Sales Innovation Expo May 2014 Show Guide by Fortem International

UK’S PREMIER SALES MANAGEMENT EVENT 15 MAY | 10AM - 6PM 16 MAY | 10AM - 5PM

SALES INNOVATION E X P O 2 0 1 4

EVENT GUIDE & SEMINAR PLANNER 60 FREE SEMINARS

The world’s most inspirational sales leaders and most successful brands sharing the latest tools and techniques

INNOVATION

Test the most innovative tools and technologies driving sales performance forwards in 2014 and beyond

GROW YOUR SALES

Expert advice and insight on new ways to generate sales, from the latest social media tricks to new ways to get more from your team

WORLD LEADING EXHIBITORS | INSPIRATIONAL SEMINARS | INTERACTIVE WORKSHOPS

Tweet us @salesinnovexpo Tweet about #sie2014

WELCOME TO SALES INNOVATION EXPO 2014 Hello and welcome to the UK’s largest exhibition and conference dedicated to sales leaders! This event brings you the latest techniques, tools and systems to improve the performance of your sales teams - and boost your sales revenue.

This show guide covers everything that you’ll find at Sales Innovation Expo across both days, from the comprehensive seminar and workshop schedules to every exhibitor for you to visit on the show floor. Hopefully, you’ve received it in advance of the show, giving you time to open your diary and create a schedule that ticks off your must-attend sessions. The Sales Innovation Expo seminar schedule is delivered by some of the best-known names, thought leaders and experts from the sales profession offering cutting-edge advice and demonstrating the latest technologies, products and services. You’ll find out first-hand from the world’s most inspirational sales leaders what separates the top performing 3% from the rest, as well as how to get more out of your marketing department and what really motivates salespeople. You’ll hear from the very best sales leaders, such as Clive Rich, The £10bn Negotiator, renowned for his top-level negotiations with Sony, Apple and Tesco; and Tony Morris, The Sales Doctor. See opposite to find out more about our world class schedule of keynote speakers. Every seminar is free to attend, but places are on a first-come, first-served basis so please make sure you get there early!

The workshop sessions will clearly demonstrate how you can increase the performance of your sales teams. This is your chance to learn about performance-transforming strategies used by some of the UK’s leading sales directors to improve sales. The three workshop strands cover everything from the essentials of selling, to CRM, as well as explaining the most common reasons why businesses fail and how to avoid these mistakes. The workshops are always popular and places are limited, so to avoid missing out, book your place online now at www.smplive.com Whether you’re a Sales Director looking for new ways to inspire your team to better figures, or you’re a Managing Director hoping to drive the sales of your business – everything you need is at Sales Innovation Expo. We look forward to seeing you at the show.

Sales Innovation Expo Team

Find us on Facebook

www.facebook.com/smpexhibition

WELCOME

SALES INNOVATION EXPO MAY 2014

CONTENTS

03 09 13 14 20 22

KEYNOTE SPEAKERS

The essential sessions featuring the very best advice and latest information from the world of sales leadership.

WORKSHOPS

Fully interactive small group sessions led by experts to deliver you the latest tools and techniques to grow your sales.

SUPPORTERS

The businesses and organisations that help make Sales Innovation Expo possible.

SEMINAR SCHEDULE

Full details of every seminar, with times and locations to help you arrange your diary in advance.

EXHIBITOR LISTINGS

The complete list of every exhibitor at Sales Innovation Expo.

FLOOR PLAN

See where you can find every exhibitor, seminar hall and show feature.

KEYNOTE SPEAKERS

The UK’s premier exhibition and conference for sales professionals presents a stellar line-up of headline speakers for Sales Innovation Expo 2014. These leading lights of the profession represent the finest schedule of industry speakers anywhere. You’ll find some of the most important people from leading brands such as Oracle and Elation Sales, as well as business gurus like Clive Rich, The $10bn Negotiator, and Doug Richard, former BBC Dragon. Sessions cover the entire range of the sales cycle, from generating quality leads all the way through to better negotiation. Every seminar explains the latest tools or techniques to help forward-thinking sales leaders boost performance. Places are on a firstcome, first served basis, so get there early to avoid disappointment!

GET RESULTS BY TURNING DOUBT INTO ACTION GAVIN INGHAM, SALES MOTIVATIONAL SPEAKER

GENERATING DOUBLE DIGIT GROWTH EVERY YEAR SHWETA JHAJHARIA, LONDON COACH OF THE YEAR

Join Shweta Jhajharia, partner and senior coach from Europe’s largest business coaching firm, ActionCOACH, as she explains how she’s helped her clients to achieve average growth of 41% over the last three years. With results like that, it’s no wonder Shweta has won the ‘London Coach of the Year’ award consistently since 2009 – and this is your opportunity to benefit from her experience. She’s a multi-award winning business coach and her achievements include the coveted awards for ‘Global Best Client Results’ (2012) and ‘Fastest Growing Coaching Business’ (2010) out of over 1,000 coaches globally. Shweta worked internationally in sales and marketing and was Global Marketing Manager with Unilever before certifying as an ActionCOACH Business Coach in 2008.

HALL 17

Thursday 11.45 - 12.15

Building The Ultimate Sales And Marketing Machine In this fast-paced session, you will discover how to generate double digit growth every year; three signs that your sales model is broken; create an unlimited marketing budget for your business; and how the ‘5 Levers’ Business Building System should replace the traditional measures of sales and profit.

Missed a headline speaker’s seminar? Don’t panic! Many of the biggest names are delivering more than one seminar, so make sure you check the full schedule for more opportunities to hear the industry’s finest in action.

Gavin Ingham has spent the last decade helping sales people to take their sales performance to new levels by turning doubt, fear and lack of motivation into self-belief, confidence and action. Find out what he believes in his own words… My name is Gavin Ingham and I believe. I believe that everyone can better engage their clients, add more value and make more sales. I believe that there is more opportunity in the world than any of us dare think and that you can achieve even your wildest dreams if you commit to them. I believe that a conversation can start a multi-million pound sale, a blog can start a worldwide movement and an idea can change the world.

As a writer, speaker and conference catalyst, I work with companies like Jaguar, Royal Bank of Canada, Microsoft, O2, Renault Trucks and Bluefin, helping them to be more motivated, more focused, more effective and make more sales. If you want to know more about my talks, seminars and products, visit www.gaviningham.com

Thursday 12.30 - 13.00 5.5 Steps To Creating High Performance Sales Teams

HALL 16

Gavin will share the essential keys for creating high performance sales teams, winning more profitable clients and making more sales in any economy. Discover why most salespeople can’t sell anymore, why the mindset of your teams could be costing you clients, sales and money - and unlock the secret of building teams that sell in any market. Jam-packed full of proven techniques and real world strategies, this high energy, sales boosting keynote will ignite your sales passion and give you the mindset, the strategies and the techniques that you require to succeed.

MAY 2014 SALES INNOVATION EXPO

KEYNOTE SPEAKERS

TURNING MORE LEADS INTO MORE SALES TONY MORRIS, CO-FOUNDER, SALES DOCTOR

WHY SELLING DOESN’T WORK AND WHY INFLUENCING DOES TOM BIRD AND JEREMY CASSELL

This dynamic double-act of sales experts will share their secrets for brilliant selling in what is sure to be an essential seminar. Join Tom and Jerry for their latest episode of commercial capers; we’ll let you decide who’s the cat and who’s the mouse... Join Tony Morris, sales trainer, NLP practitioner, author of Coffee’s For Closers, and co-founder of the Sales Doctor as he shows you practical techniques for qualifying leads – and converting them! Tony has over 15 years’ experience in sales and has trained over 3,000 sales professionals in a variety of industries. He started his career in a call centre and was awarded sales person of the month for six consecutive months, before moving into a business-to-business environment selling address management solutions. Tony’s regular ‘Dear Sales Doctor’ column where he answers sales people’s most challenging questions appears in more than six magazines, including the Evening Standard and Talk Business. He published his first book on the real life of sales, Coffee’s For Closers, which was awarded 4 out of 5 stars in The Sun, Talk Business, Sales Initiative and the Winning Edge in January 2013.

Friday 14.45 - 15.15

HALL 17

Turning Leads Into Business Tony will show you practical techniques to qualify leads effectively and in turn, convert more leads into more business. He’ll demonstrate ways to gain referrals from your prospects, as well as your clients. In this essential seminar, Tony will share many innovative ideas to differentiate and outsell against your completion on the phone, in the field and from sending a proposal out. This seminar with give you an unfair advantage over your competition!

KEYNOTE SPEAKERS

SALES INNOVATION EXPO MAY 2014

Their book, The Financial Times Guide to Business Training, starts with the words “Business training does not work.” and then provides the ‘how to’ for designing, delivering and evaluating outstanding business training. The C3 Model of Influencing Field Guide is an e-book that explores the core areas that have to be in place for your sales people to be influential in today’s tough, competitive market – confidence, credibility and connection. Very few of us like being sold to, but everyone is open to influence. This model is based on thorough research into top sales people and has now been taught all over the world to many thousands of sales people.

Tom and Jerry focus on selling and influencing and they deliver in four areas – training, coaching, keynote speaking and writing business books The C3 Model Of Influencing targeting improved performance in – The Secrets Of Successful business. They take a collaborative, Salespeople client focused, pragmatic and results oriented approach to their programme What are the foundations of design. The duo delivers with energy, effective influencing? What must enthusiasm and humour to keep be in place if you’re going to participants engaged and focused on influence an individual or group their learning and its practical applicato buy your products or services? tion. Current clients include Burberry, These were core questions for 5.5 Steps To Creating The Gap Partnership, Sodexo, Catlin, HighasPerformance Sales Teams Tom and Jerry as they began and VF Europe well as Linklaters, the research that helped shaped Freshfields and Baker & McKenzie. international best-selling Gavin will share the essential keys forthe creating high performance sales book, Brilliant Selling. Find sales teams, winning more profitable clients and making more sales Tom and Jerry have authored three the answers critical in any economy. Discover why most out salespeople can’tand sell the anymore, books for sales leaders. Brilliant Selling andclients, leadership the mindset of your teams couldmanagement be costing you sales role is now in itswhy second edition, having shaping teams the three and money and unlock the secret ofinbuilding thatcomponents sell in been translated into 14- languages, to techniques improve sales any market. Jam-packed full of proven andperformance. real world and is Europe’s top-selling sales book, high sales boosting keynote will ignite your providing astrategies, pragmaticthis guide to energy, the sales passion andtogive the strategies and the skills and mindset required be you the mindset, Thursday 13.15 - 13.45 youtitle, require to succeed. outstandingtechniques at selling. that The US How To Sell Anything, has just been voted the best US sales book in the prestigious Axiom Business Book Awards.

HALL 16

TAKE THE GUESSWORK OUT OF YOUR SALES DECISIONS ROB SYMES, FOUNDER OF THE OUTSIDE VIEW

Would your sales team be more productive if you could take the guesswork out of it and run on hard data? That’s Rob’s dream and the reason he set up The Outside View. Rob’s journey before The Outside View encompasses an English Degree, the shortest professional rugby career ever (nine minutes!) and a stint as the UK’s top salesman at one of the largest global recruitment companies, Manpower. After experiencing success in the corporate recruitment world, Rob’s ambition was to create the most trusted and respected recruitment firm in the field of wireless and telecommunications. He started Campbell Black, and recruited for some major clients, but grew frustrated with the inability to predict whether one candidate would succeed in a job over another. After interviewing high-tech CEOs and making an e-book, Rob started to understand the scale of the

THE UK’S NO 1 MOTIVATIONAL BURTON, SPEAKER BRAD 4NETWORKING In a world of pressed suits, crisp shirts and conservative ties – or even worse, comedy ties – you underestimate this T-shirt sporting skinhead at your peril. Brad is the very definition of a self-made man, with his own unique take on business that speaks to everyman.

HALL 17

Thursday 15.30 - 16.00

problem. He flew to the USA and made a documentary with the greatest minds of our generation, including Nobel Prize Winner Daniel Kahneman and the guys behind Moneyball. The documentary was extremely well received, and became the inception for The Outside View.

