Sales Innovation Expo Show Guide 2015 by Fortem International

13 & 14 MAY 2015

SALES INNOVATION E X P O 2 0 1 5

SALES INNOVATION EXPO 2015

WEDS 10AM - 6 PM | THURS 10AM - 5PM

BRAND NEW SALES TECHNOLOGY FOR 2015 WORLD’S LEADING SALES SPEAKERS OVER 80 SEMINARS 60 OF EUROPE’S LEADING SALES SUPPLIERS 48 MASTERCLASSES 3,000 OF THE UK’S TOP SALES & MARKETING LEADERS

“EUROPE’S LEADING SALES SHOW!”

UNMISSABLE SPEAKER LINE-UP

- Jonathan Farrington

DAN WALDSCHMIDT

TIFFANI BOVA

JONATHAN FARRINGTON

TAMARA SCHENK

THE BILLION-DOLLAR DEAL MAKER

WORLD’S TOP SALES THOUGHT LEADER

SALES GURU & CEO OF TOP SALES WORLD

WORLD’S TOP 10 SALES INFLUENCER

THIS IS SALES INNOVATION EXPO

CO-LOCATED SHOWS

Welcome to the UK’s largest exhibition and conference dedicated to sales leaders! This event brings you everything you need to help you boost the performance of your sales team – and boost your sales revenue.

Jonathan Farrington, CEO of Top Sales World; sales guru Tamara Schenk; Dan Waldschmidt, the billion-dollar deal maker; sales thought leader Tiffani Bova, and many more.

Welcome to the Sales Innovation Expo 2015 - the biggest event around for sales leaders to find the techniques, tools, and strategies guaranteed to achieve success for you and your sales team. This show guide details everything that’ll be taking place over the event’s two days, from the information-packed seminars and masterclasses, to a complete list of exhibitors that will be contributing their expertise. There’s so much to do and see at this event, make sure you plan your visit in advance to ensure you don’t miss out on what could be vital to you and your team!

See opposite to find out about our fantastic schedule of keynote speakers. Every seminar is free to attend but due to their huge popularity, places are high in demand so get there early to avoid missing out!

03 HEADLINE SPEAKERS

We’ve gathered together the most influential and experienced thought leaders and experts from the sales profession, offering the most innovative advice and demonstrating to you the latest technologies, products, and services. You’ll have the opportunity to find out first-hand from the world’s most inspirational sales leaders what separates the top performing 3% from the rest, as well as tips on how to get more from your marketing department and what really motivates salespeople. We have a world-class line-up of keynote speakers, amongst them

BUSINESS SHOW2015

THE

Masterclasses will clearly demonstrate to you how you can increase the performances of your sales teams. The event offers you an incredible chance to learn about a range of strategies which will have a hugely beneficial impact on your team’s results, and you’ll be left inspired by the performance transforming

techniques you learn which are used by some of the UK’s sales leaders to improve sales. The five masterclass strands cover everything from the essentials of selling, to CRM, as well as explaining the most common reasons why businesses fail, and how you can avoid these mistakes. Masterclasses are always a hit with our visitors, and places are limited so make sure you don’t miss out by booking your place at www. salesinnovationexpo.co.uk. Whether you’re looking for new ways of inspiring your team to better sales figures or you’re a managing director hoping to grow your business to new heights, the Sales Innovation Expo has everything you need to boost your sales team, and your results.

The Sales Innovation Expo Team

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

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

MASTER CLASSES

SEMINAR SCHEDULE

35 EXHIBITOR

Don’t miss out with this full list of who’s speaking where and when, including a few of the unmissable essential seminars this May.

Detailed information for every exhibitor at this year’s show.

LISTINGS

FLOOR PLAN

Find your way around Sales Innovation Expo 2015.

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WELCOME

SALES INNOVATION EXPO MAY 2015

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UNMISSABLE SPEAKERS This is your chance to learn about the innovation, current developments, and unmissable opportunities in your sector through the most inspirational and astute business figures in the world. We have assembled a line-up of speakers to present our exclusive seminar schedule that simply cannot be matched by any other event; in front of you will be a prominent, experienced, and influential expert, ready to pass on their wealth of insight, guidance, and ambition to you. You’ll find the full seminar schedule in the heart of this show guide, but with such a

high-calibre choice of seminars, where do you start? The next few pages provide details on who will be speaking and what they will be presenting to you. All of our speakers have received acclaim for their work and are renowned names within their field; they are driving forces behind the innovation and ground-breaking developments achieved in their specific sector. They want to share their stories, demonstrate their work, and pass on their knowledge. What do you want to see?

PLACES ARE FIRST-COM E FIRST-SERV , E SO GET TH D, ERE EARLY!

THE MOST CONNECTED JONATHAN MAN IN SALES FARRINGTON Jonathan Farrington is a universal superstar in the business world. A coach, mentor, author, and consultant who has guided hundreds of companies and thousands of individuals around the world to the very top performance level. Jonathan is CEO of Top Sales World and managing partner of Jonathan Farrington and Associates, based in London and Paris. He has personally developed more than 100,000 frontline sales professionals and their managers on four continents. His multi-award winning blog, the JF Blogit, was first launched in 2006 and attracts thousands of visitors every single day. Jonathan’s first book, ‘Tougher at the Top’, is due to be published in 2015. Jonathan was the CEO of The JFA Group, which he established in 1994 and sold in 2005. Prior to that, he was involved in some of the most demanding market

sectors, such as IT, Telecommunications, and Finance. Jonathan’s development throughout his career has seen him work with some of the largest and most successful international corporations including IBM, Wang, Litton Industries and The Bank of Tokyo. As a writer, Jonathan has been republished by numerous journals including The New York Times, The Washington Post and The London Times; and he is consistently named amongst the top twenty influential sales and marketing experts.

WEDNESDAY | HALL 9 | 11:00 - 11:30 2020 Selling: The Future Of Professional Selling The sales space has witnessed more changes in the past three years than it did in the previous 50, and we should anticipate that rate of change will only continue to accelerate. Join one of the world’s foremost sales gurus and genuine thought leaders as he shares his vision for the future of professional selling.

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Missed a speaker? Some speakers 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.

MAY 2015 SALES INNOVATION EXPO

SPEAKERS

TAMARA SCHENK

WORLD’S TOP 10 SALES INFLUENCER Possessing a complete view of the sales process, Tamara Schenk is truly a global thought leader in the world of sales. Join her and enjoy her forward-thinking, innovative, and passionate approach and become a better sales leader. Tamara has enjoyed more than twenty years of experience in sales and service in different industries on an international level. Her career started in 1992, with her own business of selling and implementing

software solutions for the automotive industry. She continued her career in different consulting and sales roles before joining T-Systems in 2005, covering various roles including strategy implementation and business development. As well as this, she then evolved sales enablement from a program to a strategic function. Before joining MHI Research Institute in January 2014, she led the global sales force enablement and transformation team, also covering a holistic development program for frontline sales managers. At MHI Research Institute, she connects the dots between experience, research, and client engagements to drive sales performance and sales force transformation in an effective and sustainable way.

WEDNESDAY | HALL 9 | 11.45 - 12.15 Frontline Sales Manager’s Dilemma – Coach, Leader And Business Manager Frontline sales managers (FSMs) are the most important role in any sales organisation when it comes to sales execution. But our research shows that developing FSMs is still not a high priority ranking investments in productivity. This disconnect has to be solved with holistic frameworks that address the FSMs’ challenging role, their often competing key areas customers, people and business. Our FSM Triangle is the foundation for effective FSM development..

EUROPE’S BEST SALES TRAINER BOB ETHERINGTON Since the 1970s, Bob Etherington has developed a reputation for being a modern professor of selling. With experience of numerous key global markets and several recessions, there are few who can match Bob’s distinguished career in sales. Bob owns the Bob Etherington Group Ltd, the international city based company helping executives reach their goals by selling their ideas, products, and services more effectively and profitably. Previous to this, he worked for Reuters (now Thomson Reuters), and lived for several years in New York, raising the skills of the US sales force to market-leader status in the Americas. Bob has authored four highly acclaimed books on selling and persuading for business people, including ‘Presentation Skills for Quivering Wrecks’, a book that has remained in Amazon. co.uk’s top 10 business books for the past five years. As well as this, Bob is a frequent speaker at conferences all over the world, special advisor to Westminster Business Council, and was recently elected a freeman of the City of London.

WELCOME SPEAKERS

SALES INNOVATION EXPO MAY 2015

WEDNESDAY | HALL 9 | 16:15 - 16.45 The Negotiating String And How To Pull It Negotiating is the poor cousin of ‘selling’. Like bartering & haggling it is a more ancient way to transact commerce. But most of us ‘sophisticated westerners’ have lost the skill. So when confronted by experts from emerging economies in modern commerce, we frequently lose out. This session will show you the 4 suicidal behaviours of poor negotiators, the four top behaviours of expert negotiators, and why you need to know the GLITCH.

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DAN WALDSCHMIDT

THE BILLION-DOLLAR DEAL MAKER AND EXPERT SALES STRATEGY ADVISOR

Universally revered for his approach to business, Dan Waldschmidt has been called the ‘best in the world’ by The Wall Street Journal, and profiled in Inc. Magazine, Businessweek, BBC, and in hundreds of articles and radio shows around the world. Part psychologist, part ‘people watcher’, he speaks at leading universities, Fortune 50 firms, and industry events about achieving success in business and life. Using experiences from his time training as an ultimate fighter, high-growth CEO, and ultra-runner, Dan delivers an unforgettable experience to jump-start your crowd. Dan’s blog, EDGY Conversations, has been recognised by the Wall Street Journal as being one of the top 7 sales blogs available on the Internet, and he, along with his team, have received global reverence for the help they provide companies in becoming truly high performers.

WEDNESDAY | HALL 9 | 13.15 - 13.45 21 EDGY Ideas To Boost Sales Drawing on over a decade and a half of advising the fastest growing companies around the world, Dan shares 21 impactful strategies to help you achieve the same level of success, covering everything from smothering your customers to using your humanity to your advantage.

GUIDE YOUR FUTURE WITH THE BEST IN THE BUSINESS TIFFANI BOVA When the world’s largest technology companies need guidance on sales innovation and business transformation they call Tiffani. As a VP, Distinguished Analyst at Gartner, and widely recognised as a leading name in the field, her advice and insights are in high demand. Tiffani Bova has led large sales divisions of both small and large Fortune 500 companies and considers herself a ‘recovering seller’. Her high velocity years at the front line also gave her the hands-on expertise executives

crave in their strategic partners and made her an authentic, passionate and brilliant advocate committed to her client’s success and continued growth. Tiffani is the worldwide lead for go-tomarket / Sales Strategies and channel Innovation at Gartner and the recipient of Gartner’s Thought Leadership award in 2014 for her work on the Future of IT Sales. Having delivered over 200 keynotes across five continents to over 300,000 people, Bova is a revered speaker at technology and sales conferences around the world. Tiffani was named one of 2014’s Most Powerful & Influential Women in California by the National Diversity Council, and was also voted one of the top 50 Sales and Marketing Influencers by Top Sales World Magazine. She has been featured in Forbes, The Economist, HuffPost, Harvard Business Review and The Wall Street Journal covering future trends in sales strategy and improving execution.

WEDNESDAY | HALL 9 | 12:30 - 13:00 Guide Your Business From The World’s Top Sales Leader After focusing her research on the B2B side of technology sales, Tiffani has found that the greatest growth challenge for companies today is finding the means to protect and defend existing customers (and revenue) whilst also reinventing the sales organisation and go-to-market model for new business. This is the ‘seller’s dilemma’ and Tiffani will be revealing her findings to help you hit your sales targets.

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Missed a speaker? Some speakers 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.

MAY 2015 SALES INNOVATION EXPO

SPEAKERS

GAVIN INGHAM TRANSFORMING YOUR SALES TEAM INTO SALES SUPERSTARS How do companies become more motivated, more focused, more effective, and make more sales? Gavin Ingham is a man who has created irresistible sales forces all over the UK and Europe, as well as the USA and Africa. And now he’s here to talk to you… Gavin Ingham is a dynamic, straightspeaking presenter who will provoke audiences to think about business and life in a whole new way. An expert in mental toughness, Gavin asks the difficult, game-changing questions that other people don`t ask. He helps executives face up to making tough decisions, leaders coach more effectively and sales teams win more sales.

He is the author of 3 books and has spoken at more than 1000 conferences in the last 10 years. When he is not stirring up an event somewhere or closing a deal, you might well find him bashing out some boogie-woogie on the piano. He’s no Jools Holland but if you ask nicely he might just play a riff or two.

WEDNESDAY | HALL 9 | 14:00 - 14:30 Tough Sales - How To Make More Sales In Any Economy The world changed. Business today is more challenging. Good enough is not good enough anymore and many sales and business people are struggling to make the sales they have in the past. 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. Jam-packed full of proven techniques & real world strategies, this high energy, sales boosting keynote will ignite your sales passion & give you the mindset, the strategies & the techniques that you require to succeed.

GUERILLA TACTICS FOR SALES BREAKTHROUGHS PHIL OLLEY With previous experience in the military, Phil Olley knows exactly how to get your sales ambitions in order. Now a nationally recognised business speaker and author, Phil is here to help you stamp your mark on the world of sales.

THURSDAY | HALL 9 | 14:00 - 14:30 Guerilla Tactics For Sales Breakthroughs In the New World Order, gaining competitive advantage is about how you and your team approach sales. Phil will inspire you with this thought-provoking and highly engaging presentation, where he will highlight the five key guerrilla tactics in making significant sales breakthroughs in the new business jungle. Gain more customers of the right type, saving you time, energy, and money, and discover the practical application of neuroscientific approaches to sustain exceptional sales performance.

WELCOME SPEAKERS SEMINAR SPEAKERS

SALES INNOVATION EXPO MAY 2015

Phil is one of the leading UK speakers on business growth strategies, professional focus, and making sales breakthroughs. He has worked with salespeople throughout the world, from SME owner-managers to strategic leaders and sales teams in international brands such as Shell, L’Oreal, Pepsico, Mars (Masterfoods), Kellogg’s, and many more. Phil is the author of ‘Counting Chickens’ and ‘RESULT! Think Decisively, Take Action, Get Results’, published by Pearson, available on Amazon and in airport lounges the world over. He is no stranger to the media, where he writes articles and columns for business magazines, regularly features on BBC Radio, and contributes to primetime TV programmes, including a number of appearances on the Richard and Judy Show!

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SHWETA JHAJHARIA

COACHING YOU INTO ACTION

Shweta Jhajharia is a business coach with ActionCOACH, the world’s number 1 business coaching team. She has won many awards since her initial training with ActionCOACH in 2008 and her achievements include the coveted awards for ‘Global Best Client Results’ (2012) & ‘Fastest Growing Coaching Business` (2010) out of ActionCOACH`s 1,000 coaches globally.

WEDNESDAY | HALL 10 | 13.15 - 13.45

She was Global Marketing Manager with Unilever before joining ActionCOACH in 2008. She has been awarded the ‘London Coach of the Year’ consistently since 2009 and is also the ‘British Franchise Association Franchisee of the Year 2013 Judges Award’ 2013 Judges Award winner. Shweta`s ActionCOACH clients are achieving phenomenally consistent business growth (averaging 41% over the last six years!).

Building The Ultimate Sales And Marketing Machine In this fast paced ‘no fluff` session, you will discover... 1) How to stop desperately looking for ‘one more client` & how to build a leveraged machine that generates double digit growth every year. 2) Three tell-tale signs that the sales model you have is broken and is actually holding you and your clients back. 3) How to stop cash draining marketing and create an unlimited marketing budget for your business. 4) What`s wrong with the traditional measures of sales and profit, and the `Five Levers` Business Building System that gets you & your team focused on the right activities.

ROSS KINGSLAND THE FUTURE OF SALES, UK’S TOP BUSINESS MENTOR Ross is a communications strategist for prestigious clients like Lamborghini and Virgin. After jumping off the corporate ladder during the recession to start his own consultancy, he went onto advise international corporate brands and government departments on how to effectively influence and persuade others through psychological strategies and techniques. Ross is the founder of Neuro Responsive Inception, a revolutionary science based influencing model that is taught to select clients across the globe. With Sales Departments coming under increasing pressure from CEOs to exceed targets a new strategy is needed. With, a new leadership column in FAST Company Ross knows first hand the challenges of managing a sales team and the leadership needed to achieve the seemingly impossible in the modern world. Ross Kingsland is passionate that the ability to inspire others to act is the difference between success and failure; this is why

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he has dedicated his life to inspiring others and applying his ideas to help organisations achieve the results they are seeking.

WEDNESDAY | HALL 9 | 14.45 - 15.15 The Future Of Sales We believe in challenging the status quo. We believe in thinking differently. When the odds are stacked against us, we challenge the status quo by winning. We are perceived as underdogs; we are, in fact, giant slayers. We never use sales techniques. Discover the exact strategies that resulted in an unknown sales trainer winning clients like Lamborghini, Virgin, and KPMG, with no existing relationship, no sales presentation, and no brand name. Learn how your sales team can implement the same model to deliver a true step change in your business, revenue, and career.

Missed a speaker? Some speakers 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.

MAY 2015 SALES INNOVATION EXPO

SPEAKERS

DARREN KELLY

EXPERT IN SALES SUCCESS AND BESTSELLING AUTHOR An author whose work is the favourite of no less than three billionaires, an international sales and communications expert, a trusted and experienced media figure, and renowned speaker. And now Darren T. Kelly is here to educate you.

No other sales trainer in the UK has written a sales book that is endorsed by three Forbes billionaires – ‘HELLO PROFIT’. Darren helps people communicate with confidence and clarity to increase revenue. Media and property tycoon Donald Trump calls Darren a ‘dedicated teacher’, Celtic FC owner Dermot Desmond says, ‘You won’t be disappointed’, and DFS founder and Retail Week columnist Lord Kirkham says, ‘Darren’s insight, depth of knowledge, and passion for the art and science of authentic selling are profound’. Darren has spoken and coached companies such as DLA Piper, Yorkshire Bank, Chamber International, and the Skolkovo Project. His core belief is that ‘People will take interest in you if you pay attention to what interests them’. ‘HELLO PROFIT’ (revised edition) was released in January 2015.

JAY TIKAM

THE ETHICAL SALES EXPERT

Looking for an innovative approach to risk management that will guarantee your objectives being achieved and ensure sustainability in your business? Jay Tikam is your man. In this seminar, Jay will be highlighting how to maximise organisational performance and increase profitability. Jay Tikam is a dynamic and commercially focused advisor whose risk and compliance strategies have a proven track record of success with his clients. As a management consultant, Jay has helped some of the world’s largest companies including Aviva, Prudential UK, Aegon UK, HBOS, Nationwide, Schroders, and the South African Reserve Bank. As a seasoned advisor and business strategist, Jay firmly believes in embracing risk management and compliance as a way to enhance bottom line profit and reduce expenses. He now uses his experience from the financial services sector to help small and medium sized enterprises boost sales in a safe and compliant way. He has a unique and fresh approach to teaching his clients how to use risk management and compliance to gain competitive advantage.

THURSDAY | HALL 11 | 14.45 - 15.15 Achieve Market Beating Performance Without The Risk Of Being Too Pushy, Or Breaking New Consumer Protection Rules Your sales teams are under increasing pressure to meet targets because of tough economic times and fierce competition. It`s easy to see how this pressure can push them across the fine line between ethical and unethical selling, and worse, between legal and illegal sales practices. With more ethical selling, focusing on what is right for the customer and enhancing their buying experience is the new paradigm shift that winning sales teams of the future will embrace.

