Sales Innovation Expo Showguide

WORLD’S LEADING
SALES SPEAKERS
BRAND NEW SALES
TECHNOLOGY FOR 2016
UNLIMITED NETWORKING
OPPORTUNITIES
IN
PARTNERSHIP
WITH
SPONSORED
BY
TOP SALES WORLD
INSPIRING THE GLOBAL SALES COMMUNITY
TAKEYOUR SALESTEAM
TOTHE NEXT LEVEL
SALES
INNOVATION
E X P O 2 0 1 6
EVENTGUIDE&PLANNEREUROPE’SLEADINGEVENTFORSALESINNOVATION
11 & 12
MAY 2016
WEDNESDAY 10AM - 6PM THURSDAY 10AM - 5PM
60 INNOVATIVE
SUPPLIERS
OVER 120 MASTERCLASS
SESSIONS
80 SEMINARS LED
BY EXPERTS
RUNNING ALONGSIDE

EUROPE’S LEADING
SALES EVENT
TOP SALES WORLD
AUDITORIUM & SPEAKERS 04
MASTERCLASSES
& WORKSHOPS 26
B2B MARKETING
EXPO FEATURE 36
HEADLINE SALES
INNOVATION SPEAKERS 12
SALES INNOVATON
AWARDS 30
EXHIBITOR
LISTINGS 38
MORE UNMISSABLE
SEMINARS 16
SEMINAR
AGENDA 32
FLOOR PLAN
& A TO Z 46
WHAT TO LOOK FOR
AT THIS YEAR’S EVENT:
Welcome to the Sales Innovation Expo!
Packed with cutting edge advice and
innovation essential for the world’s
highest performers in the sales industry,
this event is dedicated to providing
everything you need to turbocharge your
sales team!
Europe’s leading sales event provides you with
the perfect platform to find the techniques,
tools, and strategies from across the globe to
fire up your sales force, secure new levels of
revenue, and reach unprecedented heights of
business growth.
With so much packed into its two day
duration, this show guide is designed to give
you all the information you need in order to
get the most out of your visit.
Sales Innovation Expo takes place alongside
The Business Show, the UK’s biggest business
exhibition and conference, which is back
at ExCeL London on the 11th and 12th of
May for its 35th appearance. As well as this,
there’s also Business Startup, Going Global,
B2B Marketing Expo, Legalex, and Accountex,
meaning the event is packed from top to
bottom with information, expert knowledge,
and industry-leading advice. You can be part
of this unmissable show by registering for
your free tickets at
www.businessboxoffice.co.uk.
Use this guide to closely study what’s on and
when during the show to ensure you don’t
miss out on what’s vital to you. Places for
masterclasses and many of the other features
are limited due to their huge popularity and
always fill up fast, so make sure you register
online at www.salesinnovationexpo.co.uk to
secure your seat.
SALES
INNOVATION
E X P O 2 0 1 6
Europe’s leading sales
event provides you
with the perfect platform
to find the techniques,
tools, and strategies from
across the globe...
For more information on everything taking
place at the show, please visit www.
salesinnovationexpo.co.uk.
We look forward to seeing you at the show.
FOLLOW THE SHOW: @ SalesInnovExpo # SIE2016

SALES INNOVATION EXPO 2016 IS
SPONSORED BY:
HEADLINE PARTNER:
TOP SALES WORLD
KEYNOTE SPEAKERS
Hear from the best in sales12
WORLD CLASS EXHIBITORS
The most innovative businesses in sales38
EXPERT ADVICE
Leading sales knowledge & experience22
MASTERCLASSES
Choose from a range of interactive sessions26
TSW AUDITORIUM
Meet the world’s leading sales speakers04
SEMINAR SCHEDULE
Presenting the best guidance & inspiration32
NETWORKING
Connect with 1000s of sales professionals
PANEL SESSION
Sales: a Transatlantic Debate12
B2B MARKETING EXPO
Co-located with the show36

SEMINAR SNAPSHOT
How to Set Up ‘Customer-Core’ Enablement
Strategies to Drive Outstanding Performance
In an ever-changing, buyer-driven world, the relevance of sales
force enablement to drive sustainable sales results becomes more
important every day. Enablement has a remarkable impact on
revenue and sales performance - if the discipline is set up with
the customers at the core, following the customer’s journey.
THE WORLD’S
TOP SALES FORCE
ENABLEMENT LEADER
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 SCHENK
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. Before joining MHI
Research Institute in January 2014, Tamara
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.
TOP SALES
WORLD
AUDITORIUM
Top Sales World is a unique
location dedicated exclusively to the
profession of sales, and as such Sales
Innovation Expo 2016 has dedicated
a special area of the event to it
in the form of the Top Sales
World Auditorium.
Top Sales World has put together arguably
the most significant group of sales experts
ever assembled outside of Dreamforce.
Present throughout wil be a team that
is truly international and will arrive from
Australia, Canada, Germany, Switzerland,
the US, and, of course, the UK.
The Auditorium will host a diverse range
of subjects that are currently prominent
areas of debate amongst sales leaders
throughout both days of the show.
The TSW events will be hosted by
Jonathan Farrington. Jonathan is an
in-demand keynote speaker, author,
sales futurist and customer retention
specialist. He is the senior partner at
Jonathan Farrington & Associates and
of course, CEO of Top Sales World.
TOP SALES WORLD
SEMINAR SNAPSHOT
Being a High Performing
Sales Organisation
Requires a Hard Reset on
Conventional Thinking
Regardless of what’s worked
previously, the unintended
consequences of both technology
advancement and buyer behaviour
is wreaking havoc on sales
organisations. Whether you have
a small sales force or a highly
complex go-to market strategy,
there’s no avoiding the reality that
how we sell has forever changed.
Recognised in 2014 as one of the 50 Most Powerful and Influential Women in
California by the National Diversity Council, Tiffani Bova is widely recognised as being
one of the most progressive figures in the sales industry.
TIFFANI BOVA
THOUGHT LEADER, GROWTH
EVANGELIST AND SALES STRATEGIST
THURSDAY | 11.45 | TSW AUDITORIUM
LIMITED
SPACES!
BOOK ONLINE TO
ENSURE YOUR
SEAT
With a motivation for asking the tough
questions, challenging current thinking, and
solving big problems for clients, Tiffani is both
curious and passionate about how the pursuit
of growth will change as new technology,
buying behaviours, and markets shift. Tiffani
is considered one
of the preeminent
thinkers around sales
transformation and
innovative growth
strategies; and she has
received numerous
honours and industry
recognition for her
work.
WEDNESDAY | 14.15 | TSW AUDITORIUM
HOSTED BY
JONATHAN
FARRINGTON
4

MENTOR TO SALES
LEADERS ACROSS THE WORLD
A deliverer of keynote talks and messaging skills workshops
to more than 10,000 marketing and sales executives in over 13
countries, Erik Peterson has developed a unique insight into the
ERIK PETERSON
SEMINAR SNAPSHOT
Good Intentions,
Wrong Instincts: a
Counterintuitive
Approach to Message
Differentiation
Traditional thinking can be
your biggest hurdle to creating
differentiation in your customer
conversations. In this session,
Corporate Visions’ Erik Peterson
shares counterintuitive findings
from original research conducted
by his company and an expert in
messaging and persuasion.
challenges facing
today’s marketing
and sales
professionals – and
he’s here to share
it with you.
WEDNESDAY | 12.20
TSW AUDITORIUM
SEMINAR SNAPSHOT
Nonstop Sales Boom:
Putting an End to Boom-
and-Bust Sales Cycles
How many times have you or
someone on your team come
off a great month or quarter,
only to find that the pipeline is
woefully empty? In this session,
Colleen will introduce a new
way of looking at your client
relationships so you can learn
how to systematically attract a
regular flow of prospects and
move them smoothly through
the pipeline – and beyond – to
create your own nonstop sales
boom!
INNOVATOR IN SALES STRATEGY
Colleen is driven by a passion for sales - and results. A
successful sales leader for over 20 years, she understands the
challenges of selling in today’s market.
Clients note her frank, no-nonsense approach to solving problems
and addressing opportunities – an approach that deliver sales results.
Colleen is the bestselling author of popular sales books including
COLLEEN FRANCIS
B2B SALES
THOUGHT
LEADER
Jason Jordan is a founding
partner of Vantage Point,
the world’s leading training
and development firm
focused exclusively on sales
managers.
He is a recognised thought
leader in the domain of B2B
sales and conducts ongoing
research into the sales
management best practices
of leading sales. Jason’s
extensive research led to the
breakthrough insights in his
bestselling book, ‘Cracking
the Sales Management Code’;
his writing has been published
by Harvard Business Review,
Forbes, Entrepreneur, Sales
& Marketing Management,
and many other leading
publications. Jason resides
in Charlottesville, Virginia,
USA, where he lectures at the
University of Virginia’s Darden
Graduate School of Business.
JASON JORDAN WEDNESDAY | 16.45
TSW AUDITORIUM
WEDNESDAY | 13.35
TSW AUDITORIUM
the recent ‘Nonstop
Sales Boom’. She
is a Certified Sales
Professional (CSP)
and an inductee
into the Speaking
Hall of Fame.
SEMINAR
SNAPSHOT
Sales Management
and CRM: a Match
Made in Heaven or
Hell?
CRM has been around for
decades, but what has
it given us? Better sales
management? Better
salespeople? Better sales
results? Maybe. Join Jason
as he shares insights
from his ground breaking
research that reveals how
world class sales forces use
sales metrics to proactively
drive performance. Learn
which metrics are the
most important, which
are management red
herrings, and which are
downright useless.
TRANSFORMING
SALES TEAMS INTO SALES FORCES
A passionate and dynamic presence, Russell Acton has
a distinguished professional background in inspiring
organisations to become powerful selling execution
engines, and then motivating sales forces to repeat this
model of success.
Russell is vice president and general manager, international at Capriza
Inc., an organisation enabling enterprises to unlock the promises
of mobility. He is a renowned keynote speaker, sales strategist, and
RUSSELL ACTON
SEMINAR SNAPSHOT
A Practical ‘Survival
Guide’ for a Modern Day
Enterprise Sales Person
In his exciting seminar, Russell
will share insights into market
dynamics, buying trends, and present
simple practical approaches anyone
can implement, whether you’re a
sales person or sales manager!
in-demand mentor
and is known for
turning the common
thinking on sales
excellence on
its head.
THURSDAY | 14.15
TSW AUDITORIUM
5

