Sales Director Live Stop Press

22 & 23 NOVEMBER 2012OLYMPIA, LONDON

STOP PRESS

AN OPEN INVITATION

TO SAVOUR SCOTTISH SILVER SERVICE HOSPITALITYGolf’s greatest championship will be held at Muirfield, Scotland, just thirty minutes from the heart of Edinburgh from 17-21 July 2013. Experience world-class golf while enjoying our award-winning hospitality set against the backdrop of Muirfield’s 9th hole. You only get this view, and this close to the action, with The Open’s Official Hospitality programme. Our all-day, fine-dining packages start from £250 per person. The ultimate in sporting hospitality with the best golf and some truly exceptional company.

BOOK YOUR OFFICIAL, ON-COURSE HOSPITALITY PACKAGE

Contact our hospitality team now on: T: +44 (0)844 371 0883

or email: [email protected] Ref: SalesLive

Please visit TheOpen.com/hospitality for further information.

THE OPEN CHAMPIONSHIP MUIRFIELD, SCOTLAND17-21 JULY 2013

2032_The_Open_Hosp_Saleslive_Advert.indd 1 08/10/2012 16:43

AN OPEN INVITATION

TO SAVOUR SCOTTISH SILVER SERVICE HOSPITALITYGolf’s greatest championship will be held at Muirfield, Scotland, just thirty minutes from the heart of Edinburgh from 17-21 July 2013. Experience world-class golf while enjoying our award-winning hospitality set against the backdrop of Muirfield’s 9th hole. You only get this view, and this close to the action, with The Open’s Official Hospitality programme. Our all-day, fine-dining packages start from £250 per person. The ultimate in sporting hospitality with the best golf and some truly exceptional company.

BOOK YOUR OFFICIAL, ON-COURSE HOSPITALITY PACKAGE

Contact our hospitality team now on: T: +44 (0)844 371 0883

or email: [email protected] Ref: SalesLive

Please visit TheOpen.com/hospitality for further information.

THE OPEN CHAMPIONSHIP MUIRFIELD, SCOTLAND17-21 JULY 2013

2032_The_Open_Hosp_Saleslive_Advert.indd 1 08/10/2012 16:43

Bringing together quality exhibitors, insightful seminars, leading experts, workshops and lots more, the event offers a unique opportunity for sales professionals to obtain the latest tools, techniques and advice within the ever-changing sales profession.

Attend the show and you’ll profit from a wide variety of seminars delivered by leaders of industry such as Professor Neil Rackham, covering everything from recruiting exceptional salespeople, to winning customers through social media. Six comprehensive seminar theatres will ensure no stone is left unturned in your search for better sales figuresand continued professional development.

Alongside the vast educational el-ement, the show will also feature a balanced mix of relevant exhibit-

ing companies, all showcasing the latest products and services to help you increase those all important sales. And, we have some big additions to let you know about, so check out the exhibitor listings at the back of the Stop Press for more.

In this Stop Press, you’ll find details on every speaker, ex-hibitor, and feature, plus we’ve highlighted the things that have changed since you got the show guide in the post. Plus, we’ve popped in the pages on how to get to there, the floor plan, and all that other important stuff.

We look forward to seeing you at the show.

The Sales Director Live Team

Hello and welcome to Sales Director Live Stop Press.

Find us on Facebook www.facebook.com/SalesDirectorLiveTweet us @salesdirshow Tweet about us #salesdirshow

WEL

COM

ETHE INTERNATIONAL SALES LEADERSHIP EXHIBITION AND CONFERENCE

KEYNOTESPEAKERS

SEMINAR SCHEDULE

EXHIBITOR LISTINGS

HOW TO GET THERE

FLOOR PLAN

0614485354

CONTENTS

| SALES DIRECTOR LIVE NOVEMBER 20124

PROFESSOR NEIL RACKHAM

CHRISMAYLON

WARRENCASS

PROFESSOR LYNETTE RYALS

THURSDAY HALL 115.30 - 16.00

Selling in hard times [that are not going away]

We understand the common mistakes that most salespeople make and we also have a good understanding of the strategies that help a sales force to succeed when times are difficult. Using case material from winners and losers in hard times, Neil Rackham will explain three successful strategies that will grow market share in a tough economy.

FRIDAY HALL 314.00 - 14.30

Creating and Building A Sales Culture

Chris will discuss the challenges he faced as a Sales Director in terms of hiring and developing staff, his rationale for injecting new emerging talent, what he wanted to change about his team and how training has been implemented throughout the business to improve results.

FRIDAY HALL 111.00 - 11.30

Selling in a Relationship Economy

The world has dramatically changed in the last 20 years yet most sales forces have simply failed to adapt. Gone of the days of hunting and hard closing, sales is about reputation and relationships. As founder of one of the UK’s biggest networks Warren will explore how 21st century communication has changed the way we sell.

FRIDAY HALL 112.30 - 13.00

Key Account Management

Key Account Management (KAM) is one of the most important recent developments in business-to-business selling and relationship management. Yet many companies struggle to implement KAM successfully and get the desired results. With examples drawn from research by Cranfield School of Management, Professor Lynette Ryals shows what best practice KAM looks like and discusses the KAM lifecycle (and how to avoid some common pitfalls).

SEMINAR CHANGESLike any event of this size, exhibitors, seminars and features are constantly changing and evolving, even long after the show guide gets printed and sent out to visitors. So, to ensure you’re fully clued up on all the changes and updates, we’ve pulled it all together here. There are changes big and small, so before you set sail for Olympia, please make sure you have a thumb through to make sure you get the most out of Sales Director Live.

NEW EXHIBITORS

NOVEMBER 2012 SALES DIRECTOR LIVE | 5

Mercedes Benz Fleet Sales

We operate schemes for small, medium & large businesses, so whatever your company’s vehicle requirements are; there will be an ideal solution within the Mercedes-Benz range of cars & light commercial vehicles.

The Edge Picture Company

We create exceptional films for our clients. In dif-ferent styles, at different budget levels. Films that open eyes and change minds.

We do this for businesses and governments all over the world. Whatever your need, we work hard to find the right solution for your deadline, budget and audience.

Intrabench / Turtle

Intrabench CRM is a web based company and contacts management system, but with much more. From invoicing and accounts, sales and marketing to a vast project management to help organise and run your company.

Echo Sign

Change the way you do business and transform the way you work with your customers. Echo-Sign’s complete, automated web contracting solution allows you to instantly send, eSign, track and file documents securely, so you can change the game and work more competitively with your customers and partners.

Stratique

Did you know that typically 98% of visitors will leave your website without ever making contact? It needn’t be that way. With the help of Stratique, your existing website could be turned into a Red-Hot Lead Machine. Visit Stratique on stand S356 for your free demo and free trial!

Virtualnet Marketing

A lead generation tool that identifies businesses that visit your website. It tells you the pages, services or products viewed, as well as contact information. It will tell you the source of the visit (PPC, SEO, social media etc.), and can easily inte-grate with all major CRM software tools.

Advantus

Advantus provides a predictive and systematic approach to talent selection, alignment, retention and development. We focus on accelerating our client’s business results through the effective use of advanced sales talent analytics and experiential learning programs.

Open Symmetry

OpenSymmetry is the only dedicated Sales Perfor-mance Management consulting firm with a global team of experts to address all your compensa-tion needs. Our consultants are on the forefront of understanding the complexities of incentive compensation programs and offer expertise in Plan Design, Solution Selection, Implementation, Managed Services, and Reporting & Analytics, with delivery across the industry’s leading solution providers.

Lead Forensics

Generate more sales ready leads by identifying unknown business visitors to your website & receive full contact information including phone number. Lead Forensics also fully integrates with leading CRM platforms including Salesforce & Sage. Call us today for more info and FREE 2 week trial!

WorksIQ

Who’s on your website? Find out how to uncover new leads, close more deals & increase Adwords ROI. Stand S434.

Make Positive

We pride ourselves on creating innovative techni-cal solutions and delivering on our promises – our Salesforce customer satisfaction rating is 9.2 / 10. Our background is in delivering large IT projects for blue chip companies and we always bring the same quality of service to our smaller customers.

Sales-Motivations

Sales-Motivations is a self directed learning program which improves sales performance by 20% by increasing motivation, resilience and ability to cope with pressure. It costs from just £1 per user per day. It is delivered through a unique blended combination of management coaching, mentoring and support together with experiential e-learning and workshops, utilising the latest thinking in evidence based cognitive behavioural psychology.

JI Software / Maximiser

Maximizer is a complete sales force solution. It is available as a cloud service, on-premise and smart phone work-anywhere system. It is easy to use, quick to implement and cost-effective. Customis-able templates for sales opportunity management give accurate pipeline reports and dashboard views.

