Sales innovation Expo Show Guide 2016

EVENT GUIDE & PLANNER

SALES INNOVATION E X P O 2 0 1 6

11 & 12 MAY 2016

WEDNESDAY 10AM - 6PM

THURSDAY 10AM - 5PM

EUROPE’S LEADING EVENT FOR SALES INNOVATION

TAKE YOUR SALES TEAM TO THE NEXT LEVEL

UNLIMITED NETWORKING OPPORTUNITIES

RUNNING ALONGSIDE

IN PARTNERSHIP WITH

OVER 120 MASTERCLASS SESSIONS

TOP SALES WORLD INSPIRING THE GLOBAL SALES COMMUNITY

WORLD’S LEADING SALES SPEAKERS

SPONSORED BY

60 INNOVATIVE SUPPLIERS

BRAND NEW SALES TECHNOLOGY FOR 2016

80 SEMINARS LED

BY EXPERTS

WHAT TO LOOK FOR AT THIS YEAR’S EVENT: TOP SALES WORLD AUDITORIUM & SPEAKERS HEADLINE SALES INNOVATION SPEAKERS MORE UNMISSABLE SEMINARS MASTERCLASSES & WORKSHOPS SALES INNOVATON AWARDS SEMINAR AGENDA B2B MARKETING EXPO FEATURE EXHIBITOR LISTINGS FLOOR PLAN & A TO Z

SALES INNOVATION E X P O 2 0 1 6

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EUROPE’S LEADING SALES EVENT Welcome to the Sales Innovation Expo!

Packed with cutting edge advice and innovation essential for the world’s highest performers in the sales industry, this event is dedicated to providing everything you need to turbocharge your sales team!

Europe’s leading sales event provides you with the perfect platform to find the techniques, tools, and strategies from across the globe to fire up your sales force, secure new levels of revenue, and reach unprecedented heights of business growth.

With so much packed into its two day duration, this show guide is designed to give you all the information you need in order to get the most out of your visit.

Sales Innovation Expo takes place alongside The Business Show, the UK’s biggest business exhibition and conference, which is back at ExCeL London on the 11th and 12th of May for its 35th appearance. As well as this, there’s also Business Startup, Going Global, B2B Marketing Expo, Legalex, and Accountex, meaning the event is packed from top to bottom with information, expert knowledge, and industry-leading advice. You can be part of this unmissable show by registering for

FOLLOW THE SHOW:

your free tickets at www.businessboxoffice.co.uk.

Use this guide to closely study what’s on and when during the show to ensure you don’t miss out on what’s vital to you. Places for masterclasses and many of the other features are limited due to their huge popularity and always fill up fast, so make sure you register online at www.salesinnovationexpo.co.uk to secure your seat.

Europe’s leading sales event provides you with the perfect platform to find the techniques, tools, and strategies from across the globe...

For more information on everything taking place at the show, please visit www. salesinnovationexpo.co.uk.

We look forward to seeing you at the show.

@ SalesInnovExpo

# SIE2016

SALES INNOVATION EXPO 2016 IS SPONSORED BY:

HEADLINE PARTNER:

TOP SALES WORLD INSPIRING THE GLOBAL SALES COMMUNITY

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Hear from the best in sales

KEYNOTE SPEAKERS

26

MASTERCLASSES

NETWORKING

38

The most innovative businesses in sales

WORLD CLASS EXHIBITORS

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TSW AUDITORIUM

12

PANEL SESSION

22

Leading sales knowledge & experience

EXPERT ADVICE

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SEMINAR SCHEDULE

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B2B MARKETING EXPO

Choose from a range of interactive sessions

Meet the world’s leading sales speakers

Presenting the best guidance & inspiration

Connect with 1000s of sales professionals

Sales: a Transatlantic Debate

Co-located with the show

TOP SALES WORLD INSPIRING THE GLOBAL SALES COMMUNITY

TOP SALES WORLD AUDITORIUM Top Sales World is a unique location dedicated exclusively to the profession of sales, and as such Sales Innovation Expo 2016 has dedicated a special area of the event to it in the form of the Top Sales World Auditorium.

Top Sales World has put together arguably the most significant group of sales experts ever assembled outside of Dreamforce.

Present throughout wil be a team that is truly international and will arrive from Australia, Canada, Germany, Switzerland, the US, and, of course, the UK. The Auditorium will host a diverse range of subjects that are currently prominent areas of debate amongst sales leaders throughout both days of the show.

ED LIMIT ES! SPAC LINE TO ON BOOK URE YOUR ENS EAT S

HOSTED BY

JONATHAN FARRINGTON

TIFFANI BOVA

THURSDAY | 11.45 | TSW AUDITORIUM

THOUGHT LEADER, GROWTH EVANGELIST AND SALES STRATEGIST Recognised in 2014 as one of the 50 Most Powerful and Influential Women in California by the National Diversity Council, Tiffani Bova is widely recognised as being one of the most progressive figures in the sales industry.

SEMINAR SNAPSHOT

Being a High Performing Sales Organisation Requires a Hard Reset on Conventional Thinking Regardless of what’s worked previously, the unintended consequences of both technology advancement and buyer behaviour is wreaking havoc on sales organisations. Whether you have a small sales force or a highly complex go-to market strategy, there’s no avoiding the reality that how we sell has forever changed.

TAMARA SCHENK THE WORLD’S TOP SALES FORCE ENABLEMENT LEADER WEDNESDAY | 14.15 | TSW AUDITORIUM

Possessing a complete view of the sales process, Tamara Schenk is truly a global thought leader in the world of sales.

Join her and enjoy her forward-thinking, innovative, and passionate approach and become a better sales leader.

With a motivation for asking the tough questions, challenging current thinking, and solving big problems for clients, Tiffani is both curious and passionate about how the pursuit of growth will change as new technology, buying behaviours, and markets shift. Tiffani is considered one of the preeminent thinkers around sales transformation and innovative growth strategies; and she has received numerous honours and industry recognition for her work.

Tamara has enjoyed more than twenty years of experience in sales and service in different industries on an international level. Her career started in 1992, with her own business of selling and implementing software solutions for the automotive industry. She continued her career in different consulting and sales roles before joining T-Systems in 2005, covering various roles including strategy implementation and business development. Before joining MHI Research Institute in January 2014, Tamara led the global sales force enablement and transformation team, also covering a holistic development program for frontline sales managers. At MHI Research Institute, she connects the dots between experience, research, and client engagements to drive sales performance and sales force transformation in an effective and sustainable way.

SEMINAR SNAPSHOT

The TSW events will be hosted by Jonathan Farrington. Jonathan is an in-demand keynote speaker, author, sales futurist and customer retention specialist. He is the senior partner at Jonathan Farrington & Associates and of course, CEO of Top Sales World.

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How to Set Up ‘Customer-Core’ Enablement Strategies to Drive Outstanding Performance In an ever-changing, buyer-driven world, the relevance of sales force enablement to drive sustainable sales results becomes more important every day. Enablement has a remarkable impact on revenue and sales performance - if the discipline is set up with the customers at the core, following the customer’s journey.

RUSSELL ACTON

WEDNESDAY | 13.35 TSW AUDITORIUM

ERIK PETERSON

WEDNESDAY | 12.20 TSW AUDITORIUM

TRANSFORMING SALES TEAMS INTO SALES FORCES

MENTOR TO SALES LEADERS ACROSS THE WORLD

A passionate and dynamic presence, Russell Acton has a distinguished professional background in inspiring organisations to become powerful selling execution engines, and then motivating sales forces to repeat this model of success.

A deliverer of keynote talks and messaging skills workshops to more than 10,000 marketing and sales executives in over 13 countries, Erik Peterson has developed a unique insight into the challenges facing today’s marketing and sales SEMINAR SNAPSHOT professionals – and he’s here to share it with you.

Russell is vice president and general manager, international at Capriza Inc., an organisation enabling enterprises to unlock the promises of mobility. He is a renowned keynote speaker, sales strategist, and in-demand mentor and is known for turning the common SEMINAR SNAPSHOT thinking on sales excellence on its head.

A Practical ‘Survival Guide’ for a Modern Day Enterprise Sales Person

In his exciting seminar, Russell will share insights into market dynamics, buying trends, and present simple practical approaches anyone can implement, whether you’re a sales person or sales manager!

JASON JORDAN

Jason Jordan is a founding partner of Vantage Point, the world’s leading training and development firm focused exclusively on sales managers.

He is a recognised thought leader in the domain of B2B sales and conducts ongoing research into the sales management best practices of leading sales. Jason’s extensive research led to the breakthrough insights in his bestselling book, ‘Cracking the Sales Management Code’; his writing has been published

by Harvard Business Review, Forbes, Entrepreneur, Sales & Marketing Management, and many other leading publications. Jason resides in Charlottesville, Virginia, USA, where he lectures at the University of Virginia’s Darden Graduate School of Business.

Traditional thinking can be your biggest hurdle to creating differentiation in your customer conversations. In this session, Corporate Visions’ Erik Peterson shares counterintuitive findings from original research conducted by his company and an expert in messaging and persuasion.

COLLEEN FRANCIS

B2B SALES THOUGHT LEADER THURSDAY | 14.15 TSW AUDITORIUM

Good Intentions, Wrong Instincts: a Counterintuitive Approach to Message Differentiation

WEDNESDAY | 16.45 TSW AUDITORIUM

INNOVATOR IN SALES STRATEGY Colleen is driven by a passion for sales - and results. A successful sales leader for over 20 years, she understands the challenges of selling in today’s market.

SEMINAR SNAPSHOT

Sales Management and CRM: a Match Made in Heaven or Hell?

CRM has been around for decades, but what has it given us? Better sales management? Better salespeople? Better sales results? Maybe. Join Jason as he shares insights from his ground breaking research that reveals how world class sales forces use sales metrics to proactively drive performance. Learn which metrics are the most important, which are management red herrings, and which are downright useless.

Clients note her frank, no-nonsense approach to solving problems and addressing opportunities – an approach that deliver sales results.

Colleen is the bestselling author of popular sales books including the recent ‘Nonstop Sales Boom’. She is a Certified Sales SEMINAR SNAPSHOT Professional (CSP) and an inductee into the Speaking Hall of Fame.

Nonstop Sales Boom:

Putting an End to Boomand-Bust Sales Cycles How many times have you or someone on your team come off a great month or quarter, only to find that the pipeline is woefully empty? In this session, Colleen will introduce a new way of looking at your client relationships so you can learn how to systematically attract a regular flow of prospects and move them smoothly through the pipeline – and beyond – to create your own nonstop sales boom!

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Bernadette McClelland’s focus on innovative revenue generating strategies and tactics has helped individuals across a variety of industries elevate their potential and achieve growth in today’s marketplace.

BERNADETTE MCCLELLAND

DISTINGUISHED LEADERSHIP EXPERT WEDNESDAY | 15.30 TSW AUDITORIUM

A former sales executive with Xerox Australia and Asia Pacific’s results coach for Anthony Robbins, Bernadette has led high net worth sales initiatives, led new product launches, and managed enterprise projects driving specific outcomes.

Given her experience, she now helps bridge the gap between business goals and the potential of executives and team members leading the charge to step up, show up, and speak up even more.

Her client conversations focus on shifting the sales conversation and raising the bar for B2B selling to be more ‘real’ and transparent, with an equally strong focus on supporting and nurturing emerging female sales leaders and executives within male oriented B2B environments.

DR. TONY ALESSANDRA THURSDAY | 13.00 | TSW AUDITORIUM

ONE OF THE TOP SALES & MARKETING INFLUENCERS IN THE WORLD Dr. Tony Alessandra helps companies turn prospects into promoters by out-marketing, out-selling, and out-servicing the competition.

He earned his PhD in marketing in 1976 from Georgia State University and is CEO of Assessments 24x7 LLC, a company that offers a variety of online assessments, including the widely used DISC profile. Tony is featured in over 100 audio/video programs and films and is also a prolific author with 30 books translated into over 50 foreign language editions, including ‘The Platinum Rule for DISC Sales Mastery’, ‘Collaborative Selling’, and ‘NonManipulative Selling’. Recognised by Meetings & Conventions Magazine as “One of America’s most electrifying speakers”, Dr. Alessandra was inducted SEMINAR SNAPSHOT into the NSA Speakers Hall of Fame in 1985. In 2012, Tony was elected How to Read a Customer into the inaugural class Like a Book of the Top Sales World Sales Hall of Fame and Get ready for an entertaining, was voted one of the interactive, and insightful session Top 50 Sales & delivered by Dr. Tony Alessandra.

Marketing Influencers.

In this powerful seminar, you will learn useful techniques to adjust your selling style to match the customer’s buying style.

Dr. Tony will cover how to: create faster rapport than ever before, read customer styles quickly and accurately, and practice adaptability by s elling others the way they want and need to be sold.

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SEMINAR SNAPSHOT

Conscious Selling and the Art of Commercial Conversations We know ‘sales’ has changed!

We know sellers want new conversations! Conscious selling is not just being awake on the job; it is being awake to the different approaches, focus, and outcomes around your role as a pivotal cog in your company’s wheel. Sellers have a privileged responsibility to help their buyers grow their business; to achieve that there are certain conversations to have with yourself and with your buyer to succeed in this new sales environment.

NEW YORK TIMES BESTSELLING SALES AUTHOR Linda Richardson is a New York Times bestselling author, educator, sales leader, and the founder of the Richardson consulting firm.

She has dedicated herself to helping organisations around the world improve sales performance, process, and effectiveness.

LINDA RICHARDSON

Richardson began her career as a teacher and firmly believes that great selling is great teaching—collaborative, relevant, and results driven.

SEMINAR SNAPSHOT

Create Better, More Effective Conversations in Today’s Hyper-Digital World In this era of iPads, iPhones, and apps, sales communications may be growing, but sales conversations are dying — and so are too many sales. Globalisation, the explosion in competition, the slow economy, and fast-emerging technologies all have changed buying habits. Salespeople can no longer rely on the traditional sales methodologies.

They must change the conversation.

JIM CATHCART

WEDNESDAY | 11.45 | TSW AUDITORIUM

AMERICA’S PRINCIPAL REFERRAL SELLING AUTHORITY

THURSDAY | 15.30 | TSW AUDITORIUM

MULTIPLE AWARD WINNING SALES SPEAKER Jim Cathcart helps people succeed. He is in the top 1% of all professional speakers and has received virtually every award in that profession.

JOANNE BLACK

and author of ‘No More Cold Calling™: The Breakthrough System That Will Leave Your Competition in the Dust’ and ‘Pick Up the Damn Phone! How People, Not Technology, Seal the Deal’. She is consistently recognised as a top blogger on sales and social media sites.

His books, ‘Relationship Selling’ and ‘The Acorn Principle’ both became international bestsellers and his TEDx talk is approaching half a million views. His presentations are fun, inspiring, and powerfully thought provoking. He believes in your potential and can show you how to access more of it. Jim was chosen as one of the Top Sales Influencers of 2014 & 2015 by Top Sales World Magazine, and was inducted into the Sales & Marketing Hall of Fame in 2012.

Joanne Black is America’s leading authority on referral selling.

As the founder of No More Cold Calling, Joanne works with salespeople, sales teams, and business owners to build their referral networks, get introductions, attract top clients, decrease costs, and ace out the competition.

SEMINAR SNAPSHOT

SEMINAR SNAPSHOT

Increase Your Success Velocity™

Stop Cold Calling: Get the One-Call Referral Meeting

Velocity is your rate of advancement towards your goal. Jim will show you how to decrease the inhibitors and multiply the boosters to get the optimum velocity from all that you do. Without working harder or longer you can achieve much more. Learn how from the original author of ‘Relationship Selling’.

A captivating speaker and innovative seminar leader, Joanne is a member of the National Speakers Association

WEDNESDAY | 17.20 | TSW AUDITORIUM

LEADING LIGHT IN SALES EFFECTIVENESS

Joanne, a multiple award winner for sales excellence, speaks at sales and incentive meetings, conferences, and association meetings.

Turn up the heat on your prospecting and attract your best and most profitable clients. Get every meeting at the level that counts, convert more than 50% to clients, and ace-out your competition. Leverage the power of your referral network, and hit your sales numbers without hitting the phones. Whether or not you currently cold call, you’ll learn how to get the one-call meeting with a referral introduction.

A Swiss citizen living in France and doing business in German, English, and French; Christian Maurer helps B2B sales leaders to sustainably improve the productivity of their organisations.

CHRISTIAN MAURER

Joanne’s active consultation with clients began in 1996 when she developed a system based on the belief that creating relationships and getting referrals generate a faster rate of sales in a way that is more cost-efficient than cold calling.

He has developed an uncanny skill for helping companies improve B2B opportunity and account management through the design and implementation of client specific programs extended with customer-centric sales processes, sales forecasting, and individual effectiveness programs for sales leaders. In addition to his consulting activities, Christian lectures on the topics of complex sales methods and international sales management in the MA program ‘Strategic Sales Management’ at the ESB Business School at Reutlingen University, Germany.

He is also a lecturer in the ME program ‘Leadership in Industrial Sales and Technology’ at Aalen University, Germany, on the topics of structuring and leading international sales forces.

SEMINAR SNAPSHOT

The Terms B2B and B2C Have Become Obsolete, Haven’t They?

Are the marketers who have done away with the distinction between B2B and B2C and use only the all-encompassing term H2H (human to human), right?

Better alignment between sales and marketing is important in this new era of selling; should sellers adhere to this new terminology? In this interactive seminar you will learn why adopting the terminology can be detrimental to seller’s success.

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INFLUENTIAL SALES COMMENTATOR Cian is the founder and CEO of Trinity Perspectives, a sales training and advisory firm that specialises in helping technology companies understand why they win and lose the deals they pitch for. Trinity is committed to helping businesses unlock the latent potential of customer’s insights.

CIAN MCLOUGHLIN

WEDNESDAY | 10.30 | TSW AUDITORIUM

ALSO SPEAKING ON: THURSDAY, THEATRE 5 AT 15.30

EMINENT SALES & MARKETING INFLUENCER Deb Calvert, author of the bestseller ‘DISCOVER Questions® Get You Connected’ and a Top 50 Sales & Marketing Influencer, founded People First Productivity Solutions in 2006 to help businesses build organisational strength by putting people first.

The PFPS focus is to boost company productivity through people development. This work includes sales training, coaching, and consulting on sales productivity drivers; leadership program design and facilitation; team effectiveness work, and executive coaching.

DEB CALVERT

A regular sales and marketing commentator on media including Sky News Business and the Huffington Post, in September 2015, Cian’s blog was voted one of the Top 50 Sales Blogs globally by Top Sales Magazine.

THURSDAY | 16.05 TSW AUDITORIUM

NO1 SALES INFLUENCER IN THE ASIA & PACIFIC REGION

TONY J HUGHES

The #1 ranked influencer for professional selling in the Asia-Pacific region by Top Sales World magazine, bestselling author, and highly sought after keynote speaker Tony J Hughes has the strategies to transform sales results for the modern day business.

Tony understands modern strategic selling in the real world and has a successful track record in both sales director and managing director roles for public companies in his thirty years of experience.

SEMINAR SNAPSHOT

SEMINAR SNAPSHOT

Transcending the Transaction: Are You Enabling or Disabling Customer Connections?

The Great Sales Disruption and What to Do About It

Are you guilty of making three big mistakes, inadvertently disabling your sales team by forcing commoditization and transactional selling? Join this workshop for a self-assessment and wake-up call.

We’ll review buyer research to reveal simple fixes so you can boost sales productivity and top line revenue by more effectively enabling (not disabling!) your sales managers and sellers.

Between 40% and 66% of sales people fail to achieve their numbers in B2B selling. Every seller is facing disruption once differentiated products, services, and solutions become commodities. Buyers have never been more empowered and sellers have never been more challenged in achieving cut-through and differentiation.

BARBARA GIAMANCO

WEDNESDAY | 13.00 | TSW AUDITORIUM

REVERED LEADERSHIP AUTHORITY With a career spanning 25 years and over $1B made in sales, Barbara Giamanco is a name known throughout the world for her influence in the industry. Passionate about helping salespeople and sales teams sell more and more often, she understands perfectly the challenges that face sales leaders and salespeople.

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With ASX & Fortune 500 clients across Australia and the Asia Pacific region, Cian has worked with sales leaders from Brisbane to Bangkok, Christchurch to Cape Town, and everywhere in between.

With a successful C-level background in sales, technology, and leadership development, Barb’s experience speaks for itself. She capped her corporate career at Microsoft, where she led sales teams and coached executives.

Barbara’s book, ‘The New Handshake: Sales Meets Social Media’ is the first book written about social selling. She is consistently recognised as a Top Sales Blogger, a Top 25 Influential Leader in Sales, a Top 25 Sales Influencer on Twitter, and is one of Top Sales World’s Top 50 Sales and Marketing Influencers for the 3rd year in a row. Her LinkedIn profile ranks in the Top 1% of all profiles viewed.

SEMINAR SNAPSHOT

THURSDAY | 10.30 TSW AUDITORIUM

Rebirth of the Sales Industry

Author of the new book ‘Rebirth of the Salesman’ and co-author of the Amazon #1 bestseller ‘Secrets of Business Success’, Cian is a passionate proponent of an ethical, honest, and authentic approach to sales.

This seminar will explore the unprecedented change and disruption underway in the B2B sales industry, as new technologies and consumption models emerge and the balance of power shifts from vendors to customers. Through real world stories and sales cycles, Cian offers a blueprint to help sales professionals and sales leaders achieve sales mastery by developing their sales effectiveness and enhancing their personal and professional brands.

THURSDAY | 14.50 | TSW AUDITORIUM

THURSDAY | 11.05 | TSW AUDITORIUM

SPEAKING THE LANGUAGE OF SALES SUCCESS

GEORGE BRONTÉN

George Brontén believes that for a sales team to succeed in reaching their objectives, they need a firm sales process in place and share a common sales language.

An instrumental figure in sales, George’s insight could be the key to consistently strong performances in B2B sales.

George is the founder & CEO of Membrain, the world’s first sales improvement software that makes it easy to execute your sales strategy. George is a life-long entrepreneur with 20 years of experience in the software space and a passion for sales and marketing.

SALES PERFORMANCE EXPERT A former sales professional himself, Stephen Jones is distinguished from many other sales performance consultants as he can truly say that he has ‘been there and done that,’ fully appreciating what does and what doesn’t motivate sales people to make change.

STEPHEN JONES

Stephen works with B2B sales organisations to improve all aspects of their sales performance. He has over 30 years’ experience in senior sales and sales management positions with IBM, Oracle, and BT. These have involved overall responsibility for the commercial relationship with large global customers such as Unilever, GSK, BT, Pfizer, Mars, Barclays, SSE, and Thomson Reuters, managing teams of up to 20 sales and support professionals.

SEMINAR SNAPSHOT

SEMINAR SNAPSHOT

How to Reliably Predict Sales Performance

Can Checklists Save the Sales Profession?

The sales profession is in a massive decline. Sales people can no longer ‘wing it’ to bring in enough deals to make their numbers. Could something as simple as checklists help sales teams speed up sales cycles, increase win rates, and boost deal sizes?

Every business needs to grow sales and recruit successful salespeople, but despite this most salespeople fail. Sales headcount turnover is twice that in other functions, and although 67% of sales organisations plan to increase headcount in the next year, two-thirds of them admit they struggle with recruitment. For over 25 years, OMG has led the market in sales evaluation tools, specifically designed to measure and predict sales performance.

SEMINAR SNAPSHOT

Social Selling to the C-Suite In this interactive session, Barbara, one of the first evangelists of leveraging social media in sales, wakes you up to the reality of selling in today’s digitally wired marketplace. Learn how to connect, engage, and influence buyers by following a focused social selling strategy.