SEMINAR SNAPSHOT
Create Better, More Effective
Conversations in Today’s
Hyper-Digital World
In this era of iPads, iPhones, and apps, sales
communications may be growing, but sales
conversations are dying — and so are too many
sales. Globalisation, the explosion in competition,
the slow economy, and fast-emerging technologies
all have changed buying habits. Salespeople can no
longer rely on the traditional sales methodologies.
They must change the conversation.
Linda Richardson is
a New York Times
bestselling author,
educator, sales leader,
and the founder
of the Richardson
consulting firm.
She has dedicated
herself to helping
organisations around
the world improve sales
performance, process,
and effectiveness.
LINDA RICHARDSON
SEMINAR SNAPSHOT
How to Read a Customer
Like a Book
Get ready for an entertaining,
interactive, and insightful session
delivered by Dr. Tony Alessandra.
In this powerful seminar, you
will learn useful techniques to
adjust your selling style to match
the customer’s buying style.
Dr. Tony will cover how to:
create faster rapport than
ever before, read customer
styles quickly and accurately,
and practice adaptability by s
elling others the way they
want and need to be sold.
ONE OF THE TOP SALES & MARKETING
INFLUENCERS IN THE WORLD
NEW YORK TIMES
BESTSELLING
SALES AUTHOR
Dr. Tony Alessandra helps companies turn prospects into promoters by
out-marketing, out-selling, and out-servicing the competition.
He earned his PhD in marketing in 1976 from Georgia State University and
is CEO of Assessments 24x7 LLC, a company that offers a variety of online
assessments, including the widely used DISC profile. Tony is featured in
over 100 audio/video programs and films and is also a prolific author with
30 books translated into over 50 foreign language editions, including ‘The
Platinum Rule for DISC Sales Mastery’, ‘Collaborative Selling’, and ‘Non-
Manipulative Selling’. Recognised by Meetings & Conventions Magazine as
DR.TONY ALESSANDRA
“One of America’s most
electrifying speakers”, Dr.
Alessandra was inducted
into the NSA Speakers
Hall of Fame in 1985. In
2012, Tony was elected
into the inaugural class
of the Top Sales World
Sales Hall of Fame and
was voted one of the
Top 50 Sales &
Marketing Influencers.
Richardson began her career as a teacher and firmly believes
that great selling is great teaching—collaborative, relevant,
and results driven.
DISTINGUISHED
LEADERSHIP
EXPERT
SEMINAR SNAPSHOT
Conscious Selling and
the Art of Commercial
Conversations
We know ‘sales’ has changed!
We know sellers want new
conversations! Conscious
selling is not just being awake
on the job; it is being awake
to the different approaches,
focus, and outcomes around
your role as a pivotal cog in
your company’s wheel. Sellers
have a privileged responsibility
to help their buyers grow their
business; to achieve that there
are certain conversations to
have with yourself and with
your buyer to succeed in this
new sales environment.
BERNADETTE MCCLELLAND
Bernadette McClelland’s focus on
innovative revenue generating
strategies and tactics has helped
individuals across a variety of
industries elevate their potential and
achieve growth in today’s marketplace.
A former sales executive with Xerox
Australia and Asia Pacific’s results coach for
Anthony Robbins, Bernadette has led high
net worth sales initiatives, led new product
launches, and managed enterprise projects
driving specific outcomes.
Given her experience, she now helps
bridge the gap between business goals
and the potential of executives and team
members leading the charge to step up,
show up, and speak up even more.
Her client conversations focus on shifting
the sales conversation and raising the
bar for B2B selling to be more ‘real’ and
transparent, with an equally strong focus
on supporting and nurturing emerging
female sales leaders and executives within
male oriented B2B environments.
WEDNESDAY | 15.30
TSW AUDITORIUM
6

SEMINAR SNAPSHOT
Increase Your Success Velocity™
Velocity is your rate of advancement towards
your goal. Jim will show you how to decrease
the inhibitors and multiply the boosters to get the
optimum velocity from all that you do. Without
working harder or longer you can achieve much
more. Learn how from the original author of
‘Relationship Selling’.
MULTIPLE AWARD
WINNING SALES SPEAKER
Jim Cathcart helps people succeed. He is in the top 1%
of all professional speakers and has received virtually
every award in that profession.
JIM CATHCART
His books, ‘Relationship Selling’ and
‘The Acorn Principle’ both became
international bestsellers and his TEDx
talk is approaching half a million
views. His presentations are fun,
inspiring, and powerfully thought
provoking. He believes in your
potential and can show you how to
access more of it. Jim was chosen
as one of the Top Sales Influencers
LEADING LIGHT IN
SALES EFFECTIVENESS
A Swiss citizen living in France and doing
business in German, English, and French;
Christian Maurer helps B2B sales leaders
to sustainably improve the productivity
of their organisations.
He has developed an uncanny skill for helping
companies improve B2B opportunity and
account management through the design and
implementation of client specific programs
extended with customer-centric sales processes,
sales forecasting, and individual effectiveness
programs for sales leaders. In addition to his
consulting activities, Christian lectures on the topics
of complex sales methods and international sales
management in the MA program ‘Strategic Sales
Management’ at the ESB Business School
at Reutlingen University, Germany.
He is also a lecturer in the ME program ‘Leadership
in Industrial Sales and Technology’ at Aalen
University, Germany, on the topics of structuring
and leading international sales forces.
CHRISTIAN MAURER
SEMINAR SNAPSHOT
The Terms B2B and B2C
Have Become Obsolete,
Haven’t They?
Are the marketers who have
done away with the distinction
between B2B and B2C and use
only the all-encompassing term
H2H (human to human), right?
Better alignment between sales
and marketing is important in
this new era of selling; should
sellers adhere to this new
terminology? In this interactive
seminar you will learn why
adopting the terminology can
be detrimental to seller’s success.
AMERICA’S
PRINCIPAL
REFERRAL SELLING
AUTHORITY
Joanne Black is America’s leading
authority on referral selling.
As the founder of No More
Cold Calling, Joanne works
with salespeople, sales teams,
and business owners to build
their referral networks, get
introductions, attract top clients,
decrease costs, and ace out the
competition.
A captivating speaker and innovative
seminar leader, Joanne is a member
of the National Speakers Association
JOANNE BLACK
SEMINAR SNAPSHOT
Stop Cold Calling: Get the One-Call
Referral Meeting
Turn up the heat on your prospecting and attract your best and most
profitable clients. Get every meeting at the level that counts, convert
more than 50% to clients, and ace-out your competition. Leverage the
power of your referral network, and hit your sales numbers without
hitting the phones. Whether or not you currently cold call, you’ll learn
how to get the one-call meeting with a referral introduction.
and author of ‘No More Cold
Calling™: The Breakthrough System
That Will Leave Your Competition
in the Dust’ and ‘Pick Up the Damn
Phone! How People, Not Technology,
Seal the Deal’. She is consistently
recognised as a top blogger on sales
and social media sites.
Joanne’s active consultation with
clients began in 1996 when she
developed a system based on the
belief that creating relationships
and getting referrals generate a
faster rate of sales in a way that is
more cost-efficient than cold calling.
Joanne, a multiple award winner
for sales excellence, speaks at sales
and incentive meetings, conferences,
and association meetings.
of 2014 & 2015 by Top
Sales World Magazine,
and was inducted into
the Sales & Marketing
Hall of Fame in 2012.
7

CIAN MCLOUGHLIN
REVERED LEADERSHIP AUTHORITY
INFLUENTIAL SALES COMMENTATOR
SEMINAR SNAPSHOT
Transcending the Transaction: Are You Enabling
or Disabling Customer Connections?
Are you guilty of making three big mistakes, inadvertently disabling
your sales team by forcing commoditization and transactional
selling? Join this workshop for a self-assessment and wake-up call.
We’ll review buyer research to reveal simple fixes so you can boost
sales productivity and top line revenue by more effectively enabling
(not disabling!) your sales managers and sellers.
SEMINAR SNAPSHOT
The Great Sales Disruption
and What to Do About It
Between 40% and 66% of sales people fail to achieve
their numbers in B2B selling. Every seller is facing disruption
once differentiated products, services, and solutions
become commodities. Buyers have never been more
empowered and sellers have never been more challenged
in achieving cut-through and differentiation.
With a career spanning 25 years and over $1B made in sales,
Barbara Giamanco is a name known throughout the world for her
influence in the industry. Passionate about helping salespeople
and sales teams sell more and more often, she understands
perfectly the challenges that face sales leaders and salespeople.
Cian is the founder and CEO of
Trinity Perspectives, a sales training
and advisory firm that specialises
in helping technology companies
understand why they win and lose
the deals they pitch for. Trinity is
committed to helping businesses
unlock the latent potential of
customer’s insights.
With a successful C-level background in sales, technology, and leadership
development, Barb’s experience speaks for itself. She capped her corporate
career at Microsoft, where she led sales teams and coached executives.
Barbara’s book, ‘The New Handshake: Sales Meets Social Media’ is the
first book written about social selling. She is consistently recognised as a
Top Sales Blogger, a Top 25 Influential Leader in Sales, a Top 25 Sales
Influencer on Twitter, and is one of Top Sales World’s Top 50 Sales and
Marketing Influencers for the 3rd year in a row. Her LinkedIn profile ranks
in the Top 1% of all profiles viewed.
BARBARA GIAMANCO
With ASX & Fortune 500 clients across Australia and
the Asia Pacific region, Cian has worked with sales
leaders from Brisbane to Bangkok, Christchurch to
Cape Town, and everywhere in between.
A regular sales and marketing commentator on media
including Sky News Business and the Huffington Post, in
September 2015, Cian’s blog was voted one of the Top
50 Sales Blogs globally by Top Sales Magazine.
THURSDAY | 16.05
TSW AUDITORIUM
EMINENT SALES & MARKETING
INFLUENCER
NO1 SALES
INFLUENCER
IN THE ASIA
& PACIFIC
REGION
Deb Calvert, author of
the bestseller ‘DISCOVER
Questions® Get You
Connected’ and a Top 50
Sales & Marketing Influencer,
founded People First
Productivity Solutions in
2006 to help businesses build
organisational strength by
putting people first.
The PFPS focus is to boost
company productivity through
people development. This work
includes sales training, coaching,
The #1 ranked influencer for professional selling in
the Asia-Pacific region by Top Sales World magazine,
bestselling author, and highly sought after keynote
speaker Tony J Hughes has the strategies to transform
sales results for the modern day business.
Tony understands modern strategic selling in the real world and
has a successful track record in both sales director and managing
director roles for public companies in his thirty
years of experience.
DEB CALVERT
TONY J HUGHES
and consulting on sales productivity drivers; leadership program design
and facilitation; team effectiveness work, and executive coaching.
ALSO SPEAKING ON:
THURSDAY, THEATRE 5
AT 15.30
8