THURSDAY | HALL 10 | 13.15 - 13.45 The Sales Champion in You A Sales Champion is an expert who never stops growing: (s) he delivers recurring high-profit sales using WOW. But what does it take to become a sales champion? In this energetic and passionate presentation, Darren will share the secrets he gleaned from the world’s greatest salespeople from Donald Trump to Lord Kirkham. Expect to be able to use the strategies and techniques immediately.

SPEAKERS

SALES INNOVATION EXPO MAY 2015

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KAREN DUNNE-SQUIRE

LEADING THE WAY IN SALES PRACTICE Driven by a passion of making businesses work by delivering on performance, Karen Dunne-Squire is here to convert your sales team into a formidable results machine with her uniquely innovative training and mentoring style.

THURSDAY | HALL 9 | 13:15 - 13:45 Stop Pitching, It’s Killing You Getting your core messages across to your prospects as clearly as possible is the key focus of all sales teams, but does the traditional sales pitch work in today’s sales world? Your clients don’t want pre-prepared pitches that present assumed USPs, and these certainly don’t allow you to give the best account of your ability. In this seminar, Karen will talk you through the value of removing the sales pitch from your sales process and instead creating a tailor-made sales approach that has been proven to bring genuine improvements to results.

Karen is the owner and MD of Elation Sales, and a leading expert on sales and sales practice. Selling is both her day job and her hobby and she and her team are as serious about selling as they are about making small businesses great. Over many years of selling and managing sales teams, Karen has helped a huge range of businesses from one-man-bands to large corporates develop sales cultures that truly drive the business forward. As well as helping hundreds of businesses establish successful sales cultures that really breed success, Karen has built Elation Sales, a business that has successfully doubled turnover year-on-year, on the premise that a strong culture builds a successful business. After working with Karen, sales teams are strengthened by a shared passion and commitment to build a successful business.

NIC READ, PIERS DENNE, ROB BARHAM

PANEL DISCUSSION: PREPARING FOR THE WORST

Nic Read: managing partner of SalesLabs, global researcher, bestselling business author, and former executive director of Ernst & Young’s sales advisory practice.

Piers Denne: 30 years in executive sales director positions in the financial services industry, including Fidelity International, Threadneedle and Future Capital Partners.

Rob Barham: former CEO of TACK and head of sales at Imparta, with a track record of doubling corporate revenue in bull and bear markets in the UK and around the world.

THURSDAY | HALL 8 | 14:00 - 14:30 Discussing “What Should Sales Leaders Be Doing Now To Prepare For The Next Global Financial Crisis?” Trillions of pounds were wiped out in the financial crash of 2008, jobs were lost, homes repossessed and national economies failed. It was a global disaster. Companies responded by cutting costs and headcount to the bone. Most are still trying to do more with less. Now comes the word from analysts: “2008 was the tremor before the real quake—and it’s coming soon”. When you can’t cut your bottom-line any further, the only way to profit is to lift your top line. This means selling. It’s going to be a critical process to get right in the oncoming storm. Are you ready? With an expert panel, the revenue growth specialists at industry think-tank SalesLabs discuss the issue of “What should companies do now to weather the next recession?” in a BBC1 Question Time format.

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Missed a speaker? Some speakers 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.

MAY 2015 SALES INNOVATION EXPO

SPEAKERS

JENNI BEZANI

CALUM KILGOUR

Founder and CEO of Impact Business Partners, Jenni Bezani has over 20 years experience of driving value, shaping businesses and delivering sales transformation programmes for global organisations.

Calum has sold software and services internationally for 20 years.

THE PSYCHOLOGY OF SALES

Impact Business Partners sales methodologies are successfully used in over 32 countries across the world, and have helped her clients to triple new business, halve discounting rates, and deliver double-digit revenue growth year on year. During her career, Jenni has seen the world of sales change dramatically. She passionately believes that as products and services become harder to differentiate, and with customers being more informed than ever, it’s the customer-facing team that delivers competitive advantage through interaction. ‘People buy from people they trust’, she says, and with many transformations of market leading clients under her belt, her point is well and truly proved. She combines her knowledge and expertise in business strategy, psychology, sociology, neuroscience, and behaviour to bring a unique set of tools that ensure revenue generation and retention teams that can get the customer to say yes.

EXCEEDING EXPECTATIONS DAILY He is also dyslexic. This combination of needing to communicate, needing his message to be remembered, and needing information to be easy to digest led to an obsession - The obsession of understanding how people consume information and how they use that information to make decisions. His company, SlingShot Guru, has helped organisations like Oracle, FireEye, and Qlik enable global sales forces to get their message into the buyers’ minds, get it remembered, and most importantly stimulate action to be taken.

WEDNESDAY | HALL 8 | 14.45 - 15.15 Learn Why Your Prospects Don’t Buy Benefits. They Buy Not Being Killed This session will make you change the way you communicate with your prospects and customers forever. Find out why 89% of meetings between buyers & sellers fail, and why 70% of online content intended for your buyers is ignored. If you speak with your prospects or write words to attempt to influence them, you need to attend.

WEDNESDAY HALL 8 | 12.30 - 13.00 Salecology: Getting The Customer To Say Yes. Pure enthusiasm, product knowledge and a sales process are a good foundation, but today’s selling needs a lot more. During this fun, engaging session, Jenni shares a variety of examples of how you can use the power of perception, language and non-verbal gestures to build connections with customers that makes them want to buy from you.

AMOL MAHESHWARI

ACCOMPLISHED FINANCE PROFESSIONAL LEADING SALES TEAMS TO SUCCESS THURSDAY | HALL 7 | 11.00 - 11.30 5 Ways To Greater Profits Sales growth is not rocket science and, though a magical language, should not be shrouded though a magical language. More importantly, you don’t need superstars to make the “magic” happen in your business – you need a sales “super process” that can make your current team achieve outstanding results. If you learn these 5 ways you will be guaranteed to create greater sales and profit for your business.

SPEAKERS

SALES INNOVATION EXPO MAY 2015

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MARK BLACKMORE

OPENING DOORS TO NEW OPPORTUNITIES Leading sales and management training coach Mark Blackmore is a passionate sales and management educator, and creator of the BESMA award-winning Single Sales Principle programme. Mark has worked with and trained in a wide variety of sectors and his clients include both blue chip and household names (for example Barratt Homes, Autotrader, Mamas & Papas, Google, G4S, Black & Decker, and Hellmann Worldwide Logistics). During 16 highly successful years in sales and recruitment, Mark has held senior sales and management positions and has won top performer awards at every organisation in which he has worked. Mark is the author of the book ‘The Single Sales Principle and the 8 Myths of Selling’ and a contributor to the ISMM’s Winning Edge Magazine. He is often requested as a guest/ motivational speaker.

WEDNESDAY | HALL 7 | 11:00 - 11:30 The Art Of Selling Value Are your margins being squeezed? Is your product being turned into a commodity? Are you losing deals because of price? Selling follows a simple formula. People buy when a compelling need is met by a credible solution that offers perceived value. This seminar covers the key elements that drive value, and gives you practical ideas to sell premium products and services.

GARRY MANSFIELD

B2B SALES SPECIALIST

Garry Mansfield has been the managing director of ‘Outside In’, a specialist B2B sales consultancy, since 2008. His career started in telesales and he has since sold to small businesses, account managed large global accounts, implemented new go-to-market strategies, and led customer experience initiatives. With over 25 years’ experience in B2B and a few awards along the way, he now leads a specialist team that helps SMEs, mid-market, and global companies to transform their sales performance. Garry has led the development team for Outside In’s ‘Deal Sheet’ application - a native opportunity management application that helps salespeople to sell more effectively. Frustrated that some methodologies are just too difficult to use for the average salesperson, he was inspired to develop one that is both easy to use and easily affordable. Garry leads the ISV/partnership relationships with Salesforce and Microsoft.

THURSDAY HALL 10 | 11.45 - 12.15 5 Ways To Improve Your % Win Rate Inside 30 Days

With proven capability in business start-up development, Amol is confident that with the correct sales distribution strategy your business can dominate the market with profitability. Now a principal coach for ActionCOACH, he aims to show how huge potential can be realised and achieved.

Win more business, be more successful and take your overall sales performance to the next level using our five principles of good opportunity management. You will learn how to spot the things that can hold you back or drain your time. Get practical tips and tools that will help you to improve. You can hear findings from our latest round of research that explores opportunity management best practice in B2B.

Amol Maheshwari is a highly regarded business coach in the UK. He has over 11 years of investment banking and corporate finance experience and was vice president in Morgan Stanley prior to setting up The London Coaching Group. He has led the business to winning the ‘Global Best Client Results’ and ‘Fastest Growing Coaching Business’ awards over more than 1000 practices globally. Amol is a CFA Charter holder and has advised dozens of multinationals on a wide range of strategic initiatives and coached several businesses in growing profitability through strengthening each aspect of their business to achieve higher valuation.

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Missed a speaker? Some speakers 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.

MAY 2015 SALES INNOVATION EXPO

SPEAKERS

VONLEY JOSEPH

POTENTIAL TO PROFESSIONAL

Vonley has been selling since 1984. From his beginnings in selling apparel, he has acquired over thirty years’ sales experience across several sectors in B2B, B2C, and third sector. In his current role as principal at the Bob Etherington Academy, he is currently campaigning to raise awareness for sales to be promoted as a professional career pathway in schools, colleges, and universities. His current project involves empirical research and development into UK sales training to fill skills gaps for micro and SME sales companies to employ and sustain unemployed graduates into a professional sales career pathway. He is also the co-founder of Civic Enterprise Clubs, set up to establish entrepreneurial sales learning hubs within grass roots communities, providing the opportunity for potential salespeople to learn sales and achieve their dreams. His passion for sales has driven him to achieve voluminous goals that he puts down to getting into a sales career as a teenager after leaving school without any qualifications. Vonley is passionate that sales will be the accelerator to reduce UK poverty gaps and partners with private, public, and third sector organisations to recruit and develop new and existing sales people into professional selling.

WEDNESDAY | HALL 7 | 11.45 - 12.15 No Nonsense Practical Sales Training To Get Britain Selling The Five Cs gets your new recruits generating business in real time on the telephone or face-to-face with practical selling experiences is how your salespeople learn best. Turn your working environment into your sales learning incubator. Five Cs is an holistic blended learning approach to fill much needed skills gaps that companies experience with your sales recruits. Five Cs learning model empowers sales people to develop as a self- reflective practitioner to sustain RESULTS and reduce your recruitment churn rates.

MURRAY COWELL

THE POWER OF EFFECTIVE EMAIL MARKETING THURSDAY | HALL 10 | 12:30 - 13:00 How Automating Your Email Marketing Can Feed Your Sales Force With Piping Hot Leads Whether you’re in B2C sales or B2B, the sales and marketing process is being disrupted. Increasingly, customers will research their purchases extensively online before they even contact suppliers. This means that you must influence your prospects very early on in the sales cycle to ensure that you become their chosen supplier. By the end of the presentation, you will have begun to map out a simple step-by-step process to make automated email a reality in your organisation.

69% of email recipients report email as spam based solely on the subject line. This is a worrying statistic for businesses looking to establish trust with customers through email marketing. So how can businesses best use available digital tools to better serve their sales colleagues? Murray Cowell is here to show you how.

After growing tired of seeing internet marketing training that promised unrealistic results (‘You too can earn a six-figure salary while you sleep in 15 minutes a day on your laptop at your kitchen table’), Murray realised that there are few opportunities for people with real-world, bricks-and-mortar businesses to learn about email marketing. As a seasoned email professional, he founded Inbox Income in 2008 to provide learning opportunities for business owners and marketing professionals who want to improve their email marketing skills. In addition to showing people how to manage their own campaigns, Inbox Income also supplies market-leading software and managed services to enable all clients to generate more sales from their existing contact lists. As a highly experienced speaker and coaching provider with over 17 years’ experience in the psychology of persuasion, Murray’s presentations always promise to be entertaining as well as educational. If you want more advice on Murray’s email marketing campaigns, send an email to mcowell@belmont.uk.com.

SPEAKERS

SALES INNOVATION EXPO MAY 2015

#SIE2015

BEN SUGARMAN

WEDNESDAY | HALL 11 | 14.45 - 15.15

MOVING THE MIDDLE TO REACH THE TOP

Moving Middle Performers – Build A Winning Team With Gamification And Mobile Reinforcement.

The choice is yours: hire more ‘A’ players in your sales department, or turn your current sales force into the dream team through gamification, mobile reinforcement, and predictive analytics. Ben Sugarman is an expert in sales acceleration and learning technologies. He is the managing partner of Sugarman Associates, a boutique sales & marketing consultancy, and an associate of Qstream, the sales performance technology specialists. A graduate of Dublin’s Smurfit School of Business, Ben has founded and developed a series of highly successful sales organisations across the UK & Ireland, and advised leading corporations on sales strategy internationally, in a wide variety of sectors including technology, healthcare, financial services, and consulting.

THURSDAY HALL 8 | 15.30 - 16.00 Selling In A Web-Enabled World We are living through a communication revolution. Today, buyers have more access to information and choice than ever before. Salespeople are therefore finding it increasingly hard to gain the attention of prospects. When they do, they need to be able to add value. Failure means the salesperson ends up in a beauty parade with other companies with price often being the only differential. This seminar provides some of the solutions to this new paradigm.

In your sales team, there will always be only a small percentage of sales reps that are top performers. Rather than just hiring more “A” players, you can make a big impact on revenue generation by helping the majority of the sales team you already have – the average performers - to be more effective. Learn how to use predictive analytics to identify what sales reps know today, and hear about a proven method to “move the middle”, using a combination of mobile reinforcement, gamification and brain science.

GRANT LEBOFF

THOUGHT LEADER IN THE EVOLVING DIGITAL SPHERE Grant Leboff is one of the UK’s leading sales and marketing experts. His latest book, ‘Stickier Marketing’ went straight to #1 in the Amazon Sales & Marketing Chart, and was in the top 10 overall Business Chart on publication. Leboff is CEO of Sticky Marketing Club® Ltd., a strategic consultancy providing companies with sales & marketing strategies to thrive in a digital world. He is a highly sought after consultant and speaker, and constantly makes presentations at conferences and events all over the world. He is a regular contributor to many business magazines and newspapers, such as, the Daily Telegraph, The Independent, The Financial Times, The Daily Mirror, and The Sun, and has appeared on BBC Radio on numerous occasions.

ANDRE LEARNING AND SCHOLTZ DEVELOPMENT EXPERT With more than 15 years’ experience in the learning & development industry and an international background in psychology, coaching, and human genetics, Andre excels in working with global organisations to implement learning cultures that delivers both measurable return on investment (ROI) and return on expectations (ROE). He is the director of learning & innovation at Impact Business Partners. Andre is focused on driving business performance through the effective utilisation and management of talented people. With an infectious passion for understanding how people think and react, he is continually researching the relationships between behaviour and performance and designing and implementing programmes that cultivate the right behaviours and skills for success now and in the future.

@SalesInnovExpo

Missed a speaker? Some speakers 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.

THURSDAY HALL 8 | 14.45 - 15.15 Should We Stop Sales Training And Spend Our Money Elsewhere? With £80 million spent on sales training each year are we not better off reinvesting our money elsewhere? Studies reported that 90% of training programs create a short increase in sales productivity before returning to pre-training levels. It’s time we stop relying on just training and focus on identifying, embedding and continuously reinforcing the right skills and behavioural needs of sales teams to drive sustainable performance improvement.

MAY 2015 SALES INNOVATION EXPO

SPEAKERS

DAVE STEVINSON

CHAMPION OF DATA ANALYTICS Dave Stevinson heads up the GNR Analytics within Differentia Consulting, focusing on enabling clients to find insight in their sales data. He looks after a portfolio of clients ranging from large conglomerates to small businesses. Stevinson has 18 years’ experience in senior sales and marketing positions within several listed companies. He holds a degree in marketing and an MBA (MBS) and he is a regular and popular speaker about data blending and analytics. He lives in Alderley Edge and Mayfair and when he is not working is a passionate real tennis & rackets player.

WEDNESDAY HALL 10 | 14.45 - 15.15 The New Voice Of Telemarketing In The Inbound Marketing Era Online and social platforms can build strong awareness of your brand, but it is telemarketing with its direct and personal approach that will secure your business deals. Implemented well, social media activity enforced by engaging senior decisionmakers in conversations gives your business a competitive edge that leads to success. After all – people buy from people. So how do you turn online experiences into measurable results?

Stevinson demonstrates in a simple and entertaining way how to analyse data from multiple sources for sales leaders. With examples from industry, Hollywood, sport and his own experiences as a sales leader. This is a fun seminar which delivers real insight and helps proactive sales leaders make better decisions based on trusted data – and hopefully one version of the truth. This is a must for all those who use spreadsheets as their primary method of reporting.

DYNAMIC CEO, SALES LEADER, AND STRATEGIST Nicola is the CEO of Xcel Sales who are fast becoming one of the UK’s leading new B2B business acquisition agencies. Nicola has over 15 years’ experience in sales. Her passion is in identifying innovative, more powerful, and profitable ways to help businesses reach and exceed their sales and business objectives. Nicola believes in providing sales as a professional service and works with sales and marketing directors to help them develop winning sales strategies. With her team of highly experienced agents, Nicola develops demand generation tactics to help businesses reach and exceed their sales and business objectives. Pioneering a unique method of prospecting by telephone together with the latest social media tactics, Nicola has doubled the size of her company in the last 12 months and generated over £10M of pipeline opportunities for her clients.

As the first sales hire at SaaS start up SalesSeek, Peter has advised many clients on the challenges involved in implementing sales tools and processes. Peter’s extensive sales and marketing experience has covered both B2B and high-value B2C within Australasia and Europe. A regular blogger on start-up sales and marketing, Peter holds a bachelor’s degree in economics & finance.

SPEAKERS

How To Tame Data And Escape Excel Anarchy

NICOLA HARTLAND

PETER SMALL MARKETING MADE BEAUTIFULLY SIMPLE

WEDNESDAY HALL 10 | 11.45 - 12.15

SALES INNOVATION EXPO MAY 2015

WEDNESDAY HALL 10 | 15.30 - 16.00 How To Get Your Salespeople To Love And Use Your CRM CRM Software and sales tools are notorious for poor adoption amongst frontline salespeople. Often a law unto themselves, if they meet their quota it is hard to be critical. However this doesn’t help with reporting needed by management to run the business. So how can you ensure the tools you provide offer salespeople value and what processes should be put in place to govern its use.

#SIE2015

TIM LANGLEY

EARLY STAGE TECHNOLOGIST AND ENTREPRENEUR Tim is CEO and co-founder of CANDDi, an innovative marketing platform that gives companies real insight into their online interactions.

engage, and transact with their audiences. A digital entrepreneur, CANDDi is Tim’s fifth company created since 2001. Tim’s professional career has involved work with organisations including Orange, DHL, and TelSur.

Tim combines technical know-how with the vision and drive to transform the ways in which businesses can measure,

He has successfully established his own businesses, as well as providing other start-ups with advice and angel investment.

