11.45 - 12.15

14.00 - 14.30

Michael McGowan Sales6ix

Tudor Williams FCIPD eRecruit Solutions

Accurate Forecasting is the best measure of sales effectiveness: A Breakthrough Approach

The Talent Spotter

In this seminar, you’ll learn how Smart Sales Forecasting could be the breakthrough way to really drive sales effectiveness across your sales team, lift confidence levels and guarantee you go to bed knowing you and the team are in control of delivering the numbers.

12.30 - 13.00 Tony Morris Sales Doctor

In this seminar, Tudor Williams will share with you what he looks for in a sales CV and how to: read between the lines of a sales CV, get best results out of the interview process, ask questions that get a true reflection of the individual, and how to identify the characteristics that make a great sales person.

14.45 - 15.15 Dr Ian Davies Raconteur

Turning leads into business

Building an Effective Salesforce

Tony Morris of Sales Doctor will be providing real life techniques on how to qualify leads more effectively and in turn convert more into business. With over fifteen years of sales experience and having trained over two thousand sales professionals, Tony will share proven techniques to maximise every single opportunity.

Recruiting the right person into a sales role has a critical impact on the overall success of a business. Conversely getting the wrong person can have disastrous effects. It is statistically proven that hiring the wrong person not only reduces revenue potential and profitability, but causes dissatisfaction throughout the rest of the workforce and increases staff turnover.

13.15 - 13.45

15.30 - 16.00

Nic Windley – B.Eng. (Hons), M IDM Nic Windley & Associates

Giles Margerison TomTom Business Solutions

Uniting Sales And Marketing - A Sales Advantage

How greener, safer drivers get you more sales

Nic Windley discusses the relationship between sales and marketing, its history, and why attempts to bridge the two so far have been unsuccessful. The seminar will reveal what’s needed to foster true sales and marketing alignment and uncover why sales is ideally placed to lead the evolution.

Your sales force is constantly on the move and that does not come without challenges. Are they doing enough? Are they safe on the road? Are they claiming the right mileage? Are they often stuck in traffic? Could they be doing more? This seminar describes how, by using technology, all of this information can be at your fingertips.

Notes

NOVEMBER 2012 SALES DIRECTOR LIVE |

HALL 4 THURSDAY

CONFERENCE SCHEDULE

11.00 - 11.30

14.00 - 14.30

The Five Most Dangerous Issues Facing Sales Leaders

Battle for Sales talent

Lorna Leck The Sales Activator Ltd

This seminar will explore key trends in the sales recruitment market and look at the steps different clients are taking in their battle for talent. We’ll offer practical support that can be used to enhance competitiveness and improve positioning, providing positive takeaways for senior sales decision makers to assist in attracting, engaging and retaining top talent.

11.45 - 12.15

14.45 - 15.15

How greener, safer drivers get you more sales

B2B Relationship Management – It’s the Story in a Team Game!

David talks about the power of team selling and how world class collaboration enhances the client’s experience and how this intra-company collaboration supports individuals’ development of the lost art of storytelling. David champions a return to a skill that can create value in a way that will be remembered and coveted during the toughest of times.

12.30 - 13.00

15.30 - 16.00

Developing Sustainable Sales Skills in a Mobile World

Four Factors – The Simple Formula for Sales Success

Gary will highlight how e-training will positively impact on employee satisfaction through continuous professional development leading to improved staff motivation and retention. He will also highlight the key ROI benefits of e-training, but most importantly the significant impact it can have on business speed and agility, facilitating change and growth.

In this session, Graham Dando, Senior Partner for The TAS Group argues that there are only four things you need to worry about to achieve sales effectiveness. These 4 things make up The Sales Velocity Equation, a simple formula that provides you with everything you need to keep it simple, and keep your focus.

13.15 - 13.45

16.15 - 16.45

So you think you have a £500,000 sales forecast?

From Sales Director to Managing Director

Giles Margerison TomTom Business Solutions

Gary Donoghue Advanced Selling Skills Academy Ltd

Tim Foster The TAS Group

Most managers believe they are good at forecasting, but their forecasts usually turn out to be wrong. In his presentation, Tim Foster, EMEA Sale Director for The TAS Group will discuss how to use automated intelligence in the sales cycle to increase deal win rate and average deal value, and shorten sales cycles.

Ross Evans BMS Sales Specialists

| SALES DIRECTOR LIVE NOVEMBER 2012

David Clark Clarity360 Ltd

Graham Dando The TAS Group

Warren Knight Gloople

Warren will share with you the transition he made from Sales Director of a manufacturing and exporting business to being the founder and CEO of a Technology Company. Warren will help you use the skills you have developed as part of your job to run a successful company.

SPONSORED BY

HALL 4 FRIDAY

Sales Initiative Magazine

11.45 - 12.15

14.00 - 14.30

Phil M Jones Philmjones Ltd

David Clark Clarity360 Ltd

Magic Words

B2B Relationship Management – It’s the Story in a Team Game!

12.30 - 13.00

Martin Hutchins Professional Academy

14.45 - 15.15

Chris Duncan News International

Turning professionals into exceptionals (a case study)

Using customer intelligence to drive sales performance

The right leadership can have a profound effect on culture and practices within a business. When that leader is no longer there, chaos can ensue. The case study covered in this session discusses the strategic changes needed after such an event. Quantitative and Qualitative measures will be discussed along with tactics, telesales and key account management.

13.15 - 13.45

15.30 - 16.00

Donal Daly The TAS Group

The Art and Science of Account Planning In this session, Donal will explore the essential aspects of account planning: understanding the customer’s business; visualizing ‘white space’ to expand sales; identifying and building strategic relationships; collaborating on business strategy; identifying and winning new opportunities; increasing solution and account penetration; and automating account plans within the CRM.

Gary Donoghue Advanced Selling Skills Academy Ltd

Developing Sustainable Sales Skills in a Mobile World Gary will highlight how e-training will positively impact on employee satisfaction through continuous professional development leading to improved staff motivation and retention. He will also highlight the key ROI benefits of e-training, but most importantly the significant impact it can have on business speed and agility, facilitating change and growth.

Notes

NOVEMBER 2012 SALES DIRECTOR LIVE |

THE ECOMMERCE & RETAIL THEATRE THURSDAY 10.30 - 11.00

14.00 - 15.00

Executive overview – ecommerce & Retail briefing

Panel Discussion - Key factors that drive online sales conversions.

Liquidshop, PayPal & RPS

The first session of the morning is for busy executives that need the key headlines about improving sales via essential retail channels, comprising three 10 minute sections delivered by specialists from Liquidshop, PayPal and RPS-Global that understand the “need to know” topics and how to present the facts without resorting to jargon. Attend this briefing if you need to get the current retail and ecommerce news fast. If you need more detail, then stay on after the seminar and talk to one of the experts as our guests in the ecommerce and retail lounge.

Liquidshop, PayPal & RPS

Starting with an introduction by guest speaker Guy Mucklow the MD of Postcodeanywhere, the expert panel will be sharing insights on how to convert visitors into customers and improve basket values at the checkout, both online and offline. Discuss and get involved in the topics affecting you and your business. This is your chance to get your questions answered.

