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Sales Innovation Expo Showguide

The Sales Innovation Expo 2016 is Europe's leading event for sales innovation, taking place on May 11-12, featuring over 60 suppliers, 120 masterclasses, and 80 seminars by industry experts. This event aims to provide essential tools, strategies, and networking opportunities for sales professionals to enhance their effectiveness and achieve unprecedented business growth. Attendees can register for free tickets online to secure their participation in workshops and seminars that cater to the evolving nature of sales.

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WORLD’S LEADING SALES SPEAKERS BRAND NEW SALES TECHNOLOGY FOR 2016 UNLIMITED NETWORKING OPPORTUNITIES IN PARTNERSHIP WITH SPONSORED BY TOP SALES WORLD INSPIRING THE GLOBAL SALES COMMUNITY TAKEYOUR SALESTEAM TOTHE NEXT LEVEL SALES INNOVATION E X P O 2 0 1 6 EVENTGUIDE&PLANNEREUROPE’SLEADINGEVENTFORSALESINNOVATION 11 & 12 MAY 2016 WEDNESDAY 10AM - 6PM THURSDAY 10AM - 5PM 60 INNOVATIVE SUPPLIERS OVER 120 MASTERCLASS SESSIONS 80 SEMINARS LED BY EXPERTS RUNNING ALONGSIDE
EUROPE’S LEADING SALES EVENT TOP SALES WORLD AUDITORIUM & SPEAKERS 04 MASTERCLASSES & WORKSHOPS 26 B2B MARKETING EXPO FEATURE 36 HEADLINE SALES INNOVATION SPEAKERS 12 SALES INNOVATON AWARDS 30 EXHIBITOR LISTINGS 38 MORE UNMISSABLE SEMINARS 16 SEMINAR AGENDA 32 FLOOR PLAN & A TO Z 46 WHAT TO LOOK FOR AT THIS YEAR’S EVENT: Welcome to the Sales Innovation Expo! Packed with cutting edge advice and innovation essential for the world’s highest performers in the sales industry, this event is dedicated to providing everything you need to turbocharge your sales team! Europe’s leading sales event provides you with the perfect platform to find the techniques, tools, and strategies from across the globe to fire up your sales force, secure new levels of revenue, and reach unprecedented heights of business growth. With so much packed into its two day duration, this show guide is designed to give you all the information you need in order to get the most out of your visit. Sales Innovation Expo takes place alongside The Business Show, the UK’s biggest business exhibition and conference, which is back at ExCeL London on the 11th and 12th of May for its 35th appearance. As well as this, there’s also Business Startup, Going Global, B2B Marketing Expo, Legalex, and Accountex, meaning the event is packed from top to bottom with information, expert knowledge, and industry-leading advice. You can be part of this unmissable show by registering for your free tickets at www.businessboxoffice.co.uk. Use this guide to closely study what’s on and when during the show to ensure you don’t miss out on what’s vital to you. Places for masterclasses and many of the other features are limited due to their huge popularity and always fill up fast, so make sure you register online at www.salesinnovationexpo.co.uk to secure your seat. SALES INNOVATION E X P O 2 0 1 6 Europe’s leading sales event provides you with the perfect platform to find the techniques, tools, and strategies from across the globe... For more information on everything taking place at the show, please visit www. salesinnovationexpo.co.uk. We look forward to seeing you at the show. FOLLOW THE SHOW: @ SalesInnovExpo # SIE2016
SALES INNOVATION EXPO 2016 IS SPONSORED BY: HEADLINE PARTNER: TOP SALES WORLD INSPIRING THE GLOBAL SALES COMMUNITY KEYNOTE SPEAKERS Hear from the best in sales12 WORLD CLASS EXHIBITORS The most innovative businesses in sales38 EXPERT ADVICE Leading sales knowledge & experience22 MASTERCLASSES Choose from a range of interactive sessions26 TSW AUDITORIUM Meet the world’s leading sales speakers04 SEMINAR SCHEDULE Presenting the best guidance & inspiration32 NETWORKING Connect with 1000s of sales professionals PANEL SESSION Sales: a Transatlantic Debate12 B2B MARKETING EXPO Co-located with the show36
SEMINAR SNAPSHOT How to Set Up ‘Customer-Core’ Enablement Strategies to Drive Outstanding Performance In an ever-changing, buyer-driven world, the relevance of sales force enablement to drive sustainable sales results becomes more important every day. Enablement has a remarkable impact on revenue and sales performance - if the discipline is set up with the customers at the core, following the customer’s journey. THE WORLD’S TOP SALES FORCE ENABLEMENT LEADER Possessing a complete view of the sales process, Tamara Schenk is truly a global thought leader in the world of sales. Join her and enjoy her forward-thinking, innovative, and passionate approach and become a better sales leader. TAMARA SCHENK Tamara has enjoyed more than twenty years of experience in sales and service in different industries on an international level. Her career started in 1992, with her own business of selling and implementing software solutions for the automotive industry. She continued her career in different consulting and sales roles before joining T-Systems in 2005, covering various roles including strategy implementation and business development. Before joining MHI Research Institute in January 2014, Tamara led the global sales force enablement and transformation team, also covering a holistic development program for frontline sales managers. At MHI Research Institute, she connects the dots between experience, research, and client engagements to drive sales performance and sales force transformation in an effective and sustainable way. TOP SALES WORLD AUDITORIUM Top Sales World is a unique location dedicated exclusively to the profession of sales, and as such Sales Innovation Expo 2016 has dedicated a special area of the event to it in the form of the Top Sales World Auditorium. Top Sales World has put together arguably the most significant group of sales experts ever assembled outside of Dreamforce. Present throughout wil be a team that is truly international and will arrive from Australia, Canada, Germany, Switzerland, the US, and, of course, the UK. The Auditorium will host a diverse range of subjects that are currently prominent areas of debate amongst sales leaders throughout both days of the show. The TSW events will be hosted by Jonathan Farrington. Jonathan is an in-demand keynote speaker, author, sales futurist and customer retention specialist. He is the senior partner at Jonathan Farrington & Associates and of course, CEO of Top Sales World. TOP SALES WORLD INSPIRING THE GLOBAL SALES COMMUNITY SEMINAR SNAPSHOT Being a High Performing Sales Organisation Requires a Hard Reset on Conventional Thinking Regardless of what’s worked previously, the unintended consequences of both technology advancement and buyer behaviour is wreaking havoc on sales organisations. Whether you have a small sales force or a highly complex go-to market strategy, there’s no avoiding the reality that how we sell has forever changed. Recognised in 2014 as one of the 50 Most Powerful and Influential Women in California by the National Diversity Council, Tiffani Bova is widely recognised as being one of the most progressive figures in the sales industry. TIFFANI BOVA THOUGHT LEADER, GROWTH EVANGELIST AND SALES STRATEGIST THURSDAY | 11.45 | TSW AUDITORIUM LIMITED SPACES! BOOK ONLINE TO ENSURE YOUR SEAT With a motivation for asking the tough questions, challenging current thinking, and solving big problems for clients, Tiffani is both curious and passionate about how the pursuit of growth will change as new technology, buying behaviours, and markets shift. Tiffani is considered one of the preeminent thinkers around sales transformation and innovative growth strategies; and she has received numerous honours and industry recognition for her work. WEDNESDAY | 14.15 | TSW AUDITORIUM HOSTED BY JONATHAN FARRINGTON 4
MENTOR TO SALES LEADERS ACROSS THE WORLD A deliverer of keynote talks and messaging skills workshops to more than 10,000 marketing and sales executives in over 13 countries, Erik Peterson has developed a unique insight into the ERIK PETERSON SEMINAR SNAPSHOT Good Intentions, Wrong Instincts: a Counterintuitive Approach to Message Differentiation Traditional thinking can be your biggest hurdle to creating differentiation in your customer conversations. In this session, Corporate Visions’ Erik Peterson shares counterintuitive findings from original research conducted by his company and an expert in messaging and persuasion. challenges facing today’s marketing and sales professionals – and he’s here to share it with you. WEDNESDAY | 12.20 TSW AUDITORIUM SEMINAR SNAPSHOT Nonstop Sales Boom: Putting an End to Boom- and-Bust Sales Cycles How many times have you or someone on your team come off a great month or quarter, only to find that the pipeline is woefully empty? In this session, Colleen will introduce a new way of looking at your client relationships so you can learn how to systematically attract a regular flow of prospects and move them smoothly through the pipeline – and beyond – to create your own nonstop sales boom! INNOVATOR IN SALES STRATEGY Colleen is driven by a passion for sales - and results. A successful sales leader for over 20 years, she understands the challenges of selling in today’s market. Clients note her frank, no-nonsense approach to solving problems and addressing opportunities – an approach that deliver sales results. Colleen is the bestselling author of popular sales books including COLLEEN FRANCIS B2B SALES THOUGHT LEADER Jason Jordan is a founding partner of Vantage Point, the world’s leading training and development firm focused exclusively on sales managers. He is a recognised thought leader in the domain of B2B sales and conducts ongoing research into the sales management best practices of leading sales. Jason’s extensive research led to the breakthrough insights in his bestselling book, ‘Cracking the Sales Management Code’; his writing has been published by Harvard Business Review, Forbes, Entrepreneur, Sales & Marketing Management, and many other leading publications. Jason resides in Charlottesville, Virginia, USA, where he lectures at the University of Virginia’s Darden Graduate School of Business. JASON JORDAN WEDNESDAY | 16.45 TSW AUDITORIUM WEDNESDAY | 13.35 TSW AUDITORIUM the recent ‘Nonstop Sales Boom’. She is a Certified Sales Professional (CSP) and an inductee into the Speaking Hall of Fame. SEMINAR SNAPSHOT Sales Management and CRM: a Match Made in Heaven or Hell? CRM has been around for decades, but what has it given us? Better sales management? Better salespeople? Better sales results? Maybe. Join Jason as he shares insights from his ground breaking research that reveals how world class sales forces use sales metrics to proactively drive performance. Learn which metrics are the most important, which are management red herrings, and which are downright useless. TRANSFORMING SALES TEAMS INTO SALES FORCES A passionate and dynamic presence, Russell Acton has a distinguished professional background in inspiring organisations to become powerful selling execution engines, and then motivating sales forces to repeat this model of success. Russell is vice president and general manager, international at Capriza Inc., an organisation enabling enterprises to unlock the promises of mobility. He is a renowned keynote speaker, sales strategist, and RUSSELL ACTON SEMINAR SNAPSHOT A Practical ‘Survival Guide’ for a Modern Day Enterprise Sales Person In his exciting seminar, Russell will share insights into market dynamics, buying trends, and present simple practical approaches anyone can implement, whether you’re a sales person or sales manager! in-demand mentor and is known for turning the common thinking on sales excellence on its head. THURSDAY | 14.15 TSW AUDITORIUM 5
SEMINAR SNAPSHOT Create Better, More Effective Conversations in Today’s Hyper-Digital World In this era of iPads, iPhones, and apps, sales communications may be growing, but sales conversations are dying — and so are too many sales. Globalisation, the explosion in competition, the slow economy, and fast-emerging technologies all have changed buying habits. Salespeople can no longer rely on the traditional sales methodologies. They must change the conversation. Linda Richardson is a New York Times bestselling author, educator, sales leader, and the founder of the Richardson consulting firm. She has dedicated herself to helping organisations around the world improve sales performance, process, and effectiveness. LINDA RICHARDSON SEMINAR SNAPSHOT How to Read a Customer Like a Book Get ready for an entertaining, interactive, and insightful session delivered by Dr. Tony Alessandra. In this powerful seminar, you will learn useful techniques to adjust your selling style to match the customer’s buying style. Dr. Tony will cover how to: create faster rapport than ever before, read customer styles quickly and accurately, and practice adaptability by s elling others the way they want and need to be sold. ONE OF THE TOP SALES & MARKETING INFLUENCERS IN THE WORLD NEW YORK TIMES BESTSELLING SALES AUTHOR Dr. Tony Alessandra helps companies turn prospects into promoters by out-marketing, out-selling, and out-servicing the competition. He earned his PhD in marketing in 1976 from Georgia State University and is CEO of Assessments 24x7 LLC, a company that offers a variety of online assessments, including the widely used DISC profile. Tony is featured in over 100 audio/video programs and films and is also a prolific author with 30 books translated into over 50 foreign language editions, including ‘The Platinum Rule for DISC Sales Mastery’, ‘Collaborative Selling’, and ‘Non- Manipulative Selling’. Recognised by Meetings & Conventions Magazine as DR.TONY ALESSANDRA THURSDAY | 13.00 | TSW AUDITORIUM “One of America’s most electrifying speakers”, Dr. Alessandra was inducted into the NSA Speakers Hall of Fame in 1985. In 2012, Tony was elected into the inaugural class of the Top Sales World Sales Hall of Fame and was voted one of the Top 50 Sales & Marketing Influencers. Richardson began her career as a teacher and firmly believes that great selling is great teaching—collaborative, relevant, and results driven. DISTINGUISHED LEADERSHIP EXPERT SEMINAR SNAPSHOT Conscious Selling and the Art of Commercial Conversations We know ‘sales’ has changed! We know sellers want new conversations! Conscious selling is not just being awake on the job; it is being awake to the different approaches, focus, and outcomes around your role as a pivotal cog in your company’s wheel. Sellers have a privileged responsibility to help their buyers grow their business; to achieve that there are certain conversations to have with yourself and with your buyer to succeed in this new sales environment. BERNADETTE MCCLELLAND Bernadette McClelland’s focus on innovative revenue generating strategies and tactics has helped individuals across a variety of industries elevate their potential and achieve growth in today’s marketplace. A former sales executive with Xerox Australia and Asia Pacific’s results coach for Anthony Robbins, Bernadette has led high net worth sales initiatives, led new product launches, and managed enterprise projects driving specific outcomes. Given her experience, she now helps bridge the gap between business goals and the potential of executives and team members leading the charge to step up, show up, and speak up even more. Her client conversations focus on shifting the sales conversation and raising the bar for B2B selling to be more ‘real’ and transparent, with an equally strong focus on supporting and nurturing emerging female sales leaders and executives within male oriented B2B environments. WEDNESDAY | 15.30 TSW AUDITORIUM 6
SEMINAR SNAPSHOT Increase Your Success Velocity™ Velocity is your rate of advancement towards your goal. Jim will show you how to decrease the inhibitors and multiply the boosters to get the optimum velocity from all that you do. Without working harder or longer you can achieve much more. Learn how from the original author of ‘Relationship Selling’. MULTIPLE AWARD WINNING SALES SPEAKER Jim Cathcart helps people succeed. He is in the top 1% of all professional speakers and has received virtually every award in that profession. JIM CATHCART THURSDAY | 15.30 | TSW AUDITORIUM 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 WEDNESDAY | 11.45 | TSW AUDITORIUM LEADING LIGHT IN SALES EFFECTIVENESS A Swiss citizen living in France and doing business in German, English, and French; Christian Maurer helps B2B sales leaders to sustainably improve the productivity of their organisations. He has developed an uncanny skill for helping companies improve B2B opportunity and account management through the design and implementation of client specific programs extended with customer-centric sales processes, sales forecasting, and individual effectiveness programs for sales leaders. In addition to his consulting activities, Christian lectures on the topics of complex sales methods and international sales management in the MA program ‘Strategic Sales Management’ at the ESB Business School at Reutlingen University, Germany. He is also a lecturer in the ME program ‘Leadership in Industrial Sales and Technology’ at Aalen University, Germany, on the topics of structuring and leading international sales forces. CHRISTIAN MAURER WEDNESDAY | 17.20 | TSW AUDITORIUM SEMINAR SNAPSHOT The Terms B2B and B2C Have Become Obsolete, Haven’t They? Are the marketers who have done away with the distinction between B2B and B2C and use only the all-encompassing term H2H (human to human), right? Better alignment between sales and marketing is important in this new era of selling; should sellers adhere to this new terminology? In this interactive seminar you will learn why adopting the terminology can be detrimental to seller’s success. AMERICA’S PRINCIPAL REFERRAL SELLING AUTHORITY Joanne Black is America’s leading authority on referral selling. As the founder of No More Cold Calling, Joanne works with salespeople, sales teams, and business owners to build their referral networks, get introductions, attract top clients, decrease costs, and ace out the competition. A captivating speaker and innovative seminar leader, Joanne is a member of the National Speakers Association JOANNE BLACK SEMINAR SNAPSHOT Stop Cold Calling: Get the One-Call Referral Meeting Turn up the heat on your prospecting and attract your best and most profitable clients. Get every meeting at the level that counts, convert more than 50% to clients, and ace-out your competition. Leverage the power of your referral network, and hit your sales numbers without hitting the phones. Whether or not you currently cold call, you’ll learn how to get the one-call meeting with a referral introduction. and author of ‘No More Cold Calling™: The Breakthrough System That Will Leave Your Competition in the Dust’ and ‘Pick Up the Damn Phone! How People, Not Technology, Seal the Deal’. She is consistently recognised as a top blogger on sales and social media sites. Joanne’s active consultation with clients began in 1996 when she developed a system based on the belief that creating relationships and getting referrals generate a faster rate of sales in a way that is more cost-efficient than cold calling. Joanne, a multiple award winner for sales excellence, speaks at sales and incentive meetings, conferences, and association meetings. of 2014 & 2015 by Top Sales World Magazine, and was inducted into the Sales & Marketing Hall of Fame in 2012. 7
CIAN MCLOUGHLIN REVERED LEADERSHIP AUTHORITY WEDNESDAY | 13.00 | TSW AUDITORIUM INFLUENTIAL SALES COMMENTATOR SEMINAR SNAPSHOT Transcending the Transaction: Are You Enabling or Disabling Customer Connections? Are you guilty of making three big mistakes, inadvertently disabling your sales team by forcing commoditization and transactional selling? Join this workshop for a self-assessment and wake-up call. We’ll review buyer research to reveal simple fixes so you can boost sales productivity and top line revenue by more effectively enabling (not disabling!) your sales managers and sellers. SEMINAR SNAPSHOT The Great Sales Disruption and What to Do About It Between 40% and 66% of sales people fail to achieve their numbers in B2B selling. Every seller is facing disruption once differentiated products, services, and solutions become commodities. Buyers have never been more empowered and sellers have never been more challenged in achieving cut-through and differentiation. With a career spanning 25 years and over $1B made in sales, Barbara Giamanco is a name known throughout the world for her influence in the industry. Passionate about helping salespeople and sales teams sell more and more often, she understands perfectly the challenges that face sales leaders and salespeople. Cian is the founder and CEO of Trinity Perspectives, a sales training and advisory firm that specialises in helping technology companies understand why they win and lose the deals they pitch for. Trinity is committed to helping businesses unlock the latent potential of customer’s insights. With a successful C-level background in sales, technology, and leadership development, Barb’s experience speaks for itself. She capped her corporate career at Microsoft, where she led sales teams and coached executives. Barbara’s book, ‘The New Handshake: Sales Meets Social Media’ is the first book written about social selling. She is consistently recognised as a  Top Sales Blogger, a Top 25 Influential Leader in Sales, a Top 25 Sales Influencer on Twitter, and is one of Top Sales World’s Top 50 Sales and Marketing Influencers for the 3rd year in a row. Her LinkedIn profile ranks in the Top 1% of all profiles viewed. BARBARA GIAMANCO WEDNESDAY | 10.30 | TSW AUDITORIUM With ASX & Fortune 500 clients across Australia and the Asia Pacific region, Cian has worked with sales leaders from Brisbane to Bangkok, Christchurch to Cape Town, and everywhere in between. A regular sales and marketing commentator on media including Sky News Business and the Huffington Post, in September 2015, Cian’s blog was voted one of the Top 50 Sales Blogs globally by Top Sales Magazine. THURSDAY | 16.05 TSW AUDITORIUM EMINENT SALES & MARKETING INFLUENCER NO1 SALES INFLUENCER IN THE ASIA & PACIFIC REGION Deb Calvert, author of the bestseller ‘DISCOVER Questions® Get You Connected’ and a Top 50 Sales & Marketing Influencer, founded People First Productivity Solutions in 2006 to help businesses build organisational strength by putting people first. The PFPS focus is to boost company productivity through people development. This work includes sales training, coaching, The #1 ranked influencer for professional selling in the Asia-Pacific region by Top Sales World magazine, bestselling author, and highly sought after keynote speaker Tony J Hughes has the strategies to transform sales results for the modern day business. Tony understands modern strategic selling in the real world and has a successful track record in both sales director and managing director roles for public companies in his thirty years of experience. DEB CALVERT TONY J HUGHES and consulting on sales productivity drivers; leadership program design and facilitation; team effectiveness work, and executive coaching. ALSO SPEAKING ON: THURSDAY, THEATRE 5 AT 15.30 8
SEMINAR SNAPSHOT Social Selling to the C-Suite In this interactive session, Barbara, one of the first evangelists of leveraging social media in sales, wakes you up to the reality of selling in today’s digitally wired marketplace. Learn how to connect, engage, and influence buyers by following a focused social selling strategy. Using social channels and business intelligence, strengthen pre-call research and sales meeting planning to maximise initial contacts with C-level decision makers every time. SEMINAR SNAPSHOT Can Checklists Save the Sales Profession? The sales profession is in a massive decline. Sales people can no longer ‘wing it’ to bring in enough deals to make their numbers. Could something as simple as checklists help sales teams speed up sales cycles, increase win rates, and boost deal sizes? SEMINAR SNAPSHOT How to Reliably Predict Sales Performance Every business needs to grow sales and recruit successful salespeople, but despite this most salespeople fail. Sales headcount turnover is twice that in other functions, and although 67% of sales organisations plan to increase headcount in the next year, two-thirds of them admit they struggle with recruitment. For over 25 years, OMG has led the market in sales evaluation tools, specifically designed to measure and predict sales performance. SEMINAR SNAPSHOT Rebirth of the Sales Industry This seminar will explore the unprecedented change and disruption underway in the B2B sales industry, as new technologies and consumption models emerge and the balance of power shifts from vendors to customers. Through real world stories and sales cycles, Cian offers a blueprint to help sales professionals and sales leaders achieve sales mastery by developing their sales effectiveness and enhancing their personal and professional brands. THURSDAY | 14.50 | TSW AUDITORIUM Author of the new book ‘Rebirth of the Salesman’ and co-author of the Amazon #1 bestseller ‘Secrets of Business Success’, Cian is a passionate proponent of an ethical, honest, and authentic approach to sales. THURSDAY | 10.30 TSW AUDITORIUM SPEAKING THE LANGUAGE OF SALES SUCCESS SALES PERFORMANCE EXPERTGeorge Brontén believes that for a sales team to succeed in reaching their objectives, they need a firm sales process in place and share a common sales language. An instrumental figure in sales, George’s insight could be the key to consistently strong performances in B2B sales. A former sales professional himself, Stephen Jones is distinguished from many other sales performance consultants as he GEORGE BRONTÉN STEPHEN JONES George is the founder & CEO of Membrain, the world’s first sales improvement software that makes it easy to execute your sales strategy. George is a life-long entrepreneur with 20 years of experience in the software space and a passion for sales and marketing. can truly say that he has ‘been there and done that,’ fully appreciating what does and what doesn’t motivate sales people to make change. Stephen works with B2B sales organisations to improve all aspects of their sales performance. He has over 30 years’ experience in senior sales and sales management positions with IBM, Oracle, and BT. These have involved overall responsibility for the commercial relationship with large global customers such as Unilever, GSK, BT, Pfizer, Mars, Barclays, SSE, and Thomson Reuters, managing teams of up to 20 sales and support professionals. THURSDAY | 11.05 | TSW AUDITORIUM 9
TSW AUDITORIUM WEDNESDAY TSW AUDITORIUM THURSDAY 10.30 - 10.55 Deb Calvert, People First Productivity Solutions Transcending the Transaction: Are You Enabling or Disabling Customer Connections? 10.30 - 10.55 Cian McLoughlin, Trinity Perspectives Rebirth of the Sales Industry 12.20 - 12.50 Erik Peterson Good Intentions, Wrong Instincts: a Counterintuitive Approach to Message Differentiation 13.00 - 13.25 Dr. Tony Alessandra, Assessments 24x7 LLC How to Read a Customer Like a Book 14.50 - 15.20 Speaker to be confirmed Keep an eye on our digital show guide for speaker updates 15.30 - 15.55 Jim Cathcart, Cathcart Institute, Inc. Increase Your Success Velocity™ 11.45 - 12.10 Joanne Black, No More Cold Calling™ Stop Cold Calling: Get the One-Call Referral Meeting 11.45 - 12.10 Tiffani Bova, Salesforce Being a High Performing Sales Organisation Requires a Hard Reset on Conventional Thinking 13.35 - 14.05 Russell Acton, Capriza Inc Disappearing World - a Practical ‘Survival Guide’ for a Modern Day Enterprise Sales Person 14.15 - 14.40 Jason Jordan, Vantage Point Sales Management and CRM: a Match Made in Heaven or Hell? 16.05 - 16.35 Speaker to be confirmed Keep an eye on our digital show guide for speaker updates 11.05 - 11.35 Speaker to be confirmed Keep an eye on our digital show guide for speaker updates 11.05 - 11.35 Stephen Jones, Objective Management Group How to Reliably Predict Sales Performance 13.00 - 13.25 Barbara Giamanco, Social Centred Selling Social Selling to the C-Suite 13.35 - 14.05 Speaker to be confirmed Keep an eye on our digital show guide for speaker updates 15.30 - 15.55 Bernadette McClelland Conscious Selling and the Art of Commercial Conversations 16.05 - 16.35 Tony J Hughes, RSVPelling Pty Ltd The Great Sales Disruption and What to Do About It 12.20 - 12.50 Speaker to be confirmed Keep an eye on our digital show guide for speaker updates 14.15 - 14.40 Tamara Schenk, CSO Insights How to Set Up “Customer-Core” Enablement Strategies to Drive Outstanding Performance 14.50 - 15.20 George Bronten, Membrain Can Checklists Save the Sales Profession? 16.45 - 17.10 Colleen Francis, Engage Selling Solutions Inc. Non-Stop Sales Boom: Putting an End to Boom-and-Bust Sales Cycles 17.20 - 17.45 Christian Maurer The Terms B2B and B2C Have Become Obsolete, Haven’t They? BOOK YOUR SEAT! VISIT WWW.SALESINNOVATIONEXPO.CO.UK These seminars are free to attend, but due to their popularity you’ll need to register your place to avoid missing out. Ensure your seat today by visiting: TSWAUDITORIUMAGENDA *Contentandspeakersaresubjecttochange.Thedigitalshow guideandseminartimetablewillbeupdatedonlinepriortothe show,sopleasecheckwww.salesinnovationexpo.co.uk forthelatestinformation. 10
