SHOWGUIDE22 & 23 NOVEMBER 2012OLYMPIA, LONDON
AN OPEN INVITATIONTO SAVOUR SCOTTISH SILVER SERVICE HOSPITALITYGolf’s greatest championship will be held at Muirfield, Sco...
WELCOME      THE INTERNATIONAL      SALES LEADERSHIP      EXHIBITION      AND CONFERENCE          Hello and welcome to Sal...
KEYNOTE SPEAKERS          PROFESSOR                                                                              Professor...
KEYNOTE SPEAKERSGILES MARGERISONSALES DIRECTOR FOR UK & IRELAND AT TOMTOM                                          Giles M...
KEYNOTE SPEAKERS                                                                                     IAN BEER             ...
KEYNOTE SPEAKERSCHRIS DUNCANDIRECTOR OF CUSTOMER SALES AT NEWS INTERNATIONAL LTD                            Chris Duncan i...
KEYNOTE SPEAKERS        GAVIN INGHAM                                                                                      ...
KEYNOTE SPEAKERS                                                                           GORDON                         ...
2012 SHOW FEATURE     THE ECOMMERCE     & RETAIL THEATRE         Everyone who’s serious about multi-channel retailing unde...
2012 SHOW FEATURE                                 THE ECOMMERCE & RETAIL THEATRE                                  THURSDAY...
HALL 1 THURSDAY                                                             CONFERENCE SCHEDULE            11.00 - 11.30  ...
i                      S   SPONSORED BY                             Sales Initiative Magazine                             ...
HALL 2 THURSDAY                                                              CONFERENCE SCHEDULE            11.00 - 11.30 ...
i                       S   SPONSORED BY                               Sales Initiative Magazine                          ...
HALL 3 THURSDAY                                                                CONFERENCE SCHEDULE            11.00 - 11.3...
i                      S   SPONSORED BY                             Sales Initiative Magazine                             ...
HALL 4 THURSDAY                                                               CONFERENCE SCHEDULE            11.00 - 11.30...
i                       S   SPONSORED BY                             Sales Initiative Magazine                            ...
THE ECOMMERCE & RETAIL THEATRE THURSDAY            10.30 - 11.00                                                          ...
Sdl show guide nov 2012
Sdl show guide nov 2012
Sdl show guide nov 2012
Sdl show guide nov 2012
Sdl show guide nov 2012
Sdl show guide nov 2012
Sdl show guide nov 2012
Sdl show guide nov 2012
Sdl show guide nov 2012
Sdl show guide nov 2012
Sdl show guide nov 2012
Sdl show guide nov 2012
Sdl show guide nov 2012
Sdl show guide nov 2012
Sdl show guide nov 2012
Sdl show guide nov 2012
Sdl show guide nov 2012
Sdl show guide nov 2012
Sdl show guide nov 2012
Sdl show guide nov 2012
Sdl show guide nov 2012
Sdl show guide nov 2012
Sdl show guide nov 2012
Sdl show guide nov 2012
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Sdl show guide nov 2012

  1. 1. SHOWGUIDE22 & 23 NOVEMBER 2012OLYMPIA, LONDON
  2. 2. AN OPEN INVITATIONTO SAVOUR SCOTTISH SILVER SERVICE HOSPITALITYGolf’s greatest championship will be held at Muirfield, Scotland, just thirty minutes from the heart of Edinburgh from 17-21 July 2013.Experience world-class golf while enjoying our award-winning hospitality set against the backdrop of Muirfield’s 9th hole.You only get this view,and this close to the action, with The Open’s Official Hospitality programme. Our all-day, fine-dining packages start from £250 per person.The ultimate in sporting hospitality with the best golf and some truly exceptional company.THE OPEN CHAMPIONSHIPMUIRFIELD, SCOTLAND17-21 JULY 2013BOOK YOUR OFFICIAL, ON-COURSE HOSPITALITY PACKAGEContact our hospitality team now on: T: +44 (0)844 371 0883or email: hospitality@TheOpen.com Ref: SalesLivePlease visit TheOpen.com/hospitality for further information.
  3. 3. WELCOME THE INTERNATIONAL SALES LEADERSHIP EXHIBITION AND CONFERENCE Hello and welcome to Sales Director Live, an interactive exhibition and conference specifically designed to help you achieve better sales results for your business. Bringing together quality all showcasing the latest exhibitors, insightful seminars and products and services to help interactive workshops, the event offers a unique opportunity for you increase those all important sales. CONTENTS sales professionals to obtain the latest tools, techniques and advice within an ever-changing industry. Attend the show and you’ll profit Use this showguide to plan your visit to the show, benchmark any products and services you might be interested in, and 04 KEYNOTE SPEAKERS 12 SEMINAR from a wide variety of seminars make a note of the seminars you delivered by leaders of industry, want to attend. As somebody covering everything from responsible for delivering the SCHEDULE recruiting exceptional salespeople sales for your company, this 36 to winning customers through could be the most profitable social media. Five comprehensive day you spend out of the EXHIBITOR seminar theatres will ensure no office this year. LISTINGS stone is left unturned in your search for better sales figures We look forward to meeting and continued professional development. you at the Show. The Sales 39 HOW TO GET THERE Director Live Alongside the vast educational 41 element, the show will also FLOOR feature a balanced mix of relevant exhibiting companies, Team PLAN Find us on Facebook www.facebook.com/SalesDirectorLive Tweet us @salesdirshow Tweet about us #salesdirshow
  4. 4. KEYNOTE SPEAKERS PROFESSOR Professor Neil Rackham first Hill’s best selling business book gained international recognition ever. He is author of over 50 in the 1970s when he led the influential articles on marketing, NEIL RACKHAM largest ever research study of selling and channel strategy. successful selling and sales effectiveness. This massive Professor Neil Rackham is also project, supported by major widely recognized as a highly THE PROFESSOR OF SALES multinationals including Xerox original and creative trainer and IBM, involved a team of 30 and communicator. His work researchers who studied 35,000 in sales training won him the Neil Rackham is known throughout the world sales calls in over 20 countries. Instructional Systems Association as a speaker, writer and seminal thinker on The research took 12 years at a lifetime award for Innovation in cost, in today’s dollars, of $30 Training and Instruction. sales and marketing issues. Three of his books million. From the results of these have been on the New York Times best seller studies he published the ground- He has worked closely with many list and his works have been translated into breaking classic SPIN® Selling leading sales forces such as IBM, (McGraw-Hill, 1988) and Major Xerox, AT&T and Citicorp. He over 50 languages. He has been Chairman Account Sales Strategy (McGraw- has also worked extensively and CEO of three international research and Hill, 1989). His books regularly with senior partners in some of consulting firms. rank among business best sellers, the world’s most successful pro- and SPIN® Selling is McGraw fessional services organizations including McKinsey & Company, where he was for many years a member of the Sales andSelling in hard times Channel Management Group.