CLIVE RICHClive Rich is an international deal-maker and trouble-shooter. He has played a crucial role in negotiating and brokering more than £10bn worth of deals for a broad spectrum of multi nationals. Over the last 25 years he has brokered deals for companies such as Sony, Yahoo,

Apple, and BBC to name just a few.

Clive believes that the power of negotiation and the ability to trouble-shoot deals have never been more important, especially in a New Deal Economy. And it’s easy to see why – as consumers and businesses

Now more than ever, negotiation plays a huge part in the sales process. And for some, negotiation has become more than a skill – it’s become an art form.

“With an unstable world economy, increasing competition as power and influence moves from the West to the East, and technology enabling business to converge globally, we now live in a New Deal Economy, where deal-making skills are paramount.”

KEYNOTE SPEAKERS


PROFESSOR NEIL RACKHAM

SEMINAR HALL 1

Thursday 15.30 - 16.00

Selling in hard times [that are not going away]We understand the common mistakes that most salespeople make and we also have a good understanding of the strategies that help a sales force to succeed when times are difficult. Using case material from winners and losers in hard times, Professor Neil Rackham will explain three successful strategies that will grow market share in a tough economy.

Professor Neil Rackham first gained international recognition in the 1970s when he led the largest ever research study of successful selling and sales effectiveness. This massive project, supported by major multinationals including Xerox and IBM, involved a team of 30 researchers who studied 35,000 sales calls in over 20 countries. The research took 12 years at a cost, in today’s dollars, of $30 million. From the results of these studies he published the ground-breaking classic SPIN® Selling (McGraw-Hill, 1988) and Major Account Sales Strategy (McGraw-Hill, 1989). His books regularly rank among business best sellers, and SPIN® Selling is McGraw

Hill’s best selling business book ever. He is author of over 50 influential articles on marketing, selling and channel strategy.

Professor Neil Rackham is also widely recognized as a highly original and creative trainer and communicator. His work in sales training won him the Instructional Systems Association lifetime award for Innovation in Training and Instruction.

He has worked closely with many leading sales forces such as IBM, Xerox, AT&T and Citicorp. He has also worked extensively with senior partners in some of the world’s most successful pro-fessional services organizations including McKinsey & Company, where he was for many years a member of the Sales and Channel Management Group.

He’s a sought after conference speaker who receives top reviews from participants for his capacity to take complex issues and make them accessible and interesting. He uses a combination of humour, passion and group interaction to stimulate and challenge his audiences.

Professor Neil Rackham is known throughout the world as a speaker, writer and seminal thinker on sales and marketing issues. Three of his books have been on the New York Times best seller list and his works have been translated into over 50 languages. He has been Chairman and CEO of three international research and consulting firms.

THE PROFESSOR OF SALES

THE £BILLION NEGOTIATOR

SEMINAR HALL 1

Thursday 11.45 - 12.15

Negotiation isn’t just selling The seminar will revolve around offering a series of negotiation tactics which can be applied to a variety of business settings. The first step would be to assess what the general definition of negotiation is and how it is being overlooked by businesses, before going on to identify where attendees think they use or need to use negotia-tion in their day-to-day business.

This seminar will talk attendees through how to prepare well for a deal to ensure they get what they want out of it. It will also look at the non-verbal communication and use of language in negotiation.

tighten their belts and look to stretch every penny, negotiation is without doubt an essential weapon in any sales director’s armoury.

Also a highly experienced entertainment and digital media lawyer, Clive has negotiated deals with musicians including Take That, Dido, Annie Lennox and Simply Red, and with global brands such as Universal, Virgin and T-Mobile. He also negotiated BMG’s first

agreement for Pop Idol recording rights with 19 Entertainment – an agreement which has since generated well over $1 billion of contribution for BMG worldwide.

This is your chance to hear from one of the great negotiators. Don’t miss it.

KEYNOTE SPEAKERS


Liz Jackson is an inspirational figure and her story is extraordinary; as you may have seen when she was featured in Channel 4’s Secret Millionaire programme.

Since launching her telemarketing business, Great Guns Marketing, in 1998, the year she lost her eyesight, Liz and her company have gone from strength to strength with Great Guns growing at 30% per annum and boasting an impressive portfolio of clients from all types and sizes of companies. Great Guns Marketing has become the UK’s leading B2B telemarketing company and its ServiceMark accreditation by the Institute of Customer Service is testament to the outstanding service provided.

Liz was awarded an MBE in 2007 for services to business and in 2012 she was bestowed with an honorary doctorate by Staffordshire University for her business achievements and for inspiring others. Liz is also an accomplished author, her book ‘StartUp!’ provides invaluable help and advice to entrepreneurs.

LIZ JACKSON

SEMINAR HALL 2

Thursday 12.30 - 13.00

If you think you can, you can. Liz will tell us the story of her business success starting from the lounge of her rented Basingstoke flat whilst losing her eyesight, to building Great Guns Marketing into the UK’s premier business to business telemarketing company. She’ll explain how her attitude to life and her ‘everything’s possible’ approach enables her to take barriers in her stride. She’ll talk about her views on luck and how failure should be celebrated. Finally she will outline her approach to leadership and end with the audience believing that anything is possible.

Giles Margerison is Sales Director for UK & Ireland at TomTom Business Solutions, the B2B division of TomTom. Giles has over 10 years of experience delivering significant results managing direct and indirect sales channels for leading providers in the Telematics industry. Previous experience includes commercial vehicle rental, contract hire, and leasing and maintenance where he managed operations for Dawsonrentals and Ryder Plc. This unique combination of knowledge and experience gives him a broad understanding of the issues facing fleet and sales managers.

GILES MARGERISON

How to Outperform Industry and Market Growth in a Tough Economy

Giles will describe the challenges that he faced when he became Sales Director at TomTom Business Solutions in 2010. He will reveal how he overcame these hurdles and achieved substantial growth in a difficult climate by engaging his direct team, resellers and all involved in his ecosystem.

SEMINAR HALL 3

Friday 15.30 - 16.00

SALES DIRECTOR FOR UK & IRELAND AT TOMTOM

THE SECRET MILLIONAIRE

When he left school he went in to sales. In the late 90s he scratched that itch to explore his inner geek and became a technical trainer. In the mid 00s he merged freshly honed training skills with his selling chops and found his true calling: developing sales talent.

He engages in a constant volley of ideas with his colleagues and their customers – so the solution for one area bounces into a solution for the problems of the next, where ideas ultimately come together to make progress possible.

Ian is part of 3M – a global technology company serving customers and communities with innovative products and services. He’s an engaging speaker with lots to say, so don’t miss his seminar here at Sales Director Live.

IAN BEER

From Good to Great and Staying There 3M is a diversified technology company delivering innovative solutions to life’s everyday needs. Yet having great products is no longer enough. In this session, you’ll find out what 3M has done to invest in its own sales force to ensure they connect with their customers, helping them succeed both now and in the future.

COACH, TRAINER, FACILITATOR AND SPEAKER.


KEYNOTE SPEAKERS

SEMINAR HALL 1

Friday 13.15 - 13.45

Frank is the Head of EMEA Linkedin Sales Solutions. He is a social media enthusiast, contributing with Linkedin updates and Twitter feeds to socialise the benefits of social media for corporate use, specifically in sales through social selling methodologies.

Frank has worked in a variety of companies, from PayPal to Linkedin, and has now more than 12 years of management experience. He has lived in Germany, the UK, Canada and

FRANK HATTANN

Social Media and SalesFrank will deliver an overview of social media, answer why social media is becoming more relevant for sales and marketing; discuss what companies can do to use social media effectively; and talk about how Linkedin help small businesses to generate new business.

Ireland, managed multi lingual teams of different sizes and with different functions.

Working in these multi-cultural environments gave Frank an in-depth understanding of relationship-building and the importance of networking. Linkedin was and is an important tool for his work, career and sales success.

SEMINAR HALL 1

Thursday 12.30 - 13.00

HEAD OF EMEA LINKEDIN SALES SOLUTIONS

TONY PRINGLE

CHRIS DUNCAN

Using B2B information to sell more effectivelyWhat information can B2B sales teams access and how can it be used in the sales process? Tony Pringle, BvD’s UK MD will look at these issues and discuss the relevance of external data, what it can show you about your customers and prospects, and how integrating it with your CRM can help improve efficiency and develop new business.

Using customer intelligence to drive sales performance

The availability of vast amounts of data have changed our ability to understand and manage customers and to drive sales. But many companies struggle to turn this promise into operational revenue. In this session Chris Duncan will detail how News International has approached this challenge and share some case study examples of how customer intelligence can grow sales.