11.00 - 12.00

15.00 - 16.00

Maximising Sales Through Your Bricks & Clicks Business

Having the mind-set to compete in an OMI channel world, identifying where your business model fits in Global Best Practice, understanding the critical KPIs that need to improve, the six step model driving up conversion and ATV, OMI Channel Best Practice case studies. The RPS-Global team will be on hand after the seminar to answer your questions and provide further advice; you are invited to meet them in the ecommerce and retail lounge.

Having the mind-set to complete in an Omi channel world, identifying where your business model fits inGlobal Best Practice, understanding the critical KPI’s that need to improve, the six step model driving up conversion and ATV, OMI Channel Best Practice case studies

12.00 - 13.00

16.00 - 17.00

Retail case study – Bureau Direct & multi-channel retailing

Ecommerce & Multi-channel retailing essential executive overview

Dominic Irons will explain how ecommerce drives income and fits within his retail operation. This case study and seminar will promote the advantages of multi-channel retailing and how to benefit from ever increasing influence the Internet and mobile connectivity has on retail. Touching on the specifics of today’s changing consumer, separating fads from long term trends and gains, and the anatomy of a successful ecommerce channel that is integrated into your business.

This session covers three key subjects that will help delegates understand how to increase sales with a multi-channel approach. First, to understand the new consumers, their relationship with smartphones and how this guides retail purchase decisions. Secondly, what are the upcoming trends and how they impact on retail. Finally, a look under the bonnet of an ecommerce operation and the key features you need to bring in the sales.

Dennis Reid RPS

Nick Pratt, Liquidshop Dominic Irons – Bureau direct

Dennis Reid RPS

Ray Buckler Liquidshop

13.00 - 14.00 Beverley Bergin Paypal

Understanding The Hidden Benefits of Good Payment Systems The final and most important stage of retail transaction is the payment process. However, it is often treated as just the utility that completes the deal. This session wil illustrate what extra safeguards and benefits are available frmo a good payment system and what you should expect from your (PSP) Payment Service Provider.

| SALES DIRECTOR LIVE NOVEMBER 2012

Liquidshop is an online retail storefront proven to grow sales revenue, improve conversion rates and increase basket value. The Liquidshop ecommerce platform features an intuitive back-office for the administration of website content, including product data and customer orders. In addition there are tools for the management of onsite promotion, internet marketing and SEO. Above all, as a Liquidshop user you have access to a dedicated team of ecommerce professionals for the design, hosting and ongoing support of your ecommerce website.

THE ECOMMERCE & RETAIL THEATRE FRIDAY 10.30 - 11.00

13.00 - 14.00

Liquidshop, PayPal & RPS

Executive overview – ecommerce & Retail briefing

Panel Discussion - Key factors that drive online sales conversions.

11.00 - 12.00

Nick Pratt, Liquidshop Dominic Irons – Bureau direct

14.00 - 15.00 Ray Buckler Liquidshop

Retail case study – Bureau Direct & multi-channel retailing

Ecommerce & Multi-channel retailing essential executive overview

12.00 - 13.00

15.00 - 16.00

Beverley Bergin Paypal

Dennis Reid RPS

Understanding The Hidden Benefits of Good Payment Systems

Maximising Sales Through Your Bricks & Clicks Business

The final and most important stage of retail transaction is the payment process. However, it is often treated as just the utility that completes the deal. This session wil illustrate what extra safeguards and benefits are available frmo a good payment system and what you should expect from your (PSP) Payment Service Provider.

PayPal allows any business or individual with an email address to securely, conveniently and cost-effectively send and receive payments online. Our network builds on the existing financial infrastructure of bank accounts and credit cards to create a global, real-time payment solution. We deliver a product ideally suited for small businesses, online merchants, individuals and others currently underserved by traditional payment mechanisms.

With over 25 years of retail experience, working across 20 countries and with hundreds of clients, RPS has developed a truly world class retail and brand performance models. When implemented fully into a business, the RPS system is guaranteed to increase sales performance. RPS have an unrivalled understanding of successful retail and brand best practice and how to translate this into actions that integrate into any business for a guaranteed uplift in sales, regardless of current performance.

NOVEMBER 2012 SALES DIRECTOR LIVE |

THE BUSINESS SHOW

In case you didn’t know, right next door to Sales Director Live, and happening at the same time is another event you might be interested in. In fact, you’ve probably heard of it – it’s called The Business Show. The Business Show is open to anybody wishing to start, grow or improve their business. The show has been running for some 12 years, and in that time has grown to giant proportions, harbouring 350 exhibitors, 250 seminars, dozens of workshops, three huge networking features, chances to pitch to millionaire investors, and of course, lots and lots of businesspeople. Last May’s event brought in over 20,000 visitors (many of which were sales directors and financial directors), and this November will see a further increase in numbers, cementing it as the UK’s biggest ever business event. The Business Show organisers are an innovative bunch, relentlessly thinking up new ways to help ideas get off the ground and businesses reaches full potential. So whether it’s an interactive workshop on a time-saving piece of software, or some top advice on reenergising your marketing materials – you can rest assured it will all be at November’s Business Show. The event plays host to several networking events including the immensely popular Speed Networking, where you’ll make dozens of connections in just minutes. And visitors can even use the Show to secure investment, with Midas Touch and Angels Den back again for November, meaning visitors have a platform to pitch to a panel of multimillionaires for real capital investment.To book your place at any of the features, register for free tickets at bstartup.com.

The Business Show is really two shows in disguise: Business Startup Show (for those starting a business), and the Great British Business Show (for those growing a business). The two successful shows have converged to create the UK’s biggest business show, offering information, advice and resources spanning every area of business imaginable. Step next door to see for yourself. You’ll find business owners of all descriptions, from property magnates to little boutique owners, all searching for new ways to improve what they’ve got or give their bright idea some legs.

| SALES DIRECTOR LIVE NOVEMBER 2012

2012

THE BUSINESS SHOW

Business Startup Show Are you starting a business? As the industryleader, Business Startup is free for anyone thinking about starting or expanding a business. With over 250 seminars, over 350 exhibitors, advice, opportunities, and much more, can you afford to miss out?

THE

GREAT BRITISH BUSINESS SHOW

350 EXHIBITORS All handpicked and relevant to visitors, The Business Show exhibitors boast the latest tools and technologies to help businesses get off the ground and growing.

The Great British Business Show Growing your business isn’t just about buying that bit of machinery or leasing that new building. Growing too quickly can be your downfall, so careful financial planning and the right advice is key to progressing your business. The Great British Business Show is a free resource to help your business flourish.

250 FREE SEMINARS All features book up very quickly, so to ensure you get a session, best book early. This November will also see brand new educational workshops, adding to an already impressive collection run by the likes of Sage and Intellectual Property Office. These workshops have been designed to ensure visitors are kept up to date with the very latest, practical information.

That’s not a typo. There really are 250 seminars over two days at The Business Show, offering an unparalleled schedule covering the most pertinent of topics – from social media marketing to employment law.

And, of course, The Business Show will present an all-star speaker line-up, featuring the legendary David Gold, Dragons’ Den’s James Caan, and 248 other brilliant seminars, all delivering advice on everything from branding to budgeting, CRM to SEO. So if you aspire to be the next James Caan, see his seminar in the Keynote Hall; if you have designs on boosting your online presence, go to an internet marketing workshop delivered by the experts; if you want to find out about the latest technologies and business tools available, talk to a specialist exhibitor. The Business Show really does offer everything you could possibly need to start or grow your business. And it’s right next door to Sales Director Live.