[that are not going away] He’s a sought after conference speaker who receives top reviewsWe understand the common mistakes that most salespeople make and from participants for his capacitywe also have a good understanding of the strategies that help a sales to take complex issues and makeforce to succeed when times are difficult. them accessible and interesting.Using case material from winners and losers He uses a combination ofin hard times, Professor Neil Rackham will SEMINAR HALL 1 humour, passion and groupexplain three successful strategies that will interaction to stimulate andgrow market share in a tough economy. challenge his audiences. Friday 10.30 - 11.30 CLIVE RICH THE £BILLION NEGOTIATOR Now more than ever, negotiation plays a huge part in the sales process. And for some, negotiation has become more than a skill – it’s become an art form. Clive Rich is an international Apple, and BBC to name just a few. deal-maker and trouble-shooter. He has played a crucial role in Clive believes that the power negotiating and brokering more than of negotiation and the ability to £10bn worth of deals for a broad trouble-shoot deals have never been spectrum of multi nationals. Over the more important, especially in a New last 25 years he has brokered deals Deal Economy. And it’s easy to see for companies such as Sony, Yahoo, why – as consumers and businesses “With an unstable world economy, increasing competition as power and influence moves from the West to the East, and technology enabling business to converge globally, we now live in a New Deal Economy, where deal-making skills are paramount.”4 | SALES DIRECTOR LIVE NOVEMBER 2012
  5. 5. KEYNOTE SPEAKERSGILES MARGERISONSALES DIRECTOR FOR UK & IRELAND AT TOMTOM Giles Margerison is Sales Director for UK & Ireland at TomTom Business Solutions, the B2B division of TomTom. Giles has over 10 years of experience delivering significant results managing direct and indirect sales channels for leading LIZ JACKSON providers in the Telematics industry. Previous experience includes commercial vehicle rental, contract hire, and leasing and maintenance where he managed operations for Dawsonrentals and THE SECRET MILLIONAIRE SEMINAR HALL 3 Ryder Plc. This unique combination of knowledge and experience gives him a broad understanding of the issues Liz Jackson is an inspirational figure Friday 15.30 - 16.00 and her story is extraordinary; as facing fleet and sales managers. you may have seen when she was featured in Channel 4’s Secret How to Outperform Industry and Market Millionaire programme. Growth in a Tough Economy Since launching her telemarketing business, Great Guns Marketing, in 1998, the year she lost her Giles will describe the challenges that he faced when he became Sales eyesight, Liz and her company have gone from Director at TomTom Business Solutions in 2010. He will reveal how he strength to strength with Great Guns growing at overcame these hurdles and achieved substantial growth in a difficult 30% per annum and boasting an impressive portfolio climate by engaging his direct team, resellers and all involved in his of clients from all types and sizes of companies. ecosystem. Great Guns Marketing has become the UK’s leading B2B telemarketing company and its ServiceMark accreditation by the Institute of Customer Service is testament to the outstanding service provided. Liz was awarded an MBE in 2007 for services totighten their belts and look to stretch agreement for Pop Idol recording business and in 2012 she was bestowed with anevery penny, negotiation is without rights with 19 Entertainment – an honorary doctorate by Staffordshire University fordoubt an essential weapon in any agreement which has since generated her business achievements and for inspiring others.sales director’s armoury. well over $1 billion of contribution Liz is also an accomplished author, her book ‘StartUp!’ for BMG worldwide. provides invaluable help and advice to entrepreneurs.Also a highly experiencedentertainment and digital media This is your chance to hear fromlawyer, Clive has negotiated deals one of the great negotiators.with musicians including Take That,Dido, Annie Lennox and Simply Don’t miss it. If you think you can,Red, and with global brands suchas Universal, Virgin and T-Mobile. SEMINAR HALL 1 you can.He also negotiated BMG’s first Liz will tell us the story of her business success Thursday 11.45 - 12.15 starting from the lounge of her rented Basingstoke flat whilst losing her eyesight, to building Great Guns Marketing into the UK’s premier business to business telemarketing company. She’ll explain how Negotiation isn’t just selling her attitude to life and her ‘everything’s possible’ approach enables her to take barriers in her stride. The seminar will revolve around offering a series of negotiation tactics which can be She’ll talk about her views on luck and how failure applied to a variety of business settings. The first step would be to assess what the should be celebrated. Finally she will outline her general definition of negotiation is and how it is being overlooked by businesses, approach to leadership and end with the audience before going on to identify where attendees think they use or need to use negotia- believing that anything is possible. tion in their day-to-day business. This seminar will talk attendees through how to prepare well for a deal to ensure SEMINAR HALL 2 they get what they want out of it. It will also look at the non-verbal communication and use of language in negotiation. Thursday 12.30 - 13.00 NOVEMBER 2012 SALES DIRECTOR LIVE | 5
  6. 6. KEYNOTE SPEAKERS IAN BEER COACH, TRAINER, FACILITATOR AND SPEAKER. When he left school he went He engages in a constant volley in to sales. In the late 90s he of ideas with his colleagues scratched that itch to explore and their customers – so the his inner geek and became a solution for one area bounces technical trainer. In the mid into a solution for the problems 00s he merged freshly honed of the next, where ideas training skills with his selling ultimately come together to chops and found his true calling: make progress possible. developing sales talent. Ian is part of 3M – a global technology company serving SEMINAR HALL 1 customers and communities with innovative products and services. He’s an engaging Friday 13.15 - 13.45 speaker with lots to say, so don’t miss his seminar here at Sales Director Live.From Good to Great and Staying There3M is a diversified technology company delivering innovative solutions to life’s everyday needs. Yet having greatproducts is no longer enough. In this session, you’ll find out what 3M has done to invest in its own sales forceto ensure they connect with their customers, helping them succeed both now and in the future. FRANK HATTANN HEAD OF EMEA LINKEDIN SALES SOLUTIONS Frank is the Head of EMEA Linkedin Sales Ireland, managed multi lingual teams of Solutions. He is a social media enthusiast, different sizes and with different functions. contributing with Linkedin updates and Twitter feeds to socialise the benefits of social media Working in these multi-cultural environments for corporate use, specifically in sales through gave Frank an in-depth understanding of social selling methodologies. relationship-building and the importance of networking. Linkedin was and is an Frank has worked in a variety of companies, important tool for his work, career and from PayPal to Linkedin, and has now more sales success. than 12 years of management experience. He has lived in Germany, the UK, Canada and SEMINAR HALL 1 Thursday 12.30 - 13.00 Social Media and Sales Frank will deliver an overview of social media, answer why social media is becoming more relevant for sales and marketing; discuss what companies can do to use social media effectively; and talk about how Linkedin help small businesses to generate new business.6 | SALES DIRECTOR LIVE NOVEMBER 2012
