Sales Management & Performance Exhibition 2013 Show Guide

PRYSM GROUP PRESENTS

Sales Management & Performance

2013

Welcome to the UK’s premier sales management event ► Learn from the world’s most

inspirational sales leaders

► 80 free seminars with expert advice on improving sales performance

► Test drive all of the industry’s

► The Big Sell - Pitch to the experts

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G

for big prizes and invaluable feedback

E & SEMINA D I R U

PL

AN NE

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latest sales tools and technologies

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6-7 JUNE 2013

WORLD LEADING EXHIBITORS ► INSPIRATIONAL SEMINARS ► INTERACTIVE WORKSHOPS

WELCOME TO

THE INTERNATIONAL SALES LEADERSHIP

EXHIBITION & CONFERENCE Hello and welcome to the Sales Management & Performance Exhibition - the largest and most important event for professional sales leaders.

With some of the best-known names, thought leaders and industry experts offering cutting-edge advice and demonstrating the latest technologies, products and services; this event is sure to equip sales directors and managers with the latest systems and tools to improve sales performance. Sales Management & Performance is the UK’s largest exhibition dedicated to anyone who has the responsibility for bringing sales into their business. You’ll find the event is packed with seminars, big name speakers, interactive workshops and features showing you how you can increase the performance of your sales teams and your sales revenue.

Sales Management & Performance is an interactive exhibition designed for those looking to improve sales. Previously known as Sales Director Live, this new event caters for a broad spectrum of individuals looking to grow sales figures. So, whether you’re a Sales Director looking for new ways to inspire your team to better figures, or you’re a Managing Director hoping to drive the sales of your business – everything you need is right here at Sales Management & Performance Expo.

By attending this show, you gain access to the latest industry-specific market intelligence and research, as well as the strategies that have been adopted by the

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UK’s best sales leaders. You’ll find out what separates the top performing 3% from the rest, as well as how to get more from your marketing department and what really motivates salespeople.

With 3,000 senior level sales leaders attending the event, SMP is also a great opportunity to network and do business across the exhibition. The show is packed with value-added show floor features, from workshops to seminars, giving you the chance to gain a unique insight from some of the best-known names, thought leaders and industry heavyweights. This is your chance to learn about performancetransforming strategies used by some of the UK’s leading Sales Directors.

This show guide gives you information about what to expect over the twoday event. You’ll find details of the comprehensive seminar schedule, information about the speakers and details of the exhibitors who are presenting the latest products and services within the profession.

We hope you enjoy the show.

The Sales Management & Performance team

www.smplive.com

PAGE KEYNOTE SPEAKERS

04 10

The most prominent speakers from the world of sales. Who do you need to listen to?

PAGE CUSTOMER FOCUS WORKSHOP Find out how technology can help you meet your customers’ needs – before they realise them

PAGE ACTION COACH WORKSHOPS

12

Boost your business with this proven program for renegotiation, up-selling and repeat transactions

PAGE THE BIG SELL

16 21

Can any business succeed without sales? Learn how to do it well – and win £5,000 worth of training!

PAGE SALES GROWTH WORKSHOP What business wouldn’t like more sales? Find out how to grow yours with an industry expert

PAGE SEMINAR SCHEDULE

30 60 72

Who’s speaking when – and where! Don’t miss your hot topic with our full schedule

PAGE HOW TO GET THERE Don’t get lost on the way, whether you’re travelling by road, rail or tube

PAGE A-Z & FLOOR PLAN Track down any exhibitor at the show in our full listing and work out where they are

KEYNOTE SPEAKERS

STEVE CLARKE From leaving school with no qualifications to retiring in his 40s, Steve Clarke shares the secrets that helped him to grow his business to generate £30 million annual revenue in just eight years.

Life’s a Pitch... and then you buy™ If you’re serious about having a successful business today, it’s vital that you stand out from the crowd… (for the right reasons!) It’s imperative you learn how to deliver winning pitches and presentations; written or spoken.

To succeed, you must discover the secrets that allow you to communicate effectively face-to-face and even to an invisible audience...

If you want to increase sales, this is not one to miss. Your emails, sales letters and presentations will all improve. Steve’s not holding back - he’ll share low-cost and no-cost strategies that are guaranteed to increase sales - immediately.

Friday 13.15 - 13.45

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| SALES MANAGEMENT & PERFORMANCE EXHIBITION JUNE 2013

SEMINAR HALL 1 Friday 13.15 - 13.45

Since then, Steve has owned and operated businesses in the UK and USA. He has taken them from start up to stock market flotation.

Steve helped grow his last UK business from scratch to £30 million in annual revenues in just eight years, becoming one of the Times Top 100 fastest-growing and profitable SMEs in the country. The company was sold in 2005, enabling Steve to retire at the age of 45.

He now helps business owners and sales teams in many industries and sectors around the world to achieve their own goals, growth and success through dramatically improved sales and marketing.

Tony’s words will be familiar to regular readers of The Evening Standard newspaper through his Dear Sales Doctor column. Join him as he explains why Coffee’s For Closers...

Thursday 15.30 - 16.00

Thursday 13.15 - 13.45

Steve Clarke left school at the age of 16 with no qualifications. At 18, he became engrossed in the power of personal development and goal setting and found his niche in sales a year later.

Shortly thereafter, he was invited to become a director of his first company.

TONY MORRIS

SEMINAR HALL 4

SEMINAR HALL 2

Tony has over 15 years experience in sales and has trained over 3,000 sales professionals in a variety of industries. He started his career in a call centre and was awarded sales person of the month for six consecutive months. Tony then moved into a business-to-business environment selling address management solutions. In his five years, he achieved the highest order of £725,000 throughout the entire company.

Alongside his business partner, Tony set up Sales Doctor in May 2006. In six years, it has accumulated over 300 clients across 75 different industries.

Turning leads into business Tony will provide real-life techniques on how to qualify leads more effectively and in turn, convert more of them into business. In this competitive marketplace, we do not sell; we help people buy. Tony will demonstrate ways of proactively gaining referrals from your prospects as well as your clients. He will share many innovative ideas to differentiate and outsell against your competition on the phone, in the field and from sending a proposal out.

Tony has a Dear Sales Doctor column in over six magazines to include the Evening Standard and Talk Business, where he answers sales people’s most challenging questions. He published his first book on the real life of sales, Coffee’s For Closers, in October 2012, which was awarded 4 out of 5 stars in The Sun in January 2013.

KEYNOTE SPEAKERS

BRAD BURTON It would be fair to say that Brad Burton is far from conventional. From delivering business seminars clad in jeans and t-shirt, to insisting the title of his book must be Get Off Your Arse – Brad has his own way of doing things.

And it’s that unique approach, combined with a strong business background that makes him such a popular speaker. From a position of massive personal debt, no sales and a whinging wife into the bargain, he has spearheaded the country’s fastest growing business network www.4networking.biz, written the highest rated business book on Amazon, Get Off Your Arse and its sequel, Get Off Your Arse Too www.getoffyourarse.biz and found time to be a father to a growing family.

BEN KENCH SEMINAR HALL 2 Thursday 11.45 - 12.15

While he’d be the first to admit that business is a serious, well... business, Ben is keen to stress that it should also be fun. He may have written a book for them, but with a track record like his, it’s obvious that Ben’s no dummy!

As the UK’s number one business growth and sales specialist, author of Selling For Dummies and a sought-after professional speaker, Ben Kench has earned a reputation for getting quite remarkable results.

SEMINAR HALL 1 Friday 14.00 - 14.30

Get Off Your Arse From a humble start in Manchester to managing director of 4Networking, the UK’s No 1 motivational speaker and bestselling author, meet Brad Burton.

Brad will share a raw, unique and laugh-out-loud look at the world of life and business, offering refreshingly honest and straightforward tips for managing life and business. Don’t miss this seminar! Get off your arse – Brad did!

“I believe it’s all about people, but refining skills and having fun are key ingredients for success.” Says Ben. His programme, The Business Booster, has helped thousands of business owners and sales professionals to double or treble their incomes. Ben’s philosophy is simple: “If you are ever struggling, then just connect and chat – a problem shared is a problem halved!” So please enjoy the session and then connect and we’ll share ideas...

The Times They Are A-Changin’ Lets face it… things are different compared to how they were 10 years or 5 years - or even 3 years ago. With customers having instant expectations, total information accessibility, and a huge shift in supplier demographics, technology gaps are becoming ever narrower. How can you win new clients and keep them - and make healthy margins?

In this session, Ben will share some powerful, proven ideas that will make a major difference to your selling results. Ben’s insight and unique take on selling opens up opportunities to do more business than ever! As the author of Selling For Dummies, Ben is widely recognised as the UK’s leading sales specialist and his charismatic, energetic and fun presentations are always entertaining as well as educational. Do NOT miss this!

JUNE 2013 SALES MANAGEMENT & PERFORMANCE EXHIBITION |

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KEYNOTE SPEAKERS

JONATHAN FARRINGTON Join the globally recognized business coach, mentor, author and sales thought leader as he explains why sales leaders need to evolve to survive.

SEMINAR HALL 1 Thursday 10.30 - 11.30

Jonathan Farrington is the Senior Partner of Jonathan Farrington & Associates, and CEO of Top Sales World, based in London & Paris. Formerly, Jonathan was the Managing Partner of The JFA Group – a global sales training consultancy - which he established in 1994. During the period 1994 to 2006, Jonathan personally coached more than 100,000 frontline sales professionals and sales leaders.

Prior to that, outstanding achievement at an early stage in his career provided a ‘fast-track’ passage to several board level appointments, working with a number of the largest and most successful international corporations including IBM, Wang, Legal and General, Andersen Consulting, Litton Industries, and The Bank of Tokyo.

SHWETA JHAJHARIA

Jonathan is also the man behind the Annual Top Sales Awards. His highly popular and award-winning daily blog for dedicated business professionals, which attracts thousands of visitors every day, can be found at www.thejfblogit.co.uk

The Rapidly Changing Face Of Sales Leadership For companies to remain competitive today, their sales organisation must be able to respond positively to changing economic tides.

As businesses strive to re-establish customer orientation, sales partnerships and a strategic approach to selling, they are demanding more and more from their salespeople, but ensuring that these new methods are widely practiced and smoothly implemented falls to sales leadership. The average tenure of a sales leader is now just 18 months, and it’s only those that can adapt who will survive. Jonathan Farrington provides a blueprint not only for survival, but also for outstanding success.

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| SALES MANAGEMENT & PERFORMANCE EXHIBITION JUNE 2013

SEMINAR HALL 1 Friday 11.45 - 12.15

KEYNOTE SPEAKERS

CLIVE RICH From dog-eat-dog to give to get, Clive Rich explains how negotiation works in the modern world.

Clive Rich has been a dealmaker for 30 years, during which time he has brokered deals for - and with the likes of - Sony, Apple, Vodafone, Tesco, the BBC, SanDisk and Simon Cowell’s Syco. He now works as a dealmaker and coach for Credit Suisse, the London College of Fashion, Cambridge Business School and numerous SMEs. Clive is also a qualified lawyer, mediator and arbitrator. He runs a web app all about negotiation called “Close My Deal”, which provides deal advice and tips on-the-go. Clive has also written “The Yes Book – the Art of Better

Join partner and senior coach from ActionCOACH, Shweta Jhajharia, as she explains how she’s helped her clients to achieve average growth of 41% over the last three years.

With results like that, it’s no wonder Shweta been awarded ‘London Coach of the Year’ consistently since 2009 – and this is your opportunity to benefit from her experience. Before certifying as an ActionCOACH Business Coach in 2008, Shweta worked internationally in sales and marketing and was Global Marketing Manager with Unilever before. Shweta’s clients are achieving phenomenally consistent growth, averaging 41% over the last three years, despite the crippling recession that has hit Europe.

Building a Sales and Marketing Machine Every business owner recognises that sales and marketing skills are critical to their business surviving and thriving. Despite this, very few SMEs are able to create and master the sales and marketing process.

And this is not because of inadequate information about what the really successful companies out there are doing!

Negotiation” – published by Random House/Virgin, which provides a modern framework for negotiation in our interconnected world. Clive also owns an online legal service “LawBit”, providing simple contracts for small companies.

Its contracts are in plain English, highly Thursday affordable and 12.30 - 13.00 supported by a virtual law firm.

SEMINAR HALL 1

The More You Give, The More You Get This seminar is guaranteed to arm business owners and professionals with the negotiation skills to achieve their desired outcomes. Clive will provide a masterclass in how successful negotiation is changing from a ‘dog-eat-dog’ process to collaboration being the name of the game. Knowing how to give is essential to getting back what you need. The more time, attention and focus you place on the other side, and on addressing their motivations and behaviour, the more you gain.

Of course there are still tough guys in the world who have not worked this out yet – in this essential talk you can learn how to deal with them, too!

ANDY EUSTACE After studying biochemistry at Oxford University, Andy was recruited by IBM as a Systems Engineer, before moving into sales.

Thursday He has had a long career 14.00 - 14.30 as a Sales Representative, Sales Manager and Sales Director for Microsoft and Fujitsu.

SEMINAR HALL 1

You could say that LinkedIn has grown a bit since it started in Reid Hoffman’s living room in 2002.

Now, more than 200 million professionals use the site to exchange information,ideas and opportunities around the world.

Andy joined LinkedIn 12 months ago to help companies adopt social media at the heart of their sales strategy.

Andy lives in Reading, has two grown-up children and has a keen interest in football, rugby, tennis and running. He was a season ticket holder at Reading for several seasons until the disappointment became too much.

How can social media and LinkedIn be used to drive sales?

There’s a lot of excitement around social media for sales and marketing at the moment. Can companies really use social media effectively to drive sales? This session shows how LinkedIn can be used as a platform to generate new business for companies of all sizes.

JUNE 2013 SALES MANAGEMENT & PERFORMANCE EXHIBITION |

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KEYNOTE SPEAKERS

GAVIN INGHAM For the last 10 years, sales motivational speaker Gavin Ingham has been helping salespeople to explode their sales performance by turning self-doubt, fear and lack of motivation into self-belief, confidence and action.

5.5 Steps to Sales Success: How to Create a High Performance Sales Team Things have changed. Business has changed. Salespeople have changed. Good enough is not good enough anymore. If you want to create a high performance sales team in today’s competitive business environment then you need the skills and strategies to build and sustain a motivated sales team who always give 100%. This seminar will show you how.

PHIL JONES

Phil’s vast experience has resulted in him being recognised as an authority of sales psychology and negotiation, for increasing turnover and profitability and for simply getting stuff done!

SEMINAR HALL 1 Thursday 14.45 - 15.15 Friday 10.30 - 11.30

Phil started 2013 with a bang, bagging the accolade of the youngest ever winner of the BESMA Sales Trainer of the Year award. He has accomplished more than most in his fast-moving life, having started his first business at just 14 years of age, clearly demonstrating the qualities of a budding entrepreneur with a natural and simple approach towards sales.

Phil is a popular guest and keynote speaker, praised for his uniquely entertaining delivery style and practical, simple, useful content. His natural and interactive approach has delighted audiences internationally.

Put simply, Phil Jones has developed processes and procedures which help

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SEMINAR HALL 1 Thursday 13.15 - 13.45

With his inspirational approach to sales psychology and motivation, Gavin combines commercial experience, personal excellence and sales technologies in delivering personal and business sales success. His unique and inspirational perspective and the way he shares it truly demonstrates the power of the individual over external events such as competition, tough markets and personal circumstances.

Gavin is considered by many to be the leading expert on sales psychology and performance in the UK today. He is a worldwide expert, having motivated tens of thousands through live programmes and many more through keynote speeches and online newsletters, articles and his acclaimed sales blog. Gavin’s presentations combine both attitudes and skills and will give you strategies to inspire your sales teams to go out and take action right away.

Teaching the world to sell This uplifting, straight-talking and entertaining seminar is packed with practical examples, showing you how making simple changes gets you more of what you want, when you want it. Phil’s unique style will engage, challenge and amuse you into realising that if you can improve your sales skills, then life becomes much more rewarding.

people win more customers, who are encouraged to invest more frequently and return more often. Phil is not a theorist, but he is a business educator who speaks from his own experience. He is committed to change the perception of ‘sales’ from being a dirty word to a profession to be proud of.

Jim doesn’t book with Corporate Traveller

Laura does

You’ll never be left stranded with an expert on board When things don’t go to plan, it pays to have an expert on board. Not every disruption can be predicted and your dedicated travel manager has the resources and knowledge to quickly respond and ensure you arrive where you need to be, when you need to be there.