COUNTLESS OPPORTUNITIES With several networking features, chances to pitch for investment, dozens of interactive workshops and lots more – the scale of the event is staggering.

NOVEMBER 2012 SALES DIRECTOR LIVE |

WORKSHOP

DIGITAL LEAD GENERATION

WORKSHOP HOW TO USE ONLINE MARKETING FOR LEAD GENERATION, NETWORKING & SALES

Discover how to maximise sales return from your website, social media and online marketing activity. TOPIC ONE: HOW TO REALLY USE LINKEDIN FOR SALES LEAD GENERATION a) Developing a LinkedIn profile b) How to maximise sales opportunities from your LinkedIn network c) It’s not what you know – it’s who you know – or can identify!

In a fast-paced series of educational workshops, MediaCo will take you through the key elements of Online Marketing from a sales perspective and challenge the myths around online lead generation. Speaking your kind of language and removing all the “techno-babble”, you will learn how to integrate online marketing activity, position yourself as a sales thought leader in your business sector and – most importantly – how to achieve and maximise the sales return on your marketing investment! To book your place at the workshop, visit DigitalLeadGenerationWorkshop.co.uk

TOPIC TWO: SEARCH ENGINE OPTIMISATION; STILL THE BEST SALES TOOL IN YOUR BAG! a) The Truths and Myths of SEO b) Your Website as the best sales tool you have c) Being found: Buyers not Browsers d) Who are you true Online Competitors?

TOPIC THREE: SOCIAL MEDIA; CHANGING THE SALES PROSPECT PARADIGM

TOPIC FOUR: SEM: INSTANT RESULTS FROM PAID

a) It’s a whole new world out there – are you an authority in your field? b) How to reach your audience and engage to convert c) Being Social and still selling

a) Paid Search as a Sales Tool b) Display Advertising for Lead Generation c) Using Facebook Ads – Good or Bad?

| SALES DIRECTOR LIVE NOVEMBER 2012

THE NETWORK CAFE Sales Director Live is unique. Never before have so many sales directors been brought together in one place at the same time, so having a networking area at the event was a bit of a no-brainer.

The excellent seminar schedule will ensure you’ll leave knowing everything there is to know about the latest industry trends, future

‘

tech, best sales strategies, and loads more. And with almost every cutting edge exhibitor in the sales industry all here at the Show, you could be heading back to the office with more than just ideas.

The Network Café – what’s in it for you? There are 3,000 sales directors all milling around the Show, representing all areas of the sales profession, with each harbouring different ideas, contacts, strategies,

We have been working with BMS for many years, using their specialist sales support, to recruit over 40 sales professionals during this time. As one of the largest drink suppliers within the UK, it is important for us to successfully attract the best

databases... the list could go on and on. You will never have been to a networking area like this before, so make the most of it – and be prepared to take a hit on that stack of shiny new business cards. The Network Café is a million miles away from the more formal networking events you may have been to in the past; it’s a place to relax, grab a coffee, plan your next seminar, earmark some exhibiting companies, and make a few contacts along the way.

talent to join our sales force and BMS’s knowledge of our business enables them to select candidates who will beneﬁt and add value to Matthew Clark.We anticipate that the continued support and professional approach of our recruitment partners will help us grow our nationwide sales force and recruit new cutting edge sales professionals.

Caroline Turner, Matthew Clark’s HR Advisor

To contact BMS please call www.bms-uk.com

0800 279 2602

ABOUT THE SPONSOR Sales Leadership Alliance has been developed through collaboration with a group of Founding Fellows who are sales leaders at the forefront of the industry. We recognise the need for the sales profession to have a body that has credibility amongst senior practitioners: a professional body that will work to promote standards, build knowledge, enhance professional standing and promote excellence and best practice at all levels.

During 2012, BMS have assisted Luxottica in recruiting for a variety of sales roles nationwide, they worked hard to understand Luxottica’s requirements and company culture and therefore consistently provided high calibre candidates. Luxottica’s business continues to expand and we will continue to work with BMS to help us to resource our sales talent.

‘

Getting out of the office is a rare and welcome change to the daily grind of a sales director’s working day, so we want any time you spend at Sales Director Live to be profitable – whether that’s through a seminar on getting more from your marketing, or from networking with other sales professionals.

Lucy Coates, HR Manager, Luxottica

Save 25%

Join the Business Connections network

Supporting SMEs across London

dedicated SME website

expert advice

members only free events

unique content

member forums

networking evenings

Just ÂŁ40 per year

es-bc.co.uk

twitter.com/esconnections Offer valid until November 26 2012

Do you really know who your best salespeople are? There are 8 different types of salespeople: but only 3 of them sell masterfully. Only Experts, Closers and Consultants are consistently good at selling. Yet they equate to only 37% of all salespeople. The behaviour of the other 63% of salespeople can have a neutral or even a negative impact on sales performance. Fortunately, positive selling behaviour can be learned. Strategic coaching and recruitment techniques will dramatically improve the performance of your sales force. By understanding the behaviours which generate sales success you can create an entire team of Experts and drive revenues up.

Free sales force evaluation If you have 30 or more salespeople, we will come to your offices and assess up to 5 field or 4 telesales staff. You will have access to their reports and our coaching platform FREE OF CHARGE. We have 450 best practice objective role profiles across every industry for you to choose from. Call: 01892 502200 or email: info@silentedge.co.uk and quote SDL2012

â&#x20AC;&#x153;The competencies Silent Edge have defined to benchmark salepeople really help drive sales performance. The model can also predict how likely a salesperson is to close a deal.â&#x20AC;? Cranfield University School of Management

77 Mount Ephraim, Tunbridge Wells, Kent, TN4 8BS

T: +44 (0)1892 502 200 F: +44 (0)1892 502 201 info@silentedge.co.uk www.silentedge.co.uk

STAND S440

PUTTING THE FORCE INTO YOUR

FIELD FORCE Where should they call?

CACI ADDRESS FOUR FUNDAMENTAL QUESTIONS THAT ENABLE COMPANIES TO ACHIEVE SIGNIFICANT INCREASES IN FIELD FORCE EFFICIENCY. Different companies in different business sectors may only need to address one, two or three of these four areas, but can still enjoy the obvious benefits of giving their sales teams less time driving (as well as lower fuel bills and CO2 emissions), and more time spent selling to high-potential customers and prospects.

CACI works with companies in FMCG, B2B, Financial Services, Van Sales, Field Marketing, Foodservice, Vending and OTC. So, whatever you sell, as long as you want to do more calls, less driving, have balanced territories or save planning time, our experts can help.

INEFFICIENT TERRITORY STRUCTURE

| SALES DIRECTOR LIVE NOVEMBER 2012

It is important that your reps are spending time with the customers that offer the biggest opportunity. CACI offers a combination of catchment models and market potential data to rank calls. Contact strategies can be applied to ensure that the highest sales uplift is achieved at the lowest cost.