SEMINAR SNAPSHOT
Social Selling to the C-Suite
In this interactive session, Barbara, one of the first evangelists of leveraging social media
in sales, wakes you up to the reality of selling in today’s digitally wired marketplace. Learn
how to connect, engage, and influence buyers by following a focused social selling strategy.
Using social channels and business intelligence, strengthen pre-call research and sales
meeting planning to maximise initial contacts with C-level decision makers every time.
SEMINAR SNAPSHOT
Can Checklists Save the Sales Profession?
The sales profession is in a massive decline. Sales people
can no longer ‘wing it’ to bring in enough deals to make
their numbers. Could something as simple as checklists
help sales teams speed up sales cycles, increase win rates,
and boost deal sizes?
SEMINAR SNAPSHOT
How to Reliably Predict Sales Performance
Every business needs to grow sales and recruit successful
salespeople, but despite this most salespeople fail. Sales
headcount turnover is twice that in other functions, and
although 67% of sales organisations plan to increase
headcount in the next year, two-thirds of them admit they
struggle with recruitment. For over 25 years, OMG has led
the market in sales evaluation tools, specifically designed
to measure and predict sales performance.
SEMINAR SNAPSHOT
Rebirth of the Sales Industry
This seminar will explore the unprecedented change and disruption underway in the B2B sales industry,
as new technologies and consumption models emerge and the balance of power shifts from vendors to
customers. Through real world stories and sales cycles, Cian offers a blueprint to help sales professionals
and sales leaders achieve sales mastery by developing their sales effectiveness and enhancing their
personal and professional brands.
Author of the new book
‘Rebirth of the Salesman’ and
co-author of the Amazon #1
bestseller ‘Secrets of Business
Success’, Cian is a passionate
proponent of an ethical,
honest, and authentic
approach to sales.
THURSDAY | 10.30
TSW AUDITORIUM
SPEAKING THE LANGUAGE
OF SALES SUCCESS
SALES
PERFORMANCE
EXPERTGeorge Brontén
believes that for a
sales team to succeed
in reaching their
objectives, they need
a firm sales process
in place and share a
common sales language.
An instrumental figure
in sales, George’s
insight could be the
key to consistently
strong performances
in B2B sales.
A former sales
professional himself,
Stephen Jones is
distinguished from many
other sales performance
consultants as he
GEORGE BRONTÉN
STEPHEN JONES
George is the founder & CEO of Membrain, the world’s first
sales improvement software that makes it easy to execute
your sales strategy. George is a life-long entrepreneur with
20 years of experience in the software space and a passion
for sales and marketing.
can truly say that he has ‘been there and done that,’ fully
appreciating what does and what doesn’t motivate sales
people to make change.
Stephen works with B2B sales organisations to improve all aspects of
their sales performance. He has over 30 years’ experience in senior
sales and sales management positions with IBM, Oracle, and BT. These
have involved overall responsibility for the commercial relationship
with large global customers such as Unilever, GSK, BT, Pfizer, Mars,
Barclays, SSE, and Thomson Reuters, managing teams of up to 20
sales and support professionals.
9

TSW AUDITORIUM WEDNESDAY TSW AUDITORIUM THURSDAY
10.30 - 10.55
Deb Calvert, People First Productivity Solutions
Transcending the Transaction: Are You Enabling
or Disabling Customer Connections?
10.30 - 10.55
Cian McLoughlin, Trinity Perspectives
Rebirth of the Sales Industry
12.20 - 12.50
Erik Peterson
Good Intentions, Wrong Instincts: a Counterintuitive
Approach to Message Differentiation
13.00 - 13.25
Dr. Tony Alessandra, Assessments 24x7 LLC
How to Read a Customer Like a Book
14.50 - 15.20
Speaker to be confirmed
Keep an eye on our digital show guide for
speaker updates
15.30 - 15.55
Jim Cathcart, Cathcart Institute, Inc.
Increase Your Success Velocity™
11.45 - 12.10
Joanne Black, No More Cold Calling™
Stop Cold Calling: Get the One-Call
Referral Meeting
11.45 - 12.10
Tiffani Bova, Salesforce
Being a High Performing Sales Organisation
Requires a Hard Reset on Conventional Thinking
13.35 - 14.05
Russell Acton, Capriza Inc
Disappearing World - a Practical ‘Survival Guide’
for a Modern Day Enterprise Sales Person
14.15 - 14.40
Jason Jordan, Vantage Point
Sales Management and CRM:
a Match Made in Heaven or Hell?
16.05 - 16.35
speaker updates
11.05 - 11.35
speaker updates
11.05 - 11.35
Stephen Jones, Objective Management Group
How to Reliably Predict Sales Performance
13.00 - 13.25
Barbara Giamanco, Social Centred Selling
Social Selling to the C-Suite
13.35 - 14.05
speaker updates
15.30 - 15.55
Bernadette McClelland
Conscious Selling and the Art
of Commercial Conversations
16.05 - 16.35
Tony J Hughes, RSVPelling Pty Ltd
The Great Sales Disruption
and What to Do About It
12.20 - 12.50
speaker updates
14.15 - 14.40
Tamara Schenk, CSO Insights
How to Set Up “Customer-Core” Enablement
Strategies to Drive Outstanding Performance
14.50 - 15.20
George Bronten, Membrain
Can Checklists Save the Sales Profession?
16.45 - 17.10
Colleen Francis, Engage Selling Solutions Inc.
Non-Stop Sales Boom: Putting an End
to Boom-and-Bust Sales Cycles
17.20 - 17.45
Christian Maurer
The Terms B2B and B2C Have Become
Obsolete, Haven’t They?
BOOK YOUR SEAT!
VISIT WWW.SALESINNOVATIONEXPO.CO.UK
These seminars are free to attend, but due to
their popularity you’ll need to register your
place to avoid missing out.
Ensure your seat today by visiting:
TSWAUDITORIUMAGENDA
*Contentandspeakersaresubjecttochange.Thedigitalshow
guideandseminartimetablewillbeupdatedonlinepriortothe
show,sopleasecheckwww.salesinnovationexpo.co.uk
forthelatestinformation.
10

Kieron Hatcher
Kortx Ltd
“I have been on the platform
for less than two weeks and
already have 3 sales guys and
one 5 figure deal with
a new client”.
@commissioncrowd
/commissioncrowd
+44 131 618 2300
SALES
MANAGE
CONNECT
BOOST SALES
& REVENUE
COMMISSION-
ONLY SALES
FREELANCE
SALES AGENTS
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Annual membership
- only £299
Code: SIE2016
Masterclass: How To Build A Freelance Sales Team
Wed: 11:00, 12:00, 14:00, 16:00
Thurs: 11:00, 12:00, 14:00, 16:00
Find our more
about our:
The definitive online platform for independent salespeople and the
businesses who grow because of them.
CommissionCrowd is for companies to find, connect
and manage remote working relationships with
commission-only sales agents.
CommissionCrowd is freelance sales agents to
connect with great companies, easily manage their
remote working partnerships and save time so they
can sell more.
SALES HAS
EVOLVED
FREELANCE

THE WORLD’S LEADING
NETWORKING EXPERT
Rob Brown is founder of the Networking Coaching
Academy and the most recommended networking
expert in the world according to LinkedIn.
Author of the upcoming book ‘Build Your Reputation’ by Wiley,
ROB BROWN NETWORKING COACHING ACADEMY
THE WORLD’S MOST
INFLUENTIAL SALES
LEADER
SEMINAR SNAPSHOT
How to Increase Prospecting Results For Sales Leaders
It is critical to drive better results from your sales team. Mark Hunter has had global
success in helping sales leaders double and triple their prospecting results by providing
specific “How Tos.” Learn “How To” (1) define clear and measurable goals, (2) develop
sustainable disciplines, (3) sharpen skills, (4) establish prospecting as a priority, and (5)
develop confidence.
DIRECTOR, THE SALES HUNTERMARK HUNTER
Mark Hunter, “The Sales Hunter,” is
the foremost thought leader in sales
profitability and sales leadership. Mark
speaks globally to thousands of sales
leaders and sales forces each year,
sharing strategies from his book ‘High-
Profit Selling: Win the Sale Without
Compromising on Price’.
WEDNESDAY | 15.30 | KEYNOTE THEATRE 2
Mark is recognised as one
of the Top 50 Influencers by
Top Sales World and recently
named a Top 25 Sales Guru
with Bill Gates and Richard
Branson.
Since 1998, Mark has worked
with the largest companies in
the world, including Samsung,
Coca-Cola, American
Express, and Sony, presenting
thousands of keynotes and
customized training programs.
HEADLINE
SPEAKERS
SALES: A
TRANSATLANTIC
DEBATE
UNMISSABLE SPEAKERS
PANEL SESSION
This is your chance to learn about
the innovation, current and future
developments, and unmissable
opportunities happening within the
sales industry, delivered to you by
the most influential and experienced
figures from across the world of sales.
The following pages will highlight the
seminars you simply cannot afford to miss.
The Sales Innovation Expo’s panel
session offers you an opportunity to
listen to and interact with some of
the industry’s most revered leaders
as they discuss the current key issues
within the world of sales. Build your
knowledge and evolve your business
with sessions packed with insight,
information, and advice.
Join Bob Etherington, Mark Hunter, Phil M
Jones, & Mike Scher in the Keynote Thea-
tre on Thursday 12th from 16.15 - 16.45.
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.
Page 12
Page 12 Page 18
Page 12
PHIL JONES
MARK HUNTER MIKE SCHER
BOB ETHERINGTON
SALES NETWORKING
VISIONARY
An inspirational leader and distinguished
salesman, Gordon McAlpine has achieved
extraordinary professional success without
ever requiring outside investment.
Gordon founded The Sales Club in 2010, after
previously gaining 20 years’ sales & marketing
experience from corporations such as pharmaceutical
giant Astra Zeneca, to smaller entrepreneurial
businesses. In 1997, Gordon co-founded fast
growth technology company BigHand, where as
sales and marketing director, he built and led a high
performance sales team, culminating in the successful
THE SALES CLUB
GORDON MCALPINE
ALSO SPEAKING ON:
THURSDAY, KEYNOTE
THEATRE 2 AT 14.00
12