Visit us at either stand to discover the full range of benefits when you bring an expert on board.

Stand 718 29

Stand OM310

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BUSINESS SHOW

Office Management

PA

Exhibition and Conference

corptraveller.co.uk

05062

Call 0800 856 0813

WORKSHOP

CUSTOMER FOCUS WORKSHOP With today’s customer becoming increasingly connected and informed, how can you ensure that you meet their needs – before they realise them?

Today’s customer is highly connected, has a far-reaching voice - and isn’t afraid to use it. They also have more choice than ever before. In an increasingly competitive market, how do you market, sell and service your customers to grow your business?

In this session, we’ll be taking you through the questions you should be asking, and the strategies that you can employ, to drive success in your sales teams and wider organization.

We will help you understand how your customer operates in the connected world. You will learn how to listen and how to

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respond. Most importantly, you will understand how to operate in the trust revolution.

Are you able to listen to conversations your customers are having about your products?

Do you believe that your customer’s experience can be improved? Are you able to maximize the revenue from your customers whilst ensuring you are delivering value? Can you implement the changes easily and will they be adopted?

Answering these questions will be critical to driving your sales (and business) forward. In this session, we’ll show you how to do this.

| SALES MANAGEMENT & PERFORMANCE EXHIBITION JUNE 2013

The most successful companies are building trust with their customer base, delivering exceptional customer service that creates advocates who drive new business - a virtuous circle.

This is a Customer Company.

A Customer Company strives to connect to each and every customer in a way that delights and through any channel that the customer chooses.

A Customer Company is always on, always listening and always responding. A Customer Company encourages customers to shine a light on areas that need attention – then deals with it. A Customer Company is always innovating, always learning and constantly improving. A Customer Company is a company that YOU want to engage with.

So what are the strategies for evolving your business to market, sell and service the connected customer? Do you remember when transformative projects either didn’t deliver the promised benefits - or even finish? Projects that sucked time from you and your team?

Projects that aimed to deliver a ‘customer’ centric view?

Times have changed and we will explain how your strategy needs to change too, in order to keep up with the social revolution happening to all of our customers. Whether you need to generate more inbound activity, close more deals or retain more customers, we will share best practices around these critical elements of your business. We will give you examples of how companies

WORKSHOP

SALES EXCELLENCE

POWERED BY SALESFORCE, DELIVERED BY MAKE POSITIVE

WHAT’S COVERED Learn how to succeed at marketing, selling and servicing your customer base in the highly connected world.

In an informative and entertaining session, we will explain how companies of all sizes are leveraging the power of the world’s leading platform – salesforce.com – to drive revenue and deliver world-class customer service.

See how easily we can simplify and transform your sales processes, drive new opportunities into your business and reduce customer churn by keeping your customers happy.

The session will be led by Mark Richards, CEO and Founder of Make Positive.

of all sizes have embraced this change in strategy and delivered amazing results in timeframes that simply wouldn’t have been conceivable not so long ago.

You know that feeling you get when you use a really good app? The good news is that with consumer technology now leading the way, enterprise technology is adapting fast.

Today’s technology solutions allow you to access the information you need, communicate with whomever you need and make the decisions you need to make – anywhere, anytime and on any device.

The days of you not getting the data you need when you need it are over. Sure, you’ll get resistance along the way, but we’ll explain how to overcome this and energise your IT department to deliver, on-time, the applications that you need to be successful.

One thing never changes – adoption drives success. We have developed smart, fun ways to encourage and motivate your teams to participate in your investment, ensuring you receive the true value of your new approach. We’ll explain gamification, social and other tactics that can be employed quickly and inexpensively to generate the buzz and excitement that truly successful businesses strive for. We’ll convince you that you will prosper by embracing this change.

All of the above is meaningless unless we can prove it, right?

Well, we’ll walk you through a range of customer success stories: real projects that have delivered real value. We will share metrics, strategies and what we’ve learned from these to help you ensure success in your projects. Our customers cover a multitude of industries and sizes. We will show you that whatever your business, whatever the size – these strategies will work if you engage with them.

You might be asking who are we to talk about this? Make Positive is a technology business.

We help companies transform their businesses. We will understand your pain points, where you want to go and help you get there. We advocate the use of the world’s best technology platform – salesforce.com.

We’ll give you the tools you need to head back to base and deliver the change you need to succeed.

UPD ATE

10:30 How to use technology to enhance sales and marketing in your organisation

11:30 How to boost sales productivity using the world’s leading CRM system 12:30 Learn how to close more business using Salesforce.com 13:30 Learn how to enhance management reporting to more accurately forecast your pipeline 14:30 Accelerate sales success with Salesforce.com 15:30 Use Salesforce.com to put the customer at the heart of your organisation 16:30 How Salesforce.com drives sales productivity

Salesforce.com Inc. is a global enterprise software company headquartered in San Francisco, California. Though best known for its customer relationship management (CRM) product, Salesforce has also expanded into the ‘social enterprise arena’ through acquisitions. It is currently ranked the most innovative company in America by Forbes magazine.

The Sales Cloud is the world’s most complete sales application.

Comprehensive and easy to customize, the Sales Cloud helps companies manage people and processes more effectively. Reps get the tools they need to build stronger relationships and close more deals. Managers get real-time visibility into the team’s sales performance, plus the power to instantly make changes as the business changes.

JUNE 2013 SALES MANAGEMENT & PERFORMANCE EXHIBITION |

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WORKSHOP

LEARN PROVEN WAYS TO GROW YOUR BUSINESS

WORKSHOP

WITH

LEARN ABOUT CAREER OPPORTUNITIES WITH THE LARGEST ACTIONCOACH FIRM IN THE UK

WITH

5 WAYS TO GREATER PROFITS WORKSHOP

ACTIONCOACH CAREER WORKSHOP

The ActionCOACH 5 Ways system has been used by thousands of businesses across the world to massively increase their profitability. These workshops will give you a chance to learn these proven ways and apply them to your own business.

ActionCOACH is the world’s number one business coaching firm, with more than 1,000 offices in 49 countries. We work with business owners to improve sales, cash flow and profitability, while developing the team and systems. London’s top coach with ActionCOACH, Shweta Jhajharia, is a partner and principal coach in the largest ActionCOACH firm in the UK. These sessions will talk about how you can join her team and build a career in a business where helping others is at the core of being successful.

6th June - 11AM, 12PM, 2PM, 3PM 7th June - 11AM, 12PM, 3PM, 4PM

6th June - 4PM 7th June - 2PM

WHAT’S COVERED? Our experts from ActionCOACH will explain the 5 Ways system to help increase your profitability. Topics covered will include renegotiation, up-selling and cross-selling, as well as increasing repeat transactions.

•

•

• •

•

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Exactly what you need to say to your suppliers to re-negotiate your prices and immediately boost your profit margins Come up with a Unique Selling Point and a Guarantee.

This is our proven number one method of increasing conversion rates Find out how to increase your average value sale by 15% by up-selling, cross-selling and down-selling Learn how to build and leverage your business’ number one asset - your customer database - in order to drive repeat transactions Get more leads by taking the guesswork out of your advertising using the ‘Test and Measure’ technique

| SALES MANAGEMENT & PERFORMANCE EXHIBITION JUNE 2013

WHAT’S COVERED? Business Coaching is one of the fastest growing professions in the UK. In these sessions, held on each day of the show, you will learn how you can be part of this high growth industry with the market leader.

• • • •

Learn more about the world’s number one business coaching firm Hear about career opportunities and growth available within ActionCOACH London Find out how you can join Shweta’s ActionCOACH team Find out how you can build a career in a business helping others

Are You Driving Your Business Straight to the Green?

Every committed golfer has a coach.

So why should your business be any different?

Coaching can help you deliver guaranteed profits in a systematic way… so you can spend more time on the course. ‘’ I’m so pleased I took that gamble…because it actually turned out to be the safest bet! We have grown by 83% from a base of £5M in under 2 years with improved margins and systems and we have bigger plans for the future.” G Hill (Roofing Supplies) Why not take a practice swing and have a Complimentary Strategic Business Review (Valued at £500) with London’s number one ActionCOACH Shweta Jhajharia ?

To find out how, call Charlotte on 020 7627 1339 or email Shweta@actioncoach.com www.actioncoach.com/london Please quote SMP3

Free your sales force service MakeBoost dataproductivity capture easyand with the new Formworks app for iPad For more information please scan the QR code or visit our website www.digitalfieldsolutions.com

The new Formworks app for iPad makes it so easy to create and use e-forms that you’ll never look back.

Formworks lets you create and deploy your own forms in minutes. It’s got handwriting recognition technology too so your forms can be completed and authorised on the spot, and sent directly from the field to your database with one touch of the screen.

It’s a cost-effective, simple way to improve service and enables sales staff to respond quicker and spend more time doing what they do best - meet more clients and develop new business.

See us o STAND n SD80

IT’S QUICK It takes minutes to create your own personalised forms, and with leading handwriting recognition technology you can complete the form as quickly as you would with a pen and paper.

IT’S EASY Building and deploying your forms is so easy using our intuitive web portal. No programming required!

IT’S COST EFFECTIVE Formworks can cut data processing time in half, reduce data entry errors and enables valuable field staff to spend more time doing what they are best at - meeting customers.

IT’S SECURE Access to Formworks on the iPad is centrally managed by you and password protected. Users can be remotely de-activated.

Data is uploaded from the device to a secure central server once forms have been completed.

www.digitalfieldsolutions.com

DO YOU WANT TO: GET MORE MEETINGS? CLOSE MORE SALES? GROW EXISTING BUSINESS?

FREE half day cold

calling workshops on 21 May and 12 June for the first 20 callers (10 places on each day)

BOOK NOW:

Your price: £350.00

FREE

By calling: 0845 564 0340 Or emailing: info@resultsorientedselling.com

“Thank you for the best training course I have ever been on. I enjoyed every minute and am still on a high from it. We have all been using various bits from the training and it’s great to see everyone embracing your amazing ideas.

I feel as if I have lots of balls to bounce back to the clients rather than giving up when they throw me an awkward one!”

Delicia Thomas, LV Financial Advisor “Buki Mosaku is a credible trainerhe deals with real situations.

Very practical ...targeted focused training” Mark Browning, MD Production ITN “I have worked with Buki Mosaku on several projects and each time he has provided a fresh, innovative approach with plenty of enthusiasm. He is an excellent motivational speaker and a talented coach. His series of ‘results oriented’ workshops and seminars provide key tools for anyone wishing to hone and improve their sales communication skills. I recommend Buki to anyone wishing to enhance the quality of their sales and customer focused operations.”

Nigel Brittle, Group Chief Executive, Personal Group “Opened my eyes to a number of useful tips that I wouldn’t have otherwise considered”

W: resultsorientedselling.com | T: 0845 564 0340

Simon Bomford, Thomas Eggar LLP

SHOW FEATURE

SALES GROWTH WORKSHOP Every sales professional could sell more. Simply thinking about your approach could pay dividends. International sales professional Buki Mosaku can help you to make more money through the tips, tricks and expert insight with his workshop.

WHAT’S COVERED 10.15 - 11.00 Buki Mosaku is an author, international consultant, highly sought-after speaker and corporate sales trainer. He’s also the founder of Results Oriented Sales Solutions and Inquire Management, an international corporate development and sales training consultancy. He has trained thousands of people of all levels and consulted with companies such as Shell, BT, Institute of Directors, Mercer, Aon, HSBC , Goldman Sachs, Motorola, Bluefin ,Marks & Spencer, Lloyds TSB, Ace, Fidelity International, Schroders, Societe Generale, Shell, BT, GLG Partners, Marsh, Morgan Stanley, and JP Morgan, to name a few.

He has also worked with mid-market and start-up companies across the US, Europe, Asia and Africa. Buki also regularly appears as a guest on BBC radio, sharing his views on sales, business development and staff motivation.

Is Cold-Calling Dead? You’ve Gotta Be Kidding!

11.00 - 11.45

Getting Past Gatekeepers

12.00 - 12.45

13 Pipeline Management Mistakes Most People Make (Even With CRM Systems)

13.00 - 13.45

The Stuff In-Between..Getting Appointments With Website Leads You Haven’t Seen!

14.00 - 14.45

Referral Mistakes Most People Make (And How To Avoid Them)

15.00 - 15.45

Sales Coaching Mistakes To Avoid

16.00 - 16.45

10 Next Step Strategies To Close More Business!

THURSDAY ONLY 17.00 - 17.45

Closing More Business Through LinkedIn

JUNE 2013 SALES MANAGEMENT & PERFORMANCE EXHIBITION |

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WIDER FUNCTIONALITY. JOINED-UP THINKING. STREAMLINED BUSINESS PROCESSES.

Workbooks web based CRM and business applications can offer you all of this.

Core CRM capabilities for marketing, sales and customer service functions Additional functionality for quoting, order fulfilment and invoicing Integration available with Sage, Quickbooks and Xero accounting Google Apps and Outlook Integration Mobile support included free of charge

Workbooks has all the same functionality we used in Salesforce.com, but in addition our sales team can now track the progress of orders and see a customer’s order history.

Lorraine Blackwell, Customer Services Manager, Northdoor

+44(0) 844 273 3320

info@workbooks.com

SIGN UP FOR A FREE TRIAL TODAY CALL US ON +44(0) 844 273 3320

www.workbooks.com/getstarted

to ST Vis w AN it u in D s a C on Sa H m 112 su ng

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LC D

TV

Reach more. Spend Less.

Don’t make this week’s advertising next week’s recycling.

Welcome to the world’s largest digital fitness advertising network.

Zoom Media’s digital TV advertising connects your business to your local community all day, every day.

The average member visits twice a week* 74% of club members have above average income* 88% of club members notice Zoom’s in-house TV programming* 12.7% of the UK population are regular gym goers.* *Source: Target Group Index © 2012 Kantar Media

For more information contact: LOCALSALESENQUIRIES@ZOOMMEDIA.COM T. (0161) 457 0888 F. (0161) 457 0889 BROADSTONE HOUSE, BROADSTONE ROAD, STOCKPORT, CHESHIRE SK5 7DL ZOOMMEDIA.COM

WORKSHOP

ACCELERATE SALES WORKSHOP NEW

At some point, as companies continue to grow, sales directors face the fact that there’s a need for automation of workflows for their sales teams.

A failure to implement the right processes and automate them can lead to a breakdown in the sales, marketing or service cycle. Companies’ sales processes have to be simple, easily manageable and integrated with other internal processes.

ABOUT THE SPONSOR BPMonline is a global provider of first-class Customer Relationship Management (CRM) and Business Process Management (BPM) solutions.

Powerful and user-friendly, BPMonline CRM solution brings easy and affordable process management tools to CRM and sales professionals.

WHAT’S COVERED? We’ll pay particular attention to specific requirements towards business processes automation in CRM products and how they can simplify and streamline the work of sales departments and increase manageability.

• • • •

• •

•

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Strategies for better sales that will set you apart from the competition How can effective Business Process Management boost your Sales IQ? Ways to identify, replicate and apply your company’s best practices across the business How to manage effectively the whole chain of conversion through customer lifecycle, from lead generation to after-sales.

What is the perfect solution to automate telemarketing?

How automating cross-functional processes helps to team-up various departments within the company, enhance their communications and achieve better sales What tools can help to pursue continual improvement

| SALES MANAGEMENT & PERFORMANCE EXHIBITION JUNE 2013

Being specialists in Customer Relationship Management (CRM) and Business Process Management (BPM), we frequently find that Heads of Sales aren’t quite familiar with the procedure of development and implementation of internal sales processes. This work is often done by other departments,such as business analysts, which are in no way involved in sales. This explains why these processes can remain detached from ‘real life’.

In the course of our workshops, we will speak about the symptoms to look for that suggest it’s time to start thinking about implementing business processes in the company. You will learn what rewards business process management can offer for your sales team; how the BPMonline approach allows you to look inside the ‘black box’ and concentrate on continual improvement of each stage of the sales cycle. You will get a better idea of how to design and automate critical sales processes, which in turn will allow streamlining sales operations, increase competitiveness, engage and motivate sales teams and finally, implement a structured approach to continuous improvement of customer experience.

Modern business applications evolve at a breakneck speed.

Ever-evolving functionality

Global provider of firstclass Customer Relationship Management Business

presents a great opportunity for end users, but it also means that these technologies become more complicated and harder to learn. Nowadays, the greatest challenge is to create a technology that engages users to work with it. We strongly believe that new, user-friendly and easy to use technologies inevitably started replacing standardized, cumbersome enterprise solutions. We will show how complex business applications that cover a wide range of features can keep users focused on work, making it fun and engaging.