How many people do they need? Field personnel spend time calling and driving. Most companies know how much time

they spend in-call, but do not know how much time is spent driving - getting this wrong, even by a small degree, will mean too many or too few people. CACIâ&#x20AC;&#x2122;s software identifies exactly how much driving is required, giving you an accurate headcount - no wasted money, no missed opportunities.

Who should cover each call? There are two ways to create a new territory structure - planning or optimising. Territory planning involves looking at maps, either in hard-copy or using basic mapping software, and making manual, subjective realignments. This approach offers no certainty in achieving the most efficient territory structure. Territory optimisation uses automated algorithms to make efficient, objective territory allocations, so that planning is cut by 70% and driving can be cut by up to 30%.

When should the call be made? CACIâ&#x20AC;&#x2122;s call scheduling software automatically creates efficient call schedules in a fraction of the time it would take to do manually, drastically reducing time spent planning and driving.

EFFICIENT TERRITORY STRUCTURE WITH 25% LESS DRIVING

SMART SALES®

HIGH PERFORMING

FORECASTING

AND LEADERS

ANNOUNCING A GENUINE BREAKTHROUGH IN SALES EFFECTIVENESS

SALES TEAMS OF THE FUTURE

STAND S214

STAND S520

DEVELOPING

IT’S BEEN QUITE AN INTERESTING 12 MONTHS IN THE DELIVERY OF OUR BESPOKE SALES AND MARKETING PROGRAMMES ACROSS THE SME AND CORPORATE SECTORS IN 2012. Our findings now show that our content is now more focused on customer relationship management and key account development, underpinned by a culture of accountability and resilience than ever before. For a Sales Director / Manager to achieve this, he or she will need to morph into the adopting the cloak of a developmental leader, this is not easily achieved unless you are prepared to adopt a step change in your thinking to developing a culture of empowerment where inspiration and motivation of the team are at the fore. To achieve this consultative and facilitative approach to leadership there are certain areas of focus that can help deliver outstanding results, by adopting the skills of a professional sales performance coach by attending one of

our professional coaching programmes, either an ILM Level 5 or Level 7 Qualification in Coaching and Mentoring which will give you the core skills needed to adopt this approach. Or if you need to embrace the fully rounded skills set of the developmental leader then the Results Driven ‘High Performance Leadership’ Talent Development Programme maybe an alternative approach; which is delivered as a residential programme in the Lake District. Sales leadership through tough times is another area Sales Directors coping with sales growth and the empowerment of their teams in the current economic climate need to consider, alternatively putting a bespoke sales team development programme together for your sales team always works and delivers a positive ROI for the business.

Do these sound familiar? I couldn’t tell what’s going to happen beyond Friday. We never know the forecast until the month has closed! We will have no idea how the quarter will end, until the last 48 hours.

Sales6ix.com solves these issues … Over the past 30 years, a system known as Prospect Management from the DEI Group was used by over 10,000 companies and 500,000 salespeople with astonishing success. Now, Sales6ix.com makes this proven and highly credible tool available to any salesperson in a matter of hours through the cloud. Sales6ix has further developed the tool to include Smart Forecasting®, Zero Defects Forecasting® and Sales Confidence Indicators®.

rejected outright by sales people, or quietly ignored. Sales6ix is a breakthrough tool that serious sales people trust.

The Sales6ix Principle Your sales forecast is the most credible measure of sales effectiveness. When you fix the forecast, you fix everything.

EXPECT THESE IMPACTS •

More sales people on target within 4 weeks.

•

Short and long term forecasts near 100% accuracy within one week.

•

Activity levels rise within days.

•

100% adoption and usage rate within a matter of days or weeks.

Sales6ix delivers the highest standard of sales forecasting available. It is unmatched and proven.

Try Sales6ix - free and see the impact within 24 hours!

The last 30 years have seen many sales remedies emerge, most of which have been

www.sales6ix.com sales@sales6ix.com + 44 20 3086 9266

NOVEMBER 2012 SALES DIRECTOR LIVE |

Putting Relationship Strategies at the Centre of your Growth Clarity360 has expertise in helping clients use B2B client relationships as a source of competitive advantage to win more new business and extend loyalty and profitability within existing accounts. At the strategic level this involves applying Clarity’s Relationship Management Maturity Model to benchmark our clients’ organisational capability; at the tactical level it provides account-specific analysis and development of the key components of excellent client relationships. Clarity360 employs an engagement model with you that allows you to determine where you’d like us to get on and get off the journey through a change programme. Clarity360 builds leaner, agile companies that create their clients for life through the development of world-class external relationship strategies and an internal culture of collaboration, accountability and execution.

Visit our website www.clarity360.com or email infor@clarity360.com

Focussed... ...on providing the best bid support...

Bid Solutions is the leading global provider of bid and proposal professionals. We provide both permanent and contract staff and rapidly deploy experienced consultants to plug skill gaps within your bid campaign. We have the largest global network of bid and proposal specialists and offer a complete consulting service.

Our APMP accredited team will introduce you to the best professionals every time, regardless of industry or geography. We provide on-site next day support for all your urgent fire-fighting needs. We typically deploy: Bid Managers; Proposal Managers; Deal Architects; Commercial Specialists; Proposal Writers; Document Managers; Pitch Managers; Capture Managers; and Graphic Specialists.

For more details please email: recruitment@bidsolutions.co.uk or call: 0208 9732461

www.bidsolutions.co.uk

The Worldâ&#x20AC;&#x2122;s #1 Sales Methodology Automated and Intelligent Dealmaker Delivers!

TAS Sales Methodology and DealmakerÂŽ smart software deliver real-time opportunity and account management, smart playbooks and forecasts, and automated deal coaching. We make sales effectiveness software easy to use within the workflow of your sales process, and embed intelligence, realtime coaching and proven methodologies into the process.

Win More Deals!

The TAS Group offers the unique combination of proven sales methodologies supported by intelligent Dealmaker cloud software, helping sales professionals to be more productive and effective -ultimately helping them to win more deals.

29%

20/20 Answers

12 Contacts

5 Criteria

19 Nodes

Flanking

9 Actions

Playbook

Assessment

Political Map

Decision Criteria

Insight Map

Competitive Strategy

PRIME Actions

Coach Me

www.thetasgroup.com USA: 866.570.3836 | UK: + 44 (0) 1189 880 149 | International: +353 (0) 1 678 8900

STAND S332

INTELLIGENCE

& SALES HOW CAN YOU GET GOOD DATA IN YOUR CRM SYSTEM TO HELP YOU SELL AND BUILD YOUR ACCOUNTS?

companies in Leeds, you can find them in seconds. Want to get a better understanding of all the companies in a sales territory? A quick segmentation analysis can show you, and show you the companies who look the most likely to buy from you.

Sales acumen and CRM data accuracy - not skills that normally go hand in hand. We’re all familiar with the frustrations, and consequences, around bad data entry and management in our CRM systems. Sales people want to sell, not create perfect and consistent records in the CRM. If they do, chances are they’re in the wrong job.

Mint even has a Strategic Search Zone to help you find companies with ideal sales potential using more “lateral” search criteria. These include searches to find successful, investmentbacked companies, likely to have high growth targets and the potential to be open to new solutions.