Kieron Hatcher Kortx Ltd “I have been on the platform for less than two weeks and already have 3 sales guys and one 5 figure deal with a new client”. @commissioncrowd /commissioncrowd +44 131 618 2300 SALES MANAGE CONNECT BOOST SALES & REVENUE COMMISSION- ONLY SALES FREELANCE SALES AGENTS Save £100 on our Annual membership - only £299 Code: SIE2016 Masterclass: How To Build A Freelance Sales Team Wed: 11:00, 12:00, 14:00, 16:00 Thurs: 11:00, 12:00, 14:00, 16:00 Find our more about our: The definitive online platform for independent salespeople and the businesses who grow because of them. CommissionCrowd is for companies to find, connect and manage remote working relationships with commission-only sales agents. CommissionCrowd is freelance sales agents to connect with great companies, easily manage their remote working partnerships and save time so they can sell more. SALES HAS EVOLVED FREELANCE
THE WORLD’S LEADING NETWORKING EXPERT Rob Brown is founder of the Networking Coaching Academy and the most recommended networking expert in the world according to LinkedIn. Author of the upcoming book ‘Build Your Reputation’ by Wiley, ROB BROWN NETWORKING COACHING ACADEMY THE WORLD’S MOST INFLUENTIAL SALES LEADER SEMINAR SNAPSHOT How to Increase Prospecting Results For Sales Leaders It is critical to drive better results from your sales team. Mark Hunter has had global success in helping sales leaders double and triple their prospecting results by providing specific “How Tos.” Learn “How To” (1) define clear and measurable goals, (2) develop sustainable disciplines, (3) sharpen skills, (4) establish prospecting as a priority, and (5) develop confidence. DIRECTOR, THE SALES HUNTERMARK HUNTER Mark Hunter, “The Sales Hunter,” is the foremost thought leader in sales profitability and sales leadership. Mark speaks globally to thousands of sales leaders and sales forces each year, sharing strategies from his book ‘High- Profit Selling: Win the Sale Without Compromising on Price’. WEDNESDAY | 15.30 | KEYNOTE THEATRE 2 Mark is recognised as one of the Top 50 Influencers by Top Sales World and recently named a Top 25 Sales Guru with Bill Gates and Richard Branson. Since 1998, Mark has worked with the largest companies in the world, including Samsung, Coca-Cola, American Express, and Sony, presenting thousands of keynotes and customized training programs. HEADLINE SPEAKERS SALES: A TRANSATLANTIC DEBATE UNMISSABLE SPEAKERS PANEL SESSION This is your chance to learn about the innovation, current and future developments, and unmissable opportunities happening within the sales industry, delivered to you by the most influential and experienced figures from across the world of sales. The following pages will highlight the seminars you simply cannot afford to miss. The Sales Innovation Expo’s panel session offers you an opportunity to listen to and interact with some of the industry’s most revered leaders as they discuss the current key issues within the world of sales. Build your knowledge and evolve your business with sessions packed with insight, information, and advice. Join Bob Etherington, Mark Hunter, Phil M Jones, & Mike Scher in the Keynote Thea- tre on Thursday 12th from 16.15 - 16.45. In front of you will be a prominent, experienced, and influential expert, ready to pass on their wealth of insight, guidance, and ambition to you. Page 12 Page 12 Page 18 Page 12 PHIL JONES MARK HUNTER MIKE SCHER BOB ETHERINGTON SALES NETWORKING VISIONARY An inspirational leader and distinguished salesman, Gordon McAlpine has achieved extraordinary professional success without ever requiring outside investment. Gordon founded The Sales Club in 2010, after previously gaining 20 years’ sales & marketing experience from corporations such as pharmaceutical giant Astra Zeneca, to smaller entrepreneurial businesses. In 1997, Gordon co-founded fast growth technology company BigHand, where as sales and marketing director, he built and led a high performance sales team, culminating in the successful THE SALES CLUB GORDON MCALPINE ALSO SPEAKING ON: THURSDAY, KEYNOTE THEATRE 2 AT 14.00 12
WEDNESDAY | 16.15 KEYNOTE THEATRE 2 Rob speaks globally on building and leveraging powerful connections for networks for greater influence, more sales and enhanced career opportunities. His popular Networking Giants Radio Show interviews experts globally on referrals, LinkedIn, reputation, trust, likeability and presence. LEADER OF THE RED ARROWS REVERED AUTHORITY IN SALES PSYCHOLOGY AND NEGOTIATION Whether it’s through his business ventures or during his time flying with the Red Arrows, Jas Hawker is used to ascending to impressive heights. Jas has first-hand experience of developing and leading a world-class high performance team as leader of the Red Arrows. As a fighter pilot, he was the youngest ever pilot to fly the Tornado ground attack aircraft on the front-line and was able to lead any scale of combat mission in any part of the world. In 2007 he was selected to be commanding officer and leader of the Red Arrows where he led the team across four continents and performed over 500 public displays. Jas is now a director of Mission Excellence, an organisational performance consultancy focused on improving clients’ execution. Mission Excellence has worked extensively with sales teams, ‘cutting through the noise’ to improve team effectiveness and business performance. DIRECTOR, MISSION EXCELLENCE JAS HAWKER SEMINAR SNAPSHOT Leadership Tips for High Performance Teams What do high performance teams all have in common? The answer is people with the right values and behaviours, clear simple priorities when undertaking any activity, and the ability to apply honest and objective learning. Jas will bring lessons from the Red Arrows that can be applied to any sales team to improve performance with take-away messages that can be applied the very next day. SEMINAR SNAPSHOT Secret Millionaire’s Sales Guide to Success As a successful entrepreneur who appeared on C4’s “The Secret Millionaire”, Gordon built and sold his technology company BigHand. In this inspirational seminar, Gordon shares his story about what transformed him into a salesperson who achieved great success, never once borrowing a penny from the bank or investors and by creating a dynamic sales engine to drive organic growth. SEMINAR SNAPSHOT Persuasion and Influence Secrets of the Superstars You have all witnessed people in your teams and organisations that massively outperform the others. Discover practical, simple, and powerful actions to move you and your teams from “above average” to “sales superstars”. WEDNESDAY | 13.15 KEYNOTE THEATRE 2 WEDNESDAY | 11.45 KEYNOTE THEATRE 2 Universally recognised for his strategies, vision, and achievements in the field of sales, Phil M Jones is a truly self-made sales performance legend. With nearly 20 years in the sales and retail fields, Phil has made a name for himself across the globe. His effective methods are sought after by companies and individuals on nearly every continent and in every major industry. Phil’s rigorous travel schedule is jam packed with new countries and cities, and his best- selling books and CDs have helped hundreds of thousands of business owners and sales professionals develop new skills to maximise their potential. As a child, Phil developed an affinity PHILMJONES INTERNATIONAL PHIL M JONES sale of BigHand in 2006. A passion for sales and an entrepreneurial vision led to Gordon founding The Sales Club, the world’s first cross-sector networking club for sales leaders that counts members including American Express, Jaguar, Land Rover, and Toshiba. In 2010, Gordon featured in Channel 4’s The Secret Millionaire, returning to help struggling social enterprises in the deprived area of Govan in Glasgow, and made financial donations to help struggling social enterprises. At the tender age of 14, Phil launched a prestigious career that consistently delivers performance far ahead of the curve. Multi-award winning and with accolades from the world’s best, investing your time with Phil is guaranteed to bring huge returns. WEDNESDAY | 11.00 | KEYNOTE THEATRE 2 for negotiation and masterminding ingenious ways of packaging otherwise ordinary products and services. SEMINAR SNAPSHOT Abundant Referrals: How to Get Your Network to Sell You and Refer You! You’ve built your network and have good customers/clients. Now you just need to inspire them to recommend you to their network. Welcome to world of abundant referrals - the easiest and best way to grow your business! 13
THURSDAY | 15.30 KEYNOTE THEATRE 2 SEMINAR SNAPSHOT Winning Tactics: What Successful Leaders Have in Common Having worked at market-leading global organisations, leading both global and regional sales teams, Matt has encountered numerous sales winners, and a few failures. In all his time at the helm, Matt has discovered invaluable tips and tactics repeated by those that find themselves at the top of the tree. In this presentation, packed full of real-world examples and stories, Matt reveals those killer instincts and tactics that successful sales leaders have in common. SEMINAR SNAPSHOT Africa Is Open For Business Africa has six of the ten fastest growing economies in the world. It is growing faster than the OECD, Latin America, Eastern Europe and the Middle East. By 2020, five of its cities will each have household spending to rival Mumbai - one of the world’s largest cities. This seminar will provide insight into the most promising countries to enter and how to use technology to sell into Africa. DISTINGUISHED SALES LEADER THE NO.1 SALES MOTIVATOR AFRICA IS OPEN FOR BUSINESS Successful sales leaders share certain characteristics that provide them with the ability to effectively lead their team in the pursuit of customers. Matt Tuson recognises exactly what those common traits are, and he’s here to disclose the tactics and techniques required to achieve sales prosperity. Matt leads the global sales organisation at NewVoiceMedia, accelerating growth through new customer acquisition and maintaining successful and NEW VOICE MEDIA MATT TUSON WEDNESDAY | 12.30 | KEYNOTE THEATRE 2 LEADING THE WAY IN SALES PRACTICE Karen is a qualified ISMM sales and marketing trainer, facilitator, and leading expert in sales practice. She is a firm believer that you never stop learning and with 20 years of sales management in large corporates behind her, she knows that constant learning is key to high performance. A dynamic, straight-speaking presenter with the ability to get his audience to think about business and life like never before, Gavin Ingham is a man who knows what it takes to add value for you and your business and to help you to make more sales. As a sales and mental toughness expert from a background in high pressure sales, Gavin’s passion is to understand what makes high performance teams and individuals tick. He provokes audiences to think about business and life in a whole new way. Gavin’s mantra is ‘Be more, do more, have more’ and his practical strategies for taking positive action ensure that delegates Antonio Mankulu is an African-born entrepreneur and CEO of Bisc Technologies Ltd. Antonio sold his first business at the age of 19 while studying Business & Computer Science at Aston University; he’s now leading Bisc Technologies, whose software technologies are disrupting not only the European market but also the African continent as a whole. ELATION EXPERTSKAREN DUNNE-SQUIRE Karen’s techniques go beyond classroom-based learning and she aims to avoid the common pitfalls of traditional sales training, as her controversial and over-subscribed session at last year’s exhibition – ‘Sack the Sales Trainer’ - demonstrates. A true innovator and problem solver, Karen has devised a unique, robust, and proven methodology to bring sales success to any business in any sector - The Three Pillars of Successful Selling. Every business is asking itself the same simple question: ‘How can I get more sales?’ Whilst the question is simple the answer is often not – until now. WEDNESDAY | 13.15 THEATRE 4 trusted partnerships with existing customers. His background includes driving success at Salesforce®, where he led Service Cloud’s sales distribution and go-to-market strategy across EMEA; and RightNow Technologies (Oracle), a web, social, and contact centre solution, as vice president of sales. ALSO SPEAKING ON: THURSDAY, KEYNOTE THEATRE 2 AT 12.30 GAVIN INGHAM LTD GAVIN INGHAM BISC TECHNOLOGIES LTD ANTONIO MANKULU 14
SEMINAR SNAPSHOT Be More, Do More, Share More: Facts Tell, Stories Sell Are you finding it ever harder to achieve real connection with customers, to convince them of the value you add, and to make sales? It’s not surprising. Most salespeople are taught a logical and linear approach – ask diagnostic questions, outline value propositions, and work out ROI. It doesn’t work. There is a better way...Gavin will show you a simple six step strategy that will help you make more sales. SEMINAR SNAPSHOT Sales in the Cloud Ken will discuss how advancements in technology and analytics have forever changed the business landscape. GLOBAL NAME IN SOCIAL SELLING THURSDAY | 14.45 | KEYNOTE THEATRE 2 EUROPE’S BEST SALES TRAINER Recognised as #2 in the world for social selling and as one of the ‘Top 25 Most Influential Inside Sales Professionals of 2015,’ Ken Krogue, president of InsideSales. com, has been behind the inside sales industry’s leading sales acceleration platform since 2004. Ken brings more than 24 years of experience in sales, development, and marketing in both domestic and international markets. Ken is a weekly contributor on Forbes.com and an active thought leader in the inside sales industry. Since the 1970s, Bob Etherington has developed a reputation for being a modern professor of selling. With experience of numerous key global markets and several recessions, there are few who can match Bob’s distinguished career in sales. Bob’s lifetime in sales began at Rank Xerox in the 1970s. He then spent some years as a broker in the City of London before being head-hunted by the international news giant Thomson Reuters. He rose through the ranks over 22 years (including six years in New York), becoming a main board director of Reuters Transaction Services Ltd and international director of sales training. THURSDAY | 11.45 KEYNOTE THEATRE 2 SEMINAR SNAPSHOT Supercharge Your Sales Performance – a Proven Method In this presentation, Karen will share with you a unique and proven methodology that is bringing genuine growth to UK businesses right now. The Three Pillars of Successful Selling is a planning and development tool that will allow you to review, assess, and develop your sales operation into a high performing resource. Don’t miss out on this session if you want to walk away able to implement genuine growth today. SEMINAR SNAPSHOT The Most Profitable Relationship You Will Ever Build The customer journey can be powerfully influenced by great marketing and this seminar will illustrate not only the impact that a strong sales/marketing alliance can have, but it will also share some key models for how you can leverage this relationship and add real impact to your sales performance. This seminar will teach you how to get more growth without employing more resources. BOB ETHERINGTON GROUP BOB ETHERINGTON SEMINAR SNAPSHOT Sales Manager to ‘Leader’ in 30 Secret Minutes Deciding to change to sales leader can easily double or triple your team’s sales performance in 12 months. Not only that, your team will be more fulfilled and have more fun. They’ll also tell everyone they transformed themselves! Put ‘leadership’ into Google and you’ll get over 550million hits, so what really defines it? This ‘secret seminar’ will show you the five specific things that successful leaders do. Just copy them and see what happens. ALSO SPEAKING ON: THURSDAY, THEATRE 4 AT 13.15 INSIDESALES.COM KEN KROGUE do just that. He asks the difficult, game-changing questions that other people don’t ask. Gavin has given 1,000 paid talks to over 100,000 delegates and spoken all over Europe, the US, and Africa. This includes three times speaking at the Institute of Sales and Marketing Management’s conference and being a judge for the BESMA Awards. Bob left Reuters in 2001 to start his own sales training company (one that ‘does what it says on the tin’). He now owns a group of companies which deliver bespoke training programmes all over the world. His clients range from leading energy companies and banks, down to one–man-bands and start-ups. Even The UK Supreme Court has become a client. 15
THE SALES ENABLEMENT EXPERT Jim is the chief strategy officer for Strategy to Revenue (STR). STR provides a SaaS-based platform and professional services that help sales organisations identify and develop the critical sales competencies their direct and indirect sellers need to compete. Jim has more than 25 years of hands- on sales enablement experience. Most recently, Jim was the service director, sales enablement strategies for SiriusDecisions. As service director, Jim’s focus was on helping to deliver data, knowledge, and insight that B2B companies used to improve sales performance and drive ROI. Jim has held sales and marketing leadership positions in companies including the American Management Association, Claritas Consulting, and C3i, and spent eight years with sales performance training firm AchieveGlobal (formerly Xerox Learning Systems). He began his career with 3M/Media Service in Stamford, CT, serving as a reseller for Fujitsu, IBM, and Sun Microsystems. STRATEGY TO REVENUE JIM NINIVAGGI SEMINAR SNAPSHOT Turning Strategy Into Execution With Critical Competencies There is one common challenge shared by every company – the challenge to grow. However, a recent study showed that fewer than 34% of companies are confident in their ability to hit growth targets. To ensure your sellers are able to execute, enablement leaders need to isolate the critical competencies required for success. We will discuss why and how to map those competencies that are essential to turn strategy into execution. WEDNESDAY | 14.45 KEYNOTE THEATRE 2 AWARD WINNING BUSINESS LEADER Elizabeth Fulham has used her passion in providing opportunities that can unlock the sales potential of others into SalesOptimize, the B2B search engine that makes the otherwise daunting process of finding customers that much easier. Liz has over 25 years’ experience working as a consultant/sales leader for companies such as IBM, PayPal, Telefonica, and Microsoft. She has a history of doubling revenue without increasing headcount as per her first year as European head of telesales in Paypal. This, along with her passion for keeping the Internet open and customer centric focus, encouraged her to start SalesOptimize in 2013. Liz has developed a new search engine for B2B companies to access the SALESOPTIMIZE ELIZABETH FULHAM SEMINAR SNAPSHOT The Internet is Exploding – How to Find Your Sales Leads Online Less than 1% of the active Internet is ecommerce, i.e. 1.7M websites and growing. For sales executives, it’s often like searching for a needle in a virtual haystack to find eCommerce sites that generate the most revenue. You always have the challenge: how do you find high quality sales leads? This seminar discusses new developments in deep web analytics and how they’re revolutionising the old world of B2B lead generation. SEMINAR SNAPSHOT Get Britain Selling The 5 Cs selling model is proven to get your new sales recruits delivering and sustaining results in record time. The model focuses on evolving your working environment into a holistic blended learning hub to fill much needed skill gaps that so many companies find difficult when nurturing new recruits. It is time for you to reduce your high churn rates and start to produce sales performers. eCommerce market, which drives $1.7T a year. Her goal is to help B2B companies quickly analyse their eCommerce market opportunity and fill their pipelines with sales leads for the next five years - a huge challenge, but one that she has already started for the UK and USA market. FROM POTENTIAL TO PROFESSIONAL With a sales career that started in 1984 by selling apparel, Vonley Joseph has acquired nearly 30 years’ sales experience across several sectors in B2B, B2C, and third sector. Now principal at the Bob Etherington Academy, his passion for sales has driven him to achieve voluminous goals that he puts down to getting into a sales career as a teenager after leaving school without any qualifications. Vonley is currently campaigning to raise awareness for sales to be promoted as a VONLEY JOSEPH BOB ETHERINGTON LTD professional career pathway in schools, colleges, and universities. His current project involves empirical research and development into UK sales training to fill skills gaps for micro and SME sales companies to employ and sustain unemployed graduates into a professional sales career pathway. Vonley is also the co-founder of Civic Enterprise Clubs, set up to establish entrepreneurial sales learning hubs within grass roots communities providing the opportunity for potential sales people to learn sales and achieve their dreams. THURSDAY | 11.00 KEYNOTE THEATRE 2 WEDNESDAY | 13.15 KEYNOTE THEATRE 2 16
HOW SMART COMPANIES USE DATA TO SELL MORE Have you ever missed the forecast without truly knowing why? Martin will share a journey of a sales director who had been in such a position for several quarters in a row. It’s a story of a great leader who transformed his company into a data driven business saving it from bankruptcy. Learn how he did it and take away simple actionable tips you can easily apply in your own company. MARTIN ZEMAN DATA DRIVEN ERA ABOUT THE SPEAKER Martin is not your typical sales conference speaker; he hasn’t spent 25+ years in sales, he hasn’t published a bestselling book on the topic (yet), and he hasn’t personally trained an army of sales people. He is a data guy. He and his consultancy, DDE, helps companies like Marks and Spencer, Parabis, and Silent Edge establish a data driven culture and focus on problems that matter. ABOUT THE SPEAKER Nadeem is the managing director of SMART Way Forward; a specialist sales, management, and training consultancy working within the sport, leisure, health, and fitness industry. Nadeem has been involved in this industry for almost 30 years. He is a qualified sales and management trainer, specialising in sales training, management training, customer service training, team development, learning, and motivation. TRADITIONAL MARKETING IN OUR DIGITAL AGE TEN THINGS YOU NEED TO KNOW ABOUT WRITING WINNING BIDS In the digital age, much emphasis is placed on routes to market cultivated by digital marketing approaches. This is something that has been evidenced by the rise of a breed of new, purely digital marketing A presentation offering insights into why some bids win contracts and others fail. Bid Perfect trains bid writers for some of the world’s largest and most successful companies. ABOUT THE SPEAKER Chris is one of the rare breed of board leaders who can mix business change and technology ability with normal business common sense. He is an entrepreneur and strategist as well as a hands-on deliverer with an instinctive focus on customers, driving business growth, and creating value. ABOUT THE SPEAKER A senior bid skills trainer, bid management consultant, and a working bid writer, Marcus founded Bid Perfect in 2007. He has a simple approach to bids: “If you write excellent bids, you might win. If you write poor bids then you will certainly lose. So to increase your chance of winning, learn how to write great bids”. THURSDAY | 11.00 | THEATRE 3 WEDNESDAY | 14.00 | THEATRE 5 UMBRELLA MARKETING TEAM CHRIS AIREY BID PERFECT LTD MARCUS EDEN-ELLIS agencies. However, often now overlooked is the importance of traditional marketing. Whilst many of the practices seem to some to be dated and with diminishing relevance to the digital world, marketing theory stands fast in the face of evolution. Our techniques and tools are simple to learn and easy to use. We guarantee you will leave the seminar thinking differently about the way in which you sell and write about your products and services. WEDNESDAY | 13.15 | THEATRE 3 THURSDAY | 14.00 | THEATRE 5 RECOGNISING YOUR LEADERSHIP STYLE & ADAPTING IT TO YOUR TEAM This seminar will give you a brief insight into understanding the difference between being an effective leader and being an efficient manager. SMART WAY FORWARDNADEEM SHAIKH It will also highlight how your behaviour can be perceived by your colleagues, sales team/customer service team and show you how you can communicate better by understanding their individual learning styles and personality types. 17
WEDNESDAY | 16.15 | THEATRE 3 HOW AUTOMATING YOUR EMAIL MARKETING CAN FEED YOUR SALES FORCE WITH PIPING HOT LEADS WOULD YOU BUY FROM YOU? BACK TO BASICS BEAT THE COMPETITION WITH SMART, COLLABORATIVE TECH Don’t miss this fascinating insight into how to make automated email work for you. Discover how automating your email marketing can supply your sales teams with a constant stream of highly qualified, super-hot sales leads. By the end of the presentation, you will have begun to map out a simple step-by-step process to make automated email a reality in your organisation. No rocket science, no sales gimmicks; this is about making the basics work! Shea will address the famous question ‘what makes a successful sales person?’, and how sales managers can sustain those positive behaviours. When growing your business, it’s essential to be one step ahead of your competitors. Andres will offer insights into what unifies the most successful sales teams globally and how you can utilise modern technology to replicate their success.Listen to how an intelligent and mobile sales CRM can make your organisation more agile and stay one step ahead. WISE ME UP SHEA HEER INBOX INCOME MURRAY COWELL SALESBOX CRM ANDREAS LALANGAS ABOUT THE SPEAKER Mike is the CEO and co-founder of FRONTLINE Selling. Under Mike’s leadership, FRONTLINE Selling has become a leader in sales acceleration, helping salespeople dramatically increase opportunities, sales, and top-line revenue.  ABOUT THE SPEAKER Andreas Lalangas is the CEO and founder of Salesbox CRM. A Stockholm based entrepreneur, Andreas has earned more than a decade’s worth of experience in sales across a variety of different roles in the Scandinavian IT industry. Andreas has successfully built several companies in Sweden, and over the years has won different awards for business growth. ABOUT THE SPEAKER After growing tired of seeing Internet marketing training that promised unrealistic results, Murray realised that there are few opportunities for people with real-world, bricks-and-mortar businesses to learn about email marketing. Murray founded Inbox Income in 2008. ABOUT THE SPEAKER Coming from a highly successful family retail background, Shea decided to build her own business and founded ‘wise me up Ltd’ in 2008, when she made the economic climate work to her advantage and secured partners such as Jewson (Saint Gobain Group), Cooper (Eaton Group) and Dextra Group in the first year. WEDNESDAY | 11.45 THEATRE 3 THURSDAY | 14.45 THEATRE 5 WEDNESDAY | 14.00 | THEATRE 4 By 2017, an estimated $30+ billion will be spent on sales acceleration tools, as every sales team is trying to solve the same problem: how to convert more leads into opportunities. FRONTLINE Selling solved this mystery by conducting a study of nearly 2 million outreach efforts. Join Mike Scher, CEO, HOW YOU CAN CREATE A PREDICTABLE PIPELINE AND CRUSH YOUR QUOTA FRONTLINE SELLING MIKE SCHER ALSO SPEAKING ON: THURSDAY, THEATRE 4 AT 14.00 as he reveals the findings and sets you on the fastest, most effective path to opportunity creation and accelerated revenue. 18
