sales leadership conference 2012
Plati nu m sponsor
2012
g old sponsors
09 – 10 October Sandton Sun, Johannesburg
Sales Leadership Conference A two-day sales leadership conference featuring a world-class line-up of South African and global sales experts who will unveil new strategies and tactics for building a High Performance Sales Organisation
Prof Frank Cespedes USA
new ! g lo ba l b est p racti c e fo r m at
Spectacular lucky prize draw
One lucky conference attendee will win a holiday for two at La Plantation d’Albion Club Med in Mauritius sponsored by Club Med Business
La Plantation d’Albion Club Med
call +27 (0)11 886 6880 • visit thinksales.biz
Beautifully located in one of the last remote creeks on the island, La Plantation d’Albion Club Med welcomes the most demanding of guests into a world of supreme refinement.
Dr Steven Diamond USA
Jeff Thull USA
Conference Highlights
Benefits of Attending
Who Should Attend
• Powerful sales thought leadership
• Experience a unique, one-of-its-kind
• Leaders who are directly or indirectly
principles and tools • Unique new keynote speaker and presentation formats • Extended elective workshop sessions: Select the option that suits your needs • Structured networking • Over 10 sales targeted exhibitors • High profile South African sales experts; talks and Q&A forum panel
sales leadership conference • Learn sales leadership lessons from local and global experts • Gain exclusive exposure to bestpractice, tested and proven sales strategies and principles • Network with 300 of your peers from South Africa’s leading companies
responsible for delivering high sales volumes in competitive markets • Executives who play a key role in defining the sales strategies of their respective companies or organisations, including CEOs, MDs, GMs, Sales Directors, Sales Managers and Owner-Managers
Visit clubmed.co.za/cmb for more information
09 – 10 october 2012 • limited to 330 seats • book online now
sales leadership conference 2012
Sales Leaders
Prof Frank Cespedes
interactive session with top local sales experts
Professor: Harvard Business School
Keynote Presentation
20-Minute talks followed by a panel discussion
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2
1. MICHAEL ALLSCHWANG
THE CHALLENGE
Managing Executive of Vodacom Business; Vodacom’s total telecommunication offering to the business market which includes SME, Large Enterprises, Strategic Accounts and the Public Sector.
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•S hared Vision: Do sales efforts align with stated strategic goals? • Opportunity Management: Does the sales force win the right deals?
3. MARDIA VAN DER WALT-KORSTEN
Examining of key trends impacting sales today
T-Systems Regional Head: Africa & the Middle East. Chairman of the Board: T-Systems South Africa. She was ICT Personality of the Year 2008 and South African Corporate Business Woman of the Year 2008.
The impact of the digital environment on selling
4. MARCEL KLAASSEN
The Head of Growth for FNB Business Banking, he is responsible for all new sales and client value management across an integrated network of channels.
Expert Speaker Bio
The keynote session focuses on causes of that gap and key levers available to sales leaders and other business unit managers for closing the gap. Additional take-aways include:
Sales Perspectives
usa
For many companies, a key to profitable growth is eliminating the common gap between big-picture strategy and the nittygritty of sales implementation. KEY OUTCOMES
2. KUMARAN PADAYACHEE
CEO of Spartan which offers full maintenance rental of essential IT hardware and software to small and medium businesses. In 2005 he was a Top Five Finalist in the Ernst & Young World Entrepreneur Awards Best Emerging category.
Aligning Strategy & Sales
•P roductivity: How does a company continuously improve sales productivity by doing the right things correctly and so enable better customer management? •S o What, Now What: What can You do in Your firm? For each of these topics, the attendees will receive a brief self-assessment diagnostic to use with others when they return to their companies.
Frank V Cespedes is a professor at Harvard Business School. He has taught Marketing, Strategy and a new executive programme on “Aligning Strategy & Sales.” He has been the leader of Harvard’s “Strategic Marketing Management” and “Sustainable Market Leadership” executive programmes. For 12 years he was Managing Partner at The Centre for Executive Development (CED), a firm that delivered services to help companies develop capabilities, implement organisational change, and achieve results. CED won awards in the United States and in Europe for its work with Fortune-1000 companies worldwide. Frank has been a board member and advisor to various companies as well as VC and PE firms. He received a BA from City College of New York, an MS from MIT, and a PhD from Cornell University. +
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MEDIA
He is the author of six books and articles in Harvard Business Review, the Wall Street Journal and other publications. CLIENTS
Clients have included BP, Daimler-Chrysler, DHL, EDS, GE, IBM, McDonald’s, Morgan Stanley, Prudential, Siebel Systems, Sony and others, including governmental and trade-association organisations.
