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hink mart: ales, trategy & Insights

Our 7th Global Sales Transformation Event Tuesday 1st April 2014, 09.00 – 17.00 at The London Stock Exchange Registration begins at 08.15

We are pleased to invite you to the 7th Global Sales Transformation (GST) event at the prestigious London Stock Exchange. Join us on Tuesday 1st April 2014 for Think Smart: Sales, Strategies & Insights. Location: The London Stock Exchange

Time: 09.00 – 17.00 (registration begins at 08.15)

Tickets: £199 (Light Lunch included)

Why is it that transformational sales strategies are on the sales leadership agenda? There are three critical drivers for transformation that have an impact on sales leadership and the sales organisation. Customer – The customer role in the buying cycle is changing radically. Customers make decisions on whom they want to work with well before the sales team are aware. This is having a profound effect on how organisations service customers and manage key accounts. Landscape – Organisations are having to think smarter and adapt quicker to deal with changing competitor landscapes in order to take advantage of global opportunities. This is not about change – it is for many, about creating a sustainable sales transformation journey. Boardroom – As a consequence of the above, sales is playing an increasingly different role within the boardroom. We see the emphasis of sales changing – sales is not just about executing board strategy, but helping to shape strategy. Arguably sales leadership is at a tipping point. Where can one draw inspiration from to create new strategies and tactics for sales and its leadership within one’s own organisation? On this our 7th sales transformation event, Consalia in association with Middlesex University is offering you the opportunity to engage with and learn from inspirational speakers as well as senior level corporates – to explore new thinking and learn from industry best practice. Think Smart: Sales, Strategies & Insights will bring together a unique blend of powerful, innovative expertise that will help you generate new perspectives on how to transform faster and more effectively than your competitors and drive your organisation to new levels of performance. The spirit of all Global Sales Transformation (GST) events is an open, sharing and reflective day for peers within sales leadership, sales enablement and HR. Share, learn, apply, perform. Conference objectives: • Develop insights into a variety of different approaches to sales strategy • Explore how customers, suppliers and partners can best collaborate to co-create value • Examine how new ways of framing value propositions can impact sales and marketing strategy Key themes to be explored: • Strategy - insights into different strategies to win • The role of sales leaders – transformational sales leadership vs transactional sales leadership • Learn from CEOs and CSOs on their transformational journeys • How customers are changing the ways that sales needs to articulate their value propositions • Insights into new initiatives being taken to professionalise sales Who’s participating: Sales Leaders, Global and National Account Managers, Academic and Training specialists. Tickets – £199. To reserve your place for this event , please contact our events team. Tel: +44 (0)20 8977 6944 Email: Web:


Dr Philip Squire: CEO, Consalia Phil is the CEO and founder of Consalia, part of a joint venture between Praxi and Development Systems. Phil started his career within the banking and financial services sector for HSBC and later with the Mercuri Institute. Over 20 years Philip has provided consulting and training support to a wide range of leading brands such as Hewlett Packard, T-Systems, Ford, Tetra Pak, AT&T and Zurich Financial Services. Phil is passionate about the role training and development plays in helping both companies and professionals, realise their business objectives. He recently completed a doctoral research project, which explored ‘Complex (Global) Account Selling Effectiveness’ and the extent to which a values based approach to developing relationships with customers enhances sales performance. In 2013 Consalia and Middlesex University announced the world’s first work-based Masters’ in Sales and Sales Leadership.

Ian Helps: Director, Consalia Ian joined Consalia in 2011, bringing with him expertise in growing businesses by transforming their sales and account management functions. Ian has worked for major companies, including BP, Shell and E.ON, where he held a variety of roles including strategy manager and European business development manager, focused on major transnational deals. Whilst at Shell, he was a global consultancy manager, where he launched and turned around businesses throughout the world. He has also been on the supplier side, as VP of global accounts for Invensys plc, tripling the sales of global accounts in just over 2 years. He is a member of the Practice Advisory Board for the Cranfield MSc in Strategic Marketing. Ian’s longer term focus is to support the development of greater professionalism in the professional sales arena through specific sales and marketing accreditations.

David Williams: Director for Corporate Engagement, Middlesex University David graduated with an MSc from Stirling University, and has over 30 years commercial experience of business in both the private and public sectors; during this time he has linked hundreds of businesses to learning opportunities as part of their organisational development and employee engagement strategies. David also has expertise in the designing and facilitation of programmes at both undergraduate and postgraduate levels; and has delivered high level learning in the areas of organisational behaviour, change management and strategy. He now works with over 150 companies each year in supporting their staff development and organisational objectives through university learning; he is an elected member of the CBI London Council.