THURSDAY | 11.00 | THEATRE 5 TOP TIPS FOR MAKING SALES VIDEOS THAT DON’T SUCK In a world of soul-destroying talking heads videos, how do you create knockout video content that empowers sales teams and actually generates leads? In this talk we will cover the type of content you should be creating, how you create it, and importantly how you distribute it. MD, ROCK CREATIVE JAMES BEVERIDGE ABOUT THE SPEAKER James is the co-founder and managing director of Rock Creative, a creative content agency that has an enviable list of clients including Direct Line, Aon, Vodafone, and Fidelity. His company specialises in B2B marketing and he is a huge advocate of the importance of creativity within the corporate sector. Before setting up Rock back in 2011, James cut his teeth working for the global marketing agency iris Worldwide. WEDNESDAY | 14.45 | THEATRE 5 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. Juicing the sales funnel needn’t be this difficult. Scott looks at the ways in which businesses can use sales enablement software to get better leads, increase conversions, and nurture happier customers. Scott believes that the future belongs to businesses who seize the market’s smartest JUICING THE SALES FUNNEL GOODNESS THE COMING REVOLUTION OF SALES AND MARKETING THE IMBALANCE IN SALES ENABLEMENT No amount of training, no amount of technology and no amount of consulting will have any sustainable impact on your sales performance, without investment into sales managers. The world of buying has shifted considerably and the sales profession is battling to keep up with the change. Hear how to leverage your investment in training and technology by truly enabling your sales managers. It seems crazy that the fast-paced world of sales was once managed with paperwork that often went astray. Nowadays, technology allows us to automate even the most complex of sales and marketing processes. Though this evolution has seen the release of a number PARKER SOFTWARE LIMITED SCOTT BARNSLEY CALLPRO CRM LIAM RYAN GROWTH MATTERS ALAN VERSTEEG ABOUT THE SPEAKER Sometimes controversial, but always thought-provoking, Alan pushes his audiences to consider the real world application and execution of the plans and ideas they create. ABOUT THE SPEAKER After graduating from the University of Exeter with a degree in Economics, Liam joined a major data analytics provider before embarking on a new challenge with CallPro CRM. Having quickly progressed through the ranks, Liam is now responsible for all sales activities within the EMEA region. THURSDAY | 11.45 THEATRE 3 of off-the-shelf solutions, when software tries to please everyone it winds up falling short. Automation tools need flexibility to mould to a wide range of business processes. sales enablement software – driving his dedication to sell just that through the Parker Software suite. ALSO SPEAKING ON: THURSDAY, THEATRE 3 AT 13.15 ABOUT THE SPEAKER Scott Barnsley is a recognised leader in IT sales strategy. World renowned technical companies such as AVG and Irdeto have relied on Scott to head up their international sales, and he has trained and transformed sales teams across Europe, Asia, and the USA. Scott currently leads global sales for Parker Software. The software house has increased its profits by 35% within just one year under his strategic direction, and the growth shows no sign of slowing. Lending his 30 years’ sales experience to a growing team, Scott is a motivator, a skilled strategist, and a visionary sales thinker. He’s sold into a variety of vertical markets across over 100 countries; in short, his expertise is second to none. 19
WEDNESDAY | 15.30 THEATRE 3 HOW TO GAIN MORE BUSINESS THROUGH YOUR USE OF LINKEDIN No more cold calls or trying to get around the gatekeeper. With over 17 million UK profiles you need to learn how to create a powerful LinkedIn personal profile that gets found, gives value, and builds your credibility. Learn how to find, connect, and engage in the right way with your ideal prospect and business contact anywhere in the world. All this while massively leveraging your time. ANDY GWYNN 3 DEGREES SOCIAL ABOUT THE SPEAKER Andy is a leading business coach, speaker, and author who has coached 100s of business owners and corporate directors to greater profitability, more free time, and successful relationships across their business and personal lives. Andy will challenge his audience’s thinking and inspire them to take action towards more empowering results. He has helped clients double and triple their businesses and even helped them take their business from close to bankruptcy to selling for a million in just 19 months. WEDNESDAY | 11.00 | THEATRE 4 ALSO SPEAKING ON: THURSDAY, THEATRE 4 AT 12.30 ABOUT THE SPEAKER Josh has an extensive background in web, email and social marketing, events, and large scale promotions both in the UK and abroad. He works hand in hand with his sales counterpart, and together they have grown SalesSeek from a small team and vision to an international business with customers in over 100s of users across 10 countries. SALESSEEKJOSH AARONS ALIGNING SALES AND MARKETING FOR EXPLOSIVE BUSINESSES GROWTH Josh explains how aligning sales and marketing allows businesses to market, share insights, and close business more effectively, whilst provide the highest quality of client interaction. Sharing experience of email, web, and social marketing, this seminar ALSO SPEAKING ON: THURSDAY, THEATRE 5 AT 11.45 will shed light on the parts missing from your revenue generation process, bridging the gaps between sales and marketing. THE KEY TO BUILDING A HIGH PERFORMANCE SALES TEAM What does it take to motivate your sales team and be an effective sales leader? Sales managers often focus too much on expenses, overlooking the human aspect of a business. Oscar firmly believes that the importance of accelerating the growth of your business includes knowing your sales team. In this seminar, Oscar will be giving his insight on how to elevate your team to the top of their game. OSCAR MACIA FORCEMANAGER ABOUT THE SPEAKER Oscar is the co-founder and CEO of ForceManager, a sales management system for mobile devices that optimises and refines sales team performance. In just two years, ForceManager achieved rapid growth, evolving from a small tech start-up to positioning itself as a leader in technological innovation for business management and now boasts a wide portfolio of clients. ABOUT THE SPEAKER Brian is working to build a greater understanding of incentive marketing in Europe and the rest of the world via its umbrella organisation, IMA – US. Often seen speaking at a variety of European and international trade shows, Brian is well known for his compelling speeches on the power of motivation and reward on performance. WEDNESDAY | 11.00 | THEATRE 3 SVM GLOBAL BRIAN DUNNE HAPPY CUSTOMERS ARE BUILT IN THE BOARDROOM Who owns customer happiness? Marketing? Sales? Customer service? Or does customer satisfaction start from the boardroom? WEDNESDAY | 11.00 | THEATRE 5 We’ll discuss how a culture of reward and recognition can have a direct effect on customer happiness, and show the parallels between motivating employees and the perception of your business or brand. We’ll also discuss what rewards work best, and when to give them for maximum impact. 20
ALSO SPEAKING ON: THURSDAY, THEATRE 5 AT 12.30 WEDNESDAY | 15.30 | THEATRE 4 ALSO SPEAKING ON: THURSDAY, THEATRE 4 AT 11.00 ABOUT THE SPEAKER Mark combines 30 years’ sales leadership with top training and development techniques and an arsenal of world-class tools. His mantra is revenue growth – accelerated by proven sales processes. Mark delivers change across a variety of complex vertical markets including facilities management, manufacturing, technology, finance, insurance, pharmaceuticals, and oil and gas. His raison d’etre is to identify new strategies and build the sales team’s capability to put them in motion. 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. UNLOCKING THE POWER OF ADAPTIVE SELLING USING BEHAVIOURAL PROFILING SELLER PERFORMANCE MARK ERSKINE CREATING A CULTURE OF EXCELLENCE IN YOUR SALES TEAMS In this highly entertaining session, Pete will share with the audience the key principles which will help create a culture of excellence and success for both sales people and sales leaders. MOMENTUM SALES SOLUTIONS LTD PETE EVANS ABOUT THE SPEAKER Pete Evans, Managing Director of Momentum Sales Solutions Ltd, has a passion for developing sales professionals and working with teams and individuals to enhance performance. He uses ‘The Five Laws of Stratospheric Success’ to provide a framework to create a culture of sales, service excellence, and leadership that results in individual, team, and customer success. As a professional speaker, Pete has been trained by Michael Port and Bob Burg directly. He recently spoke at the HR Leaders Conference in Bratislava about the law of value and how it can be applied to sport and business. ABOUT THE SPEAKER Alison is passionate about sales. 2015 saw her voted one of the UK’s top ten business advisers, winner of the Special Merit Award GB Entrepreneur of the Year, and she was shortlisted for the Lifetime Sales Achievement Award by BISM.  In the past year she’s been invited to Downing Street twice and The Queens’ garden party to celebrate the results she’s achieved teaching businesses to sell their fantastic products and services. Alison is often asked to keynote speak at various events across the country and works with some of the UK’s most successful entrepreneurs, such as Ben Towers, the teenage tech prodigy as featured in Richard Branson’s Blog, and Jordan Daykin, CEO of Gripit Fixings, the youngest Dragons’ Den contestant to gain investment from Deborah Meaden. Join Alison as she draws on her distinguished experience and explains how YOU can rise from the bottom to the top in the world of sales. This fascinating seminar will look at how you can achieve what Alison has. By drawing on her years of being a top sales performer for some of the world’s largest blue chip companies that led to her creating a unique Sales Hero System, hear how by combining understanding behaviours, sales process, FROM ZERO TO SALES HERO: YOU CAN DO IT TOO! You will learn how sales people can help to influence the buyers of products and services, build sustainable and profitable business relationships, and have a smile when selling. SALES COACHING SOLUTIONS ALISON EDGAR strategy and confidence, you too can master the art of sales. You’ll learn how sales people can influence the buyers of products and services, build sustainable and profitable business relationships, and have a smile when selling. WEDNESDAY | 13.15 THEATRE 5 21
ABOUT THE SPEAKER Nicola’s passion is in identifying innovative, more powerful, and profitable ways to help business reach and exceed their sales and business objectives. She was recently recognised for her business excellence and outstanding leadership in the South and thus was selected as a finalist for Women of the Year SME Sponsored by Barclays Bank. ABOUT THE SPEAKER Martin brings more than 25 years of experience in managing and growing business operations across a variety of industries in Europe and globally, with a proven track record for building high-performance sales organisations. Prior to his role at InsideSales, Martin held GM and sales executive roles Lumesse Limited, ServiceSource International and Salesforce. 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 How many propositions actually focus on the customers you’re looking to engage with? GET TARGETED, GET SOCIAL, GET TALKING FOUNDER AND CEO, XCEL SALES LTD NICOLA HARTLAND business a competitive edge that leads to success. After all – people buy from people. So how do you turn online experiences into measurable results? In the critical moment when sales people need to be their most convincing, 9/10 times they are not. Recent research suggests 57% of purchasing decisions are made before buyers encounter a sales person, 89% of sales conversations are deemed a waste of time by corporate decision-makers, and almost 60% of qualified opportunities end in no-decision. Learn how today’s client prefers to engage, and how to engineer relevance into sales conversations. DIFFERENTIATED CONVERSATIONS – ESCAPING THE SEA OF SAMENESS GROWTH MATTERSSHELLEY WALTERS ABOUT THE SPEAKER With over 17 years’ sales and sales management experience, Shelley has delivered more than 350 keynotes and sales training sessions in the B2B environment. She brings a unique insight and experience to her clients helping them navigate the rapidly changing world of buying, and teaching how to adapt as a sales professional. Her career began in the cut-throat world of office automation where she quickly worked her way up from direct sales to negotiating at boardroom level. Shelley has served as the sales and marketing manager of Kingfisher FM (successfully turning the radio station around from 100% donor based to 100% advertising funded in only 18 months). WEDNESDAY | 14.00 | THEATRE 3 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. WEDNESDAY | 14.00 | KEYNOTE THEATRE 2 POWERING SALES GROWTH WITH DATA SCIENCE A STRONG PROPOSITION - THE CORNERSTONE OF BUSINESS GROWTH INSIDESALES.COMMARTIN MORAN FIREWORXDANIEL LEIGH SMITH Join this experienced sales leader as he delves into his extensive knowledge and leaves you informed and inspired. THURSDAY | 14.00 THEATRE 3 Join Daniel for a seminar which explores the ways you can make your business proposition strategic, breaking down why customers choose one business over another, and where you can make a difference. Daniel will also cast his eye on how to react to changing landscapes, what happens when you don’t look up, and how to make sure your business is sustainable for growth. Make sure you don’t miss the chance to learn from the techniques and motives of a sales visionary. 22
ABOUT THE SPEAKER Currently the managing director and founder of Fireworx, Daniel’s career has included creative campaigns for major international brands including L’Oreal, Vodafone, Western Union and Sony. Daniel has refined his approach to focus on helping clients by providing engaging creative that resonates with their customers, not just the business. His work has seen results such as a 10% increase in customer conversion, and business growth of over 75%. SEX AND THE PSYCHOLOGY OF FERTILE BRANDS MOTIVATE YOUR SALES TEAM TO USE CRM AND WIN MORE BUSINESS What can seduction strategies tell us about how brands are built and the best strategies for selling them? Why is ‘authenticity’ the key to selling and how do closing behaviours undermine it? What can the psychology of the mating game teach us about content-based selling strategies? This provocative look at the psychology of fertile brands will change the way you think about selling. All too often CRM systems are imposed on sales teams. This means that the team tend to only put in the data they feel will keep management happy. Learn how to change this perception so CRM becomes a real sales enabler for your team and business. COGNITION DR. PETER HUGHES REDSPIRE LTD BILLY LYLE ABOUT THE SPEAKER Dr. Peter Hughes is a psychologist, writer, and co-founder of Cognition. He has appeared in many programmes on business psychology, marketing, and branding including ‘Secrets of the Superbrands’ and ‘Addicted to Pleasure’ with Brian Cox. ABOUT THE SPEAKER Billy is MD of Redspire, one of the UK’s leading Microsoft Dynamics CRM consultancies. Redspire enable and empower people and teams to be successful through innovative use of technology, this in turns makes the businesses they work for successful. Billy has always delivered true business results through technology. His drive and focus has led him to work with some of the UK’s leading brands such as Argos, Scottish Power, Golden Charter, and the Money Advise Service. THURSDAY | 12.30 THEATRE 3 THURSDAY | 15.30 | THEATRE 5 WEDNESDAY | 16.15 | THEATRE 4 THE FRONTLINE SALES IMPERATIVES FOR CREATING THE CUSTOMER EXPERIENCE Everybody’s talking about the customer experience. Most large companies have initiatives to map and enhance the customer journey with touchpoints in marketing, social media, and operations. But what are your sellers doing about it? What should they be doing about it? Find out why this matters, what it means to sellers, and how you can easily enhance the customer experience to accelerate sales, generate demand, and reduce customer churn. PEOPLE FIRST PRODUCTIVITY SOLUTIONS DEB CALVERT ABOUT THE SPEAKER Deb Calvert, author of the bestseller ‘DISCOVER Questions® Get You Connected’ and a Top 50 Sales & Marketing Influencer, founded People First Productivity Solutions in 2006 to help businesses build organisational strength by putting people first. The PFPS focus is to boost company productivity through people development. This work includes sales training, coaching, and consulting on sales productivity drivers; leadership program design and facilitation; team effectiveness work, and executive coaching. As a member of the National Speakers Association (NSA) and instructor at UC-Berkeley, Deb has delighted audiences in a wide variety of industries as a keynote speaker, teacher, and workshop facilitator. She writes the award- winning ‘CONNECT2Sell™’ and ‘CONNECT2Lead®’ blogs, hosts ‘CONNECT! Online Radio for Professional Sellers™’, and is currently leading the movement to Stop Selling and Start Leading! 23
DATA. INSIGHT. ACTION. BOOSTING SALES WITH ACCOUNT BASED MARKETING ABM is a hot topic for modern B2B marketers, but why? The idea of delivering bespoke campaigns, targeted at specific sets of stakeholders within key accounts around messages which are relevant to their individual pain points seems like common sense, so why isn’t everyone doing it? What stops organisations from doing ABM well? Which skills, processes, and tools are needed to take advantage of and prove the value of ABM? agent3 ROBERT NORUM ABOUT THE SPEAKER Robert supports agent3 customers with maximising their ABM programme effectiveness, generating high-quality engagements with a prioritised group of strategic customers. In the New World Order, gaining competitive advantage is about how you and your team approach sales. Phil will inspire you with this dynamic,challenging, and creative presentation. Discover the five key guerrilla tactics to make significant sales breakthroughs in the new business jungle. Gain more customers of the right type, saving you time, energy, and money, and discover the practical application of neuro-scientific approaches to sustain exceptional sales performance. GUERRILLA TACTICS FOR SALES BREAKTHROUGHS CREATING A COACHING CULTURE IN YOUR SALES TEAMS LIFTING THE COVERS ON DATA DRIVEN SALES AND MARKETING TACTICS TO IMPROVE BUSINESS PERFORMANCE To understand whether our websites are generating as many sales-ready leads for our pipeline as we want them to, we must start by gaining intelligence about our visitors and arm ourselves with knowledge on what these visitors are interested in. This workshop will cover a number of useful and insightful facts and figures about typical website behaviour and how, armed with this information, you can strengthen your sales pipeline. According to Forbes, 74% of leading companies cite coaching and mentoring of sales reps as the most important role front-line sales managers play. As we make the shift from annual appraisals to frequent feedback, how can we help and encourage managers and peers to adopt a coaching culture? One not to be missed! PHIL OLLEY UNLIMITED PHIL OLLEY COMMUNIGATOR GROUP LTD. LEE CHADWICK REFRACT KEVIN BEALES ABOUT THE SPEAKER Lee Chadwick is the co-founder of CommuniGator Group Ltd, one of the market leaders in lead generation. Having previously led the sales and marketing strategies in many high profile IT companies, Lee enjoys discovering new technology that meets the challenging demands of a constantly changing industry. ABOUT THE SPEAKER Kevin founded Refract based on some of his own frustrations as a sales leader. He knew that feedback, praise, ideas, or corrective feedback was never easy (and deep down knew the back of the taxi wasn’t the most productive time and place. WEDNESDAY | 14.45 THEATRE 3 WEDNESDAY | 12.30 THEATRE 5 WEDNESDAY | 12.30 THEATRE 4 ABOUT THE SPEAKER Phil Olley is one of the UK’s leading speakers on business growth strategies, professional focus, and making sales breakthroughs. He’s worked with everyone from SME owner-managers to strategic leaders and sales teams in international brands such as Shell, L’Oreal, Pepsico, Mars (Masterfoods), Kellogg’s, and many more. Phil is the author of ‘Counting Chickens’ and ‘RESULT! Think Decisively, Take Action, Get Results’. He writes articles and columns for business magazines, regularly features on BBC radio, and contributes to prime-time TV programmes, including a number of appearances on the Richard & Judy show! ALSO SPEAKING ON: THURSDAY, THEATRE 4 AT 14.45 ALSO SPEAKING ON: THURSDAY, THEATRE 4 AT 11.45 WEDNESDAY | 11.45 | THEATRE 4 24
ACCOUNT BASED SELLING - WHAT THE TOP PERFORMING SALES PROFESSIONALS DO Finding new customers is the biggest problem faced by sales teams and while most teams recognise the importance of prospecting, far fewer are actually effective at it. Learn how to put the power of data back in the hands of the sales rep by harnessing the vast untapped potential of company information and how it can be used to supercharge account based selling in this seminar produced by DueDil. DUEDIL DARREN LEWIS ABOUT THE SPEAKER Darren Lewis is the VP of Sales at DueDil. A strong, hands on and results driven sales leader with a demonstrable track record of exceeding sales targets. Experienced in running Enterprise software (SaaS / Cloud) and Corporate sales teams, Darren is well-versed in improving key metrics, redefining structure and rapidly developing and scaling sales teams MASTERCLASSES The masterclass schedule at Sales Innovation Expo has been carefully assembled to ensure your business is provided with the very best advice and guidance it needs. This exclusive suite of masterclass sessions give you the chance to explore in-depth about every area of sales; subjects cover everything from transforming your sales team into sales superstars and generating quality leads to optimising your social selling and the secrets to leading a winning sales team. Each of our masterclasses is led by an expert in their field, so you can be confident that you will receive the best possible advice with the very latest information about each topic – crucial in achieving success for your sales team. The interactive format and small group size means that you have the opportunity to drill down further into the specifics that are relevant to your business. YOUR BUSINESSWILL BENEFIT FROMTHEVERY BESTADVICE MASTERCLASS INFO ON NEXT PAGE WEDNESDAY | 15.30 THEATRE 5 THURSDAY | 14.45 THEATRE 3 ALSO SPEAKING ON: THURSDAY, THEATRE 5 AT 16.15 ABOUT THE SPEAKER From cosmetics to casinos, from OEMs to SMEs, Gary has helped to bring innovative campaigns and outstanding results to his clients. Now he explains how sales teams can reach their audiences with perfect communications, brilliant pitches, and compelling quotes. Making a great first impression is still at the heart of outstanding sales success. LIBRIS GARY SALISBURY SALES EFFECTIVENESS - REACH FURTHER, BE MORE PERSONAL, AND SELL MORE Social has made everything immediate and personal. We live in a ‘three clicks and it’s done’ world. Big business has the metrics, power, and reach to engage audiences and to outsell SMEs. Gary will explain how ground breaking sales technology gives you the power to make your sales communications highly personal, brilliantly effective, and remain on-brand at all times. Oh yes … and how to sell more, too! The following pages detail every masterclass at Sales Innovation Expo this May, the huge range of topics on offer, and how you will benefit from attending. The masterclasses run throughout both days of the show; for the latest information, please check the online schedule at www.salesinnovationexpo.co.uk. The masterclasses are absolutely free to attend, but due to their popularity you need to book your place to avoid missing out. The masterclasses are free to attend, but due to their popularity you’ll need to book your place to avoid missing out. • Visit www.salesinnovationexpo.co.uk • Select ‘masterclasses’ and pick the masterclass you’d like to attend. • Select the time and day you’d like, fill out a few details and click ‘register’. • You’ll receive an email confirmation of your booking. • As the show dates approach, you’ll receive a reminder for you to confirm you’re still attending and secure your seat. HOW TO BOOK INTERACTIVE FEATURES
USING THE CLOUD TO CLOSE FASTER MASTERCLASS The best way to connect with your prospects is by constantly evolving. Today’s world is faster paced and better connected. Our prospects have never been more informed and the sales process has never been so important. The best way to connect with your prospects is by constantly evolving. Today’s world is faster paced and better connected. Our prospects have never been more informed and the sales process has never been so important. It’s time to empower your inside sales teams. NewVoiceMedia customers are growing at 13 times the international average, based on a recent study. NewVoiceMedia will share valuable tips on how their customers sell more and grow faster, and highlight how this is achieved with practical sessions demonstrating how to improve efficiency, solve the marketing and sales disconnect, gain greater management visibility, and improved adoption of your Salesforce investment. TIMETABLE | WEDNESDAY & THURSDAYY Speed to Lead Sales Solution Out of the Box Motivation: Driving the Right Behaviours Smart Calls, Smart Insights Speed to Lead Sales Solution Out of the Box 11:00 12.00 13.00 14.00 15.00 16:00 ABOUT THE SPONSOR NewVoiceMedia is a leading global provider of cloud technology which helps businesses sell more, serve better, and grow faster, and has a customer base growing at 13 times the international average. BOOKYOUR MASTERCLASS SPACE ONLINE THE HIVE A space to relax, work, learn, and enjoy the buzz – our hive has everything a delegate looking for some productive downtime could dream of. With charge points, dedicated Wi-Fi, and no shortage of places to take the weight off your feet, the InsightBee Hive is designed to be the place to go when you’ve got nowhere to be. Network, enjoy refreshments, or simply catch up on your emails away from the hustle and bustle of the speakers and demos. Given that we’ve revolutionised the way business source bespoke intelligence, it’s not surprising that we have a penchant for questions. Our team will be on hand throughout the day, so drop by if you’d like to pick their brains. And if you want to test us out with something meatier, then you can submit us a question that your business needs answering. We’ll be picking five of these queries at random, and the winners will get a report shedding light on their issue – completely free of charge. ASK AND YOU SHALL RECEIVE Visit InsightBee’s stand #182 to find out what we can do for you. From tailor-made industry reports to specific sales opportunities, we’re delivering vital insights twice as quickly and at half the price. Can’t wait? Use discount code LONDONEXCEL and try InsightBee with 25% OFF before May 31st. www.insightbee.com/sales-expo 26
TIMETABLE WEDNESDAY & THURSDAY 10.45 15.15 16.15 12.30 14.15 11.45 These masterclass sessions will last for up to 60 minutes. Spaces book fast, register online to ensure your seat to this masterclass. THE SECRET FORMULA FOR SALES SUCCESS MASTERCLASS Communicating with your customers in a way that really influences their decision to buy is the preoccupation of any sales team – which is why Elation experts have spent six years perfecting the ultimate methods to achieve this. The Three Pillars of Successful Selling is a unique methodology devised by Elation MD, Karen Dunne-Squire, from over 20 years of sales experience. It is based upon the idea that to have a well performing sales function, there needs to be really great sales activities, processes and management in place. We use The Three Pillars as a review and assessment tool, to assess the sales function within businesses. Everything we do, including the delivery of these essential workshops falls under one of these three pillars. At each one of these insightful seminars, Karen will show you how to develop a sales operation that consistently smashes targets. TIMETABLE WEDNESDAY & THURSDAY MASTERING B2B SOCIAL SELLING The Internet and social media have changed the way people buy. Studies show that the buyer has already made 60% of their buying decision before you, the sales person, even knows they are looking. So as a sales person, you need to make sure you’re in the right place to be influencing those buying decisions. This is where LinkedIn comes in. With the power of LinkedIn you can showcase your professional brand, be seen as an expert, use advanced searches to identify prospects, learn more about them and identify referral opportunities. In our masterclasses you will learn how to make the most of social opportunities, combined with the powerful ‘Go-Giver’ mindset to create online conversations and influence sales. Social Selling is Referral Selling Relationships underpin the selling process. With all things being equal, people will do business with, and refer business to, those people they know, like, and trust. Today, 76% of B2B buyers prefer a vendor recommended by their network. This masterclass explains how to use LinkedIn to build relationships and cultivate a network of referrals based on the principles from Bob Burg’s ‘Endless Referrals’. How You Can Use LinkedIn to Become a Social Selling Pro Your customers are online, researching their options, gathering data, looking for help; it’s easy for them to become overwhelmed. So if you can provide help when they are stuck you can influence their decisions. Social selling is all about using social networks like LinkedIn to create rapport and build relationships with potential customers. MASTERCLASS AT A GLANCE TIMETABLE WEDNESDAY & THURSDAY Conversion Masterclass - Crafting the Perfect Sales Interaction Unlocking the Hidden Revenue in your Business Leading a Winning Team Conversion Masterclass - Crafting the Perfect Sales Interaction Unlocking the Hidden Revenue in your Business Leading a Winning Team 10:45 11:45 12:30 14:15 15:15 16:15 11.00 15.00 16.00 13.00 14.00 12.00 These masterclasses will last for up to 60 minutes.View the timetable online for more details on these interactive sessions. 27