  7. 7. KEYNOTE SPEAKERSCHRIS DUNCANDIRECTOR OF CUSTOMER SALES AT NEWS INTERNATIONAL LTD Chris Duncan is Director of Customer Chris was appointed Director of Group Sales within Sales and Marketing at Marketing Services at NI in 2009 News International Ltd, the publisher of having held senior roles in Customer leading national newspapers in the UK; Value and Customer Data since joining The Sun, The Times, The Sunday Times. the company in 2007 from consultancy He is responsible for sales performance Infoloop Ltd. Previously, Chris was across retail, subscription acquisition and Managing Director of database retention in both their print and digital marketing services company businesses. Alchemetrics Ltd. Using customer intelligence to drive sales performance The availability of vast amounts of data have changed our ability to understand and manage customers and to drive sales. But many companies struggle to turn SEMINAR HALL 4 this promise into operational revenue. In this session Chris Duncan will detail how News International has approached this challenge and share some case study examples of how customer intelligence can grow sales. Friday 14.45 - 15.15TONY PRINGLE SEMINAR HALL 2 Thursday 14.00 - 14.30USING B2B INFORMATION TO SELL MORE EFFECTIVELY Tony Pringle joined BvD’s UK sales team in 1994. In 1998 he went to manage BvD’s American operation in New York, overseeing significant Using B2B expansion and returning to the UK information in 2000 to take over as manager of BvD’s activities in the UK and Ireland. to sell more He manages BvD UK’s business development, strategy, product effectively development and relationships with What information can B2B sales information providers relating to UK teams access and how can it be markets. used in the sales process? Tony Pringle, BvD’s UK MD will look Tony works closely with a wide at these issues and discuss the variety of customers across financial relevance of external data, what institutions, legal firms, government it can show you about your and corporates to ensure BvD’s customers and prospects, and product development continues to be how integrating it with your CRM customer-led. Recent projects include can help improve efficiency and the launch of BvD’s revamped Mint develop new business. product range which is streamlined and optimised for B2B business development. NOVEMBER 2012 SALES DIRECTOR LIVE | 7
  8. 8. KEYNOTE SPEAKERS GAVIN INGHAM tough markets and personal circumstances. Gavin is considered by many to be the leading expert on sales TURN SELF-DOUBT INTO SELF-BELIEF psychology and performance in the UK today. He is a world- wide expert, having motivated For the last 10 years, sales motivational speaker Gavin Ingham has been helping tens of thousands through live salespeople to explode their sales performance by turning self-doubt, fear and programmes and many more lack of motivation into self-belief, confidence and action. through keynote speeches and online newsletters, articles and With his inspirational his acclaimed sales blog. Gavin’s approach to sales psychology presentations combine both attitudes and skills and will give 5.5 Steps to Sales Success: How to and motivation, Gavin com- bines commercial experience, you strategies to inspire your Create a High Performance Sales Team personal excellence and sales sales teams to go out and take technologies in delivering action right away. Things have changed. Business has changed. Salespeople have changed. personal and business sales Good enough is not good enough anymore. If you want to create a high success. His unique and performance sales team in today’s competitive business environment then inspirational perspective and you need the skills and strategies to build and sustain a motivated sales the way he shares it truly SEMINAR HALL 3 team who always give 100%. This seminar will show you how. demonstrates the power of the individual over external Thursday 13.15 - 13.45 events such as competition, CHRIS MALYON Creating and Building a DIRECTOR OF SALES & MARKETING Sales Culture FOR DSV ROAD LIMITED In this seminar, Chris will discuss how his Chris Malyon is Director of Sales and Marketing company introduced sales graduates into for DSV Road Limited. He manages all aspects their business and then invested in training of the company’s sales and marketing in the their entire sales team through a sales UK, including strategic sales and key account academy. He will discuss the challenges he management for a number of major UK and faced as a sales director, with a focus on European clients. hiring and developing staff, his rationale for injecting new emerging talent, what DSV is a global supplier of transport and logistics he wanted to change about his team, SEMINAR HALL 3 services with offices in more than 60 countries and how training has been implemented across the world employing approximately 21,700 throughout the business to improve results. Thursday 12.30 - 13.00 staff, generating a turnover of €5.9B in 2011. PROFESSOR Key account LYNETTE RYALS management - CRANFIELD SCHOOL OF MANAGEMENT best practice Professor Lynette Ryals specialises in key account In this unique seminar, Lynette management and marketing portfolio management, Ryals of Cranfield University particularly relating to profitable customer management in will show you how to adopt a the business-to-business context. Her professional practical approach to planning, background is in financial services (she is a Registered analysing and implementing a Representative of the London Stock Exchange and a Fellow closer relationship with your of the Society of Investment Professionals, and worked in strategic accounts. Lynette will the dealing room of a leading US bank). Prior to joining reveal how to apply best practice Cranfield she worked for a major management consultancy. to your key accounts; increase SEMINAR HALL 1 confidence; enhance your At Cranfield she is involved in research and executive customer interfacing skills; Friday 12.30 - 13.00 development programmes for clients in professional services and much more. and manufacturing. She is also the Director of Cranfield’s Key Account Management Best Practice Research Club.8 | SALES DIRECTOR LIVE NOVEMBER 2012