Using social channels and business intelligence, strengthen pre-call research and sales meeting planning to maximise initial contacts with C-level decision makers every time.

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TSW AUDITORIUM AGENDA * Content and speakers are subject to change. The digital show guide and seminar timetable will be updated online prior to the show, so please check www.salesinnovationexpo.co.uk for the latest information.

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TSW AUDITORIUM WEDNESDAY

TSW AUDITORIUM THURSDAY

10.30 - 11:05

10.30 - 11.05

11.15 - 11.50

11.15 - 11.50

12.00 - 12.35

12.00 - 12.35

Joanne Black, No More Cold Calling™ Stop Cold Calling: Get the One-Call Referral Meeting

Jonathan Farrington and Etien D’Hollander Mobile Sales … Yesterday, Today, Tomorrow

12.45 - 13.20

12.45 - 13.20

13.30 - 14.05

13.30 - 14.05

14.15 - 14.50

14.15 - 14.50

15.00 - 15.35

15.00 - 15.35

15.45 - 16.20

15.45 - 16.20

16.30 - 17.05

16.25 - 17.00

Deb Calvert, People First Productivity Solutions Transcending the Transaction: Are You Enabling or Disabling Customer Connections?

Tamara Schenk, CSO Insights How to Set Up “Customer-Core” Enablement Strategies to Drive Outstanding Performance

Russell Acton, Capriza Inc Disappearing World - a Practical ‘Survival Guide’ for a Modern Day Enterprise Sales Person

Barbara Giamanco, Social Centred Selling Social Selling to the C-Suite

Tiffani Bova, Salesforce Being a High Performing Sales Organisation Requires a Hard Reset on Conventional Thinking

Bernadette McClelland Conscious Selling and the Art of Commercial Conversations

Rick Baker Building Efficacy Amidst The Rising Tide of Efficiency

Colleen Francis, Engage Selling Solutions Inc. Non-Stop Sales Boom: Putting an End to Boom-and-Bust Sales Cycles

Cian McLoughlin, Trinity Perspectives Rebirth of the Sales Industry

Stephen Jones, Objective Management Group How to Reliably Predict Sales Performance

Dr. Tony Alessandra, Assessments 24x7 LLC How to Read a Customer Like a Book

Jason Jordan, Vantage Point Sales Management and CRM: a Match Made in Heaven or Hell?

Jim Cathcart, Cathcart Institute, Inc. Increase Your Success Velocity™

George Bronten, Membrain Can Checklists Save the Sales Profession?

Tony J Hughes, RSVPelling Pty Ltd The Great Sales Disruption and What to Do About It

Erik Peterson

Good Intentions, Wrong Instincts: a Counterintuitive Approach to Message Differentiation

17.15 - 17.50

Christian Maurer The Terms B2B and B2C Have Become Obsolete, Haven’t They?

BOOK YOUR SEAT! These seminars are free to attend, but due to their popularity you’ll need to register your place to avoid missing out.

Ensure your seat today by visiting: VISIT WWW.SALESINNOVATIONEXPO.CO.UK

UNMISSABLE SPEAKERS

HEADLINE SPEAKERS This is your chance to learn about the innovation, current and future developments, and unmissable opportunities happening within the sales industry, delivered to you by the most influential and experienced figures from across the world of sales.

The following pages will highlight the seminars you simply cannot afford to miss.

In front of you will be a prominent, experienced, and influential expert, ready to pass on their wealth of insight, guidance, and ambition to you.

MARK HUNTER

DIRECTOR, THE SALES HUNTER

WEDNESDAY | 15.30 | KEYNOTE THEATRE 2

THE WORLD’S MOST INFLUENTIAL SALES LEADER Mark Hunter, “The Sales Hunter,” is the foremost thought leader in sales profitability and sales leadership. Mark speaks globally to thousands of sales leaders and sales forces each year, sharing strategies from his book ‘HighProfit Selling: Win the Sale Without Compromising on Price’.

ALSO SPEAKING ON: THURSDAY, KEYNOTE THEATRE 2 AT 14.00

Mark is recognised as one of the Top 50 Influencers by Top Sales World and recently named a Top 25 Sales Guru with Bill Gates and Richard Branson.

Since 1998, Mark has worked with the largest companies in the world, including Samsung, Coca-Cola, American Express, and Sony, presenting thousands of keynotes and customized training programs.

SEMINAR SNAPSHOT

How to Increase Prospecting Results For Sales Leaders It is critical to drive better results from your sales team. Mark Hunter has had global success in helping sales leaders double and triple their prospecting results by providing specific “How Tos.” Learn “How To” (1) define clear and measurable goals, (2) develop sustainable disciplines, (3) sharpen skills, (4) establish prospecting as a priority, and (5) develop confidence.

PANEL SESSION

SALES: A TRANSATLANTIC DEBATE

ROB BROWN

NETWORKING COACHING ACADEMY

THE WORLD’S LEADING NETWORKING EXPERT

The Sales Innovation Expo’s panel session offers you an opportunity to listen to and interact with some of the industry’s most revered leaders as they discuss the current key issues within the world of sales. Build your knowledge and evolve your business with sessions packed with insight, information, and advice.

Rob Brown is founder of the Networking Coaching Academy and the most recommended networking expert in the world according to LinkedIn. Author of the upcoming book ‘Build Your Reputation’ by Wiley,

Join Bob Etherington, Mark Hunter, Phil M Jones, & Mike Scher in the Keynote Theatre on Thursday 12th from 16.15 - 16.45.

GORDON MCALPINE THE SALES CLUB PHIL JONES

BOB ETHERINGTON

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MARK HUNTER

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MIKE SCHER

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SALES NETWORKING VISIONARY An inspirational leader and distinguished salesman, Gordon McAlpine has achieved extraordinary professional success without ever requiring outside investment.

Gordon founded The Sales Club in 2010, after previously gaining 20 years’ sales & marketing experience from corporations such as pharmaceutical giant Astra Zeneca, to smaller entrepreneurial businesses. In 1997, Gordon co-founded fast growth technology company BigHand, where as sales and marketing director, he built and led a high performance sales team, culminating in the successful

REVERED AUTHORITY IN SALES PSYCHOLOGY AND NEGOTIATION

WEDNESDAY | 11.00 | KEYNOTE THEATRE 2

Universally recognised for his strategies, vision, and achievements in the field of sales, Phil M Jones is a truly self-made sales performance legend.

With nearly 20 years in the sales and retail fields, Phil has made a name for himself across the globe. His effective methods are sought after by companies and individuals on nearly every continent and in every major industry.

Phil’s rigorous travel schedule is jam packed with new countries and cities, and his bestselling books and CDs have helped hundreds of thousands of business owners and sales professionals develop new skills to maximise their potential. As a child, Phil developed an affinity for negotiation and masterminding ingenious ways of packaging otherwise ordinary products and services.

Rob speaks globally on building and leveraging powerful connections for networks for greater influence, more sales and enhanced career opportunities. His popular Networking Giants Radio Show interviews experts globally on referrals, LinkedIn, reputation, trust, likeability and presence.

WEDNESDAY | 16.15 KEYNOTE THEATRE 2

PHIL M JONES PHILMJONES INTERNATIONAL At the tender age of 14, Phil launched a prestigious career that consistently delivers performance far ahead of the curve.

Multi-award winning and with accolades from the world’s best, investing your time with Phil is guaranteed to bring huge returns.

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Persuasion and Influence Secrets of the Superstars You have all witnessed people in your teams and organisations that massively outperform the others.

Discover practical, simple, and powerful actions to move you and your teams from “above average” to “sales superstars”.

SEMINAR SNAPSHOT

Abundant Referrals: How to Get Your Network to Sell You and Refer You! You’ve built your network and have good customers/clients. Now you just need to inspire them to recommend you to their network.

Welcome to world of abundant referrals - the easiest and best way to grow your business!

JAS HAWKER DIRECTOR, MISSION EXCELLENCE WEDNESDAY | 13.15 KEYNOTE THEATRE 2

LEADER OF THE RED ARROWS Whether it’s through his business ventures or during his time flying with the Red Arrows, Jas Hawker is used to ascending to impressive heights.

Jas has first-hand experience of developing and leading a world-class high performance team as leader of the Red Arrows.

As a fighter pilot, he was the youngest ever pilot to fly the Tornado ground attack aircraft on the front-line and was able to lead any scale of combat mission in any part of the world. In 2007 he was selected to be commanding officer and leader of the Red Arrows where he led the team across four continents and performed over 500 public displays.

Jas is now a director of Mission Excellence, an organisational performance consultancy focused on improving clients’ execution.

Mission Excellence has worked extensively with sales teams, ‘cutting through the noise’ to improve team effectiveness and business performance.

SEMINAR SNAPSHOT WEDNESDAY | 11.45 KEYNOTE THEATRE 2

sale of BigHand in 2006. A passion for sales and an entrepreneurial vision led to Gordon founding The Sales Club, the world’s first cross-sector networking club for sales leaders that counts members including American Express, Jaguar, Land Rover, and Toshiba.

In 2010, Gordon featured in Channel 4’s The Secret Millionaire, returning to help struggling social enterprises in the deprived area of Govan in Glasgow, and made financial donations to help struggling social enterprises.

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Secret Millionaire’s Sales Guide to Success As a successful entrepreneur who appeared on C4’s “The Secret Millionaire”, Gordon built and sold his technology company BigHand. In this inspirational seminar, Gordon shares his story about what transformed him into a salesperson who achieved great success, never once borrowing a penny from the bank or investors and by creating a dynamic sales engine to drive organic growth.

Leadership Tips for High Performance Teams What do high performance teams all have in common? The answer is people with the right values and behaviours, clear simple priorities when undertaking any activity, and the ability to apply honest and objective learning. Jas will bring lessons from the Red Arrows that can be applied to any sales team to improve performance with take-away messages that can be applied the very next day.

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KAREN DUNNE-SQUIRE

ELATION EXPERTS

LEADING THE WAY IN SALES PRACTICE Karen is a qualified ISMM sales and marketing trainer, facilitator, and leading expert in sales practice.

WEDNESDAY | 13.15 THEATRE 4

MATT TUSON NEW VOICE MEDIA

She is a firm believer that you never stop learning and with 20 years of sales management in large corporates behind her, she knows that constant learning is key to high performance.

Karen’s techniques go beyond classroom-based learning and she aims to avoid the common pitfalls of traditional sales training, as her controversial and over-subscribed session at last year’s exhibition – ‘Sack the Sales Trainer’ - demonstrates.

A true innovator and problem solver, Karen has devised a unique, robust, and proven methodology to bring sales success to any business in any sector - The Three Pillars of Successful Selling.

Every business is asking itself the same simple question: ‘How can I get more sales?’ Whilst the question is simple the answer is often not – until now.

AFRICA IS OPEN FOR BUSINESS

ALSO SPEAKING ON: THURSDAY, KEYNOTE THEATRE 2 AT 12.30

Antonio Mankulu is an African-born entrepreneur and CEO of Bisc Technologies Ltd.

WEDNESDAY | 12.30 | KEYNOTE THEATRE 2

DISTINGUISHED SALES LEADER Successful sales leaders share certain characteristics that provide them with the ability to effectively lead their team in the pursuit of customers. Matt Tuson recognises exactly what those common traits are, and he’s here to disclose the tactics and techniques required to achieve sales prosperity.

Matt leads the global sales organisation at NewVoiceMedia, accelerating growth through new customer acquisition and maintaining successful and trusted partnerships with existing customers.

His background includes driving success at Salesforce®, where he led Service Cloud’s sales distribution and go-to-market strategy across EMEA; and RightNow Technologies (Oracle), a web, social, and contact centre solution, as vice president of sales.

ANTONIO MANKULU BISC TECHNOLOGIES LTD

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Africa Is Open For Business Africa has six of the ten fastest growing economies in the world. It is growing faster than the OECD, Latin America, Eastern Europe and the Middle East. By 2020, five of its cities will each have household spending to rival Mumbai - one of the world’s largest cities. This seminar will provide insight into the most promising countries to enter and how to use technology to sell into Africa.

A dynamic, straight-speaking presenter with the ability to get his audience to think about business and life like never before, Gavin Ingham is a man who knows what it takes to add value for you and your business and to help you to make more sales.

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Winning Tactics: What Successful Leaders Have in Common Having worked at market-leading global organisations, leading both global and regional sales teams, Matt has encountered numerous sales winners, and a few failures. In all his time at the helm, Matt has discovered invaluable tips and tactics repeated by those that find themselves at the top of the tree. In this presentation, packed full of real-world examples and stories, Matt reveals those killer instincts and tactics that successful sales leaders have in common.

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Antonio sold his first business at the age of 19 while studying Business & Computer Science at Aston University; he’s now leading Bisc Technologies, whose software technologies are disrupting not only the European market but also the African continent as a whole.

GAVIN INGHAM GAVIN INGHAM LTD

THE NO.1 SALES MOTIVATOR THURSDAY | 15.30 KEYNOTE THEATRE 2

As a sales and mental toughness expert from a background in high pressure sales, Gavin’s passion is to understand what makes high performance teams and individuals tick. He provokes audiences to think about business and life in a whole new way. Gavin’s mantra is ‘Be more, do more, have more’ and his practical strategies for taking positive action ensure that delegates

SEMINAR SNAPSHOT

SEMINAR SNAPSHOT

Supercharge Your Sales Performance – a Proven Method

The Most Profitable Relationship You Will Ever Build

In this presentation, Karen will share with you a unique and proven methodology that is bringing genuine growth to UK businesses right now. The Three Pillars of Successful Selling is a planning and development tool that will allow you to review, assess, and develop your sales operation into a high performing resource. Don’t miss out on this session if you want to walk away able to implement genuine growth today.

The customer journey can be powerfully influenced by great marketing and this seminar will illustrate not only the impact that a strong sales/marketing alliance can have, but it will also share some key models for how you can leverage this relationship and add real impact to your sales performance.

This seminar will teach you how to get more growth without employing more resources.

ALSO SPEAKING ON: THURSDAY, THEATRE 4 AT 13.15

GLOBAL NAME IN SOCIAL SELLING

BOB ETHERINGTON BOB ETHERINGTON GROUP

KEN KROGUE INSIDESALES.COM THURSDAY | 11.45 KEYNOTE THEATRE 2

Recognised as #2 in the world for social selling and as one of the ‘Top 25 Most Influential Inside Sales Professionals of 2015,’ Ken Krogue, president of InsideSales. com, has been behind the inside sales industry’s leading sales acceleration platform since 2004.

Ken brings more than 24 years of experience in sales, development, and marketing in both domestic and international markets. Ken is a weekly contributor on Forbes.com and an active thought leader in the inside sales industry.

SEMINAR SNAPSHOT

EUROPE’S BEST SALES TRAINER THURSDAY | 14.45 | KEYNOTE THEATRE 2 Since the 1970s, Bob Etherington has developed a reputation for being a modern professor of selling.

With experience of numerous key global markets and several recessions, there are few who can match Bob’s distinguished career in sales.

Bob’s lifetime in sales began at Rank Xerox in the 1970s.

He then spent some years as a broker in the City of London before being head-hunted by the international news giant Thomson Reuters. He rose through the ranks over 22 years (including six years in New York), becoming a main board director of Reuters Transaction Services Ltd and international director of sales training.

Sales in the Cloud Ken will discuss how advancements in technology and analytics have forever changed the business landscape.

SEMINAR SNAPSHOT

Sales Manager to ‘Leader’ in 30 Secret Minutes

do just that. He asks the difficult, game-changing questions that other people don’t ask. Gavin has given 1,000 paid talks to over 100,000 delegates and spoken all over Europe, the US, and Africa. This includes three times speaking at the Institute of Sales and Marketing Management’s conference and being a judge for the BESMA Awards.

Deciding to change to sales leader can easily double or triple your team’s sales performance in 12 months. Not only that, your team will be more fulfilled and have more fun. They’ll also tell everyone they transformed themselves! Put ‘leadership’ into Google and you’ll get over 550million hits, so what really defines it? This ‘secret seminar’ will show you the five specific things that successful leaders do.

Just copy them and see what happens.

SEMINAR SNAPSHOT

Be More, Do More, Share More: Facts Tell, Stories Sell Are you finding it ever harder to achieve real connection with customers, to convince them of the value you add, and to make sales? It’s not surprising. Most salespeople are taught a logical and linear approach – ask diagnostic questions, outline value propositions, and work out ROI. It doesn’t work. There is a better way...Gavin will show you a simple six step strategy that will help you make more sales.

Bob left Reuters in 2001 to start his own sales training company (one that ‘does what it says on the tin’).

He now owns a group of companies which deliver bespoke training programmes all over the world.

His clients range from leading energy companies and banks, down to one–man-bands and start-ups.

Even The UK Supreme Court has become a client.

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VONLEY JOSEPH

BOB ETHERINGTON LTD

FROM POTENTIAL TO PROFESSIONAL JIM NINIVAGGI STRATEGY TO REVENUE WEDNESDAY | 14.45 KEYNOTE THEATRE 2

THE SALES ENABLEMENT EXPERT

With a sales career that started in 1984 by selling apparel, Vonley Joseph has acquired nearly 30 years’ sales experience across several sectors in B2B, B2C, and third sector.

Now principal at the Bob Etherington Academy, his passion for sales has driven him to achieve voluminous goals that he puts down to getting into a sales career as a teenager after leaving school without any qualifications.

Vonley is currently campaigning to raise awareness for sales to be promoted as a

SEMINAR SNAPSHOT

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professional career pathway in schools, colleges, and universities. His current project involves empirical research and development into UK sales training to fill skills gaps for micro and SME sales companies to employ and sustain unemployed graduates into a professional sales career pathway.

Vonley is also the co-founder of Civic Enterprise Clubs, set up to establish entrepreneurial sales learning hubs within grass roots communities providing the opportunity for potential sales people to learn sales and achieve their dreams.

SEMINAR SNAPSHOT

Jim is the chief strategy officer for Strategy to Revenue (STR). STR provides a SaaS-based platform and professional services that help sales organisations identify and develop the critical sales competencies their direct and indirect sellers need to compete.

Jim has more than 25 years of handson sales enablement experience. Most recently, Jim was the service director, sales enablement strategies for SiriusDecisions.

As service director, Jim’s focus was on helping to deliver data, knowledge, and insight that B2B companies used to improve sales performance and drive ROI. Jim has held sales and marketing leadership positions in companies including the American Management Association, Claritas Consulting, and C3i, and spent eight years with sales performance training firm AchieveGlobal (formerly Xerox Learning Systems). He began his career with 3M/Media Service in Stamford, CT, serving as a reseller for Fujitsu, IBM, and Sun Microsystems.

THURSDAY | 11.00 KEYNOTE THEATRE 2

Get Britain Selling The 5 Cs selling model is proven to get your new sales recruits delivering and sustaining results in record time. The model focuses on evolving your working environment into a holistic blended learning hub to fill much needed skill gaps that so many companies find difficult when nurturing new recruits. It is time for you to reduce your high churn rates and start to produce sales performers.

ELIZABETH FULHAM SALESOPTIMIZE WEDNESDAY | 13.15 KEYNOTE THEATRE 2

SEMINAR SNAPSHOT

Turning Strategy Into Execution With Critical Competencies

The Internet is Exploding – How to Find Your Sales Leads Online

There is one common challenge shared by every company – the challenge to grow. However, a recent study showed that fewer than 34% of companies are confident in their ability to hit growth targets. To ensure your sellers are able to execute, enablement leaders need to isolate the critical competencies required for success. We will discuss why and how to map those competencies that are essential to turn strategy into execution.

Less than 1% of the active Internet is ecommerce, i.e. 1.7M websites and growing. For sales executives, it’s often like searching for a needle in a virtual haystack to find eCommerce sites that generate the most revenue. You always have the challenge: how do you find high quality sales leads? This seminar discusses new developments in deep web analytics and how they’re revolutionising the old world of B2B lead generation.

AWARD WINNING BUSINESS LEADER Elizabeth Fulham has used her passion in providing opportunities that can unlock the sales potential of others into SalesOptimize, the B2B search engine that makes the otherwise daunting process of finding customers that much easier.

Liz has over 25 years’ experience working as a consultant/sales leader for companies such as IBM, PayPal, Telefonica, and Microsoft. She has a history of doubling revenue without increasing headcount as per her first year as European head of telesales in Paypal. This, along with her passion for keeping the Internet open and customer centric focus, encouraged her to start SalesOptimize in 2013. Liz has developed a new search engine for B2B companies to access the eCommerce market, which drives $1.7T a year. Her goal is to help B2B companies quickly analyse their eCommerce market opportunity and fill their pipelines with sales leads for the next five years - a huge challenge, but one that she has already started for the UK and USA market.

MARTIN ZEMAN

NADEEM SHAIKH

DATA DRIVEN ERA

HOW SMART COMPANIES USE DATA TO SELL MORE

SMART WAY FORWARD

RECOGNISING YOUR LEADERSHIP STYLE & ADAPTING IT TO YOUR TEAM

THURSDAY | 14.00 | THEATRE 5 WEDNESDAY | 13.15 | THEATRE 3 Have you ever missed the forecast without truly knowing why? Martin will share a journey of a sales director who had been in such a position for several quarters in a row.

This seminar will give you a brief insight into understanding the difference between being an effective leader and being an efficient manager.

It’s a story of a great leader who transformed his company into a data driven business saving it from bankruptcy. Learn how he did it and take away simple actionable tips you can easily apply in your own company.

It will also highlight how your behaviour can be perceived by your colleagues, sales team/customer service team and show you how you can communicate better by understanding their individual learning styles and personality types.

ABOUT THE SPEAKER Martin is not your typical sales conference speaker; he hasn’t spent 25+ years in sales, he hasn’t published a bestselling book on the topic (yet), and he hasn’t personally trained an army of sales people. He is a data guy. He and his consultancy, DDE, helps companies like Marks and Spencer, Parabis, and Silent Edge establish a data driven culture and focus on problems that matter.

ABOUT THE SPEAKER Nadeem is the managing director of SMART Way Forward; a specialist sales, management, and training consultancy working within the sport, leisure, health, and fitness industry.

Nadeem has been involved in this industry for almost 30 years. He is a qualified sales and management trainer, specialising in sales training, management training, customer service training, team development, learning, and motivation.

TRADITIONAL MARKETING IN OUR DIGITAL AGE THURSDAY | 11.00 | THEATRE 3

In the digital age, much emphasis is placed on routes to market cultivated by digital marketing approaches.

CHRIS AIREY

This is something that has been evidenced by the rise of a breed of new, purely digital marketing

UMBRELLA MARKETING TEAM

TEN THINGS YOU NEED TO KNOW ABOUT WRITING WINNING BIDS WEDNESDAY | 14.00 | THEATRE 5

A presentation offering insights into why some bids win contracts and others fail.

Bid Perfect trains bid writers for some of the world’s largest and most successful companies.

Our techniques and tools are simple to learn and easy to use. We guarantee you will leave the seminar thinking differently about the way in which you sell and write about your products and services.

agencies. However, often now overlooked is the importance of traditional marketing. Whilst many of the practices seem to some to be dated and with diminishing relevance to the digital world, marketing theory stands fast in the face of evolution.

BID PERFECT LTD

MARCUS EDEN-ELLIS

ABOUT THE SPEAKER Chris is one of the rare breed of board leaders who can mix business change and technology ability with normal business common sense. He is an entrepreneur and strategist as well as a hands-on deliverer with an instinctive focus on customers, driving business growth, and creating value.

ABOUT THE SPEAKER A senior bid skills trainer, bid management consultant, and a working bid writer, Marcus founded Bid Perfect in 2007. He has a simple approach to bids: “If you write excellent bids, you might win. If you write poor bids then you will certainly lose. So to increase your chance of winning, learn how to write great bids”.