WEDNESDAY | HALL 7 | 15.30 - 16.00 One Line Of Code, One Hour / Day, One Customer / Week Understand prospects, listen & learn, two ears and one mouth – all classic sales clichés. Tim’s talk will focus on how your organisation can use modern technology to integrate tried and tested techniques to generate business value. Five take-aways can be implemented within your business tomorrow.

KRISTIAN ØLLEGAARD

SALES ORIENTATED SOFTWARE DEVELOPER Kristian is the managing director of Plecto, a Denmark-based start-up committed to aiding sales managers improve performance and motivation in their sales teams. He helped sales teams varying from 20 to more than 600 people implement real-time performance management to increase motivation and performance. With a background from one of the best performing teams in the 13th largest telco provider in the world, Telenor, Kristian knows exactly what it takes to motivate and improve performance in a sales team.

THURSDAY HALL 10 | 14.00 - 14.30 Real-Time Performance Management

BRYAN DUNLOP

LEADERSHIP WITHOUT RULES Bryan joined the British Army as a private soldier before being trained as an officer at Sandhurst where he won the opportunity to serve with the legendary Gurkha Rifles.

One of the key ingredients in just about any competitive environment is the ability to effectively measure who the winner is. So why do so many organisations not provide real-time access to performance – and why don’t they visualise it? Get key insights and lessons learned from implementing real-time performance management in sales teams ranging from 20 to 600 plus sales reps.

Having left the Army, Bryan worked on a diamond mine in Angola, West Africa. When the mine was attacked and overrun by UNITA rebel army, Bryan and his team were taken captive. Released after four days, Bryan and his team were evacuated to Namibia. When Bryan immediately volunteered to return to civil war torn Angola, his team followed him back. Bryan then built a successful career in sales and sales leadership. He works with sales leaders and salespeople all over the world.

WEDNESDAY | HALL 7 | 13.15 - 13.45 Why Sales Leaders Win And Sales Managers Lose A lot of sales management is ineffective. Sales leadership on the other hand is uncommon but intensely effective and valuable. Bryan has been led and led soldiers and salespeople. This engaging and entertaining seminar contains 6 proven and practical leadership strategies that have a huge impact on sales results.

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Missed a speaker? Some speakers 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.

MAY 2015 SALES INNOVATION EXPO

SPEAKERS

MARK ERSKINE

SOFIA DAHLQVIST

DEVELOPING YOUR PEOPLE, ACCELERATING YOUR GROWTH

DRIVING MARKETING STRATEGIES IN LINE WITH COMMERCIAL GOALS WEDNESDAY | HALL 11 | 12:30 - 13:00 Marketing & Sales – An Ongoing Conflict Or A Joint Team? Together marketing and sales can be an incredibly powerful team generating increased sales for the business. Yet many see marketing with much scepticism. Marketing can be there to handhold each customer, wherever they are in the buying cycle, ensuring a joyful experience is had and ensuring sales can close with ease and efficiency. Together marketing and sales can increase margins by promoting added value, and this seminar will give you some insight into how this can be achieved.

Mark combines 30 years of sales leadership with top training and development techniques and an arsenal of world class tools. His mantra is revenue growth – accelerated by proven sales processes. Mark delivers change in such complex markets as facilities management, manufacturing, technology, finance, insurance, pharmaceuticals, and oil and gas. His raison d’etre is to identify new strategies and build the sales team’s capability to put them in motion. As well as a long and successful career, Mark brings sales process mapping, training, coaching, and mentoring to the table together with powerful development programmes and some of the world’s most respected behavioural and psychometric testing techniques. A member of the Institute of Leadership and Management and a Fellow of the Institute of Sales and Marketing Management, his focus is on lifting the ratio of individual closed sales, increasing the average value of each sale, and generating a positive return on investment.

WEDNESDAY | HALL 11 | 13.15 - 13.45 Behavioural Profiling: Discover Its Full Potential To Accelerate Sales Fact: people buy from people. Yet this fundamental principle is out of vogue these days, according to The Challenger Model – promoted by the Corporate Executive Board – which diminishes the significance of relationship building. In this controversial keynote, Mark argues that you ignore relationships at your peril. Most salespeople fail to understand their impact on prospects, or how to manage the personality types they encounter along the way. Behavioural and psychometric profiling is more usually recognised as a valuable tool for recruitment and development but, critically, it can also enable your sales teams to approach each pitch with confident self awareness, adapt to differing client profiles, establish lasting conversations, raise conversion rates and win more business.

SPEAKERS

SALES INNOVATION EXPO MAY 2015

Sofia is the owner of 55 Connect Ltd, with extensive marketing experience within several major organisations like Canon and Apple. She has a background in budgeting, project management, and general management. Sofia understands how important it is to bring marketing into the commercial side of the business to ensure success.

55 Connect was set up to share her experiences with businesses and support people with their marketing to maximise success – both with the customer and within an organisation. Sofia provides specialism – a lot of people think marketing’s simple, and just about anyone can do it. She has the experience and training to know that’s not the case. Sofia understands finances – quite often you’ll find that external marketing costs less than a full time member of staff – especially if you want access to the level of skills, expertise, and experience 55 Connect can provide. Working with a range of companies to develop marketing strategies, sharing experiences and seeing the sales flourish keeps Sofia motivated! If you want to know more about Sofia, her business, and how marketing can deliver improved business development, visit www.55connect.co.uk.

#SIE2015

GARY COLLERAN, B.A. (HONS), CMCT.

ENSURING SALES FORCE EFFECTIVENESS

CASPER LANGHOFF

MASTER OF IT, BOOSTER OF SALES

Gary Colleran (BA Hons) worked for SmithKline Beecham from 1990 to 1999 and had a successful career in sales, sales training and sales management. In 2000 he established Sales interAction Limited, specialising in selling skills and the influence programme ‘Principles of Persuasion’ from Professor Robert B. Cialdini; the world’s most quoted author in the field of influence. To address customer requests, Gary started Advance® development in 2005. It was conceived to provide a platform that allowed consistent assessment of in call performance and sharing of coaching report forms in a transparent manner between sales people, managers, and coaches. Sport has played a big part of Gary’s life. He played rugby for Coventry FC, Bedford FC, and Edwardian FC. He has completed seven marathons, and Lands’ End to John O’Groats (Lejog) three times. Knee injuries are catching up, but he still intends to complete Lejog for the fourth time this year!

WEDNESDAY | HALL 11 | 16.15 - 16.45 Dealing With The Realities Of Salesforce Effectiveness Significant resources are expended to achieve company sales objectives and there are many factors that determine sales orce effectiveness success, including marketing campaigns, lead generation, segmentation / targeting, coverage, frequency, CRM to In call effectiveness. However, which of these do companies routinely assess and use to guide their sales force effectiveness interventions? The critical fact is do they use what they can measure or what they should measure?

Casper Langhoff is co-CEO with Actimizer, helping sales organisations worldwide call and talk to leads, prospects and customers using the hosted and patented Actimizer Dialer solution. Along with his team at Actimizer, he is dedicated to helping clients increase outbound sales activity efficiency and profitability. From first-hand experience,

Casper knows the benefits of combining dialer solutions with CRM software. On a daily basis, the specialists at Actimizer work with large enterprise clients as well as SMBs within a range of verticals to ensure they reap the fruits of the latest technology. Having managed software development and IT system implementations in various enterprises for the past 15 years, Casper is a strong proponent of using the right tools for the job at hand, while at the same time never neglecting the organisational processes that must be in place to make the most of the investment.

WEDNESDAY | HALL 8 | 14.00 - 14.30 Gear Up! Accelerate Your Outbound Calling With The Right Tools Successful outbound telesales campaigns depend on a number of elements: goal setting, planning, lead quality, evaluation methods, the human factor – to name a few. Having the right tools is crucial to getting the job done. Almost any sales organisation will find great help in the combination of efficient sales dialer software and a proven CRM system. Salesforce automation can help you make sure your reps actually reach the leads.

@SalesInnovExpo

Missed a speaker? Some speakers 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.

MAY 2015 SALES INNOVATION EXPO

SPEAKERS

ANDY GWYNN

LORD OF THE LINKEDIN Andy is a leading business coach, speaker, & author who has coached 100s of business owners & corporate directors to greater profitability, more free time, and successful relationships across their business and personal lives. He has addressed organisations such as the Institute of Directors and international audiences throughout Europe and as far afield as New Zealand. He has helped 100s of businesses to generate more sales through their use of LinkedIn and is now recruiting franchisees to become world class LinkedIn and social media trainers and coaches. He will challenge your audience’s thinking and inspire them to take action towards more empowering results. He has helped clients to double and triple their businesses and even helped them take their business from close to bankruptcy to selling for a million in just 19 months.

WEDNESDAY HALL 10 | 12.30 - 13.00

GUY SELLWOOD

CO-CREATOR OF PROCOACH® Guy has worked in performance improvement consulting for over 12 years helping blue-chip companies around the world in a range of industries including telecoms, IT, food manufacturing, construction, financial services, and the automotive sector. Recent projects in the U.S, including designing digital learning solutions for mobile devices, have confirmed a long held belief that emerging technologies which facilitate lifestyle learning will revolutionise workplace development. The challenge is likely to be whether those responsible for delivering such solutions can adjust their own thinking. Guy is passionate that, rather than relying on the classroom alone, supporting continuous workplace development is the key to sustaining high performance in sales teams. This is demonstrated by the fact that over the past 12 years, Guy and the Prosell team have accredited over 10,000 sales managers as Procoach© performance coaches.

WEDNESDAY | HALL 11 | 15.30 - 16.00 How Lifestyle Learning Can Accelerate New Hire Performance Improve the onboarding of new recruits using radical learning techniques provided by the revolution in micro learning. Today, workers have just 1% of their working time available for learning and development. Through compelling case studies, discover how you can harness the latest mobile technology and social micro learning techniques to provide support to your sales teams, speed up the acquisition of skills of your new hires and to increase retention.

How to Gain More Business Through Your Use of LinkedIn No more cold calls or trying to get around the gatekeeper. With over 17 million UK profiles you need to learn how to create a powerful LinkedIn personal profile that gets found, gives value & builds your credibility. Then learn how to find, connect & engage in the right way with your ideal prospect & business contact anywhere in the world. All this while massively leveraging your time.

DUNCAN WOOD & MICHAEL CRAMPSEY

THE DYNAMIC DUO OF CRM Bouncing off each other’s experience and knowledge, Michael and Duncan will take you through the six steps to make CRM work for a sales leader and avoid the possible pitfalls of CRM. Michael and Duncan have 25 years of CRM experience between them having covered many roles in training, implementation, marketing, and sales during that time. Duncan Wood is a CRM thought leader, a MyCustomer. com blogger, and currently works as a marketing manager for Infor. Before joining Infor, Duncan worked at Swiftpage, and spent 13 years at Sage. He has worked with many sales teams and to help them be successful with CRM. Michael Crampsey has 15 years’ experience in business management

SPEAKERS

SALES INNOVATION EXPO MAY 2015

software. In that time, he has worked in various roles across support, training, and sales. Michael is a CRM solution consultant at Infor and works on a regular basis with CRM teams all over Europe to help them realise the benefit of their CRM investment. Michael, like Duncan, is a keen philanthropist and together they support several charities that care for, amongst others, children, education, and the environment. Michael and Duncan have a lively and entertaining presentation style so it doesn’t feel like you are learning.

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DAVID MOBILE SALES APP SENIOR MASTERMIND David is CEO of Lowdownapp, MD for Spark33, and mobile technology guiding light for many business professionals.

JOHN SHARPLES TURNING SALES OPERATIONS INTO REVENUE GROWTH

In 2012, David founded Spark33 Ltd to advise CXOs with challenges associated with mobile and mobile apps, then in 2013 he cofounded Lowdownapp Ltd to make smarter mobile first services for sales professionals so they can focus on more human interactions. David was a technology consultant and oversaw business development for CC, SCC, BT, and HP over 18 years. In this time, he saw over £100m total new business sales to large enterprise companies - Worldcom, Ford, BBC, WPP, O2, VT Group, Vodafone, Cable & Wireless, Sony, and many more...

THURSDAY | HALL 11 | 14.00 - 14.30 Save 10,000hrs A Year Searching Websites And Apps Before Meetings Lowdown, an iPhone first service built by salespeople for salespeople saves hours preparing for meetings, by retrieving the info you need – how to get there, when to leave, people’s profiles, company info, company/people news and recent emails, instantly, on mobile. How Lowdown can help improve your business meetings with a LIVE DEMO of the service.

A proven and award winning business leader having 30 years’ experience in sales and business leadership, John has delivered substantial profit, revenue, and cost base improvements in both SME and corporate sectors. His straight-talking style is direct and focused on successful business outcomes. A combination of real world experience and thought provoking comments inspire individuals and teams to deliver to their full potential. John has been at the front line of complex sales for many years and come to understand the processes that make up complex sales opportunities. Leading teams of business development professionals and re-shaping sales support operations, John has delivered overall sales volumes in excess of $9.52bn, more than doubling win rates whilst reducing overall business development spend by 30%. Recently, John has been responsible for leading an SME company turnaround and was awarded the ‘Business Person of the Year’ award at the West Oxfordshire Business Awards. John is the managing partner of Practical Sales Processes Ltd. Come hear him speak at 2pm on Wednesday in hall 10 at Sales Innovation Expo.

WEDNESDAY HALL 10 | 14.00 - 14.30 Complex Sales - How Badly Do You Want To Win?

WEDNESDAY | HALL 11 | 11.00 - 11.30 CRM For Sales Leaders – Make It Work For You! People tell you CRM will increase your sales, save you time and make you more successful. The reality can be different sometimes. Michael and Duncan will take you through the six steps to make CRM work for a sales leader and avoid the possible pitfalls of CRM. Michael and Duncan have 25 years CRM experience between them and have helped hundreds of people to get CRM right.

@SalesInnovExpo

Missed a speaker? Some speakers 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.

Complex sales are by definition – complex. There is an inextricable list of topics to cover, relationships to build, commercials to consider never mind the internal hurdles, competition, and problems of how to position your resources. This seminar will highlight how an evidenced based, metrics driven approach together with simple techniques have won deals ranging from £100k to a several £billion in some of the most challenging and competitive environments.

MAY 2015 SALES INNOVATION EXPO

SPEAKERS

ALISTAIR LAWRENSON

CONVERSATIONS THAT BREAK THROUGH THE STATUS QUO Alistair has gone from shaping the horticultural landscape to that of the sales environment. Alistair has gone from his first career, running his own garden design & build company, building three gold medal gardens at RHS Chelsea Flower Show to sales director within the NTT Group. He attributes his rapid and remarkable rise in his professional sales career to the skills he learnt from Corporate Visions in 2001. After a 12 year gap, Alistair has returned to Corporate Visions to help them change the way the world sells!

WEDNESDAY HALL 9 | 15.30 - 16.00 What Is It That Sales Superstars Have And How Can You Get More Of It? 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.

According to sales leaders surveyed by SiriusDecisions, your salespeople’s inability to articulate value is the #1 reason they’re missing their quota… and you’re missing your growth targets. Learn how companies like ADP, Cisco, Motorola, LinkedIn and DuPont are creating compelling stories and enabling their salespeople to deliver them in a remarkable, memorable way. The importance of creating a customer conversation continuum to CREATE, ELEVATE, and CAPTURE VALUE within your sales cycle.

AWARD WINNING SALES PSYCHOLOGIST, SALES COACH AND THE FOUNDER OF SALES-MOTIVATIONS Bryan has a personal award winning track record in sales and sales management spanning almost twenty years. Since 2003 he has worked with sales teams of all shapes and sizes to help them boost sales activity and sales performance using leading edge psychological methods and techniques to develop the ‘winning mind-set’. Clients range from multi-national billion pound pharmaceutical companies to SMEs, all seeing immediate benefits. He is a fellow of the Institute of Sales and Marketing Management, a founding Fellow of the Sales Leadership Alliance, a member of the British Psychological Society, ex-committee member of the Special Group in Coaching Psychology, a member of the Association of Business Psychologists and a visiting speaker at Portsmouth University Business School.

BUILDING NEW PRODUCTS AND TURNING THEM INTO BUSINESSES With more than 10 years’ international experience in the B2B sales & IT industries, Marijus’ passion in sales automation started in the US. Comparing different markets and industries he came up with a conclusion that everyone needs advice in their job, but not everyone can give it. Now Marijus is focused on how to help salespeople analyse their strengths and weaknesses in their job by using smart tools. He and his team helps business salespeople around the world generate more leads, sales and profits. He is the founder & CEO of Teamgate, a one step further CRM.

SPEAKERS

Conversations That Win!

BRYAN MCCRAE

MARIJUS ANDRIJAUSKAS

WEDNESDAY HALL 8 | 11.45 - 12.15

SALES INNOVATION EXPO MAY 2015

THURSDAY HALL 8 | 12.30 - 13.00 He Understands, Talks And Gives Advice – My Best Mate CRM Most salespeople focus on closing more deals on their daily routine forgetting how they can improve things. Sales tools or CRM insights can only show you important reports, but is it enough for coming up with the right conclusion and/or right decision? We believe that Intelligent CRM should analyse your activity and results on a daily basis, understand your goals and give you professional advice. It is your best mate at work.

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NICK MAKING THE HOLT MOST OF CRM Nick Holt is the managing director of The Sugar Refinery – a UK based SugarCRM reseller. He has worked in the CRM industry for 25 years and helped clients of all sizes to realise their CRM goals. Nick leads the world’s foremost provider of open source customer relationship management (CRM) software. More than half a million users rely on SugarCRM to execute marketing programs, grow sales, retain customers, and create custom business applications

WEDNESDAY | HALL 10 | 11.00 - 11.30 Attract, Convert, Retain - End-To-End Customer Engagement Customer Relationship Management solutions have many strengths. When coupled with a marketing automation solution these are complemented; by working together, it allows marketing to generate sales-ready leads and provide salespeople with real data to help close more business. This seminar demonstrates how marketing automation and CRM can work seamlessly together to help understand your customers and shorten your sales cycle.

STEVE BUSSEY

TURNING STRONG PEOPLE INTO STRONG LEADERS Steve Bussey MA, BSc (hons), DipM Steve Bussey works with sales leaders and their teams across the globe to accelerate sales performance. Steve is a dynamic and engaging sales coach whose passion for translating methodology into real-world results is reflected in his delivery. In 2012 he completed a master’s degree in coaching and mentoring. He also holds a degree in business studies and a postgraduate diploma in marketing. Steve is a highly driven and motivated individual and it is this drive, along with his passion for helping people to be the very best they can be, that informs Steve’s work. Prior to setting up Mindstrong in 2009 and Salestrong in 2013, Steve worked for other global professional services companies including FranklinCovey. Earlier in his career, he worked primarily in the automotive industry for Jaguar, Vauxhall Motors, and BMW in a variety of sales and marketing positions.

SUNNY MULTI TALENTED, PARIS MULTI ENTREPRENEUR Sunny Paris can be every salesperson’s Californian charismatic, best friend. Sunny is the founder and CEO of You Don’t Need a CRM! A lead management software with SMB customers in over 50 countries. Prior to founding You Don’t Need a CRM! he also founded and listed Weborama, an Internet AdTech Company. Sunny Paris holds a PhD in theoretical physics and is fond of good food and wine.