  9. 9. KEYNOTE SPEAKERS GORDON MCALPINE INSIGHTS, IDEAS AND INITIATIVES TO DRIVE SALES SUCCESSANDREW HOUGH Gordon McAlpine has over 20 years of sales and marketing experience. After five successful years in sales and marketing atOPTIMISE YOUR SALES Astra Zeneca, Gordon’s entrepreneurial ambitions drove him toTEAM PERFORMANCE co-found fast-growth technology company BigHand in 1997. In his role as Sales and Marketing Director, he grew the business exponentially through a focus on world-class sales performance, A vice president in Mid-Tier culminating in a successful MBO in 2006. During his time sales product across EMEA at BigHand he’d been frustrated by a lack of support for theater with 14 years executive-level sales directors, and in 2009 he founded The EMC experience and sales Sales Club, the world’s first club for sales leaders. Today, management experience The Sales Club is the centre of excellence for sales leaders - in Sun Microsystems, GE providing its elite cross-sector membership with insights, ideas Capital, Barclays and Lloyds and inspiration to help them sell more. private banking responsible historically for sales strategy, In 2010 Gordon featured in Channel 4’s The Secret Millionaire, sales operation, sales returning to his hometown of Glasgow, to visit Govan and make execution, sales excellence a personal contribution to life-changing projects. and product GTM strategy. Andrew is particularly skilled in team development, team recruitment and sales team The Secret Millionaire’s Sales performance optimization road to success SEMINAR HALL 2 with 12 years EMEA and APJ execution experience. Andrew is a Fellow of the Gordon will share some of the insights, ideas, sales and Friday 14.45 - 15.15 Sales Leadership Alliance. marketing initiatives he created in order to become a successful entrepreneur. Gordon will also demonstrate the power of using business success to make a real difference in deprived communities by presenting some emotional scenes from his experience on Channel 4’s ‘The Secret Changing context of solution selling Millionaire’, when he returned to his Scottish roots, to the deprived area of Govan in Glasgow, to meet local In this interactive seminar, Andrew Hough discuss the changing context volunteers and contribute towards their projects. of solution selling as the purchasing dynamic changes in an economic downturn, with differing focus on procurement and financial levers away from business unit decision makers. SEMINAR HALL 2 Thursday 16.15 - 16.45 NOVEMBER 2012 SALES DIRECTOR LIVE | 9
  10. 10. 2012 SHOW FEATURE THE ECOMMERCE & RETAIL THEATRE Everyone who’s serious about multi-channel retailing understands the importance of knowing more about ecommerce and how it relates to their business. In the past the subject has often been left to the ‘IT department’, however, now that online shopping accounts for over 20% of all retailing in the UK, it’s vital that key decision makers get involved in an area which is paving the way for their future business development. At the Ecommerce & Retail Theatre, we aim to provide executives and directors with easy to understand, informative seminars on ecommerce. The 45 minute DO YOU HAVE AN EXISTING seminars are delivered by seasoned retail and ecommerce specialists, and ECOMMERCE BUSINESS? ARE YOU each seminar will be complemented by LOOKING FOR WAYS TO IMPROVE YOUR ECOMMERCE SALES? a useful Q&A session. Speakers include those from PayPal, RPS Global (Retail Performance Specialists), If so, the event organisers in conjunction with Liquidshop can provide you and ecommerce developers, Liquidshop. with a detailed appraisal (normally costing £150) of your existing ecommerce They will each provide their own website absolutely free. This comprehensive appraisal valuable insight and expertise on a will cover every area of your website, providing range of subjects that help to make up expert analysis of the following areas: a profitable online retail operation. They will also be supported by guest speakers • Design and functionality and case studies from successful online • Page speed retailers, who will help to further add • Usability and customer communication context to your own business. • Loading speed • Mobile compliance Each day there will be a lively • Product reviews panel session where you’ll get the • Progressing towards the checkout opportunity to ask our speakers and • Product profiles additional panel members, drawn • Trigger emails from the retail industry, your burning • Payment options questions. • Associated products Alongside the Ecommerce & Retail The ecommerce reports are individually prepared and will cover all the key Theatre will be the Ecommerce & elements of a successful ecommerce website, from homepage all the way Retail Lounge where you will have the through to checkout, and even cover subjects including mobile compatibility opportunity to meet with our team and conversion optimisation. of experts, arrange one to one consultations, and discuss in more Your tailored 65 point appraisal report will be ready and waiting for your arrival detail any impending ecommerce at reception at the Ecommerce & Retail Lounge, in Sales Director Live. Our team developments you are perhaps of experts will be on hand to delegates who wish to discuss their appraisals and considering for your business. ecommerce operations. So if you’re looking to understand Apply for your own ecommerce report now at; more about how ecommerce can add www.liquidshop.com/salesdirector value to your business, improve your existing provision, or simply want to take more control of your ecommerce operations, visit this year’s Ecommerce & Retail Theatre.10 | SALES DIRECTOR LIVE NOVEMBER 2012
  11. 11. 2012 SHOW FEATURE THE ECOMMERCE & RETAIL THEATRE THURSDAY 10.30 - 11.00 Introduction to multi-channel retailing & overview of the day’s sessions (with Liquidshop, Paypal and RPS) 11.00 - 12.00 Maximising sales through your Brick & Clicks Business (with Dennis Reid RPS-Global) 12.00 - 13.00 Retail case study – Bureau Direct & multi-channel retailing (with Dominic Irons Bureau Direct & Nick Pratt - Liquidshop) 13.00 - 14.00 Understanding the hidden benefits of good payment systems (PayPal) (with Beverely Bergin –PayPal) 14.00 - 15.00 Panel Discussion,- key factors that drive online sales conversions (with experts from PayPal, Liquidshop, RPS & Guest Intro by Guy Mucklow MD of Postcodeanywhere) 15.00 - 16.00 Maximising sales through your Brick & Clicks Business (with Dennis Reid - RPS-Global) 16.00 - 17.00 Ecommerce & multi-channel retailing – essential executive overview (Ray Buckler -LiquidShop) FRIDAY 10.30 - 11.00 Introduction to multi-channel retailing & overview of the day’s sessions (with Liquidshop, Paypal and RPS) 11.00 - 12.00 Retail case study – Bureau Direct & multi-channel retailing (with Dominic Irons Bureau Direct & Ray Buckler -Liquidshop) 12.00 - 13.00 Understanding the hidden benefits of good payment systems (PayPal) (with Beverely Bergin –PayPal) 13.00 - 14.00 Panel Discussion,- key factors that drive online sales conversions (with experts from PayPal, Liquidshop, RPS & Guest Intro by Guy Mucklow MD of Postcodeanywhere) 14.00 - 15.00 Ecommerce & multi-channel retailing – essential executive overview (Nick Pratt - LiquidShop) 15.00 - 16.00 Maximising sales through your Brick & Clicks Business (with Dennis Reid - RPS-Global)THE ECOMMERCE AND RETAILTHEATRE IS SPONSORED BY NOVEMBER 2012 SALES DIRECTOR LIVE | 11