TIMETABLE WEDNESDAY & THURSDAY TIMETABLE WEDNESDAY & THURSDAY HOW TO BUILD A FREELANCE SALES TEAM USING DATA SCIENCE TO POWER BUSINESS GROWTH Future Working: The Rise of Global Independent Sales Professionals: One-fourth of today’s Fortune 500 corporations are now using independent sales reps to extend their company’s reach. With the rise of freelancer statistics growing in the UK and globally we are set to see more and more organisations adopting a hybrid model, where their on-site employees regularly work alongside sales freelancers both locally and remotely. Sports teams use data science to deliver an edge to their players’ performance. Learning from historic information, athletes are more empowered than ever before to win. Partnering With Independent Sales Agents: The Essentials If you’re looking to grow or expand your reach into new markets, but recruiting permanent employed sales staff is too costly, it may be time to consider working with independent (commission-only) sales reps. This masterclass will demystify the process of finding and partnering with experienced commission-only salespeople who will help you develop and grow your sales channels. By attending, you’ll be given everything you need to enable you to tap into the methods that some of the fastest growing companies use to build highly efficient and productive outsourced sales teams. Having sat on both sides of the fence - both as company principals and independent sales reps - Laura McGregor and Ryan Mattock (co-founders of CommissionCrowd) will take you through the ins and outs of building and maintaining a successful independent sales team to grow your business. MASTERCLASS AT A GLANCE 11.00 14.00 16.0012.00 These masterclass sessions will last for up to 60 minutes. Book your space for this masterclass online to ensure a seat! We believe that science holds the key to unlocking human potential. How can your sales athletes use data science to enhance their performance? In this masterclass, learn how predictive lead and account scoring combined with prescribing the right sales activities at the right time can deliver a significant increase in revenue. “Selling is a competitive sport ...and quota- carrying salespeople are the athletes of that sport.” Prediction without prescription is an empty gesture. Most companies rely primarily on predictive models for using data. This is the examination of past behaviours and historic data to give insights into the future. The new science demands that this should be aligned with the prescription of data – the ability to ensure that predictions are realised through defined actions. The application of science Data is the key, but science is what works out its relevance and how we use it. Data science and predictive analytics give us insights and behavioural visibility. Once these insights are within our control, we can use them to prescribe sales persons’ activities and ultimately drive productivity and effectiveness. MASTERCLASS WHAT’S ON 11.00 15.00 16.00 13.00 14.00 12.00 These masterclasses will last for up to 60 minutes.View the timetable online for more details on these interactive sessions. TO BOOK YOUR SEAT ON THIS MASTERCLASS, VISIT WWW.SALESINNOVATIONEXPO.CO.UK/MASTERCLASS 28
MASTERCLASS AT A GLANCE MASTERCLASS WHAT’S ON MAPPING CRITICAL SALES COMPETENCIES MASTERCLASS LEAD FORENSICS MASTERCLASS A step-by-step guide on how to run a sales competency mapping workshop for your own sales organization. STR provides cutting edge solutions designed to accelerate sales productivity and revenue – including a SaaS-based sales effectiveness platform, sales competency modeling, sales management development, and e-learning solutions. Lead Forensics is the intelligent IP tracking tool that tells you who’s visiting your website so you can generate more leads. 11.00 14.0012.00 Ask ten people to define the word ‘competency’ and you’re likely to get 10 different answers. It’s no wonder sales organisations struggle to hire, onboard, and optimise their sales talent. It starts with an agreement on what good looks like. And that starts with agreement on the critical competencies required for success in each sales role. In this workshop, we will show you how to lead and conduct a competency-mapping workshop for your own sales organisation. Are you ready to become a lead generation expert and transform your sales funnel? Lead Forensics is offering you the chance to get ahead of the game by gaining the knowledge you need to turbo-charge your lead generation. With a variety of expert tips, live success stories, demonstrations, and networking opportunities, this is one workshop you want to get your name down for - pronto. Visit www.salesinnovationexpo.co.uk to register for your place at the masterclass and avoid missing out on hearing from the experts in getting the very best from your sales team. • Defining exactly what competency is • The importance of tagging competencies against the four critical elements • Step-by-step guide on running a sales competency mapping workshop • How to leverage the mapping results • Meet sales experts who will reveal top tips on boosting your sales performance • Learn how to utilize the latest tools to maximise your hot sales pipeline • Hear peers tell sales success stories that are almost too good to be true • Join our mixer and meet other sales superstars – share stories & tricks and build your network TIMETABLE WEDNESDAY & THURSDAYTIMETABLE WEDNESDAY & THURSDAY BOOKYOUR MASTERCLASS SPACE ONLINE These masterclass sessions will last for up to 55 minutes. Book your space for this masterclass online to ensure a seat! READYTOTURBOCHARGE YOUR LEAD GENERATION? 11.00 15.00 16.00 13.00 14.00 12.00 These masterclasses will last for up to 60 minutes.View the timetable online for more details on these interactive sessions. 29
INNOVATION AWARDS AND THE NOMINEES ARE.... I’m absolutely delighted to introduce the Sales Innovation Awards and truly showcase the innovation currently running throughout the world of sales. Eddy Lawrance Show Director RECOGNISING THE VERY BEST IN SALESTECHNOLOGY AND SERVICES For the very first time, the Sales Innovation Expo will host The Sales Innovation Awards, a collection of accolades recognising the innovation and cutting edge design currently available in the sector that’s helping to optimise sales performance. The Sales Innovation Awards consists of four accolades rewarding the very best in sales technology and innovation. The award categories are: Honouring the best sales CRM innovation which has played an influential role in giving sales teams the power to increase productivity, generate more leads, and keeping that flow of sales consistent.  The most exciting and ground breaking product or service which has helped in optimising sales effectiveness and engagement and which has ultimately played a significant part in improving team performance. This award honours the most innovative product or service which has assisted sales teams in maximising sales results while minimising the amount of cost, effort, and time expended. Recognition for the product or service which has assisted in creating the most effective sales strategy to achieve growth, and effective planning and training. BEST SALES CRM PRODUCT OR SERVICE AWARD 2016 SALES INNOVATION EXPO PRESENTS AWARDS 2016 OVERALL INNOVATION FOR SALES AWARD 2016 SALES INNOVATION EXPO PRESENTS AWARDS 2016 BEST SALES PRODUCTIVITY PRODUCT OR SERVICE AWARD 2016 SALES INNOVATION EXPO PRESENTS AWARDS 2016 BEST SALES STRATEGY PRODUCT OR SERVICE AWARD 2016 SALES INNOVATION EXPO PRESENTS AWARDS 2016 THE SALES INNOVATION EXPOAWARDS 2016 BEST SALES PRODUCTIVITY PRODUCT OR SERVICE BEST SALES CRM PRODUCT OR SERVICE                       BEST SALES STRATEGY PRODUCT OR SERVICE Data Driven ERA DueDil Inbox Income Lead Forencsics Libris MarketMakers Parker Sofware Ltd Showpad Ltd 3degrees Social GatorLeads Xcel Sales Ltd NewVoiceMedia Call Pro CRM Redspire SalesSeek Salesbox CRM ForceManager Elation Experts Momentum Sales Solutions Phil Olley Unlimited Nisbet Associates Refract S-Academy International SalesOptimize Seller Performance Ltd SMART Way Forward Strategy to Revenue Wise Me Up Ltd 1442 1576 1596 1436 1590 1426 1430 1678 1412 1570 1506 1420 1598 1478 1538 1526 1500 1548 1550 1560 1510 1450 1476 1480 1632 1520 1594 302 30
v SEMINAR AGENDA Sales Innovation Expo brings you an essential schedule of seminars across both days of the show. The Sales Innovation Expo live seminar schedule spans every topic for sales leaders looking to improve the performance of their team, from recruiting sales superstars and generating qualified leads to using social media for selling and set steps to sales success. The seminar schedule runs throughout both days of the exhibition and conference, giving you the flexibility to attend the sessions that interest you at a time that doesn’t conflict with your appointments diary. In front of you will be a prominent, experienced, and influential expert, ready to pass on their wealth of insight, guidance, and ambition to you. PLACES AREFIRST-COME,FIRST-SERVEDSO GET THERE EARLY! Turn the page now to find the full details of every seminar at this year’s Sales Innovation Expo. PARTNERS AND SUPPORTERS We would like to thank our partners, sponsors, supporters and all those responsible for making the Sales Innovation Expo a successful exhibition... SHOW SPONSORS: HEADLINE SUPPORTER: PARTNERS AND SUPPORTERS: TOP SALES WORLD INSPIRING THE GLOBAL SALES COMMUNITY Il Commerciale™ The SalesmanW h e r e v e r t h e r e i s a s a l e s p e r s o n . 31
KEYNOTETHEATRE2 *Contentandspeakersaresubjecttochange.Thedigitalshow guideandseminartimetablewillbeupdatedonlinepriortothe show,sopleasecheckwww.salesinnovationexpo.co.uk forthelatestinformation. KEYNOTE THEATRE 2 WEDNESDAY KEYNOTE THEATRE 2 THURSDAY 11.00 - 11.30 Phil Jones Philmjones International Persuasion and Influence Secrets of the Superstars 11.00 - 11.30 Vonley Joseph Bob Etherington Ltd Get Britain Selling 13.15 - 13.45 Jas Hawker Mission Excellence Leadership Tips for High Performance Teams 13.15 - 13.45 Elizabeth Fulham Salesoptimize Internet is Exploding – How to Find Your Sales Leads Online 11.45 - 12.15 Gordon McAlpine The Sales Club Secret Millionaire’s Sales Guide to Success 11.45 - 12.15 Ken Krogue InsideSales.com Sales in the Cloud 14.00 - 14.30 Martin Moran InsideSales.com Powering Sales Growth With Data Science 14.00 - 14.30 Mark Hunter The Sales Hunter How to Increase Prospecting Results for Sales Leaders 12.30 - 13.00 Matt Tuson NewVoiceMedia Ltd Winning Tactics:What Successful Leaders Have in Common 12.30 - 13.00 Matt Tuson NewVoiceMedia Ltd Winning Tactics:What Successful Leaders Have in Common 14.45 - 15.15 Jim Ninivaggi Strategy to Revenue Turning Strategy Into Execution With Critical Competencies 14.45 - 15.15 Bob Etherington Bob Etherington Group Sales Manager to ‘Leader’ in 30 Secret Minutes 15.30 - 16.00 Mark Hunter The Sales Hunter How to Increase Prospecting Results for Sales Leaders 15.30 - 16.00 Gavin Ingham Gavin Ingham Ltd Be More, Do More, Share More: Facts Tell, Stories Sell 16.15 - 16.45 Rob Brown Networking Coaching Academy Abundant Referrals: How to Get Your Network to Sell You and Refer You! 16.15 - 16.45 Phil Jones, Bob Etherington, Mark Hunter and Mike Sher Panel Session Sales: a Transatlantic Debate 32
THEATRE 3 WEDNESDAY THEATRE 3 THURSDAY 11.00 - 11.30 Oscar Macia ForceManager The Key to Building a High-Performance Sales Team 11.00 - 11.30 Chris Airey Umbrella Marketing Team Traditional Marketing in Our Digital Age 13.15 - 13.45 Nadeem Shaikh SMART Way Forward Recognising Your Leadership Style & Adapting It to Your Team 13.15 - 13.45 Scott Barnsley Parker Software Limited Juicing the Sales Funnel Goodness 11.45 - 12.15 Murray Cowell Inbox Income How Automating Your Email Marketing Can Feed Your Sales Force With Piping Hot Leads 11.45 - 12.15 Alan Versteeg Growth Matters The Imbalance in Sales Enablement 14.00 - 14.30 Shelley Walters Growth Matters Differentiated Conversations – Escaping the Sea of Sameness 14.00 - 14.30 Daniel Leigh Smith Fireworx A Strong Proposition: the Cornerstone of Business Growth 12.30 - 13.00 Scott Barnsley Parker Software Limited Juicing the Sales Funnel Goodness 12.30 - 1300 Dr. Peter Hughes Cognition Sex and the Psychology of Fertile Brands 14.45 - 15.15 Robert Norum agent3 Data. Insight.Action. Boosting Sales With Account Based Marketing (ABM) 14.45 - 15.15 Gary Salisbury Libris Systems Sales Effectiveness - Reach Further, Be More Personal, and Sell More 15.30 - 16.00 Brian Dunne SVM Global Happy Customers Are Built in the Boardroom 15.30 - 16.00 Speaker to be Confirmed Keep an eye on our digital show guide for speaker updates 16.15 - 16.45 Andreas Lalangas Salesbox CRM Beat the Competition With Smart, Collaborative Tech 16.15 - 16.45 Speaker to be Confirmed Keep an eye on our digital show guide for speaker updates THEATRE3 *Contentandspeakersaresubjecttochange.Thedigitalshow guideandseminartimetablewillbeupdatedonlinepriortothe show,sopleasecheckwww.salesinnovationexpo.co.uk forthelatestinformation. 33
THEATRE4 *Contentandspeakersaresubjecttochange.Thedigitalshow guideandseminartimetablewillbeupdatedonlinepriortothe show,sopleasecheckwww.salesinnovationexpo.co.uk forthelatestinformation. THEATRE 4 WEDNESDAY THEATRE 4 THURSDAY 11.00 - 11.30 Andy Gwynn 3 degrees Social How to Gain More Business Through Your Use of Linkedin 11.00 - 11.30 Pete Evans Momentum Sales Solutions Ltd Creating a Culture of Excellence in Your Sales Teams 13.15 - 13.45 Karen Dunne-Squire Elation Experts The Most Profitable Relationship You Will Ever Build 13.15 - 13.45 Karen Dunne-Squire Elation Experts Supercharge Your Sales Performance – a Proven Method 11.45 - 12.15 Lee Chadwick CommuniGator Group Ltd. Lifting the Covers on Data Driven Sales and Marketing Tactics to Improve Business Performance 11.45 - 12.15 Lee Chadwick CommuniGator Group Ltd. Lifting the Covers on Data Driven Sales and Marketing Tactics to Improve Business Performance 14.00 - 14.30 Mike Scher FRONTLINE Selling How You Can Create a Predictable Pipeline and Crush Your Quota 14.00 - 14.30 Mike Scher FRONTLINE Selling How You Can Create a Predictable Pipeline and Crush Your Quota 12.30 - 13.00 Phil Olley Phil Olley Unlimited Guerrilla Tactics for Sales Breakthroughs 12.30 - 13.00 Andy Gwynn 3 degrees Social How to Gain More Business Through Your Use of Linkedin 14.45 - 15.15 Mark Erskine Seller Performance Unlocking the Power of Adaptive Selling Using Behavioural Profiling 14.45 - 15.15 Phil Olley Phil Olley Unlimited Guerrilla Tactics for Sales Breakthroughs 15.30 - 16.00 Pete Evans Momentum Sales Solutions Ltd Creating a Culture of Excellence in Your Sales Teams 15.30 - 16.00 Speaker to be Confirmed Keep an eye on our digital show guide for speaker updates 16.15 - 16.45 Billy Lyle Redspire Ltd Motivate Your Sales Team to Use CRM and Win More Business 16.15 - 16.45 Speaker to be Confirmed Keep an eye on our digital show guide for speaker updates 34
THEATRE 5 WEDNESDAY THEATRE 5 THURSDAY 11.00 - 11.30 Josh Aarons SalesSeek Aligning Sales and Marketing for Explosive Businesses Growth 11.00 - 11.30 James Beveridge Rock Creative Top Tips for Making Sales Videos That Don’t Suck 13.15 - 13.45 Alison Edgar The Entrepreneur’s Godmother From Zero to Sales Hero, You Can Do It Too! 13.15 - 13.45 Nicola Hartland Xcel Sales Ltd Get Targeted, Get Social, Get Talking 11.45 - 12.15 Cormac Murphy Ennovate Consulting 10% Sales Uplift in 10 Weeks - Guaranteed 11.45 - 12.15 Josh Aarons SalesSeek Aligning Sales and Marketing for Explosive Businesses Growth 14.00 - 14.30 Marcus Eden-Ellis Bid Perfect Ltd Ten Things You Need to Know About Writing Winning Bids 14.00 - 14.30 Martin Zeman Data Driven Era How Smart Companies Use Data to Sell More 12.30 - 13.00 Kevin Beales Refract Creating a Coaching Culture in Your Sales Teams 12.30 - 1300 Mark Erskine Seller Performance Unlocking the Power of Adaptive Selling Using Behavioural Profiling 14.45 - 15.15 Liam Ryan CallPro CRM The Coming Revolution of Sales and Marketing 14.45 - 15.15 Shea Heer Wise Me Up Would You Buy From You? Back to Basics 16.15 - 16.45 Antonio Mankulu Bisc Technologies Ltd Africa is Open for Business 15.30 - 16.00 Deb Calvert People First Productivity Solutions The Frontline Sales Imperatives for Creating the Customer Experience 15.30 - 16.00 Darren Lewis DueDil Account Based Selling - What the Top Performing Sales Professionals Do 16.15 - 16.45 Darren Lewis DueDil Account Based Selling - What the Top Performing Sales Professionals do THEATRE5 *Contentandspeakersaresubjecttochange.Thedigitalshow guideandseminartimetablewillbeupdatedonlinepriortothe show,sopleasecheckwww.salesinnovationexpo.co.uk forthelatestinformation. 35
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. 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. 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. 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. SEMINARS 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. IDM TRAINING ACADEMY 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. MASTERCLASSES …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 CHANCE TO NETWORK WITH 1000s OF MARKETING DIRECTORS CO-LOCATED EVENT FOLLOW THE SHOW: @ B2BMarketingUK # B2BUK 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. 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. b2bmarketingexpo.co.uk RUNNING ALONGSIDE SALES INNOVATION EXPO... 36
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. 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. 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. 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. WEDNESDAY | 11.00 | KEYNOTE THEATRE 1 THURSDAY | 11.45 | KEYNOTE THEATRE 1 WEDNESDAY | 11.45 & 14.00 | KEYNOTE THEATRE 1 WEDNESDAY | 13.15 | KEYNOTE THEATRE 1 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! VISIT WWW.B2BMARKETINGEXPO.CO.UK For even more industry-leading seminars from marketing experts MARKET TO A PROFESSIONAL AUDIENCE AT SCALE SOCIAL SELLING: HOW LINKEDIN AND TWITTER CAN INCREASE SALES DIGITAL BEST PRACTISES FOR B2B MARKETERS A NEW WAY TO ENGAGE BUSINESSES: TREAT THEM LIKE PEOPLE AFONSO DE SOUSA, LINKEDIN NICKY KRIEL, THE B2B TWITTER GURU RAJA SAGGI, GOOGLE DERICK WALKER AND ROSIE DUNCAN SAATCHI MASIUS 37
EXHIBITOR LISTINGS 38 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 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 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 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 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 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 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 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
39 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 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 www.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 market- leading 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 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
40 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 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 InsideSales.com Stand Number 1600 InsideSales.com offers the industry’s leading sales acceleration platform built on Neuralytics, a predictive and prescriptive self- learning engine that drives revenue growth by delivering an optimized experience for both salesperson and buyer. 0118 990 1340 uk.insidesales.com 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 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 Libris Stand Number 1590 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 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
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 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 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 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 step- change 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 best- in-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 easy- to-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
42 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 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 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 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 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 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 SalesSeek Stand Number 1538 SalesSeek - Bringing together essential sales and marketing tools for growth-focused businesses. 020 3514 2513 www.salesseek.co.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 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 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 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
43 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 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 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 The Institute of Direct and Digital Marketing Stand Number 376 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. 020 8977 5705 www.theidm.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 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 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 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 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 Trustpilot Stand Number 206 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 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 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
Power Dialer with Call Recording Let us show you how it works. Visit us at stand 1408. www.actimizer.com | +44 (0)2036 301571 | info@actimizer.com 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. Increase sales immediately Retain outbound proactivity Automatic call logging
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. 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 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. GatorLeads features include: • Lead scoring – ranking and scoring your website leads based on their journey so you can identify which leads are sales-ready • Contact Information – purchase your leads email addresses and contact them directly • Private database – so you will get a higher match rate than any other lead generation company • 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 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. Where do your leads come from? GatorLeads will identify the companies visiting your website from usually unidentifiable channels such as PPC, social and more (without them filling out a form)! What do you do with your leads? 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. 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. 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.
3degrees Social Actimizer AdTube agent3 Akero Labs Alison Edgar MD Sales Coaching Solutions Anicca Digital Ltd Arkevista Azquo Bid Perfect Ltd Bisc Technologies Ltd bpma Brandz Ltd Breathe Creative Bullhorn Businessworx Ltd CallPro CRM Clickoo UK Club Row Creations Club Wembley Cognition CommissionCrowd Data Driven ERA Digital Doughnut Digital Marketing Institute Digital Web World Ltd. Dreamtek LTD drumBEAT Marketing DueDil Eden Videos EdgeVerve Elation Experts Ennovate Consulting Everyday Champion Evosite Experian Fireworx Limited FL1 Digital Flowbird Ltd ForceManager FreshMail 1412 1408 162 198 320 1488 140 266 364 1498 1528 160 308 222 312 139 1598 280 384 1400 188 1410 1442 220 356 298 336 218 1576 180 228 1548 1582 326 350 230 291 268 208 1500 150 FRONTLINE Selling by Nisbet Associates Fudge Animation Studios Givvit For Business Global Educ8tions Golding Products Ltd GrowthMatters imapt Impact Digital Marketing Ltd Inbox Income Inbox Insight indigoRiver Infinity Tracking InsideSales.com InsightBee Lead Forensics Libris Local Exposure Mailjet malt. MarketMakers Media Orb Modeaweb Limited Momentum Sales Solutions Limited Narrative Glue Productions NewVoiceMedia No Magnolia Productions Ltd On24 Parker Software Ltd. Passle Ltd Peridigital Phil Olley Unlimited Pi Datametrics Pink Lizard Promotions premier sports uk ltd Prezi Inc Protocol Global Limited PRYSM Group Radioville Redspire Ltd Refract ResponseSource 1510 328 130 1530 152 1578 200 276 1596 318 294 270 1600 182 1436 1590 144 178 124 1426 126 310 1550 241 1420 238 279 1430 330 212 1560 240 120 128 360 368 112 105 1478 1450 192 Retriever New Business Rock S-Academy International Salamandra Design & Digital LTD Sales Coaching Solution Ltd Salesbox CRM SalesOptimize SalesSeek Seller Performance Ltd Showpad Ltd Simply Sales Jobs Sleeping Giant Media Smart Insights SMART Way Forward Sociabble Stampwood Stormburst Studios Strategy to Revenue StudyCourse SuccessFlow Limited Surface 2 Air Media SVM Global Tableau Text Global The Institute of Direct and Digital Marketing The Marketing Pod The MarketingSPA Limited TLF Research Top Sales World TopLine Comms Trustpilot Umbrella Marketing UnDelay.io Veoo Web Behaviour Specialists Win Apps Factory Wing Lee Creative Ltd wise me up Ltd WOW Analytics Write My Site Xcel Sales Ltd 1584 1490 1476 374 1488 1526 1480 1538 1632 1678 1562 190 114 1520 210 300 1580 1594 1462 114 282 1536 388 278 376 234 142 284 1614 316 206 1444 290 378 133 115 358 1472 1570 302 1506 EXHIBITORA - Z 46
47 FLOOR PLAN 346 390 1528 1526 1520 1550 1576 1578 1600 1608 1570 1502 1426 1420 1476 1410 1412 1442 1452 1450 1400 1402 1408 1498 1444 1470 1506 1538 1536 1530 1583 1582 1580 1548 1594 1592 1596 1598 222 220 228 296 290 270 276 238 234 236 232 230 278 212 210 218 266 268 281 284 282 241248 180 182 188 152 198 192 128 124 146 122 120 190 170 172 178 206 202 200 142 144 105 116 118 114110 112 1678 1676 1670 1666 1660 1614 1640 1646 1650 1652 1656 1658165416481642 1630 1632 1622 1624 14861488 1436 14921490 1590 1522 1430 1480 1512 1510 1460 1462 1560 1562 1610 1612 302 306 308 312 316 318 338 336 330 358 328 326 320 376 388 382 380 384 360 366 168 250 160 162 252 254 256 340 164 166 342 344 115 126 208 374 378 1472 1508 260 1478 300 1500 100 102 108 107 109 132 137 133 130 138 139 1584 310 150 298 292294 368 362364 240 291 279 283 280 356 134 104 VISITORS ENTRANCE Keynote Theatre 1 Top Sales World Auditorium Theatre 8 Theatre 7 Theatre 6 B2B Facebook Strategy Masterclass Conversion Boost Masterclass The Hive Using The Cloud To Close Faster Masterclass How To Build A Freelance Sales Team Masterclass Lead Forensics Masterclass Mastering B2B Social Selling Masterclass Secret Formula For Sales Success Masterclass Using Data Science To Power Business Growth Masterclass Mapping Critical Sales Competencies Masterclass The IDM Training Academy Keynote Theatre 2 Top Sales World VIP Lounge Theatre 3 Theatre 4 Theatre 5 SALES INNOVATION E X P O 2 0 1 6
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. 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 www.elation-experts.co.uk 0117 965 2189 11th &12th May 2016 Stand 1548 “ 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

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Sales Innovation Expo Showguide

  • 1.