So if it’s a universal truth what’s the solution? If it’s difficult enough to maintain even the basics in your CRM system, how can you get to a place where you can use data more strategically to help you grow your business? There are companies whose “raison d’être” is to maintain databases of up to date company information. Bureau van Dijk’s Mint range is a great example of a sales data intelligence tool. Mint contains far more than the basics of addresses and company size.

It also includes information on what the company does, if it’s growing, who manages it, current news stories, where it sits in a corporate structure, a list of contacts plus any relevant M&A history or rumours. To a sales person this is all valuable intelligence that can be used to help them sell. It helps at every stage of the sales process – planning, prospecting, pitching, proposals and account progression. The good news is that developments in technology are helping us harness the power of this information. Once these commercial databases were discrete data sets that were nothing to do with your CRM system – now, they can be integrated. So you can pull data

Mint has been designed to be easy to use – it’s clever, but it’s not complicated. It can be integrated with any CRM solution and has specific Apps for Salesforce and Microsoft Dynamics.

| SALES DIRECTOR LIVE NOVEMBER 2012

from Mint to enrich and refresh your own data. This intelligence that have a really positive impact on sales, and it can be visible in your own records – without the need for your sales people to maintain it. And not only is the data in your CRM, it’s searchable too. So if you want to sell to technology

Mint has a Strategic Search Zone to help you find companies with ideal sales potential using more “lateral” search criteria. These include searches to find successful, investment-backed companies, likely to have high growth targets and the potential to be open to new solutions.

STAND S444

DISCOVER THE SECRETS

OF SUSTAINABLE SELLING…FOR FREE THE SALES ACTIVATOR® IS AN INTERACTIVE, VERSATILE, EFFECTIVE AND FUN WAY TO REINFORCE SALES BEST PRACTICE, UP SKILL SALES MANAGERS AND MAXIMISE SALESPEOPLE’S PERFORMANCE.

The highly participative sales team development toolkit contains board games, coaching sessions and online support, designed to address all aspects of the sales process. At stand 444 delegates will be able to experience Sales Activator® for themselves. Proven to boost sales by 15%, this highly effective sales development toolkit contains over 70 hours of bite-sized, game-play styled learning sessions and coaching resources for managers and salespeople alike. Delegates will be able to review the toolkit’s 62 reusable coaching sessions and see how the Sales Activator® works in practice by playing some of the games that make it so unique. Visitors to the Sales Activator® stand at this year’s Sales Director Live 2012 will receive

a powerful report – completely free of charge – to help them identify and overcome factors affecting their sales performance. Copies of the report, which was produced by the developers of the Sales Activator® following extensive global research with 2,663 organisations, will be available to delegates visiting Stand 444, West Hall, Olympia on Thursday 22nd and Friday 23rd November 2012.

win their own Sales Activator® toolkit. “A sustained uplift in sales performance is the golden chalice for many businesses – something they constantly strive for but rarely achieve,” says Lorna Leck, Director at The Sales Activator® Ltd.

Visit stand 444 at Sales Director Live 2012 to experience the Sales Activator® for yourself and for a complimentary guide to improving your sales results, plus the chance to win a Sales Activator® toolkit

delegates that a tangible and permanent improvement in sales is attainable. With the right tools and knowledge in place, it is possible to witness a sustained increase in sales performance. Our Sales Activator® toolkit – together with our extensive research into sales constraints and insights into how they can be overcome – can help transform business’ sales capability.” For more information, visit stand 444 at Sales Director Live. Alternatively, contact the Sales Activator® team on 0844 247 7789 or support@salesactivator.com

“We’re participating in this year’s Sales Director Live to show

Designed to help sales leaders unleash their teams’ sales potential, the 27-page report outlines five key barriers to sustainable sales that affect all businesses – irrespective of market sector, territory or local economic conditions – together with a range of solutions. They can also take advantage of a special offer on all orders taken during Sales Director Live 2012, and enter into a free draw to

NOVEMBER 2012 SALES DIRECTOR LIVE |

THE SALES GAMECHANGER Qvidian enables sales organisations to confidently

Don’t miss Qvidian’s session, “7 Proven Tips to Win More Deals” 23 November at 15:30 And—stop by our stand (#212) to see our sales effectiveness applications in action!

to learn how your sales team can win more often.

Qvidian is honoured to be recognised by Gartner as a “Cool Vendor in CRM Sales, 2012.”

WEâ&#x20AC;&#x2122;RE SIMPLY THE BEST FOR FINDING AN ADDRESS Our latest release, Capture+, uses more intelligent and faster searching to improve accuracy and relevancy. Simply start typing part of an address and see the address search working as you type.

Daily updates Up to 5,000 changes to the UK address database every day - all provided to you without charge.

Fast and easy integrations Forget massive implementation projects. Customers can integrate our services in under an hour.

100% uptime No downtime for maintenance or updates - can your current provider match this?

Free support Our friendly and experienced technical team are on hand to help you, every step of the way.

www.postcodeanywhere.co.uk

COME AND SEE US at

Stand S462 to find out more

STAND S252

DEVELOPING SUSTAINABLE SALES SKILLS IN A MOBILE

WORLD A Forum Corporation survey earlier this year concluded that, while business change always requires behaviour change, only 14% of companies consider themselves effective at getting change to stick. This is caused by a mismatch between where most organisations invest time and resource in change initiatives and where the greatest impact is. Individual performance has to be linked to business goals if people’s efforts and focus are to be aligned with organisational priorities. Equipping people through standalone learning

events is where 60% of investment is made, yet its impact is a mere 10%. And only 20% of investment goes into applying tools, metrics and support to help learning stick, even though its impact is 55% when it comes to initiating and sustaining behavioural change. High-performing organisations make effective use of technology to deliver learning, according to ASTD Research, with 6 billion mobiles in use across the world (2011) and an expectation of connectivity ubiquitous in nearly every aspect of life.

THE RESULT Business Growth Support to retain add and grow revenue and profit through improved account management, deal management and customer relationships. Employee Satisfaction Increased salesforce satisfaction through continuous professional development leading to improved staff motivation and retention. Return on investment Supporting your business to deliver more cost effective, relevant training; developing the complete salesperson, with the skills and knowledge to excel in their role. Competitive Edge The biggest pay-off to using e-training strategically in a mobile world is the positive impact on business speed and agility: facilitating change and growth.

| SALES DIRECTOR LIVE NOVEMBER 2012

Mobile technology creates a new spectrum of learning possibilities and is still evolving rapidly. It’s ideal for performance support, especially in sales. Today’s devices handle multimedia over high speed networks and are delivering interactive applications securely, across multiple applications and devices, this is the future of e-training. Sales are the lifeblood of every organisation, and developing sales skills is more important than ever in today’s fast-changing, increasingly competitive business environment. The Advance Sales Academy puts the concept of Continual Development at the heart of the process with Development Action Plans (DAPs) for each participant. All of our e-training modules are constructed in HTML5, which allows them to be experienced on multiple platforms including iOS and Android via mobile and desktop devices. We

have more than 50 hours of interactive, multimedia content and e-books structured in online and offline ‘bite-size’ units for maximum flexibility. Advance and its partners have the capability to create bespoke learning packages through educational review and design, research, filming, coding and conversion of legacy and new materials. With our online analytical reporting suite you can track performance, at an individual, team or enterprise level. With the measurement of results, competency and adoption rates in real time, 24/7 you can coach your team more effectively. The ability to link the Academy with a CRM platform (such as Salesforce) and existing business processes, makes it possible to detect and analyse direct correlations between skills development and business results.