  12. 12. HALL 1 THURSDAY CONFERENCE SCHEDULE 11.00 - 11.30 14.00 - 14.30 Robert Maguire Martin Smith MaguireIzatt LLP Bid Solutions Limited Sleeping with the Enemy – procurement Building a World Class Bid Team insights Procurement in both the public and private sector is now almost This seminar is designed to give you insights into the mindset entirely carried out through competitive tendering. As a result, and key control tools of the buyer. Your presenter will explore effective Bid and Proposal Management is now an essential how buyers make pricing decisions and how they use market component of any successful sales team. information salespeople give them to push back effectively against the value proposition and the solution sale. 11.45 - 12.15 14.45 - 15.15 Clive Rich Fred Wilkinson BPI/Oracle Negotiation isn’t just selling Maximizing ROI of your CRM System Clive Rich will offer a series of negotiation tactics which can be Presented by award winning consultancy BPI OnDemand, this applied to a variety of business settings and will help attendees seminar will provide you with recommendations of how to ensure to identify where they use or need to use negotiation in their you get the most from your CRM system, including maximizing day-to-day business and how they can improve their skills and lead adoption across your users, generating valuable analytics & BI and to better outcomes in deals. helping drive new, more effective ways of working across your business. 12.30 - 13.00 15.30 - 16.00 Frank Hattann Warren Cass Linkedin Business Scene Social Selling – Enabling Sales & Business Selling in a Relationship Economy Development Teams to be more effective through the use of their professional Network The world has dramatically changed in the last 20 years yet most sales forces have simply failed to adapt. Gone of the days of hunting Frank will deliver an overview of social media, answer why social and hard closing, sales is about reputation and relationships. As media is becoming more relevant for sales and marketing; discuss founder of one of the UK’s biggest networks Warren will explore what companies can do to use social media effectively; and talk how 21st century communication has changed the way we sell. about how LinkedIn can help small businesses to generate new business. 13.15 - 13.45 16.15 - 16.45 Steve Trister Andy Shaw Performance Dynamite A Bug Free Mind The Shocking White Paper Report Revealed Less Stress, More Sales & Higher Order Values Steve has interviewed and surveyed 100’s of CEOs, MDs and Sales Directors across the UK and his findings are extremely scary. In a This presentation is designed to teach thought techniques, which whirlwind 30-minute seminar, he’ll reveal for the very first time will mean you can overcome any negativity in yourself and your sales the mind boggling opinions of today’s business leaders and their team. Imagine if you had a sales team that were not negative, but damning thoughts on the current state of UK PLCs. were passionate and confident about the product. Plus they had the belief in themselves meaning they could simply sell more, more often and at higher prices. The role of this presentation is to empower you with simple skills to enable this.12 | SALES DIRECTOR LIVE NOVEMBER 2012
  13. 13. i S SPONSORED BY Sales Initiative Magazine HALL 1 FRIDAY10.30 - 11.30 14.00 - 14.30Professor Neil Rackham Ben KenchPortsmouth University Business BoosterSelling in hard times [that are not going The Heart Of Business – A Better Wayaway] To SellWe understand the common mistakes that most salespeople make After 30 years in selling, and having managed and directed salesand we also have a good understanding of the strategies that help performance in all sorts of environments, Ben Kench has discovereda sales force to succeed when times are difficult. Using case material quite simply a better way to grow your sales performance. In today’sfrom winners and losers in hard times, Neil Rackham will explain session, the author of “Selling for Dummies” shares his insights andthree successful strategies that will grow market share in a tough ideas that will increase your sales performance!economy.12.30 - 13.00 14.45 - 15.15Professor Lynette Ryals Ian SmithCranfield School of Management Winning TendersKey account management- best practice Winning Tenders: the Forensic Approach to SuccessIn this unique seminar, Lynette Ryals of Cranfield University willshow you how to adopt a practical approach to planning, analysing Tendering is a specialist aspect of sales: to win, you need to playand implementing a closer relationship with your strategic accounts. the game properly. This seminar explains how to find opportunities,Lynette will reveal how to apply best practice to your key accounts; how you pre-qualify and get invited to tender, how to go aboutincrease confidence; enhance your customer interfacing skills; and submitting your response so it gets shortlisted, and then how tomuch more. present your proposals to the evaluation panel.13.15 - 13.45 15.30 - 16.00Ian Beer Rich Allen3M QvidianFrom Good to Great and Staying There 7 Proven Tips to Win More Deals3M is a diversified technology company delivering innovative This session will reveal seven of the most impactful stepssolutions to life’s everyday needs. Yet having great products is no organisations can take to improve sales effectiveness. See real-longer enough. Find out what 3M has done to invest in its own world examples of how companies like CA Technologies,sales force to ensure they connect with their customers to help NetApp, Microsoft, and others are leveraging Sales Playbooks,them succeed both now and in the future. sales performance analytics, and client-focused proposals to win more business. Don’t miss this opportunity to take your sales team to the next level! Notes NOVEMBER 2012 SALES DIRECTOR LIVE | 13