THURSDAY 10:30 – 11:30 11:30 – 12:30 12:30 – 13:30 14:30 – 15:30 15:30 - 16:30

FRIDAY 11:00 – 12:00 12:00 – 13:00 13:00 – 14:00 14:00 – 15:00

SHOW FEATURE

THE BIG SELL The art of selling is often cloaked in mystery and is frequently the part of running a business that many people hate. The Big Sell will show you that anyone can sell successfully – and prove it can also be fun.

The Big Sell is a highly entertaining and educational event

It is quite simply a ‘must-see’ for anyone serious about their business’ success that also recognises the importance of a good sales technique. The event will prove that anyone can pick up the basics of selling and put

them to use within their own business. Adam Caplan, author of Cellular Attitude, and Ben Kench, author of Selling For Dummies, will present this exciting feature.

The Big Sell is all about the art of selling, approached seriously but with a good dose of humour.

Following their introductions, in which they outlines their golden rules of sales, Adam and Ben will demonstrate how to do it so that you get the best results, before giving the stand over to the Big Sell hopefuls. They have different and contrasting styles, yet both are masters of their trade.

After a number of role-play exercises have taken place, pre-registered members of the audience will be invited to have a go, when they are given a number of products to ‘sell.’

Everyone who has registered to take part in The Big Sell will be sent details in advance of the products they will be expected to pitch to our sales professionals on the day - so there will be no excuse for lack of preparation! After each volunteer has had a go, the expert panellists will review their pitch and offer tips on how it could be improved.

BEN KENCH As the UK’s leading small business growth specialist, Ben is rapidly gaining a reputation for delivering quite incredible results.

Ben has spent a lifetime selling and has succeeded in all arenas, from selling lower cost consumables to consumers, to large investment capital equipment to corporates - and everything in between! His life path has, for example, included selling real estate in holiday hotspots and during his time abroad, he honed his sales skills in a way that is simply not taught back home in the UK. He learnt, for example, that without any ‘props’ – such as a job title

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or style of dress – you have to be adaptable to everyone you meet in order to succeed in sales.

It is these experiences that make Ben so remarkable and unique when compared to others offering similar advice.

His life has caused him to endure first-hand many character-forming experiences that – together with natural creative ability and boundless energy – make him ‘real’ and genuinely likeable.

| SALES MANAGEMENT & PERFORMANCE EXHIBITION JUNE 2013

If you feel that you’ve got what it takes to impress our experts and show off your sales technique, it is vital that you register for this event now.

You will be asked to explain in 20 words why you should be considered for this event and which day you will be attending.

We will then email you with details of the products you will be expected to pitch and confirmation of your session.

If you would like to participate in The Big Sell, trying to ‘sell’ a product to the experts in front of a live audience, register now at www.smplive.com

ADAM CAPLAN Find out how psychotherapist, author and sales trainer, Adam Caplan, can help with your Big Sell.

Adam Caplan, author of Cellular Attitude and founder of Unique Sales Professionals is a motivational speaker and sales trainer with a difference.

A qualified psychotherapist and trauma counsellor, he delivers pioneering sales training and motivational speaking that changes peoples’ lives.

Delegates who complete his full Cellular Selling programme regularly see 300% growth in their sales results. His company,

Unique Sales Professionals, is revolutionising the recruitment of sales staff by providing salespeople who hit the ground running because they are all assessed for sales ability, psychometrically scored and are pre-trained before they join their new employers. His second book, Cellular Selling: The Secrets Of The Natural Born Salesperson, is due out later this year.

SHOW FEATURE NEW

ABOUT THE SPONSOR If you want your business to get more sales in, then you should be talking to us.

At Unique Sales Professionals, we can find you the best sales staff for your business, improve your existing staff so they can sell better and if you’re looking for that next sales challenge, find the best sales role for you. There will be consultants on stand SD102 who can help you with all your enquiries. Join us for a Nespresso and let’s see how we can help grow your business.

WIN £5,000 WORTH OF SALES TRAINING FOR YOUR COMPANY! As if the chance to learn from the best and practice your own sales technique in a fun environment wasn’t enough, you could also win a massive prize – if you’re good enough! The best pitcher across both days, as judged by our panel, will win £5,000 worth of sales training for your company! And who knows what that could be worth, by the time you work out how much your revenue could rise as a result? It’s a prize that just keeps on giving…

ABOUT THE SPONSOR

An agenda setting programme, the National Sales Awards rewards individuals and teams who are demonstrating best practice and outstanding achievements in all aspects of sales.

Previous winners have included LivingSocial, Virgin, RBS, Royal Mail, Serco, Everything Everywhere and Sweatshop, across a range of categories.

Supported by previous Apprentice winner and founder of Raw Talent Academy, Lee McQueen, the Awards ceremony takes place this year at London’s trendy Troxy in Commercial Road. The event will take place in theatre style, offering winners a real chance to shine and get noticed on stage, followed by an after party to celebrate in style.

JUNE 2013 SALES MANAGEMENT & PERFORMANCE EXHIBITION |

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Do you want to be a Superhero Sales Manager?

• • •

Delivering value and results to your company Motivating your sales team Leveraging limited resources creatively

It’s not about being perfect or wearing your pants over your tights – it’s about being the best you can be!

Find out what kind of Superhero Sales Manager you are by attending Nicola Bonfanti’s talk on Thurs 6th June, 12:30, Hall 4 Nicola has created 3 core programmes: 1.

2.

3.

Superhero Identity Superhero Sales Team Dynamics Superhero Powers

Profiling, training, coaching and online resources for Sales Managers including a FREE 7 day Induction Kit for new Sales Managers from www.SuperheroSalesManager.com

Come along to Stand SD220 to try the Superhero Sales Manager Challenge

The Business Show has always tried to support UK start-ups and small-medium enterprises with everything needed to start and grow a business – from access to the latest tech products, to innovative ideas for revolutionising sales – all completely free and under one roof.

What makes this event different?

and want to know how to make money from it, or you’re an SME who wants to take the next step up. And everything is completely free, from the entry ticket to the workshops, the seminars to the networking. In short, there’s no event quite like it. If you’re in business, you need to be there.

What’s on at June’s Business Show?

Thousands of business people to network with; hundreds more pioneering exhibitors; the country’s most respected business speakers; relentlessly evolving show features; and so much more – The Business Show is always getting better, ensuring no two shows are ever the same, and each new show offers more than the last.

The Business Show organisers are an innovative bunch, constantly thinking up new ways to help your idea get off the ground and ensure your business reaches its full potential. So, whether it’s an interactive workshop on a time-saving piece of software, or some top advice on reenergising your marketing materials – you can rest assured it will all be at June’s Business Show.

Now incorporating the Business Startup Show, The Business Show is for everyone, from starting out to actively growing – whether you have a brilliant idea

One of the show features is FaceTime; a networking opportunity designed to connect businesspeople quickly and easily, facilitating discussion on

FREE TICKETS TO THE BUSINESS SHOW If you’re starting or growing a business, The Business Show is the must-attend event. The Show will be held at Olympia London, 6-7 June.

Tickets are completely free and available at www.thebusinessshow.co.uk

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| SALES MANAGEMENT & PERFORMANCE EXHIBITION JUNE 2013

BUSINESS SHOW2013

THE

THE BUSINESS SHOW

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6 - 7 JUNE 2013 ExCeL LONDON There’s another show happening right next door to The Sales Management & Performance Exhibition – and you can get in for free. As well as offering a wealth of seminars, workshops and exhibitors, The Business Show is a prime opportunity for networking and lead generation for the sales professional.

the most pertinent topics within the most relevant industries, all face-to-face. There are eight round tables in the FaceTime area, each relating to a business topic such as marketing or raising finance, with each table chaired by an expert. Tables will be made up of business people like you, all eager to quiz the experts, find out how others are working and improve their business. To book your place at FaceTime, and any of the other features for that matter, simply visit www.thebusinessshow. co.uk - all features fill up very quickly, so book early to ensure you get a session.

As well as FaceTime, the event plays host to several other networking events including the immensely popular Speed Networking, where you’ll make dozens of connections in just minutes. But if you’re more interested in walking away from the show with investment, rather than business cards, you can.

Midas Touch and Angels Den are back again for June, providing visitors with a platform to pitch to a panel of multimillionaires for real capital investment.

This June will also see brand new educational workshops, adding to an already impressive collection run by the likes of Sage and Intellectual Property Office. These workshops have been designed to ensure you leave the show with the very best information helping you make the right decisions in the crucial stages of your business.

And, of course, The Business Show will present an all-star speaker line-up, featuring Dragons’ Den’s James Caan and 249 other engaging speakers, all delivering advice on everything from branding to budgeting, CRM to SEO.

So if you aspire to be the next dragon, make sure you see James Caan’s seminar in the Keynote Hall; if you have designs on boosting your online presence, go to an internet marketing workshop delivered by the experts; if you want to find out about the latest technologies and business tools available, talk to a specialist exhibitor. The Business Show really does offer everything you could possibly need to start or grow your business.

Over the last 12 years, the event has become a hotbed of entrepreneurial activity, and in that time it has welcomed more people through its doors than any other business show in the UK. Today, the event is more ambitious than ever, determined to help drive your business onwards and upwards, whatever your industry or bright idea. Why not look in next door while you’re at The Sales Management & Performance Exhibition and see what The Business Show has to offer?

Thousands of business people to network with

350 EXHIBITORS All handpicked and relevant to visitors, The Business Show exhibitors boast the latest tools and technologies to help businesses get off the ground and growing.

Hundreds of pioneering exhibitors

250 FREE SEMINARS That’s not a typo. There really are 250 seminars over two days at The Business Show, offering an unparalleled schedule covering the most pertinent of topics – from social media marketing to employment law.

COUNTLESS OPPORTUNITIES With several networking features, chances to pitch for investment, dozens of interactive workshops and lots more – the scale of the event is staggering.

JUNE 2013 SALES MANAGEMENT & PERFORMANCE EXHIBITION |

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Do you want to drastically improve sales reps access on the road, operate a unified and collaborative solution and provide a 360 degree view of your customers?

Speak to us on stand SD112 and let us demo Compuserve-Live, powered by Dynamics CRM. Can you afford not to?

We have developed our own Cloud services platform, powered by Microsoft technology. We have taken on board the most popular services (such as email and SharePoint), improved them and added our own expertise to provide a full back office solution that is available as a cloud service. You can really collaborate by just using your phone. Don’t let your network hinder your business.

Compuserve IT Services – Without Boundaries.

HALL 1 THURSDAY 10.30 - 11.30

Jonathan Farrington Top Sales World

The Rapidly Changing Face Of Sales Leadership For companies to remain competitive today, their sales organisation must be able to respond positively to changing economic tides. As businesses strive to re-establish customer orientation, sales partnerships and a strategic approach to selling, they are demanding more and more from their salespeople but ensuring that these new methods are widely practiced and smoothly implemented falls to sales leadership. Jonathan Farrington provides a blue-print not only for survival, but for outstanding success

11.45 - 12.15 Ian Christelow ActionCOACH

The 3 Keys to Earning £100k a Year

Andy Eustace Linkedin

An Overview of social media There is a lot of excitement around Social Media for Sales and Marketing at the moment. Can companies really use Social Media effectively to drive sales? This session shows how LinkedIn can be used as a platform to generate new business for companies of all sizes.

14.45 - 15.15 Phil M Jones

Teaching the world to sell

AC UK co-founder, Ian Christelow, explains how helping others can be the fastest way to make a million & outlines the guaranteed highreturn investment models operated by AC UK Franchise Partners to maximise profitability.

Everybody sells, yet most people see the term “salesperson” as less than a compliment. Phil’s unique style will engage, challenge and amuse you, as he shares the key difference between a sales person and a sales professional. This uplifting, straight-talking and entertaining seminar, packed with real, practical examples, shows you how making simple changes can persuade, negotiate and influence others to get you more of what you want, when you want it.

12.30 - 13.00

15.30 - 16.00

The More You Give the More you Get

The relationship between Needs Analysis and creating a Compelling Solution

Clive Rich Rich Futures Limited

Negotiation is often thought of as a “dog eat dog” process. A competition which you must win and the other side must lose. Clive Rich shows how in a modern, inter-dependent world, collaboration is now the name of the negotiation. Knowing how to give is essential to getting back what you need. The more time, attention and focus you place on the other side, and on addressing their motivations and behaviour, the more you gain.

Brett Lyons TLSA International

If the focus of your sales training is only aligned to uncovering business requirements rather than individual needs, the outcome will never be perfect. The entire sales cycle depends on a comprehensive Needs Analysis. In this feature packed session Brett will explain better ways of completing a needs analysis to uncover the real, as opposed to perceived, needs of your customers, how to manage stake holders and effective areas of questioning.

13.15 - 13.45

16.15 - 16.45

5.5 Steps to Sales Success… How To Build High Performance Teams That Outsell

Will It Make The Boat Go Faster?

Gavin Ingham Gavin Ingham Ltd

The world changed. Business changed. Life & sales today is more challenging. Good enough is not good enough anymore & many sales & business people are struggling to survive. What worked once doesn’t work now & just doing more of it does not help. Discover why most salespeople can’t sell any more, and learn how to motivate yourself & others, be more proactive & sales focused.

30

14.00 - 14.30

| SALES MANAGEMENT & PERFORMANCE EXHIBITION JUNE 2013

Ben Hunt-Davis Will It Make The Boat Go Faster Ltd

During his session Ben will talk about the very simple process that his Olympic Gold medal-winning crew followed; doing the right things better on a daily basis and making sure that every effort was aligned to the goal. As with any team they had their setbacks and difficulties but they continued to make sure that they were choosing the best responses and actions to make the boat go faster, so they could continue to improve and give themselves the best chance of success at Sydney 2000 Olympics.

HALL 1 FRIDAY 10.30 - 11.30 Phil M Jones

Teaching the world to sell

14.00 - 14.30 Brad Burton 4Networking

LIFE. BUSINESS. JUST GOT EASIER.

Everybody sells, yet most people see the term “salesperson” as less than a compliment. Phil’s unique style will engage, challenge and amuse you, as he shares the key difference between a sales person and a sales professional. This uplifting, straight-talking and entertaining seminar, packed with real, practical examples, shows you how making simple changes can persuade, negotiate and influence others to get you more of what you want, when you want it.

6 years ago Brad was delivering pizza’s to keep his start-up business afloat – now he is delivering inspiring, hilarious and provocative speaking events on life, business and motivation. You’ll go away all fired up and ready to Increase your sales, motivate your teams and learn the magic of enthusiasm. Don’t let the jeans & t-shirt fool you, Brad will change the way you think about your life & business forever. Looking for a speaker like no other? Congratulations, you’ve just found him.

11.45 - 12.15

14.45 - 15.15

Building a Sales and Marketing Machine

What sales and business leaders need to know about the cloud!

Shweta Jhajharia ActionCOACH

Every business owner recognises that sales and marketing skills are critical to their business surviving and thriving. Despite this, very few SMEs are able to create and master the sales and marketing process.

And this is not because of inadequate information about what the really successful companies out there are doing!

Ian Moyse Workbooks Online Ltd

Too many people are hyping the cloud, marketing it as if everyone understands it fully. This energised and to the point session will drive home what the cloud is, some of the basic terminology you need to know, and areas where you and your business can benefit from it today in your sales and marketing lives. In 30 minutes find out from an industry cloud expert how you can leverage your sales and marketing engagements.

12.30 - 13.00

15.30 - 16.00

Winning in Sales

Managing the Sales Pipeline

A panel discussion featuring previous National Sales Awards winners that will examine and discuss what it takes to be an award winning sales person.

Are your sales team continually batting back sales to next month?

Your Sales Team have established needs, created a great solution, written a compelling proposal and delivered a great presentation.

However, the customer still has to say yes! What happens next can make the difference between a well managed sales cycle with the optimum chance of winning business, or a badly managed one predisposed to losing it. Join our seminar to find out how to work efficiently with multiple stakeholders, influencing factors and complex cycles.

Steve Lane National Sales Awards (UBM Awards & Partnerships)

Brett Lyons TLSA International

Notes 13.15 - 13.45 Steve Clarke Eureka Sales Ltd

Life’s a Pitch... and then you buy™ If you are serious about having a successful business today – It’s vital that you stand out from the crowd… (for the right reasons).

It’s imperative you learn how to deliver winning pitches and presentations, written or spoken. To succeed you must discover the secrets that allow you to communicate effectively face to to face and even to an invisible audience...Steve’s not holding back, he’ll share low cost and no cost strategies that are guaranteed to increase sales - immediately.

