Keynote Theatre 8
Tuesday 28th March
Wednesday 29th March
11.00 - 11.30
Salespeople have traditionally had to play a volume game in order to hit their monthly targets, but more and more the tactics that used to be effective have become obsolete. To be successful with the modern buyer, salespeople now have to tailor the sales experience to offer value on the buyer’s terms. In this session, Brian will show you how you can leverage modern technology to automate administrative tasks enabling you to spend your time creating value for high quality leads. He’ll show you how to align your sales and marketing tactics for an improved customer experience and accelerated business growth.
11.45 - 12.15
Developing a truly high performing team is the challenge of any sales operation and so often the most important element is ignored. In the absence of a strong culture no team can reach their full potential. The environment in which your team performs is fundamental to creating their success. In this seminar you will learn what defines a powerful sales success culture and how you can create and embed one in your business.
12.30 - 13.00
The world changed. Business today is more challenging. Pretending that what you’ve always done will cut the mustard is not good enough. Tough times require mental toughness and many salespeople are struggling to make the sales they have in the past. Join me and learn how to motivate and inspire your sales teams to make the quantum leap to sales superstardom and start making more sales. I will share proven motivational and sales strategies that you can implement yourself or with your people, straight away, to better engage clients, build long-term relationships, create more value and close more deals.
13.15 - 13.45
Liz Jackson MBE
Having founded and led a highly successful company, building it from the ground up, Liz understands the honour of running a business, but also the pressures and challenges business owners face. Whilst telling her own inspirational story, Liz will discuss how to build value in a business and cover how data and related software are essential in growing a successful company.
14.00 - 14.30
David Beard, CRM Principal with SageCRM
"The more information a salesperson knows about his customer or prospect, the more effective he can be. Attend this session to learn how access to customer and prospect information can maximize the effectiveness of sales calls and improve the impression you make on your customers or your prospects. No business wants obstacles to its sales cycles. Learn how to identify and remove bottlenecks in your sales process using CRM across your business."
14.45 - 15.15
Over the last decade or so, the world of professional services has changed significantly. Where once the majority of work that came through the door was either referred or by word of mouth, the world of winning work for professional service firms now requires a fundamentally different approach. This seminar will look at how to sell services at Boardroom level and explore different strategies to build commercial relationships with C-Suite.
15.30 - 16.00
Cold outreach is one of the most difficult parts of a new business sales person's role. Your audience is not very welcoming and the odds to getting a “bite” are very slim. In this seminar we will talk about the art of cold outreach and how to make your path to a meeting much more productive.
16.15 - 16.45
Master the skills needed to get past the dreaded gatekeeper and accelerate your B2B sales!