WEDNESDAY | 16.15
KEYNOTE THEATRE 2
Rob speaks globally on building and
leveraging powerful connections
for networks for greater influence,
more sales and enhanced career
opportunities. His popular Networking
Giants Radio Show interviews experts
globally on referrals, LinkedIn,
reputation, trust, likeability and
presence.
LEADER OF THE
RED ARROWS
REVERED AUTHORITY
IN SALES PSYCHOLOGY
AND NEGOTIATION
Whether it’s through his business
ventures or during his time flying with
the Red Arrows, Jas Hawker is used to
ascending to impressive heights.
Jas has first-hand experience of developing
and leading a world-class high performance
team as leader of the Red Arrows.
As a fighter pilot, he was the youngest
ever pilot to fly the Tornado ground attack
aircraft on the front-line and was able to
lead any scale of combat mission in any
part of the world. In 2007 he was selected
to be commanding officer and leader of the
Red Arrows where he led the team across
four continents and performed over 500
public displays.
Jas is now a director of Mission Excellence,
an organisational performance consultancy
focused on improving clients’ execution.
Mission Excellence has worked extensively
with sales teams, ‘cutting through the
noise’ to improve team effectiveness
and business performance.
DIRECTOR, MISSION EXCELLENCE
JAS HAWKER
SEMINAR SNAPSHOT
Leadership Tips for High
Performance Teams
What do high performance teams
all have in common? The answer
is people with the right values and
behaviours, clear simple priorities
when undertaking any activity,
and the ability to apply honest and
objective learning. Jas will bring
lessons from the Red Arrows that
can be applied to any sales team
to improve performance with
take-away messages that can
be applied the very next day.
SEMINAR SNAPSHOT
Secret Millionaire’s Sales
Guide to Success
As a successful entrepreneur who
appeared on C4’s “The Secret Millionaire”,
Gordon built and sold his technology
company BigHand. In this inspirational
seminar, Gordon shares his story about
what transformed him into a salesperson
who achieved great success, never once
borrowing a penny from the bank or
investors and by creating a dynamic sales
engine to drive organic growth.
SEMINAR SNAPSHOT
Persuasion and Influence
Secrets of the Superstars
You have all witnessed people in
your teams and organisations that
massively outperform the others.
Discover practical, simple, and
powerful actions to move you and
your teams from “above average”
to “sales superstars”.
WEDNESDAY | 13.15
KEYNOTE THEATRE 2
WEDNESDAY | 11.45
KEYNOTE THEATRE 2
Universally recognised for his strategies,
vision, and achievements in the field of
sales, Phil M Jones is a truly self-made sales
performance legend.
With nearly 20 years in the sales and retail fields,
Phil has made a name for himself across the
globe. His effective methods are sought after
by companies and individuals on nearly every
continent and in every major industry.
Phil’s rigorous travel schedule is jam packed
with new countries and cities, and his best-
selling books and CDs have helped hundreds
of thousands of business owners and sales
professionals develop new skills to maximise their
potential. As a child, Phil developed an affinity
PHILMJONES INTERNATIONAL
PHIL M JONES
sale of BigHand in 2006. A passion for
sales and an entrepreneurial vision led
to Gordon founding The Sales Club, the
world’s first cross-sector networking club
for sales leaders that counts members
including American Express, Jaguar,
Land Rover, and Toshiba.
In 2010, Gordon featured in Channel
4’s The Secret Millionaire, returning to
help struggling social enterprises in the
deprived area of Govan in Glasgow,
and made financial donations to help
struggling social enterprises.
At the tender age of 14, Phil launched
a prestigious career that consistently
delivers performance far ahead of the curve.
Multi-award winning and with accolades
from the world’s best, investing your
time with Phil is guaranteed to bring
huge returns.
for negotiation
and masterminding
ingenious ways
of packaging
otherwise ordinary
products and
services.
SEMINAR SNAPSHOT
Abundant Referrals: How to Get Your
Network to Sell You and Refer You!
You’ve built your network and have good
customers/clients. Now you just need to inspire
them to recommend you to their network.
Welcome to world of abundant referrals - the
easiest and best way to grow your business!
13

THURSDAY | 15.30
KEYNOTE THEATRE 2
SEMINAR SNAPSHOT
Winning Tactics: What Successful
Leaders Have in Common
Having worked at market-leading global
organisations, leading both global and regional
sales teams, Matt has encountered numerous
sales winners, and a few failures. In all his time at
the helm, Matt has discovered invaluable tips and
tactics repeated by those that find themselves at
the top of the tree. In this presentation, packed
full of real-world examples and stories, Matt
reveals those killer instincts and tactics that
successful sales leaders have in common.
SEMINAR SNAPSHOT
Africa Is Open For Business
Africa has six of the ten fastest growing economies in the world. It is
growing faster than the OECD, Latin America, Eastern Europe and the
Middle East. By 2020, five of its cities will each have household spending
to rival Mumbai - one of the world’s largest cities. This seminar will
provide insight into the most promising countries to enter and how
to use technology to sell into Africa.
DISTINGUISHED SALES LEADER
THE NO.1 SALES MOTIVATOR
AFRICA IS OPEN
FOR BUSINESS
Successful sales leaders share certain characteristics
that provide them with the ability to effectively lead
their team in the pursuit of customers. Matt Tuson
recognises exactly what those common traits are,
and he’s here to disclose the tactics and techniques
required to achieve sales prosperity.
Matt leads the global sales organisation at
NewVoiceMedia, accelerating growth through new
customer acquisition and maintaining successful and
NEW VOICE MEDIA
MATT TUSON
LEADING THE WAY IN
SALES PRACTICE
Karen is a qualified ISMM sales and marketing
trainer, facilitator, and leading expert in sales
practice.
She is a firm believer that you never stop learning
and with 20 years of sales management in large
corporates behind her, she knows that constant
learning is key to high performance.
A dynamic, straight-speaking
presenter with the ability to
get his audience to think about
business and life like never
before, Gavin Ingham is a man
who knows what it takes to
add value for you and your
business and to help you to
make more sales.
As a sales and mental toughness
expert from a background in high
pressure sales, Gavin’s passion is
to understand what makes high
performance teams and individuals
tick. He provokes audiences to
think about business and life in a
whole new way. Gavin’s mantra is
‘Be more, do more, have more’ and
his practical strategies for taking
positive action ensure that delegates
Antonio Mankulu is an
African-born entrepreneur and
CEO of Bisc Technologies Ltd.
Antonio sold his first business at the
age of 19 while studying Business &
Computer Science at Aston University;
he’s now leading Bisc Technologies,
whose software technologies are
disrupting not only the European
market but also the African
continent as a whole.
ELATION EXPERTSKAREN DUNNE-SQUIRE
Karen’s techniques go beyond classroom-based
learning and she aims to avoid the common pitfalls
of traditional sales training, as her controversial and
over-subscribed session at last year’s exhibition –
‘Sack the Sales Trainer’ - demonstrates.
A true innovator and problem solver, Karen has
devised a unique, robust, and proven methodology
to bring sales success to any business in any
sector - The Three Pillars of Successful Selling.
Every business is asking itself the same simple question:
‘How can I get more sales?’ Whilst the question is
simple the answer is often not – until now.
WEDNESDAY | 13.15
THEATRE 4
trusted partnerships with
existing customers.
His background includes
driving success at
Salesforce®, where he
led Service Cloud’s sales
distribution and go-to-market
strategy across EMEA; and
RightNow Technologies
(Oracle), a web, social, and
contact centre solution, as
vice president of sales.
ALSO SPEAKING ON:
THURSDAY, KEYNOTE
THEATRE 2 AT 12.30
GAVIN INGHAM LTD
GAVIN INGHAM
BISC TECHNOLOGIES LTD
ANTONIO MANKULU
14

SEMINAR SNAPSHOT
Be More, Do More, Share More: Facts Tell, Stories Sell
Are you finding it ever harder to achieve real connection with customers,
to convince them of the value you add, and to make sales? It’s not
surprising. Most salespeople are taught a logical and linear approach –
ask diagnostic questions, outline value propositions, and work out ROI. It
doesn’t work. There is a better way...Gavin will show you a simple six step
strategy that will help you make more sales.
SEMINAR SNAPSHOT
Sales in the Cloud
Ken will discuss how advancements in technology and analytics
have forever changed the business landscape.
GLOBAL NAME IN
SOCIAL SELLING
THURSDAY | 14.45 | KEYNOTE THEATRE 2
EUROPE’S BEST SALES TRAINER
Recognised as #2 in the world for
social selling and as one of the
‘Top 25 Most Influential Inside
Sales Professionals of 2015,’ Ken
Krogue, president of InsideSales.
com, has been behind the inside
sales industry’s leading sales
acceleration platform since 2004.
Ken brings more than 24 years of
experience in sales, development,
and marketing in both domestic and
international markets. Ken is a weekly
contributor on Forbes.com and an
active thought leader in the inside
sales industry.
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’s lifetime in sales began at Rank Xerox in the 1970s.
He then spent some years as a broker in the City of London
before being head-hunted by the international news giant
Thomson Reuters. He rose through the ranks over 22
years (including six years in New York), becoming a main
board director of Reuters Transaction Services Ltd and
international director of sales training.
THURSDAY | 11.45
KEYNOTE THEATRE 2
SEMINAR SNAPSHOT
Supercharge Your Sales Performance
– a Proven Method
In this presentation, Karen will share with you a unique and
proven methodology that is bringing genuine growth to UK
businesses right now. The Three Pillars of Successful Selling is
a planning and development tool that will allow you to review,
assess, and develop your sales operation into a high performing
resource. Don’t miss out on this session if you want to walk
away able to implement genuine growth today.
SEMINAR SNAPSHOT
The Most Profitable Relationship
You Will Ever Build
The customer journey can be powerfully influenced by great
marketing and this seminar will illustrate not only the impact
that a strong sales/marketing alliance can have, but it will
also share some key models for how you can leverage this
relationship and add real impact to your sales performance.
This seminar will teach you how to get more growth without
employing more resources.
BOB ETHERINGTON GROUP
BOB ETHERINGTON
SEMINAR SNAPSHOT
Sales Manager to ‘Leader’
in 30 Secret Minutes
Deciding to change to sales leader can easily
double or triple your team’s sales performance in
12 months. Not only that, your team will be more
fulfilled and have more fun. They’ll also tell everyone
they transformed themselves! Put ‘leadership’ into
Google and you’ll get over 550million hits, so what
really defines it? This ‘secret seminar’ will show you
the five specific things that successful leaders do.
Just copy them and see what happens.
ALSO SPEAKING ON:
THURSDAY, THEATRE 4
AT 13.15
INSIDESALES.COM
KEN KROGUE
do just that. He asks the difficult, game-changing questions that other people
don’t ask. Gavin has given 1,000 paid talks to over 100,000 delegates and spoken
all over Europe, the US, and Africa. This includes three times speaking at the
Institute of Sales and Marketing Management’s conference and being a judge
for the BESMA Awards.
Bob left Reuters in 2001 to start his
own sales training company (one
that ‘does what it says on the tin’).
He now owns a group of companies
which deliver bespoke training
programmes all over the world.
His clients range from leading energy
companies and banks, down to
one–man-bands and start-ups.
Even The UK Supreme Court has
become a client.
15