  14. 14. HALL 2 THURSDAY CONFERENCE SCHEDULE 11.00 - 11.30 14.00 - 14.30 Martin Southern Tony Pringle Shark Finesse Ltd Bureau van Dijk Producing financially justified business Using B2B information to sell more cases for proposals effectively Your customer needs a business case…do you negotiate and talk What information can B2B sales teams access and how can it be value or just pray the budget is there. Sales know all about solutions used in the sales process? Tony Pringle, BvD’s UK MD will look at but should they also be responsible for translating benefits into these issues and discuss the relevance of external data, what it financial terminology that the customer can actually use? This can show you about your customers and prospects, and how seminar will explore both customer and supplier requirements integrating it with your CRM can help improve efficiency and and provoke thought about what can be done to close the value develop new business. negotiation gap. 11.45 - 12.15 14.45 - 15.15 Ted Walker / James Speed Martin Bromfield Keith Prowse One Source The value of corporate hospitality as a Sales Productivity in 2012 relationship building tool How do you know when to call the right prospects, and what to The session will look at key events in the UK’s cultural calendar say when you get through? With information overload and sales and how they can be utilised to build long term relationships with executives spending more time researching companies and less time clients, stakeholders and employees. Budgeting for events and selling, how can sales directors harness information proactively to measurement of ROI along with how to book bona fide corporate increase their sales team’s productivity? hospitality packages will also be discussed in this interactive workshop, presented by the UK market leader. 12.30 - 13.00 15.30 - 16.00 Liz Jackson David Bushnell Great Guns Marketing Enable IT Technolgies If you think you can, you can. Open Source CRM – Challenging Closed Thinking Liz will draw from her experience of growing a successful business and also that of working with some of the UK’s leading B2B brands. Liz’s Without a CRM system in place, your company is worth approxi- seminar will cover how strategic telemarketing can be used to drive mately half its potential value. Discover how and why Open Source business growth, and will outline key learnings of what has worked for technologies are challenging established market leaders in the Cus- both her and her clients over the past 14 years. tomer Relationship Management (CRM) marketplace. Discover why you should consider going Open Source when choosing your next CRM solution to increase productivity and reduce costs. 13.15 - 13.45 16.15 - 16.45 Dan Kelly Gordon McAlpine Corporate Rewards The Sales Club Incentives are EVIL The Secret Millionaire’s Sales road to success In this session, we’ll explore the top five motivating factors to a Gordon will share some of the insights, ideas, sales and marketing sales person and, in turn, the top five most important factors in a initiatives he created in order to become a successful entrepreneur. customer-buyer relationship and what customers look for from a He will also demonstrate the power of using business success to supplier. We’ll also share our top tips on structuring a successful make a real difference in deprived communities by presenting some incentive programme, with some live case studies. emotional scenes from his experience on Channel 4’s ‘The Secret Millionaire’.14 | SALES DIRECTOR LIVE NOVEMBER 2012
  15. 15. i S SPONSORED BY Sales Initiative Magazine HALL 2 FRIDAY11.45 - 12.15 14.00 - 14.30Martin Southern Jonathan GreyShark Finesse Ltd Ovation IncentivesProducing financially justified business Real-Time Incentives & Why the Ycases for proposals Generation Won’t WaitYour customer needs a business case…do you negotiate and talk In today’s world of increased usage and familiarity with instantvalue or just pray the budget is there. Sales know all about solutions communications, media, and digital technologies the Y generationbut should they also be responsible for translating benefits into is dictating today’s trends. In summary the demand for real-timefinancial terminology that the customer can actually use? This reward solutions has been growing rapidly and globally and asseminar will explore both customer and supplier requirements such identifying and taking advantage of these latest trends isand provoke thought about what can be done to close the value more critical than ever.negotiation gap.12.30 - 13.00 14.45 - 15.15Colin Hodgson Andrew HoughEdenred (Incentives & Motivation) EMC Computer Systems Europe LtdDriving engagement, loyalty & growth Changing context of solution sellingthrough Reseller channels In this interactive seminar, Andrew Hough discuss the changingThis session references the various types of incentive and context of solution selling as the purchasing dynamic changes inmotivation programs used to drive engagement, loyalty and volume an economic downturn, with differing focus on procurement andin distributor and reseller channels (with examples) and highlights financial levers away from business unit decision makers.the need for careful planning, audience considerations, appropriaterewards and adopting an innovative and creative approach.13.15 - 13.45 15.30 - 16.00Graham Barlow David BushnellTechnologies4Targeting Ltd Enable IT TechnolgiesMake every visit count with sales territory Increasing Sales via Remote Workingoptimisation In today’s sales market, the office is often not the base for salesSales territory optimisation is a hot topic but what does it really people that it once was. Get an insight into remote working asmean and how does it impact on sales team efficiency and a whole, explaining the concepts behind it, as well as focussingeffectiveness? This seminar explains how to identify the real on how your sales force can utilise remote working practices andfactors impacting field force performance and outlines practical technologies to increase productivity, sales revenue and improvesteps to alleviate problems. performance. Notes NOVEMBER 2012 SALES DIRECTOR LIVE | 15
  16. 16. HALL 3 THURSDAY CONFERENCE SCHEDULE 11.00 - 11.30 14.00 - 14.30 Chris Goodman Phil M Jones Results Driven Group Philmjones Ltd Developing high performing sales teams Magic Words and leaders of the future Your choice of words can have a huge effect on the behaviour of If productivity, profitability, retention and customer loyalty are others. How would you feel if your conversations always got you all by-products of a winning sales culture, what makes up the what you want, you could communicate yourself out of challenging ingredients? What does a winning sales culture look like and more scenarios and people said yes to you more often? importantly, how should a sales director go about improving theirs? Find out in this seminar on developing a winning culture. 11.45 - 12.15 14.45 - 15.15 David Jones Phillip Bryan CACI Limited Sentori Email Marketing The value of corporate hospitality as a Understanding email leads to more sales relationship building tool Many people use an Email Service Provider (ESP) to send out email This interactive and informative seminar session will comprehensively marketing messages. These systems generally provide information outline the pitfalls of poor store targeting, incorrect headcount about how the email performed. Philip will explain how you can levels, inefficient territory structures and poor journey planning, make your email marketing more effective by understanding this and show you how to avoid these issues and reap the associated information, and using to help you sell more products and services. financial rewards. 