    WORLD’S LEADING SALES SPEAKERS BRANDNEW SALES TECHNOLOGY FOR 2016 UNLIMITED NETWORKING OPPORTUNITIES IN PARTNERSHIP WITH SPONSORED BY TOP SALES WORLD INSPIRING THE GLOBAL SALES COMMUNITY TAKEYOUR SALESTEAM TOTHE NEXT LEVEL SALES INNOVATION E X P O 2 0 1 6 EVENTGUIDE&PLANNEREUROPE’SLEADINGEVENTFORSALESINNOVATION 11 & 12 MAY 2016 WEDNESDAY 10AM - 6PM THURSDAY 10AM - 5PM 60 INNOVATIVE SUPPLIERS OVER 120 MASTERCLASS SESSIONS 80 SEMINARS LED BY EXPERTS RUNNING ALONGSIDE
  • 2.
    EUROPE’S LEADING SALES EVENT TOPSALES WORLD AUDITORIUM & SPEAKERS 04 MASTERCLASSES & WORKSHOPS 26 B2B MARKETING EXPO FEATURE 36 HEADLINE SALES INNOVATION SPEAKERS 12 SALES INNOVATON AWARDS 30 EXHIBITOR LISTINGS 38 MORE UNMISSABLE SEMINARS 16 SEMINAR AGENDA 32 FLOOR PLAN & A TO Z 46 WHAT TO LOOK FOR AT THIS YEAR’S EVENT: Welcome to the Sales Innovation Expo! Packed with cutting edge advice and innovation essential for the world’s highest performers in the sales industry, this event is dedicated to providing everything you need to turbocharge your sales team! Europe’s leading sales event provides you with the perfect platform to find the techniques, tools, and strategies from across the globe to fire up your sales force, secure new levels of revenue, and reach unprecedented heights of business growth. With so much packed into its two day duration, this show guide is designed to give you all the information you need in order to get the most out of your visit. Sales Innovation Expo takes place alongside The Business Show, the UK’s biggest business exhibition and conference, which is back at ExCeL London on the 11th and 12th of May for its 35th appearance. As well as this, there’s also Business Startup, Going Global, B2B Marketing Expo, Legalex, and Accountex, meaning the event is packed from top to bottom with information, expert knowledge, and industry-leading advice. You can be part of this unmissable show by registering for your free tickets at www.businessboxoffice.co.uk. Use this guide to closely study what’s on and when during the show to ensure you don’t miss out on what’s vital to you. Places for masterclasses and many of the other features are limited due to their huge popularity and always fill up fast, so make sure you register online at www.salesinnovationexpo.co.uk to secure your seat. SALES INNOVATION E X P O 2 0 1 6 Europe’s leading sales event provides you with the perfect platform to find the techniques, tools, and strategies from across the globe... For more information on everything taking place at the show, please visit www. salesinnovationexpo.co.uk. We look forward to seeing you at the show. FOLLOW THE SHOW: @ SalesInnovExpo # SIE2016
  • 3.
    SALES INNOVATION EXPO2016 IS SPONSORED BY: HEADLINE PARTNER: TOP SALES WORLD INSPIRING THE GLOBAL SALES COMMUNITY KEYNOTE SPEAKERS Hear from the best in sales12 WORLD CLASS EXHIBITORS The most innovative businesses in sales38 EXPERT ADVICE Leading sales knowledge & experience22 MASTERCLASSES Choose from a range of interactive sessions26 TSW AUDITORIUM Meet the world’s leading sales speakers04 SEMINAR SCHEDULE Presenting the best guidance & inspiration32 NETWORKING Connect with 1000s of sales professionals PANEL SESSION Sales: a Transatlantic Debate12 B2B MARKETING EXPO Co-located with the show36
  • 4.
    SEMINAR SNAPSHOT How toSet Up ‘Customer-Core’ Enablement Strategies to Drive Outstanding Performance In an ever-changing, buyer-driven world, the relevance of sales force enablement to drive sustainable sales results becomes more important every day. Enablement has a remarkable impact on revenue and sales performance - if the discipline is set up with the customers at the core, following the customer’s journey. THE WORLD’S TOP SALES FORCE ENABLEMENT LEADER Possessing a complete view of the sales process, Tamara Schenk is truly a global thought leader in the world of sales. Join her and enjoy her forward-thinking, innovative, and passionate approach and become a better sales leader. TAMARA SCHENK Tamara has enjoyed more than twenty years of experience in sales and service in different industries on an international level. Her career started in 1992, with her own business of selling and implementing software solutions for the automotive industry. She continued her career in different consulting and sales roles before joining T-Systems in 2005, covering various roles including strategy implementation and business development. Before joining MHI Research Institute in January 2014, Tamara led the global sales force enablement and transformation team, also covering a holistic development program for frontline sales managers. At MHI Research Institute, she connects the dots between experience, research, and client engagements to drive sales performance and sales force transformation in an effective and sustainable way. TOP SALES WORLD AUDITORIUM Top Sales World is a unique location dedicated exclusively to the profession of sales, and as such Sales Innovation Expo 2016 has dedicated a special area of the event to it in the form of the Top Sales World Auditorium. Top Sales World has put together arguably the most significant group of sales experts ever assembled outside of Dreamforce. Present throughout wil be a team that is truly international and will arrive from Australia, Canada, Germany, Switzerland, the US, and, of course, the UK. The Auditorium will host a diverse range of subjects that are currently prominent areas of debate amongst sales leaders throughout both days of the show. The TSW events will be hosted by Jonathan Farrington. Jonathan is an in-demand keynote speaker, author, sales futurist and customer retention specialist. He is the senior partner at Jonathan Farrington & Associates and of course, CEO of Top Sales World. TOP SALES WORLD INSPIRING THE GLOBAL SALES COMMUNITY SEMINAR SNAPSHOT Being a High Performing Sales Organisation Requires a Hard Reset on Conventional Thinking Regardless of what’s worked previously, the unintended consequences of both technology advancement and buyer behaviour is wreaking havoc on sales organisations. Whether you have a small sales force or a highly complex go-to market strategy, there’s no avoiding the reality that how we sell has forever changed. Recognised in 2014 as one of the 50 Most Powerful and Influential Women in California by the National Diversity Council, Tiffani Bova is widely recognised as being one of the most progressive figures in the sales industry. TIFFANI BOVA THOUGHT LEADER, GROWTH EVANGELIST AND SALES STRATEGIST THURSDAY | 11.45 | TSW AUDITORIUM LIMITED SPACES! BOOK ONLINE TO ENSURE YOUR SEAT With a motivation for asking the tough questions, challenging current thinking, and solving big problems for clients, Tiffani is both curious and passionate about how the pursuit of growth will change as new technology, buying behaviours, and markets shift. Tiffani is considered one of the preeminent thinkers around sales transformation and innovative growth strategies; and she has received numerous honours and industry recognition for her work. WEDNESDAY | 14.15 | TSW AUDITORIUM HOSTED BY JONATHAN FARRINGTON 4
  • 5.
    MENTOR TO SALES LEADERSACROSS THE WORLD A deliverer of keynote talks and messaging skills workshops to more than 10,000 marketing and sales executives in over 13 countries, Erik Peterson has developed a unique insight into the ERIK PETERSON SEMINAR SNAPSHOT Good Intentions, Wrong Instincts: a Counterintuitive Approach to Message Differentiation Traditional thinking can be your biggest hurdle to creating differentiation in your customer conversations. In this session, Corporate Visions’ Erik Peterson shares counterintuitive findings from original research conducted by his company and an expert in messaging and persuasion. challenges facing today’s marketing and sales professionals – and he’s here to share it with you. WEDNESDAY | 12.20 TSW AUDITORIUM SEMINAR SNAPSHOT Nonstop Sales Boom: Putting an End to Boom- and-Bust Sales Cycles How many times have you or someone on your team come off a great month or quarter, only to find that the pipeline is woefully empty? In this session, Colleen will introduce a new way of looking at your client relationships so you can learn how to systematically attract a regular flow of prospects and move them smoothly through the pipeline – and beyond – to create your own nonstop sales boom! INNOVATOR IN SALES STRATEGY Colleen is driven by a passion for sales - and results. A successful sales leader for over 20 years, she understands the challenges of selling in today’s market. Clients note her frank, no-nonsense approach to solving problems and addressing opportunities – an approach that deliver sales results. Colleen is the bestselling author of popular sales books including COLLEEN FRANCIS B2B SALES THOUGHT LEADER Jason Jordan is a founding partner of Vantage Point, the world’s leading training and development firm focused exclusively on sales managers. He is a recognised thought leader in the domain of B2B sales and conducts ongoing research into the sales management best practices of leading sales. Jason’s extensive research led to the breakthrough insights in his bestselling book, ‘Cracking the Sales Management Code’; his writing has been published by Harvard Business Review, Forbes, Entrepreneur, Sales & Marketing Management, and many other leading publications. Jason resides in Charlottesville, Virginia, USA, where he lectures at the University of Virginia’s Darden Graduate School of Business. JASON JORDAN WEDNESDAY | 16.45 TSW AUDITORIUM WEDNESDAY | 13.35 TSW AUDITORIUM the recent ‘Nonstop Sales Boom’. She is a Certified Sales Professional (CSP) and an inductee into the Speaking Hall of Fame. SEMINAR SNAPSHOT Sales Management and CRM: a Match Made in Heaven or Hell? CRM has been around for decades, but what has it given us? Better sales management? Better salespeople? Better sales results? Maybe. Join Jason as he shares insights from his ground breaking research that reveals how world class sales forces use sales metrics to proactively drive performance. Learn which metrics are the most important, which are management red herrings, and which are downright useless. TRANSFORMING SALES TEAMS INTO SALES FORCES A passionate and dynamic presence, Russell Acton has a distinguished professional background in inspiring organisations to become powerful selling execution engines, and then motivating sales forces to repeat this model of success. Russell is vice president and general manager, international at Capriza Inc., an organisation enabling enterprises to unlock the promises of mobility. He is a renowned keynote speaker, sales strategist, and RUSSELL ACTON SEMINAR SNAPSHOT A Practical ‘Survival Guide’ for a Modern Day Enterprise Sales Person In his exciting seminar, Russell will share insights into market dynamics, buying trends, and present simple practical approaches anyone can implement, whether you’re a sales person or sales manager! in-demand mentor and is known for turning the common thinking on sales excellence on its head. THURSDAY | 14.15 TSW AUDITORIUM 5
  • 6.
    SEMINAR SNAPSHOT Create Better,More Effective Conversations in Today’s Hyper-Digital World In this era of iPads, iPhones, and apps, sales communications may be growing, but sales conversations are dying — and so are too many sales. Globalisation, the explosion in competition, the slow economy, and fast-emerging technologies all have changed buying habits. Salespeople can no longer rely on the traditional sales methodologies. They must change the conversation. Linda Richardson is a New York Times bestselling author, educator, sales leader, and the founder of the Richardson consulting firm. She has dedicated herself to helping organisations around the world improve sales performance, process, and effectiveness. LINDA RICHARDSON SEMINAR SNAPSHOT How to Read a Customer Like a Book Get ready for an entertaining, interactive, and insightful session delivered by Dr. Tony Alessandra. In this powerful seminar, you will learn useful techniques to adjust your selling style to match the customer’s buying style. Dr. Tony will cover how to: create faster rapport than ever before, read customer styles quickly and accurately, and practice adaptability by s elling others the way they want and need to be sold. ONE OF THE TOP SALES & MARKETING INFLUENCERS IN THE WORLD NEW YORK TIMES BESTSELLING SALES AUTHOR Dr. Tony Alessandra helps companies turn prospects into promoters by out-marketing, out-selling, and out-servicing the competition. He earned his PhD in marketing in 1976 from Georgia State University and is CEO of Assessments 24x7 LLC, a company that offers a variety of online assessments, including the widely used DISC profile. Tony is featured in over 100 audio/video programs and films and is also a prolific author with 30 books translated into over 50 foreign language editions, including ‘The Platinum Rule for DISC Sales Mastery’, ‘Collaborative Selling’, and ‘Non- Manipulative Selling’. Recognised by Meetings & Conventions Magazine as DR.TONY ALESSANDRA THURSDAY | 13.00 | TSW AUDITORIUM “One of America’s most electrifying speakers”, Dr. Alessandra was inducted into the NSA Speakers Hall of Fame in 1985. In 2012, Tony was elected into the inaugural class of the Top Sales World Sales Hall of Fame and was voted one of the Top 50 Sales & Marketing Influencers. Richardson began her career as a teacher and firmly believes that great selling is great teaching—collaborative, relevant, and results driven. DISTINGUISHED LEADERSHIP EXPERT SEMINAR SNAPSHOT Conscious Selling and the Art of Commercial Conversations We know ‘sales’ has changed! We know sellers want new conversations! Conscious selling is not just being awake on the job; it is being awake to the different approaches, focus, and outcomes around your role as a pivotal cog in your company’s wheel. Sellers have a privileged responsibility to help their buyers grow their business; to achieve that there are certain conversations to have with yourself and with your buyer to succeed in this new sales environment. BERNADETTE MCCLELLAND Bernadette McClelland’s focus on innovative revenue generating strategies and tactics has helped individuals across a variety of industries elevate their potential and achieve growth in today’s marketplace. A former sales executive with Xerox Australia and Asia Pacific’s results coach for Anthony Robbins, Bernadette has led high net worth sales initiatives, led new product launches, and managed enterprise projects driving specific outcomes. Given her experience, she now helps bridge the gap between business goals and the potential of executives and team members leading the charge to step up, show up, and speak up even more. Her client conversations focus on shifting the sales conversation and raising the bar for B2B selling to be more ‘real’ and transparent, with an equally strong focus on supporting and nurturing emerging female sales leaders and executives within male oriented B2B environments. WEDNESDAY | 15.30 TSW AUDITORIUM 6
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    SEMINAR SNAPSHOT Increase YourSuccess Velocity™ Velocity is your rate of advancement towards your goal. Jim will show you how to decrease the inhibitors and multiply the boosters to get the optimum velocity from all that you do. Without working harder or longer you can achieve much more. Learn how from the original author of ‘Relationship Selling’. MULTIPLE AWARD WINNING SALES SPEAKER Jim Cathcart helps people succeed. He is in the top 1% of all professional speakers and has received virtually every award in that profession. JIM CATHCART THURSDAY | 15.30 | TSW AUDITORIUM 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 WEDNESDAY | 11.45 | TSW AUDITORIUM LEADING LIGHT IN SALES EFFECTIVENESS A Swiss citizen living in France and doing business in German, English, and French; Christian Maurer helps B2B sales leaders to sustainably improve the productivity of their organisations. He has developed an uncanny skill for helping companies improve B2B opportunity and account management through the design and implementation of client specific programs extended with customer-centric sales processes, sales forecasting, and individual effectiveness programs for sales leaders. In addition to his consulting activities, Christian lectures on the topics of complex sales methods and international sales management in the MA program ‘Strategic Sales Management’ at the ESB Business School at Reutlingen University, Germany. He is also a lecturer in the ME program ‘Leadership in Industrial Sales and Technology’ at Aalen University, Germany, on the topics of structuring and leading international sales forces. CHRISTIAN MAURER WEDNESDAY | 17.20 | TSW AUDITORIUM SEMINAR SNAPSHOT The Terms B2B and B2C Have Become Obsolete, Haven’t They? Are the marketers who have done away with the distinction between B2B and B2C and use only the all-encompassing term H2H (human to human), right? Better alignment between sales and marketing is important in this new era of selling; should sellers adhere to this new terminology? In this interactive seminar you will learn why adopting the terminology can be detrimental to seller’s success. AMERICA’S PRINCIPAL REFERRAL SELLING AUTHORITY Joanne Black is America’s leading authority on referral selling. As the founder of No More Cold Calling, Joanne works with salespeople, sales teams, and business owners to build their referral networks, get introductions, attract top clients, decrease costs, and ace out the competition. A captivating speaker and innovative seminar leader, Joanne is a member of the National Speakers Association JOANNE BLACK SEMINAR SNAPSHOT Stop Cold Calling: Get the One-Call Referral Meeting Turn up the heat on your prospecting and attract your best and most profitable clients. Get every meeting at the level that counts, convert more than 50% to clients, and ace-out your competition. Leverage the power of your referral network, and hit your sales numbers without hitting the phones. Whether or not you currently cold call, you’ll learn how to get the one-call meeting with a referral introduction. and author of ‘No More Cold Calling™: The Breakthrough System That Will Leave Your Competition in the Dust’ and ‘Pick Up the Damn Phone! How People, Not Technology, Seal the Deal’. She is consistently recognised as a top blogger on sales and social media sites. Joanne’s active consultation with clients began in 1996 when she developed a system based on the belief that creating relationships and getting referrals generate a faster rate of sales in a way that is more cost-efficient than cold calling. Joanne, a multiple award winner for sales excellence, speaks at sales and incentive meetings, conferences, and association meetings. of 2014 & 2015 by Top Sales World Magazine, and was inducted into the Sales & Marketing Hall of Fame in 2012. 7
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    CIAN MCLOUGHLIN REVERED LEADERSHIPAUTHORITY WEDNESDAY | 13.00 | TSW AUDITORIUM INFLUENTIAL SALES COMMENTATOR SEMINAR SNAPSHOT Transcending the Transaction: Are You Enabling or Disabling Customer Connections? Are you guilty of making three big mistakes, inadvertently disabling your sales team by forcing commoditization and transactional selling? Join this workshop for a self-assessment and wake-up call. We’ll review buyer research to reveal simple fixes so you can boost sales productivity and top line revenue by more effectively enabling (not disabling!) your sales managers and sellers. SEMINAR SNAPSHOT The Great Sales Disruption and What to Do About It Between 40% and 66% of sales people fail to achieve their numbers in B2B selling. Every seller is facing disruption once differentiated products, services, and solutions become commodities. Buyers have never been more empowered and sellers have never been more challenged in achieving cut-through and differentiation. With a career spanning 25 years and over $1B made in sales, Barbara Giamanco is a name known throughout the world for her influence in the industry. Passionate about helping salespeople and sales teams sell more and more often, she understands perfectly the challenges that face sales leaders and salespeople. Cian is the founder and CEO of Trinity Perspectives, a sales training and advisory firm that specialises in helping technology companies understand why they win and lose the deals they pitch for. Trinity is committed to helping businesses unlock the latent potential of customer’s insights. With a successful C-level background in sales, technology, and leadership development, Barb’s experience speaks for itself. She capped her corporate career at Microsoft, where she led sales teams and coached executives. Barbara’s book, ‘The New Handshake: Sales Meets Social Media’ is the first book written about social selling. She is consistently recognised as a  Top Sales Blogger, a Top 25 Influential Leader in Sales, a Top 25 Sales Influencer on Twitter, and is one of Top Sales World’s Top 50 Sales and Marketing Influencers for the 3rd year in a row. Her LinkedIn profile ranks in the Top 1% of all profiles viewed. BARBARA GIAMANCO WEDNESDAY | 10.30 | TSW AUDITORIUM With ASX & Fortune 500 clients across Australia and the Asia Pacific region, Cian has worked with sales leaders from Brisbane to Bangkok, Christchurch to Cape Town, and everywhere in between. A regular sales and marketing commentator on media including Sky News Business and the Huffington Post, in September 2015, Cian’s blog was voted one of the Top 50 Sales Blogs globally by Top Sales Magazine. THURSDAY | 16.05 TSW AUDITORIUM EMINENT SALES & MARKETING INFLUENCER NO1 SALES INFLUENCER IN THE ASIA & PACIFIC REGION Deb Calvert, author of the bestseller ‘DISCOVER Questions® Get You Connected’ and a Top 50 Sales & Marketing Influencer, founded People First Productivity Solutions in 2006 to help businesses build organisational strength by putting people first. The PFPS focus is to boost company productivity through people development. This work includes sales training, coaching, The #1 ranked influencer for professional selling in the Asia-Pacific region by Top Sales World magazine, bestselling author, and highly sought after keynote speaker Tony J Hughes has the strategies to transform sales results for the modern day business. Tony understands modern strategic selling in the real world and has a successful track record in both sales director and managing director roles for public companies in his thirty years of experience. DEB CALVERT TONY J HUGHES and consulting on sales productivity drivers; leadership program design and facilitation; team effectiveness work, and executive coaching. ALSO SPEAKING ON: THURSDAY, THEATRE 5 AT 15.30 8
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    SEMINAR SNAPSHOT Social Sellingto the C-Suite In this interactive session, Barbara, one of the first evangelists of leveraging social media in sales, wakes you up to the reality of selling in today’s digitally wired marketplace. Learn how to connect, engage, and influence buyers by following a focused social selling strategy. Using social channels and business intelligence, strengthen pre-call research and sales meeting planning to maximise initial contacts with C-level decision makers every time. SEMINAR SNAPSHOT Can Checklists Save the Sales Profession? The sales profession is in a massive decline. Sales people can no longer ‘wing it’ to bring in enough deals to make their numbers. Could something as simple as checklists help sales teams speed up sales cycles, increase win rates, and boost deal sizes? SEMINAR SNAPSHOT How to Reliably Predict Sales Performance Every business needs to grow sales and recruit successful salespeople, but despite this most salespeople fail. Sales headcount turnover is twice that in other functions, and although 67% of sales organisations plan to increase headcount in the next year, two-thirds of them admit they struggle with recruitment. For over 25 years, OMG has led the market in sales evaluation tools, specifically designed to measure and predict sales performance. SEMINAR SNAPSHOT Rebirth of the Sales Industry This seminar will explore the unprecedented change and disruption underway in the B2B sales industry, as new technologies and consumption models emerge and the balance of power shifts from vendors to customers. Through real world stories and sales cycles, Cian offers a blueprint to help sales professionals and sales leaders achieve sales mastery by developing their sales effectiveness and enhancing their personal and professional brands. THURSDAY | 14.50 | TSW AUDITORIUM Author of the new book ‘Rebirth of the Salesman’ and co-author of the Amazon #1 bestseller ‘Secrets of Business Success’, Cian is a passionate proponent of an ethical, honest, and authentic approach to sales. THURSDAY | 10.30 TSW AUDITORIUM SPEAKING THE LANGUAGE OF SALES SUCCESS SALES PERFORMANCE EXPERTGeorge Brontén believes that for a sales team to succeed in reaching their objectives, they need a firm sales process in place and share a common sales language. An instrumental figure in sales, George’s insight could be the key to consistently strong performances in B2B sales. A former sales professional himself, Stephen Jones is distinguished from many other sales performance consultants as he GEORGE BRONTÉN STEPHEN JONES George is the founder & CEO of Membrain, the world’s first sales improvement software that makes it easy to execute your sales strategy. George is a life-long entrepreneur with 20 years of experience in the software space and a passion for sales and marketing. can truly say that he has ‘been there and done that,’ fully appreciating what does and what doesn’t motivate sales people to make change. Stephen works with B2B sales organisations to improve all aspects of their sales performance. He has over 30 years’ experience in senior sales and sales management positions with IBM, Oracle, and BT. These have involved overall responsibility for the commercial relationship with large global customers such as Unilever, GSK, BT, Pfizer, Mars, Barclays, SSE, and Thomson Reuters, managing teams of up to 20 sales and support professionals. THURSDAY | 11.05 | TSW AUDITORIUM 9
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    TSW AUDITORIUM WEDNESDAYTSW AUDITORIUM THURSDAY 10.30 - 10.55 Deb Calvert, People First Productivity Solutions Transcending the Transaction: Are You Enabling or Disabling Customer Connections? 10.30 - 10.55 Cian McLoughlin, Trinity Perspectives Rebirth of the Sales Industry 12.20 - 12.50 Erik Peterson Good Intentions, Wrong Instincts: a Counterintuitive Approach to Message Differentiation 13.00 - 13.25 Dr. Tony Alessandra, Assessments 24x7 LLC How to Read a Customer Like a Book 14.50 - 15.20 Speaker to be confirmed Keep an eye on our digital show guide for speaker updates 15.30 - 15.55 Jim Cathcart, Cathcart Institute, Inc. Increase Your Success Velocity™ 11.45 - 12.10 Joanne Black, No More Cold Calling™ Stop Cold Calling: Get the One-Call Referral Meeting 11.45 - 12.10 Tiffani Bova, Salesforce Being a High Performing Sales Organisation Requires a Hard Reset on Conventional Thinking 13.35 - 14.05 Russell Acton, Capriza Inc Disappearing World - a Practical ‘Survival Guide’ for a Modern Day Enterprise Sales Person 14.15 - 14.40 Jason Jordan, Vantage Point Sales Management and CRM: a Match Made in Heaven or Hell? 16.05 - 16.35 Speaker to be confirmed Keep an eye on our digital show guide for speaker updates 11.05 - 11.35 Speaker to be confirmed Keep an eye on our digital show guide for speaker updates 11.05 - 11.35 Stephen Jones, Objective Management Group How to Reliably Predict Sales Performance 13.00 - 13.25 Barbara Giamanco, Social Centred Selling Social Selling to the C-Suite 13.35 - 14.05 Speaker to be confirmed Keep an eye on our digital show guide for speaker updates 15.30 - 15.55 Bernadette McClelland Conscious Selling and the Art of Commercial Conversations 16.05 - 16.35 Tony J Hughes, RSVPelling Pty Ltd The Great Sales Disruption and What to Do About It 12.20 - 12.50 Speaker to be confirmed Keep an eye on our digital show guide for speaker updates 14.15 - 14.40 Tamara Schenk, CSO Insights How to Set Up “Customer-Core” Enablement Strategies to Drive Outstanding Performance 14.50 - 15.20 George Bronten, Membrain Can Checklists Save the Sales Profession? 16.45 - 17.10 Colleen Francis, Engage Selling Solutions Inc. Non-Stop Sales Boom: Putting an End to Boom-and-Bust Sales Cycles 17.20 - 17.45 Christian Maurer The Terms B2B and B2C Have Become Obsolete, Haven’t They? BOOK YOUR SEAT! VISIT WWW.SALESINNOVATIONEXPO.CO.UK These seminars are free to attend, but due to their popularity you’ll need to register your place to avoid missing out. Ensure your seat today by visiting: TSWAUDITORIUMAGENDA *Contentandspeakersaresubjecttochange.Thedigitalshow guideandseminartimetablewillbeupdatedonlinepriortothe show,sopleasecheckwww.salesinnovationexpo.co.uk forthelatestinformation. 10