WEDNESDAY | HALL 7 | 14.00 - 14.30 How To Be More Efficient At Prospecting With You Don’t Need A CRM! Salespeople don’t want to waste time filling out forms, they want to close more deals. In this presentation we will show you how to manage your leads and prospecting files efficiently and how to structure your prospecting to close more deals.

@SalesInnovExpo

Missed a speaker? Some speakers 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.

WEDNESDAY HALL 8 | 11.00 - 11.30 Leading At A Higher Level The greatest differentiator amongst sales organisations of the future will be the ability to build world-class capability and skills. Yet training alone does not guarantee peak sales performance. Peak performance will come from ensuring that the people, leaders and organisation are aligned to maximise sales success. Steve will share sales leadership insights from working with thousands of sales leaders that can be applied directly to you and your team.

MAY 2015 SALES INNOVATION EXPO

SPEAKERS

RUSTON TOWNSON

IMPROVING SALES PERFORMANCE WORLDWIDE

Ruston Townson has helped develop the world’s fastest growing and most profitable sales operations, galvanising sales teams and enabling sales people to become business thought leaders. Partnering with best-in-class companies that share a belief in continuous optimisation of sales resource and leveraging sales execution data, Ruston is a tireless campaigner who elevates sales as a profession. Founder of Occurro Consulting and Occurro Software, Ruston is an architect of modern progressive streamlined systems and processes driving peak sales performance. A vehement opponent of cliché off-the-shelf training courses, Ruston has spent over 10 years delivering sales consultancy and training across The Americas, Europe and Asia-Pac. Providing a unique hands-on approach to sales enablement, Ruston provides both boardroom counsel as well as practical accompaniment to sales teams working directly with their prospective clients to achieve sales success rather than a ‘training room’ theorislearly identifying what constitutes deal strength and velocity, progressive streamlined systems and processes driving peak sales performance.

WEDNESDAY | HALL 7 | 14.45 - 15.15 Sales Forecast Improvement: Buyer’s Actions Speak Louder Than Words Two major challenges face salespeople in the development and forecast of their sales pipelines. Firstly, accurately identifying early stage opportunities that are most likely to progress to a sale. Secondly, mature stage opportunities often close but not in line with sales forecasts. In this seminar we will examine the true DNA of a sale, clearly identifying what constitutes deal strength and velocity.

SPEAKERS

SALES INNOVATION EXPO MAY 2015

STEVE PHILLIP

SOCIAL MEDIA MASTERMIND

You won’t want to miss this event as Steve Phillip shares how you can make the most of social media to attract more enquiries to your business. Since 2009, Steve Phillip and Linked2Success have helped a plethora of professionals around the UK and Europe to attract hundreds of new clients and strengthen their brand presence. In Steve’s repertoire you can find a list of established companies such as Mills & Reeve Solicitors, FedEx, The EDHEC Business School, and many more, all who have thrived by sharing in his knowledge of social media tools. He has a reputation for providing no nonsense, practical advice so that you can cut through all the hype surrounding social media and use it to generate new career and business opportunities to achieve more success.

WEDNESDAY | HALL 7 | 12.30 - 13.00 Generating Hundreds Of New Business Opportunities Using Linkedin & Social Media You may be on LinkedIn, Twitter & Facebook but are these platforms generating new business leads for you daily? Do your team’s profiles promote your business effectively & do they understand how to locate, connect and engage with the thousands of online prospects who need your services? This seminar will explain what you need to do to ensure your competitors are not keeping top of mind, online with your customers. Expect to be able to use the strategies and techniques immediately.

#SIE2015

DAVID NISBET

MANAGING PARTNER, VALUESELLING ASSOCIATES David Nisbet has helped numerous sales organisations improve effectiveness through his award winning sales methodology – and now he’s here to help you. After studying in South Africa, Scotland, the United States, and completing his master’s degree in business management at the University in Nottingham in England, David has worked for a FTSE100 company delivering solution sales in the IT/data industry. Immediately before joining ValueSelling Associates, David enjoyed a successful sales career at Experian Marketing Services. Focusing on new business growth in vertical markets; David has developed an indepth understanding of the UK Healthcare sector (including the NHS, Pharma and Private Health) and later turned his attention to the Retail and Property market sectors.

THURSDAY HALL 11 | 11.00 - 11.30 Why Sales Training Typically Fails Research suggests that up to 90% of sales training has no lasting impact after 120 days, At the same time, companies are spending millions of pounds on sales training each year. With such high failure rates, that’s millions of pounds wasted... Training can be a disappointment at the outset when it doesn’t go well, or it can be a disappointment months later when results don’t materialise in line with expectations. Regardless, sales training fails often…When it does, it’s usually for common reasons.

GUY ASTON

THURSDAY HALL 11 | 13.15 - 13.45 The Good News: There Are No Born Negotiators Do you go into important negotiations and find your careful planning falling apart in the first few minutes? Information may be power, but it is how you assess that information prior to planning that affects the outcome when you come face-to-face with the other side? Excellent negotiators have an effective approach to preparation that results in strong plans (implemented with the right behaviours) – the elements of winning outcomes. Come and hear unique insights from Huthwaite International.

NEGOTIATING YOUR WAY TO SUCCESS Guy Aston has been nurtured to know what it takes to achieve a winning outcome in any sales negotiation – a particularly effective set of skills when working with local governments, blue chip corporations, and global manufacturers. Guy works at Huthwaite International, and recent projects have included the implementation of negotiation skills training to local authorities and other areas of the public sector. Guy delivers the whole range of Huthwaite’s core products. The solutions he offers range from simple generic models to highly customised and measured behaviour change projects. Guy has a vast amount of speaker experience from working with local chambers of commerce, clients, and professional associations, and has covered a range of topics across sales and negotiation.

KHURAM HUSSAIN FOUNDER AND CEO, FILEBOARD Under Khuram Hussain’s stewardship, Fileboard’s innovative sales engagement technology has helped numerous organisations close sales opportunities 30% faster. Khuram is passionate about sales discipline and has worked with bestselling author Aaron Ross (Predictable Revenue) on creating sales training and strategy for inside sales. Khuram understands the challenges faced by sales leaders on the path to raising the performance of their teams and achieving set targets. He founded Fileboard with the vision that there are so many tools to keep an eye on the sales person but not enough to empower them with their job. Before Fileboard, Khuram worked in various capacities, such as business development with companies like Shell, Staples, and Rabobank.

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Missed a speaker? Some speakers 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.

WEDNESDAY HALL 8 | 15.30 - 16.00 Inside Sales Is The New Sales, Embrace or Lose Inside Sales is growing at 10x faster than field sales and field reps are spending 60% of their time inside the building. Businesses are reorganising and retraining their sales team to embrace the more cost effective inside sales model. In this session you will learn best practices for skills, technology and key performance metrics for inside sales teams.

MAY 2015 SALES INNOVATION EXPO

SPEAKERS

B2B SOCIAL SELLING MASTERCLASS

Each of these 30 minute sessions, will give you valuable insight into the power of Social Selling MASTERCLASS SCHEDULE WEDNESDAY 11.00

Maximise Every Opportunity: A B2B Social Selling Masterclass

12.00

‘Getting To God’ How Social Selling Gives You Access To Power And Influence In Every B2BSales Opportunity

13.00

Maximise Every Opportunity: A B2B Social Selling Masterclass

14.00

‘Getting To God’ How Social Selling Gives You Access To Power And Influence In Every B2bBSales Opportunity

15.00

Maximise Every Opportunity: A B2B Social Selling Masterclass

16.00

‘Getting To God’ How Social Selling Gives You Access To Power And Influence In Every B2B Sales Opportunity

17.00

Maximise Every Opportunity: A B2B Social Selling Masterclass

THURSDAY 11.00

Maximise Every Opportunity: A B2B Social Selling Masterclass

12.00

From Buyer To Seller. Why I Bought Into Social Selling

13.00

Maximise Every Opportunity: A B2B Social Selling Masterclass

14.00

From Buyer To Seller. Why I Bought Into Social Selling

15.00

Maximise Every Opportunity: A B2B Social Selling Masterclass

16.00

From Buyer To Seller. Why I Bought Into Social Selling

LIMITED SPACES AVAILIBLE BOOK NOW AT WWW.SALESINNOVATIONEXPO.CO.UK @SalesInnovExpo

BOOK ON TO GUAR LINE YOUR SE ANTEE AT MASTER AT THIS CLASS

MASTERING B2B SOCIAL SELLING WITH ARTESIAN SOLUTIONS Social sellers achieve 31% higher quota attainment. In B2B sales where the buyer is in control, how can you switch the balance? Hear from industry leaders and transform your business through social selling.

MAXIMISE EVERY OPPORTUNITY: A B2B SOCIAL SELLING MASTERCLASS The B2B buyer is better informed than ever before and is 57% through their buying process before even engaging with sales. How do professional sellers take control? Hear from a social selling expert on how you can engage with your buyers to influence their decisions by adding value. Learn the key behaviours of top performing salespeople who know how to target the right people, connect at the right time, and share valuable insights to win more deals and retain more customers.

‘GETTING TO GOD’ HOW SOCIAL SELLING GIVES YOU ACCESS TO POWER AND INFLUENCE IN EVERY B2B SALES OPPORTUNITY LinkedIn can only give you a list of people you should target. Once connected, what are you going to say? How will you establish enough credibility to influence your buyer?

With a success rate of over 60%, hear sales expert, leader, and coach Andy Sadler share his innovative approach to harness lines of influence, help you unlock untapped opportunities, and accounts.

FROM BUYER TO SELLER. WHY I BOUGHT INTO SOCIAL SELLING Get unique insights from business leader, Frank Bennett on why he bought from a Social Seller and why this experience was so impactful that he sponsored social selling across the UK subsidiary of a $25bn organisation. From this session, you will understand how social sellers engage with senior decision makers by using relevant and commercially valuable insights to address their business pains. You will also learn how to start social selling, overcome objections in your team and drive more sales.

ABOUT THE SPONSOR

Artesian helps you quickly understand your customers and prospects better, increase customer retention, grow your accounts, and maximize revenue opportunities. It’s the world’s most powerful social seller solution, taking information from millions of sources across the web, company intelligence, and social media. Using clever science to filter and transform this into commercially valuable insights based on the companies and industries that are important to you. Visit for more information www.artesiansolutions.co.uk

MAY 2015 SALES INNOVATION EXPO

MASTERCLASS

CRM MASTERCLASS

MAXIMISE YOUR CRM’S REAL POTENTIAL Discover how to identify where the opportunities lie to maximise your CRM’s performance (and ROI!) Do you want to get more out of your CRM but are not sure where to start? Providing the latest technology for your sales and customer relationship management is often not enough and together we will explore how to identify where your current implementation is not being used to its full potential. The Clarasys team has over 50 years’ combined experience of helping companies from 10 person charities to Fortune 500 multinationals get maximum benefit from their CRM systems. We have drawn upon this wealth of knowledge to develop the CRM Health Check, a service that helps our clients identify areas of potential underperformance and provide them with the information needed to implement a programme of change that maximises the benefits from their investment. In this workshop we ask you to bring along one or two examples of your own business processes to work through. We’ll use a technique called the ‘sunshine path’ to quickly understand the process and start identifying how it can be improved. Next, we’ll show you how to use different lenses to prioritise the opportunities identified, leaving you with a clear roadmap of how to achieve the benefits. By the end of the session you’ll be confident in using the same techniques with your own teams when you get back to your office. Key takeaways from this masterclass will be an overview of the skills and techniques needed to identify the strength and weaknesses of your key processes and systems. You’ll also be able to see where some ‘quick wins’ or longer term investments can improve not only the way you work but also your bottom line. During each masterclass we’ll pick two examples to walk you through, leaving two lucky attendees with most of the hard work done!

Visit www.clarasys.com for more info Limited spaces available book your space at www.salesinnovationexpo.co.uk

MASTERCLASS

SALES INNOVATION EXPO MAY 2015

ABOUT THE SPONSOR

Clarasys is an independent business consultancy who believe in a people-centric approach to business change; we are process-driven and tech-neutral, meaning we choose the best tools, resources, and approaches to enable your business to prosper. Our areas of expertise cover CRM, business analysis, and change management.

MASTERCLASS SCHEDULE WEDNESDAY & THURSDAY Each one of these one-to-one sessions lasts 45 minutes, giving you a chance to ask your most pressing questions of Clarasys.

11.00

Maximise Your CRM’s Real Potential

12.15

Maximise Your CRM’s Real Potential

13.30

Maximise Your CRM’s Real Potential

14.45

Maximise Your CRM’s Real Potential

16.00

Maximise Your CRM’s Real Potential

AT A GLANCE: •

Define and review attendees’ problems with their CRM system

•

Identify and investigate the main contributory factors to these problems

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Drill down to the root cause of the problem

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Brainstorm solutions and possible options.

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Give attendees an overview of the skills needed to start tackling similar problems in their workplace #SIE2015

GET YOUR HEAD

IN THE CLOUD

CONNECT

When out of the office can you or your staff remain productive and connected to your business?

Improve staﬀ productivity and encourage collaboration

Cloud technology promotes flexible working and encourages staff collaboration as well as reducing costs with an estimated annual saving of between 10-20%*.

MOBILE

☎

FIXED LINE

☎ ☎ DATA CIRCUITS

TELEPHONE SYSTEMS

DIGITAL

Visit Daisy Connect on Stand 840 and discover exactly how embracing the digital age can enhance your business. Call us on 0333 320 1130 or email info@daisyconnect.co.uk *Source: IDC 2013.

SECRETS OF SELLING MASTERCLASS

Limited spaces availible book now at www.salesinnovationexpo.co.uk

THE SECRETS OF SUCCESSFUL SELLING We all want a sales operation that consistently smashes targets – in this series of workshops you will be given the tools to drive performance across the board. Most businesses want to truly understand how to make their sales performance more consistent and more controllable. Karen DunneSquire of Elation has been doing just this with businesses of all sizes for more than 15 years. In this series of workshops you will get to sample first hand her unique methodology for understanding and enhancing sales performance.

ABOUT THE SPONSOR

Elation operate under the basic premise that achieving great sales results is down to three key disciplines, the three pillars of sales:

SALES ACTIVITIES: 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.

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.

SALES MANAGEMENT: Elation Sales was set up by Karen DunneSquire in 2009 with the sole purpose of debunking some of the myths of selling and making sales success possible for all. Over the past 6 years they have worked with hundreds of business to help them refocus their sales efforts in the areas that really return investment. Karen is not only a highly successful sales consultant but also a renowned speaker and founder of high growth business Elation.

Visit www.elationsales.co.uk for more information

MASTERCLASS

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. The innovative three pillars of selling methodology teaches you how to analyse your business according to what really impacts its success and to understand quickly where its biggest gaps are. It will then help you to put in place an action plan to plug those gaps quickly. This set of seminars will provide you with some key actions for implementing enhanced sales performance in your business.

SALES INNOVATION EXPO MAY 2015

MASTERCLASS SCHEDULE WEDNESDAY & THURSDAY Each one of these one-to-one sessions lasts 45 minutes, giving you a chance to ask your most pressing questions of Elation.

10.45

Getting The Results That You Want To See.

11.45

Becoming The Leader That You Want To Be.

12.30

Giving Your Customers The Red Carpet Treatment Every Time.

14.15

Getting The Results That You Want To See

15.15

Becoming The Leader That You Want To Be

16.15

Giving Your Customers The Red Carpet Treatment Every Time

AT A GLANCE: •

Working with your sales team to make them high performers.

•

Diagnosing underperformance and plugging the gaps.

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Becoming a leader who gets results from a motivated team.

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Eliminating micro management and creating an accountable work force.

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Creating a customer experience that delights your customers every time.

#SIE2015

FREE TRIAL

0203 131 3253

Ready to turbo-charge your lead generation? Ready to become a lead generation expert and transform your sales funnel? Lead Forensics is offering you the chance to get ahead of the game by gaining the knowledge you need to turbo-charge your lead generation. With a variety of expert tips, live success stories, demonstrations and networking opportunities, this is one workshop you want to get your name down for - pronto. Meet sales experts who will reveal top tips on boosting your sales performance Learn how to utilize the latest tools to maximise your hot sales pipeline Hear peers tell sales success stories that are almost too good to be true Join our mixer and meet other sales superstars – share stories & tricks and build your network

Enable yourself to... Identify hot, sales-ready leads

Accelerate your lead generation

Significantly increase your online ROI

“We’ve been able to introduce about 1,000 prospects into our sales team” - Rebecca Pedler, Barbour ABI

Want to find out more? Visit stand 1506 or the Lead Forensics workshop for your exclusive 2 week free trial

SALES PERFORMANCE MASTERCLASS

MHI GLOBAL MASTERCLASS THE PURSUIT OF WORLD-CLASS SALES PERFORMANCE: MANAGEMENT BEHAVIOURS THAT DRIVE SALES SUCCESS Sales management is one of the most critical functions within an organisation, as it has the greatest influence in improving sales performance and driving growth. Frontline sales managers hold the closest relationship to an organisation’s key assets; its customers and sales team. The impact of an effective sales manager is instrumental to an organisation’s success. Join MHI Global’s expert consultants in this series of masterclasses, where you’ll hear first-hand unique methodologies that support sales managers in their pursuit to drive worldclass sales performance.

MASTERING THE FRONTLINE SALES MANAGERS’ DILEMMA: WITH A TRIANGLE, A SHARPENED FOCUS, AND A CAPABILITY FRAMEWORK During this session we will discuss the latest research on frontline sales manager’s (FSMs) from the MHI Research Institute. Building on the data points, the FSM triangle concept will be presented and discussed, allowing manager’s to balance various priorities with simple principles. Sharpening the FSMs’ focus on those activities and behaviours that really matter is the second concept that will be shared and discussed. Exploring the right leading indicators to support this focus will be processed in this interactive session. Last but not least, a FSM capability framework will be presented allowing attendees to review, to adjust and to design their own FSM development programmes.

WORLD-CLASS FUNNEL MANAGEMENT: BRINGING PRECISION TO THE ART OF SELLING We will be examining the sales funnel and identifying management behaviours that improve productivity, increase forecasting

WELCOME MASTERCLASS

accuracy and drives sales performance. An MHI Global expert will deliver an enhanced understanding and application of funnel management that supports the key elements of sales growth.

COACHING FOR SUCCESSFUL SALES During this session we will discuss what good coaching looks like and how it can successfully impact sales performance. After attending this session you will be able to better support your sales team with the knowledge of what coaching is (and isn’t!), how to overcome some of the barriers that prevent coaching activities and how to drive the adoption of coaching within your organisation.