JUNE 2013 SALES MANAGEMENT & PERFORMANCE EXHIBITION |

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HALL 2 THURSDAY 11.00 - 11.30

14.00 - 14.30

Increasing conversion rates and decreasing overheads

What is it that Sales Superstars have and how can you get more of it in your team?

Take a true insight into your online business, including understanding exit pages and how to reduce customer drop outs; AB testing and conversion rate increases using simple common sense. As well as Global Ecommerce Group’s solution for online businesses, taking control of your business, improve warehousing, marketing and customer service whilst reducing overheads and streamlining resources.

How is it that some people manage to frequently hit their targets, staying motivated, overcoming challenges along the way, bouncing back quickly from setbacks while others consistently struggle to succeed? Are these Sale Superstars born or bred and what do they do differently? In this seminar you will learn what they do and how to help your team become high performing Sales Superstars.

11.45 - 12.15

14.45 - 15.15

“The Times They Are A Changin”

The Mustard Concept

In this session Ben will share some powerful, proven ideas that really will make a major difference to your selling results. Ben’s insight and unique take on selling opens up opportunity to do more business than ever! As the author of “Selling For Dummies” Ben is widely recognised as the UK’s leading Sales Specialist and his charismatic, energetic and fun presentations are always entertaining as well as educational.

10 killer Steps... to Creating the Winning Strategy. It sounds simple and oh so easy but so many business owners and sales people can benefit hugely from these 10 killer steps to creating a great executable strategy. As a key part of the whole Go To Market experience, having the right sales strategy is one of the key cornerstones of creating the profits you desire and smashing your targets.

12.30 - 13.00

15.30 - 16.00

Sales up by 23% in the teeth of a recession – how? A real life Case Study

Revolutionising sales and marketing teams

Duncan Capp Global Ecommerce Group

Ben Kench The Business Booster

Martin Perry ReMap

The purpose of the session is to explain how a business reinvigorated one of their flagging sales divisions by breaking with conventional skills and knowledge training. This session will also examine the research and science supporting the methodology undertaken by the business, together with an explanation as to how this was used to diagnose and correct the issues within the team. The MD of the business will also be in attendance to answer any questions.

13.15 - 13.45 Steve Clarke Eureka Sales Ltd

Life’s a Pitch... and then you buy™?

If you are serious about having a successful business today – It’s vital that you stand out from the crowd… (for the right reasons). It’s imperative you learn how to deliver winning pitches and presentations, written or spoken. To succeed you must discover the secrets that allow you to communicate effectively face to to face and even to an invisible audience... Steve’s not holding back, he’ll share low cost and no cost strategies that are guaranteed to increase sales - immediately.

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| SALES MANAGEMENT & PERFORMANCE EXHIBITION JUNE 2013

Bryan McCrae Sales Motivations

Roger Wilson Sales Grouth

NEW

Phil Lenton iPresent

Since its launch, iPresent has revolutionised sales and marketing teams across the globe. iPresent is now a company in its own right with Phil as CEO leading the company through development initiatives and taking an active role in client management and new sales opportunities. Join Phil in this session to learn more about iPresent and how it can help you.

16.15 - 16.45 Alan Krause SAM7 Limited

Transforming CRM into a System of Engagement The recent trend towards “Consumerisation of IT” has pushed social and collaborative technologies into the Enterprise. Users are now demanding more from their business applications based on what they’ve grown to expect at home. Discover how Microsoft Dynamics can transform CRM into a next-generation “System of Engagement”, connecting both employees, partners and customers in new ways to drive productivity and create competitive advantage.

HALL 2 FRIDAY 11.00 - 11.30

14.00 - 14.30

What is it that Sales Superstars have and how can you get more of it in your team?

Social Selling – How to Sell with Social Media

How is it that some people manage to frequently hit their targets, staying motivated, overcoming challenges along the way, bouncing back quickly from setbacks while others consistently struggle to succeed? Are these Sale Superstars born or bred and what do they do differently? In this seminar you will learn what they do and how to help your team become high performing Sales Superstars.

In this seminar you will learn how to win new clients and retain existing clients through social media. We will tell you how to use social media to drive prospects to your web site and turn them into leads and ultimately into clients. We will show you how to use social media to extend the relationship with the customer into the online world on social networks like LinkedIn and Twitter to develop the relationship so they will come back to you when they want to buy again.

11.45 - 12.15

14.45 - 15.15

Bryan McCrae Sales Motivations

Ross Evans BMS Sales Specialists LLP

Marc Campman Love Social Media

Pieterjan Bouten Showpad

Small is beautiful when it comes to recruitment

Unlock the hidden potential of your Sales Team

Recruiting the right individual to help take your company forwards is always a challenge, but getting the recruitment right is never more important than the first person to join your team. While larger organisations may have the benefit of in house recruiters and a developed employer brand, this seminar is aimed at helping SME’s leverage the benefits they have when it is time to recruit.

Tablets are increasingly used in business settings. As a Sales Professional you want to find out if using tablets can make your Sales Reps perform better and help to achieve your professional objectives. If there is a place for tablets in the enterprise setting, they need to earn their keep. And that is where mobile sales enablement technology comes into play. Learn how tablets and mobile technology can drastically increase the efficiency of your sales reps.

12.30 - 13.00

15.30 - 16.00

Steve Clarke Eureka Sales Ltd

Lilach Bullock Socialable

Life’s a Pitch... and then you buy™

How to create sales using Social Media

If you are serious about having a successful business today – It’s vital that you stand out from the crowd… (for the right reasons). It’s imperative you learn how to deliver winning pitches and presentations, written or spoken. To succeed you must discover the secrets that allow you to communicate effectively face to to face and even to an invisible audience... Steve’s not holding back, he’ll share low cost and no cost strategies that are guaranteed to increase sales - immediately.

Prospecting, generating leads & getting referrals - Lilach will show you why social media is an extension of being human. Our species dominance stems from our desire to be social, share & store knowledge. Grasp this natural resource for your sales team now!

Future Readiness? What are you doing about it now?

Notes 13.15 - 13.45

Duncan Capp Global Ecommerce Group

Increasing conversion rates and decreasing overheads Take a true insight into your online business, including understanding exit pages and how to reduce customer drop outs; AB testing and conversion rate increases using simple common sense. As well as Global Ecommerce Group’s solution for online businesses, taking control of your business, improve warehousing, marketing and customer service whilst reducing overheads and streamlining resources.

JUNE 2013 SALES MANAGEMENT & PERFORMANCE EXHIBITION |

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HALL 3 THURSDAY 11.00 - 11.30

14.00 - 14.30

Your Culture Creates Your Success

Sales Success and the Power of Qualification?

Karen Dunne-Squire Elation

Getting a sales force that thrives on pushing itself harder is every managers dream, however in practice this is rarely achieved. The key to reaching this aim is to embed a positive and united culture in the business. In this seminar you will not only come to understand why you should invest time and money in your businesses culture but you will also take away some key techniques for setting a culture in place in your business.

Ever wondered why a certain deal hasn’t closed? Or sweated over which opportunity to focus your precious time and effort? This seminar will empower you to ask better questions that lead to the building of long-lasting customer relationships, accurate forecasting and improved sales performance.

11.45 - 12.15

14.45 - 15.15

How you capture new, high-value accounts and unlock prized customers from competitors.

Aim high

Mike Kingston BiteSize Seminars

The toughest job in prospecting for new business is getting to meet and influence senior decision makers. Mike Kingston case studies an innovative customer centric approach, combined with soft rejection handling skills, that has enabled over 22,000 people in sales and marketing to increase their new sales capture rate - one blue-chip outbound cold-calling team achieved a 300% increase.

Beth Baxter Great Guns Marketing

Beth has led the sales team at Great Guns since 2003 and has utilised multiple marketing channels to ensure Great Guns has become the UK’s leading B2B lead generation agency. Join Beth in this session to find out more about her success and Dynamic growth of 20% per annum.

12.30 - 13.00

15.30 - 16.00

More money from your existing customers.

Social Selling – How to Sell with Social Media

Chris Wright Wright Psychology

Creating more profit in medium to small businesses often requires innovative thinking to get new customers. Chris explains how this innovative thinking can be applied to customers you already have.

The methods described are of minimal cost and can be applied today. If you enjoy the seminar, come to stand SD100 for further information and a take-a-way.

Marc Campman Love Social Media

In this seminar you will learn how to win new clients and retain existing clients through social media. We will tell you how to use social media to drive prospects to your web site and turn them into leads and ultimately into clients. We will show you how to use social media to extend the relationship with the customer into the online world on social networks like LinkedIn and Twitter to develop the relationship so they will come back to you when they want to buy again.

13.15 - 13.45

16.15 - 16.45

Increase sales by knowing more about your web visitors. who came on your website and what they were interested in and how you can convert them.

The CRM Lottery

Frederic Abrard CANDDi

Ex-Googler, Frederic Abrard will be providing examples and best practice on how to use visitor level analytics to increase sales. how to identify prospects by behaviour, how to spot missed conversion opportunities, and how you can take advantage of having a much richer profile of your visitors. Learn from Fred how to increase sales by taking advantage of visitor level “big data”.

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Richard Lane durhamlane

| SALES MANAGEMENT & PERFORMANCE EXHIBITION JUNE 2013

Ian Moyse Workbooks Online Ltd

There are winners and some big losers in the CRM Lottery, find out in this pragmatic session how many CRM projects fail and why.

Get some top tips for CRM best practise and hear from a sales and business leader who has managed both small and large sales teams across the UK, Europe and the USA about his real world experiences of many different systems.

HALL 3 FRIDAY 11.00 - 11.30

14.00 - 14.30

Increase sales by knowing more about your web visitors. who came on your website and what they were interested in and how you can convert them.

7 steps to CRM Success

Frederic Abrard CANDDi

Ex-Googler, Frederic Abrard will be providing examples and best practice on how to use visitor level analytics to increase sales. how to identify prospects by behaviour, how to spot missed conversion opportunities, and how you can take advantage of having a much richer profile of your visitors. Learn from Fred how to increase sales by taking advantage of visitor level “big data”.

Frazer Lewis Rephrase Ltd

Why do so many CRM projects fail to deliver the benefits they promise? In this seminar, Frazer Lewis will show you 7 practical techniques to help keep your CRM implementation on track and on budget. He will highlight the key factors that significantly increase the chances of project success. Learn why most CRM projects go wrong before they have even begun. Discover the killer question that can make the difference between failure and success.

11.45 - 12.15

14.45 - 15.15

Speech Analytics – Hearing the Customer

Unleashing the Power or Your Telephone

Speech Analytics is innovative technology that helps identify how customers feel and react when receiving calls from a company, it analyses the causes of customer satisfaction and/or dis-satisfaction and the factors that affect purchase decisions. Philip will explain how speech analytics software can analyse 100% of calls in real time providing feedback to agents whilst a call is taking place and the impact this customer insight can have during calls and how the technology can support quality assurance teams.

Selling is about giving your prospects an incredible experience when they engage with your business. A really great quality conversation is by far the best way to control this experience. However with the rise of online communications and the onset of telesales fatigue, winning business by telephone gets harder all the time. In this seminar you will learn how smart businesses can still drive new clients by being really sophisticated about the way that they use the telephone as a selling too in their business.

12.30 - 13.00

15.30 - 16.00

Using “consumer” tablet devices to boost the sales performance of your field team.

The key to sales success: what business process management can offer

We’ve all seen the dramatic rise in ownership of the devices like the iPad and Android tablets – they’re even outselling laptops. However, can they or indeed are they having a practical role in improving sales performance? Tim will be presenting his practical insights and experiences gained developing and deploying business applications for tablet devices such as the iPad to boost the performance of field sales teams.

CRM software helps sales reps meet their quotas and deliver great customer service, but it still has some shortcomings. Information without action is worthless. Closing a deal needs a regulated sequence of actions. That’s the power of CRM software that includes business process management (BPM) as a core capability. To help sales reps reach quota, you must arm them with a tool that guides their activities and supports every operation with actionable data. Learn what rewards business process management can offer for your sales team.

Philip Moran IT Sonix

Tim Howard Digital Field Solutions

Karen Dunne-Squire Elation

KEITH DAMMAN-SMITH BPMonline

NEW

13.15 - 13.45 Colleen Honan OneSource

3 ways to dramatically improve your sales productivity In this session, Colleen Honan, discusses how valuable selling time often gives way to redundant research time if sales professionals are not equipped with easily accessible, accurate and relevant business intelligence. Attendees will learn how finding the right executive and management contacts, identifying the right time in the sales cycle and having the context they need to have a compelling discussion with each prospect will result in improved sales productivity and greater revenue.

JUNE 2013 SALES MANAGEMENT & PERFORMANCE EXHIBITION |

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HALL 4 THURSDAY 11.00 - 11.30

14.00 - 14.30

Unlock the hidden potential of your Sales Team

Developing the raw talent in your sales team

Tablets are increasingly used in business settings. As a Sales Professional you want to find out if using tablets can make your Sales Reps perform better and help to achieve your professional objectives. If there is a place for tablets in the enterprise setting, they need to earn their keep. And that is where mobile sales enablement technology comes into play. Learn how tablets and mobile technology can drastically increase the efficiency of your sales reps.

In this seminar, Chris Goodwin, MD of Results Driven Group will be discussing how to create a sales talent pipeline by transforming your employees into a multi-skilled workforce and how training and retaining skilled, talented sales staff who will assist in the long-term success of the business. You will take away with you an insight into what motivates your sales team and how to develop them accordingly using the best practice.

11.45 - 12.15

14.45 - 15.15

Pieterjan Bouten Showpad

Nate Burke Diginius

The Role of Online Search & Social Media in Sales & Lead Generation

Bruce Hamilton SalesMap Ltd

Selling – art or science?

Is your company looking for more warm sales leads? Nate will give an overview of how to structure your search and social media efforts to generate leads with search and social media. The way that people interact with the world is constantly evolving and one of the fastest changes is the proliferation of mobile and web and how people connect with each other using search and social media.

Is selling art or science and is it only “born salesmen” who can succeed in this extremely competitive environment? The seminar will explore the key drivers of sales performance, how they affect both individual sales success and the building of winning teams and how system and structure help produce quality sales intelligence ensuring informed decisions, effective strategies and most important of all, improved results.

12.30 - 13.00

15.30 - 16.00

Which Superhero Sales Manager are you?

Turning leads into business

Stress, hitting targets with reduced resources, difficult staff, changing demands from clients and bosses – these are just a few of the pressures facing Sales Managers every day. It is time for you to reveal your true identity, your inner strengths and value that will bring better results to your team, your company and your own career. This seminar will show you how to reveal your true Superhero Sales Manager identity. More information available at stand SD220

In this competitive marketplace we do not sell, we help people buy.

I will demonstrate ways of proactively gaining referrals from your prospects as well as your clients. I will share many innovative ideas to differentiate and outsell against your completion on the phone, in the field and from sending a proposal out. This seminar with provide you with some golden nuggets on how to motivate your sales team and get the best out of them every day. If you want your sales team to perform better than this seminar cannot be missed!

13.15 - 13.45

16.15 - 16.45

Speech Analytics – Hearing the Customer

Using “consumer” tablet devices to boost the sales performance of your field team.

Nicola Bonfanti Superhero Sales Manager

Philip Moran IT Sonix

Speech Analytics is innovative technology that helps identify how customers feel and react when receiving calls from a company, it analyses the causes of customer satisfaction and/or dis-satisfaction and the factors that affect purchase decisions. Philip will explain how speech analytics software can analyse 100% of calls in real time providing feedback to agents whilst a call is taking place and the impact this customer insight can have during calls and how the technology can support quality assurance teams.

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Chris Goodwin Results Driven Group

| SALES MANAGEMENT & PERFORMANCE EXHIBITION JUNE 2013

Tony Morris Sales Doctor

Tim Howard Digital Field Solutions

We’ve all seen the dramatic rise in ownership of the devices like the iPad and Android tablets – they’re even outselling laptops. However, can they or indeed are they having a practical role in improving sales performance? Tim will be presenting his practical insights and experiences gained developing and deploying business applications for tablet devices such as the iPad to boost the performance of field sales teams.

HALL 4 FRIDAY 11.00 - 11.30

14.00 - 14.30

Chris Goodwin Results Driven Group

Mark Richards Make Positive

Developing the raw talent in your sales team

Becoming a Customer Company

In this seminar, Chris Goodwin, MD of Results Driven Group will be discussing how to create a sales talent pipeline by transforming your employees into a multi-skilled workforce and how training and retaining skilled, talented sales staff who will assist in the long-term success of the business You will take away with you an insight into what motivates your sales team and how to develop them accordingly using the best practice.