It’s a software platform that uses machine learning to predict what will happen in a business’ future. The first product focuses on quantifying the activities that drive elite sales performance and predicts a salesperson’s pipeline based on activity and science rather than intuition. Rob tells us, “My goal is to re-imagine every department, every decision, and every process with data. I want to replace gut feel with fact, intuition with prediction; ‘I think’ with ‘I know’. If we are what we measure, shouldn’t we measure what we want to become? I’d like to think that we are part of this movement of creating ‘more money-making, new stuff faster’ so that we can export these innovations more efficiently.”

Thursday 15.30 - 16.00 How Business Analytics Can Unlock Human Potential

HALL 16

Imagine a world where you could achieve anything, learn anything, be anything. Big data isn’t a buzzword; it’s a blueprint for uncovering our potential. Currently, most people only achieve 5% of their potential because they are still under the illusion that achieving your potential is about working harder. It is not. It’s about machines putting faith in the machine so they can work harder, so you can work smarter. Data in the 21st Century is like oil in the 18th Century; an untapped, immensely valuable asset. And like oil, there will be huge rewards for those who see data’s fundamental value and learn to extract and use it.

Don’t let the jeans, tattoos and T-shirt fool you; Brad’s a true entrepreneur. Brought up on a council estate, he has no qualifications, spent years on the dole and started his first business in 2006 with £25,000 of personal debt. He delivered pizzas to keep his start-up business afloat and his dream alive. That business, 4Networking, revitalised a once tired UK business networking scene that it now dominates by running over 6,000 events each year!

Brad packs halls with his standingroom-only seminars and he’s regarded as the UK’s number one motivational business speaker; Dragons Den star, Theo Paphitis refers to him as, “A northern Anthony Robbins.” The author of three books, including the highest rated business book on Amazon, Brad’s latest book, LIFE. BUSINESS. JUST GOT EASIER. is currently storming the charts. Brad will change the way you approach your life, business and direction forever.

Life. Business. Just Got Easier. The UK’s number one motivational business speaker is back. Sometimes provocative, at times hilarious, always inspiring. In what is sure to be a riot of a keynote seminar, Brad will bring his trademark down-to-Earth approach to explaining the world of business and how to make it easier. And we’re promised this session will also tackle that small topic of… life! Be sure to arrive early; it’s always a lock out.

MAY 2014 SALES INNOVATION EXPO

KEYNOTE SPEAKERS

FORMER BBC DRAGON AND SERIAL ENTREPRENEUR

DOUG RICHARD, SCHOOL FOR STARTUPS One of the original Dragons, since leaving the Den, Doug has dedicated his time to supporting entrepreneurs as they embark on their own business adventures – and earning himself a heap of awards in the process.

Thursday 14.00 - 14.30

HALL 16

Alternative Funding To Grow Your Small Business Doug is disarmingly candid and will dispel a few myths for you about starting a business, before discussing the spectrum of start-up funding options available from the School for Startups Launcher micro-finance lending programme to crowdfunding and beyond. Come along and be invigorated by Doug’s uniquely candid, jargon-free and inspiring style. Whether you have the seed of an idea or have taken the plunge and are looking to sustain and grow your enterprise, this is your chance to get any burning questions answered from one of the most respected business mentors in the world.

As a renowned entrepreneur himself, Doug has taught, mentored and provided training to over 25,000 businesses encouraging a more entrepreneurial mind-set to improve bottom line results. He has received a plethora of industry awards alongside being a consistent and high profile contributor to the government’s work in the new and small business arena reflecting his long-term dedication to the entrepreneur movement.

Doug founded School for Startups to enable new and aspiring entrepreneurs to turn their big ideas into successful enterprises. His core belief, and that which School for Startups is founded on is that entrepreneurship can and should - be taught. In 2006, Doug Richard received an honorary Queen’s Award for Enterprise Promotion for his work championing entrepreneurship from grass roots level. In 2010, Richard received the Enterprise Educator Of The Year award from the National Council on Graduate Employment for his work through School for Startups with UK Universities. More recently, Doug has authored the Richard Review On Apprenticeships, received an honorary doctorate from the Plymouth University and received his UK citizenship last year.

SOCIAL MEDIA LEADER ANDY EUSTACE, LINKEDIN

Businesses are increasingly harnessing the power of social media to grow sales. Andy Eustace drives this program forwards for social media giants LinkedIn and his seminar explains how the format can work for you, whatever the size of your business. LinkedIn started in Reid Hoffman’s living room in 2002. Now, more than 200 million professionals use the site to exchange information, ideas and opportunities around the world. Andy joined LinkedIn to help companies adopt social media at the heart of their sales strategy.

After studying biochemistry at Oxford University, Andy was seduced by the emerging world of computing, which resulted in him being recruited by IBM as a Systems Engineer. From here, he quickly transferred into sales and has had a long career as

a Sales Representative, Sales Manager and Sales Director in the enterprise businesses of Microsoft and Fujitsu. Andy lives in Reading, has two grown-up children and has a keen interest in football, rugby, tennis and running. He was a season ticket holder at Reading for several seasons until the disappointment became too much. He is also interested in cooking and the arts.

Thursday 11.00 - 11.30 How Can Social Media And LinkedIn Be Used To Drive Sales?

HALL 19

Make sure you don’t get left behind your competition with this highly insightful seminar explaining how businesses can successfully utilise social media as a proven sales platform. Whether you’re a one-man-band or a multinational organisation, you can’t afford to miss out on the power of social media.

KEYNOTE SPEAKERS

SALES INNOVATION EXPO MAY 2014

WHY THE CLASSROOM CAN’T TEACH YOU HOW TO SELL

KAREN DUNNE-SQUIRE, OWNER AND MD OF ELATION SALES

HELPING PEOPLE ACHIEVE CHAMPAGNE RESULTS… ON A BEER BUDGET! STEVE CLARKE, SALES MENTOR, AUTHOR AND MOTIVATIONAL SPEAKER

Would you like to be so successful that you could retire at 45? That’s what Steve Clarke was able to do in 2005 – and he’ll share how he did it with you.

Karen Dunne-Squire is a leading expert on sales and sales practice, driven by a passion for selling that started with a part-time job aged 16 and hasn’t faded since. Her seminar will show you how to really develop your sales team’s performance. Selling is both Karen’s day job and her hobby. She and her team are as serious about selling as they are about making small businesses great. Working in sales is all that Karen has ever done, from selling electrical products as a weekend job at the age of 16 to running some of the most successful sales teams in the country; she has always been tied up with what makes really great sales performance. Her career today is spent working directly with SME businesses to help them find the tools and techniques to really thrive. After 16 years in senior level sales with some of the UK’s leading corporate businesses, she has focused on translating great corporate sales practice into the small businesses that she works with

over the last five years. Karen’s unique methodologies have helped business owners in all sectors grow really powerful businesses by mastering great sales practice. As well as providing sales performance coaching and consultancy, Karen also runs one of the South West’s most highly rated outsourced telemarketing businesses. In addition to the day job, Karen also writes and presents on business growth across the UK and runs her own sales academy in which she delivers her own unique style of training to sales people nationwide. If you want to get real sales insights from someone who has been at the front line of sales for the past decade, then coming to find Karen at the exhibition is a must.

Thursday 13.15 - 13.45 Sack The Sales Trainer

HALL 19

In this seminar, Karen Dunne-Squire explores how really great sales performance is about creating a personal development programme that is diverse and engaging and not focused around the classroom environment. This seminar will explore how you can push your sales team to continuous improvement in a way that will excite and challenge them and quickly hit your bottom line.

Steve is one of the country’s leading experts on grassroots sales and marketing strategies. He left school at 16 and found his niche in sales three years later, soon being invited to become a director of his first company. Since then, he has owned and operated businesses in the UK and USA, taking them from start-up to stock market flotation. He helped grow his last UK business from scratch to £30 million in annual revenues in just eight years, becoming one of the Times Top 100 fastest growing and most profitable SMEs in the country. In 2005, the company was sold and he retired at 45. Now he spends much of his time helping organisations, sales teams and entrepreneurs achieve growth and success through improved sales and marketing. His specialty; helping people achieve champagne results… on a beer budget!

How to Build a £30m a Year Business…and retire early! Building a multi-million pound business in double quick time - finically security and the freedom to decide how you spend your days and who with... it’s the dream of many entrepreneurs and business owners. DON’T MISS THIS TALK... Steve Clarke had achieved the dream, he’ll share his formula for success and how you could achieve this too. How to Thrive... not just survive in business today. How to Thrive... not just survive in business today.

Friday 11.45 - 12.15

HALL 16

Steve is a business columnist and author of “How To Thrive Not Just Survive”, sharing his simple proven formula for business success. He willingly shares his knowledge to inspire others to achieve their goals and aspirations, lecturing at universities and as a keynote inspirational sales and marketing speaker internationally. Steve has recently delivered talks and worked with companies all across the UK and Europe, as well as The Middle East, South Africa, Australia, New Zealand and India.

MAY 2014 SALES INNOVATION EXPO

KEYNOTE SPEAKERS

THE £10BN NEGOTIATOR

HOW TO SELL WITH THE CUSTOMER IN THE DRIVING SEAT

Don’t miss The £10bn Negotiator’s seminar as he explains the art of negotiating under pressure; don’t lose your bearings, your temper - or your shirt!

With three decades’ as a senior business manager, Neil has seen the rise of customer focused sales and his fascinating seminar explains how your sales team should evolve to harness the new sales landscape.

CLIVE RICH

Clive Rich is an international professional negotiator. During a 30-year career, he has helped negotiate more than £10bn worth of global deals for and with a broad spectrum of major organisations, including Sony, Yahoo, Apple, Microsoft, Napster, BMG, San Disk, Myspace, Vodafone, Tesco, The Royal Opera House, Simon Cowell’s Syco, Pepsi and the BBC. Through his website at www.cliverich.com, Clive runs a negotiating practice helping clients make deals happen either through training, coaching or deal-making. He carries out assignments here and abroad, with recent engagements covering China, Russia, Indonesia, the UAE and Saudi Arabia. Clive is the author of a successful book about modern Negotiation “The Yes Book, the Art of Better Negotiation”, published by Random House and is an Honorary Fellow of the Psychology Department at University College London. He has also designed and successfully launched a negotiation App called “Close

My Deal”, enabling people to understand the basis of successful negotiation and apply the skills to everyday scenarios (www.closemydeal.co.uk). Also a qualified barrister, mediator, arbitrator and an entertainment and digital media lawyer and Executive, Clive has previously successfully run digital businesses for the likes of Sony and Bertelsmann. He is also the founder and Chairman of “LawBite”, an online legal service providing “Simple Law for Small Companies” (www.lawbite.co.uk). LawBite has been praised by both David Cameron and Minister for Skills, Matthew Hancock, for its innovative approach to democratising the law. It is one of the 10 most successful UK companies ever at raising crowd-sourced investment. It was recently included by Real Business in their Top 50 awards for the most innovative young companies in the UK.

Thursday 11.00 - 11.30 Negotiating Under Pressure: Don’t Lose Your Bearings, Your Temper - Or Your Shirt!

KEYNOTE SPEAKERS

SALES INNOVATION EXPO MAY 2014

Neil has been a senior business manager in the sales industry for nearly 30 years. For most of that time, he has worked in large global businesses, such as Hasbro, General Electric and Bio-Rad. Neil has helped develop strategies and solutions that take advantage of technologies to support and enable business processes and drive business value. Neil relishes a challenging ride, whether in work or play, having done a 500-mile bike from Anglesey to London, and recently climbed Kilimanjaro. He is convinced that in order to succeed in business today, sales functions need to adapt to the new sales environment, saying “This is not a fad, its fact.”

In his current role, Neil is helping Oracle and their customers recognise this issue and make the change. For the past six years, he has worked in an IT Sales role – delivering CRM/CX solutions using the latest business software solutions.

How To Succeed In Today’s Customer Driven Sales World Customers have changed! They no longer need to talk to salespeople! They now own the conversation! How do we sell when we no longer have control? Neil will talk about the changing environment, both internal and external, that face sales organisations today. He will talk about the pressures sales organisations are under and how they need to adapt to external changes, and drive efficiency and effectiveness internally if sales teams are to be successful.