Sir Lawrence Freedman, Professor of War Studies, King’s College, London Sir Lawrence has been Professor of War Studies at King’s College, London since 1982. He has recently been appointed to the position of Vice Principal (Research) at King’s, having previously been Head of the School of Social Science and Public Policy. Elected a Fellow of the British Academy in 1995 and awarded the CBE in 1996, he was appointed Official Historian of the Falklands Campaign in 1997. He was awarded the KCMG in 2003. Professor Freedman has written extensively on nuclear strategy and The Cold War, as well as commentating regularly on contemporary security issues. His recent books include an Adelphi Paper on The Revolution in Strategic Affairs, edited books on Strategic Coercion and terrorism, an illustrated book on The Cold War, a collection of essays on British defence policy and Kennedy’s Wars that covers the major crises of the early 1960s over Berlin, Cuba and Vietnam. In addition a book on deterrence was published in 2004, and the Official History of the Falklands Campaign was published in the summer of 2005. A Choice of Enemies: America Confronts the Middle East, was published in May 2008. Professor Freedman’s latest book, Strategy: A History was published in October 2013.

Associate Professor Hum Sin Hoon, Deputy Dean, NUS Business School Professor Hum is currently with the Department of Decision Sciences at the National University of Singapore (NUS) Business School. He currently serves as the Deputy Dean of the School. Professor Hum Sin Hoon obtained his B. Commerce and B. Engineering (Hons) as a Colombo Plan Scholar from the University of Newcastle, Australia. He received his PhD in Production/Operations Management from the University of California, Los Angeles, USA. Prior to joining the University, Professor Hum worked as a Systems Engineer in the Ministry of Defence and participated in several studies aimed at optimising the use of various types of training resources and systems. Professor Hum’s current area of active consulting work has been in helping companies and government agencies adopt and implement the Balanced Scorecard strategic measurement and management system.


Alan Coffey, Chief Sales Officer, TMF Group Alan joined TMF Group in 2013, taking on the mantle of global sales in this fast-growing company. Starting his working life in the banking sector, Alan moved to the IT industry and racked up an impressive track record of more than 25 years in the sector before joining TMF Group. He has a strong track record both as a change agent and in international business – skills that are shining at TMF Group – and he relishes the challenge of establishing a winning culture and high-performance business units, such as those he built and led within HP and BT. During his time at IBM, Alan was recognised as one of the top performers in the company by IBM USA during 2001/2. At Logica, he set up the Large Deals Outsourcing Business, which won more than £650m in new business contracts in 2011 against a target of £450m. At TMF Group, Alan is Chief Sales Officer, a member of the Executive Committee, and has started a major departmental transformation to enable the new target operating model.

Derek Fryer, Board Member, Mott MacDonald Derek Fryer is a Board Member of Mott MacDonald’s business in the UK and was previously responsible for the Design, Engineering and Management Divisions of Taylor Woodrow. Derek has significant experience of the management of programmes and projects which have been delivered using a variety of forms of contract. He has participated in a number of innovative procurement processes including risk reward alliancing and framework agreements. He has developed facilities management and construction management businesses and has held corporate responsibility for safety, health and environmental matters. Derek is currently Mott MacDonald’s senior representative on Build Offsite. He is a member of Transport for London’s advisory team - the Independent Investment Programme Advisory Group (IIPAG). Derek is also a Review Team Leader for High Risk Projects for the Major Project Authority of Her Majesty’s Cabinet Office.


Professor Hugh Wilson MA(Oxon) DipCompSci(Cantab) PhD Hugh is Professor of Strategic Marketing and Director of the Customer Management Forum at Cranfield School of Management. Hugh has a mathematics degree from Oxford, a postgraduate computer science qualification from Cambridge and a prize-winning PhD from Cranfield. Prior to joining Cranfield, he had 20 years’ commercial experience with IBM, Xerox and others. His research covers solution selling, customer management, and customer centricity. His books include The Multichannel Challenge (2008) and Marketing Plans (7e, 2011, with Malcolm McDonald). His numerous journal publications include an article on customer experience for Harvard Business Review. He was recently interviewed on ‘persuasion’ for Stephen Fry’s Radio 4 programme “Fry’s English Delight”. Hugh is listed in the Chartered Institute of Marketing’s “Guru Gallery” of “the 50 leading marketers alive in the world today”. He was honoured by Tim Berners-Lee as one of the hundred individuals who have had most influence over the development of e-commerce.Hugh is listed in the Chartered Institute of Marketing’s “Guru Gallery” of “the 50 leading marketing thinkers alive in the world today”, and has been honoured by the UK’s Secretary of State of Industry and Tim Berners-Lee as one of the hundred individuals who have had most influence over the development of e-commerce, according to a NOP poll of practitioners and an expert panel.