Tony Pringle joined BvD’s UK sales team in 1994. In 1998 he went to manage BvD’s American operation in New York, overseeing significant expansion and returning to the UK in 2000 to take over as manager of BvD’s activities in the UK and Ireland. He manages BvD UK’s business development, strategy, product development and relationships with information providers relating to UK markets.

Tony works closely with a wide variety of customers across financial institutions, legal firms, government and corporates to ensure BvD’s product development continues to be customer-led. Recent projects include the launch of BvD’s revamped Mint product range which is streamlined and optimised for B2B business development.

Chris Duncan is Director of Customer Sales within Sales and Marketing at News International Ltd, the publisher of leading national newspapers in the UK; The Sun, The Times, The Sunday Times. He is responsible for sales performance across retail, subscription acquisition and retention in both their print and digital businesses.


KEYNOTE SPEAKERS

SEMINAR HALL 2

Thursday 14.00 - 14.30

SEMINAR HALL 4

Friday 14.45 - 15.15

DIRECTOR OF CUSTOMER SALES AT NEWS INTERNATIONAL LTD

USING B2B INFORMATION TO SELL MORE EFFECTIVELY

Chris was appointed Director of Group Marketing Services at NI in 2009 having held senior roles in Customer Value and Customer Data since joining the company in 2007 from consultancy Infoloop Ltd. Previously, Chris was Managing Director of database marketing services company Alchemetrics Ltd.

GAVIN INGHAM

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

KEYNOTE SPEAKERS

SEMINAR HALL 3

Thursday 13.15 - 13.45

Professor Lynette Ryals specialises in key account management and marketing portfolio management, particularly relating to profitable customer management in the business-to-business context. Her professional background is in financial services (she is a Registered Representative of the London Stock Exchange and a Fellow of the Society of Investment Professionals, and worked in the dealing room of a leading US bank). Prior to joining Cranfield she worked for a major management consultancy.

At Cranfield she is involved in research and executive development programmes for clients in professional services and manufacturing. She is also the Director of Cranfield’s Key Account Management Best Practice Research Club.

Chris Malyon is Director of Sales and Marketing for DSV Road Limited. He manages all aspects of the company’s sales and marketing in the UK, including strategic sales and key account management for a number of major UK and European clients.

DSV is a global supplier of transport and logistics services with offices in more than 60 countries across the world employing approximately 21,700 staff, generating a turnover of €5.9B in 2011.


PROFESSOR LYNETTE RYALS

CHRIS MALYON

Key account management - best practiceIn this unique seminar, Lynette Ryals of Cranfield University will show you how to adopt a practical approach to planning, analysing and implementing a closer relationship with your strategic accounts. Lynette will reveal how to apply best practice to your key accounts; increase confidence; enhance your customer interfacing skills; and much more.

Creating and Building a Sales Culture

In this seminar, Chris will discuss how his company introduced sales graduates into their business and then invested in training their entire sales team through a sales academy. He will discuss the challenges he faced as a sales director, with a focus on hiring and developing staff, his rationale for injecting new emerging talent, what he wanted to change about his team, and how training has been implemented throughout the business to improve results.

SEMINAR HALL 1

Friday 12.30 - 13.00

SEMINAR HALL 3

Thursday 12.30 - 13.00

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

tough markets and personal circumstances.

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

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

TURN SELF-DOUBT INTO SELF-BELIEF

DIRECTOR OF SALES & MARKETING FOR DSV ROAD LIMITED

CRANFIELD SCHOOL OF MANAGEMENT

GORDONMCALPINE

The Secret Millionaire’s Sales road to success

Gordon will share some of the insights, ideas, sales and marketing initiatives he created in order to become a successful entrepreneur. Gordon will also demonstrate the power of using business success to make a real difference in deprived communities by presenting some emotional scenes from his experience on Channel 4’s ‘The Secret Millionaire’, when he returned to his Scottish roots, to the deprived area of Govan in Glasgow, to meet local volunteers and contribute towards their projects.

Gordon McAlpine has over 20 years of sales and marketing experience. After five successful years in sales and marketing at Astra Zeneca, Gordon’s entrepreneurial ambitions drove him to co-found fast-growth technology company BigHand in 1997. In his role as Sales and Marketing Director, he grew the business exponentially through a focus on world-class sales performance, culminating in a successful MBO in 2006. During his time at BigHand he’d been frustrated by a lack of support for executive-level sales directors, and in 2009 he founded The Sales Club, the world’s first club for sales leaders. Today, The Sales Club is the centre of excellence for sales leaders - providing its elite cross-sector membership with insights, ideas and inspiration to help them sell more.

In 2010 Gordon featured in Channel 4’s The Secret Millionaire, returning to his hometown of Glasgow, to visit Govan and make a personal contribution to life-changing projects.

Changing context of solution selling

In this interactive seminar, Andrew Hough discuss the changing context of solution selling as the purchasing dynamic changes in an economic downturn, with differing focus on procurement and financial levers away from business unit decision makers.

KEYNOTE SPEAKERS

SEMINAR HALL 2

Thursday 16.15 - 16.45


A vice president in Mid-Tier sales product across EMEA theater with 14 years EMC experience and sales management experience in Sun Microsystems, GE Capital, Barclays and Lloyds private banking responsible historically for sales strategy, sales operation, sales execution, sales excellence and product GTM strategy.

Andrew is particularly skilled in team development, team recruitment and sales team performance optimization with 12 years EMEA and APJ execution experience. Andrew is a Fellow of the Sales Leadership Alliance.

ANDREW HOUGH

SEMINAR HALL 2

Friday 14.45 - 15.15

INSIGHTS, IDEAS AND INITIATIVES TO DRIVE SALES SUCCESS

OPTIMISE YOUR SALES TEAM PERFORMANCE

Everyone who’s serious about multi-channel retailing understands the importance of knowing more about ecommerce and how it relates to their business. In the past the subject has often been left to the ‘IT department’, however, now that online shopping accounts for over 20% of all retailing in the UK, it’s vital that key decision makers get involved in an area which is paving the way for their future business development.

THE ECOMMERCE & RETAIL THEATRE

2012 SHOW FEATURE

At the Ecommerce & Retail Theatre, weaim to provide executives and directorswith easy to understand, informativeseminars on ecommerce. The 45 minuteseminars are delivered by seasonedretail and ecommerce specialists, andeach seminar will be complemented bya useful Q&A session.

Speakers include those from PayPal, RPSGlobal (Retail Performance Specialists),and ecommerce developers, Liquidshop.They will each provide their ownvaluable insight and expertise on arange of subjects that help to make upa profitable online retail operation. Theywill also be supported by guest speakersand case studies from successful onlineretailers, who will help to further addcontext to your own business.

Each day there will be a livelypanel session where you’ll get theopportunity to ask our speakers andadditional panel members, drawnfrom the retail industry, your burningquestions.

Alongside the Ecommerce & RetailTheatre will be the Ecommerce &Retail Lounge where you will have theopportunity to meet with our teamof experts, arrange one to oneconsultations, and discuss in moredetail any impending ecommercedevelopments you are perhapsconsidering for your business.

So if you’re looking to understandmore about how ecommerce can addvalue to your business, improve yourexisting provision, or simply want totake more control of your ecommerceoperations, visit this year’s Ecommerce& Retail Theatre.


DO YOU HAVE AN EXISTING ECOMMERCE BUSINESS? ARE YOU LOOKING FOR WAYS TO IMPROVE YOUR ECOMMERCE SALES? If so, the event organisers in conjunction with Liquidshop can provide you with a detailed appraisal (normally costing £150) of your existing ecommerce website absolutely free. This comprehensive appraisal will cover every area of your website, providing expert analysis of the following areas:

• Design and functionality• Page speed• Usability and customer communication• Loading speed• Mobile compliance• Product reviews• Progressing towards the checkout• Product profiles• Trigger emails• Payment options• Associated products

The ecommerce reports are individually prepared and will cover all the keyelements of a successful ecommerce website, from homepage all the waythrough to checkout, and even cover subjects including mobile compatibilityand conversion optimisation.

Your tailored 65 point appraisal report will be ready and waiting for your arrivalat reception at the Ecommerce & Retail Lounge, in Sales Director Live. Our teamof experts will be on hand to delegates who wish to discuss their appraisals andecommerce operations.