ABOUT THE SPONSOR

MASTERCLASS SCHEDULE WEDNESDAY Each one of these one-to-one sessions lasts 45 minutes, giving you a chance to ask your most pressing questions of MHI Global

10.30

World-class funnel management: bringing precision to the art of selling

11.30

Coaching for successful sales

13.00

Mastering the frontline sales managers’ dilemma: with a FSM triangle, a sharpened focus, and a capability framework

14.00

World-class funnel management: bringing precision to the art of selling

15.00

Coaching for successful sales

16.00

Mastering the frontline sales managers’ dilemma: with a FSM triangle, a sharpened focus, and a capability framework

THURSDAY

MHI Global® helps clients drive profitable, predictable top-line growth in an increasingly complex world by bringing together the proven methodology of four great brands in sales performance and customer-management excellence: AchieveGlobal®, Channel Enablers®, Impact Learning Systems® and Miller Heiman®. MHI Global provides a comprehensive suite of resources to help sales and other customerfocused leaders drive growth. We are your global, comprehensive source for consistent, scalable, end-to-end solutions. Visit www.mhiglobal.com for more information

SALES INNOVATION EXPO MAY 2015

10.30

Mastering the frontline sales managers’ dilemma: with a FSM triangle, a sharpened focus, and a capability framework

11.30

World-class funnel management: bringing precision to the art of selling

13.00

Coaching for successful sales

14.00

Mastering the frontline sales managers’ dilemma: with a FSM triangle, a sharpened focus, and a capability framework

15.00

World-class funnel management: bringing precision to the art of selling

16.00

Coaching for successful sales

Limited spaces available book now at www.salesinnovationexpo.co.uk

#SIE2015

SUPPORTERS Sales Innovation Expo would like to thank all of our partners and supporters for their help and assistance in producing the show. BEST SALES BLOGGER AWARDS

BUSINESSESFORSALE.COM Stand Number 440

SEMINAR SCHEDULE Sales Innovation Expo brings you an essential schedule of seminars across both days of the show. 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. Turn the page now to find the full details of every seminar at this year’s Sales Innovation Expo.

SOCIALSIFT

SOCIAL SIFT Stand Number 1056

SIMPLY SALES JOBS

FLAMEPOST Stand Number 739 & 1052

GLOBAL MESSAGING Stand Number 420

USP VENTURES Stand Number 1054

CLUB WEMBLEY Stand Number 1340

TOP SALES WORLD

@SalesInnovExpo

PLACES ARE FIRST-C OM FIRST-SERV E, E SO GET TH D, ERE EARLY!

MAY 2015 SALES INNOVATION EXPO

SUPPORTERS

WELCOME SCHEDULE SEMINAR SCHEDULE

SALES INNOVATION EXPO MAY 2015

* 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.

#SIE2015

@SalesInnovExpo

MAY 2015 SALES INNOVATION EXPO

SCHEDULE

SCHEDULE WELCOME SEMINAR SCHEDULE

SALES INNOVATION EXPO MAY 2015

#SIE2015

@SalesInnovExpo

MAY 2015 SALES INNOVATION EXPO

SCHEDULE SEMINAR SCHEDULE

SCHEDULE WELCOME

SALES INNOVATION EXPO MAY 2015

#SIE2015

EXHIBITOR LISTINGS 55 Connect Ltd Stand Number 1066 55 Connect Ltd know how important it is to bring marketing into the commercial side of the business. Led by Sofia Dahlqvist, with extensive B2B marketing experience, 55 Connect Ltd offer a full range of marketing services to deliver result. 07972 908 667 www.55connect.co.uk

CANDDi Stand Number 1272 See who`s visiting your website and close more sales. CANDDi recognises and tells you who is on your website, not just how many people. It provides real time Visitor level data for automated interactions at a level not seen before. 0161 414 1080 www.canddi.com

Actimizer Stand Number 1284 Actimizer dialer solutions increase efficiency and profitability of outbound calls for sales, appointment booking, campaigns etc . Our customers make 100.000.000+ outbound calls per year. They trust us for stability, quality of service and they report an increase in sales productivity of 25 - 400%. 0045 70 202 304 www.actimizer.com

CONNECT:ED Strategies Stand Number 1098 CONNECT:ED Strategies, founded by Dan Waldschmidt and Erdem Tekinel, is the rapidly growing strategic firm global leaders across 30 different verticals in over 13 different countries look to for help when they need solutions to complex problems. 001 202.630.6730 www.connectedstrategies.org

ActionCOACH London Stand Number 1076 ActionCOACH London is led by Shweta Jhajharia, the winner of the London Coach of the Year every year since 2009. We help you achieve your desired ‘next level’. Through cutting edge strategies we we help you build a profitable, systemised business so you have more time to spend on the things you love 020 7622 9655 www.londoncoachinggroup. com Artesian Solutions Stand Number 1486 Artesian helps you quickly understand your customers and prospects better, increase customer retention, grow your accounts and maximize revenue opportunities. It`s the world`s most powerful social seller solution, taking information from millions of sources across the web, company intelligence and social media. 0118 907 0550 www.artesiansolutions.com

@SalesInnovExpo

Corporate Visions Stand Number 1080 Corporate Visions is a leading marketing and sales messaging, tools, and skills company that helps global B2B companies create more sales opportunities, win more deals and increase sales profitability by improving the conversations salespeople have with customers. 01442 345365 www.corporatevisions.com Creative Telemarketing Stand Number 1492 At Creative Telemarketing we are passionate about results and are focused on return on investment. Thus we aim to help grow your business by delivering your objectives whether it be appointment setting, database cleansing, customer retention or relationship building. 01536 527 425 www.creative-telemarketing. co.uk Differentia Consulting Ltd Stand Number 1280 Differentia Consulting are a UK based, global award winning QlikView Elite Solution Provider offering a platinum level of service.

We deliver QlikView Consulting Services to 250+ clients and QlikView OEM partners, most are users of tier one ERP/CRM systems namely. We build QlikView Smarter.BI dashb www.differentia.co/qlikview/ Elation Sales Stand Number 1332 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 Fileboard Stand Number 1286 Fileboard is the leading sales engagement platform helping sales organizations across the globe increase the amount of sales opportunities they close at least by 30% and improve their overall team performance. Fileboard is the missing engagement layer in your CRM. 001 650 265 4732 www.fileboard.com FlamePost Stand Number 1052 FlamePost is essential to grow your business! FlamePost is the best way to professionally post content onto your LinkedIn Groups & Company Page, Your LinkedIn personal timelines, Facebook, Twitter, and WorkProfile - The social network for work and learning... all from one amazing platform. 0871 288 2108 www.FlamePost.com FleXRM Limited Stand Number 1320 FleXRM Limited specialise in customising and configuring Microsoft Dynamics CRM to meet customer requirements. A solution that is implemented well will make business operations more efficient enabling companies to streamline processes and drive revenue. 0203 764 6730 www.flexrm.co.uk Hennik Group Stand Number1056 Huthwaite International Stand Number 1500 At Huthwaite International we help organisations to Sell, Negotiate and Communicate more effectively. As a global operation

we can provide consistent training in local language and with a local touch. Our goal as a training provider is to be focused on the same outcome you are - improved results. 01709 710081 www.huthwaite.co.uk Impact Business Partners Ltd Stand Number 1496 IBP bring together insights from psychology, sociology, neuroscience and sales methodology into an integrated discipline we call `salecology`. Salecology is a super-charged set of skills that enables sales professionals to rapidly build connections with customers - and influence them to say “Yes”. 0207 649 9959 www.impactbp.com Inbox Income Stand Number 1502 If you’re using email marketing, but not getting the results you want from it, come and ask us about our Maximum Response Marketing Programmes. Our goal is to make it easy for you to get the right message to the right people at the right time, and turn your ideal prospects into loyal customers. 023 8000 1105 www.inboxincome.co.uk Infor CRM Stand Number 1086 Infor CRM is CRM without compromise. Infor is fundamentally changing the way information is published and consumed in the enterprise, helping 70,000 customers in 194 countries improve operations, drive growth, and adapt to market changes. 0808 238 1641 crm.infor.com Lammore Consulting Stand Number 1290 Lammore Consulting are an award-winning sales and management training company. 01423 520814 www.lammoreconsulting.co.uk Lead Forensics Stand Number 1506 & 1326 98% of B2B website visitors don`t enquire; we tell you who they are. Discover which anonymous businesses have visited your website and access their full contact details so you can generate more leads, maximise your online ROI and reach sales leads before your competitors. 0203 131 3253 www.leadforensics.com

MAY 2015 SALES INNOVATION EXPO

EXHIBITOR A-Z

Linked2Success Ltd Stand Number 1319 Since 2009, Linked2Success has provided LinkedIn and social media training to SME and large corporate business teams in the UK and in Europe, helping them to generate hundreds of new qualified sales leads. 01423 223 400 www.linked2success.co.uk/ what-services-we-provide/ social-media-training-programs. html Lowdownapp Ltd Stand Number 1078 Lowdown for iPhone has a smart way to make you feel confident before meetings, be superb during and look awesome afterwards. Helping people be on time, know who they’re meeting, where they’re meeting, when they should leave and how to get there, as well as delivering useful company information 07763 149 337 www.lowdownapp.co MHI Global Stand Number 1310 MHI Global is a leading worldwide company devoted to improving sales performance and customer management excellence. Our unrivalled capabilities and solutions come from the combined expertise and experience of powerhouse brands that make up MHI Global - Miller Heiman, AchieveGlobal, Huthwaite. 01908 211 212 www.mhiglobal.com Occurro Software Ltd Stand Number 1330 The most recognised sales organisations around the world today utilise Occurro`s innovative SAAS based solution-sales technology to drive revenue growth and success. 0203 735 5310 www.occurrosoftware.com one2one Stand Number 1088 SmartProspector from one2one is an easy to use web-based application that improves the performance of Field Sales Teams. It enables sales teams to plan and manage their work more effectively, capture data from sales visits accurately, trigger follow up actions and generate management reports. 0161 919 9610 www.121customerinsight.co.uk

EXHIBITOR A-Z

Outside In - Deal Sheet Opportunity Management in CRM Stand Number 1334 Deal Sheet is a proven selling methodology embedded into your CRM system. It will help your sales people to sell and your sales managers to manage for improved win rates. Developed by sales professionals it is designed to be simple to use in the office or on your mobile device. 03333 444 015 www.oism.co.uk/dealsheet Perfect-Fossicking Stand Number 1066 Perfect-Fossicking works with owner managed businesses and SME’s providing sales enablement solutions for Business Development, helping you to achieve your goals and overcome any barriers and challenges relating to sales and business growth. 07525 018074 www.perfect-fossicking.com Phil Olley Unlimited Stand Number 1061 It will help your sales people to sell and your sales managers to manage for improved win rates. Developed by sales professionals it is designed to be simple to use in the office or on your mobile device. 02476 696 821 www.PhilOlley.com Plecto ApS Stand Number 1070 Plecto is your sales reps’ scoreboard. They can follow their performance in real-time and the entire team is notified with a sound and popup on your TV screens every time a sale is logged. Plecto increases motivation, performance as well as CRM adoption. 045 7199 7162 www.plecto.com Practical Sales Processes Stand Number 1292 Where Practical Sales Processes add value is easy to see opportunity qualification, sales strategies and plans, compelling value propositions, unmatched proposals and presentations, intelligent pricing, account management, close planning, win/loss reviews and customer satisfaction surveys. 07772 583979 www.practicalsalesprocesses. co.uk

SALES INNOVATION EXPO MAY 2015

Prosell Learning Stand Number 1282 Get your onboarding right - How quickly are your new recruits performing? Are they able to apply training? How often do you invest in new hires only to see them leave within a year? Our new mLearning solution uses radical techniques to provide support,speed up skills acquisition & increase retent 020 8755 5380 prosell.com Qstream Stand Number 1068 Developed at Harvard, Qstream is a mobile sales enablement platform used by top brands to drive high performance sales teams. Combining science, gamification and data analytics in an easy-to-use mobile format, it works by maximising long-term retention of product information and selling skills. 353 1 687 7004 www.qstream.com Salestrong Stand Number 1532 At Salestrong, we’re passionate about helping clients to grow their business through an effective and efficient sales force. We’re experts in enabling sales teams to succeed, and our sales coaches work with many of the world’s leading companies. 01778 382733 www.salestrong.co.uk Sales interAction Stand Number 1314 Sales Interaction are a UK based consultancy with a global reach focussing on In Call Excellence. 01767 676 900 Sales Motivations Stand Number 1339 We can help you grow your sales revenue and profits fast, guaranteed. We use leading edge, scientifically proven, award winning sales psychology tools and techniques. Our clients report report a 30% increase in sales activity, a 20% increase in sales as well as a 66% reduction in staff turnover. 0845 531 4125 www.sales-motivations.com SalesLabs Stand Number 1071 Saleslabs are a Revenue Generation Assurance Company. Through the utilisation of global research, state-of-the-art analytics, unique apps and tools, SalesLabs

is on a mission to change the way companies grow their revenue and achieve sales transformation. We’ve created $24bn in new client revenue. 01483 271083 www.saleslabs.com SalesSeek Stand Number 1274 SalesSeek - Bringing together essential sales and marketing tools for growth-focused technology businesses.Our design-led platform provides Contact & Deal Management, Email Marketing & Automation, Forecasting, Task Management, Web Analytics, and Social Monitoring in a fresh and visual web application. We combine these tools with action-oriented visualisations and dashboards for all roles: CEO, Sales Management, Marketing, Telesales and Enterprise Sales Rep. Our open API enables integrations with existing systems at no additional cost. With real time insights, SalesSeek is helping organisations scale their revenue generation by providing context to relationships and the tools needed attract, and engage with a growing customer base. 020 3514 2513 www.salesseek.co.uk Seller Performance Ltd Stand Number 1060 Seller Performance are sales professionals with great credentials in training, coaching recruiting and the expert use of psychomteric and behavioural profiling - passionate about selling, and passionate about people. 07720 948 201 sellerperformance.co.uk Simply Sales Jobs Stand Number 1058 Simply Sales Jobs is the market leading job board for the sales industry. We advertise all levels of sales roles across the UK for many of the country’s leading employers and recruitment agencies. 01772 639 042 www.simplysalesjobs.co.uk SlingShot Guru Stand Number 1312 Imagine if all your salespeople could deliver consistent visual stories connecting with your buyer’s emotions not just communicating data. SlingShot Guru specialize in buyer communication, sales messaging, tools, enablement and an app that makes visual storytelling easy for your sellers. 01620 850 849 www.slingshotguru.com

#SIE2015

TEAMGATE Stand Number 1482 Teamgate is cloud based sales CRM with easy-to-use interface. Track your sales process, manage contacts or analyze sales results without efforts. 37067113887 www.teamgate.com The Sugar Refinery Stand Number 1510 SugarCRM offers a simple, consistent and intuitive interface on desktop, laptop or mobile device, with features to ensure that every single user gains benefit. Shorten sales cycles, increase revenue, reduce customer churn, increase efficiency and satisfy your customers through a cost effective CRM. 0131 300 0434 thesugarrefinery.com U-Can (UN) Ltd Stand Number 1512 Helping Businesses & Sales Professionals generate more leads and sales through their use of Linkedin. Doing away with the need for cold calling, bypassing “The GateKeeper” and leveraging your time to find and connect with your ideal client anywhere in the world!! 07949 396 272 www.3degreessocial.co.uk USP Ventures Stand Number 1054 USP Ventures provide a route to market for innovative and exciting business ideas. By utilising top-class technologies and highly skilled technicians, your business will benefit from a unique selling proposition. 0151 214 3389 www.uspventures.com

@SalesInnovExpo

ValueSelling Associates Stand Number 1540 ValueSelling Associates is the creator of the ValueSelling Framework, the sales methodology preferred by sales executives around the globe. ValueSelling has helped thousands of sales professionals increase their sales productivity by giving them the tools to win - based on value, rather than price. 01638 721 863 www.valueselling.com

EXHIBITOR A - Z 55 Connect Ltd

1066

Actimizer

1284

ActionCOACH London

1076

Artesian Solutions

1486

CANDDi

1272

CONNECT:ED Strategies

1098

Corporate Visions

1080

Creative Telemarketing

1492

Xcel Sales Ltd Stand Number 1321 We are a new breed of agency; we live and breathe professional selling to accelerate your business growth. 01184 021440 www.xcelsales.co.uk

Differentia Consulting Ltd

1280

Elation Sales

1332

Fileboard

1286

FlamePost

1052

FleXRM Limited

1320

Hennik Group

1056

You Don’t Need a CRM! Stand Number 1081 You Don’t Need a CRM is a Lead management SaaS software built for sales people. Unlike traditional CRM systems, it aims at reducing the amount of time wasted when filling out forms, allowing sales people to create leads in seconds (email, mobile, business card, spreadsheet) and follow them up easily YouDontNeedaCRM.com

Huthwaite International

1500

Impact Business Partners Ltd

1496

Inbox Income

1502

Infor CRM

1086

Lammore Consulting

1290

Lead Forensics

1506

Lead Forensics

1336

Linked2Success Ltd

1319

Lowdownapp Ltd

1078

MHI Global

1310

Occurro Software Ltd

1330

One2one

1088

Outside In

1334

Perfect-Fossicking

1066

Phil Olley Unlimited

1061

Plecto ApS

1070

Practical Sales Processes

1292

Prosell Learning

1282

Qstream

1068

Sale Strong

1532

Sales interAction

1314

Sales Motivations

1339

SalesLabs

1071

SalesSeek

1274

Seller Performance Ltd

1060

Simply Sales

1058

SlingShot Guru

1312

TEAMGATE

1482

The Sugar Refinery

1510

U-Can (UN) Ltd

1512

USP Ventures

1054

ValueSelling Associates

1540

Wembley Division

1340

Xcel Sales Ltd

1321

You Don’t Need a CRM!