THE CHALLENGE • • • • •

To bring the positive features of interaction and inspiration from the classroom to the mobile world To create positive perceptions of e-training To deliver the right training at the right time, To initiate behavioural change and sustain it over time To deliver training cost-effectively

OUR SOLUTION Advance provides a complete, business-focused training solution, for a mobile world, 24/7 comprising: • The Learning Platform • Course content • Technical expertise • New learning architects services (to develop your training)

Does your current CRM solution give you the flexibility to meet your requirements?

Nature has a way of evolving to allow a perfect solution to be reached for any situation. However, when it comes to your company choosing the right Customer Relationship Managment solution, you can’t afford to wait for thousands of years for evolution to work its magic. That’s when you need to have access to a ready-made product which is going to be adaptable enough to provide you with the ability to store all your existing data, the scalability to expand as your company grows, as well as the functionality to allow integration with the systems you already rely on which can’t be replaced. By building on Open Source technologies, SugarCRM is that product. It’s evolution has been quick, but has not lost focus of what is required. To find out more about what we do come and see us now...

Stand S240 or attend one of our seminars during the event

Why not visit our websites www.EnableIT.org.uk ww www.SugarUK.co.uk Or contact us after the event email: sales@enableit.org.uk tel: 01473 618980

CRM - It’s Just What We Do At EnableIT we totally understand that every organisation requires many different things from their CRM solution. That’s why we go out of our way to ensure that the product you get is the product you need. Nature never created anything that did everything and neither do we. We just provide CRM solutions which do exactly what you need a CRM to do.

Is your Company ready to evolve to OPEN thinking? CRM MADE SIMPLE

EXHIBITOR LISTINGS 3M UK PLC

08705 360036 www.3m.co.uk/pocketprojector

Services include assessment, training, search, contingency and advertising.

Stand number S312 3M will be showcasing their cutting edge range of mobile projectors, created to support the burgeoning mobile workforce. The portfolio, including the new MP410 and MP220, utilise innovative technology to deliver powerful portable projector, guaranteed to increase your productivity and pitch success

Advanced Selling Skills Academy Ltd 0845 125 9098 www.as-sa.co.uk

Stand number S252 See Advance on stand 252 showcase the latest in e-training strategy. Your own branded Sales Academy can deliver Sustainable Skills Development with Multilingual Professional and Accredited programs. Our interactive, multimedia modules are available on and off-line 24/7 providing a flexible, engaging experience

Bid Solutions

0208 9732461 www.bidsolutions.co.uk

Stand number S210 Bid Solutions is the leading global provider of bid and proposal professionals. We provide both permanent and contract staff and can rapidly deploy experienced consultants to lead your bid or proposal. Maximise your win rate with access to the largest global network of bid and proposal specialists.

BMS Sales Specialists LLP 0800 2792602 www.bms-uk.com

Stand number S262 BMS recruit high calibre sales people across the UK and Australia. Our network of offices gives us strong local presence and allows us to support a long list of blue chip clients who view us as partners they can trust.

| SALES DIRECTOR LIVE NOVEMBER 2012

BPI OnDemand Ltd 0845 3887705 www.thebpiway.com

Stand number S230 BPI OnDemand provide configured CRM solutions for organisations across industries. We’re the only company offering a ZERO up front cost implementation model....so there’s no longer a need to pay large project budgets to get started.

Bureau van Dijk 020 7549 5000 www.bvdinfo.com

Stand number S332 Our business intelligence helps you find more sales opportunities. Our Mint products have data on companies, their structures, news, contacts and financial viability. It’s simple to integrate Mint with your CRM for lead nurturing, better informed sales teams and more relevant appointments.

CACI Limited

0121 788 5900 www.caci.co.uk/fieldforceplanning

Stand number S440 Visit us on stand S440 to find out how your field sales team can: Increase call rates by 10% Reduce driving time by 25% Reduce planning time by 70% Increase profit! If you can’t wait, visit our website and watch our brief introductory videos, or email djones@caci.co.uk to arrange a demo.

Corporate Rewards

eRecruit Solutions

Stand number S222

Stand number S362

Leading provider of incentive & motivation programmes, working to create a culture where everybody is recognised for their loyalty, efforts & success. This may be your employees; sales force; channel partners; or customers. We strive to provide the right solution to meet your specific requirements.

eRecruit Solutions provide a one-stop, fixed price recruitment solution for any job opening across the UK and overseas. We simply help businesses to find the best candidates whilst saving time and at a fraction of the cost of a typical agency.

0370 405 2020 www.corporaterewards.co.uk

European Reseller

Cranfield School of Management 01234 751122 www.cranfield.ac.uk

Stand number S340 Cranfield School of Management is a world leader in management education and research, helping individuals and businesses learn and succeed. Our recognised experts in management and leadership offer essential development solutions and our programmes are as demanding as they are rewarding.

Edenred (Incentives & Motivation) 0843 453 4000 www.edenred.co.uk Stand number S226

Edenred design and implement Incentives and Reward solutions that can motivate, create behavioural change and improve performance, centered around the widest choice of reward platforms and mechanisms and that offer the recipient the widest choice of redemption options.

Clarity360 Ltd

EnableIT Technologies (SugarUK)

Stand number S256

Stand number S240

Business Relationship specialists, Clarity360, bring 25 years experience to help transform your sales/ account functions. Agnostic of proprietary methodology, C360 are market-leading ‘integrators’ of skills, process and systems, using their bespoke toolkit to realise the ROI & potential of clients.

Specialising in improving overall performance of companies sales, marketing, customer service and project management. The company is specialised in creating and implementing individual complex CRM and Contact Centre solutions using open source code. We have implemented over 500 solutions since 2004

0207 866 6226 www.clarity360.com

01179299441 www.erecruitsolutions.co.uk

0207 906 1707 www.sugaruk.co.uk

+44(0) 203 1786085 www.europeanreseller.com

Stand number 308 European Reseller has Sales and Franchise opportunities in Information Technologies Website - 32,000 Unique users per month E-Newsletter - 15,600 Subscribers Monthly Digital Magazine 15,233 Subscribers Printed Magazine - 20,000 copies distributed internationally across EMEA

Fleet Trak Limited 01233 650334 www.fleet-trak.co.uk Stand number S242

Fleet Trak are an award winning partner of TomTom Business Solutions specialising in fleet tracking and vehicle management consultancy. We provide complete managed services for all industries, helping you to reduce your fuel bills, improve your productivity and control your overheads.

Great Guns Marketing 01256 330571 www.greatgunsmarketing.co.uk

Stand number S244 Great Guns Marketing are experts in B2B telemarketing and lead generation. We work to increase sales. Our telemarketers are dedicated to generating new business leads and sales appointments, giving a stream of selling opportunities with prospects interested in buying our clients product or service.