HALL 16

We all come across common deal-making problems in our daily business and our lives, including breaking deadlocks, dealing with tough guys, deadlines and handling broken relationships. This seminar helps you to master the tools and techniques to make sure that you always have a choice and never get stuck again. Just imagine if you could get more of what you want, turn even impossible situations around and still keep people happy.

NEIL PRIDHAM, SENIOR DIRECTOR, CX/CRM SALES, ORACLE

Thursday 11.45 - 12.15

HALL 16

WORKSHOP

THREE STEPS TO SALES SUCCESS Selling is simple! Get three things right and you will have complete sales success.

Most businesses want to truly understand how to make their sales performance more consistent and more controllable. Karen Dunne-Squire of Elation has been doing just this with businesses of all sizes for more than 15 years. In this series of workshops, you’ll get to sample first-hand her unique methodology for understanding and enhancing sales performance. Elation operates under the basic premise that achieving great sales results is down to three key disciplines that form the Three Pillars Of Sales:

1/ SALES ACTIVITIES

3/ SALES MANAGEMENT

The specific communications that your customers experience within your business are the key to whether they buy with you. Ensuring that you have the right quality and quantity of these activities is the first part of real sales success.

Managing your sales team to implement your plan to the highest standards is the final piece in the puzzle. Having a clear set of tips and techniques that will influence your team’s performance will give them the ability to drive your plans to fruition.

2/ SALES PLANNING Great sales planning is a fundamental part of ensuring that sales goals are met and exceeded. Your sales plan should be a blueprint that will guide your company through the steps required to meet your sales targets. Getting the right plan in place quickly is another fundamental for great sales.

ABOUT THE SPONSORS

Elation Sales was set up by Karen Dunne-Squire in 2009 with the sole purpose of debunking some of the myths of selling and making sales success possible for all. Over the past five years, they have worked with hundreds of businesses to help them refocus their sales efforts in the areas that will really return investment. Karen is not only a highly successful sales consultant, but also a renowned speaker and founder of the high growth business, Elation.

The innovative Three Pillars Of Selling approach teaches you how to analyse your business according to these Three Pillars and to understand quickly where its biggest gaps are. It will then help you to put in place an action plan to help plug those gaps quickly. These workshops will provide you with some key actions for implementing enhanced sales performance in your business.

AT A GLANCE Understand how to sell to your clients - what sales activities will best suit your business? Knowing how to really work a pipeline to maximise conversion rates. Creating ways of making your team more effective quickly. Managing the unmanageable – answers to challenging staff members. Sales Planning – a stepby-step guide to getting a process in place quickly. Creating an action plan to implement improved practice across the team.

TIMETABLE THURSDAY & FRIDAY 10:45

The Sales Matrix And The Magic Of Pipeline Management.

11:45

The Sales Plan – A Four Step Guide To Immediate Sales Success.

12:30

Getting Maximum Performance - Making Your Team Work For You.

14.15

The Sales Matrix And The Magic Of Pipeline Management.

15.15

The Sales Plan - A Four Step Guide To Immediate Sales Success.

16:15

Getting Maximum Performance - Making Your Team Work For You.

MAY 2014 SALES INNOVATION EXPO

WORKSHOP

AT A GLANCE

CRM WORKSHOP

• •

REPS SELL MORE,

•

MANAGERS KNOW MORE, COMPANIES GROW MORE

• •

Oracle Sales Cloud supports meaningful conversations on specific sales opportunities, and provides instant access to sales resources, recommendations and collaborative documents, not just random chatter.

Sales people need tools to help them sell effectively from anywhere. The latest innovations in mobile sales analytics, social selling and the integration of territory planning and sales compensation are empowering sales professionals to achieve a whole new level of sales performance.

Many organisations have automated their sales processes in areas such as CRM system updates, or tried to improve team communications. Far fewer have integrated territory planning, sales compensation and collaboration capabilities into mobile and social tools for modern sales professionals. The reality is, traditional salesforce automation tools are no longer enough to maximise sales success. Oracle Sales Cloud drives Sales Performance Management, and features mobile analytics and social selling capabilities that help you get more from your existing sales applications and so optimise sales to become smarter.

SALES PERFORMANCE MANAGEMENT Oracle Sales Cloud maximises revenue potential by providing a fully integrated sales planning solution that includes territory

management, quota management, incentive compensation, and sales forecasting. It helps sales managers plan and target resources most effectively, putting the best people on the most important deals. It allows you to manage quota and incentive compensation so you can set achievable goals based on real opportunities in a territory.

to close, sales reps can win more deals, achieve quota faster, and help the organisation meet and exceed its sales goals. These capabilities support a 360-degree customer view and provide insights into buyers’ interests and intentions, while reducing the time and effort spent on research - all of which helps sales teams be better prepared to offer customers value.

SELL SMARTER USING PREDICTIVE ANALYTICS

MODERN SELLING

Oracle Sales Cloud also includes embedded intelligence that tells sales reps what they need to know, when they need to know it. It does that using predictive analytics to mine your customer data/big data and intelligently profile the customer base, identify ‘white space’ opportunities and the next likely purchase, and score those opportunities based on propensity to buy. By targeting opportunities that are most likely

THURSDAY 15 MAY 2014 10.30 11.15 12.00 13.00 14.00 15.00 16:00

Breakfast With Oracle - Telling The Future With Predictive Analytics Oracle Keynote – Learn More About Total Modern Selling (Hall 1) Total Modern Selling Continued – Sales Cloud And CPQ Overview The Hidden Sales Cycle Customer Experience Journey Mapping In 30 Minutes Configure, Price, Quote – Customer Showcase Social Selling At The Sales Cloud Bar

FRIDAY 16 MAY 2014 10.30 12.00 13.00 14.00 15.00 16.00

Breakfast With Oracle – Social Selling: Step-By-Step Success Configure, Price, Quote – Customer Showcase The Hidden Sales Cycle Total Modern Selling Continued – Sales Cloud And CPQ Overview Customer Experience Journey Mapping In 30 Minutes Telling The Future With Predictive Analytics

WORKSHOP

SALES INNOVATION EXPO MAY 2014

Mobility Sales Performance Management Marketing and Social Integration Configuration, Pricing, and Quoting Predictive Analytics

Sales teams can use Oracle Social Network to share insight into increasing lead conversion rates, or share and edit sales presentations in real time. Users can build up social profiles of people in their company network, helping them identify new opportunities through collaboration on sales activities.

CONFIGURATION, PRICING, QUOTATION Oracle CPQ Cloud delivers mission-critical, cloud-powered software to accelerate sales performance times with standard and mobile deployments. With a proven track record of quickly delivering long-term value to both enterprises and midsize companies, Oracle CPQ Cloud boasts a 95 per cent customer retention rate and unmatched customer satisfaction. Together, territory planning, sales compensation, configuration, pricing and quotation, Oracle Mobilytics and Oracle Social Network enable sales people at all levels of responsibility to work together more effectively towards a common goal – maximum sales performance.

ABOUT THE SPONSORS

Built around best-in-class CRM, commerce and industry solutions, Oracle offers the most complete, cloud-enabled customer experience solution in the industry, creating an environment where companies can definitively differentiate themselves across all channels, touch points, and interactions. Customers have many choices today, so it’s critical to make their experiences as simple, consistent and relevant as possible as they move throughout the customer lifecycle, from buying to owning - and back again. By delivering exceptional customer experiences, companies can acquire new customers, retain more customers, and improve efficiency. From marketing to sales, delivery to support, and initial engagement to rewarding relationship, Oracle’s customer experience solutions deliver the business results that you want and the great experiences that customers want. Visit www.oracle.com/salescloud

SALES GROWTH WORKSHOP

5 WAYS TO GREATER PROFITS also for big businesses and can be boiled down to work across each product, each division and each sector that a business is in.

So what is this ‘simple’ framework that’s at the core of the massive results our clients have achieved? More importantly, why don’t most business owners use it to

grow their sales? This hands-on workshop will give you a chance to learn and also start applying this framework to your own business. It will be led by Coaches from ActionCOACH London, Europe’s largest ActionCOACH firm and BFA Franchisee Of The Year 2013 Judges Award winner.

YOU’LL LEARN

How could you refine your sales process to target at least a 46.4% increase in sales over the next 12 months? Here’s your sales process redefined!

Sales growth isn’t rocket science and shouldn’t be shrouded by magical language. More importantly, you don’t need sales superstars to make the ‘magic’ happen in your business – you need a sales ‘super process’ that can make your current team achieve outstanding results.

TIMETABLE

For several years now, ActionCOACH London has been working with businesses using a powerful and simple framework that can massively grow any business’ sales and profits. We sincerely believe that business is an intellectual sport and good business knowledge is one of the key elements to business success. This ‘super process’ is the result of simplifying the knowledge gained by ActionCOACH working with tens of thousands of businesses across the world.

THURSDAY

FRIDAY

11.00

12.00

13.00

14.00

15.00

16:00

17:00

Interestingly, this framework works not just for small-andmedium sized businesses, but

•

Exactly what you need to say to your suppliers to re-negotiate your prices and immediately boost your profit margins

•

Come up with a Unique Selling Point and Guarantee. This is our proven #1 method of increasing Conversion Rate,

•

Find out how to increase your average value sale by 15% by up-selling, cross-selling and down-selling

•

Learn how to build and leverage your business’ number 1 asset - your customer database - in order to drive repeat transactions

•

Get more leads by taking the guesswork out of your advertising using the ‘Test and Measure’ technique

ABOUT THE SPONSORS

Awarded ‘The UK’s Best Business Opportunity In 2013’ by CompareTheFinancialMarkets.com and the ‘5-Star Satisfaction Award’ by Smith & Henderson, ActionCOACH now has over 100 franchise partners in the UK & Ireland and over 1,000 worldwide, developing extremely successful businesses for themselves and their clients.

MAY 2014 SALES INNOVATION EXPO

WORKSHOP

SALES DOCTOR CLINICS

DON’T MISS Book now at www.smplive.com

Is your sales team presenting symptoms that it isn’t as healthy as it could be? Book your one-to-one consultation in the Sales Doctor Clinic now to find the answers you’re looking for on your team’s biggest sales challenge. At last; a simple way to have all your sales challenges answered at no cost to you by The Sales Doctor! In a half-hour meeting, we’ll demonstrate the success we’ve had in identifying and solving the day-to-day issues that sales teams have. Don’t miss this once-only chance to get those answers that will increase conversion rates, turnover and profits. In today’s sales environment, we’re all busy and under pressure. Do you have the time you need to make yourself better or guide your team? Don’t ignore it - deal with it! If you leave the exhibition with one great idea to improve your current sales, what impact would that have on your business?

WHY WE’RE DIFFERENT All our training is fun, participative and interactive. Your team will

walk away enthused and start putting the new techniques straight into practice. Whether your team has 20 years of sales experience or is brand new to your industry, we can tailor a course for them. However, the training is just the beginning with us. In addition to our four-stage approach is an open clinic, which provides ongoing support via phone or email whenever you need it. Any delegate we train can call us at any time to discuss any challenges they face, or just to get a second opinion on something. Tony Morris, co-founder of The Sales Doctor, has a regular column in the Business Connections section of the London Evening Standard and Greater Manchester Business Week Magazine among others, and has written a book on sales training tips, Coffee’s For Closers.

WHAT’S IN IT FOR YOU? • • • • • •

Ideas that can be implemented in your office the next day Answers in a simple real world style. No jargon, just results! The chance to gain valuable info at no cost to you The sales doctor will tell you ‘how to’ as well as ‘what to do’ You will gain the comfort of knowing that experts are available to listen, not preach Experience in over 60 industries means you know the answers will be tailored to your business

SALES DOCTOR CLINICS

SALES INNOVATION EXPO MAY 2014

“WALK AWAY ENTHUSED AND START PUTTING THE NEW TECHNIQUES STRAIGHT INTO PRACTICE.” We deliver 12 courses that are all based around sales. Whether your team sells over the phone, face-to-face or is involved in presentations, we will have a course that is right for you. All our trainers have over 15 years’ experience in selling, managing salespeople and training. With over 250 clients throughout 40 industries – including companies like Oakley Sunglasses, Hammonds Furniture, Polypipe and many more - we have a wealth of experience that we can bring to add value to your business. When you choose a Sales Doctor Course, from Telephone Sales Skills to Team Leader Training, you can be sure it will meet the individual needs and requirements of your business. Our Bespoke Training Courses are specifically designed to enhance the unique skills of each of our clients.