Learn how to succeed at marketing, selling and servicing your customer base in the highly connected world. In an informative and entertaining session, we will explain how companies of all sizes are leveraging the power of the world’s leading platform – salesforce. com – to drive revenue and deliver world-class customer service.

We’ll give you the tools you need to head back to base and deliver the change you need to succeed.

11.45 - 12.15

14.45 - 15.15

Improving your success rate with professional sales proposals

The Power of Personal Impact in Sales

Ian Smith Winning Tenders Group

The proposal document is a huge part of getting new business but you need to know how your potential customer thinks and then write the proposal accordingly. A great proposal clarifies your offer, shows how you are different from your competitors and clearly states how the prospect will benefit from your bid more than any other. We tell you how to write a succinct executive summary and describe the best way of structuring the proposal, shifting the focus from bottom line to added value and advantages.

Oliver Thompson Oliver Thompson Training

This seminar will show any sales professional many cutting edge ways of thinking and being, in order to support their success. It will expand their emotional intelligence and provide new insights into the power of the unconscious mind when approaching decision makers and key influencers in the buying process. Being able to provide empathy and value is probably the single most important sales skill needed in business.

NEW

12.30 - 13.00

15.30 - 16.00

Recruit Sales Superstars

Mind the gap: how Sales and Marketing can work together.

Geoff Newman Recruitment Genius

Discover why you may be missing some of the best sales talent; what you can do to attract them; and the recruitment strategies that may enable you to recruit them quicker and cheaper than before.

Chris Cloughley WorksMC

In these times of austerity, it’s never been more important for companies to maximise sales. And that means Sales and Marketing working more closely. Marketing materials have to work harder, be more focused on driving the sale, and support the sales person. For this to happen, Marketing must understand how Sales do things, and deliver what they need to achieve their targets. After all, if they fail, everyone loses. I’ll be discussing how bridging the gap between Sales and Marketing can help budgets go further and sales increase.

13.15 - 13.45 Tony Morris Sales Doctor

Turning leads into business In this competitive marketplace we do not sell, we help people buy.

I will demonstrate ways of proactively gaining referrals from your prospects as well as your clients. I will share many innovative ideas to differentiate and outsell against your completion on the phone, in the field and from sending a proposal out. This seminar with provide you with some golden nuggets on how to motivate your sales team and get the best out of them every day. If you want your sales team to perform better than this seminar cannot be missed!

JUNE 2013 SALES MANAGEMENT & PERFORMANCE EXHIBITION |

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HALL 5 THURSDAY 11.00 - 11.30

14.00 - 14.30

Trust The Cloud

The Key to Successfully Recruiting Sales Professionals

Glyn Highfield Compuserve IT Services

How does the cloud afford your staff more time to focus on what is really important. Can they really collaborate by just using their phone? Your IT network should never hinder your business and you should have access to all of your information whenever you need it.

Your most important functions are always communicating with staff members and ultimately your customers. You use email, send documents and maintain your client’s contact information and you need to continuously collaborate this on a daily basis.

It’s imperative to succeed when recruiting a sales professional Too often, sales people will “interview well” then fail to deliver. Our seminar will show you how to avoid the pitfalls and consequences of “getting it wrong”. We will show you a simple interview structure you can use immediately to ensure that the sales person you hire truly understands your value proposition, and how to sell it successfully. If they pass this interview process you can be assured that they will help your business grow

11.45 - 12.15

14.45 - 15.15

How you can find hidden value in any business

If you’re the best, why don’t you win all the business?

Every business has a hidden value that can be unveiled through a degree of self-assessment and re-evaluation. Mark will be discussing how you can find hidden value in any business - Every business has a hidden value that can be unveiled through a degree of selfassessment and re-evaluation. Also he will be discussing how a FARM can help you to recruit the right people and keep them in your business “FARM - Fun, Achievement, Recognition and Money - how to treat people like animals and make them love you!

Are you selling on price or capturing value? Selling is about persuasiveness - the key to this is in understanding what customers’ real needs are, and being absolutely clear and convincing that you can meet them. This session introduces you to buyers’ decision processes and shows you how to sell effectively, and avoid the price trap, through creating a persuasive value proposition.

12.30 - 13.00

15.30 - 16.00

Mark Mills Comerga Consulting

Adam Caplan Cellular Attitude

David Freedman Huthwaite

Mark Richards Make Positive

The Language and Psychology Of Sales

Becoming a Customer Company

Adam Caplan, author of Cellular Attitude, Cellular Selling and a regular contributor to Talk Business magazine is a motivational speaker, sales & marketing trainer and business coach with a difference!

Learn how to succeed at marketing, selling and servicing your customer base in the highly connected world. In an informative and entertaining session, we will explain how companies of all sizes are leveraging the power of the world’s leading platform – salesforce. com – to drive revenue and deliver world-class customer service.

We’ll give you the tools you need to head back to base and deliver the change you need to succeed.

13.15 - 13.45

13.15 - 13.45

Helping Your People Sell More Through Mental Toughness

Unlock Your Profit Rocket In 30 Minutes

Chris Hughes The Hughes Company

Chris will share his tips, techniques and strategies as well as offering guidance on what to think, say and do to in order to achieve your goals. Using mental toughness techniques he will ensure you maximise each and every opportunity, nurture new and existing relationships and get the best outcome every time, using practical ways to quickly, easily, comfortably and successfully negotiate as well as offering essential tips and must do’s (and don’ts) for long term success.

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Shelia Carswell ATR Solutions

| SALES MANAGEMENT & PERFORMANCE EXHIBITION JUNE 2013

NEW

Matthew Day CRM SuperStars

Matthew gets down-and-dirty with the specifics of improving business and sales performance by turning “action words” into “action actions”. He’ll show you ways to quickly hunt-down and then reliably repeat the actions that work to unlock more profit in your business. Imagine the hundreds… thousands… even millions of pounds’ worth of additional business waiting to be closed in your category.

Working right across the sales pipeline, Matthew will show you practical, actionable ways to find and repeat the activities that work.

How? Be in Hall 5 on Thursday at 4.15pm to find out.

HALL 5 FRIDAY 11.00 - 11.30

14.00 - 14.30

Glyn Highfield Compuserve IT Services

Peter Kleyn The Company Coach Ltd

Trust The Cloud

Psychometrics, do they work for sales people?

How does the cloud afford your staff more time to focus on what is really important. Can they really collaborate by just using their phone?

Your IT network should never hinder your business and you should have access to all of your information whenever you need it. Your most important functions are always communicating with staff members and ultimately your customers. You use email, send documents and maintain your client’s contact information and you need to continuously collaborate this on a daily basis. If your information is centrally stored and securely accessed, do you ever need to worry about it?

As sales professionals become more and more interested in building rapport and using consultative selling skills with clients, Peter discusses the pros and cons of using psychometric assessments to achieve this. He will discuss further applications such as training needs analysis and the use of assessments in recruitment. What exactly should an assessment be looking for? How do they help sales professionals to improve? What is available today?

11.45 - 12.15

14.45 - 15.15

Transforming CRM into a System of Engagement

What can next generation HTML 5 apps can do for your business?

The recent trend towards “Consumerisation of IT” has pushed social and collaborative technologies into the Enterprise. Users are now demanding more from their business applications based on what they’ve grown to expect at home. Discover how Microsoft Dynamics can transform CRM into a next-generation “System of Engagement”, connecting both employees, partners and customers in new ways to drive productivity and create competitive advantage.

APPS FOR BUSINESS - THE NEXT GENERATION SALES TOOL Using tablets to empower a mobile sales team with the latest technology makes a lot of sense. But is a shiny new screen really going to impress if you are still using the same old PowerPoints? Find out why next generation HTML 5 based apps can set you apart from competitors with visually stunning interactive presentations that really engage prospective clients.

12.30 - 13.00

15.30 - 16.00

The Language and Psychology Of Sales

The Revolution

Adam Caplan, author of Cellular Attitude, Cellular Selling and a regular contributor to Talk Business magazine is a motivational speaker, sales & marketing trainer and business coach with a difference!

We believe that culture drives business, not the other way around.

In April 2012, Group Publishing Director, Simon Leslie, implemented The Revolution, moving Ink away from a traditional commission structure, a first for any sales or media company. Ink now guarantees commission for its sales teams, as long as they hit behavioural KPIs. This cultural shift, set Ink apart from the rest of the industry.

Simon will share how one man’s unhappiness led to a change in the way we do business, and how this helped to transform the business’ culture.

Alan Krause SAM7 Limited

Adam Caplan Cellular Attitude

Jon Akass Companyapps Ltd

Simon Leslie Ink

NEW

13.15 - 13.45

Linda Potgieter Jan Potgieter & Associates Ltd

The New Generation Sales Negotiator How helpful have you found the on-going discussion around fluctuating economies, product evolution and solution selling? Just so you know, this is what 98% of your peers and competitors focus on. When the chips are down, selling starts and ends with dynamic people skills. It’s people who produce profit and opportunity and its people who promote or obstruct your progress in life. Linda will highlight 3 startling facts that are probably preventing you from joining the 2 percenters.

JUNE 2013 SALES MANAGEMENT & PERFORMANCE EXHIBITION |

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STAND SD224

WHY SELLING CAN BE SOCIAL What is social selling and how does it increase sales?

Social selling is a new way to approach the sales process that allows you to stay relevant with your prospect when you would normally go dark during offperiods of non-communication.

Social selling allows you to stay connected with your prospects and build a relationship with them that goes beyond a vendor and towards that of a trusted advisor.

Here are the four main activities that make up social selling:

1) Building Your Personal Brand With tens - or hundreds - of other salespeople vying for your prospect’s business and respect, what makes you or me unique enough for prospects to want to talk to us - and ultimately buy from us? In order to set yourself apart, certain actions need to make up the foundation of your social presence. This includes having the appropriate social networks set up such as Twitter,

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LinkedIn, Quora, and many more. You must also belong to relevant social groups and communities, as well as sharing content that is applicable and relevant to your prospects and audience. Using social media gives you the opportunity to build an authentic and trustable online persona who is recognized as a thoughtleader in the space.

2) Gathering Sales Intelligence Sales people who optimize their processes and day-to-day activities seem to always boil to the top. Using social selling and social networks should receive the exact same treatment.

Networks like LinkedIn allow you to identify decision makers, influencers, and tell you what they’re thinking and doing.

CSO Insights found that, “Effective use of sales intelligence increases revenue productivity per sales rep by 17%.” By following your prospects and decision makers, you can look for buying triggers that let you know it’s a good time to reach out to talk about your solution.

| SALES MANAGEMENT & PERFORMANCE EXHIBITION JUNE 2013

3) Creating a Deep Network of Contacts and Advocates Building networks is nothing new for salespeople. Traditional ways would be to attend events and collect business cards.

Others tried the ‘spray and pray’ style by reaching for the phone and trying to cold call their way into a position to build a relationship, or they sent email templates to hundreds of people hoping for a response.

Social selling techniques now give you a way to grow your networks continuously, engage with potential buyers every day and gain referral from customers, friends and your own colleagues or employees. When you create a deep network of advocates and referrers, they will fill up your pipeline for you.

4) Social Listening By using monitoring tools that help you keep tabs on multiple social networks, you can optimize your activities and

listen to your entire market real-time. Solutions like HootSuite can help you listen and understand your prospective buyer’s company and decision-makers’ needs.

Imagine a local pizza shop was able to listen to a five mile radius for anyone who was hungry or asking for opinions on pizza shops; the opportunity is there to send over your information or discount coupon. This applies equally to large inside sales teams who need to identify buying triggers and maximize every conversation with the prospect.

Visit Love Social Media on Stand SD224 to chat further about social media training courses and services to help generate leads with social media.

winning tenders

Expert proposal writing and bid management

Tenders and proposals that will: -

Excite your customer Interest tender evaluation panels Convince procurement teams Demonstrate your advantage

An experienced, professional team of expert tender specialists — your virtual bid team is ready to help you win!  Ensuring compliance and consistency of documents and presentation material;  Helping you to deliver team presentations with commitment, energy and enthusiasm; and  Enabling you to demonstrate personal, team and organisational confidence focused on winning.

01392 247997

info@winningtenders.co.uk

www.winningtenders.co.uk

Winning Tenders — the name says it all — it’s what we do!

Winning Tenders Ltd

Queensgate House 48 Queen Street EXETER EX4 3SR

STAND SD120

TEACH THE WORLD TO SELL or are unable to progress their careers, all because they are missing essential skills to help them have more influence, increased persuasion and the ability to really make things happen.

At philmjones, their mission is simple; to teach the world to sell. They help the businesses and individuals who recognise that selling is a skill that is essential in modern business.

They appreciate that having the right attitude and the ability to create opportunities, build relationships, negotiate requirements and successfully close a sale are fundamental parts of business growth.

In the modern world, with more and more businesses becoming reliant on the internet, fast-tracking their processes and looking to secure their business using automation and systemisation, there are many people that are forgetting the benefits great sales people can bring.

In fact, there is currently a whole generation of people that have not yet realised the skills they are missing. To be able to use the skills of communication, rapport building, questioning and negotiation to win people round to their way of thinking are all basic tools in a sales person’s

locker - yet still there are far too many that fail to impress.

describe our work can often be less than complimentary.

For many, describing someone as a ‘sales person’ would not be seen as a compliment.

In fact, quite often, our profession is frowned upon and the adjectives used to

This skills gap means that businesses are struggling to find the people they need to drive the right results. Individuals remain unemployed

With too many people lacking these skills, award winning business educator Phil Jones brings straight talking, practical advice that gets results – fast.

From books and CDs, Training Workshops and the work done with private clients, they provide ‘real-world’ solutions that are easy to implement and all derive from a rich personal experience.

The art of selling is essential and philmjones help create proud sales professionals who consistently perform at the top of their game. If you require improved sales results for you or your business then Phil and his team are guaranteed to deliver.

Have a chat with Phil and the team about how they can help Stand No: SD120

www.philmjones.com nes.com

enquiries@philmjo

01527 531393

JUNE 2013 SALES MANAGEMENT & PERFORMANCE EXHIBITION |

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An ad for a marketing agency in a publication devoted to sales?

Surely not...

Advertising, direct marketing, promotions. They’re all doing a great job.

But what about your sales team? The people responsible for delivering a big chunk of revenue. Are they being supported?

Do they have the right tools for the job?

Emails that generate leads. Websites that support the sale.

Print and online brochures with a compelling call to action...

Stuff that helps sales people get results.

That’s what we do. Marketing for Sales.

We believe that marketing materials have to work harder for a living. So we specialise in aligning the objectives of the Marketing department with the Sales team's need to hit targets.

Using our very own tools and processes, we help to achieve measurable cost savings, a healthy uplift in sales, and brand consistency across digital and printed sales support material. Have a look at what we’ve done for IBM, Three, Yell, Sky Business, Prudential and others on our website – worksmc.com – and you’ll see what we mean.

Because we’re as devoted to sales as you are.

Let’s talk. Call Chris Cloughley on 020 8780 9700 or visit www.worksmc.com

STAND SD01

ENABLING CRM

Want to find out more?

Come and meet SAM7 at stand SD01 (next to Sales Theatre 6)

access to a wealth of resources that can be used to further extend their CRM. This includes CRM functionality, Portals and Windows 8 Apps.

Engaging Transformation

SAM7 was founded with the vision of not just selling CRM licenses, but to really enable CRM for our customers. As Microsoft Partners, we build CRM solutions for our customers using the powerful, flexible and intuitive Microsoft Dynamics CRM application.

Our team bridge the gap between our customers’ business aspirations and map these onto CRM. Not only does this optimise how CRM is used within an organisation, but critically this ensures that the solution truly fits their requirements.

Microsoft Dynamics CRM Microsoft Dynamics CRM is a full Customer Relationship Management (CRM) application that provides a complete suite of powerful marketing automation, sales force automation, and customer service capabilities, all with a familiar user interface based on Microsoft Outlook.

Drive Your Sales Productivity, Performance and Process Microsoft Dynamics CRM provides a sophisticated platform that maximises sales productivity, simplifies user adoption and ensures consistent best practices.

The powerful toolset can

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streamline and automate your sales processes – from lead capture, through opportunity and quote management, to deal closure.

In the office, at home or in the field, Microsoft Dynamics CRM provides a centralised view of your customer’s preferences, relationships, and activity history to better understand and meet their needs. All accessed from your laptop, a mobile phone or tablet, using the familiar Microsoft Office style interface.