EXHIBITOR LISTINGS Institute of Recruiters +44 0871 288 2108 www.theior.org.uk

Stand number S232 IOR is the professional body for HR, Agency & In-House recruiters. The IOR represents professionals working in the recruitment and retention process that fall into the areas of agency recruitment, corporate (in-house) recruitment and HR. As a professional body, IOR Membership levels are select, based on assessed and qualified standards. The IOR is working towards being an industry leader in services and information.

Keith Prowse

0845 602 8989 www.keithprowse.co.uk

Stand number S420 Keith Prowse are proud to be the UK’s leading corporate hospitality provider and provide official hospitality at all the major sporting and cultural events in the UK. Treat guests to a corporate hospitality experience they will never forget and enjoy the best seats in the house with Keith Prowse. Choose from a range of corporate events including official hospitality at Twickenham Stadium, The Championships Wimbledon, Lord’s, the Kia Oval, Edgbaston and The Ageas Bowl to mention but a few.

Liquidshop

0207 099 1002 www.liquidshop.com

Stand number S464 Liquidshop is designed to meet the needs of ambitious retailers; those who want a supplier they can trust with the technical aspects of their ecommerce, while they concentrate on retailing. Liquidshop is developed by a team that understands retailing and has a deep knowledge of internet technology.

MediaCo (UK) Ltd 0131 478 8717 www.media.co.uk

Stand number S236 MediaCo is a leading Internet Marketing Agency who has been

optimising business performance online since 1999. We focus on Integrated Internet Marketing, encompassing Search Engine Optimisation, Pay-Per-Click Advertising, Email Marketing, Content Marketing & Social Media Integration.

OneSource Information Services +44 (0)2073 82800 www.onesource.com

Stand number S234 OneSource delivers business and sales intelligence on millions of companies and executives worldwide ‘optimizing clients’ sales and marketing efforts and assisting with businessto-business research activities. The OneSource LiveContentâ„¢ platform combines content from over 50 world-class suppliers and thousands of information sources, providing unparalleled data accuracy and depth, delivered through the Web, CRM integrations and information portals.

Ovation Incentives

(0)20 7820 8800 www.ovationincentives.com

Stand number S224 Ovation Incentives is a multiaward winning, global performance improvement company which designs, develops and manages genuinely successful motivation and recognition campaigns for our clients. We offer locally desirable incentive solutions across 60 countries, 35 languages and 35 currencies.

Paragon Hospitality

020 8332 8640 www.paragonhospitality.co.uk

Stand number S446 A leading Corporate Hospitality provider, specialising in enhanced, hosted hospitality at top-level sporting and cultural events. Our products include: F1 Monaco Grand Prix Ashes Cricket with Phil Tufnell England Rugby with Lewis Moody Cheltenham Gold Cup with Peter Scudamore The Icon Series

PayPal

08003589460 www.paypal.co.uk/business

Stand number S464 PayPal has been connecting buyers and sellers through technology for more than a decade. Now, PayPal enables everyone to buy from anyone; wherever they are in the world, with whatever device they choose, using whichever method suits them.

Philmjones Ltd 01527 531 393 www.philmjones.com

Stand number S260 We help our customers to win more business. Offering bespoke solutions to overcome your specific challenges. No textbook training programmes - just simple, straight talking practical advice that gets results. From a short seminar to a full sales process we can help every step of the way.

Portsmouth Business School, University of Portsmouth

+44 (0)23 92848484 www.port.ac.uk/departments/faculties/portsmouthbusinessschool/

Stand number S442 In 2002, Portsmouth Business School pioneered sales education through offering the first Masters in Sales Management in Europe. This programme has three entry and exit points, enabling Sales professionals to enhance their vocational education at any point in their career. Our sales programmes for undergraduates develop strong sales-focused candidates for employers. Portsmouth Business School regularly contributes to related sales professional bodies and international research.

Postcode Anywhere

ent business providing “data as a service”. With more than 10 years of growth and 8,000 customers worldwide, Postcode Anywhere is one of the leading providers of address management and location services.

Professional Academy 0844 800 5256 www.professionalacademy.com

Stand number S254 Professional Academy is one of the World’s leading providers of globally recognised, UK professional qualifications. Accredited by CIM, ISMM, CMI, CAM and CIPS we provide all levels of Sales & Marketing, Digital Marketing, Purchase & Supply and Management & Leadership qualifications.

Qvidian

+44 (0) 870-734 www.qvidian.com

Stand number S212 Qvidian provides software applications that enable sales teams to accelerate the sales cycle and close more deals. Qvidian Sales Playbooks & Analytics and Proposal Automation have increased win rates and improved productivity for some of the worldâ€™s largest and most successful corporations.

Raconteur Media

0203 428 5230 www.raconteurmedia.co.uk/

Stand number S424 Raconteur Media is a publisher of high quality special reports for some of the world’s leading media brands. We also produce bespoke publications, industry surveys and digital publishing solutions such as microsites and tablet apps. We cover a vast range of pertinent topics; business, technology, sustainability, healthcare and lifestyle.

0800 047 0495 www.postcodeanywhere.co.uk

Stand number S462 Postcode Anywhere is an awardwinning software company and has become a leading independ-

NOVEMBER 2012 SALES DIRECTOR LIVE |

EXHIBITOR LISTINGS Results Driven Group 0845 094 0587 www.resultsdrivengroup.co.uk

practice, upskilling sales managers and maximising salespeople’s performance.

Stand number S250 The Results Driven Group is an international training provider of leading consultants, trainers and coaches providing services in open and bespoke sales and marketing programmes which deliver a positive ROI for our clients. Visit us on stand S250 to win two places on our next ILM Level 7 Executive Coaching Course in Quarter one 2013 worth over £4000

RPS Global

0134 484 9397 www.rps-global.com

Stand number S464 Retail Performance Specialists (RPS) have developed and refined a world class system to lift retail sales over the past 30 years. The RPS system guarantees growth of between 5% and 15% in like for like sales. Talk to us to learn more about how RPS can guarantee a significant improvement in your sales.

Sales Activator

0844 247 7789 www.salesactivator.com

Stand number S450 Want to boost sales by 15%? Our sales development toolkit is proven to do just that. Containing over 70 hours of bite-sized, game-play styled learning sessions and coaching resources, Sales ActivatorÂ® is a fun but effective way of reinforcing sales best practice, upskilling sales managers and maximising salespeople’s performance.

Sales Activator

0844 247 7789 www.salesactivator.com

Sales Doctor Ltd

0207 189 5508 www.wedosalestraining.com

Stand number S422 We deliver bespoke training courses from Sales to Customer Services to Management and quite simply “Help People Get Better.” We provide real life techniques as opposed to theory that can be implemented immediately into your daily roles. We have trained in over 70 industries and bring that wealth of experience to all our training. We are sales people that train as opposed to trainers who lecture.

Sales Initiative Magazine

01829 770037 www.sales-initiative.com

Stand number S342 . . . if it is being sold, we’ve got it covered. Business is all about selling. Ideas, products, space, services - from blue chips to governments - the ability to sell is essential to achieve your goals. Sales Initiative targets the individuals who have chosen sales as their profession.

Sales6ix

+ 44 20 3086 9266 www.sales6ix.com

Stand number S214 Sales6ix is a breakthrough technology that gets salespeople to take control of their numbers using SMART SALES FORECASTING. Based on 30 years of application, you see a stunning impact within 48 hours that is clear and long lasting. Take a trial and watch the confidence of the users grow by the day!