SALES DOCTOR CLINICS SCHEDULE Each of these one-to-one sessions lasts half an hour, giving you the chance to ask your most pressing questions of The Sales Doctor.

THURSDAY

FRIDAY

11.00

12.00

13.00

14.00

15.00

16:00

17:00

SUPPORTERS

SALES INNOVATION EXPO WOULD LIKE TO THANK ALL OF OUR PARTNERS AND SUPPORTERS FOR THEIR HELP AND ASSISTANCE IN PRODUCING THE SHOW.

SEMINAR SCHEDULE SEMINARS ARE FIRST -C FIRST SER OME, VE GET THERE D, EARLY!

Sales Innovation Expo brings you an essential schedule of seminars across both days of the show. You’ll find full details of every session starting overleaf. The Sales Innovation Expo live seminar schedule spans every topic for sales leaders looking to improve the performance of their team, from recruiting sales superstars and generating qualified leads to using social media for selling and set steps to sales success. The seminar schedule runs throughout both days of the exhibition and conference, giving you the flexibility to attend the sessions that interest you at a time that doesn’t conflict with your appointments diary. Every session is delivered by an expert in their field, bringing you the very latest information, technology and solutions to ensure

that your sales performace thrives. Whether you want to improve the way that you generate leads, discover new ways to market your business, or overhaul your software solution, you will find a seminar to suit. Turn the page now to find the full details of every seminar at this year’s Sales Innovation Expo, so that you can arrange your schedule well in advance, ensuring that you don’t miss the sessions that are most relevant to you. These seminars are always popular and places fill up quickly on the day, so please ensure that you get there early to avoid disappointment.

MAY 2014 SALES INNOVATION EXPO

SEMINAR SCHEDULE

HALL 16 > THURSDAY 11:00 - 11.30

14.00 - 14.30

We all come across common deal-making problems in our daily business and our lives, including breaking deadlocks, dealing with tough guys, dealing with deadlines and handling broken relationships. This seminar helps you to master the tools and techniques to make sure that you always have a choice and never get stuck again. Just imagine if you could get more of what you want, turn even impossible situations around and still keep people happy.

Doug will dispel a few myths around starting a business before discussing the spectrum of startup funding options available from the School for Startups Launcher micro-finance lending programme to crowdfunding and beyond. Whether you have the seed of an idea or have taken the plunge and are looking to sustain and grow your enterprise, this is your chance to get any burning questions answered from one of the most respected business mentors in the world.

11.45 - 12.15

14.45 - 15.15

Customers have changed! They no longer need to talk to salespeople! They now own the conversation! How do we sell when we no longer have control? Neil will talk about the changing environment,both internal and external, that face Sales organisations today. He will talk about the pressures sales organisations are under and if sales teams are to be successful how they need to adapt to external changes, and drive efficiency and effectiveness internally.

The results of the first ever annual UK Sales Skills Audit (USSA) are in; the Report is ready; and today is formally presented for the first time. What are the strengths and weaknesses of the UK sales skills sector and how can sales managers & employers benchmark their staff against national averages within the profession? Find out when the USSA report is presented - an exclusive at Sales Innovation 2014.

12.30 - 13.00

15.30 - 16.00

In 5.5 Steps Gavin will share the essential keys for creating high performance sales teams, winning more profitable clients & making more sales in any economy. Discover why most salespeople can’t sell any more, why the mindset of your teams could be costing you clients, sales & money & unlock the secret of building teams that sell in any market. Learn how to motivate yourself & others, be more proactive & sales focused & create client centric teams that are committed to winning more profitable clients & smashing their targets.

Imagine a world where you could achieve anything, learn anything, be anything. Most people only achieve 5% of their potential because they’re under the illusion that achieving your potential is about working harder. It isn’t. It’s about machines putting faith in the machine so they can work harder, so you can work smarter. Data in the 21st Century is like oil in the 18th: an untapped, immensely valuable asset. And like oil, there will be huge rewards for those who see data’s fundamental value and learn to extract and use it.

13.15 - 13.45

16.15 - 16.45

Clive Rich CliveRich.com Negotiating Under Pressure - Don’t Lose Your Bearings, Your Temper Or Your Shirt

Neil Pridham Oracle How To Succeed In Today’s Customer Driven Sales World

Gavin Ingham GavinIngham.com 5.5 Steps to Sales Success

Jeremy Cassell & Tom Bird Brilliant Selling How To Guarantee The Positive Impact Of Investing In Sales Training Most sensible companies invest in sales training, and yet few focus enough on how to embed the learning and translate its effects into improved sales performance. In this highly practical session, in training your salespeople and guarantee your initial investment.

SEMINAR SCHEDULE

SALES INNOVATION EXPO MAY 2014

Doug Richard School For Startups Alternative Funding To Grow Your Small Business

Andrew Dugdale Sales Assessment “THE 2013 UK SALES SKILLS AUDIT THE RESULTS – HERE - NOW ”

Rob Symes The Outside View How Business Analytics Can Unlock Human Potential

Nigel Hircock Aspire Sales Force Development Why Traditional Sales Training Doesn’t Work Speak to any seasoned sales professional and they will give you a clear definition of sales training which may not always be great, yet, when things do get tough for companies and business generally, senior executives will often decide that a sales training course will be the answer to all of their ills. We know that is often not the case and many hundreds of thousands of pounds are wasted every single year because training this way will fail!

HALL 16 > FRIDAY

* Content and speakers are subject to change. The digital show guide and seminar timetable will be updated online prior to the show, so please check www.salesinnovationexpo.co.uk for the latest information.

11:00 - 11.30

14.00 - 14.30

Every business experiences adversity at some stage in their growth. The question is do you know what is needed to create a comeback, when the odds are stacked against you. I will teach you the skills required to be able to use adversity as a springboard to growth? You will learn what actions are needed, and when, so that you and your company can easily cope with new challenges.

This is the story of HELIX...a programme that brought together a disparate European sales team to sell consultatively in alignment with Houghton’s Customer Intimacy strategy to a) double new business sales over a 2 year period b) increase by 400%+ its Net Promoter Score demonstrating how it increased customer intimacy and c) deliver a 18.5%+ improvement in gross margin realising the financial benefits of selling consultatively with an isolated ROI of over 500%.

11.45 - 12.15

14.45 - 15.15

John Whiteman Johnwhiteman.com Against All Odds Making The Impossible Possible

Steve Clarke Eureka Sales How To Build A £30M A Year Business… And Retire Early! Building a multi-million pound business in double quick time - finically security and the freedom to decide how you spend your days and who with... it’s the dream of many entrepreneurs and business owners. DON’T MISS THIS TALK... Steve Clarke had achieved the dream, he’ll share his formula for success and how you could achieve this too. How to Thrive... not just survive in business today.

12.30 - 13.00

Ian Christelow Action Coach 3 Keys To Earning £100K A Year AC UK co-founder, Ian Christelow, reveals the three core drivers of personal and business success, explains how helping others can be the fastest way to make a million and outlines the guaranteed high-return investment models operated by AC UK Franchise Partners to maximise profitability.

Noel Anderson Frost & Sullivan Helix - The Training Journal’s Gold Medal Winning Sales Programme in 2013

Pamela Bath The Blueberry Wave The Basic Biology of CRM Seven Signs of Life: How to breathe life into your CRM strategy. White coats on, stethoscopes at the ready – Pamela Bath, MD at leading data agency Blueberry Wave, talks us through the basic biology of CRM campaigns and provides her top tips for boosting your strategy. This year more than ever, sales figures need to be busily multiplying. But if you suspect that your campaigns could be DOA, it’s time to check your CRM strategy for the Seven Signs of Life. If you feel your strategy may be falling short, Pamela will guide you through what you can do to administer first aid.

15:30 – 16:00

Jayne d Vecta Why Traditional Bi, Crm And Gut Instinct Won’t Grow Sales Find out how to increase selling time and achieve 30% sales growth, by transforming your own data into useful actionable sales intelligence. Discover how easy it is to improve productivity, increase sales, enhance territory growth and guarantee a powerful competitive advantage with a clear overview and insight into all sales opportunities using award winning sales automation.

13.15 - 13.45

Jeremy Cassell & Tom Bird Brilliant Selling “The C3 Model Of Influencing” The Secrets Of Successful Salespeople What are the foundations of effective influencing? What has to be in place if you are going to influence an individual or group to buy your products or services? These were core questions for Tom & Jerry as they began the research that helped shaped the international best-selling sales book, Brilliant Selling. Find out the answers and the critical management and leadership role in shaping the three components, to improve sales performance.

MAY 2014 SALES INNOVATION EXPO

SEMINAR SCHEDULE

HALL 17 > THURSDAY 11:00 - 11.30

John Coupland Networker Plus ACCELerate™ Your LinkedIn

A new innovative way to handle objections and turn them into business. You will never go through the old fashioned way of overcoming or beating your prospect again.Boyd will show in very simple to use steps the best way to achieve results you did not think were possible.

People of course come first with any effective social media marketing – not the social networks. After all, there would of course be no social media without people! John Coupland, Author of ACCELerate™ Your Social Media, will share his 5 key ACCELerators™ to achieve return on investment by using LinkedIn effectively, in a time efficient way, and to support your crucial face-to-face engagement.

11.45 - 12.15

14.45 - 15.15

Schweta Jhajharia Action Coach Building The Ultimate Sales And Marketing Machine

Martin Cooper Love To Reward Bonus Schemes Is Cash Still King Or Is It Just The Easy Option?

In this fast paced ‘no fluff’ session, you will discover…1) How to build a leveraged machine that generates double digit growth every year, 2) 3 tell-tale signs that the sales model you have is broken. 3) How to create an unlimited marketing budget for your business, 4) What’s wrong with the traditional measures of sales and profit, and the “5 Levers” Business Building System that gets you & your team focused on the right.

Many companies still use cash to incentivise and motivate their sales force – it’s easy to administer and usually well received, so why consider anything else? When explored in detail what works well for the recipient might not work so effectively for the company that’s footing the bill. This seminar will look at the pro’s and con’s of the main bonus options to see which prevails in the battle for maximum bang-for-bonus-buck.

12.30 - 13.00

15.30 - 16.00

David Sables Sentinel Negotiation: Forget Everything You Think You Know

Brad Burton 4Networking Life. Business. Just Got Easier

There is a wealth of tips and techniques out there on the best ways to negotiate. David will dismantle some of the more commonly heard phrases such as ‘win-win’ and tips such as ‘never say no’ and completely change your attitude about negotiation as a whole. On top of this, he will give you his top tips so you can leave the talk with some key techniques to improve your negotiations in the future.

The UK’s #1 Motivational Biz Speaker: Don’t let the jeans and t-shirt fool you. MD of the UK’s largest joined-up business network: 4Networking. Member #1 he founded the business in 2006 and now runs over 5,000 events across the UK each year. Author of THREE business books: highest 5* rated author on Amazon. Brad will change the way you think about your life, business forever. Looking for a speaker like no other? Congratulations, you’ve just found him.

13.15 - 13.45

Nikolaus Kimla Pipeliner Sales Managing Your Sales Pipeline To Hit Your Revenue Targets Fed up with being given unrealistic targets? Always being told your forecasting isn’t accurate enough? Struggling to make your numbers? Attend this seminar to gain some practical insights on how to manage and iron out the issues in your sales pipeline. With these simple 4 metrics you’ll be able to fight your corner and bring insights to your sales pipeline. Understand the numbers and you can align your sales process for success.

14.00 - 14.30

Boyd Mayover Sales Doctor Don’t Ever Overcome An Objection Again

SEMINAR SCHEDULE

SALES INNOVATION EXPO MAY 2014

16.15 - 16.45

Peter Connell & Michael Copestake CallPro CRM How To Have A Successful Crm Implementation Drawing on over 15 years of industry experience Peter and Michael will take you on a journey demonstrating how CRM’s should be implemented. They will cover all aspects from defining the initial requirements and considerations for interaction with other business systems through to implementation and measuring success. They will be offering best practice advice as well as highlighting common pitfalls.