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    Kieron Hatcher Kortx Ltd “Ihave been on the platform for less than two weeks and already have 3 sales guys and one 5 figure deal with a new client”. @commissioncrowd /commissioncrowd +44 131 618 2300 SALES MANAGE CONNECT BOOST SALES & REVENUE COMMISSION- ONLY SALES FREELANCE SALES AGENTS Save £100 on our Annual membership - only £299 Code: SIE2016 Masterclass: How To Build A Freelance Sales Team Wed: 11:00, 12:00, 14:00, 16:00 Thurs: 11:00, 12:00, 14:00, 16:00 Find our more about our: The definitive online platform for independent salespeople and the businesses who grow because of them. CommissionCrowd is for companies to find, connect and manage remote working relationships with commission-only sales agents. CommissionCrowd is freelance sales agents to connect with great companies, easily manage their remote working partnerships and save time so they can sell more. SALES HAS EVOLVED FREELANCE
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    THE WORLD’S LEADING NETWORKINGEXPERT Rob Brown is founder of the Networking Coaching Academy and the most recommended networking expert in the world according to LinkedIn. Author of the upcoming book ‘Build Your Reputation’ by Wiley, ROB BROWN NETWORKING COACHING ACADEMY THE WORLD’S MOST INFLUENTIAL SALES LEADER SEMINAR SNAPSHOT How to Increase Prospecting Results For Sales Leaders It is critical to drive better results from your sales team. Mark Hunter has had global success in helping sales leaders double and triple their prospecting results by providing specific “How Tos.” Learn “How To” (1) define clear and measurable goals, (2) develop sustainable disciplines, (3) sharpen skills, (4) establish prospecting as a priority, and (5) develop confidence. DIRECTOR, THE SALES HUNTERMARK HUNTER Mark Hunter, “The Sales Hunter,” is the foremost thought leader in sales profitability and sales leadership. Mark speaks globally to thousands of sales leaders and sales forces each year, sharing strategies from his book ‘High- Profit Selling: Win the Sale Without Compromising on Price’. WEDNESDAY | 15.30 | KEYNOTE THEATRE 2 Mark is recognised as one of the Top 50 Influencers by Top Sales World and recently named a Top 25 Sales Guru with Bill Gates and Richard Branson. Since 1998, Mark has worked with the largest companies in the world, including Samsung, Coca-Cola, American Express, and Sony, presenting thousands of keynotes and customized training programs. HEADLINE SPEAKERS SALES: A TRANSATLANTIC DEBATE UNMISSABLE SPEAKERS PANEL SESSION This is your chance to learn about the innovation, current and future developments, and unmissable opportunities happening within the sales industry, delivered to you by the most influential and experienced figures from across the world of sales. The following pages will highlight the seminars you simply cannot afford to miss. The Sales Innovation Expo’s panel session offers you an opportunity to listen to and interact with some of the industry’s most revered leaders as they discuss the current key issues within the world of sales. Build your knowledge and evolve your business with sessions packed with insight, information, and advice. Join Bob Etherington, Mark Hunter, Phil M Jones, & Mike Scher in the Keynote Thea- tre on Thursday 12th from 16.15 - 16.45. In front of you will be a prominent, experienced, and influential expert, ready to pass on their wealth of insight, guidance, and ambition to you. Page 12 Page 12 Page 18 Page 12 PHIL JONES MARK HUNTER MIKE SCHER BOB ETHERINGTON SALES NETWORKING VISIONARY An inspirational leader and distinguished salesman, Gordon McAlpine has achieved extraordinary professional success without ever requiring outside investment. Gordon founded The Sales Club in 2010, after previously gaining 20 years’ sales & marketing experience from corporations such as pharmaceutical giant Astra Zeneca, to smaller entrepreneurial businesses. In 1997, Gordon co-founded fast growth technology company BigHand, where as sales and marketing director, he built and led a high performance sales team, culminating in the successful THE SALES CLUB GORDON MCALPINE ALSO SPEAKING ON: THURSDAY, KEYNOTE THEATRE 2 AT 14.00 12
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    WEDNESDAY | 16.15 KEYNOTETHEATRE 2 Rob speaks globally on building and leveraging powerful connections for networks for greater influence, more sales and enhanced career opportunities. His popular Networking Giants Radio Show interviews experts globally on referrals, LinkedIn, reputation, trust, likeability and presence. LEADER OF THE RED ARROWS REVERED AUTHORITY IN SALES PSYCHOLOGY AND NEGOTIATION Whether it’s through his business ventures or during his time flying with the Red Arrows, Jas Hawker is used to ascending to impressive heights. Jas has first-hand experience of developing and leading a world-class high performance team as leader of the Red Arrows. As a fighter pilot, he was the youngest ever pilot to fly the Tornado ground attack aircraft on the front-line and was able to lead any scale of combat mission in any part of the world. In 2007 he was selected to be commanding officer and leader of the Red Arrows where he led the team across four continents and performed over 500 public displays. Jas is now a director of Mission Excellence, an organisational performance consultancy focused on improving clients’ execution. Mission Excellence has worked extensively with sales teams, ‘cutting through the noise’ to improve team effectiveness and business performance. DIRECTOR, MISSION EXCELLENCE JAS HAWKER SEMINAR SNAPSHOT Leadership Tips for High Performance Teams What do high performance teams all have in common? The answer is people with the right values and behaviours, clear simple priorities when undertaking any activity, and the ability to apply honest and objective learning. Jas will bring lessons from the Red Arrows that can be applied to any sales team to improve performance with take-away messages that can be applied the very next day. SEMINAR SNAPSHOT Secret Millionaire’s Sales Guide to Success As a successful entrepreneur who appeared on C4’s “The Secret Millionaire”, Gordon built and sold his technology company BigHand. In this inspirational seminar, Gordon shares his story about what transformed him into a salesperson who achieved great success, never once borrowing a penny from the bank or investors and by creating a dynamic sales engine to drive organic growth. SEMINAR SNAPSHOT Persuasion and Influence Secrets of the Superstars You have all witnessed people in your teams and organisations that massively outperform the others. Discover practical, simple, and powerful actions to move you and your teams from “above average” to “sales superstars”. WEDNESDAY | 13.15 KEYNOTE THEATRE 2 WEDNESDAY | 11.45 KEYNOTE THEATRE 2 Universally recognised for his strategies, vision, and achievements in the field of sales, Phil M Jones is a truly self-made sales performance legend. With nearly 20 years in the sales and retail fields, Phil has made a name for himself across the globe. His effective methods are sought after by companies and individuals on nearly every continent and in every major industry. Phil’s rigorous travel schedule is jam packed with new countries and cities, and his best- selling books and CDs have helped hundreds of thousands of business owners and sales professionals develop new skills to maximise their potential. As a child, Phil developed an affinity PHILMJONES INTERNATIONAL PHIL M JONES sale of BigHand in 2006. A passion for sales and an entrepreneurial vision led to Gordon founding The Sales Club, the world’s first cross-sector networking club for sales leaders that counts members including American Express, Jaguar, Land Rover, and Toshiba. In 2010, Gordon featured in Channel 4’s The Secret Millionaire, returning to help struggling social enterprises in the deprived area of Govan in Glasgow, and made financial donations to help struggling social enterprises. At the tender age of 14, Phil launched a prestigious career that consistently delivers performance far ahead of the curve. Multi-award winning and with accolades from the world’s best, investing your time with Phil is guaranteed to bring huge returns. WEDNESDAY | 11.00 | KEYNOTE THEATRE 2 for negotiation and masterminding ingenious ways of packaging otherwise ordinary products and services. SEMINAR SNAPSHOT Abundant Referrals: How to Get Your Network to Sell You and Refer You! You’ve built your network and have good customers/clients. Now you just need to inspire them to recommend you to their network. Welcome to world of abundant referrals - the easiest and best way to grow your business! 13
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    THURSDAY | 15.30 KEYNOTETHEATRE 2 SEMINAR SNAPSHOT Winning Tactics: What Successful Leaders Have in Common Having worked at market-leading global organisations, leading both global and regional sales teams, Matt has encountered numerous sales winners, and a few failures. In all his time at the helm, Matt has discovered invaluable tips and tactics repeated by those that find themselves at the top of the tree. In this presentation, packed full of real-world examples and stories, Matt reveals those killer instincts and tactics that successful sales leaders have in common. SEMINAR SNAPSHOT Africa Is Open For Business Africa has six of the ten fastest growing economies in the world. It is growing faster than the OECD, Latin America, Eastern Europe and the Middle East. By 2020, five of its cities will each have household spending to rival Mumbai - one of the world’s largest cities. This seminar will provide insight into the most promising countries to enter and how to use technology to sell into Africa. DISTINGUISHED SALES LEADER THE NO.1 SALES MOTIVATOR AFRICA IS OPEN FOR BUSINESS Successful sales leaders share certain characteristics that provide them with the ability to effectively lead their team in the pursuit of customers. Matt Tuson recognises exactly what those common traits are, and he’s here to disclose the tactics and techniques required to achieve sales prosperity. Matt leads the global sales organisation at NewVoiceMedia, accelerating growth through new customer acquisition and maintaining successful and NEW VOICE MEDIA MATT TUSON WEDNESDAY | 12.30 | KEYNOTE THEATRE 2 LEADING THE WAY IN SALES PRACTICE Karen is a qualified ISMM sales and marketing trainer, facilitator, and leading expert in sales practice. She is a firm believer that you never stop learning and with 20 years of sales management in large corporates behind her, she knows that constant learning is key to high performance. A dynamic, straight-speaking presenter with the ability to get his audience to think about business and life like never before, Gavin Ingham is a man who knows what it takes to add value for you and your business and to help you to make more sales. As a sales and mental toughness expert from a background in high pressure sales, Gavin’s passion is to understand what makes high performance teams and individuals tick. He provokes audiences to think about business and life in a whole new way. Gavin’s mantra is ‘Be more, do more, have more’ and his practical strategies for taking positive action ensure that delegates Antonio Mankulu is an African-born entrepreneur and CEO of Bisc Technologies Ltd. Antonio sold his first business at the age of 19 while studying Business & Computer Science at Aston University; he’s now leading Bisc Technologies, whose software technologies are disrupting not only the European market but also the African continent as a whole. ELATION EXPERTSKAREN DUNNE-SQUIRE Karen’s techniques go beyond classroom-based learning and she aims to avoid the common pitfalls of traditional sales training, as her controversial and over-subscribed session at last year’s exhibition – ‘Sack the Sales Trainer’ - demonstrates. A true innovator and problem solver, Karen has devised a unique, robust, and proven methodology to bring sales success to any business in any sector - The Three Pillars of Successful Selling. Every business is asking itself the same simple question: ‘How can I get more sales?’ Whilst the question is simple the answer is often not – until now. WEDNESDAY | 13.15 THEATRE 4 trusted partnerships with existing customers. His background includes driving success at Salesforce®, where he led Service Cloud’s sales distribution and go-to-market strategy across EMEA; and RightNow Technologies (Oracle), a web, social, and contact centre solution, as vice president of sales. ALSO SPEAKING ON: THURSDAY, KEYNOTE THEATRE 2 AT 12.30 GAVIN INGHAM LTD GAVIN INGHAM BISC TECHNOLOGIES LTD ANTONIO MANKULU 14
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    SEMINAR SNAPSHOT Be More,Do More, Share More: Facts Tell, Stories Sell Are you finding it ever harder to achieve real connection with customers, to convince them of the value you add, and to make sales? It’s not surprising. Most salespeople are taught a logical and linear approach – ask diagnostic questions, outline value propositions, and work out ROI. It doesn’t work. There is a better way...Gavin will show you a simple six step strategy that will help you make more sales. SEMINAR SNAPSHOT Sales in the Cloud Ken will discuss how advancements in technology and analytics have forever changed the business landscape. GLOBAL NAME IN SOCIAL SELLING THURSDAY | 14.45 | KEYNOTE THEATRE 2 EUROPE’S BEST SALES TRAINER Recognised as #2 in the world for social selling and as one of the ‘Top 25 Most Influential Inside Sales Professionals of 2015,’ Ken Krogue, president of InsideSales. com, has been behind the inside sales industry’s leading sales acceleration platform since 2004. Ken brings more than 24 years of experience in sales, development, and marketing in both domestic and international markets. Ken is a weekly contributor on Forbes.com and an active thought leader in the inside sales industry. Since the 1970s, Bob Etherington has developed a reputation for being a modern professor of selling. With experience of numerous key global markets and several recessions, there are few who can match Bob’s distinguished career in sales. Bob’s lifetime in sales began at Rank Xerox in the 1970s. He then spent some years as a broker in the City of London before being head-hunted by the international news giant Thomson Reuters. He rose through the ranks over 22 years (including six years in New York), becoming a main board director of Reuters Transaction Services Ltd and international director of sales training. THURSDAY | 11.45 KEYNOTE THEATRE 2 SEMINAR SNAPSHOT Supercharge Your Sales Performance – a Proven Method In this presentation, Karen will share with you a unique and proven methodology that is bringing genuine growth to UK businesses right now. The Three Pillars of Successful Selling is a planning and development tool that will allow you to review, assess, and develop your sales operation into a high performing resource. Don’t miss out on this session if you want to walk away able to implement genuine growth today. SEMINAR SNAPSHOT The Most Profitable Relationship You Will Ever Build The customer journey can be powerfully influenced by great marketing and this seminar will illustrate not only the impact that a strong sales/marketing alliance can have, but it will also share some key models for how you can leverage this relationship and add real impact to your sales performance. This seminar will teach you how to get more growth without employing more resources. BOB ETHERINGTON GROUP BOB ETHERINGTON SEMINAR SNAPSHOT Sales Manager to ‘Leader’ in 30 Secret Minutes Deciding to change to sales leader can easily double or triple your team’s sales performance in 12 months. Not only that, your team will be more fulfilled and have more fun. They’ll also tell everyone they transformed themselves! Put ‘leadership’ into Google and you’ll get over 550million hits, so what really defines it? This ‘secret seminar’ will show you the five specific things that successful leaders do. Just copy them and see what happens. ALSO SPEAKING ON: THURSDAY, THEATRE 4 AT 13.15 INSIDESALES.COM KEN KROGUE do just that. He asks the difficult, game-changing questions that other people don’t ask. Gavin has given 1,000 paid talks to over 100,000 delegates and spoken all over Europe, the US, and Africa. This includes three times speaking at the Institute of Sales and Marketing Management’s conference and being a judge for the BESMA Awards. Bob left Reuters in 2001 to start his own sales training company (one that ‘does what it says on the tin’). He now owns a group of companies which deliver bespoke training programmes all over the world. His clients range from leading energy companies and banks, down to one–man-bands and start-ups. Even The UK Supreme Court has become a client. 15
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    THE SALES ENABLEMENT EXPERT Jimis the chief strategy officer for Strategy to Revenue (STR). STR provides a SaaS-based platform and professional services that help sales organisations identify and develop the critical sales competencies their direct and indirect sellers need to compete. Jim has more than 25 years of hands- on sales enablement experience. Most recently, Jim was the service director, sales enablement strategies for SiriusDecisions. As service director, Jim’s focus was on helping to deliver data, knowledge, and insight that B2B companies used to improve sales performance and drive ROI. Jim has held sales and marketing leadership positions in companies including the American Management Association, Claritas Consulting, and C3i, and spent eight years with sales performance training firm AchieveGlobal (formerly Xerox Learning Systems). He began his career with 3M/Media Service in Stamford, CT, serving as a reseller for Fujitsu, IBM, and Sun Microsystems. STRATEGY TO REVENUE JIM NINIVAGGI SEMINAR SNAPSHOT Turning Strategy Into Execution With Critical Competencies There is one common challenge shared by every company – the challenge to grow. However, a recent study showed that fewer than 34% of companies are confident in their ability to hit growth targets. To ensure your sellers are able to execute, enablement leaders need to isolate the critical competencies required for success. We will discuss why and how to map those competencies that are essential to turn strategy into execution. WEDNESDAY | 14.45 KEYNOTE THEATRE 2 AWARD WINNING BUSINESS LEADER Elizabeth Fulham has used her passion in providing opportunities that can unlock the sales potential of others into SalesOptimize, the B2B search engine that makes the otherwise daunting process of finding customers that much easier. Liz has over 25 years’ experience working as a consultant/sales leader for companies such as IBM, PayPal, Telefonica, and Microsoft. She has a history of doubling revenue without increasing headcount as per her first year as European head of telesales in Paypal. This, along with her passion for keeping the Internet open and customer centric focus, encouraged her to start SalesOptimize in 2013. Liz has developed a new search engine for B2B companies to access the SALESOPTIMIZE ELIZABETH FULHAM SEMINAR SNAPSHOT The Internet is Exploding – How to Find Your Sales Leads Online Less than 1% of the active Internet is ecommerce, i.e. 1.7M websites and growing. For sales executives, it’s often like searching for a needle in a virtual haystack to find eCommerce sites that generate the most revenue. You always have the challenge: how do you find high quality sales leads? This seminar discusses new developments in deep web analytics and how they’re revolutionising the old world of B2B lead generation. SEMINAR SNAPSHOT Get Britain Selling The 5 Cs selling model is proven to get your new sales recruits delivering and sustaining results in record time. The model focuses on evolving your working environment into a holistic blended learning hub to fill much needed skill gaps that so many companies find difficult when nurturing new recruits. It is time for you to reduce your high churn rates and start to produce sales performers. eCommerce market, which drives $1.7T a year. Her goal is to help B2B companies quickly analyse their eCommerce market opportunity and fill their pipelines with sales leads for the next five years - a huge challenge, but one that she has already started for the UK and USA market. FROM POTENTIAL TO PROFESSIONAL With a sales career that started in 1984 by selling apparel, Vonley Joseph has acquired nearly 30 years’ sales experience across several sectors in B2B, B2C, and third sector. Now principal at the Bob Etherington Academy, his passion for sales has driven him to achieve voluminous goals that he puts down to getting into a sales career as a teenager after leaving school without any qualifications. Vonley is currently campaigning to raise awareness for sales to be promoted as a VONLEY JOSEPH BOB ETHERINGTON LTD professional career pathway in schools, colleges, and universities. His current project involves empirical research and development into UK sales training to fill skills gaps for micro and SME sales companies to employ and sustain unemployed graduates into a professional sales career pathway. Vonley is also the co-founder of Civic Enterprise Clubs, set up to establish entrepreneurial sales learning hubs within grass roots communities providing the opportunity for potential sales people to learn sales and achieve their dreams. THURSDAY | 11.00 KEYNOTE THEATRE 2 WEDNESDAY | 13.15 KEYNOTE THEATRE 2 16
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    HOW SMART COMPANIES USEDATA TO SELL MORE Have you ever missed the forecast without truly knowing why? Martin will share a journey of a sales director who had been in such a position for several quarters in a row. It’s a story of a great leader who transformed his company into a data driven business saving it from bankruptcy. Learn how he did it and take away simple actionable tips you can easily apply in your own company. MARTIN ZEMAN DATA DRIVEN ERA ABOUT THE SPEAKER Martin is not your typical sales conference speaker; he hasn’t spent 25+ years in sales, he hasn’t published a bestselling book on the topic (yet), and he hasn’t personally trained an army of sales people. He is a data guy. He and his consultancy, DDE, helps companies like Marks and Spencer, Parabis, and Silent Edge establish a data driven culture and focus on problems that matter. ABOUT THE SPEAKER Nadeem is the managing director of SMART Way Forward; a specialist sales, management, and training consultancy working within the sport, leisure, health, and fitness industry. Nadeem has been involved in this industry for almost 30 years. He is a qualified sales and management trainer, specialising in sales training, management training, customer service training, team development, learning, and motivation. TRADITIONAL MARKETING IN OUR DIGITAL AGE TEN THINGS YOU NEED TO KNOW ABOUT WRITING WINNING BIDS In the digital age, much emphasis is placed on routes to market cultivated by digital marketing approaches. This is something that has been evidenced by the rise of a breed of new, purely digital marketing A presentation offering insights into why some bids win contracts and others fail. Bid Perfect trains bid writers for some of the world’s largest and most successful companies. ABOUT THE SPEAKER Chris is one of the rare breed of board leaders who can mix business change and technology ability with normal business common sense. He is an entrepreneur and strategist as well as a hands-on deliverer with an instinctive focus on customers, driving business growth, and creating value. ABOUT THE SPEAKER A senior bid skills trainer, bid management consultant, and a working bid writer, Marcus founded Bid Perfect in 2007. He has a simple approach to bids: “If you write excellent bids, you might win. If you write poor bids then you will certainly lose. So to increase your chance of winning, learn how to write great bids”. THURSDAY | 11.00 | THEATRE 3 WEDNESDAY | 14.00 | THEATRE 5 UMBRELLA MARKETING TEAM CHRIS AIREY BID PERFECT LTD MARCUS EDEN-ELLIS agencies. However, often now overlooked is the importance of traditional marketing. Whilst many of the practices seem to some to be dated and with diminishing relevance to the digital world, marketing theory stands fast in the face of evolution. Our techniques and tools are simple to learn and easy to use. We guarantee you will leave the seminar thinking differently about the way in which you sell and write about your products and services. WEDNESDAY | 13.15 | THEATRE 3 THURSDAY | 14.00 | THEATRE 5 RECOGNISING YOUR LEADERSHIP STYLE & ADAPTING IT TO YOUR TEAM This seminar will give you a brief insight into understanding the difference between being an effective leader and being an efficient manager. SMART WAY FORWARDNADEEM SHAIKH It will also highlight how your behaviour can be perceived by your colleagues, sales team/customer service team and show you how you can communicate better by understanding their individual learning styles and personality types. 17
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    WEDNESDAY | 16.15| THEATRE 3 HOW AUTOMATING YOUR EMAIL MARKETING CAN FEED YOUR SALES FORCE WITH PIPING HOT LEADS WOULD YOU BUY FROM YOU? BACK TO BASICS BEAT THE COMPETITION WITH SMART, COLLABORATIVE TECH Don’t miss this fascinating insight into how to make automated email work for you. Discover how automating your email marketing can supply your sales teams with a constant stream of highly qualified, super-hot sales leads. By the end of the presentation, you will have begun to map out a simple step-by-step process to make automated email a reality in your organisation. No rocket science, no sales gimmicks; this is about making the basics work! Shea will address the famous question ‘what makes a successful sales person?’, and how sales managers can sustain those positive behaviours. When growing your business, it’s essential to be one step ahead of your competitors. Andres will offer insights into what unifies the most successful sales teams globally and how you can utilise modern technology to replicate their success.Listen to how an intelligent and mobile sales CRM can make your organisation more agile and stay one step ahead. WISE ME UP SHEA HEER INBOX INCOME MURRAY COWELL SALESBOX CRM ANDREAS LALANGAS ABOUT THE SPEAKER Mike is the CEO and co-founder of FRONTLINE Selling. Under Mike’s leadership, FRONTLINE Selling has become a leader in sales acceleration, helping salespeople dramatically increase opportunities, sales, and top-line revenue.  ABOUT THE SPEAKER Andreas Lalangas is the CEO and founder of Salesbox CRM. A Stockholm based entrepreneur, Andreas has earned more than a decade’s worth of experience in sales across a variety of different roles in the Scandinavian IT industry. Andreas has successfully built several companies in Sweden, and over the years has won different awards for business growth. ABOUT THE SPEAKER After growing tired of seeing Internet marketing training that promised unrealistic results, Murray realised that there are few opportunities for people with real-world, bricks-and-mortar businesses to learn about email marketing. Murray founded Inbox Income in 2008. ABOUT THE SPEAKER Coming from a highly successful family retail background, Shea decided to build her own business and founded ‘wise me up Ltd’ in 2008, when she made the economic climate work to her advantage and secured partners such as Jewson (Saint Gobain Group), Cooper (Eaton Group) and Dextra Group in the first year. WEDNESDAY | 11.45 THEATRE 3 THURSDAY | 14.45 THEATRE 5 WEDNESDAY | 14.00 | THEATRE 4 By 2017, an estimated $30+ billion will be spent on sales acceleration tools, as every sales team is trying to solve the same problem: how to convert more leads into opportunities. FRONTLINE Selling solved this mystery by conducting a study of nearly 2 million outreach efforts. Join Mike Scher, CEO, HOW YOU CAN CREATE A PREDICTABLE PIPELINE AND CRUSH YOUR QUOTA FRONTLINE SELLING MIKE SCHER ALSO SPEAKING ON: THURSDAY, THEATRE 4 AT 14.00 as he reveals the findings and sets you on the fastest, most effective path to opportunity creation and accelerated revenue. 18