Stand number S444 Want to boost sales by 15%? Our sales development toolkit is proven to do just that. Containing over 70 hours of bite-sized, game-play styled learning sessions and coaching resources, Sales ActivatorÂ® is a fun but effective way of reinforcing sales best

| SALES DIRECTOR LIVE NOVEMBER 2012

Shark Finesse Ltd 01256 338635 www.sharkfinesse.com

Stand number S346 We make Clever Business Case products for sales teams to engage customers. Forget excel, and calculators, try using our soft-

ware to quantify benefits directly with the customer and allowing the immediate and impressive production of business cases to grab that scarce budget. It’s the client who needs to understand the value, agree the scale of the benefits, but you need tools to manage the deal and all the elements. It’s for everyone involved in B2B selling from SME’s to Large corporations.

Tech4T

01733 890790 www.tech4t.co.uk

Stand number S360 Tech4T improve sales team effectiveness with field force territory planning, customer targeting and visit optimisation. Specialised services and software give sales people equal workloads and streamlined visit and journey plans. Sales and marketing resources target the right customers â€“ those likely to place higher value orders more frequently.

The Sales Club

01628 483118 www.thesalesclub.co.uk

Stand number S352 The Sales Club is the centre of excellence for sales leaders, providing insights, ideas & inspiration to help our members sell more. Our elite cross-sector membership includes organisations such as: British Airways, American Express, Eurostar, ADT, Allianz, Dun & Bradstreet and Toshiba.

The Sales Leadership Alliance (SLA) 01628 427301 www.salesleadershipalliance. co.uk

The Networking Area The SLA is a professional body created BY senior salespeople FOR senior salespeople, run on a strictly not-for-profit basis, working to promote standards, build knowledge, enhance professional standing and promote excellence and best practice at all levels.

The Business Booster 07989 513009 www.benkench.com

The TAS Group

Stand number S426

01189 880149 www.thetasgroup.com

Let’s face it, running a business can be tough! There’s an endless list of things to do, never enough time and always a need for more money!! It doesnt have to be that way! The Business Booster is a proven no-nonsense strategically built business development programme that coaches you to success.

Stand number S220

The Open Championship Hospitality Programme

0844 371 0883 www.opengolfofficialhospitality. com/

TAS Sales Methodology & Dealmaker smart software deliver real-time opportunity & account management, smart playbooks & forecasts, & automated deal coaching. Win more deals, create forecasts you can trust, achieve greater CRM adoption, & build more effective sales teams. Dealmaker brings intelligence and proven methodologies to your sales process.

Winning Tenders Group

01392 247997 www.winningtenders.co.uk/

Stand number S364

Stand number S216

Golf’s greatest Championship will return to the stunning surroundings of Muirfield on Scotland’s east coast from 17-21 July 2013. Come and celebrate a shared passion with us - the Official providers - for The Open Championship within the only onsite Hospitality Village.

An experienced team of tender specialists who can help you to grow your business. Winning Tenders provides expert bid support to SMEs wanting to expand by securing major public sector contracts. We help you to prepare compelling tender documents that act as your ‘silent salesman’.

HOW TO GET HERE LOCATION Olympia Exhibition Centre, Hammersmith Road, London W14 8UX. Olympia is located in the centre of London on Hammersmith Road, near High Street Kensington

BY TRAIN Kensington Olympia Station is next to the venue. London Overground and Southern trains serve the station with regular direct services from Shepherd’s Bush, West Brompton, Clapham

Junction, Balham, East Croydon, Watford Junction, Milton Keynes Central, Willesden Junction, West Hampstead and Stratford. Kensington Olympia is just one stop on the Overground from Shepherd’s Bush and West Brompton under ground stations.

BY TUBE Take the tube to Shepherd’s Bush (Central line) or West Brompton (District line) then take the London Overground one stop to Kensington Olympia Station. Baron’s Court (Picc and District)

and West Kensington (District) underground stations are both within 10 minutes walk of the venue

BY BUS Olympia is served by routes 9, 9a,10, 27, 28, 49 & 391. All stop within easy walking distance.

pre-book by calling +44 (0) 20 7598 2515. Olympia Exhibition Centre is outside the congestion charge zone.

WALKING Olympia is a 15 minute walk from Hammersmith or Earls Court and 10 minutes from Kensington High St Underground Station

BY TAXI OR CAR

JOURNEY PLANNER

Olympia is easily accessible from Central London and the West End. Ample parking is available (charged by the hour). You can

Visit www.tfl.gov.uk/journeyplanner to find your most effective public transport route to Olympia from anywhere in London

NOVEMBER 2012 SALES DIRECTOR LIVE |

EXHIBITOR A - Z 3M UK PLC

S312

PayPal

S464

Advanced Selling Skills Academy Ltd

S252

Philmjones Ltd

S260

Bid Solutions

S210

Portsmouth Business School, University of Portsmouth

S442

BMS Sales Specialists LLP

S262

Postcode Anywhere

S462

BPI OnDemand Ltd

S230

Professional Academy

S254

Bureau van Dijk

S332

Qvidian

S212

CACI Limited

S440

Raconteur Media

S424

Clarity360 (C360)

S256

Results Driven Group

S250

Corporate Rewards

S222

RPS Global

S464

Cranfield School of Management

S340

Sales Activator

S450

Edenred (Incentives & Motivation)

S226

Sales Activator

S444

EnableIT Technologies (SugarUK)

S240

Sales Doctor Ltd

S422

eRecruit Solutions

S362

Sales Initiative Magazine

S342

European Reseller

308

Sales6ix

S214

Fleet Trak Limited

S242

Shark Finesse Ltd

S346

Great Guns Marketing

S244

Tech4T

S360

Institute of Recruiters

S232

The Business Booster

S426

Keith Prowse

S420

The Open Championship Hospitality Programme

S364

Liquidshop

S464

The Sales Club

S352

MediaCo (UK) Ltd

S236

The Sales Leadership Alliance (SLA)

OneSource Information Services

S234

The TAS Group

S220

Ovation Incentives

S224

Winning Tenders Group

S216

Paragon Hospitality

S446

Notes

| SALES DIRECTOR LIVE NOVEMBER 2012

Networking Area

FLOOR PLAN

VISITORS ENTRANCE

S210

S110

Seminar SEMINAR HALL 1 Theatre 1 S120

S214

S310

S410

S312 S216

S220

SEMINAR Seminar HALL 2 Theatre 2

S212

S222

S320

S420

S224

S422

S424 S226

S426

S230

S232

S330

S234

S236

S332

S430

DIGITAL LEAD GENERATION Workshop WORKSHOP S240

S340

S342

S440 S442

S344

S346

S444

S250 S252

S350

S354

S450

S254

S352

S356

Sales Activator

S360

S362

S460

S364

S366

S462

S242

S244

S446

S140

SEMINAR Seminar HALL 3 Theatre 3

S256

S150

Seminar SEMINAR HALL 4 Theatre 4

S260

S464

S264 S262

S370

Networking Area

NETWORKING AREA

ECOMMERCE & RETAIL THEATRE & LOUNGE

Workshop 2

NOVEMBER 2012 SALES DIRECTOR LIVE |