12.30 - 13.00 15.30 - 16.00 Chris Maylon Nic Windley – B.Eng. (Hons), M IDM DSV Road Limited Nic Windley & Associates Creating and Building A Sales Culture Why Your Sales Team Don’t Convert Web Leads And What You Can Do About It Chris will discuss the challenges he faced as a Sales Director in terms of hiring and developing staff, his rationale for injecting new The capabilities of companies to generate online sales leads are emerging talent, what he wanted to change about his team and improving. However, their ability to respond has not kept up. In this how training has been implemented throughout the business to seminar, Nic Windley will highlight the need for persistency, channel improve results. diversity and positive identification of hot leads, and uncover how to give your sales teams the opportunity to wow prospects with live response times in minutes. 13.15 - 13.45 16.15 - 16.45 Gavin Ingham Liz Jackson GavinIngham.com Great Guns Marketing Incentives are EVIL What part does Telemarketing play in today’s selling? Things have changed. Business has changed. Salespeople have changed. Good enough is not good enough anymore. If you want to Liz will draw from her experience of growing a successful business create a high performance sales team in today’s competitive business and also that of working with some of the UK’s leading B2B brands. environment then you need the skills and strategies to build and Liz’s seminar will cover how strategic telemarketing can be used to sustain a motivated sales team who always give 100%. drive business growth, and will outline key learnings of what has worked for both her and her clients over the past 14 years.16 | SALES DIRECTOR LIVE NOVEMBER 2012
  17. 17. i S SPONSORED BY Sales Initiative Magazine HALL 3 FRIDAY11.45 - 12.15 14.00 - 14.30Michael McGowan Tudor Williams FCIPDSales6ix eRecruit SolutionsAccurate Forecasting is the best measure The Talent Spotterof sales effectiveness: A BreakthroughApproach In this seminar, Tudor Williams will share with you what he looks for in a sales CV and how to: read between the lines of a sales CV,In this seminar, you’ll learn how Smart Sales Forecasting could be the get best results out of the interview process, ask questions thatbreakthrough way to really drive sales effectiveness across your sales get a true reflection of the individual, and how to identify theteam, lift confidence levels and guarantee you go to bed knowing characteristics that make a great sales person.you and the team are in control of delivering the numbers.12.30 - 13.00 14.45 - 15.15Tony Morris Dr Ian DaviesSales Doctor RaconteurTurning leads into business Building an Effective SalesforceTony Morris of Sales Doctor will be providing real life techniques Recruiting the right person into a sales role has a critical impacton how to qualify leads more effectively and in turn convert on the overall success of a business. Conversely getting the wrongmore into business. With over fifteen years of sales experience person can have disastrous effects. It is statistically proven thatand having trained over two thousand sales professionals, Tony hiring the wrong person not only reduces revenue potential andwill share proven techniques to maximise every single opportunity. profitability, but causes dissatisfaction throughout the rest of the workforce and increases staff turnover.13.15 - 13.45 15.30 - 16.00Nic Windley – B.Eng. (Hons), M IDM Giles MargerisonNic Windley & Associates TomTom Business SolutionsUniting Sales And Marketing - A Sales How greener, safer drivers get you moreAdvantage salesNic Windley discusses the relationship between sales and marketing, Your sales force is constantly on the move and that does not comeits history, and why attempts to bridge the two so far have been without challenges. Are they doing enough? Are they safe on theunsuccessful. The seminar will reveal what’s needed to foster true road? Are they claiming the right mileage? Are they often stuck insales and marketing alignment and uncover why sales is ideally traffic? Could they be doing more? This seminar describes how, byplaced to lead the evolution. using technology, all of this information can be at your fingertips. Notes NOVEMBER 2012 SALES DIRECTOR LIVE | 17
  18. 18. HALL 4 THURSDAY CONFERENCE SCHEDULE 11.00 - 11.30 14.00 - 14.30 Lorna Leck Ross Evans The Sales Activator Ltd BMS Sales Specialists The Five Most Dangerous Issues Facing Battle for Sales talent Sales Leaders This seminar will explore key trends in the sales recruitment Your customer needs a business case…do you negotiate and talk market and look at the steps different clients are taking in their value or just pray the budget is there. Sales know all about solutions battle for talent. We’ll offer practical support that can be used but should they also be responsible for translating benefits into to enhance competitiveness and improve positioning, providing financial terminology that the customer can actually use? This seminar positive takeaways for senior sales decision makers to assist in will explore both customer and supplier requirements and provoke attracting, engaging and retaining top talent. thought about what can be done to close the value negotiation gap. 11.45 - 12.15 14.45 - 15.15 Giles Margerison David Clark TomTom Business Solutions Clarity360 Ltd How greener, safer drivers get you more B2B Relationship Management – It’s the sales Story in a Team Game! Your sales force is constantly on the move and that does not come David talks about the power of team selling and how world without challenges. Are they doing enough? Are they safe on the class collaboration enhances the client’s experience and how this road? Are they claiming the right mileage? Are they often stuck in intra-company collaboration supports individuals’ development of traffic? Could they be doing more? This seminar describes how, by the lost art of storytelling. David champions a return to a skill that using technology, all of this information can be at your fingertips. can create value in a way that will be remembered and coveted during the toughest of times. 12.30 - 13.00 15.30 - 16.00 Gary Donoghue Graham Dando Advanced Selling Skills Academy Ltd The TAS Group Developing Sustainable Sales Skills in a Four Factors – The Simple Formula for Sales Mobile World Success Gary will highlight how e-training will positively impact on employee In this session, Graham Dando, Senior Partner for The TAS Group satisfaction through continuous professional development leading to argues that there are only four things you need to worry about improved staff motivation and retention. He will also highlight the to achieve sales effectiveness. These 4 things make up The key ROI benefits of e-training, but most importantly the significant Sales Velocity Equation, a simple formula that provides you with impact it can have on business speed and agility, facilitating change everything you need to keep it simple, and keep your focus. and growth. 13.15 - 13.45 16.15 - 16.45 Tim Foster Warren Knight The TAS Group Gloople So you think you have a £500,000 sales From Sales Director to Managing Director forecast? Warren will share with you the transition he made from Sales Most managers believe they are good at forecasting, but their Director of a manufacturing and exporting business to being the forecasts usually turn out to be wrong. In his presentation, Tim founder and CEO of a Technology Company. Warren will help Foster, EMEA Sale Director for The TAS Group will discuss how to you use the skills you have developed as part of your job to run a use automated intelligence in the sales cycle to increase deal win successful company. rate and average deal value, and shorten sales cycles.18 | SALES DIRECTOR LIVE NOVEMBER 2012