HALL 17 > FRIDAY 11:00 - 11.30

Nigel Hircock Aspire Sales Force Development Why Traditional Sales Training Doesn’t Work. Can’t Move Speak to any seasoned sales professional and they will give you a clear definition of sales training which may not always be great, yet, when things do get tough for companies and business generally, senior executives will often decide that a sales training course will be the answer to all of their ills. We know that is often not the case and many hundreds of thousands of pounds are wasted every single year because training this way will fail!

14.00 - 14.30

Sir Eric Peacock My Rewards Company Engaging & Inspiring Your Database This fast paced, fun and interactive session contains case study led, simple and cost effective solutions to engage with your customers and staff. Representatives from various organisations give tips and useful advice about how you can harness some of these ideas to benefit your organisation or team. All of this is aimed to help promote innovation internally, externally, and most importantly generate sales.

11.45 - 12.15

14.45 - 15.15

Looking at what you can do to generate more leads for your business and how you can make your life easier? Well you’ve come to the right place. This seminar will give you an insight into the process to help you generate leads while you sleep. We’ll cover page scoring, lead scoring, remarketing; how you can automate activity and that join between Marketing and Sales.

I will be providing practical techniques on how to qualify leads effectively and in turn, convert more into business. I will demonstrate ways to gain referrals from your prospects as well as your clients. I will share many innovative ideas to differentiate and outsell against your completion on the phone, in the field and from sending a proposal out. This seminar with give you an unfair advantage over your competition!

12.30 - 13.00

15.30 - 16.00

Lee Chadwick CommuniGator Generate Leads While You Sleep

David Sables Sentinel Negotiation: Forget Everything You Think You Know There is a wealth of tips and techniques out there on the best ways to negotiate. David will dismantle some of the more commonly heard phrases such as ‘win-win’ and tips such as ‘never say no’ and completely change your attitude about negotiation as a whole. On top of this, he will give you his top tips so you can leave the talk with some key techniques to improve your negotiations in the future.

Tony Morris Sales Doctor How To Be A Good Leader And Empower Your Workforce

Todd Green WRNTY On The Go: Using Apps To Manage & Increase Sales With the proliferation of sales technologies and apps, selling in the field has become much faster and more efficient, giving sales teams and sales managers loads of opportunities for better customer management, team management and most important – sales growth. Learn how you can arm your field sales agents with new technology to ensure the best presentation of your products catalogue and increase productivity and sales.

13.15 - 13.45

Russell Ward Silent Edge Is The Frontline Sales Manager A Super Salesman Or Great Coach? 83% of sales managers got their job because they were good at selling. If you’re good at selling, what do you like to do? Sell! That’s why 95% of accompanied visits are taken over by the manager when they go out with their staff. How can you coach your team if you don’t see them sell? Find out how to fix this widespread problem.

MAY 2014 SALES INNOVATION EXPO

SEMINAR SCHEDULE

HALL 19 > THURSDAY 11:00 - 11.30

Andy Eustace LinkedIn Your Network Matters! Using Linkedin To Drive Your Business There is a lot of excitement around Social Media for Sales and Marketing at the moment. Can companies really use Social Media effectively to drive sales? This session shows how LinkedIn can be used as a platform to generate new business for companies of all sizes.

11.45 - 12.15

Justin Skelton Apex Training The 3 Fatal Flaws Of Sales Training Have you ever wondered why so many sales training programmes fail to deliver lasting returns? Nearly all sales training programmes contain exactly the same 3 fatal flaws. These flaws are so fundamental that they undermine the success of your programmes from the outset and destroy your chances of building capability through training. This session will introduce you to these 3 fatal flaws and demonstrate how they undermine the effectiveness of nearly every training programme, and show you how to fix these flaws when training your own sales team.

12.30 - 13.00

Discover Brett Lyons’ 3 secrets to successful sales leadership, formed over three decades of real world experience. Brett will reveal how your style as a leader can dramatically impact performance, what activity needs to be changed to improve performance and how to make your people better through coaching. You will come away with practical tips on how to accelerate sales performance and build a high-achieving sales culture.

14.45 - 15.15

Richard Barkey Imparta 8 Steps To A World-Class Sales Organisation In 29½ Minutes Richard will introduce a proven model for analysing sales capabilities, and work through best practices around the 8 critical levers that you need to manage in order to optimise your sales performance. You will leave this practical, dynamic session with improved clarity around the steps you can take to achieve world-class performance in your own specific sales environment.

15.30 - 16.00

Richard Ilsley The Sales & Marketing Consultancy Moving Away From A Price Discussion To A Partnership Discussion

Liz Preece The Healthy Worker

Most customer relationships are based on supplying a product or service at a price. Companies which make more money and have a higher share of the customer’s business have moved away from this product/price focus to a partnership focus. This seminar will explain why these companies generate a higher level of customer profitability, win a greater share of the customer’s business and guarantee their future by having first refusal of the customer’s strategic initiatives

This seminar is for forward thinking businesses, looking to achieve the best from their people. Understanding influences on sickness absence and how to manage it within your team, in an engagement enhancing way is innovative and never been so important. In todays’ workplace stress or absence compromise competitiveness. Our enlightening seminar will help you get the best outcomes for your people and the future of your business.

13.15 - 13.45

14.00 - 14.30

Brett Lyons TLSA 3 Steps To Outstanding Sales Leadership

Sustaining A Winning Team

16.15 - 16.45

Karen Dunne Squire Elation Sales Sack the Sales Trainer

Lee Chadwick Communigator Generate Leads While You Sleep confirmed

Being a really great sales person is about having precisely the right combination of mindset and technique and these two things are not things that we are born knowing. In this seminar Karen Dunne-Squire explores how really great sales performance is about creating a personal development programme that is diverse and engaging and not focused around the class room environment. This seminar will explore how you can push your sales team to continuous improvement in a way that will excite and challenge them and quickly hit your bottom line.

SEMINAR SCHEDULE

SALES INNOVATION EXPO MAY 2014

HALL 19 > FRIDAY

11:00 - 11.30

14.00 - 14.30

How is it that some people manage to frequently hit their targets, overcoming challenges along the way, while others consistently struggle to succeed? Are they born or bred ? Sales Superstars think differently and anyone can learn to think in the same way, leading to greater sales performance. In this seminar you will learn what they do and how to help your team become high performing Sales Superstars.

11.45 - 12.15

14.45 - 15.15

In ‘Happy People Sell’ Nev presents his guide to achieving business success, combining his personal thoughts on business management and strategy with examples, both good and bad, from his own business life. The talk includes Nev’s unique guide to motivation; starting with Nev’s philosophy on maximising performance, spotting talent, the origins of his many catchphrases and examples from Nev’s time in ‘The Call Centre’ .

Telesales is a difficult job and often has a bad name. There is usually a big debate around whether to run an internal team or outsource and how to get the best out of either solution. This seminar covers best practice in telesales generally and the considerations around in-house or outsource decisions. We will also explain how to get the best of both worlds.

Andrew Dugdale Sales Assessment “The 2013 Uk Sales Skills Audit The Results – Here - Now”

Neville Wilshire The Call Centre Happy People Sell

Sales Motivations Bryan McCrae What Is It That Sales Superstars Have And How Can You Get More Of It ?

Tracey McCinnes Procom Solutions “Pick Up The Phone” The Black Art Of Telesales!

12.30 - 13.00

Rob Symes The Outside View How Business Analytics Can Unlock Human Potential Imagine a world where you could achieve anything, learn anything, be anything. Most people only achieve 5% of their potential because they’re under the illusion that achieving your potential is about working harder. It isn’t. It’s about machines putting faith in the machine so they can work harder, so you can work smarter. Data in the 21st Century is like oil in the 18th: an untapped, immensely valuable asset. And like oil, there will be huge rewards for those who see data’s fundamental value and learn to extract and use it.

13.15 - 13.45

Karen Dunne Squire Elation Sales Your Sales Team: A Cacophony Or A Master Symphony Telemarketing has been the mainstay for most business to business sales cycles for decades now and yet still it is viewed as something odious and unpleasant. No one loves a cold caller and no one wants to be cold called, yet without this sales activity most major business would fail. In this seminar Karen Dunne-Squire explores why individuals still resent receiving cold calls and how businesses can overcome this negativity and still gain business and more importantly a great reputation through making great sales calls.

MAY 2014 SALES INNOVATION EXPO

SEMINAR SCHEDULE

EXHIBITOR LISTINGS ActionCOACH Stand number 1130 ActionCOACH is the world’s top business coaching firm, with more than a 1,000 offices in 49 countries. We work with business owners to improve sales, cash flow and profitability while developing the team and systems. ActionCOACH London is a bfa Judges Award Winning Franchisee of the Year. 02076229655 www./londoncoachinggroup.com Alto Intelligence Stand number 1164 Alto Intelligence is a champion partner of Birst Business Intelligence, the number one Cloud BI vendor. Due to our extensive experience we are uniquely able to combine our indepth skills and implementation approach with the industry leading cloud BI platform to deliver exceptional customer value 01246389007 www.altointelligence.com Apex Training & Development Stand number 1360 Apex is an award-winning international learning and development business that works with employers to optimise performance through innovative, blended solutions. We help you get more from your training budget and ensure that the development you provide for your sales people delivers lasting results. 01752 848022 www.apextraining.com Aspire Sales Force Development Ltd Stand number 1160 Proven Practical and Powerful, 3 words we use to describe our unique portfolio from consultation through facilitated programs to high-tech mobile solutions not available elsewhere. Our goal is simple, driving ROI through implementation of new skills to enhance business success in challenging markets +44(0)1249249975 www.aspiresfd.com Blue Alligator Stand number 1354 SalesPresenter™ is a serious selling-tool for professional wholesaler sales teams, involved with photo catalogue-based order-taking. Ridiculously easy-to-use (perfect for sales reps!) Throw away those cumbersome catalogues and order forms. Make the best of time with buyers to capture that sale

EXHIBITOR LISTINGS

01908 368001 www.blue-alligator.co.uk Brilliant Selling Stand number 1112 Brilliant Selling is Europe’s top selling book on selling. Authors Tom Bird and Jerry Cassell (aka Tom & Jerry) advise, coach and train worldwide on performance improvement in sales. They are co-creators of the C3 Model of Influencing™ which identifies the key foundations of successful influence 01903 813897 www.brilliant-selling.com CallPro CRM Stand number 1438 CallPro CRM is the only 3-in-1 complete cloud based Customer Relationship Management system which combines the best elements of, CRM solutions, power dialling and email marketing, to create a single, completely customisable solution. 01249 700411 www.callprocrm.com Citygate Automotive Limited Stand number 1120 Citygate Fleet is part of a large independent Volkswagen, SKODA and VW Commercial Vehicle retail operation based around the M25. The team has a wealth of knowledge and experience dealing with all types of businesses from sole traders to multi-nationals. 02088427700 www.citygate.co.uk CommuniGator Stand number 1153 CommuniGator is a provider of digital marketing software and services, specialising in marketing automation. With a diverse customer base both in the UK and around the world, we are immensely proud of the quality of the software we develop. 01483 411911 www.communigator.co.uk Cranfield School of Management Stand number 1326 Cranfield’s Open Executive Programmes cover a wide range of contemporary business issues. Our extremely practical sales programmes put theory into action and show you how to develop successful sales and leadership strategies for your managers and directors. +44 (0)1234 754570 www.cranfield.ac.uk/som/executive