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BEAT THE COMPETITION WITH SMART, COLLABORATIVE TECH WEDNESDAY | 16.15 | THEATRE 3 When growing your business, it’s essential to be one step ahead of your competitors.

SALESBOX CRM

Andres will offer insights into what unifies the most successful sales teams globally and how you can utilise modern technology to replicate their success.Listen to how an intelligent and mobile sales CRM can make your organisation more agile and stay one step ahead.

MIKE SCHER

MURRAY COWELL

FRONTLINE SELLING

INBOX INCOME

ANDREAS LALANGAS

HOW YOU CAN CREATE A PREDICTABLE PIPELINE AND CRUSH YOUR QUOTA

WEDNESDAY | 11.45 THEATRE 3

ABOUT THE SPEAKER Andreas Lalangas is the CEO and founder of Salesbox CRM. A Stockholm based entrepreneur, Andreas has earned more than a decade’s worth of experience in sales across a variety of different roles in the Scandinavian IT industry.

Andreas has successfully built several companies in Sweden, and over the years has won different awards for business growth.

HOW AUTOMATING YOUR EMAIL MARKETING CAN FEED YOUR SALES FORCE WITH PIPING HOT LEADS Don’t miss this fascinating insight into how to make automated email work for you.

Discover how automating your email marketing can supply your sales teams with a constant stream of highly qualified, super-hot sales leads. By the end of the presentation, you will have begun to map out a simple step-by-step process to make automated email a reality in your organisation.

WEDNESDAY | 14.00 | THEATRE 4

ABOUT THE SPEAKER By 2017, an estimated $30+ billion will be spent on sales acceleration tools, as every sales team is trying to solve the same problem: how to convert more leads into opportunities.

FRONTLINE Selling solved this mystery by conducting a study of nearly 2 million outreach efforts. Join Mike Scher, CEO, as he reveals the findings and sets you on the fastest, most effective path to opportunity creation and accelerated revenue.

After growing tired of seeing Internet marketing training that promised unrealistic results, Murray realised that there are few opportunities for people with real-world, bricks-and-mortar businesses to learn about email marketing. Murray founded Inbox Income in 2008.

THURSDAY | 14.45 THEATRE 5

SHEA HEER WISE ME UP

ABOUT THE SPEAKER ALSO SPEAKING ON: THURSDAY, THEATRE 4 AT 14.00

ABOUT THE SPEAKER Mike is the CEO and co-founder of FRONTLINE Selling. Under Mike’s leadership, FRONTLINE Selling has become a leader in sales acceleration, helping salespeople dramatically increase opportunities, sales, and top-line revenue.

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Coming from a highly successful family retail background, Shea decided to build her own business and founded ‘wise me up Ltd’ in 2008, when she made the economic climate work to her advantage and secured partners such as Jewson (Saint Gobain Group), Cooper (Eaton Group) and Dextra Group in the first year.

WOULD YOU BUY FROM YOU? BACK TO BASICS No rocket science, no sales gimmicks; this is about making the basics work!

Shea will address the famous question ‘what makes a successful sales person?’, and how sales managers can sustain those positive behaviours.

SCOTT BARNSLEY PARKER SOFTWARE LIMITED

JUICING THE SALES FUNNEL GOODNESS

leads, increase conversions, and nurture happier customers. Scott believes that the future belongs to businesses who seize the market’s smartest sales enablement software – driving his dedication to sell just that through the Parker Software suite.

WEDNESDAY | 12.30 | THEATRE 3

For any sales team, converting qualified leads into paying customers is a top funnel priority. But with average conversion rates as low as 2-3%, doing so can feel like a relentless uphill struggle.

ALSO SPEAKING ON: THURSDAY, THEATRE 3 AT 13.15

Juicing the sales funnel needn’t be this difficult.

Scott looks at the ways in which businesses can use sales enablement software to get better

ABOUT THE SPEAKER Scott Barnsley is a recognised leader in IT sales strategy. World renowned technical companies such as AVG and Irdeto have relied on Scott to head up their international sales, and he has trained and transformed sales teams across Europe, Asia, and the USA. Scott currently leads global sales for Parker Software. The software house has increased its profits by 35% within just one year under his strategic direction, and the growth shows no sign of slowing. Lending his 30 years’ sales experience to a growing team, Scott is a motivator, a skilled strategist, and a visionary sales thinker. He’s sold into a variety of vertical markets across over 100 countries; in short, his expertise is second to none.

LIAM RYAN

JAMES BEVERIDGE

CALLPRO CRM

MD, ROCK CREATIVE

THE COMING REVOLUTION OF SALES AND MARKETING WEDNESDAY | 14.45 | THEATRE 5 It seems crazy that the fast-paced world of sales was once managed with paperwork that often went astray.

Nowadays, technology allows us to automate even the most complex of sales and marketing processes. Though this evolution has seen the release of a number of off-the-shelf solutions, when software tries to please everyone it winds up falling short.

Automation tools need flexibility to mould to a wide range of business processes.

ABOUT THE SPEAKER After graduating from the University of Exeter with a degree in Economics, Liam joined a major data analytics provider before embarking on a new challenge with CallPro CRM. Having quickly progressed through the ranks, Liam is now responsible for all sales activities within the EMEA region.

TOP TIPS FOR MAKING SALES VIDEOS THAT DON’T SUCK ALAN VERSTEEG GROWTH MATTERS

THE IMBALANCE IN SALES ENABLEMENT THURSDAY | 11.45 THEATRE 3 No amount of training, no amount of technology and no amount of consulting will have any sustainable impact on your sales performance, without investment into sales managers.

The world of buying has shifted considerably and the sales profession is battling to keep up with the change.

Hear how to leverage your investment in training and technology by truly enabling your sales managers.

ABOUT THE SPEAKER Sometimes controversial, but always thought-provoking, Alan pushes his audiences to consider the real world application and execution of the plans and ideas they create.

THURSDAY | 11.00 | THEATRE 5 In a world of soul-destroying talking heads videos, how do you create knockout video content that empowers sales teams and actually generates leads?

In this talk we will cover the type of content you should be creating, how you create it, and importantly how you distribute it.

ABOUT THE SPEAKER James is the co-founder and managing director of Rock Creative, a creative content agency that has an enviable list of clients including Direct Line, Aon, Vodafone, and Fidelity.

His company specialises in B2B marketing and he is a huge advocate of the importance of creativity within the corporate sector. Before setting up Rock back in 2011, James cut his teeth working for the global marketing agency iris Worldwide.

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ANDY GWYNN

3 DEGREES SOCIAL

WEDNESDAY | 11.00 | THEATRE 5

HOW TO GAIN MORE BUSINESS THROUGH YOUR USE OF LINKEDIN

ALIGNING SALES AND MARKETING FOR EXPLOSIVE BUSINESSES GROWTH

WEDNESDAY | 11.00 | THEATRE 4 No more cold calls or trying to get around the gatekeeper.

With over 17 million UK profiles you need to learn how to create a powerful LinkedIn personal profile that gets found, gives value, and builds your credibility. Learn how to find, connect, and engage in the right way with your ideal prospect and business contact anywhere in the world. All this while massively leveraging your time.

ABOUT THE SPEAKER Andy is a leading business coach, speaker, and author who has coached 100s of business owners and corporate directors to greater profitability, more free time, and successful relationships across their business and personal lives. Andy will challenge his audience’s thinking and inspire them to take action towards more empowering results. He has helped clients double and triple their businesses and even helped them take their business from close to bankruptcy to selling for a million in just 19 months.

OSCAR MACIA

JOSH AARONS Josh explains how aligning sales and marketing allows businesses to market, share insights, and close business more effectively, whilst provide the highest quality of client interaction.

Sharing experience of email, web, and social marketing, this seminar

ALSO SPEAKING ON: THURSDAY, THEATRE 4 AT 12.30

SVM GLOBAL

WEDNESDAY | 11.00 | THEATRE 3

ABOUT THE SPEAKER Oscar is the co-founder and CEO of ForceManager, a sales management system for mobile devices that optimises and refines sales team performance. In just two years, ForceManager achieved rapid growth, evolving from a small tech start-up to positioning itself as a leader in technological innovation for business management and now boasts a wide portfolio of clients.

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ALSO SPEAKING ON: THURSDAY, THEATRE 5 AT 11.45

Josh has an extensive background in web, email and social marketing, events, and large scale promotions both in the UK and abroad. He works hand in hand with his sales counterpart, and together they have grown SalesSeek from a small team and vision to an international business with customers in over 100s of users across 10 countries.

THE KEY TO BUILDING A HIGH PERFORMANCE SALES TEAM

Sales managers often focus too much on expenses, overlooking the human aspect of a business. Oscar firmly believes that the importance of accelerating the growth of your business includes knowing your sales team. In this seminar, Oscar will be giving his insight on how to elevate your team to the top of their game.

will shed light on the parts missing from your revenue generation process, bridging the gaps between sales and marketing.

ABOUT THE SPEAKER

FORCEMANAGER

What does it take to motivate your sales team and be an effective sales leader?

SALESSEEK

BRIAN DUNNE WEDNESDAY | 15.30 THEATRE 3 Who owns customer happiness? Marketing? Sales?

Customer service? Or does customer satisfaction start from the boardroom?

HAPPY CUSTOMERS ARE BUILT IN THE BOARDROOM We’ll discuss how a culture of reward and recognition can have a direct effect on customer happiness, and show the parallels between motivating employees and the perception of your business or brand.

We’ll also discuss what rewards work best, and when to give them for maximum impact.

ABOUT THE SPEAKER Brian is working to build a greater understanding of incentive marketing in Europe and the rest of the world via its umbrella organisation, IMA – US. Often seen speaking at a variety of European and international trade shows, Brian is well known for his compelling speeches on the power of motivation and reward on performance.

MARK ERSKINE

ABOUT THE SPEAKER

SELLER PERFORMANCE

UNLOCKING THE POWER OF ADAPTIVE SELLING USING BEHAVIOURAL PROFILING WEDNESDAY | 14.45 | THEATRE 4 Recent developments in neuroscience have enabled sales professionals to better understand how buyers and sellers engage in making decisions and leverage that knowledge through “adaptive selling” to sell more business and gain that elusive competitive advantage.

Don’t be lured into believing that “relationship selling” is dead – if you don’t understand your pre-frontal cortex from your parietal lobe you’ll soon be left behind! #sellerchameleon.

ABOUT THE SPEAKER Mark combines 30 years’ sales leadership with top training and development techniques and an arsenal of world-class tools.

His mantra is revenue growth – accelerated by proven sales processes. Mark delivers change across a variety of complex vertical markets including facilities management, manufacturing, technology, finance, insurance, pharmaceuticals, and oil and gas. His raison d’etre is to identify new strategies and build the sales team’s capability to put them in motion.

ALISON EDGAR SALES COACHING SOLUTIONS

FROM ZERO TO SALES HERO: YOU CAN DO IT TOO! WEDNESDAY | 13.15 THEATRE 5 Join Alison as she draws on her distinguished experience and explains how YOU can rise from the bottom to the top in the world of sales.

This fascinating seminar will look at how you can achieve what Alison has. By drawing on her years of being a top sales performer for some of the world’s largest blue chip companies that led to her creating a unique Sales Hero System, hear how by combining understanding behaviours, sales process,

PETE EVANS MOMENTUM SALES SOLUTIONS LTD WEDNESDAY | 15.30 | THEATRE 4

ABOUT THE SPEAKER ALSO SPEAKING ON: THURSDAY, THEATRE 5 AT 12.30

Alison is passionate about sales.

2015 saw her voted one of the UK’s top ten business advisers, winner of the Special Merit Award GB Entrepreneur of the Year, and she was shortlisted for the Lifetime Sales Achievement Award by BISM. In the past year she’s been invited to Downing Street twice and The Queens’ garden party to celebrate the results she’s achieved teaching businesses to sell their fantastic products and services. Alison is often asked to keynote speak at various events across the country and works with some of the UK’s most successful entrepreneurs, such as Ben Towers, the teenage tech prodigy as featured in Richard Branson’s Blog, and Jordan Daykin, CEO of Gripit Fixings, the youngest Dragons’ Den contestant to gain investment from Deborah Meaden.

Pete Evans, Managing Director of Momentum Sales Solutions Ltd, has a passion for developing sales professionals and working with teams and individuals to enhance performance. He uses ‘The Five Laws of Stratospheric Success’ to provide a framework to create a culture of sales, service excellence, and leadership that results in individual, team, and customer success. As a professional speaker, Pete has been trained by Michael Port and Bob Burg directly. He recently spoke at the HR Leaders Conference in Bratislava about the law of value and how it can be applied to sport and business.

strategy and confidence, you too can master the art of sales.

You’ll learn how sales people can influence the buyers of products and services, build sustainable and profitable business relationships, and have a smile when selling.

CREATING A CULTURE OF EXCELLENCE IN YOUR SALES TEAMS In this highly entertaining session, Pete will share with the audience the key principles which will help create a culture of excellence and success for both sales people and sales leaders.

You will learn how sales people can help to influence the buyers of products and services, build sustainable and profitable business relationships, and have a smile when selling.

ALSO SPEAKING ON: THURSDAY, THEATRE 4 AT 11.00

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SHELLEY WALTERS

ABOUT THE SPEAKER

GROWTH MATTERS

With over 17 years’ sales and sales management experience, Shelley has delivered more than 350 keynotes and sales training sessions in the B2B environment. She brings a unique insight and experience to her clients helping them navigate the rapidly changing world of buying, and teaching how to adapt as a sales professional. Her career began in the cut-throat world of office automation where she quickly worked her way up from direct sales to negotiating at boardroom level. Shelley has served as the sales and marketing manager of Kingfisher FM (successfully turning the radio station around from 100% donor based to 100% advertising funded in only 18 months).

DIFFERENTIATED CONVERSATIONS – ESCAPING THE SEA OF SAMENESS WEDNESDAY | 14.00 | THEATRE 3 In the critical moment when sales people need to be their most convincing, 9/10 times they are not.

Recent research suggests 57% of purchasing decisions are made before buyers encounter a sales person, 89% of sales conversations are deemed a waste of time by corporate decision-makers, and almost 60% of qualified opportunities end in no-decision.

Learn how today’s client prefers to engage, and how to engineer relevance into sales conversations.

NICOLA HARTLAND FOUNDER AND CEO, XCEL SALES LTD

GET TARGETED, GET SOCIAL, GET TALKING

MARTIN MORAN

WEDNESDAY | 14.00 | KEYNOTE THEATRE 2

POWERING SALES GROWTH WITH DATA SCIENCE ABOUT THE SPEAKER

THURSDAY | 13.15 | THEATRE 5

Online and social platforms can build strong awareness of your brand, but it is telemarketing with its direct and personal approach that will secure your business deals.

Implemented well, social media activity enforced by engaging senior decision makers in conversations gives your business a competitive edge that leads to success. After all – people buy from people. So how do you turn online experiences into measurable results?

INSIDESALES.COM

Martin brings more than 25 years of experience in managing and growing business operations across a variety of industries in Europe and globally, with a proven track record for building high-performance sales organisations. Prior to his role at InsideSales, Martin held GM and sales executive roles Lumesse Limited, ServiceSource International and Salesforce.

Martin will share how predictive analytics are becoming essential to the intelligent sales process.

As we search for competitive differentiation, the use of predictive analytics has become a key tool in driving productivity, efficiency, and insight to action.

Join this experienced sales leader as he delves into his extensive knowledge and leaves you informed and inspired.

DANIEL LEIGH SMITH ABOUT THE SPEAKER Nicola’s passion is in identifying innovative, more powerful, and profitable ways to help business reach and exceed their sales and business objectives.

She was recently recognised for her business excellence and outstanding leadership in the South and thus was selected as a finalist for Women of the Year SME Sponsored by Barclays Bank.

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FIREWORX

THURSDAY | 14.00 THEATRE 3

A STRONG PROPOSITION - THE CORNERSTONE OF BUSINESS GROWTH

Join Daniel for a seminar which explores the ways you can make your business proposition strategic, breaking down why customers choose one business over another, and where you can make a difference.

How many propositions actually focus on the customers you’re looking to engage with?

Make sure you don’t miss the chance to learn from the techniques and motives of a sales visionary.

Daniel will also cast his eye on how to react to changing landscapes, what happens when you don’t look up, and how to make sure your business is sustainable for growth.

BILLY LYLE REDSPIRE LTD

MOTIVATE YOUR SALES TEAM TO USE CRM AND WIN MORE BUSINESS

DR. PETER HUGHES COGNITION

SEX AND THE PSYCHOLOGY OF FERTILE BRANDS

WEDNESDAY | 16.15 | THEATRE 4 All too often CRM systems are imposed on sales teams.

This means that the team tend to only put in the data they feel will keep management happy. Learn how to change this perception so CRM becomes a real sales enabler for your team and business.

ABOUT THE SPEAKER Billy is MD of Redspire, one of the UK’s leading Microsoft Dynamics CRM consultancies. Redspire enable and empower people and teams to be successful through innovative use of technology, this in turns makes the businesses they work for successful. Billy has always delivered true business results through technology. His drive and focus has led him to work with some of the UK’s leading brands such as Argos, Scottish Power, Golden Charter, and the Money Advise Service.

ABOUT THE SPEAKER Currently the managing director and founder of Fireworx, Daniel’s career has included creative campaigns for major international brands including L’Oreal, Vodafone, Western Union and Sony. Daniel has refined his approach to focus on helping clients by providing engaging creative that resonates with their customers, not just the business. His work has seen results such as a 10% increase in customer conversion, and business growth of over 75%.

THURSDAY | 12.30 THEATRE 3

DEB CALVERT PEOPLE FIRST PRODUCTIVITY SOLUTIONS

THE FRONTLINE SALES IMPERATIVES FOR CREATING THE CUSTOMER EXPERIENCE THURSDAY | 15.30 | THEATRE 5

What can seduction strategies tell us about how brands are built and the best strategies for selling them?

Why is ‘authenticity’ the key to selling and how do closing behaviours undermine it?

What can the psychology of the mating game teach us about content-based selling strategies? This provocative look at the psychology of fertile brands will change the way you think about selling.

ABOUT THE SPEAKER Dr. Peter Hughes is a psychologist, writer, and co-founder of Cognition. He has appeared in many programmes on business psychology, marketing, and branding including ‘Secrets of the Superbrands’ and ‘Addicted to Pleasure’ with Brian Cox.

Everybody’s talking about the customer experience.

Most large companies have initiatives to map and enhance the customer journey with touchpoints in marketing, social media, and operations. But what are your sellers doing about it? What should they be doing about it? Find out why this matters, what it means to sellers, and how you can easily enhance the customer experience to accelerate sales, generate demand, and reduce customer churn.

ABOUT THE SPEAKER Deb Calvert, author of the bestseller ‘DISCOVER Questions® Get You Connected’ and a Top 50 Sales & Marketing Influencer, founded People First Productivity Solutions in 2006 to help businesses build organisational strength by putting people first. The PFPS focus is to boost company productivity through people development. This work includes sales training, coaching, and consulting on sales productivity drivers; leadership program design and facilitation; team effectiveness work, and executive coaching.

As a member of the National Speakers Association (NSA) and instructor at UC-Berkeley, Deb has delighted audiences in a wide variety of industries as a keynote speaker, teacher, and workshop facilitator. She writes the awardwinning ‘CONNECT2Sell™’ and ‘CONNECT2Lead®’ blogs, hosts ‘CONNECT! Online Radio for Professional Sellers™’, and is currently leading the movement to Stop Selling and Start Leading!

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PHIL OLLEY PHIL OLLEY UNLIMITED

GUERRILLA TACTICS FOR SALES BREAKTHROUGHS In the New World Order, gaining competitive advantage is about how you and your team approach sales.

Phil will inspire you with this dynamic,challenging, and creative presentation. Discover the five key guerrilla tactics to make significant sales breakthroughs in the new business jungle.

WEDNESDAY | 12.30 THEATRE 4

Gain more customers of the right type, saving you time, energy, and money, and discover the practical application of neuro-scientific approaches to sustain exceptional sales performance.

ALSO SPEAKING ON: THURSDAY, THEATRE 4 AT 11.45

ABOUT THE SPEAKER Phil Olley is one of the UK’s leading speakers on business growth strategies, professional focus, and making sales breakthroughs. He’s worked with everyone from SME owner-managers to strategic leaders and sales teams in international brands such as Shell, L’Oreal, Pepsico, Mars (Masterfoods), Kellogg’s, and many more. Phil is the author of ‘Counting Chickens’ and ‘RESULT! Think Decisively, Take Action, Get Results’.

He writes articles and columns for business magazines, regularly features on BBC radio, and contributes to prime-time TV programmes, including a number of appearances on the Richard & Judy show!

ALSO SPEAKING ON: THURSDAY, THEATRE 4 AT 14.45

ROBERT NORUM agent3

KEVIN BEALES REFRACT

CREATING A COACHING CULTURE IN YOUR SALES TEAMS

LEE CHADWICK COMMUNIGATOR GROUP LTD.

LIFTING THE COVERS ON DATA DRIVEN SALES AND MARKETING TACTICS TO IMPROVE BUSINESS PERFORMANCE WEDNESDAY | 11.45 | THEATRE 4

WEDNESDAY | 12.30 THEATRE 5

According to Forbes, 74% of leading companies cite coaching and mentoring of sales reps as the most important role front-line sales managers play.

As we make the shift from annual appraisals to frequent feedback, how can we help and encourage managers and peers to adopt a coaching culture?

One not to be missed!

To understand whether our websites are generating as many sales-ready leads for our pipeline as we want them to, we must start by gaining intelligence about our visitors and arm ourselves with knowledge on what these visitors are interested in.

DATA. INSIGHT. ACTION. BOOSTING SALES WITH ACCOUNT BASED MARKETING WEDNESDAY | 14.45 THEATRE 3 ABM is a hot topic for modern B2B marketers, but why?

The idea of delivering bespoke campaigns, targeted at specific sets of stakeholders within key accounts around messages which are relevant to their individual pain points seems like common sense, so why isn’t everyone doing it? What stops organisations from doing ABM well? Which skills, processes, and tools are needed to take advantage of and prove the value of ABM?

This workshop will cover a number of useful and insightful facts and figures about typical website behaviour and how, armed with this information, you can strengthen your sales pipeline.

ABOUT THE SPEAKER ABOUT THE SPEAKER Kevin founded Refract based on some of his own frustrations as a sales leader. He knew that feedback, praise, ideas, or corrective feedback was never easy (and deep down knew the back of the taxi wasn’t the most productive time and place.

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Lee Chadwick is the co-founder of CommuniGator Group Ltd, one of the market leaders in lead generation. Having previously led the sales and marketing strategies in many high profile IT companies, Lee enjoys discovering new technology that meets the challenging demands of a constantly changing industry.

ABOUT THE SPEAKER Robert supports agent3 customers with maximising their ABM programme effectiveness, generating high-quality engagements with a prioritised group of strategic customers.

INTERACTIVE FEATURES

LIBRIS

SALES EFFECTIVENESS REACH FURTHER, BE MORE PERSONAL, AND SELL MORE

GARY SALISBURY Social has made everything immediate and personal.

We live in a ‘three clicks and it’s done’ world. Big business has the metrics, power, and reach to engage audiences and to outsell SMEs.

THURSDAY | 14.45 THEATRE 3

Gary will explain how ground breaking sales technology gives you the power to make your sales communications highly personal, brilliantly effective, and remain on-brand at all times. Oh yes … and how to sell more, too!

ABOUT THE SPEAKER From cosmetics to casinos, from OEMs to SMEs, Gary has helped to bring innovative campaigns and outstanding results to his clients. Now he explains how sales teams can reach their audiences with perfect communications, brilliant pitches, and compelling quotes. Making a great first impression is still at the heart of outstanding sales success.