Emails, appointments and tasks in Microsoft Outlook are seamlessly shared with Microsoft Dynamics CRM.

Visualising Sales Use flexible reporting to forecast sales, measure business activity and performance, track sales success, and identify trends, problems, and opportunities.

Quickly create dashboards that show critical information, which enable users to drill down into further levels of detail.

| SALES MANAGEMENT & PERFORMANCE EXHIBITION JUNE 2013

The Right Choice Microsoft Dynamics CRM can run in the cloud or on premise – leaving you with the choice of whether you run the system on your site or hosted in the cloud.

There is also a rapidly expanding ‘market place’, where add-ins and product extensions can be purchased and downloaded.

This gives customers quick

The recent trend towards ‘Consumerisation of IT’ has transformed the use of social and collaborative technologies within the Enterprise. Users are now demanding more from their business applications, based on what they’ve grown to expect at home.

Using Microsoft Dynamics, we can transform CRM into a next-generation ‘System of Engagement’, connecting both employees, partners and customers in new ways to drive productivity and create competitive advantage.

Find out more about “Transforming CRM into a System of Engagement” by attending our founding Director’s (Alan Krause) session in Sales Theatre 6.

It’s your turn to be the sales star!

OneSource iSell: n

Personalised prospecting

n

Hot sales leads

n

Social Selling

n

Easy CRM integration

Visit us on Stand SD82 to see iSell in action

www.onesource.com +44 (0)20 7382 8800

STAND SD166

CLOSE IN 60 SECONDS Conference and exhibition season arrives - and with it comes a handful of some of the shortest, but most important, conversations of your career - but are you ready to close in 60 seconds?

You may cringe at the mention of the term ‘elevator pitch’, but it does describe a valuable skill. The high-profile business professionals you are pitching to are likely to have heard countless other pitches before you’ve even gone in for the first handshake.

HOW CAN YOU MAKE YOURS COUNT? The elevator pitch scenario is pretty simple. You manage to get in an elevator with your dream prospect and have the time it takes to go from the bottom to the top floor to sell yourself, your company, and close the deal. Now imagine that your dream prospect goes up and down in the elevator all day, and that everyone and anyone who wants to close a deal with the said prospect has a chance to spend some time in that lift.

This is essentially what life is like for highly sought after prospects attending a conference and exhibition.

Here at durhamlane, we pride ourselves on our knowledge of how to have a purposeful and engaging business conversation, so here are some tips taken

straight from one of our sales training courses for a standout conference pitch:

ENGAGE QUICKLY The real purpose of the elevator pitch is to quickly engage your prospect. Aim to inspire the person you are talking to and, if possible, encourage them to ask a question. This question provides you with the opportunity to expand further and position your product or service as a solution to the particular challenge your prospect is facing. At this point you can start to take control of the conversation and use our question based approach to diagnose the situation and uncover real value.

KEEP IT SHORT AND EASY TO FOLLOW The golden rules for pitching are to keep your ideas concise, and to make sure what you are saying can be easily understood.

Think, would someone who has no clue about the industry you work in, understand what you mean? Break it down and deliver the detail in manageable chunks.

step back and wait for them to respond to see if it is something they are interested in.

STICK TO STRUCTURE Your pitch should follow a logical progression of ideas. It should make complete sense, so the prospect is immediately able to see the value of what you’re selling.

Don’t leave any room for questions; the pitch should contain everything they need to know.

DON’T GET SWAMPED

BY THE DETAILS Your aim is not to get as much information over as possible.

Grab attention with the parts of the conversation you know your target wants to hear.

Decide exactly what your value is to them, and tell them in no uncertain terms how you can assist their business.

Give the basic overview of what you do, and what sets you apart from your competitors, and then

PRACTICE, PRACTICE, PRACTICE. THEN PRACTICE SOME MORE Your pitch has to come with confidence, and as long as you don’t begin to disconnect with it (or end up reciting it), practice as many times as you can. Perhaps take a video of yourself and see if you have any questions at the end after watching - or test it out on friends and colleagues to see if you’re transmitting the right information.

If you do practice it, remember to make sure you sound energised and passionate.

Hearing someone recite a pitch word-for-word is uninspiring and could lose the sale.

Sixty seconds may not seem like much time to talk someone round, but if your ideas are good enough and your value is clear, there should be no competition.

Be natural, be confident, and you won’t need any longer.

Want to hear more from durhamlane? Visit www.durhamlane.co.uk to read our latest news, blogs and special reports or call 0191 244 4944.

JUNE 2013 SALES MANAGEMENT & PERFORMANCE EXHIBITION |

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STAND SD202

TRAIN TO GAIN are doing well and areas that need development, so we can truly tailor the training accordingly. All calls are recorded and we use them in training as a session for the team to listen to and provide constructive feedback.

Stage 2: The training course This is always tailored around our clients’ needs.

Stage 3: The one day check-up

Training could help your sales team achieve their real potential. Find out how Sales Doctor’s 100% bespoke approach to training is built around the needs of your business and your team.

Training does not have to be teaching. It works best when the attendees are allowed to challenge their own perceptions and also the results of being trained in an old-fashioned manner for years. Sales Doctor was created by Tony Morris & Boyd Mayover to enable sales people to be trained in a way that is fun, participative and challenging, but most importantly answer the realworld questions that all sales professionals have on a daily basis.

“Sales Doctor helped to remind me what it is I love about my job. From a simple 2-day session, I’ve gone from doubting my skills to being the top producer. My passion for my work has returned and I know it won’t be long before I reap the financial rewards.”

Paul Rose – sales consultant from Merchandise Mania

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We have a unique four-stage approach to tailor every course we deliver. We don’t deliver until we have diagnosed the situation in conjunction with our client and our approach is complete.

Stage 1: A one-day diagnosis At Sales Doctor, we like to diagnose our delegates before training them and making them better. We listen to them on the phone and have a one-to-one with them to discuss areas for the training to include, understand their individual challenges and specific areas they wish to grow and develop.

This allows us to develop a bespoke training course based on the business’ requirements and what we have learnt.

The mystery calls. Before training, we provide mystery calls so we can test the techniques that are being used prior to training. These allow us to gain a true insight into what the team

| SALES MANAGEMENT & PERFORMANCE EXHIBITION JUNE 2013

This is where we return to the client 4-6 weeks after training to refresh them and discuss what has - and hasn’t - worked. We then tweak certain areas and ensure all the delegates have a clear focus on the areas they will be working on.

Stage 4: The open clinic

WE DELIVER 12 COURSES THAT ARE ALL BASED AROUND SALES: • • • • • • • • • • • •

Telephone sales Appointment generation Field sales Account management Leadership and management Presentation skills Customer services Train the trainer Exhibition training NLP for business Retail training Team Building with the Apprentice day

Whether your team sells over the phone, face to face or is involved in presentations, we will have a course that is right for you. All our trainers have over 15 years’ experience in selling, managing sales people, and training. With over 300 clients in over 70 industries, we have a wealth of experience that we can bring to the table to add value to your business.

At Sales Doctor, we run an open clinic that allows your team to contact the two directors to help “We were very ensure that everything we impressed with the have done is reinforced professionalism and enthusiasm and provide comfort for that Sales Doctor brought to the those who feel they table. All our delegates thoroughly need it. We set up a enjoyed the training and it’s making a huge one-hour call with difference to our business. The creativity, your team every motivation and attention to detail by the week to discuss any trainers transformed a difficult subject into key challenges and something enjoyable and commercially provide continuous successful. We will certainly be using support. This is an Sales Doctor in the future.” ongoing relationship as our philosophy is Stuart Leckie – Head simple; ‘Sales Doctor is of sales, Jurys Inn there to make you better.’

We are just a phone call away to help.

In a Sales Doctor course, there is no, “Get six yeses and you’ll get the deal”. There is no, “We start work when the customer says, ‘No’.” These are outdated methods that create animosity with clients and most sales people have heard it all before.

What we have done at the sales doctor successfully over the last seven years is show people a different, engaging

and more consultative way to sell, whilst ensuring that the focus remains on getting the business at all times. We have ensured that attendees can leave a session knowing they are better prepared than ever to face up to the realities of the sales profession by demonstrating what they can achieve in customer service, management, field sales and telesales.

Call in the experts!

WE OFFER • • • • •

SAVE MONEY AND GROW YOUR SALES THROUGH A BETTER COMMUNICATIONS SYSTEM… 020 3603 6888

www.voicelinx.com

• • • • • • •

Low cost VoIP calls Automated diallers CRM integration Screen popping Multi international inbound numbers Conference calling Online Meetings Listen-in & Whisper Call Recording Custom IVR SMS marketing & more functionality that can produce real business benefits…

Find us at stand SD94

STAND SD242

THE CHANGING FACE OF SALES Does your business invest enough in sales techniques? Ben Kench suggests that many business haven’t kept up to date with new sales styles and could see improved results from taking a look at how they go about selling.

“We must shift our focus if we are to survive.” This is the message from the author of Selling For Dummies and sales specialist Ben Kench as he shares his wisdom with us here at SMP. “For all businesses of all shapes and sizes, the income from selling is the life blood for everything else to function” says Ben. “And in my humble opinion, whilst many business owners will openly recognise that the world, the economy and the products and services that they sell have all changed dramatically in the last five years, many of them when questioned (if they’re honest!) also admit that the way they sell and their selling process hasn’t actually changed much at all.”

As times change and people gather more and more information and better systems, then the selling process must also adapt. Much of the ‘Social’ news and interactivity has allowed for personalities and interests to pervade into business and yet there is still much resistance towards a more social style, Ben believes. In his seminar, Ben will be sharing his ideas and suggestions that he declares are actually producing quite dramatic increases in selling performances with his clients.

Ben Kench is the UK’s No1 Business Growth & Sales Specialist. Why? Quite simply because he gets results and talks YOUR language. Ben’s approach is very, very different. In short, he looks for business owners and situations where there is a

genuine desire to add sales revenues and a willingness to listen and share ideas. Ben does NOT push or preach, he simply says it how it is and adds his energy and experience to yours to increase potential.

“I love to roll my sleeves up and get stuck in!” says Ben. “To me, coaching or ‘helping’ is a real partnership and unlike many ‘consultative’ type approaches where it is either very formulaic or very ‘theory advice sharing’, I like to actually get into the business and join in with the work. It’s a real connection and commitment to growth, or it’s nothing at all.”

“I love to roll my sleeves up and get stuck in!” says Ben. “To me, coaching or ‘helping’ is a real partnership and unlike many ‘consultative’ type approaches where it is either very formulaic or very ‘theory advice sharing’, I like to actually get into the business and join in with the work. It’s a real connection and commitment to growth, or it’s nothing at all.”

The Business Booster is a dedicated programme to growing a business and has proven over the years to be massively effective - often adding

£1 million or more to a company’s turnover. If you want better business this year and if you want to speak with someone ‘real’ and openly explore potential without commitment, then make time to meet with Ben. “Sales is simply core to any

business and yet it doesn’t always get the attention and ‘development’ that a product offering or internal system might.

If we reverse this trend however, we can give some deliberate attention to sales ‘updating’ and see a considerable return on that focus in increased revenue,” Ben says.

To hear how he can help you with your business growth challenges, then join Ben in his seminar or catch him on stand SD242. Ben is also leading The Big Sell at the show.

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STAND SD84

We’ve all had our fingers burnt in the past...

SALES RECRUITMENT EXPERTS ATR clients range from start-ups to major global corporates. We have many clients who have experienced superb sales growth. Client of 8 years in the “Times 250 Fastest Growing Companies List”.

ATR Consultants only send CVs that actually match your job brief. ATR Consultants have been in ‘sales’ before becoming recruiters. Meaning ATR is ideally placed to recognise and recruit true sales talent.

Are salespeople different? Of course not... however, their ‘fire’ will include prospecting for new business, closing deals, and certain key customers !

30 years of research by Psychologists Goodson and Dudley prove that uncomfortable experiences (even ‘one-off’s) shape the behaviour of sales people and they will avoid these in the future.

It’s this restraint that limits performance, not their knowledge or ability...

ABOUT YOUR SALES TEAM Is your sales team at full strength?

Are they exceeding target?

Perhaps this is why your skilful, knowledgeable sales people drive you mad on field visits with their cautious, unproductive approach?

Do you find it easy to recruit good salespeople?

Are the people you interview a perfect fit for your role?

Do your current recruiters give a 6-month guarantee*?

If you have said NO to one or more of these questions, then we should talk because it is very likely we can help you grow your business.

Appendix 1

....and our instinct is to avoid putting our hand in that fire ever again....!

ReMap specialise in removing the REAL barriers to peak performance and most importantly we can prove this …make sure you pick up a copy of our independent 2½ year case study at Stand 240 which shows how we achieved a 23% increase in sales for an experienced team of account managers....

rhetoric, The Theory of SalesNo Call Reluctance

no unsupported promises… just increased sales.

CALL US ON 0844 8000 625 Success in sales is not just about having the necessary skills and or MEET US ON STAND SD84 knowledge to sell a particular product; it’s also about having the internal

Call Reluctan les ce Sa Application

strength to apply these capabilities successfully in all situations.

i

ge

ed

Sk

*ATR Solutions provide a 6-month guarantee with The key principle behind the ReMap Programme is simple and unique; every sales person if you follow our recommended sales people require a balance of three essential attributes in order to excel: ll s l w interview process. This gives you peace of mind that no K 1.

Sales Skills you will see a positive return on your investment in 2.

Technical Knowledge 3.

Emotional Resilience (to apply 1 and 2 effectively). our sales professionals, and because our recruitment process is so vigorous, we will happily provide youthe level of emotional resilience is low, the skills and knowledge of an individual are unlikely Where with this guarantee. to be applied effectively and/or consistently.

This deficiency is referred to as Sales Call Reluctance (SCR) and can be explained in more depth using the following model:

ReMap Ltd (t) 01604 784444 ENTER OUR CHAMPAGNE A highly performing sales person will correctly apply all of their emotional and physical energy into RAFFLE WITH YOUR BUSINESS their sales/career goals. Typically they wouldwww.remap.co.uk be able to: (w) Goals CARD – STAND SD84✔ Plan and deliver effective sales (e)strategies info@remap.co.ukEnergy The Energy Application Model

✔ ✔ ✔

Adopt a sales / commercial focus to drive results with ALL clients Be assertive, confident and able to close whenever required Actively network and gain referrals

The positive application of energy is termed as having a strong ‘Accelerator’

Available skills and knowlege utilised effectively

No avoidance of sales tasks

Attend our seminar or visit us at stand SD118 to learn about: • Sales Quotient, our own unique online assessment tool • Sales coaching, one-to-one or group coaching to improve sales results • Sales training to all levels of sales staff Developing people beyond their expectations

Your first step to increased sales Since 1991, we have worked with senior staff in national and international organisations as catalysts for their development. As one of the UK’s leading suppliers of coaches, trainers and consultants, all of our directors and principal consultants have 30 years or more experience in their fields.

• Our Book, ‘How to give the Ultimate Sales Presentation’

Hear Peter Kleyn’s seminar, ‘Psychometrics; do they work for salespeople?’ at 14:00 – 14:45, Friday, Hall 5

The Company Coach Ltd 66 Park Road, Woking, Surrey GU22 7BZ Tel: 01483 766770 Email: info@companycoach.co.uk

ELSBETH Contact Centre Solutions > Flexibility and 100 % compliant > > From 10 to 10,000 agents > Increase productivity > Meaningful reporting

‘

We have been working with BMS for many years, using their specialist sales support, to recruit over 40 sales professionals during this time. As one of the largest drink suppliers within the UK, it is important for us to successfully attract the best

talent to join our sales force and BMS’s knowledge of our business enables them to select candidates who will benefit and add value to Matthew Clark.We anticipate that the continued support and professional approach of our recruitment partners will help us grow our nationwide sales force and recruit new cutting edge sales professionals.

Caroline Turner, Matthew Clark’s HR Advisor

To contact BMS please call www.bms-uk.com

0800 279 2602

www.itsonix.co.uk

During 2012, BMS have assisted Luxottica in recruiting for a variety of sales roles nationwide, they worked hard to understand Luxottica’s requirements and company culture and therefore consistently provided high calibre candidates. Luxottica’s business continues to expand and we will continue to work with BMS to help us to resource our sales talent.

‘

IT Sonix UK Ltd | Heritage Business Centre | Derby Road | Belper | DE56 1SW | United Kingdom

Lucy Coates, HR Manager, Luxottica

Visit Stand

SD263

In need of a CRM system that gives you total visibility of your sales pipeline and customer information?