THE SALES
ENABLEMENT EXPERT
Jim is the chief strategy officer for
Strategy to Revenue (STR). STR
provides a SaaS-based platform and
professional services that help sales
organisations identify and develop the
critical sales competencies their direct
and indirect sellers need to compete.
Jim has more than 25 years of hands-
on sales enablement experience. Most
recently, Jim was the service director, sales
enablement strategies for SiriusDecisions.
As service director, Jim’s focus was on
helping to deliver data, knowledge, and
insight that B2B companies used to improve
sales performance and drive ROI.
Jim has held sales and marketing leadership
positions in companies including the
American Management Association,
Claritas Consulting, and C3i, and spent
eight years with sales performance training
firm AchieveGlobal (formerly Xerox
Learning Systems). He began his career with
3M/Media Service in Stamford, CT, serving
as a reseller for Fujitsu, IBM, and Sun
Microsystems.
STRATEGY TO REVENUE
JIM NINIVAGGI
SEMINAR SNAPSHOT
Turning Strategy Into
Execution With Critical
Competencies
There is one common challenge
shared by every company – the
challenge to grow. However,
a recent study showed that
fewer than 34% of companies
are confident in their ability to
hit growth targets. To ensure
your sellers are able to execute,
enablement leaders need to isolate
the critical competencies required
for success. We will discuss why
and how to map those
competencies that are essential
to turn strategy into execution.
WEDNESDAY | 14.45
KEYNOTE THEATRE 2
AWARD WINNING
BUSINESS LEADER
Elizabeth Fulham has used her passion in
providing opportunities that can unlock the
sales potential of others into SalesOptimize,
the B2B search engine that makes the
otherwise daunting process of finding
customers that much easier.
Liz has over 25 years’ experience working as a
consultant/sales leader for companies such as
IBM, PayPal, Telefonica, and Microsoft. She has
a history of doubling revenue without increasing
headcount as per her first year as European
head of telesales in Paypal. This, along with
her passion for keeping the Internet open and
customer centric focus, encouraged her to start
SalesOptimize in 2013. Liz has developed a new
search engine for B2B companies to access the
SALESOPTIMIZE
ELIZABETH FULHAM
SEMINAR SNAPSHOT
The Internet is
Exploding – How to Find
Your Sales Leads Online
Less than 1% of the active
Internet is ecommerce, i.e. 1.7M
websites and growing. For
sales executives, it’s often like
searching for a needle in a virtual
haystack to find eCommerce
sites that generate the most
revenue. You always have the
challenge: how do you find high
quality sales leads? This seminar
discusses new developments in
deep web analytics and how
they’re revolutionising the old
world of B2B lead generation.
SEMINAR SNAPSHOT
Get Britain Selling
The 5 Cs selling model is proven to get your new sales
recruits delivering and sustaining results in record time. The
model focuses on evolving your working environment into
a holistic blended learning hub to fill much needed skill
gaps that so many companies find difficult when nurturing
new recruits. It is time for you to reduce your high churn
rates and start to produce sales performers.
eCommerce market,
which drives $1.7T
a year. Her goal is to
help B2B companies
quickly analyse their
eCommerce market
opportunity and fill their
pipelines with sales leads
for the next five years - a
huge challenge, but one
that she has already
started for the UK
and USA market.
FROM POTENTIAL
TO PROFESSIONAL
With a sales career that started in 1984
by selling apparel, Vonley Joseph has
acquired nearly 30 years’ sales experience
across several sectors in B2B, B2C, and
third sector.
Now principal at the Bob Etherington
Academy, 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 currently campaigning to raise
awareness for sales to be promoted as a
VONLEY JOSEPH BOB ETHERINGTON LTD
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.
Vonley 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 sales people to
learn sales and achieve their dreams.
THURSDAY | 11.00
KEYNOTE THEATRE 2
WEDNESDAY | 13.15
KEYNOTE THEATRE 2
16

HOW SMART COMPANIES
USE DATA TO SELL MORE
Have you ever missed the forecast without truly knowing
why? Martin will share a journey of a sales director who had
been in such a position for several quarters in a row.
It’s a story of a great leader who transformed his company into a
data driven business saving it from bankruptcy. Learn how he did
it and take away simple actionable tips you can easily apply in your
own company.
MARTIN ZEMAN DATA DRIVEN ERA
ABOUT THE SPEAKER
Martin is not your typical sales
conference speaker; he hasn’t
spent 25+ years in sales, he hasn’t
published a bestselling book on
the topic (yet), and he hasn’t
personally trained an army of
sales people. He is a data guy. He
and his consultancy, DDE, helps
companies like Marks and Spencer,
Parabis, and Silent Edge establish
a data driven culture and focus on
problems that matter.
ABOUT THE SPEAKER
Nadeem is the managing director of SMART Way Forward;
a specialist sales, management, and training consultancy
working within the sport, leisure, health, and fitness industry.
Nadeem has been involved in this industry for almost 30
years. He is a qualified sales and management trainer,
specialising in sales training, management training, customer
service training, team development, learning, and motivation.
TRADITIONAL MARKETING
IN OUR DIGITAL AGE
TEN THINGS YOU NEED TO KNOW
ABOUT WRITING WINNING BIDS
In the digital age, much
emphasis is placed on routes
to market cultivated by digital
marketing approaches.
This is something that has been
evidenced by the rise of a breed
of new, purely digital marketing
A presentation offering
insights into why some bids
win contracts and others fail.
Bid Perfect trains bid writers
for some of the world’s largest
and most successful companies.
ABOUT THE SPEAKER
Chris is one of the rare
breed of board leaders who
can mix business change
and technology ability with
normal business common
sense. He is an entrepreneur
and strategist as well as
a hands-on deliverer with
an instinctive focus on
customers, driving business
growth, and creating value.
ABOUT THE SPEAKER
A senior bid skills trainer, bid
management consultant, and
a working bid writer, Marcus
founded Bid Perfect in 2007. He
has a simple approach to bids:
“If you write excellent bids, you
might win. If you write poor bids
then you will certainly lose. So to
increase your chance of winning,
learn how to write great bids”.
THURSDAY | 11.00 | THEATRE 3
WEDNESDAY | 14.00 | THEATRE 5
UMBRELLA MARKETING TEAM
CHRIS AIREY
BID PERFECT LTD
MARCUS EDEN-ELLIS
agencies. However, often now
overlooked is the importance of
traditional marketing. Whilst many
of the practices seem to some to
be dated and with diminishing
relevance to the digital world,
marketing theory stands fast in
the face of evolution.
Our techniques and tools are
simple to learn and easy to
use. We guarantee you will
leave the seminar thinking
differently about the way in
which you sell and write about
your products and services.
RECOGNISING YOUR LEADERSHIP
STYLE & ADAPTING IT TO YOUR TEAM
This seminar will give you a brief insight into understanding
the difference between being an effective leader and being
an efficient manager.
SMART WAY FORWARDNADEEM SHAIKH
It will also highlight how your
behaviour can be perceived by your
colleagues, sales team/customer
service team and show you how
you can communicate better by
understanding their individual
learning styles and personality types.
17

HOW AUTOMATING YOUR EMAIL
MARKETING CAN FEED YOUR SALES
FORCE WITH PIPING HOT LEADS
WOULD YOU
BUY FROM YOU?
BACK TO BASICS
BEAT THE COMPETITION WITH
SMART, COLLABORATIVE TECH
Don’t miss this fascinating insight into how to make
automated email work for you.
Discover how automating your email marketing can supply
your sales teams with a constant stream of highly qualified,
super-hot sales leads. 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.
No rocket science, no
sales gimmicks; this
is about making the
basics work!
Shea will address the
famous question ‘what
makes a successful sales
person?’, and how
sales managers can
sustain those positive
behaviours.
When growing your business, it’s essential
to be one step ahead of your competitors.
Andres will offer insights into what unifies the most
successful sales teams globally and how you can utilise
modern technology to replicate their success.Listen to
how an intelligent and mobile sales CRM can make your
organisation more agile and stay one step ahead.
WISE ME UP
SHEA HEER
INBOX INCOME
MURRAY COWELL
SALESBOX CRM
ANDREAS LALANGAS
ABOUT THE SPEAKER
Mike is the CEO and co-founder of
FRONTLINE Selling. Under Mike’s
leadership, FRONTLINE Selling
has become a leader in sales
acceleration, helping salespeople
dramatically increase opportunities,
sales, and top-line revenue.
ABOUT THE SPEAKER
Andreas Lalangas is the CEO
and founder of Salesbox CRM. A
Stockholm based entrepreneur,
Andreas has earned more than a
decade’s worth of experience in
sales across a variety of different
roles in the Scandinavian IT industry.
Andreas has successfully built several
companies in Sweden, and over the
years has won different awards for
business growth.
ABOUT THE SPEAKER
After growing tired of seeing Internet marketing
training that promised unrealistic results, Murray
realised that there are few opportunities for people
with real-world, bricks-and-mortar businesses to
learn about email marketing. Murray founded
Inbox Income in 2008.
ABOUT THE
SPEAKER
Coming from a highly
successful family retail
background, Shea
decided to build her own
business and founded
‘wise me up Ltd’ in 2008,
when she made the
economic climate work
to her advantage and
secured partners such
as Jewson (Saint Gobain
Group), Cooper (Eaton
Group) and Dextra
Group in the first year.
WEDNESDAY | 11.45
THEATRE 3
THURSDAY | 14.45
THEATRE 5
By 2017, an estimated $30+ billion will
be spent on sales acceleration tools, as
every sales team is trying to solve the
same problem: how to convert more
leads into opportunities.
FRONTLINE Selling solved this mystery by
conducting a study of nearly 2 million
outreach efforts. Join Mike Scher, CEO,
HOW YOU CAN CREATE
A PREDICTABLE
PIPELINE AND
CRUSH YOUR QUOTA
FRONTLINE SELLING
MIKE SCHER
ALSO SPEAKING ON:
THURSDAY, THEATRE 4
AT 14.00
as he reveals the
findings and sets
you on the fastest,
most effective path
to opportunity
creation and
accelerated revenue.
18

TOP TIPS FOR MAKING
SALES VIDEOS THAT
DON’T SUCK
In a world of soul-destroying talking
heads videos, how do you create
knockout video content that
empowers sales teams and
actually generates leads?
In this talk we
will cover the
type of content
you should be
creating, how
you create it, and
importantly how
you distribute it.
MD, ROCK CREATIVE
JAMES BEVERIDGE
ABOUT THE SPEAKER
James is the co-founder and
managing director of Rock
Creative, a creative content
agency that has an enviable list
of clients including Direct Line,
Aon, Vodafone, and Fidelity.
His company specialises in B2B
marketing and he is a huge
advocate of the importance of
creativity within the corporate
sector. Before setting up Rock
back in 2011, James cut his teeth
working for the global marketing
agency iris Worldwide.
For any sales team, converting qualified
leads into paying customers is a top funnel
priority. But with average conversion rates
as low as 2-3%, doing so can feel like a
relentless uphill struggle.
Juicing the sales funnel needn’t be this difficult.
Scott looks at the ways in which businesses can
use sales enablement software to get better
leads, increase conversions, and nurture happier
customers. Scott believes that the future belongs
to businesses who seize the market’s smartest
JUICING THE SALES
FUNNEL GOODNESS
THE COMING
REVOLUTION OF SALES
AND MARKETING
THE IMBALANCE IN
SALES ENABLEMENT
No amount of training, no amount
of technology and no amount of
consulting will have any sustainable
impact on your sales performance,
without investment into
sales managers.
The world of buying has shifted
considerably and the sales profession
is battling to keep up with the change.
Hear how to leverage your investment in
training and technology by truly enabling
your sales managers.
It seems crazy that the fast-paced
world of sales was once managed
with paperwork that often
went astray.
Nowadays, technology allows us to
automate even the most complex of sales
and marketing processes. Though this
evolution has seen the release of a number
PARKER SOFTWARE LIMITED
SCOTT BARNSLEY
CALLPRO CRM
LIAM RYAN
GROWTH MATTERS
ALAN VERSTEEG
ABOUT THE SPEAKER
Sometimes controversial, but
always thought-provoking, Alan
pushes his audiences to consider
the real world application and
execution of the plans and ideas
they create.
ABOUT THE SPEAKER
After graduating from the
University of Exeter with a degree in
Economics, Liam joined a major data
analytics provider before embarking
on a new challenge with CallPro
CRM. Having quickly progressed
through the ranks, Liam is now
responsible for all sales activities
within the EMEA region.
THURSDAY | 11.45
THEATRE 3
of off-the-shelf
solutions, when
software tries to
please everyone
it winds up
falling short.
Automation tools
need flexibility to
mould to a wide
range of business
processes.
sales enablement
software – driving
his dedication to sell
just that through the
Parker Software suite.
ALSO SPEAKING ON:
THURSDAY, THEATRE 3
AT 13.15
ABOUT THE SPEAKER
Scott Barnsley is a recognised leader
in IT sales strategy. World renowned
technical companies such as AVG and
Irdeto have relied on Scott to head
up their international sales, and he
has trained and transformed sales
teams across Europe, Asia, and the
USA. Scott currently leads global sales
for Parker Software. The software
house has increased its profits by 35%
within just one year under his strategic
direction, and the growth shows no
sign of slowing. Lending his 30 years’
sales experience to a growing team,
Scott is a motivator, a skilled strategist,
and a visionary sales thinker. He’s
sold into a variety of vertical markets
across over 100 countries; in short,
his expertise is second to none.
19