MASTERCLASSES YOUR BUSINESS WILL BENEFIT FROM THE VERY BEST ADVICE The masterclass schedule at Sales Innovation Expo has been carefully assembled to ensure your business is provided with the very best advice and guidance it needs.

This exclusive suite of masterclass sessions give you the chance to explore in-depth about every area of sales; subjects cover everything from transforming your sales team into sales superstars and generating quality leads to optimising your social selling and the secrets to leading a winning sales team.

Each of our masterclasses is led by an expert in their field, so you can be confident that you will receive the best possible advice with the very latest information about each topic – crucial in achieving success for your sales team. The interactive format and small group size means that you have the opportunity to drill down further into the specifics that are relevant to your business.

HOW TO BOOK The masterclasses are free to attend, but due to their popularity you’ll need to book your place to avoid missing out.

DARREN LEWIS

WEDNESDAY | 15.30 THEATRE 5

DUEDIL

ACCOUNT BASED SELLING WHAT THE TOP PERFORMING SALES PROFESSIONALS DO Finding new customers is the biggest problem faced by sales teams and while most teams recognise the importance of prospecting, far fewer are actually effective at it.

Learn how to put the power of data back in the hands of the sales rep by harnessing the vast untapped potential of company information and how it can be used to supercharge account based selling in this seminar produced by DueDil.

ALSO SPEAKING ON: THURSDAY, THEATRE 5 AT 16.15

•

Visit www.salesinnovationexpo.co.uk

•

Select ‘masterclasses’ and pick the masterclass you’d like to attend.

•

Select the time and day you’d like, fill out a few details and click ‘register’.

•

You’ll receive an email confirmation of your booking.

•

As the show dates approach, you’ll receive a reminder for you to confirm you’re still attending and secure your seat.

ABOUT THE SPEAKER

The following pages detail every masterclass at Sales Innovation Expo this May, the huge range of topics on offer, and how you will benefit from attending. The masterclasses run throughout both days of the show; for the latest information, please check the online schedule at www.salesinnovationexpo.co.uk.

Darren Lewis is the VP of Sales at DueDil. A strong, hands on and results driven sales leader with a demonstrable track record of exceeding sales targets. Experienced in running Enterprise software (SaaS / Cloud) and Corporate sales teams, Darren is well-versed in improving key metrics, redefining structure and rapidly developing and scaling sales teams

The masterclasses are absolutely free to attend, but due to their popularity you need to book your place to avoid missing out.

S AS CL EXT R E N ST ON E MA FO PAG IN

THE HIVE A space to relax, work, learn, and enjoy the buzz – our hive has everything a delegate looking for some productive downtime could dream of.

USING THE CLOUD TO CLOSE FASTER MASTERCLASS The best way to connect with your prospects is by constantly evolving. Today’s world is faster paced and better connected. Our prospects have never been more informed and the sales process has never been so important.

The best way to connect with your prospects is by constantly evolving.

Today’s world is faster paced and better connected. Our prospects have never been more informed and the sales process has never been so important. It’s time to empower your inside sales teams.

With charge points, dedicated Wi-Fi, and no shortage of places to take the weight off your feet, the InsightBee Hive is designed to be the place to go when you’ve got nowhere to be. Network, enjoy refreshments, or simply catch up on your emails away from the hustle and bustle of the speakers and demos.

NewVoiceMedia customers are growing at 13 times the international average, based on a recent study. NewVoiceMedia will share valuable tips on how their customers sell more and grow faster, and highlight how this is achieved with practical sessions demonstrating how to improve efficiency, solve the marketing and sales disconnect, gain greater management visibility, and improved adoption of your Salesforce investment.

TIMETABLE | WEDNESDAY & THURSDAYY

ASK AND YOU SHALL RECEIVE Given that we’ve revolutionised the way business source bespoke intelligence, it’s not surprising that we have a penchant for questions. Our team will be on hand throughout the day, so drop by if you’d like to pick their brains.

And if you want to test us out with something meatier, then you can submit us a question that your business needs answering. We’ll be picking five of these queries at random, and the winners will get a report shedding light on their issue – completely free of charge.

Visit InsightBee’s stand #182 to find out what we can do for you. From tailor-made industry reports to specific sales opportunities, we’re delivering vital insights twice as quickly and at half the price.

Can’t wait?

Use discount code LONDONEXCEL and try InsightBee with 25% OFF before May 31st. www.insightbee.com/sales-expo

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11:00

Speed to Lead

12.00

Sales Solution Out of the Box

13.00

Motivation: Driving the Right Behaviours

14.00

Smart Calls, Smart Insights

15.00

Speed to Lead

16:00

Sales Solution Out of the Box

ABOUT THE SPONSOR NewVoiceMedia is a leading global provider of cloud technology which helps businesses sell more, serve better, and grow faster, and has a customer base growing at 13 times the international average.

BOOK YOUR MASTERCLASS SPACE ONLINE

MASTERING B2B SOCIAL SELLING The Internet and social media have changed the way people buy. Studies show that the buyer has already made 60% of their buying decision before you, the sales person, even knows they are looking. So as a sales person, you need to make sure you’re in the right place to be influencing those buying decisions.

This is where LinkedIn comes in. With the power of LinkedIn you can showcase your professional brand, be seen as an expert, use advanced searches to identify prospects, learn more about them and identify referral opportunities.

In our masterclasses you will learn how to make the most of social opportunities, combined with the powerful ‘Go-Giver’ mindset to create online conversations and influence sales.

MASTERCLASS AT A GLANCE Social Selling is Referral Selling Relationships underpin the selling process. With all things being equal, people will do business with, and refer business to, those people they know, like, and trust. Today, 76% of B2B buyers prefer a vendor recommended by their network. This masterclass explains how to use LinkedIn to build relationships and cultivate a network of referrals based on the principles from Bob Burg’s ‘Endless Referrals’.

How You Can Use LinkedIn to Become a Social Selling Pro Your customers are online, researching their options, gathering data, looking for help; it’s easy for them to become overwhelmed.

So if you can provide help when they are stuck you can influence their decisions.

Social selling is all about using social networks like LinkedIn to create rapport and build relationships with potential customers.

TIMETABLE WEDNESDAY & THURSDAY 11.00

12.00

13.00

14.00

15.00

16.00

These masterclasses will last for up to 60 minutes. View the timetable online for more details on these interactive sessions.

THE SECRET FORMULA FOR SALES SUCCESS MASTERCLASS Communicating with your customers in a way that really influences their decision to buy is the preoccupation of any sales team – which is why Elation experts have spent six years perfecting the ultimate methods to achieve this.

The Three Pillars of Successful Selling is a unique methodology devised

by Elation MD, Karen Dunne-Squire, from over 20 years of sales experience. It is based upon the idea that to have a well performing sales function, there needs to be really great sales activities, processes and management in place.

We use The Three Pillars as a review and assessment tool, to assess the sales function within businesses. Everything we do, including the delivery of these essential workshops falls under one of these three pillars. At each one of these insightful seminars, Karen will show you how to develop a sales operation that consistently smashes targets.

TIMETABLE

WEDNESDAY & THURSDAY

10:45

Conversion Masterclass - Crafting the Perfect Sales Interaction

11:45

Unlocking the Hidden Revenue in your Business

12:30

Leading a Winning Team

14:15

Conversion Masterclass - Crafting the Perfect Sales Interaction

15:15

Unlocking the Hidden Revenue in your Business

16:15

Leading a Winning Team

TIMETABLE WEDNESDAY & THURSDAY 10.45

11.45

12.30

14.15

15.15

16.15

These masterclass sessions will last for up to 60 minutes. Spaces book fast, register online to ensure your seat to this masterclass.

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HOW TO BUILD A FREELANCE SALES TEAM

USING DATA SCIENCE TO POWER BUSINESS GROWTH

Future Working: The Rise of Global Independent Sales Professionals: One-fourth of today’s Fortune 500 corporations are now using independent sales reps to extend their company’s reach. With the rise of freelancer statistics growing in the UK and globally we are set to see more and more organisations adopting a hybrid model, where their on-site employees regularly work alongside sales freelancers both locally and remotely.

Sports teams use data science to deliver an edge to their players’ performance. Learning from historic information, athletes are more empowered than ever before to win.

“Selling is a competitive sport ...and quotacarrying salespeople are the athletes of that sport.”

We believe that science holds the key to unlocking human potential.

How can your sales athletes use data science to enhance their performance?

In this masterclass, learn how predictive lead and account scoring combined with prescribing the right sales activities at the right time can deliver a significant increase in revenue.

MASTERCLASS AT A GLANCE

MASTERCLASS WHAT’S ON

Partnering With Independent Sales Agents: The Essentials

Prediction without prescription is an empty gesture.

If you’re looking to grow or expand your reach into new markets, but recruiting permanent employed sales staff is too costly, it may be time to consider working with independent (commission-only) sales reps.

This masterclass will demystify the process of finding and partnering with experienced commission-only salespeople who will help you develop and grow your sales channels. By attending, you’ll be given everything you need to enable you to tap into the methods that some of the fastest growing companies use to build highly efficient and productive outsourced sales teams.

Having sat on both sides of the fence - both as company principals and independent sales reps - Laura McGregor and Ryan Mattock (co-founders of CommissionCrowd) will take you through the ins and outs of building and maintaining a successful independent sales team to grow your business.

TIMETABLE WEDNESDAY & THURSDAY 11.00

12.00

14.00

16.00

These masterclass sessions will last for up to 60 minutes.

Book your space for this masterclass online to ensure a seat!

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The application of science

Most companies rely primarily on predictive models for using data. This is the examination of past behaviours and historic data to give insights into the future.

The new science demands that this should be aligned with the prescription of data – the ability to ensure that predictions are realised through defined actions.

Data is the key, but science is what works out its relevance and how we use it. Data science and predictive analytics give us insights and behavioural visibility. Once these insights are within our control, we can use them to prescribe sales persons’ activities and ultimately drive productivity and effectiveness.

TO BOOK YOUR SEAT ON THIS MASTERCLASS, VISIT WWW.SALESINNOVATIONEXPO.CO.UK/MASTERCLASS

TIMETABLE WEDNESDAY & THURSDAY 11.00

12.00

13.00

14.00

15.00

16.00

These masterclasses will last for up to 60 minutes. View the timetable online for more details on these interactive sessions.

LEAD FORENSICS MASTERCLASS

MAPPING CRITICAL SALES COMPETENCIES MASTERCLASS

READY TO TURBOCHARGE YOUR LEAD GENERATION?

A step-by-step guide on how to run a sales competency mapping workshop for your own sales organization. STR provides cutting edge solutions designed to accelerate sales productivity and revenue – including a SaaS-based sales effectiveness platform, sales competency modeling, sales management development, and e-learning solutions.

Lead Forensics is the intelligent IP tracking tool that tells you who’s visiting your website so you can generate more leads.

Are you ready to become a lead generation expert and transform your sales funnel? Lead Forensics is offering you the chance to get ahead of the game by gaining the knowledge you need to turbo-charge your lead generation. With a variety of expert tips, live success stories, demonstrations, and networking opportunities, this is one workshop you want to get your name down for - pronto.

Ask ten people to define the word ‘competency’ and you’re likely to get 10 different answers. It’s no wonder sales organisations struggle to hire, onboard, and optimise their sales talent. It starts with an agreement on what good looks like. And that starts with agreement on the critical competencies required for success in each sales role.

In this workshop, we will show you how to lead and conduct a competency-mapping workshop for your own sales organisation.

Visit www.salesinnovationexpo.co.uk to register for your place at the masterclass and avoid missing out on hearing from the experts in getting the very best from your sales team.

MASTERCLASS WHAT’S ON

MASTERCLASS AT A GLANCE •

Defining exactly what competency is

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Meet sales experts who will reveal top tips on boosting your sales performance

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The importance of tagging competencies against the four critical elements

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Learn how to utilize the latest tools to maximise your hot sales pipeline

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Step-by-step guide on running a sales competency mapping workshop

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Hear peers tell sales success stories that are almost too good to be true

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How to leverage the mapping results

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Join our mixer and meet other sales superstars – share stories & tricks and build your network

These masterclass sessions will last for up to 55 minutes.

Book your space for this masterclass online to ensure a seat!

TIMETABLE WEDNESDAY & THURSDAY

TIMETABLE WEDNESDAY & THURSDAY

11.00

12.00

13.00

14.00

15.00

16.00

These masterclasses will last for up to 60 minutes. View the timetable online for more details on these interactive sessions.

11.00

12.00

14.00

BOOK YOUR MASTERCLASS SPACE ONLINE 29

The Sales Innovation Awards consists of four accolades rewarding the very best in sales technology and innovation.

The award categories are:

SALES INNOVATION EXPO PRESENTS

AWARDS 2016

BEST SALES CRM PRODUCT OR SERVICE AWARD 2016

Honouring the best sales CRM innovation which has played an influential role in giving sales teams the power to increase productivity, generate more leads, and keeping that flow of sales consistent.

INNOVATION AWARDS

RECOGNISING THE VERY BEST IN SALES TECHNOLOGY AND SERVICES THE SALES INNOVATION EXPO AWARDS 2016

SALES INNOVATION EXPO PRESENTS

AWARDS 2016

OVERALL INNOVATION FOR SALES

AWARD 2016

The most exciting and ground breaking product or service which has helped in optimising sales effectiveness and engagement and which has ultimately played a significant part in improving team performance.

For the very first time, the Sales Innovation Expo will host The Sales Innovation Awards, a collection of accolades recognising the innovation and cutting edge design currently available in the sector that’s helping to optimise sales performance.

.

AND THE NOMINEES ARE...

BEST SALES PRODUCTIVITY PRODUCT OR SERVICE

SALES INNOVATION EXPO PRESENTS

AWARDS 2016

BEST SALES PRODUCTIVITY PRODUCT OR SERVICE

AWARD 2016

This award honours the most innovative product or service which has assisted sales teams in maximising sales results while minimising the amount of cost, effort, and time expended.

SALES INNOVATION EXPO PRESENTS

AWARDS 2016

BEST SALES STRATEGY PRODUCT OR SERVICE AWARD 2016

Recognition for the product or service which has assisted in creating the most effective sales strategy to achieve growth, and effective planning and training.

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BEST SALES STRATEGY PRODUCT OR SERVICE 1548

Commission Crowd

1410

Elation Experts

Data Driven ERA

1442

Momentum Sales Solutions 1550

DueDil

1576

Phil Olley Unlimited

1560

Inbox Income

1596

Nisbet Associates

1510

Lead Forencsics

1436

Refract

1450

Libris

1590

S-Academy International

1476

MarketMakers

1426

SalesOptimize

1480

Parker Sofware Ltd

1430

Seller Performance Ltd

1632

Showpad Ltd

1678

SMART Way Forward

1520

3degrees Social

1412

Strategy to Revenue

1594

GatorLeads

1570

Wise Me Up Ltd

302

Xcel Sales Ltd

1506

BEST SALES CRM PRODUCT OR SERVICE NewVoiceMedia

1420

Call Pro CRM

1598

Redspire

1478

SalesSeek

1538

Salesbox CRM

1526

ForceManager

1500

I’m absolutely delighted to introduce the Sales Innovation Awards and truly showcase the innovation currently running throughout the world of sales.

Eddy Lawrance Show Director

MEET THE JUDGES...

MARK HUNTER

THE SALES HUNTER Mark Hunter, ‘The Sales Hunter’ is the foremost thought leader in sales profitability and sales leadership. Mark speaks globally to thousands of sales leaders and sales forces each year, sharing strategies from his book HighProfit Selling: Win the Sale Without Compromising on Price.

DAVID BEARD SAGE

David operates globally to develop and assist commercial activity to build Sage CRM sales. Working across functional teams of sales, marketing & partner management - influencing & delivering positioning, benefits & customer messaging – for Sage operating companies across the globe. In addition, David acts as the primary internal & external evangelist for the product, conveying the business value of CRM and articulating the Sage CRM proposition through various online and in-person activities.

DEB CALVERT

PEOPLE FIRST PRODUCTIVITY SOLUTIONS Deb Calvert, author of the bestseller “DISCOVER Questions® Get You Connected” and a Top 50 Sales & Marketing Influencer, founded People First Productivity Solutions in 2006 to help businesses build organizational strength by putting people first. The PFPS focus is to boost company productivity through people development.

This work includes sales training, coaching and consulting on sales productivity drivers; leadership program design and facilitation; team effectiveness work and executive coaching.

ROBIN MAR SSE

An agile commercial leader and change maker who specialises in leading teams and transforming performance in regulated and non-regulated environments. An experienced Sales Director, Commercial Director and Business Development Director, with excellent strategic leadership and people development skills. Tenacious and innovative with a real hunger for change and making things happen. Passionate about customers, people and innovation.

BALJINDER BANSAL

COCA-COLA ENTERPRISES A Senior Lean, Innovation & Digital leader who has experience in ensuring ideas generated and shared, have an opportunity to develop and deliver business results using Lean Start-up principles. Bal believes the key ingredients for success include - having the right people, well defined process and a clear purpose.

BEN MIDDLETON KPMG

Ben Middleton is Sales Director at KPMG, based in Canary Wharf. He works closely with FTSE 100 businesses, PE backed and private capital organisations to help them grow. Ben spends a great deal of his time advising Boards on how to solve issues and brings the multi-disciplinary approach of KPMG with him to work closely with his clients.

GUILLAUME LEJARRE

SONY MOBILE MANAGEMENT LTD Guillaume has developed his natural talent in business & sales strategy development over more than 15 years, primarily in the buoyant mobile phone industry. Guillaume was recruited by SONY ERICSSON to head their sales for the VODAFONE Global Account. His success with that account led to his appointment as Head of Business Management & Pricing for Central Europe at SONY Mobile Communications. Less than 3 years after, he was promoted to Director in charge of Global Pricing.

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KEYNOTE THEATRE 2

KEYNOTE THEATRE 2 WEDNESDAY 11.00 - 11.30

11.00 - 11.30

Persuasion and Influence Secrets of the Superstars

Get Britain Selling

11.45 - 12.15

11.45 - 12.15

Secret Millionaire’s Sales Guide to Success

Sales in the Cloud

12.30 - 13.00

12.30 - 13.00

Winning Tactics: What Successful Leaders Have in Common

Winning Tactics: What Successful Leaders Have In Common

13.15 - 13.45

13.15 - 13.45

Leadership Tips for High Performance Teams

Internet is Exploding – How to Find Your Sales Leads Online

14.00 - 14.30

14.00 - 14.30

Powering Sales Growth With Data Science

How to Increase Prospecting Results for Sales Leaders

14.45 - 15.15

14.45 - 15.15

Turning Strategy Into Execution With Critical Competencies

Sales Manager to ‘Leader’ in 30 Secret Minutes

15.30 - 16.00

15.30 - 16.00

How to Increase Prospecting Results for Sales Leaders

Be More, Do More, Share More: Facts Tell, Stories Sell

16.15 - 16.45

16.15 - 16.45

Abundant Referrals: How to Get Your Network to Sell You and Refer You!

Panel Session Sales: a Transatlantic Debate

Phil Jones Philmjones International

Gordon McAlpine The Sales Club

Matt Tuson NewVoiceMedia Ltd

Jas Hawker Mission Excellence

Martin Moran InsideSales.com

* Content and speakers are subject to change. The digital show guide and seminar timetable will be updated online prior to the show, so please check www.salesinnovationexpo.co.uk for the latest information.

Jim Ninivaggi Strategy to Revenue

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KEYNOTE THEATRE 2 THURSDAY

Mark Hunter The Sales Hunter

Rob Brown Networking Coaching Academy

Vonley Joseph Bob Etherington Ltd

Ken Krogue InsideSales.com

Jeremy Straker NewVoiceMedia Ltd

Elizabeth Fulham Salesoptimize

Mark Hunter The Sales Hunter

Bob Etherington Bob Etherington Group

Gavin Ingham Gavin Ingham Ltd

Phil Jones, Bob Etherington, Mark Hunter and Mike Sher

11.00 - 11.30

11.00 - 11.30

The Key to Building a High-Performance Sales Team

Traditional Marketing in Our Digital Age

11.45 - 12.15

11.45 - 12.15

How Automating Your Email Marketing Can Feed Your Sales Force With Piping Hot Leads

The Imbalance in Sales Enablement

12.30 - 13.00

12.30 - 1300

Juicing the Sales Funnel Goodness

Sex and the Psychology of Fertile Brands

13.15 - 13.45

13.15 - 13.45

Recognising Your Leadership Style & Adapting It to Your Team

Juicing the Sales Funnel Goodness

14.00 - 14.30

14.00 - 14.30

Differentiated Conversations – Escaping the Sea of Sameness

A Strong Proposition: the Cornerstone of Business Growth

14.45 - 15.15

14.45 - 15.15

Data. Insight. Action. Boosting Sales With Account Based Marketing (ABM)

Sales Effectiveness - Reach Further, Be More Personal, and Sell More

15.30 - 16.00

15.30 - 16.00

Oscar Macia ForceManager

Murray Cowell Inbox Income

Scott Barnsley Parker Software Limited

Nadeem Shaikh SMART Way Forward

Shelley Walters Growth Matters

Robert Norum agent3

Brian Dunne SVM Global

Happy Customers Are Built in the Boardroom

16.15 - 16.45 Andreas Lalangas Salesbox CRM

Beat the Competition With Smart, Collaborative Tech

17.00 - 17.30 Steve Cass MarketMakers

Build a Record Breaking Sales Team Using DISC Profiling

Chris Airey Umbrella Marketing Team

Alan Versteeg Growth Matters

Dr. Peter Hughes Cognition

THEATRE 3

THEATRE 3 THURSDAY

Scott Barnsley Parker Software Limited

Daniel Leigh Smith Fireworx

Gary Salisbury Libris Systems

Speaker to be Confirmed

Build a Record Breaking Sales Team Using DISC Profiling

16.15 - 16.45

Speaker to be Confirmed

Keep an eye on our digital show guide for speaker updates

17.00 - 17.30

Speaker to be Confirmed

Build a Record Breaking Sales Team Using DISC Profiling

* Content and speakers are subject to change. The digital show guide and seminar timetable will be updated online prior to the show, so please check www.salesinnovationexpo.co.uk for the latest information.

THEATRE 3 WEDNESDAY

33

THEATRE 4

THEATRE 4 WEDNESDAY 11.00 - 11.30

11.00 - 11.30

How to Gain More Business Through Your Use of Linkedin

Creating a Culture of Excellence in Your Sales Teams

11.45 - 12.15

11.45 - 12.15

Lifting the Covers on Data Driven Sales and Marketing Tactics to Improve Business Performance

Lifting the Covers on Data Driven Sales and Marketing Tactics to Improve Business Performance

12.30 - 13.00

12.30 - 13.00

Guerrilla Tactics for Sales Breakthroughs

How to Gain More Business Through Your Use of Linkedin

13.15 - 13.45

13.15 - 13.45

The Most Profitable Relationship You Will Ever Build

Supercharge Your Sales Performance – a Proven Method

14.00 - 14.30

14.00 - 14.30

How You Can Create a Predictable Pipeline and Crush Your Quota

How You Can Create a Predictable Pipeline and Crush Your Quota

14.45 - 15.15

14.45 - 15.15

Unlocking the Power of Adaptive Selling Using Behavioural Profiling

Guerrilla Tactics for Sales Breakthroughs

15.30 - 16.00

15.30 - 16.00

Creating a Culture of Excellence in Your Sales Teams

Keep an eye on our digital show guide for speaker updates

16.15 - 16.45

16.15 - 16.45

Motivate Your Sales Team to Use CRM and Win More Business

Keep an eye on our digital show guide for speaker updates

Andy Gwynn 3 degrees Social

Lee Chadwick CommuniGator Group Ltd.