We specialise in creating Salesforce CRM solutions tailored to your business needs quickly and effectively.

We focus on implementing the simplest solution with minimum fuss.

Before After Multiple sources of data Manual tasks Hard to find information Process bottlenecks Unreliable data Time consuming reporting

One centralised database Automated tasks Easy to access information Streamlined processes Accurate data Instant report generation

Come and speak to us on stand 174 or catch our seminar “7 Steps to CRM Success� at 2.00pm on Friday 7th June Phone: 020 3397 4870 Web: www.rephrase.co.uk Twitter: rephraseltd

Recruitment as it should be AJJ is a recruitment company that goes the extra mile for their clients and candidates. We take your brief and present you with candidates we believe fit your requirements perfectly.

It doesn’t end there; we can work with you and the new member of your team with on-going coaching and mentoring to ensure he or she reaches and maintains peak performance in the shortest possible time frame.

Looking to Grow Sales and Leads Online?

Come and see us on Stand SD83

SEO. PPC. Facebook. Google. LinkedIn. Many options to choose from. Are you directing your online activities to grow your sales and leads?

Tel: 01480 811180 www.ajj-recruitment.co.uk

Diginius has both experience and technology to aid in high performance online sales growth.

Why not discuss your business and online strategies?

Visit Diginius at Stand SD114 or at www.diginius.com

HOW TO GET THERE With three dedicated Docklands Light Railway (DLR) stations, easy access to the London Underground (Jubilee line), parking for 3,700 cars and London City Airport on our doorstep, getting to ExCeL London couldn’t be easier.

When you arrive at the venue you can use either entrance but ExCeL West is the closest to the event entrance.

By Tube & DLR Station: Custom House (ExCeL West) The Jubilee Line is recommended as the quickest route to ExCeL London. Alight at Canning Town and change onto a Beckton-bound DLR train (not Woolwich Arsenal), for the quick 2-stop journey to Custom House for ExCeL (West).

ExCeL London is located in Zone 3. London Underground tickets are valid on the DLR. It is recommended that visitors purchase a return ticket or an All-Day Travelcard to avoid queuing at the end of the day.

Oyster Card users are reminded to touch in and out at the card readers onsite to avoid paying excess fairs.

By Rail As the Capital of the United Kingdom, London is connected by rail to all major cities in Great Britain. In addition Eurostar operate regular train services to Brussels and Paris operating from St Pancras International. London’s main rail terminuses are Charing Cross, Euston, Kings Cross/ St Pancras International, Liverpool Street, London Bridge, Marylebone, Moorgate, Paddington, Victoria and Waterloo. For the quickest route to ExCeL London by public transport from any rail station (or anywhere else) in London we recommend the Transport For London journey planner which can be found online at www.tfl.gov.uk

By Road When driving to ExCeL London, follow signs for Royal Docks, City Airport & ExCeL. There is easy access from the M25, M11, A406 and A13.

For Sat Nav purposes, we recommend using postcode E16 1DR The venue is located outside the Congestion Charge Zone.

For a map of ExCeL London’s location, please visit www.streetmap.co.uk and search using ExCeL London’s postcode - E16 1XL.

Parking ExCeL London offers onsite parking for 3,700 cars including over 2,000 spaces located directly beneath the venue. For detailed information on ExCeL’s parking facilities, please visit www.excel-london.co.uk/visitingexcel or call+44 (0)20 7069 4568 (within office hours).

All onsite parking is pay and display, with the exception of the Royal Victoria multi-storey car park. ExCeL London offers 158 disabled parking spaces, located within close proximity of the venue.

By Air ExCeL London is simple to get to from London’s 6 main airports; London City, Heathrow, Gatwick, Stansted, Luton and Southend; via DLR, London Underground and mainline rail services.

London City Airport is located 5 minutes from ExCeL London by car or taxi. In addition, the DLR links the airport and ExCeL London, via Canning Town. Frequent and direct shuttle buses run from Canary Wharf and Canning Town, to and from the airport. For further information or to book a flight, please visit www.londoncityairport.com.

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| SALES MANAGEMENT & PERFORMANCE EXHIBITION JUNE 2013

Sainsbury’s

JUNE 2013 SALES MANAGEMENT & PERFORMANCE EXHIBITION |

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EXHIBITOR LISTINGS ActionCOACH Business Coaching

Aspin Management Systems Ltd

Stand Number SD60

Stand Number SD44

ActionCOACH is the world’s number one business coaching firm, with more than 1,000 offices in 49 countries. We work with business owners to improve sales, cash flow and profitability while developing the team and systems.

Aspin’s PixSell iPad app enables your mobile sales team to present product and accurately take orders which are then passed directly back into your ERP. A fully configurable tool, PixSell has over 1000 users in the field and is available as a free demonstration download from the App Store.

BPMonline is a global provider of the first-class Customer Relationship Management (CRM) and Business Process Management (BPM) solutions. Powerful and user-friendly award-winning BPMonline CRM application brings easy and affordable process management tools to CRM and sales professionals.

01794 500 200 www.aspin.co.uk

+44 (2)0338 40040 www.bpmonline.com

ATR Solutions

Buki Mosaku’s Results Oriented Sales Solutions & Inquire Management

020 7627 1339 www.actioncoach.com/london

BPMonline Stand Number SD263

QuestBack Stand Number SD106 Questback provides feedback management technology and services for gathering, analysing and responding to business critical information.

02074033900 www.questback.co.uk

Adam Caplan (Cellular Attitude) Stand Number SD102 Sales trainer, executive coach, management consultant, business and self development book author, Adam Caplan revitalises sales teams and whole companies with his unique brand of psychology based sales training and coaching where 300% sales growth is often reported from workshop attendees. At the 020 8257 8861 www.cellularattitude.co.uk

AJJ Recruitment Stand Number SD83 AJJ Recruitment has built up an enviable reputation for being a refreshingly different agency, for providing tailor-made recruitment and career solutions across the country. We focus on people and work mainly with small to medium sized companies and independents.

We are a growing company and our ethos is to deliver no matter what the recruitment needs are.

We enjoy building long-term trusting relationships with our clients and are passionate about the development of our candidates’ careers.

Stand Number SD84 ATR Solutions was formed by Sales Professionals committed to helping companies maximise sales revenue and profits. ATR specialise in recruiting high calibre sales people at all levels that positively impact an organisations ability to achieve and exceed its sales goals.

0844 8000 625 www.atr-solutions.com

BiteSize Seminars Stand Number SD50 BiteSize hold 3 hour seminars on a range of sales and business topics 0207 252000 www.bitesizeseminars.co.uk

BMS Sales Specialists LLP Stand Number SD263 We specialise in recruiting high calibre sales people across the UK, Ireland and Australia. Our network of offices gives us strong local presence and allows us to support a long list of blue chip clients who view us as partners they can trust.

0800 2792602 www.bms-uk.com

01480 811180 www.ajj-recruitment.co.uk

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tion tools to automatically engage with your visitors. +44 161 242 7234 www.canddi.com

Companyapp Stand Number SD43 Companyapp is a cloud based, content managed app that brings the latest HTML5 web technology to IPad based sales presentations.

Now you can engage your clients with interactive tools and responsive, dynamic features for high quality presentations that make you really stand out from the crowd.

0207 378 1448 www.companyapp.co.uk

Stand Number SD175 Results Oriented Sales Solutions is a sales training and Lead Generation consultancy that help sales people,small, medium and large companies to generate more prospects, close more sales and grow existing business. Clients include: Shell, JP Morgan, Aviva, Marsh, ITN, Aon, HSBC, BT, Fidelity 0203 393 4054 www.resultsorientedselling. com

Buzzbox Telecom Stand Number SD252 buzzbox is a feature packed phone system for your office that uses the internet to make pristine quality calls for only pennies per minute with no line rental.

Simply plug in and start making calls from your PC, handset or mobile with unlimited phone extensions for £29 per month.

0330 122 2230 www.buzzbox.cc

CANDDi Stand Number SD182 CANDDi tells you which companies and individuals - prospects, customers, competitors - visited your website, when they came, how often, how they found you, where they were located and what they looked at. CANDDi also provides marketing automa-

Compuserve IT Services Stand Number SD112 Do you want to drastically improve sales reps access on the road, operate a unified and collaborative solution and provide a 360 degree view of your customers. Speak to us and let us demo Compuserve-Live, powered by Dynamics CRM. Can you afford not to. We have developed our own Cloud services platform, powered

by Microsoft technology. . We have taken on board the most popular services (such as email and SharePoint), improved them and added our own expertise to provide a full back office solution that is available as a cloud service.

0845 839 9306 www.compusereveits.co.uk

CRM SuperStars Stand Number SD167 Use our clever ways to fit Salesforce CRM perfectly into your business so that you can start to TRACK & ACT to win more business. Your sales are only as good as the data that drives them and if you’re not in control, you can’t be sure that that you’re not losing the opportunity to make more profit.

01279 882290 www.crmsuperstars.com

UPD ATE

Diginius Stand Number SD114 Are you looking for more sales leads? Speak with Diginius about driving online traffic and leads for your sales teams. +44 (0) 207 267 9322 www.diginius.com

Digital Field Solutions Stand Number SD80 We help your mobile technology work harder and free up your salespeople to do what they do best : meet more clients, close more sales. Our digital forms on iPad or digital pen are great in front of clients, allow immediate sign up and instant transmission to the office for seamless processing.

0700 345 1191 www.digitalfieldsolutions.com

durhamlane Stand Number SD166 durhamlane is an independent thought leader on sales performance.-We deliver a measurable difference by improving sales processes, training and coaching sales and non-sales people and embedding best practices through technology.We provide a range of business development and key account acquisition solutions designed to increase the footprint and success of our clients - something we call ‘Selling at a Higher Level’.

0191 244 4944 www.durhamlane.co.uk

Elation Sales Stand Number SD164 The Elation Team are leaders in sales and customer experience management. From delivering exceptional quality telemarketing to providing your business with sales training that really improves performance. We are the people to speak to if you want your sales to soar.

0117 965 2189 www.elation.co.uk

EXHIBITOR LISTINGS

Global Ecommerce Group

Jan Potgieter & Associates Limited

National Sales Awards 2013

Stand Number SD42

Stand Number SD119

Stand Number SD162

Global Ecommerce Group are a Complete bespoke fashion brand aware Ecommerce Systems providing easy to use shopping experience, through: Web Development, Organic SEO, Online Marketing, Warehousing and Fulfillment for UK and Worldwide logistics.

Myth-busting sales negotiation training for the new generation of sales negotiators. Proven results in 43 countries including 2 of the world’s top ten brands as repeat clients.

Entering its 17th year, the National Sales Awards is the most prestigious accolade for the sales industry in the UK. An agenda setting programme, the National Sales Awards rewards individuals and teams who are demonstrating best practice and outstanding achievements in all aspects of sales.

0845 2248128 www.globalecommercegroup. com

08452247549 www.negotiationeurope.com

020 7921 8247 www.nationalsalesawards. com

Love Social Media Stand Number SD224

Great Guns Marketing Stand Number SD181 Great Guns Marketing are experts in B2B telemarketing and lead generation. We work to increase sales.

Our telemarketers are dedicated to generating new business leads and sales appointments, giving a stream of selling opportunities with prospects interested in buying our clients product or service.

01256 330571 www.greatgunsmarketing. co.uk

At Love Social Media, our mission is to assist you in the development of social media success strategies, from training to providing key resources and ongoing support that ensures your company enjoys maximised value from your social media marketing efforts.

0800 051 8447 www.lovesocialmedia.com

Make Positive & Salesforce.com Stand Number SD66

iPresent Stand Number SD90 iPresent is an award winning platform for presenting existing sales and marketing material via customizable interfaces on tablets.

Securely managed by a powerful CMS, content is upload and organized into stunning branded menus and distributed to authorized users.

Free trial available at stand SD90

Make Positive provide innovative consultancy solutions and applications on the Salesforce platform to enable our customers to increase productivity and efficiency across Sales & Customer service Salesforce.com is the enterprise cloud computing leader. Our social an

www.ipresent.com

0207 960 4197 www.makepositive.com www. salesforce.com

IT Sonix UK Ltd

My Rewards Company

Stand Number SD244 IT Sonix is a cutting edge software and systems supplier for outbound and inbound call centre technology. ‘Elsbeth’ is a complete solution for customer communication in call centres. With its components telephony system, voice recording, frontend, campaign management, and quality management tool the software supports all aspects of inbound and outbound call centres.

0844 589 9506 www.itsonix.co.uk

Stand Number SD54 My Rewards Company is an innovative software platform for businesses to use to reward and incentivise their staff and customers. We pride ourselves on it’s simplicity and ability to be a driving force behind any business.

Our platform can be a bespoke solution tailored to suit you.

Oliver Thompson Training Stand Number SD172 We specialise in delivering successful outcomes for your business by creating tailored Personal Impact training solutions.

Through our unique approach incorporating workshops plus coaching, Emotional Intelligence strategies and NLP based theories we help to cement new, more positive behaviours.

0845 521 0869 www.oliverthompsontraining. co.uk

OneSource Information Services UK Limited Stand Number SD82 Voted ‘Top Sales 2.0 Solution’, OneSource iSell is a dynamic sales prospecting solution that includes in-depth company profiles, directdial phone numbers and email addresses, as well as over 30 different types of trigger events, to help you prioritise those prospects that are most likely to buy. +44 (0)20 7382 8800 www.onesource.com

01992 441444 Paradise Wildlife Park

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EXHIBITOR LISTINGS Phil M Jones Stand Number SD120 A sales training organisation with a genuine difference. Practical tools and techniques that really work, delivered in an informative, engaging and entertaining way, all from first -hand personal experience. If you are looking to improve the results of your team then lets get to work!

01527 531 393 www.philmjones.com

personalized wardrobe piece. Our fabrics range from pure cottons and linens to real cashmere, super wools and luxury silks for men’s and women’s suits.Custom shirts are made in Cottons such as Oxfords, Broadcloth, Twill, Egyptian, Sea Island, Pinpoints and more in a range of designs and colors to suit every taste and occassion.

Stand Number SD48 Proposal Software is exclusively focused on proposal management needs of any type for any company. It’s enterprise-enabled cloud-based proposal management platform supports the world’s most successful financial services, business services, manufacturing and technology organizations globally. +44 02081331769 www.proposalsoftware.com

Ravis Custom Tailors Stand Number SD40 Welcome to RavisTailor.com Ladies & Gents Custom Tailors, the only tailors in the world with a very comprehensive on-line shopping service. Our family has been in the custom tailor business for three generations, servicing clients from around the world. Our customers range from diplomats to business leaders and professionals to civil servants. With a constant eye on quality and service we are ever conscientious regarding pricing. There is no extra charge for Mens Big and Tall sizes nor for Womens large size clothing! Styles include classic single-breasted business and formal suits, sport coats and blazers, chic three-button designer suits for men and short or ultra long skirt and pant suits for women as well as elegant formal and work wear dress shirts. Styles can be from well known Italian, British or Continental European fashion designers or custom designed for a true hand made to measure

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0845 094 0587 www.resultsdrivengroup. co.uk

020 3239 0756 www.RavisTailor.com

Sales Doctor Ltd Recruitment Genius Ltd

Proposal Software, Inc.

open and bespoke sales and marketing programmes which deliver a positive ROI for our clients. *Visit us on stand S250 to win two places on our next ILM Level 7 Executive Coaching Course in Quarter one 2013 worth over £4000*

Stand Number SD226 Recruit the best sales people available for £199 or even less.

01732 617 460 www.recruitmentgenius.com

ReMap Stand Number SD240 ReMap’s unique approach to sales development doesn’t involve more skills and knowledge training. Instead we accurately identify what really limits sales performance, fix this & increase sales for existing teams. We’re also able to help customers hire high performers using this data.

Uniquely,

Sales Training 4U Stand Number SD54 Sales Training 4U trainers have accumulated over £120m in sales revenue throughout there professional sales careers, but thinks you are missing the point if that figure impresess. Sales is not about numbers it’s about people, enhance your people and watch them excel like parachutes.

08448026564 www.salestraining4u.com

Stand Number SD202 We deliver bespoke training courses from Sales to Customer Services to Management and quite simply “Help People Get Better.”

We provide real life techniques as opposed to theory that can be implemented immediately into your daily roles. We have trained in over 70 industries and bring that wealth of experience to all our training. We are sales people that train as opposed to trainers who lecture.