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    THURSDAY | 11.00| THEATRE 5 TOP TIPS FOR MAKING SALES VIDEOS THAT DON’T SUCK In a world of soul-destroying talking heads videos, how do you create knockout video content that empowers sales teams and actually generates leads? In this talk we will cover the type of content you should be creating, how you create it, and importantly how you distribute it. MD, ROCK CREATIVE JAMES BEVERIDGE ABOUT THE SPEAKER James is the co-founder and managing director of Rock Creative, a creative content agency that has an enviable list of clients including Direct Line, Aon, Vodafone, and Fidelity. His company specialises in B2B marketing and he is a huge advocate of the importance of creativity within the corporate sector. Before setting up Rock back in 2011, James cut his teeth working for the global marketing agency iris Worldwide. WEDNESDAY | 14.45 | THEATRE 5 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. Juicing the sales funnel needn’t be this difficult. Scott looks at the ways in which businesses can use sales enablement software to get better leads, increase conversions, and nurture happier customers. Scott believes that the future belongs to businesses who seize the market’s smartest JUICING THE SALES FUNNEL GOODNESS THE COMING REVOLUTION OF SALES AND MARKETING THE IMBALANCE IN SALES ENABLEMENT No amount of training, no amount of technology and no amount of consulting will have any sustainable impact on your sales performance, without investment into sales managers. The world of buying has shifted considerably and the sales profession is battling to keep up with the change. Hear how to leverage your investment in training and technology by truly enabling your sales managers. It seems crazy that the fast-paced world of sales was once managed with paperwork that often went astray. Nowadays, technology allows us to automate even the most complex of sales and marketing processes. Though this evolution has seen the release of a number PARKER SOFTWARE LIMITED SCOTT BARNSLEY CALLPRO CRM LIAM RYAN GROWTH MATTERS ALAN VERSTEEG ABOUT THE SPEAKER Sometimes controversial, but always thought-provoking, Alan pushes his audiences to consider the real world application and execution of the plans and ideas they create. ABOUT THE SPEAKER After graduating from the University of Exeter with a degree in Economics, Liam joined a major data analytics provider before embarking on a new challenge with CallPro CRM. Having quickly progressed through the ranks, Liam is now responsible for all sales activities within the EMEA region. THURSDAY | 11.45 THEATRE 3 of off-the-shelf solutions, when software tries to please everyone it winds up falling short. Automation tools need flexibility to mould to a wide range of business processes. sales enablement software – driving his dedication to sell just that through the Parker Software suite. ALSO SPEAKING ON: THURSDAY, THEATRE 3 AT 13.15 ABOUT THE SPEAKER Scott Barnsley is a recognised leader in IT sales strategy. World renowned technical companies such as AVG and Irdeto have relied on Scott to head up their international sales, and he has trained and transformed sales teams across Europe, Asia, and the USA. Scott currently leads global sales for Parker Software. The software house has increased its profits by 35% within just one year under his strategic direction, and the growth shows no sign of slowing. Lending his 30 years’ sales experience to a growing team, Scott is a motivator, a skilled strategist, and a visionary sales thinker. He’s sold into a variety of vertical markets across over 100 countries; in short, his expertise is second to none. 19
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    WEDNESDAY | 15.30 THEATRE3 HOW TO GAIN MORE BUSINESS THROUGH YOUR USE OF LINKEDIN No more cold calls or trying to get around the gatekeeper. With over 17 million UK profiles you need to learn how to create a powerful LinkedIn personal profile that gets found, gives value, and builds your credibility. Learn how to find, connect, and engage in the right way with your ideal prospect and business contact anywhere in the world. All this while massively leveraging your time. ANDY GWYNN 3 DEGREES SOCIAL ABOUT THE SPEAKER Andy is a leading business coach, speaker, and author who has coached 100s of business owners and corporate directors to greater profitability, more free time, and successful relationships across their business and personal lives. Andy will challenge his audience’s thinking and inspire them to take action towards more empowering results. He has helped clients double and triple their businesses and even helped them take their business from close to bankruptcy to selling for a million in just 19 months. WEDNESDAY | 11.00 | THEATRE 4 ALSO SPEAKING ON: THURSDAY, THEATRE 4 AT 12.30 ABOUT THE SPEAKER Josh has an extensive background in web, email and social marketing, events, and large scale promotions both in the UK and abroad. He works hand in hand with his sales counterpart, and together they have grown SalesSeek from a small team and vision to an international business with customers in over 100s of users across 10 countries. SALESSEEKJOSH AARONS ALIGNING SALES AND MARKETING FOR EXPLOSIVE BUSINESSES GROWTH Josh explains how aligning sales and marketing allows businesses to market, share insights, and close business more effectively, whilst provide the highest quality of client interaction. Sharing experience of email, web, and social marketing, this seminar ALSO SPEAKING ON: THURSDAY, THEATRE 5 AT 11.45 will shed light on the parts missing from your revenue generation process, bridging the gaps between sales and marketing. THE KEY TO BUILDING A HIGH PERFORMANCE SALES TEAM What does it take to motivate your sales team and be an effective sales leader? Sales managers often focus too much on expenses, overlooking the human aspect of a business. Oscar firmly believes that the importance of accelerating the growth of your business includes knowing your sales team. In this seminar, Oscar will be giving his insight on how to elevate your team to the top of their game. OSCAR MACIA FORCEMANAGER ABOUT THE SPEAKER Oscar is the co-founder and CEO of ForceManager, a sales management system for mobile devices that optimises and refines sales team performance. In just two years, ForceManager achieved rapid growth, evolving from a small tech start-up to positioning itself as a leader in technological innovation for business management and now boasts a wide portfolio of clients. ABOUT THE SPEAKER Brian is working to build a greater understanding of incentive marketing in Europe and the rest of the world via its umbrella organisation, IMA – US. Often seen speaking at a variety of European and international trade shows, Brian is well known for his compelling speeches on the power of motivation and reward on performance. WEDNESDAY | 11.00 | THEATRE 3 SVM GLOBAL BRIAN DUNNE HAPPY CUSTOMERS ARE BUILT IN THE BOARDROOM Who owns customer happiness? Marketing? Sales? Customer service? Or does customer satisfaction start from the boardroom? WEDNESDAY | 11.00 | THEATRE 5 We’ll discuss how a culture of reward and recognition can have a direct effect on customer happiness, and show the parallels between motivating employees and the perception of your business or brand. We’ll also discuss what rewards work best, and when to give them for maximum impact. 20
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    ALSO SPEAKING ON: THURSDAY,THEATRE 5 AT 12.30 WEDNESDAY | 15.30 | THEATRE 4 ALSO SPEAKING ON: THURSDAY, THEATRE 4 AT 11.00 ABOUT THE SPEAKER Mark combines 30 years’ sales leadership with top training and development techniques and an arsenal of world-class tools. His mantra is revenue growth – accelerated by proven sales processes. Mark delivers change across a variety of complex vertical markets including facilities management, manufacturing, technology, finance, insurance, pharmaceuticals, and oil and gas. His raison d’etre is to identify new strategies and build the sales team’s capability to put them in motion. 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. UNLOCKING THE POWER OF ADAPTIVE SELLING USING BEHAVIOURAL PROFILING SELLER PERFORMANCE MARK ERSKINE CREATING A CULTURE OF EXCELLENCE IN YOUR SALES TEAMS In this highly entertaining session, Pete will share with the audience the key principles which will help create a culture of excellence and success for both sales people and sales leaders. MOMENTUM SALES SOLUTIONS LTD PETE EVANS ABOUT THE SPEAKER Pete Evans, Managing Director of Momentum Sales Solutions Ltd, has a passion for developing sales professionals and working with teams and individuals to enhance performance. He uses ‘The Five Laws of Stratospheric Success’ to provide a framework to create a culture of sales, service excellence, and leadership that results in individual, team, and customer success. As a professional speaker, Pete has been trained by Michael Port and Bob Burg directly. He recently spoke at the HR Leaders Conference in Bratislava about the law of value and how it can be applied to sport and business. ABOUT THE SPEAKER Alison is passionate about sales. 2015 saw her voted one of the UK’s top ten business advisers, winner of the Special Merit Award GB Entrepreneur of the Year, and she was shortlisted for the Lifetime Sales Achievement Award by BISM.  In the past year she’s been invited to Downing Street twice and The Queens’ garden party to celebrate the results she’s achieved teaching businesses to sell their fantastic products and services. Alison is often asked to keynote speak at various events across the country and works with some of the UK’s most successful entrepreneurs, such as Ben Towers, the teenage tech prodigy as featured in Richard Branson’s Blog, and Jordan Daykin, CEO of Gripit Fixings, the youngest Dragons’ Den contestant to gain investment from Deborah Meaden. Join Alison as she draws on her distinguished experience and explains how YOU can rise from the bottom to the top in the world of sales. This fascinating seminar will look at how you can achieve what Alison has. By drawing on her years of being a top sales performer for some of the world’s largest blue chip companies that led to her creating a unique Sales Hero System, hear how by combining understanding behaviours, sales process, FROM ZERO TO SALES HERO: YOU CAN DO IT TOO! You will learn how sales people can help to influence the buyers of products and services, build sustainable and profitable business relationships, and have a smile when selling. SALES COACHING SOLUTIONS ALISON EDGAR strategy and confidence, you too can master the art of sales. You’ll learn how sales people can influence the buyers of products and services, build sustainable and profitable business relationships, and have a smile when selling. WEDNESDAY | 13.15 THEATRE 5 21
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    ABOUT THE SPEAKER Nicola’spassion is in identifying innovative, more powerful, and profitable ways to help business reach and exceed their sales and business objectives. She was recently recognised for her business excellence and outstanding leadership in the South and thus was selected as a finalist for Women of the Year SME Sponsored by Barclays Bank. ABOUT THE SPEAKER Martin brings more than 25 years of experience in managing and growing business operations across a variety of industries in Europe and globally, with a proven track record for building high-performance sales organisations. Prior to his role at InsideSales, Martin held GM and sales executive roles Lumesse Limited, ServiceSource International and Salesforce. 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 How many propositions actually focus on the customers you’re looking to engage with? GET TARGETED, GET SOCIAL, GET TALKING FOUNDER AND CEO, XCEL SALES LTD NICOLA HARTLAND business a competitive edge that leads to success. After all – people buy from people. So how do you turn online experiences into measurable results? In the critical moment when sales people need to be their most convincing, 9/10 times they are not. Recent research suggests 57% of purchasing decisions are made before buyers encounter a sales person, 89% of sales conversations are deemed a waste of time by corporate decision-makers, and almost 60% of qualified opportunities end in no-decision. Learn how today’s client prefers to engage, and how to engineer relevance into sales conversations. DIFFERENTIATED CONVERSATIONS – ESCAPING THE SEA OF SAMENESS GROWTH MATTERSSHELLEY WALTERS ABOUT THE SPEAKER With over 17 years’ sales and sales management experience, Shelley has delivered more than 350 keynotes and sales training sessions in the B2B environment. She brings a unique insight and experience to her clients helping them navigate the rapidly changing world of buying, and teaching how to adapt as a sales professional. Her career began in the cut-throat world of office automation where she quickly worked her way up from direct sales to negotiating at boardroom level. Shelley has served as the sales and marketing manager of Kingfisher FM (successfully turning the radio station around from 100% donor based to 100% advertising funded in only 18 months). WEDNESDAY | 14.00 | THEATRE 3 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. WEDNESDAY | 14.00 | KEYNOTE THEATRE 2 POWERING SALES GROWTH WITH DATA SCIENCE A STRONG PROPOSITION - THE CORNERSTONE OF BUSINESS GROWTH INSIDESALES.COMMARTIN MORAN FIREWORXDANIEL LEIGH SMITH Join this experienced sales leader as he delves into his extensive knowledge and leaves you informed and inspired. THURSDAY | 14.00 THEATRE 3 Join Daniel for a seminar which explores the ways you can make your business proposition strategic, breaking down why customers choose one business over another, and where you can make a difference. Daniel will also cast his eye on how to react to changing landscapes, what happens when you don’t look up, and how to make sure your business is sustainable for growth. Make sure you don’t miss the chance to learn from the techniques and motives of a sales visionary. 22
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    ABOUT THE SPEAKER Currentlythe managing director and founder of Fireworx, Daniel’s career has included creative campaigns for major international brands including L’Oreal, Vodafone, Western Union and Sony. Daniel has refined his approach to focus on helping clients by providing engaging creative that resonates with their customers, not just the business. His work has seen results such as a 10% increase in customer conversion, and business growth of over 75%. SEX AND THE PSYCHOLOGY OF FERTILE BRANDS MOTIVATE YOUR SALES TEAM TO USE CRM AND WIN MORE BUSINESS What can seduction strategies tell us about how brands are built and the best strategies for selling them? Why is ‘authenticity’ the key to selling and how do closing behaviours undermine it? What can the psychology of the mating game teach us about content-based selling strategies? This provocative look at the psychology of fertile brands will change the way you think about selling. All too often CRM systems are imposed on sales teams. This means that the team tend to only put in the data they feel will keep management happy. Learn how to change this perception so CRM becomes a real sales enabler for your team and business. COGNITION DR. PETER HUGHES REDSPIRE LTD BILLY LYLE ABOUT THE SPEAKER Dr. Peter Hughes is a psychologist, writer, and co-founder of Cognition. He has appeared in many programmes on business psychology, marketing, and branding including ‘Secrets of the Superbrands’ and ‘Addicted to Pleasure’ with Brian Cox. ABOUT THE SPEAKER Billy is MD of Redspire, one of the UK’s leading Microsoft Dynamics CRM consultancies. Redspire enable and empower people and teams to be successful through innovative use of technology, this in turns makes the businesses they work for successful. Billy has always delivered true business results through technology. His drive and focus has led him to work with some of the UK’s leading brands such as Argos, Scottish Power, Golden Charter, and the Money Advise Service. THURSDAY | 12.30 THEATRE 3 THURSDAY | 15.30 | THEATRE 5 WEDNESDAY | 16.15 | THEATRE 4 THE FRONTLINE SALES IMPERATIVES FOR CREATING THE CUSTOMER EXPERIENCE Everybody’s talking about the customer experience. Most large companies have initiatives to map and enhance the customer journey with touchpoints in marketing, social media, and operations. But what are your sellers doing about it? What should they be doing about it? Find out why this matters, what it means to sellers, and how you can easily enhance the customer experience to accelerate sales, generate demand, and reduce customer churn. PEOPLE FIRST PRODUCTIVITY SOLUTIONS DEB CALVERT ABOUT THE SPEAKER Deb Calvert, author of the bestseller ‘DISCOVER Questions® Get You Connected’ and a Top 50 Sales & Marketing Influencer, founded People First Productivity Solutions in 2006 to help businesses build organisational strength by putting people first. The PFPS focus is to boost company productivity through people development. This work includes sales training, coaching, and consulting on sales productivity drivers; leadership program design and facilitation; team effectiveness work, and executive coaching. As a member of the National Speakers Association (NSA) and instructor at UC-Berkeley, Deb has delighted audiences in a wide variety of industries as a keynote speaker, teacher, and workshop facilitator. She writes the award- winning ‘CONNECT2Sell™’ and ‘CONNECT2Lead®’ blogs, hosts ‘CONNECT! Online Radio for Professional Sellers™’, and is currently leading the movement to Stop Selling and Start Leading! 23
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    DATA. INSIGHT. ACTION. BOOSTING SALESWITH ACCOUNT BASED MARKETING ABM is a hot topic for modern B2B marketers, but why? The idea of delivering bespoke campaigns, targeted at specific sets of stakeholders within key accounts around messages which are relevant to their individual pain points seems like common sense, so why isn’t everyone doing it? What stops organisations from doing ABM well? Which skills, processes, and tools are needed to take advantage of and prove the value of ABM? agent3 ROBERT NORUM ABOUT THE SPEAKER Robert supports agent3 customers with maximising their ABM programme effectiveness, generating high-quality engagements with a prioritised group of strategic customers. In the New World Order, gaining competitive advantage is about how you and your team approach sales. Phil will inspire you with this dynamic,challenging, and creative presentation. Discover the five key guerrilla tactics to make significant sales breakthroughs in the new business jungle. Gain more customers of the right type, saving you time, energy, and money, and discover the practical application of neuro-scientific approaches to sustain exceptional sales performance. GUERRILLA TACTICS FOR SALES BREAKTHROUGHS CREATING A COACHING CULTURE IN YOUR SALES TEAMS LIFTING THE COVERS ON DATA DRIVEN SALES AND MARKETING TACTICS TO IMPROVE BUSINESS PERFORMANCE To understand whether our websites are generating as many sales-ready leads for our pipeline as we want them to, we must start by gaining intelligence about our visitors and arm ourselves with knowledge on what these visitors are interested in. This workshop will cover a number of useful and insightful facts and figures about typical website behaviour and how, armed with this information, you can strengthen your sales pipeline. According to Forbes, 74% of leading companies cite coaching and mentoring of sales reps as the most important role front-line sales managers play. As we make the shift from annual appraisals to frequent feedback, how can we help and encourage managers and peers to adopt a coaching culture? One not to be missed! PHIL OLLEY UNLIMITED PHIL OLLEY COMMUNIGATOR GROUP LTD. LEE CHADWICK REFRACT KEVIN BEALES ABOUT THE SPEAKER Lee Chadwick is the co-founder of CommuniGator Group Ltd, one of the market leaders in lead generation. Having previously led the sales and marketing strategies in many high profile IT companies, Lee enjoys discovering new technology that meets the challenging demands of a constantly changing industry. ABOUT THE SPEAKER Kevin founded Refract based on some of his own frustrations as a sales leader. He knew that feedback, praise, ideas, or corrective feedback was never easy (and deep down knew the back of the taxi wasn’t the most productive time and place. WEDNESDAY | 14.45 THEATRE 3 WEDNESDAY | 12.30 THEATRE 5 WEDNESDAY | 12.30 THEATRE 4 ABOUT THE SPEAKER Phil Olley is one of the UK’s leading speakers on business growth strategies, professional focus, and making sales breakthroughs. He’s worked with everyone from SME owner-managers to strategic leaders and sales teams in international brands such as Shell, L’Oreal, Pepsico, Mars (Masterfoods), Kellogg’s, and many more. Phil is the author of ‘Counting Chickens’ and ‘RESULT! Think Decisively, Take Action, Get Results’. He writes articles and columns for business magazines, regularly features on BBC radio, and contributes to prime-time TV programmes, including a number of appearances on the Richard & Judy show! ALSO SPEAKING ON: THURSDAY, THEATRE 4 AT 14.45 ALSO SPEAKING ON: THURSDAY, THEATRE 4 AT 11.45 WEDNESDAY | 11.45 | THEATRE 4 24
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    ACCOUNT BASED SELLING- WHAT THE TOP PERFORMING SALES PROFESSIONALS DO Finding new customers is the biggest problem faced by sales teams and while most teams recognise the importance of prospecting, far fewer are actually effective at it. Learn how to put the power of data back in the hands of the sales rep by harnessing the vast untapped potential of company information and how it can be used to supercharge account based selling in this seminar produced by DueDil. DUEDIL DARREN LEWIS ABOUT THE SPEAKER Darren Lewis is the VP of Sales at DueDil. A strong, hands on and results driven sales leader with a demonstrable track record of exceeding sales targets. Experienced in running Enterprise software (SaaS / Cloud) and Corporate sales teams, Darren is well-versed in improving key metrics, redefining structure and rapidly developing and scaling sales teams MASTERCLASSES The masterclass schedule at Sales Innovation Expo has been carefully assembled to ensure your business is provided with the very best advice and guidance it needs. This exclusive suite of masterclass sessions give you the chance to explore in-depth about every area of sales; subjects cover everything from transforming your sales team into sales superstars and generating quality leads to optimising your social selling and the secrets to leading a winning sales team. Each of our masterclasses is led by an expert in their field, so you can be confident that you will receive the best possible advice with the very latest information about each topic – crucial in achieving success for your sales team. The interactive format and small group size means that you have the opportunity to drill down further into the specifics that are relevant to your business. YOUR BUSINESSWILL BENEFIT FROMTHEVERY BESTADVICE MASTERCLASS INFO ON NEXT PAGE WEDNESDAY | 15.30 THEATRE 5 THURSDAY | 14.45 THEATRE 3 ALSO SPEAKING ON: THURSDAY, THEATRE 5 AT 16.15 ABOUT THE SPEAKER From cosmetics to casinos, from OEMs to SMEs, Gary has helped to bring innovative campaigns and outstanding results to his clients. Now he explains how sales teams can reach their audiences with perfect communications, brilliant pitches, and compelling quotes. Making a great first impression is still at the heart of outstanding sales success. LIBRIS GARY SALISBURY SALES EFFECTIVENESS - REACH FURTHER, BE MORE PERSONAL, AND SELL MORE Social has made everything immediate and personal. We live in a ‘three clicks and it’s done’ world. Big business has the metrics, power, and reach to engage audiences and to outsell SMEs. Gary will explain how ground breaking sales technology gives you the power to make your sales communications highly personal, brilliantly effective, and remain on-brand at all times. Oh yes … and how to sell more, too! The following pages detail every masterclass at Sales Innovation Expo this May, the huge range of topics on offer, and how you will benefit from attending. The masterclasses run throughout both days of the show; for the latest information, please check the online schedule at www.salesinnovationexpo.co.uk. The masterclasses are absolutely free to attend, but due to their popularity you need to book your place to avoid missing out. The masterclasses are free to attend, but due to their popularity you’ll need to book your place to avoid missing out. • Visit www.salesinnovationexpo.co.uk • Select ‘masterclasses’ and pick the masterclass you’d like to attend. • Select the time and day you’d like, fill out a few details and click ‘register’. • You’ll receive an email confirmation of your booking. • As the show dates approach, you’ll receive a reminder for you to confirm you’re still attending and secure your seat. HOW TO BOOK INTERACTIVE FEATURES
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    USING THE CLOUD TOCLOSE FASTER MASTERCLASS The best way to connect with your prospects is by constantly evolving. Today’s world is faster paced and better connected. Our prospects have never been more informed and the sales process has never been so important. The best way to connect with your prospects is by constantly evolving. Today’s world is faster paced and better connected. Our prospects have never been more informed and the sales process has never been so important. It’s time to empower your inside sales teams. NewVoiceMedia customers are growing at 13 times the international average, based on a recent study. NewVoiceMedia will share valuable tips on how their customers sell more and grow faster, and highlight how this is achieved with practical sessions demonstrating how to improve efficiency, solve the marketing and sales disconnect, gain greater management visibility, and improved adoption of your Salesforce investment. TIMETABLE | WEDNESDAY & THURSDAYY Speed to Lead Sales Solution Out of the Box Motivation: Driving the Right Behaviours Smart Calls, Smart Insights Speed to Lead Sales Solution Out of the Box 11:00 12.00 13.00 14.00 15.00 16:00 ABOUT THE SPONSOR NewVoiceMedia is a leading global provider of cloud technology which helps businesses sell more, serve better, and grow faster, and has a customer base growing at 13 times the international average. BOOKYOUR MASTERCLASS SPACE ONLINE THE HIVE A space to relax, work, learn, and enjoy the buzz – our hive has everything a delegate looking for some productive downtime could dream of. With charge points, dedicated Wi-Fi, and no shortage of places to take the weight off your feet, the InsightBee Hive is designed to be the place to go when you’ve got nowhere to be. Network, enjoy refreshments, or simply catch up on your emails away from the hustle and bustle of the speakers and demos. Given that we’ve revolutionised the way business source bespoke intelligence, it’s not surprising that we have a penchant for questions. Our team will be on hand throughout the day, so drop by if you’d like to pick their brains. And if you want to test us out with something meatier, then you can submit us a question that your business needs answering. We’ll be picking five of these queries at random, and the winners will get a report shedding light on their issue – completely free of charge. ASK AND YOU SHALL RECEIVE Visit InsightBee’s stand #182 to find out what we can do for you. From tailor-made industry reports to specific sales opportunities, we’re delivering vital insights twice as quickly and at half the price. Can’t wait? Use discount code LONDONEXCEL and try InsightBee with 25% OFF before May 31st. www.insightbee.com/sales-expo 26
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    TIMETABLE WEDNESDAY &THURSDAY 10.45 15.15 16.15 12.30 14.15 11.45 These masterclass sessions will last for up to 60 minutes. Spaces book fast, register online to ensure your seat to this masterclass. THE SECRET FORMULA FOR SALES SUCCESS MASTERCLASS Communicating with your customers in a way that really influences their decision to buy is the preoccupation of any sales team – which is why Elation experts have spent six years perfecting the ultimate methods to achieve this. The Three Pillars of Successful Selling is a unique methodology devised by Elation MD, Karen Dunne-Squire, from over 20 years of sales experience. It is based upon the idea that to have a well performing sales function, there needs to be really great sales activities, processes and management in place. We use The Three Pillars as a review and assessment tool, to assess the sales function within businesses. Everything we do, including the delivery of these essential workshops falls under one of these three pillars. At each one of these insightful seminars, Karen will show you how to develop a sales operation that consistently smashes targets. TIMETABLE WEDNESDAY & THURSDAY MASTERING B2B SOCIAL SELLING The Internet and social media have changed the way people buy. Studies show that the buyer has already made 60% of their buying decision before you, the sales person, even knows they are looking. So as a sales person, you need to make sure you’re in the right place to be influencing those buying decisions. This is where LinkedIn comes in. With the power of LinkedIn you can showcase your professional brand, be seen as an expert, use advanced searches to identify prospects, learn more about them and identify referral opportunities. In our masterclasses you will learn how to make the most of social opportunities, combined with the powerful ‘Go-Giver’ mindset to create online conversations and influence sales. Social Selling is Referral Selling Relationships underpin the selling process. With all things being equal, people will do business with, and refer business to, those people they know, like, and trust. Today, 76% of B2B buyers prefer a vendor recommended by their network. This masterclass explains how to use LinkedIn to build relationships and cultivate a network of referrals based on the principles from Bob Burg’s ‘Endless Referrals’. How You Can Use LinkedIn to Become a Social Selling Pro Your customers are online, researching their options, gathering data, looking for help; it’s easy for them to become overwhelmed. So if you can provide help when they are stuck you can influence their decisions. Social selling is all about using social networks like LinkedIn to create rapport and build relationships with potential customers. MASTERCLASS AT A GLANCE TIMETABLE WEDNESDAY & THURSDAY Conversion Masterclass - Crafting the Perfect Sales Interaction Unlocking the Hidden Revenue in your Business Leading a Winning Team Conversion Masterclass - Crafting the Perfect Sales Interaction Unlocking the Hidden Revenue in your Business Leading a Winning Team 10:45 11:45 12:30 14:15 15:15 16:15 11.00 15.00 16.00 13.00 14.00 12.00 These masterclasses will last for up to 60 minutes.View the timetable online for more details on these interactive sessions. 27