Apply for your own ecommerce report now at;www.liquidshop.com/salesdirector

2012 SHOW FEATURETHE ECOMMERCE & RETAIL THEATRE


THURSDAY

10.30 - 11.00

11.00 - 12.00

12.00 - 13.00

13.00 - 14.00

14.00 - 15.00

15.00 - 16.00

16.00 - 17.00

Introduction to multi-channel retailing & overview of the day’s sessions(with Liquidshop, Paypal and RPS)

Maximising sales through your Brick & Clicks Business (with Dennis Reid RPS-Global)

Retail case study – Bureau Direct & multi-channel retailing (with Dominic Irons Bureau Direct & Nick Pratt - Liquidshop)

Understanding the hidden benefits of good payment systems (PayPal)(with Beverely Bergin –PayPal)

Panel Discussion,- key factors that drive online sales conversions(with experts from PayPal, Liquidshop, RPS & Guest Intro by Guy Mucklow MD of Postcodeanywhere)

Maximising sales through your Brick & Clicks Business (with Dennis Reid - RPS-Global)

Ecommerce & multi-channel retailing – essential executive overview(Ray Buckler -LiquidShop)

FRIDAY

10.30 - 11.00

11.00 - 12.00

12.00 - 13.00

13.00 - 14.00

14.00 - 15.00

15.00 - 16.00

Introduction to multi-channel retailing & overview of the day’s sessions(with Liquidshop, Paypal and RPS)

Retail case study – Bureau Direct & multi-channel retailing (with Dominic Irons Bureau Direct & Ray Buckler -Liquidshop)

Understanding the hidden benefits of good payment systems (PayPal)(with Beverely Bergin –PayPal)

Panel Discussion,- key factors that drive online sales conversions(with experts from PayPal, Liquidshop, RPS & Guest Intro by Guy Mucklow MD of Postcodeanywhere)

Ecommerce & multi-channel retailing – essential executive overview(Nick Pratt - LiquidShop)

Maximising sales through your Brick & Clicks Business (with Dennis Reid - RPS-Global)

THE ECOMMERCE AND RETAIL THEATRE IS SPONSORED BY

HALL 1 THURSDAY

11.00 - 11.30Robert MaguireMaguireIzatt LLP

Sleeping with the Enemy – procurement insights

This seminar is designed to give you insights into the mindset and key control tools of the buyer. Your presenter will explore how buyers make pricing decisions and how they use market information salespeople give them to push back effectively against the value proposition and the solution sale.

14.00 - 14.30Martin Smith Bid Solutions Limited

Building a World Class Bid Team

Procurement in both the public and private sector is now almost entirely carried out through competitive tendering. As a result, effective Bid and Proposal Management is now an essential component of any successful sales team.

11.45 - 12.15Clive Rich

Negotiation isn’t just selling

Clive Rich will offer a series of negotiation tactics which can be applied to a variety of business settings and will help attendees to identify where they use or need to use negotiation in their day-to-day business and how they can improve their skills and lead to better outcomes in deals.

14.45 - 15.15Fred WilkinsonBPI/Oracle

Maximizing ROI of your CRM System

Presented by award winning consultancy BPI OnDemand, this seminar will provide you with recommendations of how to ensure you get the most from your CRM system, including maximizing adoption across your users, generating valuable analytics & BI and helping drive new, more effective ways of working across your business.

12.30 - 13.00Frank HattannLinkedin

Social Selling – Enabling Sales & Business Development Teams to be more effective through the use of their professional Network

Frank will deliver an overview of social media, answer why social media is becoming more relevant for sales and marketing; discuss what companies can do to use social media effectively; and talk about how LinkedIn can help small businesses to generate new business.

13.15 - 13.45Steve TristerPerformance Dynamite

The Shocking White Paper Report Revealed

Steve has interviewed and surveyed 100’s of CEOs, MDs and Sales Directors across the UK and his findings are extremely scary. In a whirlwind 30-minute seminar, he’ll reveal for the very first time the mind boggling opinions of today’s business leaders and their damning thoughts on the current state of UK PLCs.

16.15 - 16.45Andy ShawA Bug Free Mind

Less Stress, More Sales & Higher Order Values

This presentation is designed to teach thought techniques, which will mean you can overcome any negativity in yourself and your sales team. Imagine if you had a sales team that were not negative, but were passionate and confident about the product. Plus they had the belief in themselves meaning they could simply sell more, more often and at higher prices. The role of this presentation is to empower you with simple skills to enable this.


CONFERENCE SCHEDULE

15.30 - 16.00Professor Neil RackhamPortsmouth University

Selling in hard times [that are not going away]

We understand the common mistakes that most salespeople make and we also have a good understanding of the strategies that help a sales force to succeed when times are difficult. Using case material from winners and losers in hard times, Neil Rackham will explain three successful strategies that will grow market share in a tough economy.

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11.00 - 11.30Warren CassBusiness Scene

Selling in a Relationship Economy

The world has dramatically changed in the last 20 years yet most sales forces have simply failed to adapt. Gone of the days of hunting and hard closing, sales is about reputation and relationships. As founder of one of the UK’s biggest networks Warren will explore how 21st century communication has changed the way we sell.

HALL 1 FRIDAY

14.45 - 15.15Ian SmithWinning Tenders

Winning Tenders: the Forensic Approach to Success

Tendering is a specialist aspect of sales: to win, you need to play the game properly. This seminar explains how to find opportunities, how you pre-qualify and get invited to tender, how to go about submitting your response so it gets shortlisted, and then how to present your proposals to the evaluation panel.

12.30 - 13.00Professor Lynette RyalsCranfield School of Management

Key Account Management

Key Account Management (KAM) is one of the most important recent developments in business-to-business selling and relationship management. Yet many companies struggle to implement KAM successfully and get the desired results. With examples drawn from research by Cranfield School of Management, Professor Lynette Ryals shows what best practice KAM looks like and discusses the KAM lifecycle (and how to avoid some common pitfalls).

15.30 - 16.00Rich AllenQvidian

7 Proven Tips to Win More Deals

This session will reveal seven of the most impactful steps organisations can take to improve sales effectiveness. See real-world examples of how companies like CA Technologies, NetApp, Microsoft, and others are leveraging Sales Playbooks, sales performance analytics, and client-focused proposals to win more business. Don’t miss this opportunity to take your sales team to the next level!

13.15 - 13.45Ian Beer3M

From Good to Great and Staying There

3M is a diversified technology company delivering innovative solutions to life’s everyday needs. Yet having great products is no longer enough. Find out what 3M has done to invest in its own sales force to ensure they connect with their customers to help them succeed both now and in the future.

14.00 - 14.30Ben KenchBusiness Booster

The Heart Of Business – A Better Way To Sell

After 30 years in selling, and having managed and directed sales performance in all sorts of environments, Ben Kench has discovered quite simply a better way to grow your sales performance. In today’s session, the author of “Selling for Dummies” shares his insights and ideas that will increase your sales performance!


Notes

SiSales Initiative Magazine

SPONSORED BY

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HALL 2 THURSDAY

11.00 - 11.30Martin SouthernShark Finesse Ltd

Producing financially justified business cases for proposals

Your customer needs a business case…do you negotiate and talk value or just pray the budget is there. Sales know all about solutions but should they also be responsible for translating benefits into financial terminology that the customer can actually use? This seminar will explore both customer and supplier requirements and provoke thought about what can be done to close the value negotiation gap.

14.00 - 14.30Tony Pringle Bureau van Dijk

Using B2B information to sell more effectively

What information can B2B sales teams access and how can it be used in the sales process? Tony Pringle, BvD’s UK MD will look at these issues and discuss the relevance of external data, what it can show you about your customers and prospects, and how integrating it with your CRM can help improve efficiency and develop new business.

11.45 - 12.15Ted Walker / James SpeedKeith Prowse

The value of corporate hospitality as a relationship building tool

The session will look at key events in the UK’s cultural calendar and how they can be utilised to build long term relationships with clients, stakeholders and employees. Budgeting for events and measurement of ROI along with how to book bona fide corporate hospitality packages will also be discussed in this interactive workshop, presented by the UK market leader.

14.45 - 15.15Martin BromfieldOne Source

Sales Productivity in 2012

How do you know when to call the right prospects, and what to say when you get through? With information overload and sales executives spending more time researching companies and less time selling, how can sales directors harness information proactively to increase their sales team’s productivity?

12.30 - 13.00Liz JacksonGreat Guns Marketing

If you think you can, you can.

Liz will draw from her experience of growing a successful business and also that of working with some of the UK’s leading B2B brands. Liz’s seminar will cover how strategic telemarketing can be used to drive business growth, and will outline key learnings of what has worked for both her and her clients over the past 14 years.

15.30 - 16.00David BushnellEnable IT Technolgies

Open Source CRM – Challenging Closed Thinking

Without a CRM system in place, your company is worth approxi-mately half its potential value. Discover how and why Open Source technologies are challenging established market leaders in the Cus-tomer Relationship Management (CRM) marketplace. Discover why you should consider going Open Source when choosing your next CRM solution to increase productivity and reduce costs.

16.15 - 16.45Gordon McAlpineThe Sales Club

The Secret Millionaire’s Sales road to success

Gordon will share some of the insights, ideas, sales and marketing initiatives he created in order to become a successful entrepreneur. He will also demonstrate the power of using business success to make a real difference in deprived communities by presenting some emotional scenes from his experience on Channel 4’s ‘The Secret Millionaire’.