1081

Wembley Division Stand Number 1340

MAY 2015 SALES INNOVATION EXPO

EXHIBITOR A-Z

FLOOR PLAN VISITORS ENTRANCE

212

BUILDING YOUR BUSINESS SEMINAR HALL

200

190

184

182

180

174

172

170

185

187

188

175

178

176

250

252

254

256

251

257

258

259

454

444

186

SEMINAR HALL 20

KEYNOTE HALL 1 230 232

236

234

238

462

460

240 242

244

248

249

246

264

BUSINESSES FOR SALE LIVE

268

FACETIME

464

456

466

468

480 482

486

696

690

450

446

440

447

449

448

434

432

435

436

512

430 437

426

420 424

422

428

478

SEMINAR HALL 19

490 492

496

500

502

678

681

506

508

510

672

670

660

516

BUSINESS MASTERCLASS

664

714

730 732

734

735

737

738

739

896 895

894

892

899

898

897

526 524

654 650

662

ANGELS DEN

920

520 522

736

750 740 741

742

880 881

870

752 760

922 TBS SPEED NETWORKING

924

918

910

930

IGNITING YOUR WORKFORCE MASTERCLASS

890

862

863

850

926 928

940

BUSINESS GROWTH & DIGITAL MARKETING MASTERCLASS

950 956

952

SOURCING MASTERCLASS

960

4NETWORKING 1-2-1 ARENA ONLINE MARKETING MASTERCLASS

958

SALES OFFICE 1180

1178

1176

1182

1170

1168 1166

1160

1158

1150

1144

1140

1130

1122 1120

1224

1230

1111 1110

1179 1184 1186

1188

1190 1192

1194

1200 1202

1204

1191 1196

1198

1205

1206

1208

1210

1212

1214

1220

1222

1216

1218

1226

1228

1410

1411

BUSINESS GROWTH MASTERCLASS

1400

1412

1382 TWEET MEET

MULTI CHANNEL MARKETING MASTERCLASS

1372

1374

1413

1414

1419

1421

1420

1422

1426

SEMINAR HALL 18

FLOOR PLAN

SALES INNOVATION EXPO MAY 2015

1430 1432

SEMINAR HALL 17

1436 1438

1440

1442

SEMINAR HALL 16

1446

1370

1450 1452

SEMINAR HALL 15

1455 1456

1460 1462

SEMINAR HALL 14

#SIE2015

1466 1467

SEMINAR HALL 1

VISITORS ENTRANCE

SALES INNOVATION E X P O 2 0 1 5

KEYNOTE HALL 2 LIVE FEED AREA

152

134

132

138

136

300

302

130

110 120 112

304

310

410

530

532

BRANDING MASTERCLASS

411

536

540

542

546

398 396

392

390

320 321

380

372 370

382 384

550

552

556

560

100

108

308

418

102

104

330

332

334

336

338

339

362

628

626

770 772 762

768

766

764

841

840

1000

1002

620

774

778

836

374

562

566

834 832

570 572

576

1098

1250

1252

1254

1260

1256

1258

1259

1265

1352

1355

1350

1476 1477

1096

1090

CRM MASTERCLASS

B2B SOCIAL SELLING MASTERCLASS

1480

790

BSU SPEED NETWORKING

1482

1020

1014

1340

1354

1470 1472

MIDAS TOUCH & MENTORING WORKSHOP

THE WILEY STARTUP SCHOOL

1486

1088 1086

@SalesInnovExpo

816 814

SEMINAR HALL 11

810 SEMINAR HALL 5

819

STAFF ENGAGEMENT MASTERCLASS

1081 1080

1078 1076

1272

1280 1282

1274

1286

SECRETS OF SELLING MASTERCLASS

1334

1332

1330

1339

1338

1336

1490

1492

SEMINAR HALL 10

SEMINAR HALL 4

BUSINESS CONNECTIONS

1032

1024

1550 SEMINAR HALL 12

1026

1022

THE GLOBAL ELECTRONIC SHOPPING MALL

796 798

818

1012

600 BOOKINGLINE LTD SEMINAR HALL

838

BUSINESS GUIDE TO CLOUD SERVICES MASTERCLASS

1100 1101

830

601

606

779

835 839

1108 1106

776

610

SEMINAR HALL 3

364

575 630

THE INTERNET BUSINESS SCHOOL

1070 1071

1500

1540

1532

1502

1042 1046

1068 1066

1290

1284

1040 TRADING FROM HOME MASTERCLASS

1060 1061

SALES PERFORMANCE MASTERCLASS

1292

LEAD GENERATION MASTERCLASS

1496

1044 1048

1314

1312

1310

1321

1319

1318

1316

SEMINAR HALL 9

1052 1054

1320

1506

SEMINAR HALL 6

1510

1512

SEMINAR HALL 8

1056 1058 1516

1300

SEMINAR HALL 7

MAY 2015 SALES INNOVATION EXPO

FLOOR PLAN

GROW YOUR BUSINESS IN THE CLOUD WITH OUTSOURCERY

Outsourcery’s cloud services can transform the way you work, making it easier for you to communicate and collaborate with your customers, business partners and suppliers and taking away the headache of managing on-premises IT – so you can concentrate on growing your business.

So what are the benefits of going cloud? Access anytime, anywhere, on any device Cloud services, including email and Unified Communications, can be accessed remotely from any location with an internet connection, enabling employees to be productive and connect, wherever they are

‘Pay as you go’ monthly subscriptions

Provider, helping organisations in all sectors, of all sizes

Outsourcery’s cloud solutions don’t require an up-front investment or cash injection, so you only pay for services you use, with a simple monthly subscription

make sense of the cloud. Our dedicated team of cloud

The ability to scale up as your business grows

experts will work closely with you, to help improve your

We offer fully scalable solutions, so as your business grows your cloud services will grow too, meeting your business needs however big or small

Outsourcery is a world-leading, UK-based Cloud Services

existing IT and Communications services, with cloud solutions built on market-leading Microsoft software and best-of-breed hardware from Dell and HP.

Peace of mind with secure UK-based cloud

includes hybrid cloud solutions, Infrastructure-as-a-

Outsourcery’s cloud platforms are based out of highly robust, secure UK data centres which offer both geographical diversification and data sovereignty, so you can rest assured your data is safe at all times

Service and Software-as-a-Service, like Lync, Exchange

A dedicated team of cloud experts

and Dynamics CRM.

Outsourcery’s cloud experts will offer comprehensive support from the day you start on your cloud journey, with industry-leading SLAs, meaning your IT team can focus on adding business value, not just ‘keeping-the-lights-on’

Outsourcery’s secure and accredited cloud offering

To find out more about how Outsourcery’s cloud services could help you grow your business, get in touch today. Our dedicated team of experts are always ready to talk cloud. Just email info@outsourcery.co.uk quoting THE BUSINESS SHOW for a free, no-obligation cloud consultation.

0843 366 6060 www.outsourcery.co.uk

@outsourcery #letstalkcloud

STAND 1310

MHI GLOBAL BRINGS GAMECHANGING INSIGHTS TO SALES LEADERS WORLDWIDE MHI Global is a leading worldwide company devoted to improving sales performance and customer management excellence. Supported by the real-world experience of passionate sales practitioners, MHI Global brings in best-in-class expertise and practical experience to all aspects of the selling and customer management process.

MHI GLOBAL CAPABILITIES MHI Global provides all of the key components of a multidimensional and interdependent sales system, based on the central belief that everything starts with the customer. The company’s tagline and promise to empower growth signifies its goal to help sales leaders optimize their time, effort, and potential to better create and manage customer relationships, while achieving business goals. MHI Global provides the following resources: •

•

• •

Core management strategies that help organizations create opportunities, manage customer relationships, and improve the effectiveness and professionalism of every customer interaction Adjacent centers of excellence that offer solutions, such as leadership execution, customer service, and channel sales Strategic analysis and decision-making tools Proprietary research focused on understanding and codifying the best practices of the world’s top sales organizations.

OUR APPROACH - SOLVING SALES PERFORMANCE CHALLENGES We thrive on solving complex, time-sensitive, and multi-national sales performance challenges, as well as the challenges of more transactional, velocity selling – and every challenge in between. The MHI Global Sales System provides a systematic path for improvement that leverages automation. Sales training alone cannot produce the culture shift required in today’s customerdriven economy; neither can CRM systems that attempt to automate sales behaviors. For us, results come in three forms: time-to-value, precision in execution, and delivery of holistic solutions that drive sustainable results. We measure our efforts through metrics that are meaningful to our clients’ success.

Miller Heiman (Reno, Nev.) and its two divisions, Impact Learning Systems (Reno, Nev.) and Channel Enablers (Littleton, Colo.), acquired Achieve Global (Tampa, Fla.) and Huthwaite (Arlington, Va.), to form MHI Global (Littleton, Colo.) and expand on its vision of becoming the key resource to all sales leaders. Under Miller Heiman’s management team, the companies will operate independently, while led by a cohesive senior-executive team; keep their individual company names; retain local managing directors and teams; continue to partner with their individual customers; and expand their

FRONTLINE SALES MANAGER’S DILEMMA – COACH, LEADER, AND BUSINESS MANAGER Frontline sales managers (FSMs) are the most important role in any sales organisation when it comes to sales execution. But our research shows that developing FSMs is still not a high priority ranking investments in productivity. This disconnect has to be solved with holistic frameworks that address the FSMs’ challenging role, their often competing key areas customers, people and business. Our FSM Triangle is the foundation for effective FSM development.

Our research provides gamechanging insight. The MHI Research Institute, an independent research organization, drives

www.mhiglobal.com info-europe@millerheiman.com +49 9621 91770-0

EDITORIALS

FIVE COMPANIES AS ONE CUSTOMER-CENTRIC RESOURCE

worldwide capabilities within the framework of MHI Global. The proven methodology, expertise, and measurable results of these five companies will provide businesses with an expanded approach, strategy, and holistic view of the customer lifecycle. Please join Tamara Schenk from our MHI Research Institute at her key note:

EXPERTISE GROUNDED ON SALES RESEARCH

CONTACT

innovation and insight that help organizations uncover strategies to improve how they engage with their customers and build a competitive edge. Our analysts are focused on trends and insights into what’s next to drive sales performance; not to make commentary on specific products or solutions.

SALES INNOVATION EXPO MAY 2015

TAMARA S Frontl CHENK Manager’inse Sales – Coach, Le Dilemma Business Mader and anager 11.45 HALL WEDNESDA 9 Y

#SIE2015

STAND 1066

INDEPENDENT MARKETING TO SUPPORT YOUR BUSINESS SUCCESS Successful marketing is closely linked to your business objectives. Generating predictable revenue requires plans and processes that look beyond a basic lead generation programme. From a business perspective, marketing has to be a tightly run commercial operation – disciplined, strategically focussed, and a measurable function. In today’s modern world there are many avenues an organisation can use to push their messages out. However, are you sure the right people are hearing it? Improving brand value and generating leads may seem like time-consuming tasks to sales teams set to hit their targets quickly. By ensuring you have targeted and well-planned

@SalesInnovExpo

demand generation campaigns in place throughout the year, sales are freed up to follow up leads whilst your brand messaging remains consistent and clear. 55 Connect will take time to understand your business, your market, and what you want to achieve. We will then support you in building a strong and measurable marketing plan that recommends the best marketing disciplines for you. In addition, we can assist you in carrying out all the required elements and making sure they are in line with

your budgets, resources, and most importantly, results are tracked. We specialise in supporting you by providing: • An external perspective on your business • A clear marketing and communication strategy • Customer segmentation development • Focus to ensure all actives are sales driven to ensure success. Simply said, we will set you apart from your competitors!

CONTACT 55 Connect Ltd www.55connect.co.uk info@55connect.co.uk

55 Connect will take time to understand your business, your market and what you want to achieve. We will then support you in building a strong and measurable marketing plan that recommends the best marketing disciplines for you. In addition, we can assist you in carrying out all the required elements and making sure they are in line with your budgets, resources and most importantly results are tracked. We specialise in supporting you by providing: An external perspective on your business A clear marketing and communication strategy Customer segmentation development Focus to ensure all actives are sales driven to ensure success Simply said, we will set you apart from your competitors! visit 55connect.co.uk

MAY 2015 SALES INNOVATION EXPO

EDITORIALS

STAND 1052

THE SOCIAL MEDIA CONTENT MANAGEMENT TOOL There’s no other way to put it….FlamePost is essential for business growth. For your business to gain awareness, you HAVE to be on social media, and the best way to schedule your posts each day is FlamePost. Every company needs to share content in order to get more customers and build a leading

EDITORIALS

brand. With FlamePost, you can quickly and easily add and schedule content which will regularly post onto social channels as often as you like. This results in great regular content posting, resulting in more clicks, more followers, and increases your interaction with customers. FlamePost ensures your content looks professional when it’s posted to your social channel. It does this by optimizing your content for each social network. It’s great for small and large businesses, and even marketing companies

SALES INNOVATION EXPO MAY 2015

FlamePost is the best way to professionally post content onto your LinkedIn Groups & Company Page, Your LinkedIn personal timelines, Facebook, Twitter, and WorkProfile - The social network for work and learning... all from one amazing platform.: With FlamePost, your ability to grow a business increases in a simple and quick way. You have to be on social media to gain awareness and the best way to schedule your posts for each day is FlamePost. We invite you to a FREE TRIAL at www.FlamePost.com Call us on: 0871 2882108

managing content for their clients. FlamePost is the best way to professionally post content onto numerous social media platforms, including: • Facebook • Your LinkedIn company page/ your personal timeline • Twitter • WorkProfile.org Simple, affordable, and highly effective, FlamePost is the most professional way to advertise products and services, and is

vital in maintaining your business growth and providing you with the opportunities essential to your business. For a FREE trial, visit www. FlamePost.com.

CONTACT www.FlamePost.com accounts@theior.org.uk 0871 2882108

#SIE2015

STAND 1274

3 ESSENTIALS FOR SALES MOMENTUM Momentum. The most important thing for a sales person to have. Sales momentum is also one of the hardest things to gain, and the easiest thing to lose. Do nothing and it’s gone. Work hard and consistently, and you’ll hopefully create enough individual snowflakes that they eventually form an avalanche.

to build sales momentum over time.

Building momentum takes a lot of effort. Focus on small gains to build momentum in your sales funnel. Selling, in the purest sense, can be boiled down to transfer of emotion. As long as you believe your solution will benefit the customer and create value/utility for them, then all you need to do is transfer this belief to the person(s) making the decision on whether or not to buy.

Volume of leads is clearly very important and it is where a successful business will see the greatest growth over time.

But how do you create it, and how is it even defined in the context of sales? Measure, visualise, and understand. Momentum is a function of mass and velocity. Thinking in terms of a sales funnel, these equate to volume, conversion, and velocity. Focusing on those three key aspects day-by-day will allow you

VOLUME Are you investing enough in effective marketing and outbound sales to create quality leads? Are the salespeople giving these the proper attention to maintain them as active? (And are unripe leads going back into marketing for nurturing?) Are you collecting and measuring leads from all possible sources?

CONVERSION

that identify it at each stage are important. These will give you an idea of how salespeople are performing and a base to benchmark improvements over time. The next step is to know what contact is required to convert leads to their next phase.

VELOCITY Are leads being converted through the stages to a final sale at the optimal rate? • •

Could they be moving faster? Should they be moving slower?

Counter-intuitive, but what is the speed that closed deals move at? Skipping prep work with the customer usually bites you just before contract stage…

More importantly, are you seeing leads move through these stages from week to week?

The longer it takes to progress through the funnel the more sales resources it takes, and thus a higher cost of sale. Conversely, moving through the funnel quickly may seem great but if you have a high margin product or a recurring revenue stream, are you creating long-term brand advocates? It’s worth spending longer on the sales progress to ensure they are completely satisfied with the result.

Knowing the average length of time it takes a lead to convert into a sale and the characteristics

The key to building sales momentum is a consistent and ongoing cycle of measuring,

Do you know the length of your sales cycle? How does it vary? By account or by salesperson? Are the separate sales funnel stages clearly defined and are you continuously learning what it takes to move a prospect through these stages?

CONTACT WWW.salesseek.net hello@salesseek.net 44 (0)20 3514 2513

testing, and measuring again, each time getting closer to the optimal recipe for volume, conversion, and velocity. This recipe differs from business to business, and as you develop this process you’ll begin to attain a picture in your mind of what a healthy funnel will look like in the context of your company and your salespeople. With a wellillustrated funnel, this is possible earlier and more accurately in the sales cycle. SalesSeek – bringing together essential sales and marketing tools for growthfocussed businesses. Our design-led platform provides contact and deal management, email marketing and automation, forecasting, task management, web analytics, and social monitoring in a fresh and visual web application. We combine these tools with action-orientated visualisations and dashboards for all roles, including CEO, sales management, marketing, telesales, and enterprise sales rep. Our open API enables integrations with existing systems at no additional cost. With real time insights, SalesSeek is helping organisations scale their revenue generation by providing context to relationships and the tools needed to attract and engage with a growing customer base.

STAND 1068

Fun, fast, and engaging Motivates the team

A RADICALLY DIFFERENT APPROACH TO HELP YOUR SALES TEAM CLOSE MORE DEALS! Qstream brings together the best of gamification, big data, and neuroscience in one powerfully simple solution. Developed at Harvard, Qstream is a mobile sales enablement platform used by top brands to drive high performance sales teams. Combining science, gamification, and data analytics in an easy-to-use mobile format, it works by maximising long-term retention of product information, brand messages, and selling skills. Qstream ensures that your sales teams are ready to have valueadded conversations with clients and win more deals, and it only takes minutes a day.

selling capabilities by answering two short, scenario-based questions pushed to their mobile device every other day, and then engaging them with concise feedback and explanations. Questions get repeated over time - whether answered correctly or not - with space adaptation according to an individual`s responses. It is this adaptive algorithm that underpins Qstream, and personalises the experience for each rep’s specific needs. The system has been clinically proven in over 20 randomised trials to increase knowledge retention by up to 170% and have a positive impact on on-the-job performance. Gamification techniques and social mechanics make the experience fun and motivating, with

HOW WILL QSTREAM MAKE A DIFFERENCE TO REVENUE GENERATION?

Ensures product and sales knowledge is remembered Mobile - works on any device Provides real-time analytics Is proven in over 20 clinical trials Available in 14 languages for global deployment Scales easily for any number of users and over any geography Used by enterprise companies in life sciences, high-tech, manufacturing, and financial services.

engagement rates as high as 95%. The platform is data driven, with real time reporting and sophisticated analytics that allow management to assess sales force capabilities in unlimited ways. The analytics engine provides sales managers with performance dashboards and weekly email status reports. Based on the data for each team, it also suggests specific next steps to each manager – helping them deal with any issues identified and keeping them engaged in the process. Qstream’s powerfully simple approach to knowledge reinforcement has been proven in more than 20 clinical trials to increase long-term retention by up to 170% and durably change on-the-job behaviour.

The impact of Qstream is best described by a client: ‘After just nine months, Qstream is now built into our culture as a way of going beyond the ‘fire hose’ of product information we give to sales reps during plan of action sales meetings. It’s fun, nonintrusive, works on mobile devices, and helps reps to have the level of conversations that clients require to make purchasing decisions… even previously sceptical reps are now asking for more Qstreams. I certainly don’t get that sort of response from other initiatives.’ Ryan Casey, American Medical Systems.

CONTACT www.qstream.com info@qstream.com +44 (0)1444 680 046

In your sales team, there will always be only a small percentage of sales reps that are top performers. Rather than just hiring more ‘A’ players, you can make a big impact on revenue generation by helping the majority of the sales team you already have – the average performers - to be more effective. Through Qstream, you can use predictive analytics to identify what sales reps know today, and reinforce key product knowledge, brand messages, and selling skills using a combination of mobile reinforcement, gamification, and brain science. In just minutes, Qstream helps sales representatives reinforce their product knowledge and

EDITORIALS

SALES INNOVATION EXPO MAY 2015

#SIE2015

STAND 1284

With Actimizer, you can:

THE IMPACT OF OUTBOUND DIALING INTELLIGENCE Reaching decision makers in today’s frantic business environment is not only challenging, but is, in fact, scientific. Being successful in outbound sales depends on the tools you select for ensuring efficiency, accuracy, and profitability in your call centre. Are we making a sufficient amount of contact attempts with our leads? What is the optimal frequency between unanswered calls? In which order and how regularly should we call our new leads and the redials? Based on more than 100 million annual calls and years of optimizing factors like these,

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we know that they have a major impact on your profitability of outbound calling activities.

THE SCIENCE OF AN EFFICIENT OUTBOUND FLOW Nobody questions the importance of measuring KPIs. To most sales managers, checking metrics daily – or even hourly – is like an addiction. Performance management is our top priority. Improving KPIs, however, does not only rely on the performance of your agents or lead quality, but also on the performance, qualities, and flexibility of your outbound software tools and platform. Identifying and applying the optimal flow for efficient outbound contact ensures profitability of every prospecting hour spent.

Increase sales dramatically Gain live transparency down to each minute Ensure and retain outbound proactivity Seamlessly integrate to your CRM or BI system Get started in no time

When call centres take a trial with our outbound software, we always encourage them to test at least one of our competitors as an ‘AB-split test’ with half of the team running on solution A, while the other half run on solution B. This will reveal the ROI of the tool you choose. Usually, due to ‘unknown’ factors, we see a dramatic difference in the KPIs of the teams with each software tool. That is no coincidence, and neither are the factors unknown to us; this is where outbound intelligence demonstrates its impact. Learn to identify and improve weakness In my presentation, I will share a look into the ‘engine’ of an outbound calling software tool to demonstrate how the seemingly minor factors impact

how profitable your outbound activities are. Learn how to identify any potential weaknesses in your outbound contact flow that could damage your profitability, and how you can tweak and improve it. Stop by our stand and grab our whitepaper on ‘The Impact of Outbound Dialling Intelligence’. Actimizer outbound dialler app helps you increase sales efficiency and profitability. It can be used as a plug-and-play cloud software or an app within Salesforce.