SALES INNOVATION EXPO MAY 2014

Elation Sales Stand number 1355 The Elation Sales Team are leaders in sales and customer experience management. From delivering exceptional quality telemarketing to providing your business with sales training that really improves performance. We are the people to speak to if you want your sales to soar. 0117 965 2189 www.elationsales.co.uk Expand Business Services Ltd Stand number 1356 Ginicam Stand number 1305 Ginicam is a real time interactive broadcast and engagement platform for service providers and celebrities to monetize their online presence. It allows people around the globe to interact via web cams or mobile devices and engage in live interactive conversations, presentations or entertainment. 01707278004 www.ginicam.com Imparta Stand number 1332 Imparta is a global company that generates measurable and sustainable performance improvement across sales, marketing, and service—the main customer-facing functions within most organisations. 02076108800 www.imparta.com Just Cash Flow Stand number 1358 JCF provides funding to young and growing UK companies. The company provides a flexible Revolving Credit Facility that functions in the same way as a normal bank overdraft, providing maximum flexibility for growing businesses. 0141 896 0448 www.just-cashflow.com Key Account Management Group Stand number 1136 Our sales and account management skills development methodology is proven to deliver more effective and longer lasting results. In short, we change sales behaviour for good! We also synthesise best practice learning into video based skills development modules to provide an online support resource +44 (0) 7866 471382 www.keyaccountmanagement.org Krooter Stand number 1142 Krooter® is your self serve recruitment hub. There are tools to manage every step of the process, from writing a job ad to managing the candidate responses. Post to the right job sites in one click and have a curated list of candidates delivered, so you can make the hire. Job Done! 0808 168 5340 www.krooter.co.uk

Love2reward Stand number 1352 Over 6,500 businesses choose Love2reward to help them recognise high-achieving staff, motivate those who need a challenge and incentivise customers. As one of the largest providers of incentive and reward solutions in the UK, we’ve been providing reward management products and services for 20 years 0151 653 1700 www.love2reward.co.uk One4all Rewards Stand number 1366 The One4all Gift Card is a nationwide multi-store gift card that can be spent in over 17,000 outlets across the UK, so you can be confident that the recipient will find something they really value with a One4all. +44 (0)20 7608 2008 www.one4alllrewards.co.uk Oracle Stand number 1310 Built around best-in-class CRM, commerce and industry solutions, Oracle offers the most complete, cloud-enabled customer experience solution in the industry, creating an environment where companies can definitively differentiate themselves across all channels, touch points, and interactions. 0118 924 0000 www.oracle.com/us/solutions/customer-experience/overview/index. html Pioneer Business Systems Stand number 1321 Pioneer Business Systems provide business telephone systems with features to increase sales, improve performance and gain the competitive edge. • Great savings on calls and line rental • Award winning service from UK team • Valuable features designed to improve your business 0845 034 4514 www.pioneercomms.co.uk Pipelinersales Stand number 1320 Easily Manage Customer Relationships with Pipeliner CRM Software. Pipeliner CRM has been designed by sales people for sales people. It combines CRM with sales insights to help you become more efficient and effective. Visit us on stand #1320. 02081442399 www.pipelinersales.com Procom Connections Ltd Stand number 1340 Telesales CRM – developed specifically to manage and monitor productivity and transparency of any size of telesales or telemarketing team. Standard CRM platforms or spreadsheets cannot do this effectively. Built over 24 years and used by an outsource telemarketing business for 1000’s of campaigns 0844 811 2999 www.procoms.co.uk

Sales Initiative Stand number 1114 Sales Initiative is the UK’s only publication dedicated to the professional management of sales. 01244 680 222 www.sales-initiative.com Sales Jobs Expo Stand number 1446 A brand new direct recruitment event dedicated to the UK’s sales job sector. 4 - 5 September 2014, London Olympia #maketherightmove +44 (0) 20 7118 1195 www.salesjobs-expo.com Sales-Motivations Stand number 1336 Sales-Motivations provide assessment, coaching, workshop and e-learning sales psychology training solutions that give you guaranteed results. Bryan McCrae, the founder, is a Sales Psychologist and he invites you to their stand to learn how to turn your team in to ‘Sales-Superstars’ in just 90 days +44 (0)845 531 4125 Sentinel Management Consultants Stand number 1154 Sentinel Management Consultants are a global provider of commercial training and consultancy. We train all the key competencies of today’s top Commercial Managers in one unique coherent system. Our consultants are experienced senior commercial managers and top level negotiators. 01344 724610 www.sentinelmc.com Simply Jobs Boards Stand number 1364 Simply Sales Jobs is the UK’s leading Niche Sales Jobs Board with over 90% market Share. We specialise in bringing Employers and Job Seekers together - it’s as Simple as that! Simply Sales Jobs has over 250,000 registered users and 4,500 live jobs at any one time on average. 01772 639048 www.simplysalesjobs.co.uk TabSys Stand number 1131 TabSys is a ground-breaking mobile (tablet), cloud-based data collection and assessment solution, providing an assessment creation platform for use in the field in real-time, with an embedded cutting edge Business Intelligence (BI) suite. 01732 868660 www.tabsys.co.uk The Blueberry Wave Stand number 1328 We are a leading data management, data analysis and CRM consultancy. We simplify the complex world of customer data for clients looking for growth. We’ve been around for almost 15 years and advise our clients in four specialist areas: insight, data, communications and systems. 01285 648181 www.blueberrywave.com

The Global Recruiter Stand number 1356 The Global Recruiter is the voice of the global staffing industry. Incorporating a multi-media platform including a monthly magazine, website, digital news service and an annual series of events that offer recruitment professionals an opportunity to learn, develop and network on a global scale. 08450948022 www.theglobalrecruiter.com

CRM Stand number 1134 VECTA uniquely combines the benefits of Business Intelligence & CRM, for Manufacturers, Distributors and Wholesalers, providing an instant and comprehensive picture of sales opportunities and performance - whenever and wherever it’s needed - on average achieving a 30% increase in sales results. 0114 262 2033 www.vecta.net

The Healthy Worker and Peopletopia Partnership Stand number 1132 Did you know sickness absence costs UK companies £29 billion a year? How much is it costing your business? We partner with you to provide innovative, effective ways to improve employee health, wellbeing and engagement. The result? We maximize your business efficiency and profitability. 01684 231461 www.thehealthyworker.co.uk

WRNTY Stand number 1140 WRNTY™ is the market leader in sales apps for catalog and order taking, offering the App Store’s most popular sales rep app, SuperRep™. We transition companies into the “tablet age” so they can show their best face while shortening the order-to-cash cycle & preventing mistakes in the order pro 0-808-189-0499 www.wrnty.com

The Sales Doctor Ltd Stand number 1152 The Sales Doctor: We have helped many companies increase conrsion rates with simple training methods which result in a great ROI for your business and a far more motivated team.”We are sales people who train, opposed to trainers who lecture. Therefore we can empathise with your team to get a win” 0207 189 5508 www.wedosalestraining.com TLSA International Ltd Stand number 1110 TLSA are leadership, sales management and sales training specialists that deliver flexible, fully accredited solutions. We care about both the immediate and long-lasting impact to our clients, developing the highest standard of sales performance through challenging, interactive learning methods. 0845 600 1556 www.tlsasalestraining.com Treatme Experience Days & Gifts Stand number 1324 Experience Days are the perfect reward for staff, customers or team days. With thousands of different experiences to choose from, and with nationwide coverage, you will be able to find something that everybody dreams to do. A reward that will last in the memory forever. 0845 5000 345 www.treatme.co.uk/corporate Tri Square Media Stand number TBC Vecta Sales Solutions - Combined Business Intelligence &

Walkin Business Stand number 1434 Supporting your business development is our business. Applying your sales development process the Walkin CRM system actively helps you to find and convert more new customers plus build more sales from existing customers. Using our system assertively you can double your turnover within 3 years. 0203 012 0053 www.walkinbusiness.com