Phil Olley Phil Olley Unlimited

Karen Dunne-Squire Elation Experts

Mike Scher FRONTLINE Selling

* Content and speakers are subject to change. The digital show guide and seminar timetable will be updated online prior to the show, so please check www.salesinnovationexpo.co.uk for the latest information.

Mark Erskine Seller Performance

34

THEATRE 4 THURSDAY

Pete Evans Momentum Sales Solutions Ltd

Billy Lyle Redspire Ltd

Pete Evans Momentum Sales Solutions Ltd

Lee Chadwick CommuniGator Group Ltd.

Andy Gwynn 3 degrees Social

Karen Dunne-Squire Elation Experts

Mike Scher FRONTLINE Selling

Phil Olley Phil Olley Unlimited

Speaker to be Confirmed

Speaker to be Confirmed

11.00 - 11.30

11.00 - 11.30

Aligning Sales and Marketing for Explosive Businesses Growth

Top Tips for Making Sales Videos That Don’t Suck

11.45 - 12.15

11.45 - 12.15

10% Sales Uplift in 10 Weeks Guaranteed

Aligning Sales and Marketing for Explosive Businesses Growth

12.30 - 13.00

12.30 - 1300

Creating a Coaching Culture in Your Sales Teams

Unlocking the Power of Adaptive Selling Using Behavioural Profiling

13.15 - 13.45

13.15 - 13.45

From Zero to Sales Hero, You Can Do It Too!

Get Targeted, Get Social, Get Talking

14.00 - 14.30

14.00 - 14.30

Ten Things You Need to Know About Writing Winning Bids

How Smart Companies Use Data to Sell More

14.45 - 15.15

14.45 - 15.15

The Coming Revolution of Sales and Marketing

Would You Buy From You? Back to Basics

15.30 - 16.00

15.30 - 16.00

Josh Aarons SalesSeek

Cormac Murphy Ennovate Consulting

Kevin Beales Refract

Alison Edgar The Entrepreneur’s Godmother

Marcus Eden-Ellis Bid Perfect Ltd

Liam Ryan CallPro CRM

Darren Lewis DueDil

Account Based Selling - What the Top Performing Sales Professionals Do

James Beveridge Rock Creative

Josh Aarons SalesSeek

Mark Erskine Seller Performance

Nicola Hartland Xcel Sales Ltd

Martin Zeman Data Driven Era

Shea Heer Wise Me Up

Deb Calvert People First Productivity Solutions

The Frontline Sales Imperatives for Creating the Customer Experience

16.15 - 16.45

16.15 - 16.45

Get Targeted, Get Social, Get Talking

Account Based Selling - What the Top Performing Sales Professionals do

Nicola Hartland Xcel Sales Ltd

17.00 - 17.30

Andrew Tarcy Companybook Ltd

How Artificial Intelligence Can Increase Your Sales

THEATRE 5

THEATRE 5 THURSDAY

Darren Lewis DueDil

* Content and speakers are subject to change. The digital show guide and seminar timetable will be updated online prior to the show, so please check www.salesinnovationexpo.co.uk for the latest information.

THEATRE 5 WEDNESDAY

35

CO-LOCATED EVENT

YOUR CHANCE TO NETWORK WITH 1000s OF MARKETING DIRECTORS Find the next gear for your marketing and win more business than ever before with the B2B Marketing Expo, the event designed for the country’s top marketing professionals to take leading edge marketing back to your business.

SEMINARS Making its very first appearance at the ExCeL, the show provides a schedule of seminars delivered by the most influential and distinguished names to have worked in marketing, and your ticket enables you to gain free access to absolutely everything at the show.

RUNNING ALONGSIDE SALES INNOVATION EXPO...

The heart of your business success lies in its marketing; and with your marketing umbrella covering a rich diversity of areas critical to the success of your business, the B2B Marketing Expo has been crafted to provide every last piece of advice and information you need to reach the optimum level of your marketing.

Your ticket to Sales Innovation Expo grants you free access to the B2B Marketing Expo. Take advantage of the additional expert led seminars, interactive masterclasses, innovative suppliers and unrivalled networking opportunities.

Just like with everything at Sales Innovation Expo, attendance is absolutely free of charge, but ensure you arrive to your chosen talk in plenty of time; spaces will fill up quickly so don’t miss out on what you need to see.

The B2B Marketing Expo provides you with a host of relevant content and opportunities you might not have previously considered or come across before. Visit the B2B Marketing Expo website to ensure you don’t miss out.

…the B2B Marketing Expo has been crafted to provide every last piece of advice and information you need to reach the optimum level of your marketing

b2bmarketingexpo.co.uk

IDM TRAINING ACADEMY MASTERCLASSES B2B provides you with 25 expert-led masterclasses that delve into a diversity of subjects, from social media and PPC campaigns to search marketing and the behaviour of your customers. To register for these, simply visit www.b2bmarketingexpo.co.uk.

FOLLOW THE SHOW: 36

The IDM is a modern, forward-looking institute, alert to new and emerging applications of technology in marketing. It is dedicated to keeping the profession abreast and skilled in new techniques, new media and new practices.

Over the last 25 years they`ve trained 70,000 professionals across 28 countries and have a rapidly growing alumni of IDM-accredited marketers.

@ B2BMarketingUK # B2BUK

SNAPSHOT OF SPEAKERS The B2B Marketing Expo has assembled the finest lineup of speakers, containing marketing’s most innovative and inspirational figures from a variety of businesses.

EVEN MORE SPEAKERS! For even more industry-leading seminars from marketing experts VISIT WWW.B2BMARKETINGEXPO.CO.UK

WEDNESDAY | 11.00 | KEYNOTE THEATRE 1

MARKET TO A PROFESSIONAL AUDIENCE AT SCALE LinkedIn is now a comprehensive personal branding resource, offering millions of potential consumers to you and appearing at the top of Google’s searches, and Afonso Rebelo de Sousa knows exactly how marketers can build and maximise their brand strategies on the platform.

Afonso is a content marketing evangelist for LinkedIn’s Marketing Solutions team in EMEA, helping marketers master content and engage the professional audience only LinkedIn can nurture. Prior to LinkedIn, Afonso held several senior roles at agencies and brands, perhaps most notably at Adidas where he served as the creative lead at World Cup 2014 for brand and design, before completing his MBA at Insead.

AFONSO DE SOUSA, LINKEDIN

THURSDAY | 11.45 | KEYNOTE THEATRE 1

SOCIAL SELLING: HOW LINKEDIN AND TWITTER CAN INCREASE SALES Nicky Kriel is a social media author, trainer, and consultant. She is passionate about inspiring, educating, and empowering business owners to use social media to grow their businesses.

Nicky uses her background in corporate marketing to help companies integrate social media into their own marketing and business strategies. As a Master NLP Practitioner, communicating is her strength, and she teaches people to engage with the ‘social’ aspect of social networking; it’s not all about tools and technology but about people and relationships.Nicky has published a book, ‘How to Twitter for Business Success’, and has a series of further titles planned.

NICKY KRIEL, THE B2B TWITTER GURU

WEDNESDAY | 11.45 & 14.00 | KEYNOTE THEATRE 1

DIGITAL BEST PRACTISES FOR B2B MARKETERS Raja Saggi leads customer acquisitions and B2B marketing for the UK and Ireland, the world’s largest market outside of the USA and the most advanced in terms of e-commerce and online advertising expenditure.

Raja and his team are responsible for securing new customers for products such as AdWords through a variation of offline, online, and partner channels; they also manage programs such as Google Partners, Think Digital, and the Google Juice Bars. Raja’s career has been exclusively in the technology sector; he was previously the head of business development for Yell (now Hibu), the world’s largest directory company; and as solution strategist for Ariba, where he created sales strategies to target blue chip clients.

RAJA SAGGI, GOOGLE

WEDNESDAY | 13.15 | KEYNOTE THEATRE 1

A NEW WAY TO ENGAGE BUSINESSES: TREAT THEM LIKE PEOPLE Both Derick Walker and Rosie Duncan work for Saatchi Masius, the dynamic agency which has a creative and strategic excellence synonymous with the Saatchi & Saatchi network.

Derick worked for BMP (now DDB), Leagas Delaney, and Ted Bates, before becoming a founder partner at Laing Henry. Following their acquisition by Saatchi & Saatchi, he became an international strategic consultant for the group. He is currently strategic planning director for Saatchi Masius, the group’s specialist communications agency. For the last 20 years, Derick’s focus has been around using traditional consumer branding and creative skills to help define, develop, and deliver marketing communications for more complex organisations and audiences. With a degree in English and Philosophy, Rosie’s studies were focused around what makes humans tick, and how best to communicate to them. This filtered through to her career.

DERICK WALKER AND ROSIE DUNCAN SAATCHI MASIUS

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EXHIBITOR LISTINGS 3degrees Social Stand Number 1412 Doing away with the need for cold calling, bypassing “The GateKeeper” and leveraging your time to find and connect with your ideal client anywhere in the world using the world’s most powerful business platform - Linkedin!

0845 004 1822 www.3degreessocial.co.uk Actimizer Stand Number 1408 Actimizer Dialer solutions increase efficiency and profitability of outbound calls for sales, appointment booking, campaigns, etc. Our customers make 100.000.000+ outbound calls per year. They trust us for stability and quality of service and report an increase in sales productivity of 25 - 400%.

020 3630 1571 www.actimizer.com AdTube Stand Number 162 AdTube produce corporate videos and event films for websites and social media. Our videos are the perfect vehicle for you to tell your story and build trust with your audience in an engaging way.

0203 5831 870 www.adtube.uk.com agent3 Stand Number 198 agent3 works with customers to maximise the effectiveness of ABM programmes, generating high-quality engagements with a prioritised group of target accounts. The team combines customer, industry & competitor insight, to deliver campaigns that engage key stakeholders within target accounts.

020 7127 0706 www.agent3.com Akero Labs Stand Number 320 Akero Labs is a cloud based marketing and lead capture provider for leading brands and agencies. Akero Labs’ marketing platform enables clients to generate qualified leads and build, publish, measure, automate, manage and track marketing campaigns across mobile, digital and physical channels.

023 9295 0008 akerolabs.com

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Alison Edgar MD Sales Coaching Solutions & The Entrepreneur’s Godmother Stand Number 1488 One of the UK’s top 10 business advisors will share how by implementing her tried and tested methods, sales teams have transformed their results. She will also be launching her new brand, The Entrepreneur’s Godmother, aimed at teaching owner managed and micro businesses how to sell their products.

01249 443 023 salescoachingsolutions.co.uk Anicca Digital Ltd Stand Number 140 Anicca is an established search marketing agency that specialises in data-driven search marketing for competitive B2B and ecommerce brands.

0116 254 7224 www.anicca.co.uk ARiiS-AR Stand Number 109 Augmented Reality (AR) - making the physical into a digital interactive engagement platform that is available on mobile, tablet or laptop. AR is an immediate interactive customer opportunity taking them direct to your website, image presentation, product, services and point of sale.

07759 942506 www.ariis-ar.com Arkevista Stand Number 266 Arkevista provide market and sales intelligence from Big Data, desk and primary research focused on helping clients to increase conversion rates and market share.

01249 700 104 www.arkevista.com Azquo Stand Number 364 Azquo is the first application designed specifically to be able to store and retrieve data to/ from spreadsheets, while also creating true data accountability. We connect an online spreadsheet to the data source and tag every item such that anyone can query where any data came from and when added.

020 3424 5023 www.azquo.com

B2B Leadforce Stand Number 146 B2B Leadforce provides instant access to real time businesses and decision makers to help you generate highly targeted business leads at the touch of a button. You will be in total control of your data selections with 4 easy steps and can have unlimited sales advisor’s calling your prospects data.

020 7169 5410 www.b2bleadforce.com

Brandz Ltd Stand Number 308 Brandz are leading suppliers of branded promotional merchandise.

Offering more than just a sourcing service, Brandz has a team of consultants who can help at every stage of your campaign, from initial ideas right through to campaign execution.

Whether it be giveaways, gifts or corporate collateral.

0870 890 2847 www.brandzltd.com

BiD Masters Stand Number 1642 BiD Masters` end-to-end bid support services. Trusted by global corporations & SMEs to support winning tenders with flexible and cost-effective Bid management & coordination; Bid writing, editing & formatting; Reviews; Graphic Design & specialist media; Executive Summaries; Bid Training & mentoring.

01243 535 063 bid-masters.com

Breathe Creative Stand Number 222 Breathe creates and transforms brands. Brand Design to make you stand out and connect emotionally with your customers. Web Design that perfectly reflects your brand and clearly communicates your point of difference.

01491 699 845 www.breathe4u.com

Bid Perfect Ltd Stand Number 1498 Bid Perfect supports companies across the globe, helping them to create consistently winning bids.

The `rules` of a great bid don`t change, regardless of the business sector. Our job as consultants and trainers is to instil an approach that results in your bid being selected over your competition.

0845 6000 281 www.bidperfect.co.uk Bilendi Stand Number 172 Bilendi offers a range of engagement and loyalty services focused on the relationship between companies and their customers. Bilendi currently manages customer engagement programmes for more than 75 companies across a range of industries including manufacturing, retail, banking and travel.

020 7819 2820 www.bilendi.com Bisc Technologies Ltd Stand Number 1528 Bisc is designed to manage your business contacts and cards on the go. It acts as your business card holder, giving you quick access to all your contacts information.

07901 655 480 www.biscapp.com/exhibitor bpma Stand Number 160 Established in 1965, the British Promotional Merchandise Association (bpma) is one of the UK’s leading industry bodies dedicated to promoting best practice around the sourcing, manufacturing and distribution of promotional products.

01223 598 488 www.bpma.co.uk

Bullhorn Stand Number 312 Bullhorn`s industry-leading CRM for Marketers and Advertisers is the first system that helps you manage client relationships, figure out what content and creative will resonate with your account contacts, and configure your new business processes for maximum effectiveness.

020 3617 6262 www.bullhorn.com/uk Businessworx Ltd Stand Number 139 Providing business support for individuals, start-ups and established companies on a per-hour basis. Offering a complete suite of professional business services from industry experts.

020 8504 1317 www.businessworx.co.uk CallPro CRM Stand Number 1598 Gain a better understanding of your customer base, transform prospects into customers, simplify business processes and ultimately grow sales. A complete marketing automation solution comprising CRM, email marketing, social media, web tracking and cloud telephony.

01249 566 010 www.callprocrm.com Clickoo UK Stand Number 280 Club Row Creations Stand Number 384 Helping You Keep Your Name in Front of the People You Want to do Business With.

020 3221 1990 www.clubrowcreations.co.uk

Club Wembley Stand Number 1400 Club Wembley member you will enjoy a guaranteed seat with outstanding views, for some of the world’s greatest events.

You will have access to a range of exclusive hospitality choices, from fine dining and lounge-style restaurants to bars on our member only concourse.

0800 783 1440 clubwembleybrochure.co.uk Cognition Stand Number 188 For 17 years, Cognition has enabled businesses to generate positive, quantifiable change in sales volumes and profit margins across multiple sectors.

Our insight-driven marketing is integrated across all areas including Digital, Social, PR, Content and Creative.

020 3597 7300 www.cognitionagency.co.uk CommissionCrowd Stand Number 1410 CommissionCrowd is the global online B2B Marketplace app that enables companies and freelance (commission-based) sales professionals achieve their mission of finding each other, connecting, easily managing profitable remote working partnerships and amplifying sales success while protecting autonomy 0131 618 2300 www.commissioncrowd.com Companyapp Stand Number 1527 Companyapp’s core product is Presenter - a powerful, flexible & secure sales presentation app & software suite for both tablets & laptops. Use it to create, manage & distribute fabulous looking, interactive sales presentations that truly engage your clients. It’s your company in your pocket.

0207 378 1446 companyapp.co.uk Companybook Stand Number 1640 Companybook is an on-demand B2B sales intelligence platform that uses artificial intelligence and machine learning to empower sales and marketing professionals to find sales-ready prospects and opportunities.

0203 637 5140 www.companybook.co.uk Corpdata Stand Number 380 Corporate Candy Stand Number 1650 EXPERIENCE. EMPOWERING CHANGE Providing Sales Advisory and dedicated Change Management Services for Sales, Marketing and Business Development teams. www.corporatecandy.com

Data Driven ERA Stand Number 1442 Our mission is to ensure that Executive Managers have got a direct and immediate access to the information they need, when they need it and in their preferred format. This way they can maximise their impact and the value they create.

020 3143 4327 www.datadrivenera.com Digital Doughnut Stand Number 220 Digital Doughnut is a portal jam packed with useful information for marketers and business leaders. The community is brought together through content, networking and events. Marketers of all levels will find insight, inspiration and intelligence - but we also aim to have some fun!

0207 193 4600 www.digitaldoughnut.com Digital Marketing Institute Stand Number 356 The Digital Marketing Institute (DMI) is the global certification standard in digital education. To date, over 13,000 people in 70 countries have graduated with a DMI qualification, making ours the most widely taught digital certification standard in the world. +353 1 5311200 digitalmarketinginstitute.com Digital Web World Ltd. Stand Number 298 Digital Web World are B2B paid and organic search marketing, social media and content specialists. We have been helping brands gain valuable insight about their competition online, implementing SEO and PPC strategies that drive excellent ROI. We are Google and Bing certified.

Come and talk to us.

01273 855 995 www.dwworld.co.uk Dreamtek LTD Stand Number 336 At Dreamtek our passion is video.

We help our customers create and deliver digital experiences through creative video production, building TV Studios, event production and webcasting, managing video assets and developing mobile and social applications.

08456 006 122 www.dreamtek.tv drumBEAT Marketing Stand Number 218 drumBEAT Marketing is a full service digital marketing firm with UK and US offices. We have specialists in all disciplines: search engine optimisation (SEO), local SEO, pay per click advertising (PPC), website design & development, content marketing, social media, branding, marketing and advertising 01427 808 870 drumbeatmarketing.co.uk

DueDil Stand Number 1576 DueDil’s sales intelligence platform takes the pain out of B2B lead generation. Identify, segment, and connect with the right kind of prospects in the right way, at the right time.

020 3131 4394 www.duedil.com Eden Videos Stand Number 180 Eden Videos is an established whiteboard animation studio that specialises in producing B2B marketing explainer videos.

08000 434 005 www.edenvideos.co.uk EdgeVerve Stand Number 228 EdgeVerve defines, develops, and operates innovative cloud-hosted business platforms and software products, and offers them as pay-as-you-use services. We focus on realizing business outcomes for our clients by driving their revenue growth, cost effectiveness and improved profitability. +91 80 3952 2222 www.edgeverve.com Ennovate Consulting Stand Number 1582 Ennovate implement sales change programmes based on strong scientific principles. We believe that people learn most from careful observation of their own work; we provide the tools to observe, the techniques to learn, and the motivational frameworks to sustain change. www.ennovateconsulting.ie Elation Experts Stand Number 1548 Elation Experts is a group of sales experts which provides sales, business growth, strategic planning and training expertise to businesses who are looking to drive turnover and profit!

0117 965 2189 www.elation-experts.co.uk Everyday Champion Stand Number 326 Everyday Champion is a London based SEO, digital marketing and e-commerce agency. We help businesses grow their revenues by making you visible in Google, YouTube & Amazon. We help you be compelling & authentic so that your potential customers can connect with you, & optimise your conversion process.

020 7846 0067 www.everydaychampion.com Evosite Stand Number 350 Evosite specialises in B2B and B2C eCommerce, conversion rate optimisation, business systems integration, web design & branding. Last year alone, Evosite launched over 100 new websites, attracting over 12 million visitors, and their bespoke e-commerce platform processed £10.5M worth of transactions 01823 230 854 www.evosite.co.uk

Experian Stand Number 230 Backed by Experian’s marketleading data and know how, Experian B2B Prospector is uniquely placed to help small businesses like yours to grow their operations. Knowing your data is targeted means you can lower costs and conduct campaigns with confidence. Come say hello to us at stand 230.

0870 012 1111 www.experian.co.uk Fireworx Limited Stand Number 291 Fireworx is a marketing agency which helps clients grow quicker.

01202 559 559 www.fwx.co.uk First Base Communications Ltd Stand Number 102 First Base is one of London`s leading content marketing agencies for B2B brands. We exist to help clients be more effective and get better results from their marketing by creating great content, lovely design, the best digital technologies, analytics, inbound acquisition and more.

020 3542 6644 www.hitfirstbase.com FL1 Digital Stand Number 268 FL1 Digital is a St Albans based Web Design, Digital Marketing and Training company established in 2004.

01727 739 812 www.fl1digital.com Flowbird Ltd Stand Number 208 CRM & Marketing Automation Agency - we help clients in the selection and usage of CRM systems. Our marketing automation helps our client to generate more enquiries and retain customers. We use ActiveCampaign Software for our own CRM & marketing automation platform and are Certified Consultants 01233 280 557 www.flowbird.co.uk ForceManager Stand Number 1500 ForceManager is a fully-integrated mobile sales management software that instantly measures and analyses all your sales activity.

Improving both your sales team’s productivity and performance, it is the smart solution for sales reps who work out of the office. +34 931 173 886 www.forcemanager.net FreshMail Stand Number 150 Freshmail’s award winning email marketing platform empowers users with the tools for success.

With features such as marketing automation, auto-responders & campaign analytics we work with our clients to deliver their campaigns time and again. Come & speak to us to see how we can increase your ROI. 020 3598 5098 www.freshmail.com

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FRONTLINE Selling

by Nisbet Associates Stand Number 1510 Nisbet Associates provide B2B professionals in all sales roles with common tools, skills and processes to improve productivity and results… Proudly representing ValueSelling Associates and FRONTLINE Selling. +44 (0)1440 820384 www.nisbetassociates.com Fudge Animation Studios Stand Number 328 We are a full service animation studio based in the UK. Our highly respected team is noted for our imaginative visual narrative, humour and wit.

020 3322 4447 www.fudgeanimation.com GatorLeads Stand Number 1570 GatorLeads is a lead generation software tool, identifying your anonymous website and traffic with real time traffic statistics. This service provides live data feed, page scoring, lead assignment, company watch, daily reporting, accurate company Matching reports and much more.

01483 411 911 www.gatorleads.co.uk Givvit For Business Stand Number 130 Givvit for Business is the UK`s first self-serve Treat platform.

Companies of any size can instantly send a message along with a Treat such as a coffee, chocolates or even a takeaway.

For employees,clients or customers, sending a ‘Givvit’ goes beyond an email and ensures your message is heard.

03332 020 984 www.givvitforbusiness.com Global Educ8tions Stand Number 1530 Global Educ8tions Online Learning College provides vocational and professional courses for Sales, Management and Enterprise.

Our courses are accredited vocational and non accredited professional, we also support employers to source, train and develop new and existing staffs.

0800 009 6994 www.globaleduc8tions.org Golding Products Ltd Stand Number 152 Golding Products Ltd is primarily a supplier of professional grade recording media and packaging.

We hold stock of a wide range of high quality CDR, DVDR, USB’s and more! All items can be branded and packaged to our customers specifications here in the UK. Talk to us today about your requirements.

01952 606 667 www.goldingproducts.com

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GrowthMatters Stand Number 1578 Delivering frameworks, insights and consulting - GrowthMatters works with Sales Managers worldwide to drive and sustain the changes in behaviour they expect from their sales resources.

GrowthMatters - the Authority in Sales Management - because if you don`t change the soil, seeds will continue to produce the same results.

01189 001 968 www.growthmatters.co.za imapt Stand Number 200 Absorbing, analytics & prospect tracking, simple to use, easy to understand. See visitors on your website in REAL TIME, how they interact with your website and where you’re losing them. Hourly, weekly, monthly with ‘insight’ you’re getting clear, simple and meaningful insights at your fingertips.