CONTACT www.actimizer.com info@actimizer.com +45 70 202 304

MAY 2015 SALES INNOVATION EXPO

EDITORIALS

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DID YOU KNOW YOU CAN SELL VIDEOS ONLINE? With online sales on a dramatic rise and a shift in media consumption habits, monetizing video-on-demand is the perfect recipe for sales growth in the digital age. By 2017, video will account for 69% of all consumer internet traffic, according to Ciscoâ&#x20AC;&#x2122;s Visual Networking Index: Forecast and Methodology, 2013-2018. By this year, video-on-demand will have almost tripled. This is because we live in the age of information overload, and online video is quickly becoming a key means for people to digest and satisfy their information and entertainment needs. Pair this shift in media consumption habits with the

CONTACT Eventase www.eventase.com support@eventase.comt

recent exponential growth of online retail, specifically in the UK and Europe, where e-commerce is the fastest growing retail market, according to the Centre for Retail Research. It is clear that monetizing video-on-demand will be a key factor for business growth in the digital age. So, how do we marry e-commerce and video-on-demand? Thanks to Eventase, selling video-on-demand is now not only easy but also free! Our solutions help you navigate with ease through the complexities of monetizing video so that you can capture more opportunities!

Eventase is an on-demand video streaming service with a fully integrated shopping cart and other essential features designed to enable anyone to sell videos online. Features include: Flexibility to sell videos through your own website or social media Streaming across all computer, mobile, and smart devices Download protection to prevent illegal distribution Secure credit and debit card processing Audience analytics Unlimited uploads HD streaming quality Coupon codes and more

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WHY YOU’RE GLOBAL GROWTH PLANS AREN’T WORKING You’ve spent thousands of hours and millions of pounds trying to break into new markets—but it’s still not working. At CONNECT:ED Strategies, we work around the world developing global growth strategies. These are the top 7 mistakes we’ve observed (and how to fix them).

1. NOT GETTING APPROPRIATE PRODUCT APPROVALS Some products can only be sold with the approval of a particular federal or state government agency, or there is a registration process (and thereafter, possibly periodic report filings) rather than prior approval. Check if any such requirement applies to your product and your research is current.

CONTACT connectedstrategies.org dan@connectedstrategies.org +1 202-630-6730

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2. NOT DOING “DUE DILIGENCE” ON YOUR PROSPECTIVE BUSINESS PARTNER A fair number of foreign business people meet someone at a trade fair or conference (such as Going Global) on the plane, through a friend, or a number of other avenues. Your new contact says they just love your product or service and are ready to be your distributor or other form of partner. Without researching them, you could later be dealing with business problems, legal problems, or even a lawsuit— instead of outrageous growth.

3. LETTING SOMEONE OTHER THAN YOUR MOST TRUSTED PARTNER HANDLE INTELLECTUAL PROPERTY FILINGS Some companies permit someone other than one of the company’s most trusted employees to handle the filing of the company’s intellectual property (patents, trademarks, copyrights, etc.). The result can range from an error to outright fraud. On occasion, the person entrusted will file the application showing himself or his company as the owner applicant, rather than the foreign

company. Only a very trustworthy representative of your firm should handle these matters.

4. NOT FILING INTELLECTUAL PROPERTY PROTECTION AT ALL IN THE FOREIGN COUNTRY

repair the deficiencies and defects after the fact than if the job had been done thoroughly and correctly in the first instance.

6. NOT USING PROFESSIONAL CONTRACTS FOR DEALS

One of the very first things a foreign company should do— and many are remiss—is to file the relevant applications for intellectual property protection. You should have these applications in process before you start doing business in those territories, particularly for the trademarks, brand and trade names, slogans, logos, and symbols that you plan to use there.

If you want to optimize your chances of getting paid, succeeding commercially, protecting your intellectual property, and staying out of legal, tax, and other trouble you will need well-drafted contracts for your markets. We’ve seen a sad but seemingly limitless number of cases where foreign parties have not adopted that course and have paid the price later.

5. USING SERVICE COMPANIES TO FORM YOUR OWN FOREIGN COMPANY

7. TERMINATING DISTRIBUTORS, FRANCHISEES, SALES AGENTS, AND LICENSEES WITHOUT LEGAL PROTECTION

Ads circulate in many countries offering to form a foreign company cheaply. In our experience, these service companies do not fully form and ‘organize’ your company. That is particularly troublesome when the company is a ‘corporation’ formed under the laws of a particular territory, such as a US state. It’s always been more costly and complicated to

Proceed carefully, with competent advice, before you attempt to terminate. Terminated distributors, franchisees, sales agents, and licensees frequently sue based on alleged improper termination or raise improper termination counterclaims when suppliers, franchisors, principals, or licensors sue them.

MAY 2015 SALES INNOVATION EXPO

EDITORIALS

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Xcel Sales Limited is the go-to destination for intelligent new B2B business acquisition that solves business challenges and gets results. An extension to its clients business, the company believes prospecting by telephone and developing a unique method using social media work together to build new relationships. Encompassing a collective of experienced, charismatic and strategic thinkers who understand real business needs and can set sales direction and lead generation tactics against tough competition and ever tougher budgets, the agency works with a variety of clients from insurance and banking to the energy sector.

SPECIALIST SALES STRATEGY AND SUPPORT

In the highly charged world of business, adopting innovative, powerful, and profitable ways to meet and exceed sales and business objectives can keep organisations one step ahead of the competition. While the UK may finally be shaking itself free from the grip of the global recession, its legacy for companies is a continued drive towards cutting costs and maximising efficiency. The resulting pressure on inhouse sales teams to drive new business opportunities is fierce and maximising potential leads and making sales has become a priority. ‘In a tight marketplace, demonstrating an ability to think strategically, understand business needs, set sales direction, and lead generation tactics against tough competition and tight budgets is critical in ensuring you are well placed to capitalise

EDITORIALS

on the opportunities that come your way’, said Nicola Hartland, CEO of business to business lead generation agency Xcel Sales Limited. ‘Customers have changed the way they buy, they are in control. They are no longer willing to be ‘sold’ to – instead they will find you when they are ready to buy. Companies need to understand this shift and adapt their approach accordingly if they are to succeed in building a sustainable new business pipeline and increasing the return on investment from their sales and marketing spend’. Xcel Sales Ltd works with high profile clients across the oil and gas, financial, and legal sectors. Their approach focuses on four key areas: Planning & Strategy; Lead Generation & Telemarketing; Social Media; and Data Management. There are a number of reasons that companies may not be increasing sales and much of our focus is based around individual effectiveness, ensuring that our sales resources have the correct

SALES INNOVATION EXPO MAY 2015

training, tools, attitude, and competence to be successful’, explained Nicola.

person, which Xcel Sales Limited say reinforces the importance of a social presence.

‘The sales team should be familiar with the overall business objectives, know where the company is heading, and how their goals and objectives fit in to that. With that knowledge, the sales force can focus on just what it’s supposed to be focused on: promoting and selling the company and increasing profits. ‘Every marketing campaign should be completely accountable and every penny of investment should be working hard to achieve your business goals. Our approach is to analyse the target audience, response, conversion rates, order values, and profits in order to create a strategic plan.

‘Building a well thought out social media strategy and plan is key to success in capitalising on this marketing method. We have developed a highly effective integrated offering that will attract the right prospects and nurture them into qualified new business opportunities.

‘This should be supported by inbound and outbound marketing channels and demonstrated through straightforward reporting and continuous updates’. Social media has already changed B2B marketing – 60% of the buying process in a complex sale is already complete before clients are willing to talk with a sales

‘The final element to any successful campaign is quality data management. The data we access comprises of two million records available for direct mail, all of which include telephone numbers. Ultimately, having the right data with the right contacts will put you on the road to success’.

CONTACT Xcel Sales Limited www.xcelsales.co.uk info@xcelsales.co.uk 0118 402 1440

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A Word From Some Of Our Clients:

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‘Using Lowdown allows me to spend more time with my family and less time searching google’. Ben Lowe - IBM Executive

‘Lowdown ROCKS. Many meetings have been enhanced due to using Lowdown on a daily basis, from knowing what people look like to a being on time, it’s helped me be professional and saved face many times’. Rhys Sharp - CTO of Argentum

LOWDOWN FOR BUSINESS – FASTER THAN SEARCH Lowdown is now available to be tailored to specific business needs, allowing organizations to bring new context to client meetings and customer engagement. With the advent of new mobile first business services that automate mundane activities -such as searching websites and apps for information - Lowdown, the consumer app for meetings is now available to businesses Lowdownapp Ltd, a mobile software and technology consultancy firm headquartered in London, recently announced it will make its Lowdown mobile app available to enterprise companies, customized to their specific business needs. Faster than search, Lowdown fuses together a slice of the calendar in-built in the mobile device with a custom-built narrow artificial intelligence engine, presenting information instantly for the benefit of busy professionals. This innovation enables the app

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to bring together real-time data from a variety of publicly available, Internet-based information sources, including public profiles on popular social networks such as LinkedIn and Twitter, and deliver it to users via one clear and uncluttered mobile view. This shortcut boosts business productivity tremendously as business professionals reportedly spend an average of 1.5 days per week in meetings, and dedicate

0.5 days a week to preparing for them. Studies further show that 2 hours of preparation time can be saved every week through the use of the Lowdown app, which translates into a saving of 12 working days a year. ‘The combination of contextually relevant data and the beautifully crafted user interface streamlines the time and effort users require to research people and companies in advance of meetings’, notes David Senior, CEO, Lowdownapp Ltd. ‘However, a customized version can go one giant step further, interfacing with internal data

We’ve already been approached by global companies to tailor for their specific requirements’

sources such as CRM and notes or tasks in the back-end to provide organizations with a mobilized front-end to their internal information using the Lowdown modular style. ‘We’ve already been approached by global companies to tailor for their specific requirements; one major global financial institute wants to be able to source internal information about customers so that wealth managers can get instant access to customer information on the fly during Ad Hoc needs’. For businesses interested in discussing their needs please contact Lowdownapp Ltd via our website or email address below.

CONTACT www.lowdownapp.co info@lowdownapp.co

MAY 2015 SALES INNOVATION EXPO

EDITORIALS

Key Features

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WHY CRM FAILS AND WHAT YOU CAN DO ABOUT IT When it comes to sales, how many times have you heard: ‘Did you fill out the CRM?’ and ‘Why isn’t the CRM up to date?’ Salespeople don’t like CRMs. Here’s why. CRM means Customer Relationship Management, but sales is not about managing customers, it’s about turning prospects into customers. Since their very beginning, CRM tools were designed for companies with many clients. They were thought as tools to manipulate structured databases, which you can segment and activate. It’s great for customer support or marketing, but not for sales. Salespeople don’t build statistics, nor do they segment data or listen

that much to what marketing people tell them. Salespeople are busy, efficiency-driven people, and focused on one single thing: winning deals and exceeding their goals. They set priorities and will only listen to what you have to say if you suggest simple solutions that will help them reach those goals. Yet, the tool that they are asked to use on a daily basis wasn’t thought for them. CRM tools were thought for marketing teams or for managers who need visibility over the company’s activity. Fair enough. But salespeople see CRM tools as a constraint and not as a tool that helps them in their daily work. They often update it right before a sales meeting instead of while they are prospecting. That’s why we often hear ‘Did you fill in the CRM?’ or ‘Did you update the

‘CRM tools are very powerful but they can be too powerful or too complex to help salespeople in their daily prospecting tasks and business opportunities follow-up’.

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Business card scan and recognition

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Integrated smart spreadsheet for cold calling

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To-do and automatic alerts

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Sales pipeline management

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Mobile version

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Calendar synchronisation

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Integration with Google Apps

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Modern interface with activity feed presentation

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Clear sales statistics

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Categories and tags to sort and find deals

CRM?’ instead of ‘Did you use the CRM?’ or ‘Was the CRM helpful?’ The other mistake in traditional CRM is to set the contact as the main object of the application. This concept may sound natural, but it comes with a cost: before being able to start working on a prospect, a salesperson has to create a company record, add a contact, then add an opportunity and then set a to-do. What a waste of time for an opportunity that may never lead anywhere! When you prospect, the opportunity is the most important element as it corresponds to the need of your prospect. A need can be turned into a sale, so the opportunity should be at the centre of any sales app. A salesperson needs to have a list of all the people they need to call

or e-mail, with the history of all their previous interactions. That’s the main point. They do not need a list of old contacts, but a list of active opportunities to work on each morning. To summarize, CRM tools are very powerful but they can be too powerful or too complex to help salespeople in their daily prospecting tasks and business opportunities follow-up. CRM tools fail when it comes to reaching a full adoption by sales teams, simply because they weren’t thought for salespeople. When you have reached the limits of Excel sheets, and before deploying a complex CRM tool, ask yourself what those who will use it really need. If you think well you may realize that after all… You don’t need a CRM!

IBP bring together insights from psychology, sociology, neuroscience, and sales methodology into an integrated discipline we call ‘salecology’. Salecology is a super-charged set of skills that enables sales professionals to rapidly build connections with customers – and influence them to say ‘yes’. Utilising the IBP sales suitability assessment and IBP sales personality profiles will help provide insight into the potential recruit around the values and behaviours. IBP also offer consultancy services to help you define and build your own definition of ‘Great’.

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HORSES FOR COURSES - SELECT YOUR SALES PERSON WISELY How come some sales people do really well in one company and then fail in another? It’s not that they don’t work as hard, but because they are not suited or able to adapt to the market place. Speak to any sales manager and they will tell you they have a process for hiring and selecting sales talent. However, it is amazing how retention of sales people in their first 6 months is so hit and miss. Getting the selection right is half of the battle. Many sales managers think they know what a good sales person looks like. This is often built on a self image – I am like this and therefore if you demonstrate similar traits, then they must be good. Wrong! Everyone has totally different experiences and backgrounds that make up the person you see in front of you. Having someone that reminds you of you when you were starting out does not indicate future success. The next step in the sales manager’s arsenal is to establish past success. They will tell you ‘I only hire successful people’. They will use interview questions to check if the sales person has

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regularly achieved targets, what those targets were, and their average earnings and commission. Although this is an acts as an indicator the person has been successful in a different business, it doesn’t tell you how they will perform in your business. Deeper analysis is needed to determine ‘how’ and ‘Why’ they were successful, did they demonstrate similar behaviors that are required in your business to be successful, or was the product figuratively selling itself with huge marketing support and advertising. Sales managers typically mix up the difference between skills and behaviors. They look for sales skills in their team and maybe use a role play example in the interview to test for their ability to sell something. However, behavior is quite different in terms of future success. A skill is something that is learnt through practice, training, and development. This is obviously important in a sales role; it is like hiring an accountant without knowledge of accountancy. However, it doesn’t predict future success. The real factors lie in the sales person’s behavior. Their behavioral characteristics such as how they conduct themselves, build empathy, trust, and rapport with others.

‘Having someone that reminds you of you when you were starting out does not indicate future success’

and beliefs will determine how they respond to the environment which they work. Some people like a work hard, play hard mentality. Most people will tell you in interview or on a CV they work best under pressure. Yes, pressure and deadlines focuses the mind, however, with space and time a lot of people produce their best work! Getting a cultural fit is a prerequisite for determining future success. There is little point hiring independent, creative self-starters and then putting them into a sales team or organization that is command and control by nature, where they will be dominated by the sales manager.

The answer to predicting future success in selecting sales talent is to determine ‘what good and great’ looks like in your organization, not generically. Ensure you determine the differences between skills, behaviors, values, and beliefs and select a personality that will flourish in your organization.

CONTACT www.impactbp.com enquiries@impactbp.com 02076499959

Added to this is the organizational culture. The sales person’s values

MAY 2015 SALES INNOVATION EXPO

EDITORIALS

Unique Features:

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MAXIMISING THE ROI FROM YOUR NEW RECRUITS A project with a large American corporation sales team experiencing 48% attrition revealed a number of issues with traditional on boarding programmes. In search of a solution, Prosell designed a mobile platform using radical learning techniques and technology to accelerate performance and increase new hire retention. We have highlighted some of the challenges with traditional programmes and revealed how radical learning techniques can make on boarding more profitable.

PROBLEM: New hires felt overwhelmed by the volume of information they were expected to learn in a short period of time.

SOLUTION: The required learning was broken down into a logical sequence of bite size steps and mapped out over a realistic time period. This enabled new hires to learn in their own time and fit it into their everyday lifestyle so it became

an ongoing learning process. For example, trainees were able to access materials or complete activities through their mobile devices whilst travelling to meet clients or during their commute. As a result, they were able to better absorb and retain the relevant information. Problem: Reps did not gain enough exposure to the field during initial training. Solution: The app provides the ultimate blended learning solution, since it has a combination of engaging online and offline activities, incorporating both practical and theoretical elements. Having a combination of the two helps trainees understand the content and then quickly have an opportunity to apply it effectively. For example, online activities

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Bite sized modules

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Engaging online and offline activities

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Progress and performance trackers

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IOS HTML 5 – Responsive design for all devices

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Instant communication means via FaceTime, IM, email

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Integrates with existing learning and content – LMS, CMS, and intranet

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Links the ‘learner, manager, and trainer’ in the learning and development journey

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Cloud based

include watching videos which mirror situations sales people are likely to encounter. One of the offline activities is for trainees to shadow a mentor in field to observe sales techniques being applied and then feedback their learning to their manager, via the app. As research proves that 70% of learning happens onthe-job, our solution is designed to incorporate more on-the-job learning.

FaceTime, instant messaging, or email. Better support instantly made employees feel more motivated and created a better brand experience.

PROBLEM:

SOLUTION:

There was a disconnect between managers and new hires.

New hires were not fully prepared for the face-to-face training; therefore time was wasted getting everyone up to the same level. Our tracking features enabled managers to monitor who had completed the independent work and then select the trainees who were fully prepared to attend the face-to-face training. This improved the ROI as the training and resources were utilised more effectively.

SOLUTION: We made it easy for managers to track progress and performance via the app and easier for them to communicate with their field sales people. This meant managers were able to identify areas that trainees needed to develop and support them quickly and appropriately. They could also provide instant feedback via a range of seamless communication features such as

PROBLEM: The majority of new hires were not completing the required independent study before attending face-to-face training at the training centres.

There is no quick-fix to issues with traditional on boarding. We feel having the ongoing support of managers whilst making learning readily accessible and easier to incorporate into lifestyles will improve the effectiveness of on boarding programs. Our solution helped our client increase the productivity and performance of new hires. As the on boarding process is the most crucial stage for new hires, the added support through our solution also boosted engagement levels and as a result, improved retention.

CONTACT www.prosell.com info@prosell.com 0870 855 3000

EDITORIALS

SALES INNOVATION EXPO MAY 2015

#SIE2015

What the Analysts are saying:

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CONVERSATIONS THAT WIN!

‘Corporate Visions offers a unique integrated approach to marketing message creation, positioning, sales implementation, and training… organizations searching for new ways to differentiate their messages and marketing programs, as well as how they are implemented and adapted by their sales teams may want to consider Corporate Visions’.