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    TIMETABLE WEDNESDAY &THURSDAY TIMETABLE WEDNESDAY & THURSDAY HOW TO BUILD A FREELANCE SALES TEAM USING DATA SCIENCE TO POWER BUSINESS GROWTH Future Working: The Rise of Global Independent Sales Professionals: One-fourth of today’s Fortune 500 corporations are now using independent sales reps to extend their company’s reach. With the rise of freelancer statistics growing in the UK and globally we are set to see more and more organisations adopting a hybrid model, where their on-site employees regularly work alongside sales freelancers both locally and remotely. Sports teams use data science to deliver an edge to their players’ performance. Learning from historic information, athletes are more empowered than ever before to win. Partnering With Independent Sales Agents: The Essentials If you’re looking to grow or expand your reach into new markets, but recruiting permanent employed sales staff is too costly, it may be time to consider working with independent (commission-only) sales reps. This masterclass will demystify the process of finding and partnering with experienced commission-only salespeople who will help you develop and grow your sales channels. By attending, you’ll be given everything you need to enable you to tap into the methods that some of the fastest growing companies use to build highly efficient and productive outsourced sales teams. Having sat on both sides of the fence - both as company principals and independent sales reps - Laura McGregor and Ryan Mattock (co-founders of CommissionCrowd) will take you through the ins and outs of building and maintaining a successful independent sales team to grow your business. MASTERCLASS AT A GLANCE 11.00 14.00 16.0012.00 These masterclass sessions will last for up to 60 minutes. Book your space for this masterclass online to ensure a seat! We believe that science holds the key to unlocking human potential. How can your sales athletes use data science to enhance their performance? In this masterclass, learn how predictive lead and account scoring combined with prescribing the right sales activities at the right time can deliver a significant increase in revenue. “Selling is a competitive sport ...and quota- carrying salespeople are the athletes of that sport.” Prediction without prescription is an empty gesture. Most companies rely primarily on predictive models for using data. This is the examination of past behaviours and historic data to give insights into the future. The new science demands that this should be aligned with the prescription of data – the ability to ensure that predictions are realised through defined actions. The application of science Data is the key, but science is what works out its relevance and how we use it. Data science and predictive analytics give us insights and behavioural visibility. Once these insights are within our control, we can use them to prescribe sales persons’ activities and ultimately drive productivity and effectiveness. MASTERCLASS WHAT’S ON 11.00 15.00 16.00 13.00 14.00 12.00 These masterclasses will last for up to 60 minutes.View the timetable online for more details on these interactive sessions. TO BOOK YOUR SEAT ON THIS MASTERCLASS, VISIT WWW.SALESINNOVATIONEXPO.CO.UK/MASTERCLASS 28
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    MASTERCLASS AT AGLANCE MASTERCLASS WHAT’S ON MAPPING CRITICAL SALES COMPETENCIES MASTERCLASS LEAD FORENSICS MASTERCLASS A step-by-step guide on how to run a sales competency mapping workshop for your own sales organization. STR provides cutting edge solutions designed to accelerate sales productivity and revenue – including a SaaS-based sales effectiveness platform, sales competency modeling, sales management development, and e-learning solutions. Lead Forensics is the intelligent IP tracking tool that tells you who’s visiting your website so you can generate more leads. 11.00 14.0012.00 Ask ten people to define the word ‘competency’ and you’re likely to get 10 different answers. It’s no wonder sales organisations struggle to hire, onboard, and optimise their sales talent. It starts with an agreement on what good looks like. And that starts with agreement on the critical competencies required for success in each sales role. In this workshop, we will show you how to lead and conduct a competency-mapping workshop for your own sales organisation. Are you ready to become a lead generation expert and transform your sales funnel? Lead Forensics is offering you the chance to get ahead of the game by gaining the knowledge you need to turbo-charge your lead generation. With a variety of expert tips, live success stories, demonstrations, and networking opportunities, this is one workshop you want to get your name down for - pronto. Visit www.salesinnovationexpo.co.uk to register for your place at the masterclass and avoid missing out on hearing from the experts in getting the very best from your sales team. • Defining exactly what competency is • The importance of tagging competencies against the four critical elements • Step-by-step guide on running a sales competency mapping workshop • How to leverage the mapping results • Meet sales experts who will reveal top tips on boosting your sales performance • Learn how to utilize the latest tools to maximise your hot sales pipeline • Hear peers tell sales success stories that are almost too good to be true • Join our mixer and meet other sales superstars – share stories & tricks and build your network TIMETABLE WEDNESDAY & THURSDAYTIMETABLE WEDNESDAY & THURSDAY BOOKYOUR MASTERCLASS SPACE ONLINE These masterclass sessions will last for up to 55 minutes. Book your space for this masterclass online to ensure a seat! READYTOTURBOCHARGE YOUR LEAD GENERATION? 11.00 15.00 16.00 13.00 14.00 12.00 These masterclasses will last for up to 60 minutes.View the timetable online for more details on these interactive sessions. 29
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    INNOVATION AWARDS AND THENOMINEES ARE.... I’m absolutely delighted to introduce the Sales Innovation Awards and truly showcase the innovation currently running throughout the world of sales. Eddy Lawrance Show Director RECOGNISING THE VERY BEST IN SALESTECHNOLOGY AND SERVICES For the very first time, the Sales Innovation Expo will host The Sales Innovation Awards, a collection of accolades recognising the innovation and cutting edge design currently available in the sector that’s helping to optimise sales performance. The Sales Innovation Awards consists of four accolades rewarding the very best in sales technology and innovation. The award categories are: Honouring the best sales CRM innovation which has played an influential role in giving sales teams the power to increase productivity, generate more leads, and keeping that flow of sales consistent.  The most exciting and ground breaking product or service which has helped in optimising sales effectiveness and engagement and which has ultimately played a significant part in improving team performance. This award honours the most innovative product or service which has assisted sales teams in maximising sales results while minimising the amount of cost, effort, and time expended. Recognition for the product or service which has assisted in creating the most effective sales strategy to achieve growth, and effective planning and training. BEST SALES CRM PRODUCT OR SERVICE AWARD 2016 SALES INNOVATION EXPO PRESENTS AWARDS 2016 OVERALL INNOVATION FOR SALES AWARD 2016 SALES INNOVATION EXPO PRESENTS AWARDS 2016 BEST SALES PRODUCTIVITY PRODUCT OR SERVICE AWARD 2016 SALES INNOVATION EXPO PRESENTS AWARDS 2016 BEST SALES STRATEGY PRODUCT OR SERVICE AWARD 2016 SALES INNOVATION EXPO PRESENTS AWARDS 2016 THE SALES INNOVATION EXPOAWARDS 2016 BEST SALES PRODUCTIVITY PRODUCT OR SERVICE BEST SALES CRM PRODUCT OR SERVICE                       BEST SALES STRATEGY PRODUCT OR SERVICE Data Driven ERA DueDil Inbox Income Lead Forencsics Libris MarketMakers Parker Sofware Ltd Showpad Ltd 3degrees Social GatorLeads Xcel Sales Ltd NewVoiceMedia Call Pro CRM Redspire SalesSeek Salesbox CRM ForceManager Elation Experts Momentum Sales Solutions Phil Olley Unlimited Nisbet Associates Refract S-Academy International SalesOptimize Seller Performance Ltd SMART Way Forward Strategy to Revenue Wise Me Up Ltd 1442 1576 1596 1436 1590 1426 1430 1678 1412 1570 1506 1420 1598 1478 1538 1526 1500 1548 1550 1560 1510 1450 1476 1480 1632 1520 1594 302 30
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    v SEMINAR AGENDA Sales Innovation Expobrings you an essential schedule of seminars across both days of the show. The Sales Innovation Expo live seminar schedule spans every topic for sales leaders looking to improve the performance of their team, from recruiting sales superstars and generating qualified leads to using social media for selling and set steps to sales success. The seminar schedule runs throughout both days of the exhibition and conference, giving you the flexibility to attend the sessions that interest you at a time that doesn’t conflict with your appointments diary. In front of you will be a prominent, experienced, and influential expert, ready to pass on their wealth of insight, guidance, and ambition to you. PLACES AREFIRST-COME,FIRST-SERVEDSO GET THERE EARLY! Turn the page now to find the full details of every seminar at this year’s Sales Innovation Expo. PARTNERS AND SUPPORTERS We would like to thank our partners, sponsors, supporters and all those responsible for making the Sales Innovation Expo a successful exhibition... SHOW SPONSORS: HEADLINE SUPPORTER: PARTNERS AND SUPPORTERS: TOP SALES WORLD INSPIRING THE GLOBAL SALES COMMUNITY Il Commerciale™ The SalesmanW h e r e v e r t h e r e i s a s a l e s p e r s o n . 31
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    KEYNOTETHEATRE2 *Contentandspeakersaresubjecttochange.Thedigitalshow guideandseminartimetablewillbeupdatedonlinepriortothe show,sopleasecheckwww.salesinnovationexpo.co.uk forthelatestinformation. KEYNOTE THEATRE 2WEDNESDAY KEYNOTE THEATRE 2 THURSDAY 11.00 - 11.30 Phil Jones Philmjones International Persuasion and Influence Secrets of the Superstars 11.00 - 11.30 Vonley Joseph Bob Etherington Ltd Get Britain Selling 13.15 - 13.45 Jas Hawker Mission Excellence Leadership Tips for High Performance Teams 13.15 - 13.45 Elizabeth Fulham Salesoptimize Internet is Exploding – How to Find Your Sales Leads Online 11.45 - 12.15 Gordon McAlpine The Sales Club Secret Millionaire’s Sales Guide to Success 11.45 - 12.15 Ken Krogue InsideSales.com Sales in the Cloud 14.00 - 14.30 Martin Moran InsideSales.com Powering Sales Growth With Data Science 14.00 - 14.30 Mark Hunter The Sales Hunter How to Increase Prospecting Results for Sales Leaders 12.30 - 13.00 Matt Tuson NewVoiceMedia Ltd Winning Tactics:What Successful Leaders Have in Common 12.30 - 13.00 Matt Tuson NewVoiceMedia Ltd Winning Tactics:What Successful Leaders Have in Common 14.45 - 15.15 Jim Ninivaggi Strategy to Revenue Turning Strategy Into Execution With Critical Competencies 14.45 - 15.15 Bob Etherington Bob Etherington Group Sales Manager to ‘Leader’ in 30 Secret Minutes 15.30 - 16.00 Mark Hunter The Sales Hunter How to Increase Prospecting Results for Sales Leaders 15.30 - 16.00 Gavin Ingham Gavin Ingham Ltd Be More, Do More, Share More: Facts Tell, Stories Sell 16.15 - 16.45 Rob Brown Networking Coaching Academy Abundant Referrals: How to Get Your Network to Sell You and Refer You! 16.15 - 16.45 Phil Jones, Bob Etherington, Mark Hunter and Mike Sher Panel Session Sales: a Transatlantic Debate 32
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    THEATRE 3 WEDNESDAYTHEATRE 3 THURSDAY 11.00 - 11.30 Oscar Macia ForceManager The Key to Building a High-Performance Sales Team 11.00 - 11.30 Chris Airey Umbrella Marketing Team Traditional Marketing in Our Digital Age 13.15 - 13.45 Nadeem Shaikh SMART Way Forward Recognising Your Leadership Style & Adapting It to Your Team 13.15 - 13.45 Scott Barnsley Parker Software Limited Juicing the Sales Funnel Goodness 11.45 - 12.15 Murray Cowell Inbox Income How Automating Your Email Marketing Can Feed Your Sales Force With Piping Hot Leads 11.45 - 12.15 Alan Versteeg Growth Matters The Imbalance in Sales Enablement 14.00 - 14.30 Shelley Walters Growth Matters Differentiated Conversations – Escaping the Sea of Sameness 14.00 - 14.30 Daniel Leigh Smith Fireworx A Strong Proposition: the Cornerstone of Business Growth 12.30 - 13.00 Scott Barnsley Parker Software Limited Juicing the Sales Funnel Goodness 12.30 - 1300 Dr. Peter Hughes Cognition Sex and the Psychology of Fertile Brands 14.45 - 15.15 Robert Norum agent3 Data. Insight.Action. Boosting Sales With Account Based Marketing (ABM) 14.45 - 15.15 Gary Salisbury Libris Systems Sales Effectiveness - Reach Further, Be More Personal, and Sell More 15.30 - 16.00 Brian Dunne SVM Global Happy Customers Are Built in the Boardroom 15.30 - 16.00 Speaker to be Confirmed Keep an eye on our digital show guide for speaker updates 16.15 - 16.45 Andreas Lalangas Salesbox CRM Beat the Competition With Smart, Collaborative Tech 16.15 - 16.45 Speaker to be Confirmed Keep an eye on our digital show guide for speaker updates THEATRE3 *Contentandspeakersaresubjecttochange.Thedigitalshow guideandseminartimetablewillbeupdatedonlinepriortothe show,sopleasecheckwww.salesinnovationexpo.co.uk forthelatestinformation. 33
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    THEATRE4 *Contentandspeakersaresubjecttochange.Thedigitalshow guideandseminartimetablewillbeupdatedonlinepriortothe show,sopleasecheckwww.salesinnovationexpo.co.uk forthelatestinformation. THEATRE 4 WEDNESDAYTHEATRE 4 THURSDAY 11.00 - 11.30 Andy Gwynn 3 degrees Social How to Gain More Business Through Your Use of Linkedin 11.00 - 11.30 Pete Evans Momentum Sales Solutions Ltd Creating a Culture of Excellence in Your Sales Teams 13.15 - 13.45 Karen Dunne-Squire Elation Experts The Most Profitable Relationship You Will Ever Build 13.15 - 13.45 Karen Dunne-Squire Elation Experts Supercharge Your Sales Performance – a Proven Method 11.45 - 12.15 Lee Chadwick CommuniGator Group Ltd. Lifting the Covers on Data Driven Sales and Marketing Tactics to Improve Business Performance 11.45 - 12.15 Lee Chadwick CommuniGator Group Ltd. Lifting the Covers on Data Driven Sales and Marketing Tactics to Improve Business Performance 14.00 - 14.30 Mike Scher FRONTLINE Selling How You Can Create a Predictable Pipeline and Crush Your Quota 14.00 - 14.30 Mike Scher FRONTLINE Selling How You Can Create a Predictable Pipeline and Crush Your Quota 12.30 - 13.00 Phil Olley Phil Olley Unlimited Guerrilla Tactics for Sales Breakthroughs 12.30 - 13.00 Andy Gwynn 3 degrees Social How to Gain More Business Through Your Use of Linkedin 14.45 - 15.15 Mark Erskine Seller Performance Unlocking the Power of Adaptive Selling Using Behavioural Profiling 14.45 - 15.15 Phil Olley Phil Olley Unlimited Guerrilla Tactics for Sales Breakthroughs 15.30 - 16.00 Pete Evans Momentum Sales Solutions Ltd Creating a Culture of Excellence in Your Sales Teams 15.30 - 16.00 Speaker to be Confirmed Keep an eye on our digital show guide for speaker updates 16.15 - 16.45 Billy Lyle Redspire Ltd Motivate Your Sales Team to Use CRM and Win More Business 16.15 - 16.45 Speaker to be Confirmed Keep an eye on our digital show guide for speaker updates 34
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    THEATRE 5 WEDNESDAYTHEATRE 5 THURSDAY 11.00 - 11.30 Josh Aarons SalesSeek Aligning Sales and Marketing for Explosive Businesses Growth 11.00 - 11.30 James Beveridge Rock Creative Top Tips for Making Sales Videos That Don’t Suck 13.15 - 13.45 Alison Edgar The Entrepreneur’s Godmother From Zero to Sales Hero, You Can Do It Too! 13.15 - 13.45 Nicola Hartland Xcel Sales Ltd Get Targeted, Get Social, Get Talking 11.45 - 12.15 Cormac Murphy Ennovate Consulting 10% Sales Uplift in 10 Weeks - Guaranteed 11.45 - 12.15 Josh Aarons SalesSeek Aligning Sales and Marketing for Explosive Businesses Growth 14.00 - 14.30 Marcus Eden-Ellis Bid Perfect Ltd Ten Things You Need to Know About Writing Winning Bids 14.00 - 14.30 Martin Zeman Data Driven Era How Smart Companies Use Data to Sell More 12.30 - 13.00 Kevin Beales Refract Creating a Coaching Culture in Your Sales Teams 12.30 - 1300 Mark Erskine Seller Performance Unlocking the Power of Adaptive Selling Using Behavioural Profiling 14.45 - 15.15 Liam Ryan CallPro CRM The Coming Revolution of Sales and Marketing 14.45 - 15.15 Shea Heer Wise Me Up Would You Buy From You? Back to Basics 16.15 - 16.45 Antonio Mankulu Bisc Technologies Ltd Africa is Open for Business 15.30 - 16.00 Deb Calvert People First Productivity Solutions The Frontline Sales Imperatives for Creating the Customer Experience 15.30 - 16.00 Darren Lewis DueDil Account Based Selling - What the Top Performing Sales Professionals Do 16.15 - 16.45 Darren Lewis DueDil Account Based Selling - What the Top Performing Sales Professionals do THEATRE5 *Contentandspeakersaresubjecttochange.Thedigitalshow guideandseminartimetablewillbeupdatedonlinepriortothe show,sopleasecheckwww.salesinnovationexpo.co.uk forthelatestinformation. 35
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    Find the nextgear 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. 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. 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. 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. SEMINARS 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. IDM TRAINING ACADEMY 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. MASTERCLASSES …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 CHANCE TO NETWORK WITH 1000s OF MARKETING DIRECTORS CO-LOCATED EVENT FOLLOW THE SHOW: @ B2BMarketingUK # B2BUK 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. 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. b2bmarketingexpo.co.uk RUNNING ALONGSIDE SALES INNOVATION EXPO... 36
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    LinkedIn is nowa 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. 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. 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. 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. WEDNESDAY | 11.00 | KEYNOTE THEATRE 1 THURSDAY | 11.45 | KEYNOTE THEATRE 1 WEDNESDAY | 11.45 & 14.00 | KEYNOTE THEATRE 1 WEDNESDAY | 13.15 | KEYNOTE THEATRE 1 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! VISIT WWW.B2BMARKETINGEXPO.CO.UK For even more industry-leading seminars from marketing experts MARKET TO A PROFESSIONAL AUDIENCE AT SCALE SOCIAL SELLING: HOW LINKEDIN AND TWITTER CAN INCREASE SALES DIGITAL BEST PRACTISES FOR B2B MARKETERS A NEW WAY TO ENGAGE BUSINESSES: TREAT THEM LIKE PEOPLE AFONSO DE SOUSA, LINKEDIN NICKY KRIEL, THE B2B TWITTER GURU RAJA SAGGI, GOOGLE DERICK WALKER AND ROSIE DUNCAN SAATCHI MASIUS 37
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    EXHIBITOR LISTINGS 38 3degrees Social Stand Number1412 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 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 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 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 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 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 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 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
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    39 Club Wembley Stand Number1400 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 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 www.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 market- leading 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 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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    40 FRONTLINE Selling by NisbetAssociates 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 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 InsideSales.com Stand Number 1600 InsideSales.com offers the industry’s leading sales acceleration platform built on Neuralytics, a predictive and prescriptive self- learning engine that drives revenue growth by delivering an optimized experience for both salesperson and buyer. 0118 990 1340 uk.insidesales.com 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 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 Libris Stand Number 1590 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 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
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    Media Orb Stand Number126 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 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 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 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 step- change 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 best- in-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 easy- to-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
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    42 Retriever New Business StandNumber 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 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 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 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 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 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 SalesSeek Stand Number 1538 SalesSeek - Bringing together essential sales and marketing tools for growth-focused businesses. 020 3514 2513 www.salesseek.co.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 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 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 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
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    43 Surface 2 AirMedia 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 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 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 The Institute of Direct and Digital Marketing Stand Number 376 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. 020 8977 5705 www.theidm.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 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 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 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 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 Trustpilot Stand Number 206 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 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 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
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    Power Dialer withCall Recording Let us show you how it works. Visit us at stand 1408. www.actimizer.com | +44 (0)2036 301571 | info@actimizer.com 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. Increase sales immediately Retain outbound proactivity Automatic call logging
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    and they’re set toshow 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. 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 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. GatorLeads features include: • Lead scoring – ranking and scoring your website leads based on their journey so you can identify which leads are sales-ready • Contact Information – purchase your leads email addresses and contact them directly • Private database – so you will get a higher match rate than any other lead generation company • 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 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. Where do your leads come from? GatorLeads will identify the companies visiting your website from usually unidentifiable channels such as PPC, social and more (without them filling out a form)! What do you do with your leads? 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. 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. 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.
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    3degrees Social Actimizer AdTube agent3 Akero Labs AlisonEdgar MD Sales Coaching Solutions Anicca Digital Ltd Arkevista Azquo Bid Perfect Ltd Bisc Technologies Ltd bpma Brandz Ltd Breathe Creative Bullhorn Businessworx Ltd CallPro CRM Clickoo UK Club Row Creations Club Wembley Cognition CommissionCrowd Data Driven ERA Digital Doughnut Digital Marketing Institute Digital Web World Ltd. Dreamtek LTD drumBEAT Marketing DueDil Eden Videos EdgeVerve Elation Experts Ennovate Consulting Everyday Champion Evosite Experian Fireworx Limited FL1 Digital Flowbird Ltd ForceManager FreshMail 1412 1408 162 198 320 1488 140 266 364 1498 1528 160 308 222 312 139 1598 280 384 1400 188 1410 1442 220 356 298 336 218 1576 180 228 1548 1582 326 350 230 291 268 208 1500 150 FRONTLINE Selling by Nisbet Associates Fudge Animation Studios Givvit For Business Global Educ8tions Golding Products Ltd GrowthMatters imapt Impact Digital Marketing Ltd Inbox Income Inbox Insight indigoRiver Infinity Tracking InsideSales.com InsightBee Lead Forensics Libris Local Exposure Mailjet malt. MarketMakers Media Orb Modeaweb Limited Momentum Sales Solutions Limited Narrative Glue Productions NewVoiceMedia No Magnolia Productions Ltd On24 Parker Software Ltd. Passle Ltd Peridigital Phil Olley Unlimited Pi Datametrics Pink Lizard Promotions premier sports uk ltd Prezi Inc Protocol Global Limited PRYSM Group Radioville Redspire Ltd Refract ResponseSource 1510 328 130 1530 152 1578 200 276 1596 318 294 270 1600 182 1436 1590 144 178 124 1426 126 310 1550 241 1420 238 279 1430 330 212 1560 240 120 128 360 368 112 105 1478 1450 192 Retriever New Business Rock S-Academy International Salamandra Design & Digital LTD Sales Coaching Solution Ltd Salesbox CRM SalesOptimize SalesSeek Seller Performance Ltd Showpad Ltd Simply Sales Jobs Sleeping Giant Media Smart Insights SMART Way Forward Sociabble Stampwood Stormburst Studios Strategy to Revenue StudyCourse SuccessFlow Limited Surface 2 Air Media SVM Global Tableau Text Global The Institute of Direct and Digital Marketing The Marketing Pod The MarketingSPA Limited TLF Research Top Sales World TopLine Comms Trustpilot Umbrella Marketing UnDelay.io Veoo Web Behaviour Specialists Win Apps Factory Wing Lee Creative Ltd wise me up Ltd WOW Analytics Write My Site Xcel Sales Ltd 1584 1490 1476 374 1488 1526 1480 1538 1632 1678 1562 190 114 1520 210 300 1580 1594 1462 114 282 1536 388 278 376 234 142 284 1614 316 206 1444 290 378 133 115 358 1472 1570 302 1506 EXHIBITORA - Z 46
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    47 FLOOR PLAN 346 390 1528 15261520 1550 1576 1578 1600 1608 1570 1502 1426 1420 1476 1410 1412 1442 1452 1450 1400 1402 1408 1498 1444 1470 1506 1538 1536 1530 1583 1582 1580 1548 1594 1592 1596 1598 222 220 228 296 290 270 276 238 234 236 232 230 278 212 210 218 266 268 281 284 282 241248 180 182 188 152 198 192 128 124 146 122 120 190 170 172 178 206 202 200 142 144 105 116 118 114110 112 1678 1676 1670 1666 1660 1614 1640 1646 1650 1652 1656 1658165416481642 1630 1632 1622 1624 14861488 1436 14921490 1590 1522 1430 1480 1512 1510 1460 1462 1560 1562 1610 1612 302 306 308 312 316 318 338 336 330 358 328 326 320 376 388 382 380 384 360 366 168 250 160 162 252 254 256 340 164 166 342 344 115 126 208 374 378 1472 1508 260 1478 300 1500 100 102 108 107 109 132 137 133 130 138 139 1584 310 150 298 292294 368 362364 240 291 279 283 280 356 134 104 VISITORS ENTRANCE Keynote Theatre 1 Top Sales World Auditorium Theatre 8 Theatre 7 Theatre 6 B2B Facebook Strategy Masterclass Conversion Boost Masterclass The Hive Using The Cloud To Close Faster Masterclass How To Build A Freelance Sales Team Masterclass Lead Forensics Masterclass Mastering B2B Social Selling Masterclass Secret Formula For Sales Success Masterclass Using Data Science To Power Business Growth Masterclass Mapping Critical Sales Competencies Masterclass The IDM Training Academy Keynote Theatre 2 Top Sales World VIP Lounge Theatre 3 Theatre 4 Theatre 5 SALES INNOVATION E X P O 2 0 1 6
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    Unlocking the secrets ofsales 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. 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 www.elation-experts.co.uk 0117 965 2189 11th &12th May 2016 Stand 1548 “ 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