0207 189 5508 www.wedosalestraining.com

Salesforce.com Stand Number SD66 Salesforce.com Inc. is a global enterprise software company headquartered in San Francisco, California. Though best known for its customer relationship management (CRM) product, Salesforce has also expanded into the “social enterprise arena” through acquisitions.[3] It is currently ranked the most i www.Salesforce.com

SalesMap Ltd Sales Initiative Magazine

Stand Number SD222

01604 784444 www.remap.co.uk

The UK’s only magazine dedicated to Sales Management Professionals.

Rephrase

01244 680222 www.sales-initiative.com

Navigate, manage, monitor, analyse and master the sales process with SalesMap’s unique approach to sales performance management.

Designed to give structure, direction and consistency to the sales methodology of any organisation in B2B sales, SalesMap is a web based system.

Sales Motivations

01592 599499 www.salesmap.co.uk

Stand Number SD232

Stand Number SD174 Rephrase specialises in creating Salesforce.com CRM solutions tailored to your business. Make informed decisions with up to date information at your fingertips. Centralise your data in a single database that all the team can access. We can get you up and running in as little as 3 days.

020 3397 4870 www.rephrase.co.uk

Results Driven Group Stand Number SD180 The Results Driven Group is an international training provider of leading consultants, trainers and coaches providing services in

| SALES MANAGEMENT & PERFORMANCE EXHIBITION JUNE 2013

Stand Number SD110 Boost sales performance by 20% with our evidence and research based learning solutions, using proven psychological techniques.

Whatever your team sells, whatever their challenges are and wherever they work we can help boost sales rapidly using our revolutionary learning system that grows motivation, resilience and ability to cope with pressure.

Results are guaranteed, come to our stand to find out more and to arrange a free trial to prove the solution.

0845 531 4125 www.sales-motivations.com

SAM7 Ltd Stand Number SD01 For over a decade, SAM7 has specialised in using Customer Relationship Management (CRM) to provide carefully tailored systems : based on the Microsoft Dynamics CRM platform.

0800 0935 182 www.sam7.co.uk

UPD ATE

Showpad Stand Number SD250 Showpad is a Mobile Sales Enablement application aimed at drastically improving Sales Effectiveness of any company with a sales team. Our solution provides enterprise grade content delivery, collaboration and CRM capabilities for the mobile worker.

The Company Coach Ltd Stand Number SD118

+32 9 3950233 www.showpad.com

The Company Coach is a leading supplier of coaches, trainers and consultants and deliver outstanding results to all sizes of organisations since 1991.

We specialise in coaching sales and marketing personnel as well as being authors of assessment tools, workshops, training courses and books.

Socialable Ltd

01483 766770 www.companycoach.co.uk

Stand Number SD142 Socialable is a forward thinking social media consultancy that has been around since the social media revolution began. Socialable is your ‘one stop shop’ for all of your Social Media needs. Socialable : be heard above the noise.

07590 554292 www.socialable.co.uk

Superhero Sales Manager Stand Number SD220 Are your sales team achieving their potential? Are they fulfilled, inspiring and getting their results? Research shows that by having an inspirational Sales Manager the whole team and therefore the company benefits.

Find out how your new and experienced Sales Managers can benefit.

0800 0932883 www.Superherosalesmanager.com

The Business Booster Stand Number SD242 Is growing your business challenging you at times? would you like a Boost? Ben Kench is the UK’s No1 Business Growth and Sales Specialist and his programme The Business Booster is proven and powerful...and gets dramatic results. A very personal and caring approach that delivers - guaranteed!

TLSA International Stand Number SD200 Boost your sales performance, manage your teams better and improve results. TLSA is the sales training and development specialist that delivers flexible and fully accredited solutions to organisations with sales teams.

We offer consultancy, in-house training and off-the-shelf solutions.

0845 600 1556 www.tlsa.co.uk

The Mustard Concept Ltd Stand Number SD104 A fresh and unique approach that absolutely delivers results…and we can prove it. All SME’s need to launch their products and services with excellence and grow sales but do you have the necessary expertise in-house?

Get access to world-class knowhow on a very flexible, affordable part-time basis 01865 589507 www.themustardconcept.com

EXHIBITOR LISTINGS

VoiceLinx

WorksMC

Stand Number SD94

Stand Number SD65

Voicelinx is a managed service and telecom provider, specialising in great value bespoke systems.

Services include: • Hosted VoIP • Call Centres • Low cost UCS : Desktop Sharing & Video Calls • CRM Integration • Microsoft Lync integration • Solving VoIP quality issues

WorksMC is a marketing communications agency that specialises in marketing for sales - and for Sales. Our experience and expertise help drive sales through work that works. So a marketing agency at an event devoted to sales? Surely not... But then when you’re as devoted to sales as we are, why not?

0203 603 6888 www.voicelinx.com

020 8780 9700 www.worksmc.com

Wright Psychology Ltd Stand Number SD100

Winning Tenders Group Stand Number SD116 An experienced team of tender specialists who can help you to grow your business. Winning Tenders provides expert bid support to SMEs wanting to expand by securing major public sector contracts. We help you to prepare compelling tender documents that act as your ‘silent salesman’.

Often companies are not reaching the potential of revenue they could be bringing in. Wright Psychology solves this by providing in-house marketing and training courses to achieve the most out of every customer.

07854995366 www.wrightpsychology.co.uk

01392 247997 www.winningtenders.co.uk

Workbooks.com Stand Number SD186 Workbooks.com provides cloud-based CRM and business applications to help organisations run more effectively. Our suite of products enables our customers to grow sales, improve marketing, enable better customer support and streamline business processes by automating common tasks.

0118 3030 100 www.workbooks.com

01455 240581 www.thebusinessbooster. co.uk

JUNE 2013 SALES MANAGEMENT & PERFORMANCE EXHIBITION |

65

Meet the

FANTASTIC 4... at stand SD54

The four businesses below have a common link in the shape of the Sampson family. Steve Sampson said, “We are proud to build businesses that create something very special for our clients and are different to other players in the market”.

1

#

My Rewards Company

2

3

#

#

4

#

Paradise Wildlife Park The Big Cat Sanctuary

(*Minimum spend and deposit required)

is a real time interactive digital broadcast and engagement platform for service providers, business people and celebrities to monetise their profiles. Sessions can be between 2 people, or to an unlimited number of participants for workshop style events.

Pre-recorded events and digital downloads will also be possible on Ginicam. Ginicam is FREE to use and only costs you money if you make money. What makes Ginicam unique is that you can charge in real time, as pay a per view broadcast. The underlying technology - Gininet is available as a white label solution.

Ginicam is working with celebrities, business professionals and large corporates. Join your favourite band in the recording studio, see business leaders live and gain VIP access to areas never seen before. Ginicam - the evolution of online trading!

in Hertfordshire is Europe’s leading zoo for ‘Wild Animal Experiences’. You can Feed a Tiger or Lion by hand, Meet the Meerkats, Feed a Lemur, Shadow a keeper or Big Cat Keeper and much more. The experiences make great gifts that create memories to last a lifetime. The Park is a fantastic day out with animals, events and attractions to suit all ages.

The Park has 3 new apartments for guests to stay overnight as part of ‘Snooze at the Zoo’, where you can wake up to the sound of the lions and have breakfast with the tigers. The Park caters for corporate events for groups of 4 to 4000, from meetings and conferences to team builds, fun days and parties. How about getting married in Paradise? The Park is licensed for weddings and has two great wedding venues at the Safari Suite and event marquee.

in Kent is home to the charity Wildlife Heritage Foundation and one of the most important collections of Big Cats in the world. The Sanctuary has an excellent track record for breeding highly endangered felines including Amur leopards, Sumatran Tigers and Amur Tigers. The charity works in many areas of the globe supporting conservation efforts to protect Big Cats and their habitats. The Sanctuary is not open to the public but is available for private functions, hosting client events, product launches and experiences. The Sanctuary has four wooden lodges available for overnight stays. They make an excellent venue for executive meetings, entertaining important clients in private V.I.P surroundings and for special celebrations. WHF is a registered UK charity. Registration No. 1104420

For more information please go to myrewardscompany.com or call +44 (0) 1992 441444

For more information please go to ginicam.com or call +44 (0) 1707 278000

For more information & full list of experiences go to pwpark.com or call +44 (0) 1992 470490

For more information please go to whf.org.uk or call +44 (0) 1223 771915

Can we help you?

We have solutions to help your business or organisation save money, improve communications, reward key personnel, create new sales opportunities and deliver memorable experiences.

has developed a revolutionary software platform that allows its customers to track every reward they issue to staff and or clients in real time. This provides many benefits in terms of cost, efficiency and security by using an auditable system of rewards (or gift vouchers). This exceptionally flexible software lends itself to any campaign or promotion including: long service awards, sales promotions, points make prizes, lotteries, incentivising staff, and customer referrals. The rewards can be delivered as vouchers or in any print layout, SMS texts, or as evouchers. My Rewards Company has pioneered a ‘pay on redemption’ service with two of its largest blue chip customers. 'The customer only pays for what is redeemed, minimising cost and risk*. If you want to inspire, engage and motivate the people that matter most to your business, please get in touch.

For information about the above businesses or for a complimentary visit to Paradise Wildlife Park please call Steve Sampson direct on +44 (0) 1992 476569 or e-mail steve@pwpark.com

IT’S NOT JUST NEW MEMBERS THAT CAN BRING MORE REVENUE IN...

Everybody knows how hard it is to win new customers, but what are you doing to make the most of your existing ones?

What would at least 5% more revenue from every existing customer mean to you?

Find out what you can be doing now to maximize the potential of your existing customers.

THE RIGHT RESULTS. RIGHT NOW. VISIT US AT STAND SD100

We’ve all had our fingers burnt in the past... ....and our instinct is to avoid putting our hand in that fire ever again....!

Perhaps this is why your skilful, knowledgeable sales people drive you mad on field visits with their cautious, unproductive approach?

30 years of research by Psychologists Goodson and Dudley prove that uncomfortable experiences (even ‘one-off’s) shape the behaviour of sales people and they will avoid these in the future.

It’s this restraint that limits performance, not their knowledge or ability...

ReMap specialise in removing the REAL barriers to peak performance and most importantly we can prove this …make sure you pick up a copy of our independent 2½ year case study at Stand 240 which shows how we achieved a 23% increase in sales for an experienced team of account managers....

No rhetoric, no unsupported promises… just increased sales.

Call Reluctan les ce a S

Success in sales is not just about having the necessary skills and knowledge to sell a particular product; it’s also about having the internal strength to apply these capabilities successfully in all situations.

ll s

i

1.

2.

3.

Sk

The key principle behind the ReMap Programme is simple and unique; sales people require a balance of three essential attributes in order to excel:

Application

ge

The Theory of Sales Call Reluctance

ed

Appendix 1

Are salespeople different? Of course not... however, their ‘fire’ will include prospecting for new business, closing deals, and certain key customers!

Sales Skills Technical Knowledge Emotional Resilience (to apply 1 and 2 effectively).

Kno

w

l

Where the level of emotional resilience is low, the skills and knowledge of an individual are unlikely to be applied effectively and/or consistently.

This deficiency is referred to as Sales Call Reluctance (SCR) and can be explained in more depth using the following model: The Energy Application Model A highly performing sales person will correctly apply all of their emotional and physical energy into their sales/career goals. Typically they would be able to: ✔ ✔ ✔ ✔

Plan and deliver effective sales strategies Adopt a sales / commercial focus to drive results with ALL clients Be assertive, confident and able to close whenever required Actively network and gain referrals

Energy

Goals

Available skills and knowlege utilised effectively

No avoidance of sales tasks

The positive application of energy is termed as having a strong ‘Accelerator’

ReMap

A sales person suffering from SCR will habitually (often subconsciously) apply their emotional and physical energy into finding ways to avoid sales tasks that they find uncomfortable and difficult to Ltd (t)or 01604 784444 www.remap.co.uk (e) info@remap.co.uk deal with, just complete them to the (w) level that they can emotionally cope with.

EXHIBITOR A - Z

SD60

ActionCOACH Business Coaching

SD102

Adam Caplan (Cellular Attitude)

SD45

BPMonline

SD175

Buki Mosaku’s Results Oriented Sales Solutions

AJJ Recruitment

SD83

& Inquire Management

Aspin Management Systems Ltd

SD44

Buzzbox Telecom

SD252

ATR Solutions

SD84

CANDDi

SD182

BiteSize Seminars

SD50

Companyapp

SD263

BMS Sales Specialists LLP

SD112

Compuserve IT Services

CUSTOMER FOCUS WORKSHOP

ACCELERATE SALES WORKSHOP

SALES THEATRE 4

SD45

SD40

SD43

SD50

SD54

SD60

SD80

SD84

ACTION COACH WORKSHOP SD90

SD82

SD83

NETWORKING AREA

SD94

VISITORS ENTRANCE

SD164

NETWORKING AREA SD182

SD162SD166

SD01

SD65

SD43 SD42

SD66

SD186

SD180SD181

SD200 SD202 SD263

SD44

SD167 THE BIG SELL

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| SALES MANAGEMENT & PERFORMANCE EXHIBITION JUNE 2013

SD48 SALES THEATRE 3

SD142

SD170 SD174

SD175 SALES GROWTH WORKSHOP

FLOOR PLAN

CRM SuperStars

SD167

iPresent

Diginius

SD114

IT Sonix UK Ltd

SD244

Jan Potgieter & Associates Limited

SD119 SD224

SD80

Digital Field Solutions

SD90

durhamlane

SD166

Love Social Media

Elation Sales

SD164

Make Positive & Salesforce.com

SD66

My Rewards Company

SD54

SD42

Global Ecommerce Group

SD181

Great Guns Marketing

UPD ATE

National Sales Awards 2013

SD162

Oliver Thompson Training

SD172

OneSource Information Services Phil M Jones

SD120

Proposal Software, Inc. QuestBack

SD118

SD119

SD100 SD104

SD102 SD106

SD220 SD224

SD222SD226

SD250

SD120

SALES THEATRE 5

SD240 SD244

SMP KEYNOTE THEATRE 1 1

SD242

SD252 SD172 SD232 SALES THEATRE 2

SD48 SD106

Ravis Custom Tailors

SD40

Recruitment Genius Ltd

SD226

ReMap

SD240

Rephrase

SD174

Results Driven Group

SD180

Sales Doctor Ltd

SD202

Sales Initiative Magazine

SD232

Sales Motivations

SD110

SD110 SD114

SD112 SD116

SD82

Salesforce.com

SD66

SalesMap Ltd

SD222

SAM7 Ltd

SD01

Showpad

SD250

Socialable Ltd

SD142

Superhero Sales Manager

SD220

The Business Booster

SD242

The Company Coach Ltd

SD118

The Mustard Concept Ltd

SD104

TLSA International

SD200

VoiceLinx

SD94

Winning Tenders

SD116

Workbooks.com

SD186

WorksMC

SD65

Wright Psychology LTD.

SD100

JUNE 2013 SALES MANAGEMENT & PERFORMANCE EXHIBITION |

73

Ideas are important, but great execution is the key to your success...

We guarantee to grow your business in 90 days, and we can prove it.

Research & development

Do you have the necessary expertise in-house to launch your products and services with excellence, and grow sales?

Get access to world-class know-how on a very flexible, affordable part-time basis.

FREE REPoRT

World class Go to Market

Sales & business development

“

Compelling GTM strategy

From start-up TMC have grown our business into a multi-million pound turnover in the UK in under 18 months and it continues to grow in sales quarter by quarter. Greenwave Reality, 2013

WoRth £297

Visit us on stand SD104 Pick up a copy of our Go To Market report worth £297 for FREE. @mustardconcept

www.themustardconcept.com

Helping you transform your business

Tactile technology

PixSell Aspin’s catalogue order app Take the stress out of product presentations and order taking, and let the sales rep concentrate on the customer.

Visit us on stand 44 or for more information visit aspin.co.uk/pixsell To arrange a demonstration or request a quotation email sales@aspin.co.uk or call 01794 500200 Aspin, 3 Horsefair Mews, Romsey, Hampshire SO51 8JG t: +44 (0)1794 500200 f: +44 (0)1794 500210 w: aspin.co.uk e: info@aspin.co.uk

The dynamic, interactive iPad app for sales teams www.iPresent.com t Present your sales materials from a seamless branded tablet environment

t Download the content and go!

No network connection required

t Use the powerful content management system to create stunning content sets

t User management allows control the right content for the right people

t Use just one app to access all your resources quickly and smoothly

t Monthly subscriptions means no additional costs for updates or on-going support

t Admin analytics gives even greater control - measure the impact of your collateral in the field

t Visit us at stand SD90 at SMP Live 2013 for a demo and register for a free 30-day trial