13.15 - 13.45Dan KellyCorporate Rewards

Incentives are EVIL

In this session, we’ll explore the top five motivating factors to a sales person and, in turn, the top five most important factors in a customer-buyer relationship and what customers look for from a supplier. We’ll also share our top tips on structuring a successful incentive programme, with some live case studies.


CONFERENCE SCHEDULE

HALL 2 FRIDAY

11.45 - 12.15Martin SouthernShark Finesse Ltd

Producing financially justified business cases for proposals


14.45 - 15.15Andrew HoughEMC Computer Systems Europe Ltd

Changing context of solution selling

In this interactive seminar, Andrew Hough discuss the changing context of solution selling as the purchasing dynamic changes in an economic downturn, with differing focus on procurement and financial levers away from business unit decision makers.

12.30 - 13.00Colin HodgsonEdenred (Incentives & Motivation)

Driving engagement, loyalty & growth through Reseller channels

This session references the various types of incentive and motivation programs used to drive engagement, loyalty and volume in distributor and reseller channels (with examples) and highlights the need for careful planning, audience considerations, appropriate rewards and adopting an innovative and creative approach.

15.30 - 16.00David BushnellEnable IT Technolgies

Increasing Sales via Remote Working

In today’s sales market, the office is often not the base for sales people that it once was. Get an insight into remote working as a whole, explaining the concepts behind it, as well as focussing on how your sales force can utilise remote working practices and technologies to increase productivity, sales revenue and improve performance.

13.15 - 13.45Graham BarlowTechnologies4Targeting Ltd

Make every visit count with sales territory optimisation

Sales territory optimisation is a hot topic but what does it really mean and how does it impact on sales team efficiency and effectiveness? This seminar explains how to identify the real factors impacting field force performance and outlines practical steps to alleviate problems.

14.00 - 14.30Jonathan Grey Ovation Incentives

Real-Time Incentives & Why the Y Generation Won’t Wait

In today’s world of increased usage and familiarity with instant communications, media, and digital technologies the Y generation is dictating today’s trends. In summary the demand for real-time reward solutions has been growing rapidly and globally and as such identifying and taking advantage of these latest trends is more critical than ever.


Notes


SPONSORED BY

HALL 3 THURSDAY

11.00 - 11.30Chris GoodmanResults Driven Group

Developing high performing sales teams and leaders of the future

If productivity, profitability, retention and customer loyalty are all by-products of a winning sales culture, what makes up the ingredients? What does a winning sales culture look like and more importantly, how should a sales director go about improving theirs? Find out in this seminar on developing a winning culture.

14.00 - 14.30Phil M JonesPhilmjones Ltd

Magic Words

Your choice of words can have a huge effect on the behaviour of others. How would you feel if your conversations always got you what you want, you could communicate yourself out of challenging scenarios and people said yes to you more often?

11.45 - 12.15David JonesCACI Limited

Putting the Force back into your Field Force

This interactive and informative seminar session will comprehensively outline the pitfalls of poor store targeting, incorrect headcount levels, inefficient territory structures and poor journey planning, and show you how to avoid these issues and reap the associated financial rewards.

14.45 - 15.15Phillip BryanSentori Email Marketing

Understanding email leads to more sales

Many people use an Email Service Provider (ESP) to send out email marketing messages. These systems generally provide information about how the email performed. Philip will explain how you can make your email marketing more effective by understanding this information, and using to help you sell more products and services.

16.15 - 16.45Liz JacksonGreat Guns Marketing

What part does Telemarketing play in today’s selling?

Liz will draw from her experience of growing a successful business and also that of working with some of the UK’s leading B2B brands. Liz’s seminar will cover how strategic telemarketing can be used to drive business growth, and will outline key learnings of what has worked for both her and her clients over the past 14 years.

15.30 - 16.00Nic Windley – B.Eng. (Hons), M IDMNic Windley & Associates

Why Your Sales Team Don’t Convert Web Leads And What You Can Do About It

The capabilities of companies to generate online sales leads are improving. However, their ability to respond has not kept up. In this seminar, Nic Windley will highlight the need for persistency, channel diversity and positive identification of hot leads, and uncover how to give your sales teams the opportunity to wow prospects with live response times in minutes.

13.15 - 13.45Gavin Ingham GavinIngham.com

Incentives are EVIL

Things have changed. Business has changed. Salespeople have changed. Good enough is not good enough anymore. If you want to create a high performance sales team in today’s competitive business environment then you need the skills and strategies to build and sustain a motivated sales team who always give 100%.

12.30 - 13.00Chris Malyon/Bryn Thompson DSV Road Limited




CONFERENCE SCHEDULE

HALL 3 FRIDAY

11.45 - 12.15Michael McGowanSales6ix

Accurate Forecasting is the best measure of sales effectiveness: A Breakthrough Approach

In this seminar, you’ll learn how Smart Sales Forecasting could be the breakthrough way to really drive sales effectiveness across your sales team, lift confidence levels and guarantee you go to bed knowing you and the team are in control of delivering the numbers.

14.45 - 15.15Dr Ian DaviesRaconteur

Building an Effective Salesforce

Recruiting the right person into a sales role has a critical impact on the overall success of a business. Conversely getting the wrong person can have disastrous effects. It is statistically proven that hiring the wrong person not only reduces revenue potential and profitability, but causes dissatisfaction throughout the rest of the workforce and increases staff turnover.

12.30 - 13.00Tony MorrisSales Doctor

Turning leads into business

Tony Morris of Sales Doctor will be providing real life techniques on how to qualify leads more effectively and in turn convert more into business. With over fifteen years of sales experience and having trained over two thousand sales professionals, Tony will share proven techniques to maximise every single opportunity.

15.30 - 16.00Giles MargerisonTomTom Business Solutions

How greener, safer drivers get you more sales

Your sales force is constantly on the move and that does not come without challenges. Are they doing enough? Are they safe on the road? Are they claiming the right mileage? Are they often stuck in traffic? Could they be doing more? This seminar describes how, by using technology, all of this information can be at your fingertips.

13.15 - 13.45Nic Windley – B.Eng. (Hons), M IDMNic Windley & Associates

Uniting Sales And Marketing - A Sales Advantage

Nic Windley discusses the relationship between sales and marketing, its history, and why attempts to bridge the two so far have been unsuccessful. The seminar will reveal what’s needed to foster true sales and marketing alignment and uncover why sales is ideally placed to lead the evolution.


Notes


SPONSORED BY

14.00 - 14.30Chris MalyonDSV Road Limited



HALL 4 THURSDAY

11.00 - 11.30Lorna Leck The Sales Activator Ltd

The Five Most Dangerous Issues Facing Sales Leaders


14.00 - 14.30Ross Evans BMS Sales Specialists

Battle for Sales talent

This seminar will explore key trends in the sales recruitment market and look at the steps different clients are taking in their battle for talent. We’ll offer practical support that can be used to enhance competitiveness and improve positioning, providing positive takeaways for senior sales decision makers to assist in attracting, engaging and retaining top talent.

11.45 - 12.15Giles MargerisonTomTom Business Solutions

How greener, safer drivers get you more sales

Your sales force is constantly on the move and that does not come without challenges. Are they doing enough? Are they safe on the road? Are they claiming the right mileage? Are they often stuck in traffic? Could they be doing more? This seminar describes how, by using technology, all of this information can be at your fingertips.

14.45 - 15.15David ClarkClarity360 Ltd

B2B Relationship Management – It’s the Story in a Team Game!

David talks about the power of team selling and how world class collaboration enhances the client’s experience and how this intra-company collaboration supports individuals’ development of the lost art of storytelling. David champions a return to a skill that can create value in a way that will be remembered and coveted during the toughest of times.

12.30 - 13.00Gary DonoghueAdvanced Selling Skills Academy Ltd

Developing Sustainable Sales Skills in a Mobile World

Gary will highlight how e-training will positively impact on employee satisfaction through continuous professional development leading to improved staff motivation and retention. He will also highlight the key ROI benefits of e-training, but most importantly the significant impact it can have on business speed and agility, facilitating change and growth.

13.15 - 13.45Graham DandoThe TAS Group

Four Factors – The Simple Formula for Sales Success

In this session, Graham Dando, Senior Partner for The TAS Group argues that there are only four things you need to worry about to achieve sales effectiveness. These 4 things make up The Sales Velocity Equation, a simple formula that provides you with everything you need to keep it simple, and keep your focus.

15.30 - 16.00Tim FosterThe TAS Group

So you think you have a £500,000 sales forecast?