JUSTIN SPRATT
CEO of Quirk Agency and previously at Internet Solutions (a Dimension Data company). Before joining Internet Solutions he worked at investment bank Morgan Stanley in fixed income trading in London for five years.
testimonial
Frank Cespedes has helped develop and lead one of our major leadership development initiatives at the firm. His knowledge on the subject matter is tops in the industry and he is a dynamic speaker who engages his audience with thought-provoking questions and activities and uses many real case studies in his presentations that help the participants relate the theory back to their own situations. He continues to receive high ratings and outstanding feedback from the participants. Marc Huber, Learning and Development Manager, FTIWPO
call +27 (0)11 886 6880 • visit thinksales.biz
09 – 10 october 2012 • limited to 330 seats • book online now
sales leadership conference 2012
Workshop 1
Dr Steven Diamond
elective sessions
Principal: Faculty Group Partner: Globalpraxis
prof. frank cespedes
Keynote Presentation
Sales Implications for Managing Market Change
Case Study: Improving Your Sales Performance
PART ONE
KEY OUTCOMES
Attendees will prepare from a Harvard case study before attending the workshop. This session focuses on an interactive discussion of the case, followed by a wrap-up/presentation outlining key issues illustrated by the case study and potential actions for dealing with those issues.
• Improve ability to define target customers and the best methods for selling to them • Clarify and translate a company’s broader strategic and performance management goals into processes understood by sales teams • Establish account management and segment management initiatives based on customer profitability • How to co-ordinate your firm’s go-tomarket programs and investments with other initiatives and groups across the enterprise.
PART TWO
OR
This will be structured around application workshops focused on one or more of the issues discussed in the previous case study session. Specific workshop templates are worked on by the participants in smaller groups to address the questions/exercises on the template.
THE CHALLENGE
Develop a sales improvement programme that successfully grows sales and market share and improves margins for DHL’s 1 500-person sales force in the Asia-Pacific region. KEY OUTCOMES
Content includes understanding and aligning with business strategies, identifying and focusing on areas with the highest potential, driving sales programmes to specific, actionable initiatives and developing performance scorecards and tying results to individualised training and coaching. Additional take-aways include: • How DHL uses a scientific sales improvement process to maintain peak performance levels • How sales, as a key element in business strategy, must be tied to business priorities
dr. steven diamond
IBM Case Study COntext
KEY OUTCOMES
A look at IBM’s evolution over its 100 year history and an examination of its four stages of growth and what drove them. Particular emphasis will be placed on the last 10 years where IBM developed a solutions selling capability second to none which resulted in its stock increasing 175% over the last 10 years versus 25% for the S&P 500.
• What drove IBM’s profitable growth: leadership implications, strategic implications and marketing and sales implications • How to build credibility in the marketplace • What it means to be customer focused and what it means to help your customers serve their customers (solutions selling). The differences between these approaches and critical success factors • Using sales tools (webinars, online forums) to train sales people and engage customers
call +27 (0)11 886 6880 • visit thinksales.biz
usa
• Learn tools to define where to leverage scarce resources, and where not to invest
Expert Speaker Bio DR STEVE DIAMOND conducts his consulting and teaching practice as a Principal of the Boston based Faculty Group and a Partner at the Barcelona based Globalpraxis. He has over 25 years of management consulting experience across three continents. He began his career with the MAC Group, a world-recognised, Harvard Business School consulting firm. He designed and delivered a multi-tiered leadership programme to over 8 000 managers at a Fortune 20 company recognised by the American Society for Training and Development for “demonstrating improved business performance, better retention, and measured financial impact”. He holds a BA from the University of Pennsylvania and an MBA and Doctorate from Harvard Business School where he was the Mead Johnson Fellow in Marketing. He has taught at the Kellogg School of Management, at the Wharton School (University of Pennsylvania) and at in-company programmes for a number of leading corporations. +
• Examine how to customise sales improvement programmes to divisions, geographies, each manager and each sales person • Learn how sales scorecards drive targeted, objective feedback, training, coaching and ultimately success
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MEDIA
He has been published in Harvard Business Review, Journal of Marketing, Marketing Managers Handbook and Advertising Quarterly. CLIENTS
His clients include Fortune 500 and major international corporations.
