Keynote Theatre 1: Sponsored by Flume Training
11.00 - 11.30
The Daily Sales
The Top 7 Social Selling Trends For 2020
Are you looking to generate more leads and sales with LinkedIn and Social Selling this year? If so, then make sure you grab your seat to world leading Social Selling expert Daniel Disney's keynote! Daniel is going to deliver a high-energy talk with the latest trends to help you generate MORE sales from social this year.
11.40 - 12.10
People step into an organisation peddling optimism and cohesion. Nobody begins with conflict which means at one time people began with agreement. As imagination, ideas and courage bursts forth into the foreground, difference of opinion is bound to emerge. Healthy organisations must have this difference of opinion for new leaps hence healthy conflict is a leadership asset and must be encouraged. When devious intent creeps into a relationship, teams lose focus on the larger vision. Agreement is lost. The program ''Rediscovering Agreement'' is an expedition into the factors that create bad conflict, discordant notes and isolated working. The program further delineates the remedial charter as to how one can navigate past it. Early conflict recognition, specific communication patterns that sustains or worsens it and its effective containment are key aspects of the program.
12.20 - 12.50
Great data: the foundation for sales and marketing relationships
High quality business data is the foundation stone for every sales and marketing relationship you build. At Validity we could write the book when it comes to talking about our clients’ CRM data challenges, but sometimes the most compelling stories are actually your own – based on first-hand experience, and sporting the (digital) scars to prove it! In Guy’s presentation, he will take you through a case study that begins in a morass of duplicates, bad addresses and empty fields, and ends in the sunny uplands of high-performing, more profitable relationships! Key Takeaways Attendees will learn: - How better data builds stronger relationships - The relationship between data quality and best-in-class email deliverability - Why maintaining good data is not just a matter of best practice – it’s the law
13.00 - 13.30
The 7 Secrets of Success
What would you set out to achieve tomorrow if someone shared the 7 Secrets of Sales Success with you today? Join Chris for this keynote, as he distils his international best seller “The Extremely Successful Salesman’s Club” into bite size chunks, so that you can start making those plans a reality as soon as you leave your seat. "The choices you make from this day forward will lead you, step by step, to the future you deserve.”
13.40 - 14.10
Why People Don’t Change
In today''s fast-paced market, the ability to change is paramount for success; yet many salespeople steadfastly refuse to change despite all of the money and time that is invested into sales development. They know that the world is changing around them but they seem unable or unwilling to embrace it. In this talk, Gavin will outline why people do not change and share the 3 keys for successful change – either as an individual or with teams.
14.20 - 14.50
Why 50% of your team are likely to miss their target this year (and how to avoid it)
Many salespeople will underperform in 2020 but it doesn't have to be this way. Find out how your sales team compare to the standards possible in today's hyper-competitive marketplace and discover what you can do to create the most effective sales teams in your industry. 3 Key Takeaways: • Insights into how B2B clients are making decisions • The latest benchmark data on sales team effectiveness in the B2B world • A clear plan to ensure your teams hit target this year
15.00 - 15.30
Head of Global Sales Enablement
Sales Enablement Today | Not Your Dad’s Sales Training
An interactive session aimed at CROs, Enablement Leaders and those responsible for the enablement, readiness and performance of their sales organization. Confused about sales enablement? Doing it and unsure of the breadth of your charter? You’re not alone. It’s a job role that has existed for decades and yet has evolved significantly over the last few years. Once chartered with the development of long form courseware and training facilitation, sales enablement has evolved into a strategic engine to drive sales productivity. 3 Key Takeaways: - The market evolution driving the sales enablement revolution - Map your course from where you are today - Actionable takeaways to unleash the potential of your sales force through your sales enablement practice
11.40 - 12.10
Slash your conversion times: The secret to speeding up client decisions
B2B sales cycles are getting longer. Recent analysis shows sales take 3 months on average, with larger, more substantial sales taking between 6 to 9 months. Find out how you can partner with your client and shift perspectives to buck this trend and drive through deals more quickly. 3 Key Takeaways: • Clarity on what slows down your client's decisions • Mistakes to avoid and tips for success • Instantly actionable methods to rapidly accelerate client decisions
12.20 - 12.50
The Enablement Imperative
Sales must increasingly drive customer satisfaction and retention, in addition to revenue, as buyer's have more choices than ever before. The days of aggressive selling at any cost are over. Sales leaders must invest in enabling their teams to have effective customer conversations that will drive strategic growth. Failing to do so renders sales strategy ineffective. With the stakes higher than ever before, how can you turn your enablement strategy into action? Now is the time to enable your company to master the customer conversation. In this keynote, Highspot EMEA Managing Director Richard Langham will share the keys to enabling sales’ success - Enable your team to uplift the customer experience throughout the buyer’s journey - Guide your teams and your sales partners to master what to know, what to say, and what to show – at scale - Put analytics to work so your metrics matter in driving business decisions
13.00 - 13.30
Make your customers agree with you easier: DocuSign – The Agreement Cloud for Salesforce”
Agreements are critical to doing business, but the way they are prepared, signed, acted on, and managed is still highly manual and disconnected. Now, thanks to new digital technologies for automating and connecting the entire agreement process, organisations can get business done faster with less risk, lower costs, and better experiences for everyone involved. Join Graeme at the Sales Innovtion Expo and get to know the DocuSign Agreement Cloud.
14.20 - 14.50
20 Quick Fire Tips for Sales Conversations That Win More Deals
Sales are won or lost in the conversations we have with customers and prospects. After analysing millions of calls, we have identified the winning traits of sales conversations which increase close rates and deal velocity. This presentation will deliver 20 quick fire tips of actionable tactics and examples which you can use in your sales calls immediately, to achieve greater success.
15.00 - 15.30
Sales Managers - The Key to Successful Enablement
We have all seen the statistics. Enablement is at a crossroads. While some organizations are delivering amazing results, many are still struggling with getting buy-in and support from their organizations. The key? You need to engage with and create value for your Sales Managers. In this presentation, we will explore the tips and tricks you can use to gain Sales Management buy-in, creating value for Sales Managers, and use that value to create a positive impact on the organization. 3 Key Takeaways: - How to get Sales Managers onboard with Enablement - Early wins for the Sales Manager via Enablement - Training and Education that helps Sales Managers