Most managers believe they are good at forecasting, but their forecasts usually turn out to be wrong. In his presentation, Tim Foster, EMEA Sale Director for The TAS Group will discuss how to use automated intelligence in the sales cycle to increase deal win rate and average deal value, and shorten sales cycles.

16.15 - 16.45Warren KnightGloople

From Sales Director to Managing Director

Warren will share with you the transition he made from Sales Director of a manufacturing and exporting business to being the founder and CEO of a Technology Company. Warren will help you use the skills you have developed as part of your job to run a successful company.


CONFERENCE SCHEDULE

HALL 4 FRIDAY

11.45 - 12.15Phil M JonesPhilmjones Ltd

Magic Words

Your choice of words can have a huge effect on the behaviour of others. How would you feel if your conversations always got you what you want, you could communicate yourself out of challenging scenarios and people said yes to you more often?

14.45 - 15.15Chris DuncanNews International

Using customer intelligence to drive sales performance

The availability of vast amounts of data have changed our ability to understand and manage customers and to drive sales. But many companies struggle to turn this promise into operational revenue. In this session Chris Duncan will detail how News International has approached this challenge and share some case study examples of how customer intelligence can grow sales.

12.30 - 13.00Martin Hutchins Professional Academy

Turning professionals into exceptionals (a case study)

The right leadership can have a profound effect on culture and practices within a business. When that leader is no longer there, chaos can ensue. The case study covered in this session discusses the strategic changes needed after such an event. Quantitative and Qualitative measures will be discussed along with tactics, telesales and key account management.

15.30 - 16.00Gary DonoghueAdvanced Selling Skills Academy Ltd

Developing Sustainable Sales Skills in a Mobile World

Gary will highlight how e-training will positively impact on employee satisfaction through continuous professional development leading to improved staff motivation and retention. He will also highlight the key ROI benefits of e-training, but most importantly the significant impact it can have on business speed and agility, facilitating change and growth.

13.15 - 13.45Donal DalyThe TAS Group

The Art and Science of Account Planning

In this session, Donal will explore the essential aspects of account planning: understanding the customer’s business; visualizing ‘white space’ to expand sales; identifying and building strategic relationships; collaborating on business strategy; identifying and winning new opportunities; increasing solution and account penetration; and automating account plans within the CRM.

14.00 - 14.30David ClarkClarity360 Ltd

B2B Relationship Management – It’s the Story in a Team Game!

David talks about the power of team selling and how world class collaboration enhances the client’s experience and how this intra-company collaboration supports individuals’ development of the lost art of storytelling. David champions a return to a skill that can create value in a way that will be remembered and coveted during the toughest of times.


Notes


SPONSORED BY

THE ECOMMERCE & RETAIL THEATRE THURSDAY

10.30 - 11.00Liquidshop, PayPal & RPS

Executive overview – ecommerce & Retail briefing

The first session of the morning is for busy executives that need the key headlines about improving sales via essential retail channels, comprising three 10 minute sections delivered by specialists from Liquidshop, PayPal and RPS-Global that understand the “need to know” topics and how to present the facts without resorting to jargon. Attend this briefing if you need to get the current retail and ecommerce news fast. If you need more detail, then stay on after the seminar and talk to one of the experts as our guests in the ecommerce and retail lounge.


Panel Discussion - Key factors that drive online sales conversions.

Starting with an introduction by guest speaker Guy Mucklow the MD of Postcodeanywhere, the expert panel will be sharing insights on how to convert visitors into customers and improve basket values at the checkout, both online and offline. Discuss and get involved in the topics affecting you and your business. This is your chance to get your questions answered.

11.00 - 12.00Dennis ReidRPS

Maximising Sales Through Your Bricks & Clicks Business

Having the mind-set to compete in an OMI channel world, identifying where your business model fits in Global Best Practice, understanding the critical KPIs that need to improve, the six step model driving up conversion and ATV, OMI Channel Best Practice case studies. The RPS-Global team will be on hand after the seminar to answer your questions and provide further advice; you are invited to meet them in the ecommerce and retail lounge.



Having the mind-set to complete in an Omi channel world, identifying where your business model fits inGlobal Best Practice, understanding the critical KPI’s that need to improve, the six step model driving up conversion and ATV, OMI Channel Best Practice case studies

12.00 - 13.00Nick Pratt, LiquidshopDominic Irons – Bureau direct

Retail case study – Bureau Direct & multi-channel retailing

Dominic Irons will explain how ecommerce drives income and fits within his retail operation. This case study and seminar will promote the advantages of multi-channel retailing and how to benefit from ever increasing influence the Internet and mobile connectivity has on retail. Touching on the specifics of today’s changing consumer, separating fads from long term trends and gains, and the anatomy of a successful ecommerce channel that is integrated into your business.

16.00 - 17.00Ray BucklerLiquidshop

Ecommerce & Multi-channel retailing - essential executive overview

This session covers three key subjects that will help delegates understand how to increase sales with a multi-channel approach. First, to understand the new consumers, their relationship with smartphones and how this guides retail purchase decisions. Secondly, what are the upcoming trends and how they impact on retail. Finally, a look under the bonnet of an ecommerce operation and the key features you need to bring in the sales.

13.00 - 14.00Beverley BerginPaypal

Understanding The Hidden Benefits of Good Payment Systems

The final and most important stage of retail transaction is the payment process. However, it is often treated as just the utility that completes the deal. This session wil illustrate what extra safeguards and benefits are available frmo a good payment system and what you should expect from your (PSP) Payment Service Provider.


Liquidshop is an online retail storefront proven to grow sales revenue, improve conversion rates and increase basket value. The Liquidshop ecommerce platform features an intuitive back-office for the administration of website content, including product data and customer orders. In addition there are tools for the management of onsite promotion, internet marketing and SEO. Above all, as a Liquidshop user you have access to a dedicated team of ecommerce professionals for the design, hosting and ongoing support of your ecommerce website.

THE ECOMMERCE & RETAIL THEATRE FRIDAY


Executive overview – ecommerce & Retail briefing

The first session of the morning is for busy executives that need the key headlines about improving sales via essential retail channels, comprising three 10 minute sections delivered by specialists from Liquidshop, PayPal and RPS-Global that understand the “need to know” topics and how to present the facts without resorting to jargon. Attend this briefing if you need to get the current retail and ecommerce news fast. If you need more detail, then stay on after the seminar and talk to one of the experts as our guests in the ecommerce and retail lounge.

14.00 - 15.00Ray Buckler Liquidshop

Ecommerce & Multi-channel retailing - essential executive overview

This session covers three key subjects that will help delegates understand how to increase sales with a multi-channel approach. First, to understand the new consumers, their relationship with smartphones and how this guides retail purchase decisions. Secondly, what are the upcoming trends and how they impact on retail. Finally, a look under the bonnet of an ecommerce operation and the key features you need to bring in the sales.

11.00 - 12.00Nick Pratt, LiquidshopDominic Irons – Bureau direct

Retail case study – Bureau Direct & multi-channel retailing

Dominic Irons will explain how ecommerce drives income and fits within his retail operation. This case study and seminar will promote the advantages of multi-channel retailing and how to benefit from ever increasing influence the Internet and mobile connectivity has on retail. Touching on the specifics of today’s changing consumer, separating fads from long term trends and gains, and the anatomy of a successful ecommerce channel that is integrated into your business.



Having the mind-set to compete in an OMI channel world, identifying where your business model fits in Global Best Practice, understanding the critical KPIs that need to improve, the six step model driving up conversion and ATV, OMI Channel Best Practice case studies. The RPS-Global team will be on hand after the seminar to answer your questions and provide further advice; you are invited to meet them in the ecommerce and retail lounge.

12.00 - 13.00Beverley BerginPaypal

Understanding The Hidden Benefits of Good Payment Systems

The final and most important stage of retail transaction is the payment process. However, it is often treated as just the utility that completes the deal. This session wil illustrate what extra safeguards and benefits are available frmo a good payment system and what you should expect from your (PSP) Payment Service Provider.


Panel Discussion - Key factors that drive online sales conversions.

Starting with an introduction by guest speaker Guy Mucklow the MD of Postcodeanywhere, the expert panel will be sharing insights on how to convert visitors into customers and improve basket values at the checkout, both online and offline. Discuss and get involved in the topics affecting you and your business. This is your chance to get your questions answered.


PayPal allows any business or individual with an email address to securely, conveniently and cost-effectively send and receive payments online. Our network builds on the existing financial infrastructure of bank accounts and credit cards to create a global, real-time payment solution. We deliver a product ideally suited for small businesses, online merchants, individuals and others currently underserved by traditional payment mechanisms.

With over 25 years of retail experience, working across 20 countries and with hundreds of clients, RPS has developed a truly world class retail and brand performance models. When implemented fully into a business, the RPS system is guaranteed to increase sales performance.