testimonial
Steve is a rare consultant who thinks at the highest strategic levels all the way to the smallest details of a sales programme. For many years I have turned to him for guidance on sales programmes and efforts. His advice always pays off with improved results. – Lamar Murphy, Business Unit Executive, IBM
09 – 10 october 2012 • limited to 330 seats • book online now
sales leadership conference 2012
Workshop 2
Jeff Thull
JOINT session
CEO & PRESident: PRIME RESOURCES GROUP
Keynote Presentation JEFF THULL
The alignment of strategy, process and execution to leverage your organisation and create a powerful source of competitive differentiation Exceptional Strategy
Executive’s guide to world-class performance and profitability • Prevent rapid commoditisation of your products and service • Identify, differentiate and help your customers measure unique competitive value • Establish Value Life Cycle Management to ensure you can deliver on the value promise • Become a source of strategic business advantage to your customers Effective Processes
Systems, skills and disciplines for winning high-stakes sales in a complex and evolving market
• Protect margins; get paid for the value you create • Dramatically reduce sales cycle time • Understand how to connect your value to your customers’ key performance metrics Precise Execution
Move your organisation beyond traditional sales and marketing thinking and meet the challenges of today’s turbulent business world. • Challenge your organisation to become valued and trusted business advisors • Prevent unpaid consulting and costly resource drains • Create competitor-proof, long-term customer relationships
Creating Predictable & Profitable Revenue Growth usa
THE CHALLENGE
How to capitalise on the high-value solutions your company is investing heavily in creating but which are not delivering the profitable growth expected. KEY OUTCOMES
The keynote session focuses on how value leakage could be sabotaging the execution of your strategy. It illustrates how there is no value until your customers comprehend and invest in the total value of your solutions and can accurately measure net profit impact. You will learn how to manage the converging forces of market complexity and commoditisation and to translate your strategy into bottom-line results. • Understand why your customers’ net profit is the key measurement for profitable growth • Consider how value leakage may be threatening your profitability
Booking Rates
• Recognise how a solution’s value becomes fragmented and commoditised
1-3 Delegates: Rates per Delegate
Group Discounts per Delegate
• Seven tough questions to bring your leadership team into alignment
• Standard Rate: Pay R7 770.00 excl. VAT (R8 857.80 incl. VAT)
• Groups of 4-9 delegates: Pay R6 604.00 excl. VAT each (R7 528.56 incl. VAT)
Expert Speaker Bio JEFF THULL is a leading-edge strategist and valued advisor for executive teams of major companies and institutions worldwide. He has designed and implemented business transformation and professional development programmes for a number of companies. Jeff is sought after as a thought leader in the arena of sales and market strategies for companies involved in complex sales. His Diagnostic Business Development® methodology, focused on complex, high-value sales in challenging markets, has significantly transformed the way companies go to market. His clients have achieved predictable and profitable growth with a concise irrefutable strategy, a highly-tuned business development process and a re-engineered world-class organisation that clearly differentiates them from their competitors. Jeff is a compelling, entertaining and thought-provoking keynote speaker with a track record of delivering over 3 000 speeches and seminars. +
Jeff is the author of best-selling books including Mastering the Complex Sale: How to Compete and Win When the Stakes are High, The Prime Solution: Close the Value Gap, Increase Margins, and Win the Complex Sale. His work has been published in hundreds of business and trade publications. +
• Groups of 10+ delegates: Pay R5 990.00 excl. VAT each (R6 828.60 incl. VAT)
MEDIA
CLIENTS
Clients have included Shell, 3M, Siemens, Boston Scientific, HP, Compuware, Georgia-Pacific as well as many fast track companies. testimonial
MEDIA SPONSOR
IT SPONSOR
prize SPONSOR
Jeff Thull has created an innovative approach to customer value. He provides a precise guide for senior management to lead a multidisciplinary collaboration with their customers to ensure that their organisation can deliver on the value commitments made to customers. – Greg Lewin, President, Shell Global Solutions International BV
call +27 (0)11 886 6880 • visit thinksales.biz
09 – 10 october 2012 • limited to 330 seats • book online now