WEDNESDAY | 15.30
THEATRE 3
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, and
builds your credibility. Learn how to find, connect, and engage in the
right way with your ideal prospect and business contact anywhere in
the world. All this while massively leveraging your time.
ANDY GWYNN 3 DEGREES SOCIAL
ABOUT THE SPEAKER
Andy is a leading business coach, speaker,
and author who has coached 100s of
business owners and corporate directors
to greater profitability, more free time,
and successful relationships across their
business and personal lives. Andy will
challenge his audience’s thinking and
inspire them to take action towards more
empowering results. He has helped clients
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.
ALSO SPEAKING ON:
THURSDAY, THEATRE 4
AT 12.30
ABOUT THE SPEAKER
Josh has an extensive background in web, email and social
marketing, events, and large scale promotions both in the UK
and abroad. He works hand in hand with his sales counterpart,
and together they have grown SalesSeek from a small team and
vision to an international business with customers in over 100s
of users across 10 countries.
SALESSEEKJOSH AARONS
ALIGNING SALES
AND MARKETING
FOR EXPLOSIVE
BUSINESSES
GROWTH
Josh explains how aligning
sales and marketing allows
businesses to market, share
insights, and close business
more effectively, whilst
provide the highest quality of
client interaction.
Sharing experience of email, web,
and social marketing, this seminar
ALSO SPEAKING ON:
THURSDAY, THEATRE 5
AT 11.45
will shed light on the parts
missing from your revenue
generation process, bridging
the gaps between sales
and marketing.
THE KEY TO BUILDING A HIGH
PERFORMANCE SALES TEAM
What does it take to motivate your sales team
and be an effective sales leader?
Sales managers often focus too much on expenses,
overlooking the human aspect of a business. Oscar
firmly believes that the importance of accelerating the
growth of your business includes knowing your sales
team. In this seminar, Oscar will be giving his insight
on how to elevate your team to the top of their game.
OSCAR MACIA FORCEMANAGER
ABOUT THE SPEAKER
Oscar is the co-founder and CEO of
ForceManager, a sales management
system for mobile devices that
optimises and refines sales team
performance. In just two years,
ForceManager achieved rapid
growth, evolving from a small tech
start-up to positioning itself as a
leader in technological innovation
for business management and now
boasts a wide portfolio of clients.
ABOUT THE SPEAKER
Brian is working to build a greater understanding of incentive
marketing in Europe and the rest of the world via its umbrella
organisation, IMA – US. Often seen speaking at a variety of
European and international trade shows, Brian is well known
for his compelling speeches on the power of motivation and
reward on performance.
SVM GLOBAL
BRIAN DUNNE
HAPPY
CUSTOMERS
ARE BUILT
IN THE
BOARDROOM
Who owns customer
happiness? Marketing? Sales?
Customer service? Or does
customer satisfaction start
from the boardroom?
We’ll discuss how a culture of
reward and recognition can
have a direct effect on customer
happiness, and show the parallels
between motivating employees
and the perception of your
business or brand.
We’ll also discuss what rewards
work best, and when to give
them for maximum impact.
20

ALSO SPEAKING ON:
THURSDAY, THEATRE 5
AT 12.30
ALSO SPEAKING ON:
THURSDAY, THEATRE 4
AT 11.00
ABOUT THE SPEAKER
Mark combines 30 years’ 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
across a variety of complex
vertical markets including 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.
Recent developments in neuroscience
have enabled sales professionals to
better understand how buyers and
sellers engage in making decisions
and leverage that knowledge
through “adaptive selling” to sell
more business and gain that elusive
competitive advantage.
Don’t be lured into believing that
“relationship selling” is dead – if you
don’t understand your pre-frontal
cortex from your parietal lobe you’ll
soon be left behind! #sellerchameleon.
UNLOCKING THE
POWER OF ADAPTIVE
SELLING USING
BEHAVIOURAL
PROFILING
SELLER PERFORMANCE
MARK ERSKINE
CREATING A CULTURE
OF EXCELLENCE IN
YOUR SALES TEAMS
In this highly entertaining session, Pete
will share with the audience the key
principles which will help create a culture
of excellence and success for both sales
people and sales leaders.
MOMENTUM SALES
SOLUTIONS LTD
PETE EVANS
ABOUT THE SPEAKER
Pete Evans, Managing Director
of Momentum Sales Solutions
Ltd, has a passion for developing
sales professionals and working
with teams and individuals to
enhance performance. He uses
‘The Five Laws of Stratospheric
Success’ to provide a framework
to create a culture of sales,
service excellence, and leadership
that results in individual, team,
and customer success. As a
professional speaker, Pete
has been trained by Michael
Port and Bob Burg directly. He
recently spoke at the HR Leaders
Conference in Bratislava about
the law of value and how it can
be applied to sport and business.
ABOUT THE SPEAKER
Alison is passionate about sales.
2015 saw her voted one of the UK’s
top ten business advisers, winner
of the Special Merit Award GB
Entrepreneur of the Year, and she
was shortlisted for the Lifetime Sales
Achievement Award by BISM.
In the past year she’s been invited
to Downing Street twice and The
Queens’ garden party to celebrate
the results she’s achieved teaching
businesses to sell their fantastic
products and services. Alison is
often asked to keynote speak at
various events across the country
and works with some of the UK’s
most successful entrepreneurs,
such as Ben Towers, the teenage
tech prodigy as featured in Richard
Branson’s Blog, and Jordan Daykin,
CEO of Gripit Fixings, the youngest
Dragons’ Den contestant to gain
investment from Deborah Meaden.
Join Alison as she draws on her
distinguished experience and explains
how YOU can rise from the bottom to
the top in the world of sales.
This fascinating seminar will look at how you
can achieve what Alison has. By drawing
on her years of being a top sales performer
for some of the world’s largest blue chip
companies that led to her creating a unique
Sales Hero System, hear how by combining
understanding behaviours, sales process,
FROM ZERO TO
SALES HERO: YOU
CAN DO IT TOO!
You will learn how
sales people can
help to influence
the buyers of
products and
services, build
sustainable and
profitable business
relationships, and
have a smile
when selling.
SALES COACHING SOLUTIONS
ALISON EDGAR
strategy and confidence, you
too can master the art of sales.
You’ll learn how sales people can
influence the buyers of products
and services, build sustainable and
profitable business relationships,
and have a smile when selling.
WEDNESDAY | 13.15
THEATRE 5
21

ABOUT THE SPEAKER
Nicola’s passion is in identifying
innovative, more powerful, and
profitable ways to help business
reach and exceed their sales
and business objectives. She
was recently recognised for her
business excellence and outstanding
leadership in the South and thus
was selected as a finalist for Women
of the Year SME Sponsored by
Barclays Bank.
ABOUT THE SPEAKER
Martin brings more than
25 years of experience in
managing and growing
business operations across a
variety of industries in Europe
and globally, with a proven
track record for building
high-performance sales
organisations. Prior to his role
at InsideSales, Martin held
GM and sales executive roles
Lumesse Limited, ServiceSource
International and Salesforce.
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 decision
makers in conversations gives your
How many propositions actually
focus on the customers you’re
looking to engage with?
GET TARGETED, GET
SOCIAL, GET TALKING
FOUNDER AND CEO,
XCEL SALES LTD
NICOLA HARTLAND
business a
competitive edge
that leads to
success. After all
– people buy from
people. So how
do you turn online
experiences into
measurable results?
In the critical moment when sales people need to
be their most convincing, 9/10 times they are not.
Recent research suggests 57% of purchasing decisions are made
before buyers encounter a sales person, 89% of sales conversations
are deemed a waste of time by corporate decision-makers, and
almost 60% of qualified opportunities end in no-decision.
Learn how today’s client prefers to engage, and how
to engineer relevance into sales conversations.
DIFFERENTIATED CONVERSATIONS
– ESCAPING THE SEA OF SAMENESS
GROWTH MATTERSSHELLEY WALTERS ABOUT THE SPEAKER
With over 17 years’ sales and sales
management experience, Shelley has
delivered more than 350 keynotes
and sales training sessions in the B2B
environment. She brings a unique insight
and experience to her clients helping them
navigate the rapidly changing world of
buying, and teaching how to adapt as a
sales professional. Her career began in
the cut-throat world of office automation
where she quickly worked her way up from
direct sales to negotiating at boardroom
level. Shelley has served as the sales and
marketing manager of Kingfisher FM
(successfully turning the radio station
around from 100% donor based to 100%
advertising funded in only 18 months).
Martin will share how predictive analytics
are becoming essential to the intelligent
sales process.
As we search for competitive differentiation,
the use of predictive analytics has become
a key tool in driving productivity, efficiency,
and insight to action.
POWERING SALES GROWTH WITH DATA SCIENCE
A STRONG
PROPOSITION
- THE CORNERSTONE
OF BUSINESS
GROWTH
INSIDESALES.COMMARTIN MORAN
FIREWORXDANIEL LEIGH SMITH
Join this experienced
sales leader as he
delves into his extensive
knowledge and
leaves you informed
and inspired.
THURSDAY | 14.00
THEATRE 3
Join Daniel for a seminar which explores
the ways you can make your business
proposition strategic, breaking down
why customers choose one business
over another, and where you can
make a difference.
Daniel will also cast his eye on how to react
to changing landscapes, what happens
when you don’t look up, and how to make
sure your business is sustainable for growth.
Make sure you don’t miss the chance
to learn from the techniques and motives
of a sales visionary.
22