RPS have an unrivalled understanding of successful retail and brand best practice and how to translate this into actions that integrate into any business for a guaranteed uplift in sales, regardless of current performance.

In case you didn’t know, right next door to Sales Director Live, and happening at the same time is another event you might be interested in. In fact, you’ve probably heard of it – it’s called The Business Show.

The Business Show is open to anybody wishing to start, grow or improve their business. The show has been running for some 12 years, and in that time has grown to giant proportions, harbouring 350 exhibitors, 250 seminars, dozens of workshops, three huge networking features, chances to pitch to millionaire investors, and of course, lots and lots of businesspeople. Last May’s event brought in over 20,000 visitors (many of which were sales directors and financial directors), and this November will see a further increase in numbers, cementing it as the UK’s biggest ever business event.

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

The event plays host to several networking events including the immensely popular Speed Networking, where you’ll make dozens of connections in just minutes. And visitors can even use the Show to secure investment, with Midas Touch and Angels Den back again for November, meaning visitors have a platform to pitch to a panel of multimillionaires for real capital investment.To book your place at any of the features, register for free tickets at bstartup.com.

THE BUSINESS SHOW

The Business Show is really two shows in disguise: Business Startup Show (for those starting a business), and the Great British Business Show (for those growing a business).

The two successful shows have converged to create the UK’s biggest business show, offering information, advice and resources spanning every area of business imaginable.

Step next door to see for yourself. You’ll find business owners of all descriptions, from property magnates to little boutique owners, all searching for new ways to improve what they’ve got or give their bright idea some legs.


All features book up very quickly, so to ensure you get a session, best book early.

This November will also see brand new educational workshops, adding to an already impressive collection run by the likes of Sage and Intellectual Property Office. These workshops have been designed to ensure visitors are kept up to date with the very latest, practical information.

And, of course, The Business Show will present an all-star speaker line-up, featuring the legendary David Gold, Dragons’ Den’s James Caan, and 248 other brilliant seminars, all delivering advice on everything from branding to budgeting, CRM to SEO.

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

Business Startup ShowAre you starting a business? As the industry-leader, Business Startup is free for anyone thinking about starting or expanding a business. With over 250 seminars, over 350 exhibitors, advice, opportunities, and much more, can you afford to miss out?

The Great British Business ShowGrowing your business isn’t just about buying that bit of machinery or leasing that new building. Growing too quickly can be your downfall, so careful financial planning and the right advice is key to progressing your business. The Great British Business Show is a free resource to help your business flourish.

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

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

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

2012THE BUSINESS SHOW

350 EXHIBITORS

250 FREE SEMINARS

COUNTLESS OPPORTUNITIES


Discover how to maximise sales return from your website, social media and online marketing activity.

DIGITAL LEAD GENERATION

WORKSHOP

WORKSHOP

In a fast-paced series of educational work-shops, MediaCo will take you through the key elements of Online Marketing from a sales perspective and challenge the myths around online lead generation.

Speaking your kind of language and removing all the “techno-babble”, you will learn how to integrate online marketing activity, position yourself as a sales thought leader in your business sector and – most importantly – how to achieve and maximise the sales return on your marketing investment!

To book your place at the workshop, visit DigitalLeadGenerationWorkshop.co.uk


TOPIC ONE: HOW TO REALLY USE LINKEDIN FOR SALES LEAD GENERATION

a) Developing a LinkedIn profileb) How to maximise sales opportunities from your LinkedIn networkc) It’s not what you know – it’s who you know – or can identify!

TOPIC TWO: SEARCH ENGINEOPTIMISATION; STILL THE BEST SALESTOOL IN YOUR BAG!

a) The Truths and Myths of SEOb) Your Website as the best sales tool you havec) Being found: Buyers not Browsersd) Who are you true Online Competitors?

TOPIC THREE: SOCIAL MEDIA; CHANGINGTHE SALES PROSPECT PARADIGM

a) It’s a whole new world out there – are you an authority in your field?b) How to reach your audience and engage to convertc) Being Social and still selling

TOPIC FOUR: SEM: INSTANT RESULTSFROM PAID

a) Paid Search as a Sales Toolb) Display Advertising for Lead Generationc) Using Facebook Ads – Good or Bad?

HOW TO USE ONLINE MARKETING FOR LEAD GENERATION, NETWORKING & SALES

MINDSTHE EDGEWE CHANGE

The Edge Picture CompanyWorlds best producers of films for business

+44 (0) 207 836 6262 / [email protected] / www.edgepicture.com

WE ARE

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

talent to join our sales force and BMS’s knowledge of our business enables them to select candidates who will benefi t and add value to Matthew Clark.We anticipate that the continued support and professional approach of our recruitment partners will help us grow our nationwide sales force and recruit new cutting edge sales professionals.

Caroline Turner, Matthew Clark’s HR Advisor

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

Lucy Coates, HR Manager, Luxottica

www.bms-uk.com

To contact BMS please call

0800 279 2602

MINDSTHE EDGEWE CHANGE

The Edge Picture CompanyWorlds best producers of films for business

+44 (0) 207 836 6262 / [email protected] / www.edgepicture.com

WE ARE

Save 25%

Supporting SMEs across London

dedicated SME

website

member forums

networking evenings

expert advice

members only freeevents

Just £40

per year

uniquecontent

Join the Business Connections network

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Offer valid until November 26 2012

Save 25%

Supporting SMEs across London

dedicated SME

website

member forums

networking evenings

expert advice

members only freeevents

Just £40

per year

uniquecontent

Join the Business Connections network

es-bc.co.uk twitter.com/esconnections

Offer valid until November 26 2012

Do you really know who your best salespeople are?

T: +44 (0)1892 502 200 F: +44 (0)1892 502 201 [email protected] www.silentedge.co.uk

77 Mount Ephraim, Tunbridge Wells, Kent, TN4 8BS

Free sales force evaluation

If you have 30 or more salespeople, we will come to your offices and assess up to 5 field or 4 telesales staff. You will have access to their reports and our coaching platform FREE OF CHARGE.

We have 450 best practice objective role profiles across every industry for you to choose from.

Call: 01892 502200 or email: [email protected] and quote SDL2012

There are 8 different types of salespeople: but only 3 of them sell masterfully. Only Experts, Closers and Consultants are consistently good at selling. Yet they equate to only 37% of all salespeople. The behaviour of the other 63% of salespeople can have a neutral or even a negative impact on sales performance. Fortunately, positive selling behaviour can be learned. Strategic coaching and recruitment techniques will dramatically improve the performance of your sales force. By understanding the behaviours which generate sales success you can create an entire team of Experts and drive revenues up.

“The competencies Silent Edge have defined to benchmark salepeople really help drive sales performance. The model can

also predict how likely a salesperson is to close a deal.” Cranfield University School of Management

BONUS AD.indd 1 10/24/2012 11:53:13 AM

Different companies in different business sectors may only need to address one, two or three of these four areas, but can still enjoy the obvious benefits of giving their sales teams less time driving (as well as lower fuel bills and CO2 emissions), and more time spent selling to high-po-tential customers and prospects.

CACI ADDRESS FOUR FUNDAMENTAL QUESTIONS THAT ENABLE COMPANIES TO ACHIEVE SIGNIFICANT INCREASES IN FIELD FORCE EFFICIENCY.

CACI works with companies in FMCG, B2B, Financial Services, Van Sales, Field Marketing, Foodservice, Vending and OTC. So, whatever you sell, as long as you want to do more calls, less driving, have balancedterritories or save planning time, our experts can help.

PUTTING THE FORCE INTO YOUR FIELD FORCE

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Where should they call?

It is important that your reps are spending time with the customers that offer the biggest opportunity. CACI offers a combination of catchment models and market potential data to rank calls. Contact strategies can be applied to ensure that the highest sales up-lift is achieved at the lowest cost.

How many people do they need?

Field personnel spend time calling and driving. Most companies know how much time

they spend in-call, but do not know how much time is spent driving - getting this wrong, even by a small degree, will mean too many or too few people.

CACI’s software identifies exactly how much driving is required, giving you an accurate head-count - no wasted money, no missed opportunities.

Who should cover each call?

There are two ways to create a new territory structure - planning or optimising.

Territory planning involves looking at maps, either in hard-copy or using basic mapping software, and making manual, subjective realignments. This approach offers no certainty in achieving the most efficient territory structure.

Territory optimisation uses automated algorithms to make efficient, objective territory allocations, so that planning is cut by 70% and driving can be cut by up to 30%.

When should the call be made?

CACI’s call scheduling software automatically creates efficient call schedules in a fraction of the time it would take to do manually, drastically reducing time spent planning and driving.