Adam Sheppard, Managing Director of Toshiba TEC UK Imaging Systems Adam is Managing Director of Toshiba TEC UK Imaging Systems and Toshiba TEC Europe Retail Information Systems. Toshiba TEC, part of Tokyo based Toshiba Corporation one of the world’s leading diversified electric/electronic manufacturers, are global leaders in the design, manufacture, distribution & ongoing maintenance support of innovative multi functional copier/printers, bar code products, retail point of sales hardware and associated software solutions. Since taking charge of Toshiba’s UK imaging business at the beginning of 2006, Sheppard has turned around the operation by merging the business with a number of previously acquired companies, creating a lean, profitable business with a growing market share. He also assumed control of Toshiba TEC’s UK retail division at the end of 2011 and has since relocated this business to join the Chertsey based imaging company. Prior to his roles with Toshiba, Sheppard has been Sales Director for Japanese based Konica Minolta Business Solutions, proprietor and Managing Director of Severside Business Machines which he sold to US based Danka plc in 1993, joining Danka as their UK Acquisitions Director and subsequently becoming their Managing Director. He has also been UK Managing Director of Imagistics International; the US based imaging business, which was sold to Dutch printing company Oce at the end of 2005. 6

Value creation – the object of sales transformation

Strategies in the context of sales transformation

Theme Timing




09:00 - 09:30

Dr Philip Squire

CEO, Consalia

The emerging trend towards transformational sales leadership

09:30 - 10:20

Sir Lawrence Freedman

Professor of War Studies, King’s College

Learnings from military strategies and their application to sales

10:20 - 10:35

Break for Tea & Coffee

10:35 - 11:25

Professor Hum Sin Hoon Deputy Dean, NUS Business School

‘Art of Collaboration’ vs ‘Art of War’

11:25 - 12:00

Panel Discussion

EMC, TMF, CEB, NUS, King’s College

How to pick the right strategy and tactics for sales execution

12:00 - 12:40

Alan Coffey

Chief Sales Officer, TMF Group

Our sales transformation journey

12:40 - 13:25

Networking & Lunch

13:25 - 13:55

Derek Fryer

Board Director, Mott MacDonald

Co-creating value at Mott MacDonald

13:55 - 14:45

Professor Hugh Wilson

Director, Cranfield Customer Management Forum

‘Value in use’ – a new paradigm for value propositions?

14:45 - 15:30

Group Work

15:30 - 15:50

Break for Tea & Coffee

15:50 - 16:30

Adam Sheppard

Managing Director, Toshiba TEC UK

My personal philosophy for sales transformation

16:30 - 16:55

Panel Discussion

Toshiba, Middlesex, SLA, SAP

The professionalisation of sales

16:55 - 17:00

Dr Philip Squire

CEO, Consalia

Summary & Conclusions

Co-creating value in the ‘new world’

17:00 Onwards Networking at the Corney & Barrow wine bar 7

Consalia is a global sales performance improvement company. We help international organisations transform their sales effectiveness through consultancy and customised training & development solutions. We exist to help make sales the world’s most sought after profession. A fairly bold statement admittedly, but the sobering fact is that less than 10% of salespeople sell to C-level executives in the way that they wish to be sold to. What does this mean? Sales is failing to fulfill its full potential because not enough is done to isolate what separates the truly great professionals from the rest. Grounded in research, our ‘Mindset’ approach to improved sales performance has delivered validated client returns of over $7bn in 7 years. We believe that the right mindset is what distinguishes greatness. Others teach people how to sell, we teach people how to think and sell.

Web: Email: Tel: +44 (0)20 8977 6944

Middlesex University has a reputation for the highest quality teaching and research that makes a real difference to people’s lives and a practical, innovative approach to working with business to develop staff potential and provide solutions to business issues. We teach 40,000 students and have campuses in London, Dubai, Malta and Mauritius; and 21 offices around the world, the largest university network. The University won a Queen’s Anniversary Prize for Enterprise in 2011 for International work, this followed an earlier award for work based learning. As every place of work is unique we offer customised learning tailored to the specific needs of organisations and individuals. Learning is centred on the working environment, making it an excellent option for organisations looking to develop their workforce and Professional Practice. One of the features of university work based learning is that it makes explicit and acknowledges the value of learning from existing professional achievements. Middlesex University collaborates with clients across all sectors to embrace learning in the workplace through accreditation, validation and bespoke staff development to tackle a wide range of organisational challenges and ensure impact. To discuss how Middlesex University can benefit you contact the Corporate Engagement Team

Web: Email: Tel: +44 (0)20 8411 5050

GST7 digital brochure