ABOUT THE SPEAKER
Currently the managing director and
founder of Fireworx, Daniel’s career
has included creative campaigns for
major international brands including
L’Oreal, Vodafone, Western Union
and Sony. Daniel has refined his
approach to focus on helping clients
by providing engaging creative that
resonates with their customers, not
just the business. His work has seen
results such as a 10% increase in
customer conversion, and business
growth of over 75%.
SEX AND THE
PSYCHOLOGY OF
FERTILE BRANDS
MOTIVATE YOUR SALES
TEAM TO USE CRM AND
WIN MORE BUSINESS
What can seduction strategies tell us
about how brands are built and the
best strategies for selling them?
Why is ‘authenticity’ the key to selling and
how do closing behaviours undermine it?
What can the psychology of the mating
game teach us about content-based
selling strategies? This provocative look
at the psychology of fertile brands will
change the way you think about selling.
All too often CRM systems
are imposed on sales teams.
This means that the team tend to only
put in the data they feel will keep
management happy. Learn how to change
this perception so CRM becomes a real
sales enabler for your team and business.
COGNITION
DR. PETER HUGHES
REDSPIRE LTD
BILLY LYLE
ABOUT THE SPEAKER
Dr. Peter Hughes is a psychologist,
writer, and co-founder of
Cognition. He has appeared in
many programmes on business
psychology, marketing, and
branding including ‘Secrets of the
Superbrands’ and ‘Addicted to
Pleasure’ with Brian Cox.
ABOUT THE SPEAKER
Billy is MD of Redspire, one of the
UK’s leading Microsoft Dynamics
CRM consultancies. Redspire
enable and empower people and
teams to be successful through
innovative use of technology, this
in turns makes the businesses
they work for successful. Billy has
always delivered true business
results through technology. His
drive and focus has led him to
work with some of the UK’s
leading brands such as Argos,
Scottish Power, Golden Charter,
and the Money Advise Service.
THURSDAY | 12.30
THEATRE 3
THE FRONTLINE
SALES IMPERATIVES
FOR CREATING
THE CUSTOMER
EXPERIENCE
Everybody’s talking about
the customer experience.
Most large companies have initiatives to
map and enhance the customer journey
with touchpoints in marketing, social
media, and operations. But what are
your sellers doing about it? What should
they be doing about it? Find out why this
matters, what it means to sellers, and
how you can easily enhance the customer
experience to accelerate sales, generate
demand, and reduce customer churn.
PEOPLE FIRST
PRODUCTIVITY SOLUTIONS
DEB CALVERT
ABOUT THE SPEAKER
Deb Calvert, author of the bestseller
‘DISCOVER Questions® Get You
Connected’ and a Top 50 Sales
& Marketing Influencer, founded
People First Productivity Solutions
in 2006 to help businesses build
organisational strength by putting
people first. The PFPS focus is to
boost company productivity through
people development. This work
includes sales training, coaching,
and consulting on sales productivity
drivers; leadership program design
and facilitation; team effectiveness
work, and executive coaching.
As a member of the National
Speakers Association (NSA) and
instructor at UC-Berkeley, Deb
has delighted audiences in a wide
variety of industries as a keynote
speaker, teacher, and workshop
facilitator. She writes the award-
winning ‘CONNECT2Sell™’ and
‘CONNECT2Lead®’ blogs, hosts
‘CONNECT! Online Radio for
Professional Sellers™’, and is
currently leading the movement to
Stop Selling and Start Leading!
23

DATA. INSIGHT.
ACTION. BOOSTING
SALES WITH ACCOUNT
BASED MARKETING
ABM is a hot topic for modern B2B
marketers, but why?
The idea of delivering bespoke campaigns,
targeted at specific sets of stakeholders
within key accounts around messages which
are relevant to their individual pain points
seems like common sense, so why isn’t
everyone doing it? What stops organisations
from doing ABM well? Which skills,
processes, and tools are needed to take
advantage of and prove the value of ABM?
agent3
ROBERT NORUM
ABOUT THE SPEAKER
Robert supports agent3 customers
with maximising their ABM
programme effectiveness,
generating high-quality
engagements with a prioritised
group of strategic customers.
In the New World Order, gaining competitive
advantage is about how you and your team
approach sales.
Phil will inspire you with this dynamic,challenging,
and creative presentation. Discover the
five key guerrilla tactics to make 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 neuro-scientific approaches to sustain
exceptional sales performance.
GUERRILLA TACTICS FOR
SALES BREAKTHROUGHS
CREATING A
COACHING CULTURE
IN YOUR SALES TEAMS
LIFTING THE COVERS ON DATA
DRIVEN SALES AND MARKETING
TACTICS TO IMPROVE BUSINESS
PERFORMANCE
To understand whether our websites are
generating as many sales-ready leads
for our pipeline as we want them to,
we must start by gaining intelligence
about our visitors and arm ourselves with
knowledge on what these visitors are
interested in.
This workshop will cover a number of
useful and insightful facts and figures about
typical website behaviour and how, armed
with this information, you can strengthen
your sales pipeline.
According to Forbes, 74% of
leading companies cite coaching
and mentoring of sales reps as the
most important role front-line sales
managers play.
As we make the shift from annual
appraisals to frequent feedback, how
can we help and encourage managers
and peers to adopt a coaching culture?
One not to be missed!
PHIL OLLEY UNLIMITED
PHIL OLLEY
COMMUNIGATOR GROUP LTD.
LEE CHADWICK
REFRACT
KEVIN BEALES
ABOUT THE SPEAKER
Lee Chadwick is the co-founder
of CommuniGator Group Ltd,
one of the market leaders in lead
generation. Having previously
led the sales and marketing
strategies in many high profile IT
companies, Lee enjoys discovering
new technology that meets
the challenging demands of a
constantly changing industry.
ABOUT THE SPEAKER
Kevin founded Refract based
on some of his own frustrations
as a sales leader. He knew
that feedback, praise, ideas, or
corrective feedback was never
easy (and deep down knew the
back of the taxi wasn’t the most
productive time and place.
WEDNESDAY | 14.45
THEATRE 3
WEDNESDAY | 12.30
THEATRE 5
WEDNESDAY | 12.30
THEATRE 4
ABOUT THE SPEAKER
Phil Olley is one of the UK’s leading speakers on
business growth strategies, professional focus,
and making sales breakthroughs. He’s worked
with everyone 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’.
He writes articles and columns for business
magazines, regularly features on BBC radio,
and contributes to prime-time TV programmes,
including a number of appearances on the
Richard & Judy show!
ALSO SPEAKING ON:
THURSDAY, THEATRE 4
AT 14.45
ALSO SPEAKING ON:
THURSDAY, THEATRE 4
AT 11.45
24

ACCOUNT BASED SELLING -
WHAT THE TOP PERFORMING
SALES PROFESSIONALS DO
Finding new customers is the biggest
problem faced by sales teams and
while most teams recognise the
importance of prospecting, far
fewer are actually effective at it.
Learn how to put the power of data back
in the hands of the sales rep by harnessing
the vast untapped potential of company
information and how it can be used to
supercharge account based selling in
this seminar produced by DueDil.
DUEDIL
DARREN LEWIS
ABOUT THE SPEAKER
Darren Lewis is the VP of Sales at DueDil. A strong, hands
on and results driven sales leader with a demonstrable track
record of exceeding sales targets. Experienced in running
Enterprise software (SaaS / Cloud) and Corporate sales teams,
Darren is well-versed in improving key metrics, redefining
structure and rapidly developing and scaling sales teams
MASTERCLASSES
The masterclass schedule at Sales Innovation Expo has
been carefully assembled to ensure your business is
provided with the very best advice and guidance it needs.
This exclusive suite of masterclass sessions give you the chance
to explore in-depth about every area of sales; subjects cover
everything from transforming your sales team into sales
superstars and generating quality leads to optimising your social
selling and the secrets to leading a winning sales team.
Each of our masterclasses is led by an expert in their field, so you
can be confident that you will receive the best possible advice
with the very latest information about each topic – crucial in
achieving success for your sales team. The interactive format and
small group size means that you have the opportunity to drill
down further into the specifics that are relevant to your business.
YOUR BUSINESSWILL BENEFIT
FROMTHEVERY BESTADVICE
MASTERCLASS
INFO ON NEXT
PAGE
WEDNESDAY | 15.30
THEATRE 5
THURSDAY | 14.45
THEATRE 3
ALSO SPEAKING ON:
THURSDAY, THEATRE 5
AT 16.15
ABOUT THE SPEAKER
From cosmetics to casinos, from OEMs to SMEs, Gary has
helped to bring innovative campaigns and outstanding results
to his clients. Now he explains how sales teams can reach
their audiences with perfect communications, brilliant pitches,
and compelling quotes. Making a great first impression is still
at the heart of outstanding sales success.
LIBRIS
GARY SALISBURY
SALES
EFFECTIVENESS -
REACH FURTHER, BE
MORE PERSONAL,
AND SELL MORE
Social has made everything
immediate and personal.
We live in a ‘three clicks
and it’s done’ world. Big
business has the metrics,
power, and reach to
engage audiences and
to outsell SMEs.
Gary will explain how ground
breaking sales technology gives
you the power to make your sales
communications highly personal,
brilliantly effective, and remain
on-brand at all times. Oh yes …
and how to sell more, too!
The following pages detail every masterclass at Sales Innovation
Expo this May, the huge range of topics on offer, and how you
will benefit from attending. The masterclasses run throughout
both days of the show; for the latest information, please check
the online schedule at www.salesinnovationexpo.co.uk.
The masterclasses are absolutely free to attend,
but due to their popularity you need to book
your place to avoid missing out.
The masterclasses are free to attend, but due to their
popularity you’ll need to book your place to avoid
missing out.
• Visit
www.salesinnovationexpo.co.uk
• Select ‘masterclasses’ and
pick the masterclass you’d
like to attend.
• Select the time and day you’d like, fill out a
few details and click ‘register’.
• You’ll receive an email confirmation of your
booking.
• As the show dates approach, you’ll receive
a reminder for you to confirm you’re still
attending and secure your seat.
HOW TO BOOK
INTERACTIVE FEATURES

USING THE CLOUD
TO CLOSE FASTER
MASTERCLASS
The best way to connect with your prospects is by constantly
evolving. Today’s world is faster paced and better connected. Our
prospects have never been more informed and the sales process
has never been so important.
The best way to connect with your prospects is by constantly evolving.
Today’s world is faster paced and better connected. Our prospects have
never been more informed and the sales process has never been so
important. It’s time to empower your inside sales teams.
NewVoiceMedia customers are growing at 13 times the international
average, based on a recent study. NewVoiceMedia will share valuable
tips on how their customers sell more and grow faster, and highlight
how this is achieved with practical sessions demonstrating how
to improve efficiency, solve the marketing and sales disconnect,
gain greater management visibility, and improved adoption of your
Salesforce investment.
TIMETABLE | WEDNESDAY & THURSDAYY
Speed to Lead
Sales Solution Out of the Box
Motivation: Driving the Right Behaviours
Smart Calls, Smart Insights
Speed to Lead
Sales Solution Out of the Box
11:00
12.00
13.00
14.00
15.00
16:00
ABOUT THE SPONSOR
NewVoiceMedia is a leading global provider of cloud
technology which helps businesses sell more, serve better, and
grow faster, and has a customer base growing at 13 times the
international average.
BOOKYOUR MASTERCLASS SPACE ONLINE
THE HIVE
A space to relax, work, learn, and enjoy the buzz
– our hive has everything a delegate looking for
some productive downtime could dream of.
With charge points, dedicated Wi-Fi, and no shortage of
places to take the weight off your feet, the InsightBee Hive
is designed to be the place to go when you’ve got nowhere
to be. Network, enjoy refreshments, or simply catch up
on your emails away from the hustle and bustle of the
speakers and demos.
Given that we’ve revolutionised the way business source bespoke
intelligence, it’s not surprising that we have a penchant for
questions. Our team will be on hand throughout the day,
so drop by if you’d like to pick their brains.
And if you want to test us out with something meatier, then you can
submit us a question that your business needs answering. We’ll be
picking five of these queries at random, and the winners will get a
report shedding light on their issue – completely free of charge.
ASK AND YOU SHALL RECEIVE
Visit InsightBee’s stand #182 to find out what we can do
for you. From tailor-made industry reports to specific sales
opportunities, we’re delivering vital insights twice as quickly
and at half the price.
Can’t wait?
Use discount code LONDONEXCEL and try InsightBee with 25% OFF
before May 31st. www.insightbee.com/sales-expo
26