020 8123 4334 imapt.co.uk Impact Digital Marketing Ltd Stand Number 276 At Impact Digital Marketing we`re taking a fresh approach and delivering impressive results.

The key to our success is service integration: when we tailor a digital marketing strategy for you, it will balance services in a way that maximises your investment and reduces unnecessary expenditure.

020 7319 5007 www.impactdigital.marketing Inbox Income Stand Number 1596 If you’ve got a contact list, email marketing should bring you regular sales. Yet many people get less business from emailing their existing contacts than they could.

If you’d like to know why, come and see us to find out how to transform your email marketing and get more sales with less effort.

023 8000 1105 www.inboxincome.co.uk Inbox Insight Stand Number 318 Inbox Insight specialise in EMEA lead generation and content marketing campaigns. With more than 2 million subscribers across key European regions, we help marketing and sales teams generate new leads, whilst driving brand awareness.

01962 835 950 www.inboxinsight.co.uk indigoRiver Stand Number 294 We’re an award winning creative communications agency, specialising in everything from branding to animation. But that’s enough about us, it’s you we want to listen to. Come and see us to have a chat, we don’t use business-isms, but just promise to keep it real.

01527 757010 indigo-river.com

Infinity Tracking Stand Number 270 Infinity is an advanced call tracking & call management solution delivered from the Infinity Cloud.

It allows you to measure which marketing channels generate calls & gives insight into every touch point of your customer`s journey, providing actionable data about your customer & marketing spend.

0808 278 4723 infinitycloud.com

LeadFinch Stand Number 1630 LeadFinch automates lead generation. It saves sales teams hours every day by uncovering new leads. The software uses machine learning techniques to identify companies that are mathematically similar to existing customers.

Increase efficiency, save time, and find perfect leads. +44 (0)20 3389 8872 leadfinch.com

InsideSales.com Stand Number 1600 InsideSales.com offers the industry’s leading sales acceleration platform built on Neuralytics, a predictive and prescriptive selflearning engine that drives revenue growth by delivering an optimized experience for both salesperson and buyer.

0118 990 1340 uk.insidesales.com

Libris Stand Number 1590

InsightBee Stand Number 182 InsightBee helps marketing professionals eliminate the clutter on business insights. Visit our stand and we will show you how: Our technology delivers qualified leads targeted to your firms sales objectives and our analysts provide high-quality, actionable insights.

020 3695 5555 www.insightbee.com Konstructive Stand Number 134 Konstructive is a leading digital design and build agency with clients including Rolls-Royce plc, Berwin Leighton Paisner, Bird&Bird, DCA Design International and Lambert Smith Hampton. We have proven expertise in delivery engaging and business orientated websites on Drupal, LavaSuite & Magnolia.

02072922700 www.konstructive.com Lead Forensics Stand Number 1436 98% of B2B website visitors don`t enquire; we tell you who they are. Discover which anonymous businesses have visited your website and access their full contact details so you can generate more leads, maximise your online ROI and reach sales leads before your competitors.

020 3131 3253 www.leadforensics.com Leadfeeder Stand Number 1486 Leadfeeder turns Google Analytics into a sales tool and automates your B2B lead generation process uncovering your unknown website visitors. Understand your prospects’ online behaviour with Leadfeeder for better sales. +358102792949 www.leadfeeder.com

Local Exposure Stand Number 144 Local Exposure is a Google Street View Trusted Agency certified to undertake Street View business photography within the UK. We have an established national network of technicians servicing from the smallest local independents to the largest groups at cost effective prices.

01157 180 365 trustedphotography.co.uk Mailjet Stand Number 178 Mailjet offers an all-in-one platform for sending marketing and transactional emails, including a responsive email editor, an easily integrated API which is available in several programming languages and SMTP relay software. The solution offered by Mailjet caters to both large and small businesses. www.mailjet.com MAINFRAME Stand Number 110 Mainframe is a team communication tool that extends across multiple companies. Quick instant chat with colleagues.

Unlimited file sharing. Clear assignments distributed through messages sent. Decrease the amount of meetings and the amount of emails to your inbox.

Enjoy work life. www.mainframe.co malt.

Stand Number 124 Video content that works 020 7033 2812 www.maltfilms.com MarketMakers Stand Number 1426 MarketMakers is a business built on brilliant people. Our clients come to us because they know that B2B telemarketing isn`t a numbers game. It`s about engaging, intelligent phone dialogue that takes unqualified business prospects and converts them into high quality sales opportunities.

0845 485 1164 www.marketmakers.co.uk

MJ Exhibitions Ltd Stand Number 126 MJ Exhibitions is a family run exhibition stand specialist committed to quality and customer service. We understand that our clients and their needs are unique and so we put our all into providing our business partners with a personalised and approachable service. Get the image your company deserves.

01892732157 www.mjexhibitions.com Media Orb Stand Number 126 Here at Media Orb we have many years of experience in building innovative websites that meet the customers needs, whether that`s building a static, content managed, or a full e-commerce solution website.

01278 450 312 mediaorb.co.uk Modeaweb Limited Stand Number 310 Modedaweb are an inbound marketing agency specialising in delivering marketing automation via the Hubspot platform to businesses in financial, technology and construction and property related industries. With over 14 years experience, we are the only inbound agency focused on finance in the UK. 020 3637 4425 www.modedaweb.co.uk Momentum Sales Solutions Limited Stand Number 1550 A sales transformation organisation, Momentum helps organisations create a culture of sales excellence from recruitment, training & coaching to social selling. Momentum`s unique framework is based on adding value & is the UK`s Objective Management Group partner & `Go-Giver` Licence holder.

01484 907084 www.momentumss.com Narrative Glue Productions Stand Number 241 VISUAL STORYTELLING - Narrative Glue is an exciting production company with the sole aim of creating high quality, innovative videos and films for your brand and business. We work with clients across all industry sectors producing content for online digital and broadcast distribution 01494 675 951 www.narrativeglue.com Native Web Limited Stand Number 220 NewVoiceMedia Stand Number 1420 NewVoiceMedia powers customer connections that transform businesses globally.

The leading vendor’s customer contact centre and inside sales platform revolutionises the way organisations connect with their customers worldwide.

0207 785 8888 www.newvoicemedia.com

No Magnolia Productions Ltd Stand Number 238 We create video, animation and motion graphics for large and small organisations, ranging from large entertainment and media groups (Sky, The O2, The Guardian) to charities (Christian Aid, Elifar Foundation, Ocumel UK) and education & technology companies (Pearson, OUP, Sire, TrustID, Rackspace).

01183 243 500 www.nomagnolia.tv On24 Stand Number 279 The ON24 Webinar Marketing Platform helps companies generate & qualify sales-ready leads with live and on demand webinars that provide detailed analytics on customer engagement, accelerating the buying cycle and driving sales.

020 3178 2660 www.on24.com Oxford College of Marketing Stand Number 132 Oxford College of Marketing is a leading marketing college with over 20 years experience in delivering outstanding practical sales and marketing qualifications.

We also provide industry-leading one-day and online short courses to enable individuals to enhance or refresh their knowledge.

01865 515 255 oxfordcollegeofmarketing.com Parker Software Ltd. Stand Number 1430 We’re Parker Software, and we offer an entirely new approach to digital engagement, service and operation. We’ve built a hybrid, fully integrated software suite that eliminates the need to invest in multiple solutions - covering all your digital transformation needs within a single platform.

01782 822 577 www.parkersoftware.com Parkes Print & Design Stand Number 1402 Exhibition services, design, stand hardware to purchase/hire/Loan, graphics, portable displays and accessories. +44 (0)1767 603930 parkesprintanddesign.com Passle Ltd Stand Number 330 Passle is a digital marketing platform designed around the needs of the busy experts at the heart of knowledge businesses.

We enable time-pressured specialists to create online content that demonstrates their expertise.

We make it easy for them to publish and share this content with clients and prospects.

01865 366 051 home.passle.net

Peridigital Stand Number 212 Peridigital provides digital marketing solutions to B2B and service businesses to capture more leads, connect with prospects and retain existing customers. Using inbound and outbound digital marketing strategies and tactics, we help your business achieve its online objectives.

01908 533 252 www.peridigital.co.uk Phil Olley Unlimited Stand Number 1560 Phil Olley is the author of `RESULT!’ and the UK`s leading speaker on professional focus and peak performance. He works with business people and sales teams throughout the world to help them get out of the quagmire, generate fresh results and stepchange profitability.

0800 043 5403 www.PhilOlley.com Pi Datametrics Stand Number 240 More data, more depth, more analysis from anywhere in the world. Pi Datametrics is a content optimisation and performance platform like no other, Pi enables corporations to significantly increase traffic, make PPC cost savings and drive sales globally.

020 3371 3930 www.pi-datametrics.com Pink Lizard Promotions Stand Number 120 Promotional Merchandise Specialists. We can provide you with the advice and ideas on how to get the best ROI on your merchandise so come and have a no obligation chat with us and claim your money saving vouchers aswell.

01362 693 710 pinklizardpromotions.co.uk premier sports uk ltd Stand Number 128 we are specialise in custom made footballs/rugby/tennis/cricket balls and sports wear. We are serving sports and promotional advertising gift industry since 1991.we manufacture/print/ design as per our client choice, our service, price and quality is unbeatable, guaranteed.

020 8553 4648 www.premiersports.org Prezi Inc Stand Number 360 Prezi is an online presentation software used by more than 60M people around the world.

Designed for Marketing and Sales people to pitch stronger and close more business. For help with being a better presenter visit www.plancreatedeliver.com 0031 625 434 934 www.prezi.com

Protocol Global Limited Stand Number 368 Protocol empowers professional marketers to optimise their demand centres, design bestin-class demand generation programmes, deliver operational excellence and leverage the latest marketing technologies. Through our mix of hands-on consulting, training, workshops, coaching and advisory services 020 3755 3511 www.protocol.global PRYSM Group Stand Number 112 PRYSM Group is the UK’s fastest growing independent B2B trade exhibition organiser. With an ever expanding portfolio, PRYSM has earned a reputation for creating industry-leading exhibitions that provide exhibitors with ROI and visitors with the foremost in information, advice, and opportunity.

0117 930 4927 www.prysmgroup.co.uk Radioville Stand Number 105 Radioville is the UK`s leading radio creative agency and has worked with many brands such as Autoglass, PizzaExpress, Screwfix, Coca-Cola, Nationwide and Lexus.

If you`d like to know how radio can boost the effectiveness of your marketing strategy, visit us at stand 105.

020 7534 5999 radioville.co.uk Redspire Ltd Stand Number 1478 Redspire are a Microsoft Gold Certified Partner for CRM Online services. Established in 2003 Redspire has helped a wide range of clients develop CRM strategies to achieve key business objectives by understanding their core business processes.

0845 226 8170 www.redspire.co.uk Refract Stand Number 1450 Refract helps managers and coaches improve performance on calls, online meetings and demos, without needing to be present.

Key moments can be tagged, simply skipping between `coachable moments` to collaborate and deliver praise, ideas and corrective feedback.

0800 689 1096 www.refract.tv ResponseSource Stand Number 192 ResponseSource provides easyto-use tools that connect PR professionals and businesses to journalists, enabling them to give stories relevant coverage - quickly and easily. Media relations tools include: media database, journalist enquiry service and press release distribution.

0345 370 7777 www.responsesource.com

41

Red Flag Alert Stand Number 122 Red Flag Alert is the UK freshest business database. Our Database hold over 6 million live business records from PLC through to non ltd. So no matter what size of business you target we have you covered. Red Flag Alert gives sales and marketing professionals the ability to do better business.

0844 412 6699 www.redflagalert.com

Sales Coaching Solution Ltd Stand Number 1488 Sales Coaching Solutions provides bespoke sales and customer service training and coaching for SMEs. They equip business owners and sales personnel with the vital skills needed to sell their products or services successfully and confidently, ultimately enabling them to maximise sales.

01249 443 023 salescoachingsolutions.co.uk

Retriever New Business Stand Number 1584 Retriever helps B2B companies grow through sales. We consult, solve problems and generate leads.

For over a decade Retriever New Business has been helping clients open new doors, build stronger relationships and generate more income.

01285 771 111 retrievernewbusiness.co.uk

Salesbox CRM Stand Number 1526 Salesbox CRM is the predictive CRM and mobile CRM for those that want to be successful in sales.

With Salesbox CRM you can also trust the CRM data and CRM forecasts since they build on facts and not guesswork. www.salesbox.com

Rock Stand Number 1490 We’re Rock, a B2B content agency that helps businesses find, influence and retain clients online.

Specialising in corporate sector communications, we’ve helped businesses such as Aon, Investec, Vodafone and Direct Line market some of their most complex products and services. www.xponodigital.com

SalesOptimize Stand Number 1480 SalesOptimize is a market sizing & lead generation platform powered by deep web analytics.

You can identify your future customers in seconds. We`re bringing lead generation to a whole new level with our revolutionary B2B eCommerce search engine that takes the hard work out of finding new customers. + 353 1 6599292 www.salesoptimize.com

RSVP Call Centres Stand Number 170 RSVP are a London based sales and service agency specialising in campaign creation and consultancy, providing proactive strategies and solutions that generate real business growth.

0207 536 3500 www.rsvp.co.uk

SalesSeek Stand Number 1538 SalesSeek - Bringing together essential sales and marketing tools for growth-focused businesses.

020 3514 2513 www.salesseek.co.uk

S-Academy International Stand Number 1476 At S-Academy we do sales differently. Out are boring, stuffy sales training courses. In is a fresh, energetic and fun way of motivating your team, improving performance and building a better sales capability, that produces outstanding results every time.

Discover our proven approach at stand 1476.

0203 826 8093 www.welovesales.co.uk Salamandra Design & Digital LTD Stand Number 374 Conveying complex messages through Animation, Brand and Web, Salamandra is a creative marketing agency with an award winning team that has worked with leading brands both locally and internationally.

01753 449 665 www.salamandra.uk

Seller Performance Ltd Stand Number 1632 Seller Performance are sales professionals with great credentials in training, coaching recruiting and the expert use of psychomteric and behavioural profiling - passionate about selling, and passionate about people. Visit our seminar and stand to see how to unlock the power of Adaptive selling.

07720 948 201 sellerperformance.co.uk Showpad Ltd Stand Number 1678 Showpad`s sales enablement platform guides every sales interaction by pushing the best-fit content in the right context to sales reps and partners on any device, so they can sell anytime, from anywhere. Powerful reporting around content usage and productivity aligns efforts toward revenue goals.

020 3808 4049 www.showpad.com Signals Stand Number 1452 Flexible, experienced, skilled, smart, and creative team 25th anniversary, established business with a superb reputation and references from long term clients 200+ years of team experience in developing and marketing digital technology, ensures we create smart solutions.

01491 571812 www.signals.co.uk

42

Simply Sales Jobs Stand Number 1562 Simply Sales Jobs specialises in advertising 1000s of the latest sales jobs including telesales jobs, sales jobs in London, sales manager jobs and sales assistant jobs. All levels of sales are covered throughout the UK with sales jobs from leading sales recruitment companies, sales firms and direct employers.

01772 639 042 www.simplysalesjobs.co.uk Sleeping Giant Media Stand Number 190 A multi-award winning, specialist search and social marketing agency. Offering our clients a superior service in every way.

Providing integrated search marketing solutions to a broad range of sectors. Above all else, we strive to maintain an outstanding level of service to our clients.

01303 240 715 www.sleepinggiantmedia.co.uk Smart Insights Stand Number 114 Do you need a customised B2B digital marketing strategy?

You can create it yourself with SmartInsights.com, a great-value learning resource that helps businesses Plan, Manage and Optimise their digital marketing with templates, guides and online learning. Visit our stand to grab a free template.

0113 819 8820 www.smartinsights.com SMART Way Forward Stand Number 1520 SMART Way Forward is a specialist sales management and training consultancy which works predominantly within the sport, leisure, health and fitness industry around the UK. Our services include bespoke management training, sales training, customer service training, coach development & CPD workshop 01438 227 563 www.smartwayforward.co.uk Sociabble Stand Number 210 Sociabble is an employee advocacy platform that aggregates company and third party content, and empowers employees as ambassadors by allowing them to share on their own social networks. This sharing activity amplifies the visibility of content on social networks, and among your target audiences. +1 (917) 725 4101 www.sociabble.com Stampwood Stand Number 300 Stampwood are marketing automation specialists.

We understand best practices and can avoid common pitfalls - helping you achieve the highest ROI from your marketing automation solution.

01202 805 655 www.stampwood.co.uk

Step Forward Stand Number 109 Step Forward is a high quality 12-month Level 3 apprenticeship programme for 18 year old school leavers in London. We provide great candidates and flexible pathways to match your hiring needs, while also diversifying your workforce. Step Forward is run by a national charity called The Challenge.

0203 793 7333 stepforward.uk.com Stormburst Studios Stand Number 1580 Stormburst Studios’ sales performance & contest management platform is the tool you need to inspire and engage your sales team to new heights. Run effective real-time contests with actionable analytics for your team to help them smash their targets.

07411 740 073 www.stormburststudios.co.uk Stormpress Stand Number 236 Stormpress is a full service printing company made for busy marketers.

We’ll be showcasing: Our web to print software. How special print finishes like foiling and embossing add value. And how we cover the direct mail channel.

01392 660099 stormpress.co.uk Strategy to Revenue Stand Number 1594 STR provides cutting edge solutions designed to accelerate sales productivity and revenue - including a SaaS-based sales effectiveness platform, sales competency modelling, sales management development, and e-learning solutions.

01753 245 543 www.strategytorevenue.com StudyCourse Stand Number 1462 StudyCourse.org is an educational platform specialising in agency recruiter courses, HR courses, and in-house recruiter courses. Courses vary from completely online to blended online along with face to face learning. Short courses include various aspects of HR, Sales and Management Courses, Recruitment Process Outsource Courses, and starting a new recruitment business.

0871 288 2108 studycourse.org SuccessFlow Limited Stand Number 114 SuccessFlow help organisations develop and implement a robust digital strategy using the Smart Insights RACE Planning framework. We build and optimise platforms to align your sales and marketing teams.

0845 680 5409 www.successflow.co.uk

Surface 2 Air Media Stand Number 282 Surface 2 Air Media Ltd is a unique blend of skilled/licensed professionals whose sole purpose is to create dynamic and breathtaking cinematography for a whole range of clients. We offer many services ranging from full video productions to 360 degree Virtual Tours from both the ground and air.

0343 455 1066 surface2airmedia.co.uk SVM Global Stand Number 1536 SVM are a leading global reseller and distributor of corporate gift cards providing eCodes and gift vouchers for the B2B and corporate gifting market. eGifts and Gift Cards have a positive effect when used as sales or marketing incentives, to reward employees, to motivate 3rd parties / resellers.

01709 303102 www.svmglobal.com

Textlocal Stand Number 338 Textlocal is the UK’s leading provider of mobile messaging for businesses. Our award winning platform enables every business to instantly reach their customers, contacts or clients in seconds. We work with 165,000+ clients large & small delivering a staggering 40,000,000 texts per month.

01244 752 299 www.textlocal.com The Institute of Direct and Digital Marketing Stand Number 376 The IDM is a modern, forwardlooking institute, alert to new and emerging applications of technology in marketing. It is dedicated to keeping the profession abreast and skilled in new techniques, new media and new practices.

020 8977 5705 www.theidm.com

Tableau Stand Number 388 Data is everywhere. But most of us struggle to make sense of it.

Tableau Software lets anyone visualise data and then share it on the web, no programming needed.

It`s wicked-fast, easy analytics.

020 3310 4600 tableau.com

The Marketing Pod Stand Number 234 The Marketing Pod are a multi award winning, B2B marketing agency offering a range of marketing solutions, from planning and strategy to PR and social media. We believe in a down-to-earth, integrated approach to marketing that delivers businesses tangible results.

01564 742 848 www.themarketingpod.co.uk

Tail Wind Media Stand Number 232 Tailwind Media is a creative visual production agency, with offices based both in London and St Neots near Cambridgeshire.

Our work ranges from internal communications and engagement, to promotional films, and visual social media campaigns.

02070121774 www.tailwindmedia.co.uk

The SAVO Group Stand Number 1652 SAVO is the leader in the sales enablement market having pioneered the sales enablement category since its founding in 1999. +44 (0) 7575 310130 www.savogroup.uk

Team Tactics Stand Number 382 For over two decades Team Tactics have been a leading provider of unique corporate team building events and client events in and around London and the UK. We love creating innovative corporate team building solutions as well as Corporate Hospitality at the UK`s major sporting and cultural events.

01227738280 www.teamtactics.co.uk Text Global Stand Number 278 Text Global is one of the UK’s leading mobile messaging service providers. Our customers have sent millions of bulk messages using our easy to use self-serve platform.

We are continuously developing our product offering to remain at the cutting edge of the mobile messaging industry.

01793 420 424 www.textglobal.co.uk

TopLine Comms Stand Number 316 Generating quality leads, increasing website traffic, achieving thought leadership - many agencies will tell you these things are easier said than done. But TopLine is not like most agencies. We get results.

020 7580 6502 www.toplinecomms.com Trashalamode Stand Number 316 Trustpilot Stand Number 109 Trustpilot is an open review community that builds trust and transparency between consumers and businesses.

020 3630 0750 uk.trustpilot.com Umbrella Marketing Stand Number 1444 A well-balanced mix of experience and fresh talent from a range of marketing disciplines has been combined to form the Umbrella Marketing Team: we draw the best in experienced marketing professionals, blending them with the freshest graduates and apprentices so you benefit from the enthusiasm of new talent.

01244 515 569 umbrellamarketingteam.com UnDelay.io Stand Number 290 Create device specific landing pages quickly, easily and without a developer. Test multiple variations by device. Use powerful features like click to call, click to scroll navigation and sticky headers/footers to decrease bounce rates and dramatically increase mobile conversions.

04804091080

The MarketingSPA Limited Stand Number 142 The little marketing agency with big ideas that delivers! Call us old fashioned but we listen to our clients and understand their needs first so we can live and breathe your business. Our refreshing approach takes you on a pampered journey of SPA treatments that leave you feeling inspired.

01483 776 991 www.themarketingspa.com

Veoo Stand Number 378 Veoo was created by mobile industry experts to deliver business value to companies via the medium of mobile. Created by a team that draws on 70+ years of experience; one that understands the needs and business challenges in a world of multi-faceted communications.

020 7580 3860 www.veoo.com

TLF Research Stand Number 284 TLF are a UK based customer experience consultancy specialising in customer insight. Through our extensive research and industry knowledge we can help your business understand and improve your customers experience with your brand.

01484 517 575 www.tlfresearch.co.uk

Web Behaviour Specialists Stand Number 133 WBS is a London-based digital marketing agency, providing services including PPC, SEO, Social Media advertising and Web Analytics. Our multilingual team helps brands around the world run their SEM campaigns efficiently and consistently.

020 3766 0852 www.web-behaviour.com

Win Apps Factory Stand Number 115 Winapps Factory helps businesses plan define & manage their mobile ecosystem, providing insight, inspiration and the physical development of intelligent business focused solutions. Working at a strategic & operational level, we deliver IOS, Android & Windows applications.

020 3239 1780 winappsfactory.com Wing Lee Creative Ltd Stand Number 358 Worldwide Product Sourcing and Promotional Gifts for some of the world’s largest brands. Whether you require an advertising gift to mail out to your prospects, corporate gifts for staff retention or an annual give-away for your customers, we can provide a promotional product to suit your needs.