  19. 19. i S SPONSORED BY Sales Initiative Magazine HALL 4 FRIDAY11.45 - 12.15 14.00 - 14.30Phil M Jones David ClarkPhilmjones Ltd Clarity360 LtdMagic Words B2B Relationship Management – It’s the Story in a Team Game!Your choice of words can have a huge effect on the behaviour ofothers. How would you feel if your conversations always got you David talks about the power of team selling and how worldwhat you want, you could communicate yourself out of challenging class collaboration enhances the client’s experience and how thisscenarios and people said yes to you more often? intra-company collaboration supports individuals’ development of the lost art of storytelling. David champions a return to a skill that can create value in a way that will be remembered and coveted during the toughest of times.12.30 - 13.00 14.45 - 15.15Martin Hutchins Chris DuncanProfessional Academy News InternationalTurning professionals into exceptionals Using customer intelligence to drive sales(a case study) performanceThe right leadership can have a profound effect on culture and The availability of vast amounts of data have changed our abilitypractices within a business. When that leader is no longer there, to understand and manage customers and to drive sales. But manychaos can ensue. The case study covered in this session discusses companies struggle to turn this promise into operational revenue.the strategic changes needed after such an event. Quantitative and In this session Chris Duncan will detail how News International hasQualitative measures will be discussed along with tactics, telesales approached this challenge and share some case study examples ofand key account management. how customer intelligence can grow sales.13.15 - 13.45 15.30 - 16.00Donal Daly Gary DonoghueThe TAS Group Advanced Selling Skills Academy LtdThe Art and Science of Account Planning Developing Sustainable Sales Skills in a Mobile WorldIn this session, Donal will explore the essential aspects ofaccount planning: understanding the customer’s business; visualizing Gary will highlight how e-training will positively impact on employee‘white space’ to expand sales; identifying and building strategic satisfaction through continuous professional development leading torelationships; collaborating on business strategy; identifying and improved staff motivation and retention. He will also highlight thewinning new opportunities; increasing solution and account key ROI benefits of e-training, but most importantly the significantpenetration; and automating account plans within the CRM. impact it can have on business speed and agility, facilitating change and growth. Notes NOVEMBER 2012 SALES DIRECTOR LIVE | 19
  20. 20. THE ECOMMERCE & RETAIL THEATRE THURSDAY 10.30 - 11.00 14.00 - 15.00 Liquidshop, PayPal & RPS Liquidshop, PayPal & RPS Executive overview – ecommerce & Retail briefing Panel Discussion - Key factors that drive online sales conversions. The first session of the morning is for busy executives that need the key headlines about improving sales via essential retail channels, Starting with an introduction by guest speaker Guy Mucklow the comprising three 10 minute sections delivered by specialists from MD of Postcodeanywhere, the expert panel will be sharing insights Liquidshop, PayPal and RPS-Global that understand the “need to on how to convert visitors into customers and improve basket values know” topics and how to present the facts without resorting to at the checkout, both online and offline. Discuss and get involved in jargon. Attend this briefing if you need to get the current retail and the topics affecting you and your business. This is your chance to get ecommerce news fast. If you need more detail, then stay on after your questions answered. the seminar and talk to one of the experts as our guests in the ecommerce and retail lounge. 11.00 - 12.00 15.00 - 16.00 Dennis Reid Dennis Reid RPS RPS Maximising Sales Through Your Bricks & Maximising Sales Through Your Bricks & Clicks Business Clicks Business Having the mind-set to compete in an OMI channel world, Having the mind-set to complete in an Omi channel world, identifying where your business model fits in Global Best Practice, identifying where your business model fits inGlobal Best Practice, understanding the critical KPIs that need to improve, the six step understanding the critical KPI’s that need to improve, the six step model driving up conversion and ATV, OMI Channel Best Practice model driving up conversion and ATV, OMI Channel Best Practice case studies. The RPS-Global team will be on hand after the seminar case studies to answer your questions and provide further advice; you are invited to meet them in the ecommerce and retail lounge. 12.00 - 13.00 16.00 - 17.00 Nick Pratt, Liquidshop Ray Buckler Dominic Irons – Bureau direct Liquidshop Retail case study – Bureau Direct & Ecommerce & Multi-channel retailing - multi-channel retailing essential executive overview Dominic Irons will explain how ecommerce drives income and fits This session covers three key subjects that will help delegates within his retail operation. This case study and seminar will promote understand how to increase sales with a multi-channel approach. the advantages of multi-channel retailing and how to benefit from First, to understand the new consumers, their relationship with ever increasing influence the Internet and mobile connectivity has smartphones and how this guides retail purchase decisions. on retail. Touching on the specifics of today’s changing consumer, Secondly, what are the upcoming trends and how they impact separating fads from long term trends and gains, and the anatomy of on retail. Finally, a look under the bonnet of an ecommerce a successful ecommerce channel that is integrated into your business. operation and the key features you need to bring in the sales. 13.00 - 14.00 Beverley Bergin Paypal Understanding The Hidden Benefits of Good Payment Systems Liquidshop is an online retail storefront proven to grow sales revenue, improve conversion rates and increase The final and most important stage of retail transaction is the basket value. The Liquidshop ecommerce platform features payment process. However, it is often treated as just the utility that an intuitive back-office for the administration of website completes the deal. This session wil illustrate what extra safeguards content, including product data and customer orders. In and benefits are available frmo a good payment system and what addition there are tools for the management of onsite you should expect from your (PSP) Payment Service Provider. promotion, internet marketing and SEO. Above all, as a Liquidshop user you have access to a dedicated team of ecommerce professionals for the design, hosting and ongoing support of your ecommerce website.20 | SALES DIRECTOR LIVE NOVEMBER 2012

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