TIMETABLE WEDNESDAY & THURSDAY
10.45
15.15 16.15
12.30 14.15
11.45 These masterclass sessions will last
for up to 60 minutes. Spaces book
fast, register online to ensure your
seat to this masterclass.
THE SECRET FORMULA
FOR SALES SUCCESS
MASTERCLASS
Communicating with your customers in a way that really
influences their decision to buy is the preoccupation of any
sales team – which is why Elation experts have spent six years
perfecting the ultimate methods to achieve this.
The Three Pillars of Successful Selling is a unique methodology devised
by Elation MD, Karen Dunne-Squire, from over 20 years of sales
experience. It is based upon the idea that to have a well performing sales
function, there needs to be really great sales activities, processes and
management in place.
We use The Three Pillars as a review and assessment tool, to assess the
sales function within businesses. Everything we do, including the delivery
of these essential workshops falls under one of these three pillars. At
each one of these insightful seminars, Karen will show you how to
develop a sales operation that consistently smashes targets.
TIMETABLE WEDNESDAY & THURSDAY
MASTERING B2B
SOCIAL SELLING
The Internet and social media have changed the way people
buy. Studies show that the buyer has already made 60%
of their buying decision before you, the sales person, even
knows they are looking. So as a sales person, you need to
make sure you’re in the right place to be influencing those
buying decisions.
This is where LinkedIn comes in. With the power of LinkedIn you can
showcase your professional brand, be seen as an expert, use advanced
searches to identify prospects, learn more about them and identify
referral opportunities.
In our masterclasses you will learn how to make the most of social
opportunities, combined with the powerful ‘Go-Giver’ mindset to
create online conversations and influence sales.
Social Selling
is Referral Selling
Relationships underpin the
selling process. With all things
being equal, people will
do business with, and refer
business to, those people they
know, like, and trust. Today,
76% of B2B buyers prefer a
vendor recommended by their
network. This masterclass
explains how to use LinkedIn to
build relationships and cultivate
a network of referrals based on
the principles from Bob Burg’s
‘Endless Referrals’.
How You Can Use
LinkedIn to Become a
Social Selling Pro
Your customers are online,
researching their options,
gathering data, looking
for help; it’s easy for them
to become overwhelmed.
So if you can provide help
when they are stuck you can
influence their decisions.
Social selling is all about
using social networks like
LinkedIn to create rapport
and build relationships with
potential customers.
MASTERCLASS AT A GLANCE TIMETABLE WEDNESDAY & THURSDAY
Conversion Masterclass
- Crafting the Perfect Sales Interaction
Unlocking the Hidden Revenue in your Business
Leading a Winning Team
Conversion Masterclass
- Crafting the Perfect Sales Interaction
Unlocking the Hidden Revenue in your Business
Leading a Winning Team
10:45
11:45
12:30
14:15
15:15
16:15
11.00
15.00 16.00
13.00 14.00
12.00 These masterclasses will last for up
to 60 minutes.View the timetable
online for more details on these
interactive sessions.
27

TIMETABLE WEDNESDAY & THURSDAY TIMETABLE WEDNESDAY & THURSDAY
HOW TO BUILD A
FREELANCE SALES
TEAM
USING DATA SCIENCE
TO POWER BUSINESS
GROWTH
Future Working: The Rise of Global Independent Sales Professionals:
One-fourth of today’s Fortune 500 corporations are now using
independent sales reps to extend their company’s reach. With the
rise of freelancer statistics growing in the UK and globally we are
set to see more and more organisations adopting a hybrid model,
where their on-site employees regularly work alongside sales
freelancers both locally and remotely.
Sports teams use data science to deliver an edge to their
players’ performance. Learning from historic information,
athletes are more empowered than ever before to win.
Partnering With Independent Sales Agents: The Essentials
If you’re looking to grow or expand your reach into new markets,
but recruiting permanent employed sales staff is too costly, it may be
time to consider working with independent (commission-only) sales
reps.
This masterclass will demystify the process of finding and partnering
with experienced commission-only salespeople who will help you
develop and grow your sales channels. By attending, you’ll be given
everything you need to enable you to tap into the methods that
some of the fastest growing companies use to build highly efficient
and productive outsourced sales teams.
Having sat on both sides of the fence - both as company principals
and independent sales reps - Laura McGregor and Ryan Mattock
(co-founders of CommissionCrowd) will take you through the ins
and outs of building and maintaining a successful independent sales
team to grow your business.
MASTERCLASS AT A GLANCE
11.00 14.00 16.0012.00
These masterclass sessions will last for up to 60 minutes.
Book your space for this masterclass online to ensure a seat!
We believe that science holds the key to unlocking human potential.
How can your sales athletes use data science to enhance their
performance?
In this masterclass, learn how predictive lead and account scoring
combined with prescribing the right sales activities at the right time
can deliver a significant increase in revenue.
“Selling is a competitive sport ...and quota-
carrying salespeople are the athletes of that sport.”
Prediction without
prescription is an
empty gesture.
Most companies rely primarily
on predictive models for using
data. This is the examination of
past behaviours and historic data
to give insights into the future.
The new science demands that
this should be aligned with the
prescription of data – the ability
to ensure that predictions are
realised through defined actions.
The application of science
Data is the key, but science
is what works out its
relevance and how we
use it. Data science and
predictive analytics give us
insights and behavioural
visibility. Once these insights
are within our control, we
can use them to prescribe
sales persons’ activities and
ultimately drive productivity
and effectiveness.
MASTERCLASS WHAT’S ON
11.00
15.00 16.00
13.00 14.00
TO BOOK YOUR SEAT ON THIS MASTERCLASS, VISIT
WWW.SALESINNOVATIONEXPO.CO.UK/MASTERCLASS
28

MASTERCLASS AT A GLANCE
MASTERCLASS WHAT’S ON
MAPPING CRITICAL
SALES COMPETENCIES
MASTERCLASS
LEAD FORENSICS
MASTERCLASS
A step-by-step guide on how to run a sales competency
mapping workshop for your own sales organization. STR
provides cutting edge solutions designed to accelerate sales
productivity and revenue – including a SaaS-based sales
effectiveness platform, sales competency modeling, sales
management development, and e-learning solutions.
Lead Forensics is the intelligent IP tracking tool that tells you
who’s visiting your website so you can generate more leads.
11.00 14.0012.00
Ask ten people to define the word ‘competency’ and you’re likely to
get 10 different answers. It’s no wonder sales organisations struggle
to hire, onboard, and optimise their sales talent. It starts with an
agreement on what good looks like. And that starts with agreement
on the critical competencies required for success in each sales role.
In this workshop, we will show you how to lead and conduct a
competency-mapping workshop for your own sales organisation.
Are you 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.
Visit www.salesinnovationexpo.co.uk to register for
your place at the masterclass and avoid missing out on
hearing from the experts in getting the very best from
your sales team.
• Defining exactly what competency is
• The importance of tagging competencies against the four
critical elements
• Step-by-step guide on running a sales competency mapping
workshop
• How to leverage the mapping results
• 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
TIMETABLE WEDNESDAY & THURSDAYTIMETABLE WEDNESDAY & THURSDAY
BOOKYOUR MASTERCLASS SPACE ONLINE
These masterclass sessions will last for up to 55 minutes.
Book your space for this masterclass online to ensure a seat!
READYTOTURBOCHARGE
YOUR LEAD GENERATION?
11.00
15.00 16.00
13.00 14.00
29

INNOVATION AWARDS
AND THE NOMINEES ARE....
I’m absolutely delighted
to introduce the Sales
Innovation Awards and truly
showcase the innovation
currently running throughout
the world of sales.
Eddy Lawrance
Show Director
RECOGNISING
THE VERY BEST IN
SALESTECHNOLOGY
AND SERVICES
For the very first time, the Sales Innovation Expo will host The Sales
Innovation Awards, a collection of accolades recognising the innovation
and cutting edge design currently available in the sector that’s helping to
optimise sales performance.
The Sales Innovation Awards
consists of four accolades
rewarding the very best in sales
technology and innovation.
The award categories are:
Honouring the best sales CRM
innovation which has played an
influential role in giving sales teams
the power to increase productivity,
generate more leads, and keeping that
flow of sales consistent.
The most exciting and ground breaking
product or service which has helped
in optimising sales effectiveness and
engagement and which has ultimately
played a significant part in improving
team performance.
This award honours the most innovative
product or service which has assisted
sales teams in maximising sales results
while minimising the amount of cost,
effort, and time expended.
Recognition for the product or
service which has assisted in creating
the most effective sales strategy to
achieve growth, and effective
planning and training.
BEST SALES CRM
PRODUCT OR SERVICE
AWARD 2016
SALES INNOVATION EXPO PRESENTS
AWARDS
2016
OVERALL INNOVATION
FOR SALES
AWARD 2016
AWARDS
2016
BEST SALES PRODUCTIVITY
PRODUCT OR SERVICE
AWARD 2016
AWARDS
2016
BEST SALES STRATEGY
PRODUCT OR SERVICE
AWARD 2016
AWARDS
2016
THE SALES INNOVATION EXPOAWARDS 2016
BEST SALES PRODUCTIVITY
PRODUCT OR SERVICE
BEST SALES CRM
PRODUCT OR SERVICE
BEST SALES STRATEGY
PRODUCT OR SERVICE
Data Driven ERA
DueDil
Inbox Income
Lead Forencsics
Libris
MarketMakers
Parker Sofware Ltd
Showpad Ltd
3degrees Social
GatorLeads
Xcel Sales Ltd
NewVoiceMedia
Call Pro CRM
Redspire
SalesSeek
Salesbox CRM
ForceManager
Elation Experts
Momentum Sales Solutions
Phil Olley Unlimited
Nisbet Associates
Refract
S-Academy International
SalesOptimize
Seller Performance Ltd
SMART Way Forward
Strategy to Revenue
Wise Me Up Ltd
1442
1576
1596
1436
1590
1426
1430
1678
1412
1570
1506
1420
1598
1478
1538
1526
1500
1548
1550
1560
1510
1450
1476
1480
1632
1520
1594
302
30

v
SEMINAR
AGENDA
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.
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.
PLACES AREFIRST-COME,FIRST-SERVEDSO GET THERE
EARLY!
Turn the page now to find the
full details of every seminar at
this year’s Sales Innovation Expo.
PARTNERS
AND SUPPORTERS
We would like to thank our partners, sponsors, supporters and all those
responsible for making the Sales Innovation Expo a successful exhibition...
SHOW SPONSORS:
HEADLINE SUPPORTER:
PARTNERS AND SUPPORTERS:
TOP SALES WORLD
Il Commerciale™
The SalesmanW h e r e v e r t h e r e i s a s a l e s p e r s o n .
31

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