01438 750 333 www.winglee.co.uk Wise me up Ltd Stand Number 1472 Tailored sales skills training solutions that will improve the bottom line. We work with sales managers & sales people in all arenas including customer service and retail. We design, deliver and then make sure there is a follow up process. Our focus is on sustaining greater results for longer.

07976 737 735 www.wisemeup.co.uk Write My Site Stand Number 302 Write My Site is a 10-year-old copywriting agency that has built its reputation as a specialist provider of B2B content. Formats range from web copy and blog articles through to technical guides and white papers, but the goal is always to write content that appeals both to people and search engines.

020 8819 9535 www.writemysite.co.uk Xcel Sales Ltd Stand Number 1506 We are a new breed of agency; we live and breathe professional selling to accelerate your business growth.

01184 021 440 www.xcelsales.co.uk

Top Sales World Stand Number 1614 Top Sales World is a unique location dedicated exclusively to the profession of sales and our primary objective from day one, has been to redefine the parameters governing sales team performance. topsalesworld.com

43

Power Dialer with Call Recording Increase sales immediately

Retain outbound proactivity Automatic call logging

The Actimizer Dialer solution helps sales organizations increase and retain sales efficiency and track all call activities automatically – down to each minute.

Sales organizations make 100 million+ outbound calls per year with Actimizer and they trust us for Scandinavian stability and quality of service.

Let us show you how it works. Visit us at stand 1408. www.actimizer.com | +44 (0)2036 301571 | info@actimizer.com

and they’re set to show exactly what they can do for your business at the Sales

GatorLeads have been taking the technology world by storm with their lead generation software. Their forward-thinking web solutions have strengthened both B2B sales and marketing, and they’re set to show exactly what they can do for your business at the Sales Innovation Expo.

GatorLeads features include:

Who is on your website?

GatorLeads will identify the companies and individuals visiting your website and enable you to track them using lead nurturing and PURL tools.

•

Lead scoring – ranking and scoring your website leads based on their journey so you can identify which leads are sales-ready

Where do your leads come from?

•

Contact Information – purchase your leads email addresses and contact them directly

GatorLeads will identify the companies visiting your website from usually unidentifiable channels such as PPC, social and more (without them filling out a form)!

•

Private database – so you will get a higher match rate than any other lead generation company

What do you do with your leads?

•

Visitor tracking – so you can identify how effective your user journey is

•

One to one email tracking – track your individuals journeys from your email campaigns and give them targeted communications

GatorLeads offers tons of tips on how to approach your leads. Find your perfect contact at the organisations visiting your website & purchase the email addresses of your target key decision makers.

Nurture your not so sales ready leads using our lead nurturing leads.

Only 3% of leads identify themselves on websites, but around 50% of visitors are potential leads. So GatorLeads designed technology that shows you who your leads are and how you can contact the individuals directly.

Only 10.5% of leads will respond to your sales email.

Using GatorLeads lead nurturing tools ensures your leads are ready for your sales pitch and on average nurtured leads make 47% larger purchases.

Leads followed up within 5 minutes are 9 times more likely to convert to sales. The average consumer attention span has dropped to just six seconds. With IP technology you can jump on your leads before they move on.

Contact us for your Free 14 day Trial to see you’re for yourself. info@communigator.co.uk 01583 411 911 www.gatorleads.co.uk

Identify, deliver and increase your website revenue with GatorLeads. With their lead generation technology you can generate and nurture new business into sales ready leads and paying customers.

EXHIBITOR A - Z 3degrees Social

1412

Actimizer

1408

AdTube agent3 Akero Labs Alison Edgar MD Sales Coaching Solutions

198 320 1488

1510

Fudge Animation Studios

328

Givvit For Business

130

Global Educ8tions

1530

Golding Products Ltd GrowthMatters

152 1578

Anicca Digital Ltd

140

imapt

200

Arkevista

266

Impact Digital Marketing Ltd

276

Azquo

364

Inbox Income

1596

Bid Perfect Ltd

1498

Inbox Insight

318

Bisc Technologies Ltd

1528

indigoRiver

294

bpma

160

Infinity Tracking

270

Brandz Ltd

308

InsideSales.com

1600

Breathe Creative

222

InsightBee

Bullhorn

312

Lead Forensics

1436

Businessworx Ltd

139

Libris

1590

CallPro CRM

1598

182

Local Exposure

144

Clickoo UK

280

Mailjet

178

Club Row Creations

384

malt.

124

Club Wembley Cognition

1400 188

MarketMakers

1426

Media Orb

126 310

CommissionCrowd

1410

Modeaweb Limited

Data Driven ERA

1442

1550

Digital Doughnut

220

Momentum Sales Solutions Limited

Digital Marketing Institute

356

Narrative Glue Productions

241

Digital Web World Ltd.

298

Dreamtek LTD drumBEAT Marketing DueDil Eden Videos EdgeVerve Elation Experts Ennovate Consulting Everyday Champion Evosite Experian Fireworx Limited FL1 Digital Flowbird Ltd ForceManager FreshMail

46

162

FRONTLINE Selling by Nisbet Associates

336 218 1576 180 228 1548 1582 326 350 230 291 268 208 1500 150

NewVoiceMedia

1420

No Magnolia Productions Ltd

238

On24

279

Parker Software Ltd.

1430

Passle Ltd

330

Peridigital

212

Phil Olley Unlimited

1560

Pi Datametrics

240

Pink Lizard Promotions

120

premier sports uk ltd

128

Prezi Inc

360

Protocol Global Limited

368

PRYSM Group

112

Radioville

105

Redspire Ltd

1478

Refract

1450

ResponseSource

192

Retriever New Business

1584

Rock

1490

S-Academy International

1476

Salamandra Design & Digital LTD

374

Sales Coaching Solution Ltd

1488

Salesbox CRM

1526

SalesOptimize

1480

SalesSeek

1538

Seller Performance Ltd

1632

Showpad Ltd

1678

Simply Sales Jobs

1562

Sleeping Giant Media

190

Smart Insights

114

SMART Way Forward

1520

Sociabble

210

Stampwood

300

Stormburst Studios

1580

Strategy to Revenue

1594

StudyCourse

1462

SuccessFlow Limited

114

Surface 2 Air Media

282

SVM Global

1536

Tableau

388

Text Global

278

The Institute of Direct and Digital Marketing

376

The Marketing Pod

234

The MarketingSPA Limited

142

TLF Research

284

Top Sales World

1614

TopLine Comms

316

Trustpilot

206

Umbrella Marketing

1444

UnDelay.io

290

Veoo

378

Web Behaviour Specialists

133

Win Apps Factory

115

Wing Lee Creative Ltd

358

wise me up Ltd

1472

WOW Analytics

1570

Write My Site

302

Xcel Sales Ltd

1506

FLOOR PLAN The IDM Training Academy

Keynote Theatre 1

Top Sales World Auditorium

388

384

378

382

380

374

Conversion Boost Masterclass

350

338

336

300 302

358

364

356

368

376 1614 360

1640 330

306 308

328

326

320

310 312

1678

1642

Mapping Critical Sales Competencies Masterclass

316 318

1650

1630

1622

1632

1652

Using Data Science To Power Business Growth Masterclass

Top Sales World VIP Lounge

1562

Theatre 8

Networking Area

280

294

290

284

1594

1596 1598

298

291

282

279

1590

1592

260

266 268

270

276 278

1584 1583

Press Area

1600 Keynote Theatre 2

1582 1580

1570

1576 1578

Sales Office

241

238

236

240

234

232

212 210

218

222 220

208 206

202 200

170 172

178

180 182

144

152

142

150

Networking Area

230

1548

1550

1538 1536

1530

1527 1526

1508 1520

192 190

1490 1492

1498

1500 1510

1560 1506

188

1488 1486

1478 1476

1472 1462

Secret Formula For Sales Success Masterclass

Mastering B2B Social Selling Masterclass

Theatre 3

Theatre 7

228

198

1480

Theatre 4 B2B Facebook Strategy Masterclass

162 160

140

105 109

139 130

104 Theatre 6

Lead Forensics Masterclass

The Hive

128 146

126

124

120

122

102

132

100

135 133

112

114

134

110

115

1436

1444

1452

1442

1450

1430

1426

Using The Cloud To Close Faster Masterclass

1420

Theatre 5

1400 1402

1408

1412 1410

How To Build A Freelance Sales Team Masterclass

SALES INNOVATION

VISITORS ENTRANCE

E X P O 2 0 1 6

TOP SALES WORLD INSPIRING THE GLOBAL SALES COMMUNITY

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The Salesman

Wherever there is a salesperson.

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Unlocking the

secrets of sales success with Karen Dunne-Squire Most businesses want to drive growth and increase profits in the most effective ways possible. Some businesses seem to do this with ease, while others struggle.

Stand 1548

Why is this?

Keynote speaker, sales expert and entrepreneur Karen Dunne-Squire of Elation Experts has used her 15 years’ experience of working with businesses of all sizes, in all sectors, across the UK to create a proven system for delivering sales success – and she is happy to share her secrets with you.

At SIE 2016, Karen will be delivering two seminars and three workshops where you will be able sample first hand her unique insight and measureable sales model – “The Three Pillars of Successful Selling”. This model focuses on the three most important areas of successful sales: Activity, Process, and Management.

Seminars “Supercharge Your Sales Performance – A Proven Method” In this presentation Karen will share with you her unique and proven methodology that is bringing genuine growth to UK businesses right now.

“The Most Profitable Relationship You Will Ever Build” The customer journey can be powerfully influenced by great marketing and in this seminar Karen will illustrate the impact that a strong sales/marketing alliance can have.

Workshops • Conversion Masterclass - Crafting the Perfect Sales Interaction • Unlocking the Hidden Revenue in your Business • Leading a Winning Team

0117 965 2189

“ Being great at sales means focusing on 3 key areas.

Be an expert in them all.

Focus on the change that brings results.

Be unstoppable at selling.”

Karen Dunne-Squire

www.elation-experts.co.uk

11th & 12th May 2016

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49% of businesses never actually follow up sales leads, with a further 25% * never making a second call. Why? SMART Way Forward is a specialist sales, management and training consultancy working predominantly within the sport, leisure, health and fitness industry.

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We offer companies a unique proposition of commercially focused services, including bespoke sales training, customer service training, Continuing Professional Development (CPD), management training, coaching and mentoring workshops, skills development, strategic consultation and sales support.

We are professional, expert, consultants, experienced in the areas listed below.

People are the most important asset within any company. Making sure you have the right people, with the right skills, in the right positions, sharing the same vision, is an essential part of business success.

Advertising & Marketing

Let us help you and your company be the best that you can be.

Sales Management Motivation Resource Management Training Management Training

Contact us on the details below to see how we can help you and your business stand out from the crowd.

Be the organisation that customers want to work with first and aspire to consistently exceed all their expectations.

Sales Training Customer Service Training Continuing Professional Development (CPD) Coach Development

SMARTWAYFO WARD Your specialist sales, management, customer service & training consultancy Registered address: 69 Knowl Piece, Wilbury Way, Hitchin, Hertfordshire SG4 0TY web: smartwayforward.co.uk email: info@smartwayforward.co.uk tel: +44 (0) 1438 227563 / +44 (0) 7980 300169 * Research from the Federation of Small Businesses

STORMBURST STUDIOS

STAND 1580

GAMIFY YOUR SALES PERFORMANCE Leave the whiteboards and spreadsheets in 2015 – let Spirit revolutionise your sales team through cloud-based gamification.

A combination of analytics and game-led design is guaranteed to improve your bottom line, align your staff and deliver the results you deserve.

Let’s cut to the chase – you want success.

The crucial factor in getting you there is your team. Enabling your staff to create their own successes and rewarding them for doing so is key to having a happy, motivated and productive team.

So why are out-dated methods for encouraging these traits still in use?

It’s almost guaranteed that any sales environment will utilise a whiteboard and a spreadsheet to record performance. Not only do these methods of performance monitoring take time to update, they’re disengaging for your staff – it’s no fun having an invisible process to determine what commission you receive! It’s time to let go of the past and embrace the digital future; that’s where Spirit comes in.

Spirit is a gamified engagement and incentive platform for sales teams. We’ve taken inspiration from fantasy football to develop an effective method of engaging and motivating your staff. They pick teams of co-workers who all earn points for meeting metrics specified by you, promoting engagement, healthy competition and awareness of co-worker performance. Good sales directors will manage their team, but it takes a great one to lead them – how can you do that if you’re spending hours of your day entering data into a spreadsheet? Spirit reads performance data directly from your CRM system and with fully automated updates running the show for you, you and your team can spend more time congratulating your staff for a job well done.

“Enabling your staff to create their own successes and rewarding them for doing so is key to having a happy, motivated and productive team”

CONTACT US stormburststudios.co.uk contact@stormburststudios.co.uk +44 (0) 7411 740 073

Each contest you run within Spirit allows you to target specific areas of your team.

Conventional sales motivation techniques often focus on the top or bottom performers when in reality it’s the core of your workforce that can yield the greatest results. Tier-based and team-wide rewards give everyone something to aim for and they reinforce the collaborative culture companies are desperate to encourage.

Whether you want to run one contest for your whole team or several at once to promote competition amongst individuals, Spirit can cater to your requirements. And if it doesn’t, tell us!

We’re always developing the platform and with your feedback it can only get better.

There’s plenty more to tell you about Spirit so why not come and see it for yourself?

We’ve been piloting the platform with several companies since the start of 2016 and the results have been fantastic. With a 30-day free trial there is truly nothing to lose – come and have a chat at Stand 1598.

Stormburst Studios is a software developer specialising in gamified enterprise technologies.

With experience working in the video games industry on notable titles such as Angry Birds Go! and Heavenstrike Rivals, the team has developed engaging and intuitive user interfaces for millions of users around the world.

They believe that video games have many influential factors that can make a real difference in businesses.

Their aim? To bridge the gap between enterprise software and video games to deliver engaging experiences that deliver results for businesses in the UK.

8 18 88 o. 1 N o. d N an nd StSta

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SALES COACHING SOLUTIONS Sales Coaching Solutions equip business owners and sales personnel with the skills needed to successfully sell their products or service, enabling them to maximise sales, profits and growth.

SCS works in-house, alongside the client’s sales team, training them according to the company’s unique daily challenges. They tackle customer behaviour profiling, sales strategy and leadership, lead generation process, customer service, and questioning techniques, depending on the needs of the customer. SCS increases the sales team’s confidence, which leads to improvements in staff morale, productivity and motivation.

Alison Edgar, managing director and founder of Sales Coaching Solutions, has over 20 years’ experience within the sales and customer service industry internationally.

Earlier this year she was nominated for the Lifetime Sales Achievement Award as well as winning special merit at the Great British Entrepreneur Awards for the Service Industry 2016. She has been voted one of the UK’s top 10 business advisors

by Enterprise Nation and is often invited to Downing Street to pass opinion on small business affairs. Last year, Alison was invited to the Queen’s Garden Party due to her contribution to small businesses.

Marketingintelligence intelligence Marketing thatunlocks unlocksyour your that salespotential potential sales

The course and training that Sales Coaching Solutions provide stems from the experience that Alison has gained throughout her years in sales. They encompass a threefold approach to sales; behaviours, process and strategy. They drive deep into every client’s unique selling points and transform it into a long-term, successful sales plan.

Alison is also referred to as ‘The Entrepreneur’s Godmother’ for all her help and time spent with budding young talent and start-ups. Launching in 2016, Alison is committed to pushing her clients to the limit by achieving the best they can and more!

“SCS increases the sales team’s confidence, which leads to improvements in staff morale, productivity and motivation”

Cognition specialises in helping businesses generate Cognition specialises in helping businesses generate sales and profits across multiple sectors. sales and profits across multiple sectors.

Our clients grew three times faster than their peers last year.

Our clients grew three times faster than their peers last year.

(Source: Grant Thornton) (Source: Grant Thornton)

Our methods are, Powerful, Evidence-based & Effective Our methods are, Powerful, Evidence-based & Effective

CONTACT US

Data & Data & Market Market Insight Insight

Branding Branding

salescoachingsolutions.co.uk info@salescaochingsolutions.co.uk 01249 443023

0800 7810247 0800 7810247 www.cognitionagency.co.uk www.cognitionagency.co.uk

Content & Content & Creative Creative

PR & Social PR & Social

CONTACT US insidesales.com Naomi.higgins@insidesales.com +44 (0) 118 990 1340

INSIDESALES.COM

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7 DATA-BACKED SALES BEST PRACTICES After 10 years of collecting sales data and using predictive technology, InsideSales. com has found consistent patterns that have helped us determine the best practices sales professionals can use to reach more people and achieve greater results.

1. Respond immediately InsideSales.com research has shown that when sales reps respond within five minutes of an online inquiry versus 30 minutes, they get 21x uplift in qualifications.

As of now, the average response time for U.S. companies is about 38 hours. In the UK, it’s a little faster at 24 hours.

That’s still well short of where it needs to be.

2. Be persistent Just as it’s important to respond quickly, it’s also important to call often.

According to a recent InsideSales.com response study, the average sales rep at a U.S. company gives up on leads after an average of 1.5 call attempts. In the UK, it’s slightly better at 2.39 attempts.

However, both of those numbers are well short of the ideal six to nine attempts.

The research shows that when a salesperson calls within the ideal range, they experience a 3x initial lift in contact rates.

3. Establish a local presence When you receive a call from an unknown 1-800 or 0-800 number, do you hurry to answer it? Probably not, because you figure you don’t know

the person calling and it’s just another telemarketer.

Sales teams need to be where their customers are. They should be using local numbers to contact their customers.

InsideSales.com customers that adopt this approach typically experience a 57% uplift in connections.

4. Create a cadence Most companies have no cadence strategy.

They haven’t made any attempt to create a consistent outreach strategy to best follow up with and contact potential buyers.

Our customer data shows companies that adopt a 10-day outreach strategy typically see a 26% increase in appointments set.

5. Motivate your staff When organisations want to increase the performance of their staff, they often turn to spiffs as an added incentive.

However, studies show that spiffs aren’t enough. In fact, if used too often, they start to become expected and lose their motivational power.

Instead, by incorporating real-time points and leaderboards, sales teams can achieve a 38% increase in sales activities.

“InsideSales.com has found consistent patterns that have helped us determine the best practices sales professionals can use to reach more people and achieve greater results”

6. Hire smart with data Would you trust your hiring decisions to a coin toss?

That’s pretty much what most organisations are doing. The data shows that recruiters hire successful talent only 60% of the time.

Organisations should be using data to help predict which candidates are most likely to be top performers.

With data-driven decisions, InsideSales.com customers have experienced a 2.5x lift in hiring accuracy.

7. Analyse your pipeline How do you know which deals are coming down your pipeline? Are you going to hit your targets?

Research conducted by InsideSales.com reveals that sales reps often delay committing to winnable deals.

Sales reps tend to only commit to deals they feel confident about, but that leaves a lot of winnable deals uncommitted, especially early in a quarter.

By applying data science to your sales pipeline, you can make your sales forecasts more accurate and actionable. Teams that adopt this approach typically see a 3x lift in forecast accuracy.

SELLER PERFORMANCE LTD

CONTACT US

STAND 1632

UNLOCK THE POWER OF ADAPTIVE SELLING If you’ve read a new business book, done executive training, or attended a leadership summit recently, you’ve probably seen a slide, diagram, or animation of the human brain. Excitement about neuroscience is high. Adaptive selling is how it translates into the world of sales.

The number of departments or individuals involved in the decision making process of a major project means sales people can no longer rely on textbook training or the textbook customer to seal the deal. Today, sales people need to possess those chameleon-like qualities to adapt their selling style according to the varying environments and personalities which are placed in front of them.

The truth is, sellers with the required level of emotional intelligence to do this instinctively are few and far between.

However, advances in neuroscience over the last decade allows these skills to be taught more effectively and empower sales people to adapt consciously rather than rely on often-misplaced intuition.

Sales people need a framework, a shared language, and a high degree of self-awareness of their own behavioural profile.

“Unlock the power of adaptive selling. Become an expert seller chameleon”

There are many behavioural profiling tools on the marketplace that do this and, reassuringly, they all agree that there are four behavioural styles or orientations which we all possess. These orientations are our window or perspective on the world, characterised by our individual values, needs, goals, attitudes, and behaviours. Sales professionals can use this insight to develop strategies for personal development to capitalise on their strengths, moderate their excesses, and extend selling styles they neglect rather than relying on preferred orientations or ways of working.

Most powerfully however, they can also learn to “ bridge” to the profile of their customers using adaptive selling techniques to get a much clearer understanding of the buttons they need to press and those they need to avoid when fast tracking a sale through to a successful conclusion.

Adaptive selling teaches clear ‘rules of engagement’ to use depending upon the orientation of your customer to leverage, not abandon, relationship selling. At each funnel stage, whether you are prospecting, qualifying, in discovery, covering the bases, presenting, negotiating or closing,

there are techniques to use to adapt your style to improve your sales numbers through improved conversion ratios.

Use adaptive selling to: • • •

• • • • •

Research and anticipate a customer’s orientation to connect better Qualify in or out of opportunities more effectively Identify those customers more likely to adopt new products and services and those who will only buy tried and tested solutions Phrase questions that will resonate better Position the value in a more targeted way Decide in which situations case studies or testimonials work best Pull the right levers when negotiating Use the right closing techniques

All sales leaders are constantly looking for a completive edge and real differentiation.

Adaptive selling leverages the one guaranteed unique selling point every business possesses – their people.

sellerperformance.co.uk mark@sellerperformance.co.uk 07720948201

Developing Your People, Accelerating Your Growth In the fast-paced world of sales, results are instantly visible and measurable.

When performance falls short of plan, there can be a tendency to knee-jerk.

Too many companies spend time and money removing and replacing lacklustre sales performers when they could be investing in targeted development and coaching.

At Seller Performance, we do this via a powerful process of psychometric and behavioral assessment, recruitment, training, and development, all supported by world class tools. With our heritage in successful sales performance leadership and proven training and coaching expertise, we arm your business with the right people and the right skills to accelerate revenue growth. What’s more, we demonstrate a measurable return on your investment.

PHIL OLLEY UNLIMITED

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GUERRILLA TACTICS FOR SALES BREAKTHROUGHS

CONTACT US philolley.com sharon@philolley.com

In unravelling the riddle of why some businesses, teams, and sales people are high achievers and others not, it occurs to me there’s a clue in another arena…

When faced with dense jungle, monsoons, disease, and difficult communication infrastructure, the regular army struggles. But the guerrilla army thrives. In fact, it’s these adverse conditions that create the opportunity.

In the business New World Order where economic, political, sociological, and technological changes are happening ever more rapidly, businesses continue to face a testing time: a veritable jungle!

And yet, for many businesses, teams, and sales people, it’s an opportunity for a revolution in the way they do things.

And for some it’s a necessity.

Why the Guerrilla approach is more appropriate now than ever before: If you don’t start running your business, your business will continue to run you.

Most business people start their business to give them more freedom and control.

Yet so often these are the first things to be sacrificed. Most sales people like to be entrepreneurial in approach, but end up stifled.

The stats don’t lie: 97% of salespeople fail to achieve their full potential; 96% of businesses fail within ten years. Beyond

In 1999, based on his own successes (and following a lifethreatening experience), he founded his business performance coaching practice. His clients have included the likes of Shell, Kellogg’s, and L’Oreal.

that, most are just “surviving”.

The business world is changing faster than ever before. The quicksand of modern business life makes it a real challenge to stay focused on those key result areas that create success.

Current world economics are both a threat and an opportunity for any business. There is now a “flight to quality” … a desire amongst certain customers and clients for top quality professional service. They will pay a premium for that. This is a huge opportunity. Yet very few sales people and fewer businesses are equipped to tap into that opportunity.