EXHIBITOR A-Z ActionCOACH

1130

Alto Intelligence

1164

Apex Training & Development

1360

Aspire Sales Force Development Ltd 1160 Blue Alligator

1354

Brilliant Selling

1112

CallPro CRM

1438

Citygate Automotive Limited

1120

CommuniGator

1153

Cranfield School of Management

1326

Elation Sales

1355

Expand Business Services Ltd

1356

Ginicam

1305

Imparta

1332

Just Cash Flow PLC

1358

Key Account Management Group

1136

Krooter

1142

Love2reward

1352

One4all Rewards

1366

Oracle

1310

Pioneer Business Systems

1321

Pipelinersales

1320

Procom Connections Ltd

1340

Sales Initiative

1114

Sales Jobs Expo

1446

Sales-Motivations

1336

Sentinel Management Consultants

1154

Simply Jobs Boards

1364

The Blueberry Wave

1328

The Healthy Worker and

1132

Peopletopia Partnership The Sales Doctor Ltd

1152

TLSA International Ltd

1110

Treatme Experience Days & Gifts

1324

Tri Square Media

TBC

Vecta Sales Solutions - Combined

1134

Business Intelligence & CRM Walkin Business

1434

WRNTY

1140

MAY 2014 SALES INNOVATION EXPO

EXHIBITOR LISTINGS

FLOOR PLAN GOING GLOBAL LIVE

SEMINAR HALL 6

WEALTH TRAINING COMPANY SEMINAR HALL 15

SEMINAR HALL 7

SALES INNOVATION EXPO SEMINAR HALL 4

SEMINAR HALL 5

GLOBAL MOBILITY EXPO 1600

OFFICE MANAGEMENT & PA THE BUSINESS SHOW

BUSINESS WORKSHOP

1590 1594

1800 1802

1804 1806

1803

1596

2012

2017

2014

2016

2005

BUSINESSES FOR SALE

1990 1992

SEMINAR HALL 3

2018

2212

2216

2210

2214

2200

2006

2204

1994 1996

1584 1586

FUNDING & CASHFLOW WORKSHOP

1980 1982

2202

2418 2416

2208

2406 ECOMMERCE WORKSHOP

2392

GET ONLINE WORKSHOP

1986

2410 2414 2412

121 ROADSHOW

SEMINAR HALL 11

1580

2218

2394

2398

2390

2396

2380

2384

1984

SEMINAR HALL 18

1570 1572

1574 1576

1770

1772

1776

1970 1972

1562

1564 1566

1760

1762

1766

1960 1964

1162

1166

1362

1366

1160

1164

1360

1364

1152

1153

1352

1150

1976

2170

2172

2176

2370

2372

2376

SEMINAR HALL 19

1560

SEMINAR HALL 17

2386

1154

1356

1358

1354

1355

MENTORING WORKSHOP

1550

PERSONAL INFLUENCE HALL

1558

1751

1950 1954

THE WILEY STARTUP SCHOOL

1956

2360

2368 2364

2366

2350 2352

2357

2354

2356

MIDAS TOUCH

2358

1750 ELATION SALES WORKSHOP

1340

1140 1142

1446

1540

1542

1546

1530

SELF EMPLOYMENT WORKSHOP

1940 1942

1730 1734

1737

1732

1736

EN Start-Ups

1738

1946

THE INTERNET BUSINESS SCHOOL

2340

1936

2130 2132

2137

2134

2138

2136

2342

EXPERIAN WORKSHOP

2346

2336 2337

A Campaign Supporting Young Businesses

SALES GROWTH WORKSHOP

1132

1136

1130

1134

NETWORKING AREA

1336

1438

1434

1522 1520

1120 1122

1320 1321

1324 1322

1326

1526

1527

1524

1528

1720

1724 1722

1726

1924

1922

1928

1112 1114

1310

1328

1910

1312

1305

CRM WORKSHOP

1110

VISITORS ENTRANCE

SALES INNOVATION E X P O 2 0 1 4

FLOOR PLAN

2126

2326

2320

1332 1912

1918

1911 1914 1916 SEMINAR HALL 16

2120 2122

1920

SALES INNOVATION EXPO MAY 2014

KEYNOTE HALL 1

LIVE FEED 1

1900 1904

1907

1902

1906

1908

2112

2118

2312

2315

2110

2114 2116

2310

2314

2108

2302

2305

2308

2106

2300

2304

2306

2102 2104

2107

VISITORS ENTRANCE

2318 2316

SALES INNOVATION E X P O 2 0 1 4

THE BOARDROOM SEMINAR HALL 8

2812

2610 2612

2617

2810

2817

2614

2616

2814

2816

2600 2602

2604 2606

BUSINESS PLANNING WORKSHOP

2790 2792 BRANDING WORKSHOP

FSB SEMINAR HALL 10

2806

2780

2572

2576

2770

SEO WORKSHOP

2767

2764

2766

2750 2752

2757

2754

2756

ANGELS DEN

2740

COFFEE AREA

3180

2970

2972

2768

2976

2960 TWEET MEET

3400 GLOBAL

3406

3392

3384

3398

3596

3588

3380

3188 3187 3386

3580

3586

3372

MOBILITY WORKSHOP

SALESFORCE WORKSHOP

2788

2776

2760 2762 SPEED NETWORKING

2745

2786

2772

SEMINAR HALL 21

3004

2796

2784

3210

3000 3002

2794

SEMINAR HALL 12

2570

SEMINAR HALL 9

3170

3176 3177

3370

3160 3162

3166

3360

3168

3572

3368

SALES OFFICE

3150 3151

2758

3156 3158

3592

3570

3140 3142

3576

3560

3562

3565

3561

3564

3566

3340

BUSINESS CONNECTIONS

2744 2746

3376

3786

3788

3780

3768

MAUVE WORKSHOP

3760

SEMINAR HALL 24

3762

3551

3552

3555

3750 3752

3755

3550

3554

3556

3754

3756

3540 3542

3146 3148

3568

SEMINAR HALL 22

3546 3547

3740 3742

3758

SEMINAR HALL 25

3745 3746 SEMINAR HALL 26

2530 2532

2537

2534

2536

2520

2538

2528 2524

2512

2513

2510

2514

2502

2503

2500

2504

2526

EMAIL MARKETING WORKSHOP

2736

2726 2728

2722 2720

2730

2930

2922

CLOUD COMPUTING WORKSHOP

2724

3130

3334

3120

3534

3110

3126

3326 3325

3116

3510

3513

COFFEE AREA

KEYNOTE HALL 2

3106 mCOMMERCE WORKSHOP

3100

SEMINAR HALL 27

3720

3516

3514

2508

3535 3734 MICROSOFT DYNAMICS WORKSHOP

3328 3522

2920

2518

3530 3532

CAREER PROGRESSION WORKSHOP

3712

3713

3708

3710

3714

3706

3304

3502

3503

3306

3500

3504 3506

3508

3702 3700

SEMINAR HALL 28

SEMINAR HALL 29

VISITORS ENTRANCE

MAY 2014 SALES INNOVATION EXPO

FLOOR PLAN

HOLISTIC DEVELOPMENT FOR SALES TEAMS SALES TRAINING

NEGOTIATION TRAINING

MANAGEMENT TRAINING

ESPRESSO SESSIONS

UNDERSTAND YOUR CUSTOMERS’ NEEDS, CAPTURE THEIR IMAGINATION, OVERCOME OBJECTIONS AND GAIN COMMITMENT.

IMPROVE MARGINS, INCREASE PROFITABILITY AND SHAPE BETTER DEALS - WHETHER YOU ARE BUYING OR SELLING.

CREATE INSPIRATIONAL LEADERS THAT MOTIVATE TEAMS, DRIVE PERFORMANCE, DEVELOP TALENT AND DELIVER RESULTS.

CONCENTRATED BURSTS OF PURE INSPIRATION PROVIDING PRACTICAL TOOLS FOR IMMEDIATE IMPACT.

BUSINESS BOOKS AND STORIES

PROFILING TOOLS

E-LEARNING AND GAMES

MYSTERY SHOPPER

APPEALING TO THE HEAD AND THE HEART - REINFORCING KEY DEVELOPMENT THEMES AND ACCELERATING UNDERSTANDING.

EMPOWERING YOU TO GET THE RIGHT PERSON IN THE RIGHT ROLE, WHILST SIMULTANEOUSLY KICK-STARTING THEIR DEVELOPMENT JOURNEY.

INSPIRING AND EMBEDDING LEARNING - ENGAGING WITH EVERY LEARNING GENERATION.

FORENSIC RESEARCH THAT SHOWS YOU YOUR BUSINESS AS YOUR CUSTOMERS SEE IT, WITH RECOMMENDATIONS TO ENSURE THEY KEEP COMING BACK.

EVALUATION

ACCREDITATION

VIDEO AND ANIMATION

COACHING FOR SUCCESS

MAKE YOUR TRAINING BUDGET GO FURTHER, AND YOUR LEARNING LAST LONGER. AT LAST A WAY TO MEASURE THE IMPACT OF YOUR INVESTMENT IN L&D.

RECOGNISE, REWARD, MOTIVATE AND RETAIN EMPLOYEES SHOWING COMMITMENT TO THEIR LEARNING AND DEVELOPMENT.

CREATE INNOVATIVE, MEMORABLE COMPANY-WIDE COMMUNICATION THAT BRINGS VITAL MESSAGES TO LIFE.

PERSONALISED, CONFIDENTIAL DEVELOPMENT FOR KEY PEOPLE REMOVING CHALLENGES, BARRIERS AND BOUNDARIES AND EXPANDING AND REALISING NEW HORIZONS.

VISIT US AT STAND 1360 APEXTRAINING.COM | +44(0)1752 848022 DEVELOPING SALES PERFORMANCE

SINCE 1993 WINNERS OF 3 NATIONAL TRAINING AWARDS

How have Telefonica, Intel, and GE improved their sales performance?

Sales Training Sales Coaching Sales Academies Sales Conferences Sales-Enabled Product Training

Visit Imparta at stand 1332 to find out more.

Deal Pursuits Sales Simulations Negotiation Skills Sales Assessments Blended and Online Learning

Top 20 Sales Training Company in 2011, 2012, 2013 and 2014

Queens Award for Enterprise in International Trade 2013 â&#x20AC;&#x201C; 2017

Silver Stevie Award 2014 for Sales Training Practice of the Year

Finalist of the 2014 Learning Provider of the Year

Creating sustained, measurable improvement in sales performance

Visit us on stand 1142

Self-serve recruitment.

Fill your vacancy. From £150. Job done.

Visit Krooter.co.uk

100% MONEY BACK

to get started

GUARANTEE Create your job ad in a flash.

Hit the right job boards.

Make your hire.

Use Krooter's tools to tailor and optimise a job advertisement in minutes. Take an early lunch.

Put down the scattergun. Target the right job sites and post in one Krooter click. Brag about the savings.

Marvel at your hiring power as Krooter's intelligent filtering system presents the right quality and quantity of candidates for your selection. Give yourself a promotion.

Krooter® Maximise your coverage and increase your chances of getting the right candidates by posting to multiple job boards. Post your ad to a minimum of 3 job boards from £150. Edit/Add more from our huge list of the most popular and specialist job boards. All ads live for 28 days.

Client Dashboard On average we generate 50 candidates per ad, our candidate ranking directs you to the best candidates first. Communicate with your candidates from the dashboard e.g. bulk reject those who have been unsuccessful. Track the performance of each job board for future use.

The voice for the global staffing industry

MAGAZINE DIGITAL EVENTS AWARDS Visit us on Stand 1356 & subscribe for free for your chance to

WIN AN iPAD!

ASIA PACIFIC

RECRUITMENT LIVE

www.theglobalrecruiter.com

Do your customers

Come and see us at

Stand 1352

Love2shop? It’s no coincidence that the bulk of our 6,500 UK clients prefer Love2shop vouchers and gift cards when it comes to customer incentives and promotions because they’re accepted by the nation’s biggest and best retailers. This versatility appeals to all types of businesses when engaging with staff, customers and everyone else that matters to them.

633827 01123 1234123 4 EXPIRES END 00/00

• Accepted in over 20,000 leading high street stores • Available as a card or voucher for extra flexibility • Proven success with internal sales team incentives • Perfect for sales promotion schemes • Bulk order discounts available

Get in touch

www.love2reward.co.uk/shop1 • 0844 576 0856

flexecash® is the pre-paid card platform which issues the Love2shop cards. This facility is provided by Park Card Services who are Authorised and Regulated by the Financial Conduct Authority to issue electronic money. FRN: 900016. All trade marks are registered to Park Group Plc. Full terms and conditions can be found at our flexecash website. For professional use only. *Figure refers to voucher. Retailers vary between voucher and cards.

Love2reward Engage | Retain | Inspire

Add Value and Make Profit with your Key Accounts

Does the majority of your business come from a minority of customers - your Key Accounts? Strategic Partner

Typical Supplier

Improving relations with your strategic Key Accounts will secure your joint futures. The Key Account Management Group specialises in measuring the capability of your sales team and delivering blended training and coaching to improve your relationships and your success.

To discuss how you can progress your business to become a strategic partner with your Key Accounts...

... visit The Key Account Management Group at the Sales Innovation Expo on stand 1136

www.KeyAccountManagement.org info@KeyAccountManagement.org

We help saleshelps people convert Sales Doctor estate more enquiries business agents win newinto instructions & reduce lead cost. and tie upyour more deals. Don’t Don’ttake takeour ourword wordfor forit:it: “We have seen a significant increase in the number of “We haveand seena amassive significant increase ininthe number of viewings improvement conversions. Sales Doctor’s is innovative, participative and a Sales viewings and a style massive improvement in conversions. refreshing change.” Doctor’s style is innovative, participative and a refreshing Dan McCloud & Giles Atkinson – Directors, Atkinson McCloud change.” Dan McCloud & Giles Atkinson – Directors, Atkinson McCloud

“Not only did he inspire and provide priceless selling “Not only did inspire provide selling techniques forhe my sales and team, but hepriceless helped me become atechniques better manager terms of targeting and motivating mya for myinsales team, but he helped me become team.” better manager in terms of targeting and motivating my Daniel Harris, MD, Northwood UK, South Manchester branch team.” Daniel Harris, MD, Northwood UK, South Manchester branch

To book a complimentary sales consultation To develop your negotiators more please contact us on 0207and 189gain 5508 instructions call Sales Doctor on 0207 189 5508

That’s why top sales leaders use our simulations. If you’re looking for a fresh approach to maximise impact and income, then we’ve got the tools for you. Our unique SKILL ACCELERATOR® sales simulations create an interactive, real-world experience that you can use again and again to test and embed learning.

Try it yourself and ﬁnd out how easy it is to crack your sales targets and

SIMULATE YOUR WAY TO SUCCESS.

0845 600 1556 sales@tlsa.co.uk tlsa.co.uk

See you on stand 1110 On 15-16 May 2014 at the Sales Innovation Expo 2014

We are a leading data management, data analysis and CRM consultancy. We simplify the complex world of customer data for clients looking for growth. Weâ&#x20AC;&#x2122;ve been around for almost 15 years and offer the best sales prospecting database through Wave~Business. Come and visit us on Stand 1328 to see how you can improve your lead generation.

Pipeliner CRM: Insights for Sales Through Lead & Opportunity Management

Designed to work the way salespeople work. In sales, you’re directly paid on your results, just like an entrepreneur. At Qualify Leads Pipeliner, we believe that sales people should be given the tools Schedule Tasks and Events and insights that an entrepreneur would have. We literally show Empower users Contacts to one Cloud BI vendor and Manage & Accounts you how every lead and every opportunity plays out and impacts business make data-driven decisions, in the 2014 Gartner Mag your earnings. No other software does Track Opportunity Pipeline with Birst Business Intelligence! this. Due to our extensive expe Collaborate with Sales and Marketing Birst enables unified business uniquely able to combin Pipeliner CRM is designed to work the Mobile Access analytics: pixel-perfect banded skills and implementatio way sales teams actually work. This reporting, ad hoc query,Appdata developed over many y Integrations is customer relationship managediscovery and in-dashboard ad- industry leading cloud B Management Reports ment that thinks, works hoc talks, pivotand from a single platform. deliver exceptional cus the way you do.

Every interface has an extensive We’re at stand 1164, co library of interactive visualizations: to us and find out how we Create pivot tables, visualize a sneak peek of your data Visit Stand Free into Full Version 30-Day data, and #1320 drillFor Your down it in Birst and Trial talk you reports... all without involving IT! you can bring real BI to of Pipeliner CRM or go to www.pipelinersales.com Alto Intelligence is a champion partner of Birst Business Intelligence, the number

Empower business make data-driven with Birst Business

users to decisions, Intelligence!