According to sales leaders surveyed by SiriusDecisions, your salespeople’s inability to articulate value is the #1 reason they’re missing their quota. The age-old question in sales has always been…what makes the difference between a high performing salesperson and a low performer? Is it that high performers get more leads and are always given bigger territories? Generally, no, because companies strive to create equal territories when they divide them. Is it that high performers get to sell better products? No. Everyone on the same team carries the same bag, representing the same portfolio. Is it that the high performers are trained on and given a different sales process to the low performers? Of course not. Companies try to standardize process across all reps. Is it because high performers have access to better CRM and sales automation technology? No. Everyone has the same. What is it then? According to aSiriusDecisions survey, 71% of sales leaders say the #1 one thing that separates high performers from low is the ability to articulate value…

in other words… the quality of conversation your sales team are having with customers is the main difference in performance. That’s what I’d like to talk about today… how to improve your salespeople’s ability to articulate value in their customer conversations. For decades companies have focused on making sure salespeople know how to run

their sales process and know their products. But neither of these help communicate value. Your website will always be more up to date and informative on your products than your salespeople, if you think about it… and your process will tell people how to run a deal… but it has nothing to do with what they say and how they say it when facing a customer. You still haven’t improved your company’s ability

‘The quality of conversation your sales team are having with customers is the main difference in performance’

to actually communicate value to prospects and customers. Think about it… there are really THREE VALUE CONVERSATION ‘moments of truth’ in every buying cycle. Your salespeople have to be great at all three. They are distinct yet complementary, in that each value conversation has specific objectives and outcomes, yet they work together. The first value conversation your salesperson needs to be great at is CREATING VALUE. This is where you create enough value in the mind’s eye of your prospects and customers that they see the need to do something different and leave their status quo situation, AND they see you as different from your competitors. The second value conversation is the one that takes your reps up to the senior-level decision-makers, where they must ELEVATE VALUE by attaching your solution to create an executive business case that frees up the budget for an opportunity. Finally, you have to CAPTURE that VALUE. When pricing pressure and tension mounts, your reps need to be able to avoid unnecessary discounting and maximize your margins. Call it a VALUE CONVERSATION CONTINUUM with three distinct but complementary VALUE CONVERSATIONS… Learn how companies like ADP, Cisco, LinkedIn, Salesforce. com, and DuPont are creating compelling stories and enabling their salespeople to deliver them in remarkable and memorable ways that defeats your prospect’s ‘Status Quo’ and drives the ‘buying vision’.

CONTACT www.corporatevisions.com alawrenson@corporatevisions.com +44 1442 345365

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MAY 2015 SALES INNOVATION EXPO

EDITORIALS

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IMPROVED SALES EFFECTIVENESS GOES STRAIGHT TO THE BOTTOM LINE. A disciplined approach to selling can dramatically improve your bottom line by controlling cost of sales and improving return on sales effort. We have identified three core dimensions of b2b sales performance; Customer focus, People & Process. Sales effectiveness often requires improvements to all three.

WHAT THE BEST PERFORMERS DO DIFFERENTLY? We recently researched opportunity management in B2B and found some interesting results. The very best companies win over 60% of the deals they pursue. That is nearly 50% better than average performers. In B2B one-quarter of all deals are never procured and this represents a huge drain on time, effort or cost. It’s especially important to identify deals you never had a chance of winning because pulling out early in the process can help you to control pursuit costs. Many companies are wasting over 60% of sales effort on deals they don’t win. How about you?

KEY LEVERS FOR PERFORMANCE IMPROVEMENT.

The average B2B deal involves more than 5 decision makers. Differentiating your offer requires focus and engagement. We know that the best sales people ruthlessly focus on winnable deals, not spending time pursuing deals they believe will distract them from success. We see that the best performers work on 35% fewer opportunities yet engage with customers 2.4 times more often during an average sales process. Spending more time with specifically chosen customers will help to better identify their needs, pain points and potential areas for value. As a result the customer is likely to buy more often and you can upsell for higher values.

CONTACT http://oism.co.uk garry.mansfield@oism.co.uk 0333 3444 015

CONTROL COST OF SALE

The effort required to bid often involves people from across your whole business in reviews and approvals. Best performers no-bid 2.8 times more often than the rest yet win far more of their pipeline. Spreading your employees across fewer deals saves significant amounts of time. The best performers win faster than most with sales cycle times of 40% less and have more average customer interactions per deal (range 9.8 to 24). Counting the cost of engaging with a customer on lost deals will include preparation, travel and conducting the meeting. We find this can range from £75 to over £250 per engagement for more complex deals. The cost of preparing proposals includes writing, review and production. With these costs varying from £50 for simple proposals to 3% of the opportunity value for more complex bids, it is possible to control these costs by making better choices.

ENHANCE THE CAPABILITY OF SALES

Sales people are your most valuable and most expensive asset,

so it is important to develop the capability of the team. The best sales leaders are over 80% more likely to consistently review and coach key deals. They explore the how to win more often than average performers and use a consistent sales methodology to enhance the sales process or playbook. They force teams to explore ‘what they don’t yet know’ as well as ‘what they know’ as they realise that it is here where deals are won and lost. A good sales methodology will help sales people make the right choices For many skills development means training. Training has an educational role to play for ‘cant do’ people yet the best will consistently reinforce their ‘way’ of working in day to day activities. A good approach will help those who cant and highlight those who ‘wont’ so managers can manage performance. What will you do now to achieve a step change in your performance? Do you consistently apply an effective sales process (what to do) and selling methodology (how to win)? Take a look under the bonnet of your sales engine and ask the question, what would a 1% improvement mean to you?

You can’t manage outcomes, to improve performance you need to focus on the things you can control. These include:

IMPROVE RETURN ON SALES

The landscape is getting more competitive and more complex.

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MAY 2015 SALES INNOVATION EXPO

EDITORIALS

Integrating a best breed CRM solution with other solutions such as a Marketing Automation platform can bring huge benefits:

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INTEGRATED CRM BOOSTS TEAM PERFORMANCE Are the sales people in your company equipped for success? Are they provided quality, qualified leads? Do they have user friendly tools, whether in the office or on the road, that let them engage effectively with those leads? At The Sugar Refinery we help companies increase efficiency within their sales, marketing and service teams. We seamlessly integrate a number of technologies with a modern CRM solution, used by over 1.5 million people, to deliver a rapid return on investment. First and foremost, we’re one of the longest established SugarCRM consultancies in the world. Designed by sales people for sales people, Sugar offers the most innovative and intuitive user experience on the market – SugarUX™. With a modern and immersive interface, every customer-facing employee can effectively engage with customers, every time, thanks to a consistent Sugar experience regardless of your access point or device.

Embedded collaboration tools help break down departmental silos and increase engagement and service levels. And best of all, Sugar provides contextual intelligence from internal and external data sources — all within a single dashboard — to drive more actionable insights for every user. With Sugar, the innovative user experience is not limited to out of the box features. The power of SugarCRM Mobile enables users to create highly intuitive, custom mobile experiences — from anywhere. CRM itself is only one part of a fully efficient sales and marketing engine. What about marketing automation, telephony integration and data enrichment? The majority of potential B2B buyers have moved online to explore your solutions, research your company and your competitors. And in most cases at least three to five people will participate in the customer’s decision. The reality today is that the B2B buying process begins when prospects access your

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While 61% of B2B marketers send all leads to sales, only 27% of those leads are actually qualified or ready to buy.

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Businesses that use integrated Marketing Automation to nurture prospects experience a 451% increase in qualified leads. In turn, nurtured leads make 47% larger purchases than non-nurtured leads.

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According to Bain & Company, a 5% increase in customer retention can generate a 75% increase in profitability.

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63% of companies that are surpassing their competitors use integrated marketing automation.

website, your blogs, download whitepapers or attend your webinars. By integrating SugarCRM with a powerful marketing automation engine such as Act-On, you can ease the buyer through their journey with well-calibrated content marketing and other engagement strategies. Best of all, all of that engagement is visible within SugarCRM – delivering pre-scored leads direct to the sales team. Integrating CRM with your telephony system removes one more chore from your sales team and provides them with the simplest way to make and log calls. Each call is automatically logged into your CRM and related to the appropriate contact. With all the time your team will save, they can actually enter some notes instead!

“Click to dial” works on any web page whether you’re in your CRM, your inbox, or even in spreadsheet. If there’s a phone number, you can click it. While it’s ringing, productively review their contact history or add follow-up notes to the CRM. As for inbound calls - No more: “What did you say your name is?”, “What company are you with?”, or “Where did we leave off?” Our integration tells you who it is and what you talked about last. Finally, our Dun and Bradstreet integration ensures that your marketing team can identify highly targeted prospects and your sales team can identify the decisions makers on accounts that they are working. By streaming access to relevant company news, social media, professional contacts, financial data and more, right into Sugar, your team engage in a meaningful way on the very first contact. This can cut research time by up to 12% and shorten sales cycles by up to 15%. If you’d like to learn more about how The Sugar Refinery can help you engage better with your customers, visit us at stand 1510.

CONTACT www.thesugarrefinery.com sales@thesugarrefinery.com +44 (0) 203 126 4098

EDITORIALS

SALES INNOVATION EXPO MAY 2015

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STAND 1502

HOW TECHNOLOGY CAN TURBO CHARGE YOUR DIGITAL MARKETING In today’s B2B sales, customers are as much as 60% through their decision-making process before they even contact suppliers. This fundamentally changes the way you must approach sales and marketing. Read on to discover how technology can help you to influence your prospects long before they get in touch with you.

This demands a new approach. Sales and marketing teams must coordinate better to influence buyers before first contact. Marketing departments must provide sales teams with better data about previous customer interactions.

The Internet has permanently changed buyer behaviour. Traditional models of customer engagement, where customers relied on salespeople for information about products and services, are outdated.

Automating your email marketing allows you to target your communications more effectively, making use of whatever data you hold about your prospects.

Buyers used to follow a predictable buying process. Sellers didn’t know who was where in the process, so a blanket marketing message was the only option. The internet has changed that. People no longer research purchases in the same way. Online shopping is fickle. Shoppers can abandon one seller for a better deal at the click of a mouse. Halfway through a purchase, they may think better of it, only to return at a later date. The amount of data available to you has mushroomed. You can get data about customer purchases, abandoned carts and forms, which web pages customers visited, where they clicked, whether they opened your emails, and whether they clicked on the links.

@SalesInnovExpo

Amazon uses data on what you’ve bought and when and your reviews to build up a profile of your buying tastes. They compare this with other shoppers with similar tastes to bundle goods that they think you will want to buy and provide recommendations. Other retailers have followed suit, and online shoppers now expect a high level of targeting and personalisation. Sellers must therefore react in real-time, with the same spontaneity as their customers. Your communications must reflect the exact point of the customer’s buying journey, which may be quite specific to each customer. In B2B markets, customers weigh up their buying decisions in a similar, fragmented way. So whether you’re in B2B or B2C, the buying process is more complex than ever before. And you have to deal with that complexity, or you’ll be outpaced by smarter competitors.

It enables you to save time on tedious, low value admin tasks, wrestling with spreadsheets and transferring data from one system to another. You can then use that time on more useful activities such as planning your strategy, creating content, analysing responses and split-testing to optimise your campaigns. You can also provide your readers with highly targeted, hyperrelevant content based on what you know about them. People will respond more, and you can use the data you thereby obtain to feed the very best sales leads to your teams. Your sales effort will become laserfocused on your hottest prospects, leading to higher conversion rates, more sales, a lower cost per lead and greater profit.

This can only realistically be achieved through automation. You haven’t got time to do it manually. So you’re really only left with two choices. You can continue to use basic, bland, untargeted, unfocused emails, which don’t reflect your customers’ experiences, and increasingly lose ground to more advanced competitors. Or you can embrace automation and enjoy the benefits of more strategic, better targeted, intelligent campaigns. By doing so, you can steal a march on your slower competitors who are ignoring this fundamental change in buyer behaviour, and are carrying on with outdated methods of email marketing regardless of how their customers’ expectations have changed. So, now is the time to automate your email marketing. Are you ready?

CONTACT www.inboxincome.co.uk service@inboxincome.co.uk 023 8000 1105

MAY 2015 SALES INNOVATION EXPO

EDITORIALS

STAND 1096

CONTACT www.clarasys.com claudia.meyer-scott@clarasys.com +44 203 287 4335

CLARASYS: PROVIDING CLARITY THROUGH ANALYSIS Clarasys believes in a better way of consulting, helping you to solve your most complicated business challenges with immediate results and lasting solutions. Our approach is process-driven and people-centric, with an emphasis on working together to do what’s best for your business. A major player in the global events industry had gone through a programme of rapid expansion, with a string of international acquisitions and a turnover in excess of $1bn. These were exciting times, except for one big problem - the company’s growth was causing some tension among newly acquired companies and their staff, who were showing some resistance to new systems and ways of working. In short, the company was losing control of its Customer Relationship Management (CRM) system. Users were disengaged and quality information was not forthcoming, which was simply not good enough for a company with global interests. The client approached Clarasys to help diagnose the problems and design some end-to-end solutions. Clarasys knew the potential of an effective CRM system: It would become a key driver of performance; refining prospect lists, pinpointing sales forecasts,

EDITORIALS

and generally adding value at the heart of the business. After conducting a series of interviews and workshops with employees at all levels, Clarasys concluded that the problem wasn’t so much a failure to communicate between platforms - but between people! In some national operating units, there was a sense that CRM was being forced upon them, and Clarasys advised the client to seek agreement with all its stakeholders about what the they wanted their CRM system to achieve. Clarasys directors, with more than 45 years of CRM experience, partnered with senior stakeholders to design the overall solution and spec, supporting global processes and culture. Clarasys consultants, meanwhile, were deployed to work up-close with the clients’ sales teams, running user workshops that identified key pain points, and implementing processes and culture change at user level.

SALES INNOVATION EXPO MAY 2015

What emerged was a detailed set of recommendations for a standard governance system across all sales and marketing processes, a standard delivery approach and methodology, and globally-agreed quality standards. But although these measures formed the building blocks of a stable CRM, the underlying feeling of disengagement among system users remained. Clarasys believed that only deep stakeholder engagement would enable the platform to succeed. They proposed an innovative procurement strategy that would balance the need for a single technology with maximum economies of scale with the need for autonomy in national operating units.

The CRM platform would be chosen and designed centrally, while national leadership teams would be given the freedom to appoint their preferred suppliers locally. These recommendations have formed a blueprint for the company going forward. At a national level, Clarasys has re-engineered the order processing system in Salesforce.com to report in real time – instead of with the historic 15-minute delay – resulting in significantly more efficient batch running, and a more agile system overall. Globally, the company has appointed a ‘top four’ consulting business to design a standardised processing system. The big prize is yet to be secured - a single dashboard for sales leadership with a real time view of global sales and pipeline - but the transformational journey is firmly underway.

Clarasys uses Agile principles to help businesses improve their processes, productivity, and profit margins. They provide a range of services designed to support business transformation in medium and large companies, such as Salesforce optimisation and CRM process improvement. Clarasys’ areas of expertise: • Business Analysis • Change Management • Project Management

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WWW.HYPHEN8.COM

TEAM@HYPHEN8.COM

0207 608 5671

TAKE YOUR CRM TO THE NEXT LEVEL Hyphen8’s unique Evolve service gives you the agility and flexible resources you would expect from an in house CRM team, combined with experience and expertise of a CRM Agency that has improved performance for over 50 businesses just like you. Our passion lies with helping SMEs develop effective CRM strategies and implement scalable, flexible and powerful CRM applications – on the world’s leading Cloud platforms: Salesforce.com and Microsoft Dynamics CRM.

“

Visi 1490 t Stand more to learn we ca about how take n help yo u y to theour CRM n level. ext

Hyphen8 have been instrumental in the successful implementation of SFDC at Holiday Lettings and subsequent project phases as we have enhanced our use of the system. Key to Hyphen8’s approach is a personable team who have seamlessly integrated themselves into our business and made working with them a pleasure!

Toby Mussell Sales Director

EXCLUSIVE SHOW OFFER Win 5 days free CRM consultancy package (£5,000 value) to use how you see fit. No purchase necessary. No strings attached. Simply introduce yourself to us at Stand 1490 by 14th May 2015 * Winner to be announced immediately after the show via Twitter @TeamHyphen8 and on our website www.hyphen8. com * Terms and Conditions Apply

/Hyphen8 @teamHyphen8

”

STAND 1096

HOW THE WORLD OF SELLING HAS CHANGED It’s no secret. The world that we are selling in has changed beyond all recognition. What this means for us as sales professionals is that we need to do things differently – or risk being left behind! Six ways the world of selling has changed:

Crowded, Noisy Marketplace Growing competition and less perceived differentiation between what we offer (vs. our closest competitor) means our customers are bored of seeing the same pitch, hearing the same buzzwords and promises of how our ‘special’ product or service will help them achieve vastly superior results.

Educated, Impatient Buyers Research suggests that due to the proliferation of technology and availability of information, buyers are now further down the buying cycle by the time they get to the point of interacting with our selling cycle. I.e. customers often know exactly what our solution can do and how much it costs before we set foot in the door.

Commoditization it is becoming more difficult for buyers to make quality business

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decisions. Can our customer truly understand and differentiate the unique value of our solution and how it impacts their business? Even more critically, do they understand the cost of their problem in the absence of our solution?

Increased Reliance On Channel Partners our sales performance is more heavily influenced by the productivity of our reseller channels. Often this is compounded by churn in our reseller network - if not the resellers themselves - their sales forces will change over time. As a result there is a growing need to facilitate the effective transfer of knowledge – from us (the experts) to our resellers and to our clients.

More Buying Influences And Limited Access To Decision Makers As more people become involved in the buying organisation, our role becomes more complex… Depending on the size and complexity of the buyer’s process

SALES INNOVATION EXPO MAY 2015

we will have to understand and account for multiple stakeholders, their business issues and perceptions about value.

Pressure To Forecast Accurately The factors above (as well as macro-economic trends) have led to greater top-down scrutiny of sales forecasts on every rung of the ladder. From shareholder to inside sales manager, everyone wants us to predict exactly what number we will hit and if deals ‘slip’ there are consequences. Did you know, according to the TAS Group: Over half of all salespeople close less than 40% when pursuing a “qualified opportunity”. That means over half of us are failing 60% of the time to bring in the deals that we said would close, when we said they would… that has a huge impact on our productivity, our effectiveness, but also our credibility – which in turn leads to greater scrutiny. As I’ve outlined, the world has

CONTACT www.nisbetassociates.com david.nisbet@valueselling.com 07816 161409

changed and therefore we must change too – the onus is on us, as sales professionals to better understand our customer’s business issues and to guide the buying process. We need to move away from being product-experts and move towards being problemexperts… the ValueSelling Framework® provides a proven, repeatable formula for this to be achieved. ValueSelling Associates is an International Top 20 Sales Methodology that gives sales professionals the tools to have better sales conversations. For over 20 years ValueSelling has helped sales teams maximise their potential by solving universal sales challenges, such as: • Sales forecasts that are inaccurate or lack credibility • Sales cycles stalling or resulting in no decision • Sales people who believe they must compete on price • Sales training that is ineffective and doesn’t yield results Our clients, such as VMware, Google, Autodesk, Adobe, NCR and others typically experience at least a 20% increase in sales productivity the first year after installing the ValueSelling Framework®, with continuous improvement year after year.

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