Just as in the changing business of warfare, more often than not it is an unorthodox, entrepreneurial approach which will make a breakthrough rather than a traditional approach. And whilst “guerrilla” literally means “little war”, it’s not purely small businesses which need to play the guerrilla game. Large organisations would do well to adopt the spirit of the entrepreneur. With the world economy as it is they need to achieve competitive results with reduced resources, and that means getting the best from their people.

Phil’s written extensively in the business press, he’s a best-selling author of “Counting Chickens” and his latest book “RESULT!” has already gone international.

Following an exciting military career, Phil Olley started business life in 1990.

01480 861569

This is not just about being unorthodox, creative, a little bit “out there”. In fact, the tactics and strategies required might surprise you in their simplicity… and effectiveness.

Being the company of yesterday is not going to meet the challenges of today and tomorrow. At every level in a business, getting to the end of the week and thinking “Oh my God, where did the week go?” is no longer acceptable, and we all know it. Time to employ guerrilla tactics…

There are, in fact, just seven tactics to deploy… and space prevents going into these in depth. Come along to Theatre 4 to find out more.

“A common error is to treat your profile like a CV and simply copy and paste sections from your resume. You should instead see it as an opportunity to give a rounded view of your experiences”

He’s no stranger to the media, appearing on BBC radio, and contributing to prime time TV – he even appeared on Channel 4’s Richard & Judy show a number of times!

Phil is recognised as one of the UK’s leading speakers on focus, peak performance, and achieving breakthroughs.

PARKER SOFTWARE

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SALES IN 2026: STEP INSIDE An endless stream of instantly qualified leads. An elegant flow of automated data movement. A seamless, synchronised alignment between sales and marketing. This isn’t an idyllic dream for the future of sales… this is reality – and it’s happening now.

The scene in 2016 Your website is your company showroom. You’ve spent a fortune on making it the best showroom available, and you’ve taken pains to track the customer journey as they browse.

After you’ve built your showroom to perfection, you’ve allocated budget to drive people there via SEO, banner ads, PPC, etc. You’ve paid for analytics software and you’ve spent time taking actions off the back of that data. And it’s all been done beautifully.

But even with that effort, you’re still left with minimal customer engagement.

You’re still left with delays, errors, lost leads, disparity between sales and marketing teams, low conversion rates, resource problems… the list continues.

Stop. Take a shortcut into the future of sales.

Want to know the identity of your web leads as they browse? We’ve cracked that. Want those leads instantly synced into a live dashboard, complete with all available company house information?

We’ve cracked that too. How about seamless data integrations with your database and telephony systems, intelligent automated customer engagement activities, live, tailored online experiences, instant access to tier 1, 2 and 3 customers, advanced web analytics in real-time – all as part of a single suite?

It’s been cracked.

“Meet the Parker Software solution. We’ve brought a futuristically streamlined sales process into 2016…”

Fast-forward to fast-tracked conversions Meet the Parker Software solution. We’ve brought a futuristically streamlined sales process into 2016 (no time travel, just next-gen technology). We’ll paint you a picture of what that looks like.

There’s still familiar activities here: the marketing team is still generating leads for the sales team via an array of online advertising, and the sales team is still focused on converting those leads – getting in touch via an array of channels. But what’s changed is the mess that once existed in between those points.

Our suite eliminates manual processes, cutting out mundane middle-man admin roles and delivering the right data to the right people, at the right time. We can tell you who is on your website as they’re on it, and we can couple that with instant tailored research. That data is pushed into your CRM, and the relevant sales agent is notified. You can reach out instantly via live chat, send an automated email, or pick up the phone and call using the contact details we connect you with. Real-time analytics are pumped to a live dashboard, your spreadsheets and team collaboration tools are updated, and

CONTACT US parkersoftware.com sales@parkersoftware.com 0330 0882 943

we can even update your Outlook calendar.

Welcome to a future of simplified sales.

Put poor ROI in the past Some companies spend £200k a year on analytics. This only reports what’s happening in general and doesn’t cover the granular detail of who is on your website now, so it’s of little value to salespeople. Some companies spend on bridging software to pull website data and move it into a CRM, which can cost up to £80k p.a. With high cost and delayed rewards, ROI is questionable.

Not so with the Parker Software suite.

We offer a 360° solution that makes sales enablement more elegant and efficient than ever before.

Ready to step into a new era of digital ROI?

NEWVOICEMEDIA

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THE BUILDING BLOCKS OF INSIDE SALES VentureBeat recently profiled NewVoiceMedia as part of a macro overview of the exploding inside sales market. One thing the article exposed was exactly how diverse the offerings related to inside sales have become… …There are tools for sales enablement, sales research, sales communications … and the market continues to grow. But why the sudden emergence of so many competitors in the inside sales market?

To understand, it is important to look at how sales has transformed in the past 25 years.

Back in the day, making a sale was straightforward: you found the potential customer, pitched the product, and closed the deal. Today, customers are used to a different selling process; they want a tailored, data-driven approach. They’re used to a personalised experience. They’re used to convenience. And if a sales organisation

multiplying year over year, there is no telling how many market segments may yet emerge. However, at the moment there are two major building blocks fuelling much of the innovation in our field: The Internet of Things (IoT) and data. People are attached to the Internet with astounding consistency and on a variety of devices. Today, almost everything has Internet capability – cars, TVs, ovens, vacuum cleaners. For sales, this has created an unprecedented number of outlets through which to interact with potential customers.

us synergistic thinking power. Computers are smarter and reactive, like nerve endings connected to a giant brain. Sales reps can leverage the extra smart processing power of linked devices to automate processes that are monotonous and repetitive. On a deeper level, engineers can tap into the massive flow of data to pick apart the fundamental elements of a sale, predict behaviours, and craft actions that provide the most profit/ return.

Similarly, it has provided the world a new platform for convenience. The prevalence of connected devices in our society has created sales that are facilitated by equal parts man and machine. Sales teams are no longer just filled with dapper smooth talkers; they include engineers, analysts, coders, and system architects.

The world of connected devices has given

The IoT and the subsequent flow of information created are not simple concepts.

The sophistication of these technologies have presented boundless potential. It is why there is so much value in the inside sales market, so much elbow room, and so much advancement with little indication of slowing down. The Internet and connected circuitry have created something almost sentient with a more complex structure than anything biological and more brain power than any one living thing. It’s a sales monster, and no single company is equipped to tame it alone.

hopes to remain competitive, they’re going to have to match those expectations.

This demand has created a multibillion dollar market. No one player is hogging the market share, mainly because sales need to span multiple technologies addressing multiple components of the sale.

As sales demands entangle, organisations have created tools to fulfil these different components. VentureBeat breaks these tools down into five categories (engagement, productivity and enablement, sales intelligence, pipeline and analytics, people management) operating across five different cloud mediums (Internet, email, voice, chat/messaging, and social). The result is 25 different market segments with companies providing overlapping services – room for hundreds of different types of combination market companies.

We’re a far cry from what sales was just a few decades ago. And with new technologies

CONTACT US newvoicemedia.com sales@newvoicemedia.com 0207 785 8888

“Today, customers are used to a different selling process; they want a tailored, data-driven approach. They’re used to a personalised experience. They’re used to convenience. And if a sales organisation hopes to remain competitive, they’re going to have to match those expectations”

MOBILE CRM for field sales reps and teams

ForceManager is a mobile CRM that measures, analyses and improves the performance of sales teams. Founded in 2011, the company’s mission is to enable organisations to maximise sales activity.

ForceManager has achieved great success in just a short space of time and is now a leading international

Simple, powerful, multi-device CRM Fully-integrated agenda Updated pipeline Sales management insight Effective account management

competitor in mobile sales management with well-known clients such as Vauxhall, Pirelli and BASF. With a significant presence in the European and Latin American markets, spread over 25 countries, ForceManager has offices in London, Barcelona, Madrid and Bogota (Colombia).

CEO and Co-Founder of ForceManager, Oscar Maciá, founded his company from his experience in sales management.

Working as a sales manager, Oscar needed more transparency through his sales team. Since there was no such software available, he first set up a tool that asked his sales force to directly report all their activity. However, all the reporting took them away from actually selling. Not long after that, with the support of Oscar’s colleague Xavier Bisbal (Co-founder), ForceManager was launched.

THE KEY TO BUILDING A HIGH-PERFORMANCE SALES TEAM

Visit ForceManager at

STAND 1500

Join Oscar for his tips on managing and building a high-performance sales team. He will give his insight, sharing his experience in the field as a sales rep and manager, having helped hundreds of companies become high performance sales organizations.

WEDNESDAY 11TH MAY, 11:00AM, SEMINAR HALL 4

For a FREE 15 DAY TRIAL, please visit forcemanager.co.uk

Effortless reporting

Come visit the team on

STAND

1450

Sales Coaching & Feedback Platform Despite 3/4's of top-performing companies reporting that coaching and mentoring is the most important role for managers, over 75% of companies say they do not give enough attention to sales coaching. Thats why we built Refract!

Live or retrospectively, add tags and comments to video and audio timelines

Skip between tagged moments for shared reflection, collaboration and feedback

Coach online meetings, calls and demos without needing to be present

Reduce 'time to effectiveness' and on-boarding periods for new hires

Support sales training such as role play

Encourage peer 2 peer coaching

Identify teachable moments to make the most of coaching time

Share 'what good looks like' in a library of key moments

Effective coaching and feedback becomes easier with reflection

t: 0800 689 1096

int: +44 207 164 6176

e: info@refract.tv

w: www.refract.tv

4 INSIDER TIPS FOR B2B LEAD GENERATION

Coming from a background of lead generation, our main aim as a company is to help B2B marketing teams and sales departments generate new leads. We hope our 4 ‘insider tips’ help you on the path to success…

1

BE SMART WHEN CHOOSING YOUR AUDIENCE When setting out on a lead generation campaign, it’s vital to segment your audience to help with your targeting.

Approach this by filtering on the type of lead and company you want to speak to, as well as factoring in the personal and professional interests of your potential prospects. Initially, criteria could be segmented on line of business (job title) or by specific vertical market (industry sector) – then marketers can create basic buyer personas based on questions like: • What is the leads’ authority level?

• What are their main goals and objectives?

• What are their current pain points?

If you can establish this before beginning a campaign, you will have the best chance of generating leads using relevant and interesting content.

3

SELECT YOUR MARKETING CHANNELS WISELY You’ve defined your audience. You have the content. How do you connect the two?

Marketers often weigh up Inbound vs. Outbound – the age old debate.

Organic, inbound tactics can generate the occasional sales qualified lead (SQL) but with a hungry sales team snapping at your heels, spending budget on these methods can run the risk of your pipeline drying up.

In a perfect world, you would have an organically grown audience, receiving fresh branded content each week. You would use many digital distribution channels to send to this prospect list and they would return time and time again to consume your content.

The reality is that B2B marketers don’t always have the time or budget to create and distribute a flow of valuable content, to optimise their own audience as a channel.

Often the flow of inbound leads is hard to predict and launching activity to your own database often means it’s hard to generate net new leads. Once you have the perfect content, it’s incredibly easy to slip into bad habits too – such as simply posting it to a resources section and forgetting about it.

The best lead generators use every distribution channel at their disposal to create a buzz around new collateral and generate new opportunities.

2

CREATE CONTENT THAT PROVIDES ANSWERS Content is a fantastic vehicle to introduce your brand, generate leads and start a meaningful conversation with new prospects.

It’s easy to forget in the context of lead generation, that content should also be used as a tactic to leverage the collection of not just contact details, but personal information too. By aligning content to the particular challenges of your ideal customer defined in tip #1, you can pre-qualify a lead’s interest levels, pain points, requirements and profile.

All of these tactics are possible, providing your message is valuable to the reader and it provides answers. It’s also crucial to remember that there’s a thought process behind someone’s actions too:

If someone has downloaded or consumed a piece of content, there is a reason for it.

Therefore weigh up,“what does this person care about?” as well as, “what do I want to achieve?” – prospects generally consume content to seek reassurance or information. We recommend being forthcoming with advice and knowledge. It’s this non-selfish approach that’s key to not only lead generation, but also boosting customer engagement and brand reputation.

4

GIVE SALES A HEAD START The focus for any marketer responsible for lead generation is likely to remain with generating marketing qualified leads (MQLs).

However, if you generate leads that slightly fall outside of this specification, make sure you have safety nets in place to help sales rescue any potential of those prospects converting into new business opportunites.

Introducing subtle profiling techniques to your lead capture process can be vital for ascertaining essential information – such as someone’s interests, remit, buying position or requirements – giving any sales team a quick ‘hook’ to latch on to during their pitch. This can also give marketers an insight into what type of content should be sent to that lead next time.

Combining these methods with the alignment of your sales strategy, whilst informing stakeholders as to exactly what marketing tactics are being used to generate the leads, should provide your sales department with some strong ammunition to nurture leads effectively.

STAND 318

+44(0)1962 835950 INBOXINSIGHT.CO.UK

FOR MORE ADVICE ON B2B LEAD GENERATION, VISIT US AT STAND 318.

Inbox Insight specialise in EMEA lead generation and content marketing campaigns and publish highly targeted content-driven email bulletins to more than 2 million subscribers.

These publications offer the perfect avenue for marketers to promote ebooks, guides, whitepapers and thought leadership materials to potential buyers of your products and services.

STR helps turn growth strategy into revenue execution

Visit us at Stand 1594

Join us for our Masterclass: ‘Mapping Critical Sales Competencies’ A step-by-step guide on how to run a sales competency mapping workshop for your own sales organisation. Register online now!

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Onboarding productivity

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Sales performance

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Channel performance

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Sales management

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Sales coaching

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Marketing impact

STR Clients & Awards:

Contact us for an appointment during the Sales Innovation Expo 2016 info@strategytorevenue.com www.strategytorevenue.com

NOT JUST ANOTHER SHAGGY DOG STORY.

WE PROMISE RESULTS WITH A FRESH, NEW APPROACH. Heard it all before? We’ll let the gures speak for themselves - 100 % of delegates from global top Fortune 500 companies would use us again, recommend us and awarded us a SAT score of 5/5. Discover our proven approach to driving sales performance with minimal disruption to your business.

VISIT US ON STAND 1476 OR ONLINE AT WWW.WELOVESALES.CO.UK

CONTACT US momentumss.com enquiries@momentumss.com 01484 907084

MOMENTUM

STAND 1550

MASTERING B2B SOCIAL SELLING WITH MOMENTUM SALES SOLUTIONS With 92% of B2B buyers starting their buying process online, sales people need to embrace social selling. Social networks are invaluable to today’s sales process and in mastering B2B social selling we look at how you can use LinkedIn to be seen as the expert, to locate, learn, and gain referrals.

The Internet and social media has changed the way people buy. Studies show that the buyer has made 60% of their buying decision before you, the sales person, even knows they are looking. So as a sales person, you need to make sure you’re in the right place to be influencing those buying decisions.

This is where LinkedIn comes in. With the power of LinkedIn you can create your professional brand, be seen as the expert, and use advanced searches to identify prospects, learn more about them, and identify whom they know that you want to know and then ask for the referral.

Social Selling is Referral Selling Relationships underpin the selling process.

With all things being equal, people will do business with, and refer business to, those people they know, like, and trust.

Today, 76% of B2B buyers prefer a vendor recommended by their network. This workshop explains how to use LinkedIn to build relationships and cultivate a network of referrals based on the principles from Bob Burg’s ‘Endless Referrals’.

How You Can Use LinkedIn to Become a Social Selling Pro Your customers are online, researching their options, gathering data, looking

“Relationships underpin the selling process. With all things being equal, people will do business with, and refer business to, those people they know, like, and trust”

for help. And it’s easy for them to become overwhelmed. So if you can provide help, when they are stuck, you can influence their decisions. Social selling is all about using social networks like LinkedIn to create rapport and build relationships with potential customers. In this workshop, you will learn how to make the most of those social opportunities, combined with the powerful “Go-Giving” mind-set to create online conversations that can lead to sales. This workshop is presented by Judy Parsons, author of ‘Link Up With LinkedIn’.

AT A GLANCE •

social selling •

How to use LinkedIn as the primary B2B social selling tool

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Makeover your LinkedIn profile to talk directly to your desired customers

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How to use LinkedIn to generate referrals

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A sales transformation business, Momentum helps organisations create a culture of sales excellence based on adding value, from recruitment, training & coaching through to social selling. Momentum is the UK`s objective management group partner and UK ‘Go-Giver’ licence holder. Transforming sales performance requires creating a culture of excellence. Momentum offers a unique framework, using the five interlocking principles at the heart of the Go-Giver, to help sales professionals build sustainable and profitable business relationships and have a smile when selling.

Establishing the right mind-set for

Best practise – what to do & what not to do on LinkedIn

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Applying ‘The Go-Giver Laws of Stratospheric Success’ to social selling

Please join us on Stand 1550; attend a social selling masterclass, or hear Pete Evans speak on creating a culture of sales excellence and success. Visit www.momentumss.com for more information.

Push the right content, in the right context and guide reps to results Visit booth 1678 to see a demo and enter to win an Apple Watch

Align marketing content with sales strategy Prove content ROI and optimise your spend Strengthen brand and messaging

Used by 800+ customers and 100k+ marketing & sales pros to empower every engagement

3 } Ā

RESPOND Meet the creative marketing agency that helps clients smash targets.

FIREWORX fwx.co.uk

XCEL SALES LTD

STAND 1506

THE SCIENCE BEHIND SALES Delivering a strategic sales campaign is essential for any company looking to tower above tough competition in the business world. For Nicola Hartland, CEO of Xcel Sales, the key to achieving this is having the correct team in place to deliver a first-class marketing strategy.

Telemarketing conjures up thoughts of unwelcoming sales calls during an evening meal, or endless messages for PPI claims or personal injury awards. These nuisance calls have tarnished an entire industry – a perception Ms Hartland is keen to banish.

“Sales are the lifeline of any business.

Lead generation is often seen as being grubby, but it is essential part of keeping the sales pipeline flowing.

“At the heart of any business is its brand and identity, but often this isn’t identified, causing companies to lose out in the bid to become a success,” she explains. “The one thing that all businesses need is customers. Without them you simply do not have a business and it is the sales function that is responsible for delivering this.”

Ms Hartland, who has 15 years’ industry experience, started her career in IT sales, quickly rising to lead a sales team generating over £2.5million a year for her employer.

In 2012, inspired by a magazine article about sales, she set to work to create her own business, establishing Xcel Sales in 2013.

Xcel Sales now works with high profile clients based in the UK and across the globe in a range of industries including oil and gas, financial, IT, and legal sectors, using the four key areas of planning and strategy; social media; data management; lead generation, and telemarketing to get the best results for clients.

For Ms Harland, providing a first-class service with a personal touch is essential, and her team engages with clients to build a solid relationship before starting work on behalf of a company.

She continues: “A call centre environment with workers selling aggressively does not work. However, building strong client relationships to ensure sales teams have a deep understanding of the business and its

ethos, does. A sales team should be familiar with the overall business objectives, know where the company is heading, and how their goals and objectives fit.”

The business is fast becoming one of the UK’s leading new B2B business acquisition agencies thanks to its close working relationship with clients.

“At Xcel Sales our process starts with building a clear picture of a business. We call this our ‘discovery phase’ and we use it to plan sales strategies and set clear expectations on both sides,” she explains.

“It is important to us that we understand businesses working processes, so it is like we work for it directly when we start making calls. We want to know everything there is to know about our clients – their products, geographies, clients, key decision makers, and their unique selling points.”

In the last 12 months, Ms Hartland’s hard work and determination to change the perception of telesales has seen her double the size of her company and generate over £10million of pipeline opportunities for her clients.

“For me it is about delivering ROI for clients, not just about sales, which is why it is so important to deliver a quality service.

“Since setting up my business I have helped some of the most successful businesses in the country talk to potential clients and we are slowly but surely changing people’s view of the telemarketing industry.”

CONTACT US xcelsales.co.uk info@xcelsales.co.uk +44 (0) 118 402 1440

“A sales team should be familiar with the overall business objectives, know where the company is heading, and how their goals and objectives fit.”

Online Courses Study in your own time

Professional Recruitment & HR Courses Short courses from 14 days long, 1hr a day online Claim your FREE course at stand 1462

0871 288 2108 The Professional Body for Recruiters & HR

Global Educ8tionsCollege Online Learning College

Accredited & Professional Courses In °Sales

°Customer Service °Marketing

°Contact Centre

°Management

www.globaleduc8tions.org Come Visit Us @ Stand 1530 Call Us NOW 0800 009 6994

Developing People 2 Sustain Careers

MANAGE

COMMISSION-

ONLY SALES CONNECT

BOOST SALES & REVENUE FREELANCE SALES AGENTS SALES

Increase sales & profit without the upfront staff expense CommissionCrowd is for companies to find, connect and manage remote working relationships with commission-only sales agents.

CommissionCrowd is for freelance sales agents to connect with great companies, easily manage their remote working partnerships and save time so they can sell more.

The definitive online platform for independent salespeople and the businesses who grow because of them.

Find our more about our:

Masterclass: How To Build A Freelance Sales Team Wed: 11:00, 12:00, 14:00, 16:00 Thurs: 11:00, 12:00, 14:00, 16:00

Save on our VIP Lifetime Membership - only £598 Code: SIE2016

“I have been on the platform for less than two weeks and already have 3 sales guys and one 5 figure deal with a new client”.

Kieron Hatcher Kortx Ltd

+44 131 618 2300 /commissioncrowd @commissioncrowd

We think it’s time businesses really got to know their customers.

So we’re taking a stand.

Specifically, stand 182.

Come by and find out how we’ve redefined the way businesses gather intelligence. From tailor-made industry reports to specific sales opportunities, we’re delivering vital insights twice as quickly and at half the price.

Can’t wait?

Use discount code LONDONEXCEL and try InsightBee with 25% OFF before May 31st. www.insightbee.com/sales-expo

GET A DEM Stand 1 O 527

The Sales App

• Deliver stunning dynamic sales presentations from your iPad • Create interactive tools and responsive features with HTML5 • Gain powerful insights using data capture and reporting • Centralised control of your content and your team Book a demo

www.companyapp.co.uk

Dedicated to producing high-quality B2B tablet & mobile apps



020 7378 1446

 info@companyapp.co.uk

ADVANTAGE YOU

TODAY, WE WILL HELP SALES REPRESENTATIVES WORLDWIDE GIVE CUSTOMERS WHAT THEY WANT: ANSWERS.

Every day, SAVO gives sales representatives all over the globe the most prescriptive content, expert coaching and best process at the right time in the sales cycle.

SAVO is an enterprise-grade technology that is intuitive, scalable and dynamic. It is a sales enablement platform that is trusted by blue chip companies and gives your sales representatives the answers the marketplace needs.

Stop by stand #1652

savogroup.com

3 } Ā

RESPOND Meet the creative marketing agency that helps clients smash targets.

FIREWORX fwx.co.uk

LeadFinch

Automating Lead Generation LeadFinch is an online, automated lead-generation platform. !

Our software uses machine learning techniques to recommend new sales leads. !

It builds a picture of your target customer and evolves specifically to you.

Save Time Quickly generate lists of hundreds of target organisations. !

With supplementary data about each company, you can assess each opportunity at a glance. !

Use our email-finding tool to identify the contact details of key decision makers.

Better Quality Leads

More Leads

LeadFinch automatically profiles existing customers and recommends new leads.

Our software uses publicly available data from corporate websites to profile companies.

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The learning algorithm evolves specifically to you. !

This eliminates the need to perform painful and time-consuming online searches.

Contact Us:

+44 (0)20 3389 8872 info@leadfinch.com leadfinch.com

By using this stream of data, we unlock millions of hard to-find organisations that traditional business search directories simply do not contain. !

LeadFinch Block L, The Biscuit Factory 100 Clements Road London SE16 4DG