WWW.BIRST.C WWW.ALTOINTELLIGE

one Cloud BI vendor and a challenger in the 2014 Gartner Magic Quadrant!

Due to our extensive experience we are Birst enables unified business uniquely able to combine our in-depth analytics: pixel-perfect banded skills and implementation approach, reporting, ad hoc query, data developed over many years, with the discovery and in-dashboard ad- industry leading cloud BI platform to business users to one Cloud BI vendor and a challenger hoc pivot from a single platform. deliver exceptional customer value. data-driven decisions, in the 2014 Gartner Magic Quadrant! Business Intelligence! Every interface has an extensive We’re at stand 1164, come and chat to our extensive experience are find out how we can give you library of Due interactive visualizations: to we us and bles unified business uniquely able to combine our in-depth Create pivot tables, visualize a sneak peek of your data, as we model pixel-perfect banded and skills and data, drill implementation down into approach, it in Birst and talk you through how ad hoc query, data developed over many years, withcan the bring real BI to your business! reports... all without involving IT! you and in-dashboard ad- industry leading cloud BI platform to from a single platform. deliveris aexceptional customer value. W W W . B I R S T . C O M Alto Intelligence champion partner WWW.ALTOINTELLIGENCE.COM of Birst Business Intelligence, the number rface has an extensive We’re at stand 1164, come and chat interactive visualizations: to us and find out how we can give you

Are your best assets focussed on selling? 6 week online programme + powerful sales strategies, contained within entertaining video series = more sales

Click to visit www.salesjuice.tv

Throw out your SalesForce system. Throw away your ACT! and Zoho. Abandon Microsoft Dynamics. 90% of businesses Rate their system at less than good*

A simpler, better, easier alternative CRM - at around 25% of the price.

You’ll be pleased with the Walkin CRM – visit us at stand 1334. *Best performing: Salesforce, Goldvision and Applecare - lynchbuchanan.co.uk Feb 2014

THE SELLING APP FOR MULTI-CHANNEL WHOLESALE Blue Alligator’s SalesPresenter™ is a serious selling tool for professional wholesaler sales teams and sales agents, involved with photo catalogue-based order-taking. SalesPresenter is the must-have order-taking app if you have an extensive range of products, carry catalogues to present them, need to see accurate stock information and create orders which have many lines. It’s ridiculously easy-to-use (perfect for sales reps!), so you can throw away those heavy, expensively-printed catalogues… and make the most of the time with buyers to capture that valuable order!

World-leading iPad-based Catalogue/Sales Order-taker with Web-based B2B trade-ordering With over 650 user companies around the world, SalesPresenter is now the modern answer, combining product catalogues with your order-writing system:

• • • • •

Engage your buyers and look more professional, both at tradeshows and on-the-road. Save effort, time and money on processing your customer orders. Link to your main Order Processing/Stock Control system via our secure Cloud to get updates on stock, prices and customer info directly to the point-of-sale. Standard interfaces are available for popular accounting/ERP packages. Add multiple sales channels through our web-based B2B and e-commerce upgrades

Whether selling through agents, sales teams, or directly to customers through web-based channels, Blue Alligator’s Multi-channel Sales Software increases your revenues through forward-thinking, innovative simplicity. SalesPresenter™ – Simply Sell More

Visit us on stand 1354 or go to our website www.blue-alligator.com/salespresenter

www.procoms.co.uk Telesales CRM â&#x20AC;&#x201C; fit for the purpose

Expert telemarketing

Telesales CRM â&#x20AC;&#x201C; developed specifically to manage and monitor productivity and transparency of any size of telesales or telemarketing team. Standard CRM platforms or spreadsheets cannot do this effectively. Connect Technology has been designed and used by an outsource telemarketing business over 24 years and 7000 client campaigns. You now can benefit from this experience via our browser based CRM.

t: 0844 811 2999 e: info@procoms.co.uk ProComs_stand_backdrop_quarter_final.indd 1

Station Yard, Station Approach, Knebworth, Herts, SG3 6AT

Oracle Sales Cloud Drives Smarter Sales

Forecasting, territory management, incentive compensation, configuration pricing and quotation tool and moreâ&#x20AC;Ś. Social Selling Made Easy Modern technology makes it easier than ever for people to work together, whether they are in the same building or on different continents. Oracle Social Network is a secure enterprise collaboration tool that enables sales people to work with each other and across business units more easily. It allows users to conduct online conversations in real time, stream relevant updates on key information across the organisation, focus social networking activity on specific business goals, and introduce social elements into existing applications used in other parts of the business.

Configuration, Pricing, And Quoting Oracle CPQ Cloud also provides an ideal solution for fast-growing, midsize companies looking to streamline the Entire opportunity-to-quote-to-order process, including product selection, configuration, pricing, quoting, ordering, and approval workflows and scale their sales operations. It enables businesses to assist customers in selecting the right products faster, and then enables accurate pricing, proposal creation, and streamlined renewals. Key benefits include: Simple self-administration and rapid deployments

Stay Connected

Companies that embrace modern sales performance management strategies and solutions enjoy significant benefits: 20% increase in revenues, 15% increase in close rates and 75% increase in average deal size according to research from leading analyst firms.

Access Data. Deliver Insight Take Action Every sales executive recognises that the more they know about the success of sales activities, the more likely it is they will be able to refine them to improve performance in the future. In other words, sales insight has a direct relationship to revenue generation. Oracle Sales Analytics, part of Oracle Sales Cloud, enables sales executives to access the most relevant information for their role, deliver insight into the success of sales activities, and make smarter decisions based on that insight. Not only that, Oracle Mobile Sales Analytics Mobilytics solution provides access to historic, real-time and forwardlooking data that sales managers can use to perform key tasks like territory planning and deal prioritisation from mobile devices. As a result, teams can be managed more effectively, deals can be closed more quickly and forecasts can be made more accurate.

Come and chat to us on stand 1310 to find out more on how to drive your revenue with A Modern Sales Cloud www.oracle/com/salescloud

THE REVOLUTIONARY NEW SKILL DEVELOPMENT TOOL

• MAXIMISING YOUR TRAINING BUDGET • EMPOWER YOUR SALES TEAM TO CONSTANTLY DEVELOP & LEARN BEST PRACTICE • MAKE YOUR TRAINING STICK • PROVEN TO WORK

“Skill Master is a unique platform that allows us to provide customized coaching to individuals in the field so they can feel empowered as they interact with customers. Because our field based team only meets once a quarter for training, we were concernedabout information retention. Skill Master has enabled us to not only reinforce what we have taught throughout the quarter, but it allows our field-based team to practice certain skills prior to meeting with customers” RM, Medtronic, Inc.

HR & Recruiting Courses

Professional HR Certificate

Professional In-House Recruitment Certificate

Professional Agency Recruiter Certificate

StudyCourse.org or 0871 288 2108 Professional QualiďŹ cations Recognised Internationally IOR

Institute of Recruiters

.org

Unlock the Power of Your Sales and Marketing Operation with VECTA

VECTA is the leading Sales Intelligence, BI & CRM solution for distributors, revealing actionable sales analytics of customer buying behaviour that empowers your sales team to increase sales growth, efficiency and profitability.

01908 249758

Email: marketing@vecta.net

VECTA makes it simple to increase real selling time and achieve 30% sales growth. Convert your in-house data into useful actionable Sales Intelligence. Visit stand 1134 to meet VECTA ‘guru’ Jayne Hill and find out how, using a unique combination of Business Intelligence and CRM, you can improve productivity, increase sales and guarantee a powerful competitive advantage. Jaynes VECTA Seminar “Why Traditional BI, CRM and Gut Instinct Won’t Grow Sales” (Friday at 3.30pm) will also enlighten you. The benefits of effective sales automation and the productive use of data, instantly converted into actionable sales opportunities, will suddenly become clear and you will be ready to banish the reliance on that ever-present ‘gut instinct’… at the touch of a button.

By establishing how the combination of traditional Business Intelligence and CRM create true Sales Intelligence, our seminar will help you to appreciate the VECTA effect and how, through the use of BI and sales analytics, it supports and protects your margins, offers the ability to evaluate individual customer accounts and enables a truly proactive approach to optimised sales activity. Intelligence driven selling is the new way forward for every sales team. Why not provide your team with the opportunity to go into every meeting fully prepared with factually accurate and up-to-the minute information? Imagine the difference that adding a line to every order could make to your business.

See us on stand 1134

Web: www.vecta.net

VECTA offers you the opportunity to exploit every sales opportunity, enhance valuable customer relationships and achieve the ultimate goal - increased sales results. Excellent value, VECTA can be delivered for just a few £'s per week, show a rapid return on investment and you could have 'live' VECTA users within days of placing an order.

Jayne Hill Commercial & Brand Manager VECTA Sales Solutions Ltd

Visit Jayne on stand 1134

www.vecta.net

The #1

Free Trial

www.wrnty.com

Sales Agent App

The all-inclusive app for field sales reps â&#x20AC;&#x201C; designed specifically for the needs of manufacturers, wholesalers and distributors.

Ideal for use on the road, in showrooms and at trade shows.

e-Catalogue

Present your products with flair

Order Taking

Take lightning-fast orders

CRM

Put customer information in the hands of your sales agents

Integrates with:

Visit us at Sales Innovation Expo, Stand #1140 www.wrnty.com

Email: info@wrnty.com | Tel: (UK) 0-808-189-0499

Working in Partnership to support Healthy Businesses with Engaged Employees

Did you know sickness absence costs UK companies £29 billion a year? How much is it costing yours? We are passionate about people, or more specifically, healthy, engaged employees, so that’s what we do – we help you achieve healthy, engaged employees. Moreover, once we’ve helped you to improve the health, wellbeing and engagement levels of your people, you’ll see improvements to your bottom line. We work with forward thinking businesses to provide a range of employee engagement and training programmes. We deliver National Award Winning, unique and innovative solutions to benefit your business.

Business Benefits include: • • • • • •

Reducing sickness absence costs by an average of 66% Innovative, national award winning sickness absence solutions Improved business resilience, effectiveness and profitability Improved Retention - Engaged employees are 87% less likely to leave Companies with top quartile engagement have twice the annual profit of the bottom quartile Engaged organisations grow profits up to three times faster than their competitors

Liz Tel: 01684 231461 E-mail: liz@thehealthyworker.co.uk Website www.thehealthyworker.co.uk

Why work with us? We partner with you to improve your employees’ health, wellbeing and engagement, maximising your business effectiveness and profitability. Between us, we have over 30 years of experience in learning & development, employee health and wellbeing and employee engagement. Our expertise means that you can find support for your employee engagement, health and wellbeing all in one place.

Healthy, engaged businesses thrive rather than survive. Contact us today for a free consultation or to see how we can help you. At the Sales Innovation Expo? We’re exhibiting on stand 1132

Gail Tel: 0845 415 4106 E-mail: gail@peopletopia.co.uk Website: www.peopletopia.co.uk

BUSINESS SHOW2014

ExCeL LONDON

THE

15 & 16 MAY 2014

THE UK’S BIGGEST BUSINESS EXHIBITION FOR ANYBODY STARTING OR GROWING A BUSINESS S CHARLES ROLL

WILL KING

N LUCY TARLETO

BRAD BURTON

D DOUG RICHAR

SOME OF THE BIGGEST NAMES IN BUSINESS GIVING YOU ALL THE INSPIRATION, ADVICE AND TOOLS TO HELP GROW YOUR BUSINESS 250 FREE SEMINARS 10 HANDS ON WORKSHOPS NETWORKING EXPERT ADVICE ST

BUSINESS SHOW2014

THE

ROUND TABLE DISCUSSIONS PITCH TO PANELS OF INVESTORS 350 EXHIBITORS BUSINESSES FOR SALE LIVE

RUNNING ALONGSIDE Of ice Management

SALES INNOVATION

E X P O 2 0 1 4

Exhibition and Conference

GLOBAL MOBILITY ENTERPRISE, TALENT & TRAVEL

2014

LIMITED FREE TICKET S available at ww

w.thebusine or call 08000ssshow.co.uk 68 69 70

The complete 3-in-1 cloud based solution Complete CRM Email marketing Power dialling All functionality included as standard www.callprocrm.com

Stand 1438