INEFFICIENT TERRITORY STRUCTURE

EFFICIENT TERRITORY STRUCTURE WITH 25% LESS DRIVING


DEVELOPINGHIGH PERFORMING SALES TEAMS AND LEADERS OF THE FUTURE

Our findings now show that our content is now more focused on customer relationship management and key account development, underpinned by a culture of accountability and resilience than ever before.

For a Sales Director / Manager to achieve this, he or she will need to morph into the adopting the cloak of a developmental leader, this is not easily achieved unless you are prepared to adopt a step change in your thinking to developing a culture of empowerment where inspiration and motivation of the team are at the fore.

To achieve this consultative and facilitative approach to leadership there are certain areas of focus that can help deliver outstanding results, by adopting the skills of a professional sales performance coach by attending one of

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IT’S BEEN QUITE AN INTERESTING 12 MONTHS IN THE DELIVERY OF OUR BESPOKE SALES AND MARKETING PROGRAMMES ACROSS THE SME AND CORPORATE SECTORS IN 2012.

our professional coaching programmes, either an ILM Level 5 or Level 7 Qualification in Coaching and Mentoring which will give you the core skills needed to adopt this approach.

Or if you need to embrace the fully rounded skills set of the developmental leader then the Results Driven ‘High Performance Leadership’ Talent Development Programme maybe an alternative approach; which is delivered as a residential programme in the Lake District.

Sales leadership through tough times is another area Sales Directors coping with sales growth and the empowerment of their teams in the current economic climate need to consider, alternatively putting a bespoke sales team development programme together for your sales team always works and delivers a positive ROI for the business.

SMART SALESFORECASTING®

Do these sound familiar?

I couldn’t tell what’s going to happen beyond Friday.

We never know the forecast until the month has closed!

We will have no idea how the quarter will end, until the last 48 hours.

Sales6ix.com solves these issues …

Over the past 30 years, a system known as Prospect Management from the DEI Group was used by over 10,000 companies and 500,000 salespeople with astonishing success. Now, Sales6ix.com makes this proven and highly credible tool available to any sales-person in a matter of hours through the cloud. Sales6ix has further developed the tool to include Smart Forecasting®, Zero Defects Forecasting® and Sales Confidence Indicators®.

Sales6ix delivers the highest standard of sales forecasting available. It is unmatched and proven.

The last 30 years have seen many sales remedies emerge, most of which have been

ANNOUNCING A GENUINE BREAK-THROUGH IN SALES EFFECTIVENESS

rejected outright by sales people, or quietly ignored. Sales6ix is a breakthrough tool that serious sales people trust.

The Sales6ix Principle

Your sales forecast is the most credible measure of sales effectiveness. When you fix the forecast, you fix everything.

EXPECT THESE IMPACTS

• More sales people on target within 4 weeks.

• Short and long term forecasts near 100%

accuracy within one week.

• Activity levels rise within days.

• 100% adoption and usage rate within a matter of days or weeks.

Try Sales6ix - free - and see the impact within 24 hours!

www.sales6ix.com [email protected]+ 44 20 3086 9266


Clarity360 has expertise in helping clients use B2B client relationships as a source of competitive advantage to win

more new business and extend loyalty and profitability within existing accounts.

At the strategic level this involves applying Clarity’s Relationship Management Maturity Model to benchmark our clients’ organisational capability; at the tactical level it provides account-specific analysis and development of the key

components of excellent client relationships.

Clarity360 employs an engagement model with you that allows you to determine where you’d like us to get on and get

off the journey through a change programme.

Clarity360 builds leaner, agile companies that create their clients for life through the development of world-class external relationship strategies and an internal culture of collaboration,

accountability and execution.

Putting Relationship Strategies at

the Centre of your Growth

Visit our website www.clarity360.com or email [email protected]

Focussed...

...on providing the best

bid support...

We provide both permanent and contractstaff and rapidly deploy experienced consultants to plug skill gaps within your bid campaign. We have the largest globalnetwork of bid and proposal specialists and offer a complete consulting service.

Our APMP accredited team will introduce you to the best professionals every time, regardless of industry or geography. We provide on-site next day support for allyour urgent fire-fighting needs. We typicallydeploy: Bid Managers; Proposal Managers;Deal Architects; Commercial Specialists; Proposal Writers; Document Managers; Pitch Managers; Capture Managers; and Graphic Specialists.

For more details please email:[email protected] or call: 0208 9732461

www.bidsolutions.co.uk

Bid Solutions is the leading global provider of bid and proposal professionals.

Follow us on:

Bid Solutions APMP Advertisement 2012:Layout 1 21/09/2012 16:58 Page 1

The World’s #1 Sales Methodology

Win More Deals! The TAS Group offers the unique combination of proven sales methodologies supported by intelligent Dealmaker cloud software, helping sales professionals to be more productive and effective -- ultimately helping them to win more deals.

Dealmaker Delivers!TAS Sales Methodology and Dealmaker® smart software deliver real-time opportunity and account management, smart playbooks and forecasts, and automated deal coaching. We make sales effectiveness software easy to use within the workflow of your sales process, and embed intelligence, real-time coaching and proven methodologies into the process.

Playbook

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Assessment

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USA: 866.570.3836 | UK: + 44 (0) 1189 880 149 | International: +353 (0) 1 678 8900

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INTELLIGENCE & SALES Sales acumen and CRM data accuracy - not skills that normally go hand in hand. We’re all familiar with the frustrations, and consequences, around bad data entry and management in our CRM systems. Sales people want to sell, not create perfect and consistent records in the CRM. If they do, chances are they’re in the wrong job.

So if it’s a universal truth what’s the solution? If it’s difficult enough to maintain even the basics in your CRM system, how can you get to a place where you can use data more strategically to help you grow your business?

There are companies whose “raison d’être” is to main-tain databases of up to date company information. Bureau van Dijk’s Mint range is a great example of a sales data intelligence tool. Mint contains far more than the basics of addresses and company size.

It also includes information on what the company does, if it’s growing, who manages it, current news stories, where it sits in a corporate structure, a list of contacts plus any relevant M&A history or rumours. To a sales person this is all valuable intelligence that can be used to help them sell. It helps at every stage of the sales process – planning, prospecting, pitching, proposals and account progression.

The good news is that developments in technology are helping us harness the power of this information. Once these commercial databases were discrete data sets that were nothing to do with your CRM system – now, they can be integrated. So you can pull data

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HOW CAN YOU GET GOOD DATA IN YOUR CRM SYSTEM TO HELP YOU SELL AND BUILD YOUR ACCOUNTS?

from Mint to enrich and refresh your own data. This intelligence that have a really positive impact on sales, and it can be visible in your own records – without the need for your sales people to maintain it. And not only is the data in your CRM, it’s searchable too. So if you want to sell to technology

companies in Leeds, you can find them in seconds. Want to get a better understanding of all the companies in a sales territory? A quick segmentation analysis can show you, and show you the companies who look the most likely to buy from you.

Mint even has a Strategic Search Zone to help you find compa-nies with ideal sales potential using more “lateral” search criteria. These include searches to find successful, investment-backed companies, likely to have high growth targets and the potential to be open to new solutions.

Mint has been designed to be easy to use – it’s clever, but it’s not complicated. It can be integrated with any CRM solution and has specific Apps for Salesforce and Microsoft Dynamics.

Mint has a Strategic Search Zone to help you find companies with ideal sales potential using more “lateral” search criteria. These include searches to find successful, investment-backed companies, likely to have high growth targets and the potential to be open to new solutions.


DISCOVER THE SECRETSOF SUSTAINABLE SELLING…FOR FREE

The highly participative sales team development toolkit contains board games, coachingsessions and online support, designed to address all aspects of the sales process.

At stand 444 delegates will be able to experience Sales Activator® for themselves. Proven to boost sales by 15%, this highly effective sales development toolkit contains over 70 hours of bite-sized, game-play styled learning sessions and coaching resources for managers and salespeople alike.

Delegates will be able to review the toolkit’s 62 reusable coaching sessions and see how the Sales Activator® works in practice by playing some of the games that make it so unique.

Visitors to the Sales Activator® stand at this year’s Sales Director Live 2012 will receive

THE SALES ACTIVATOR® IS AN INTERACTIVE, VERSATILE, EFFECTIVE AND FUN WAY TO REINFORCE SALES BEST PRACTICE, UP SKILL SALES MANAGERS AND MAXIMISE SALESPEOPLE’S PERFORMANCE.

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a powerful report – completely free of charge – to help them identify and overcome factors affecting their sales performance.

Copies of the report, which was produced by the developers of the Sales Activator® following extensive global research with 2,663 organisations, will be available to delegates visiting Stand 444, West Hall, Olympia on Thursday 22nd and Friday 23rd November 2012.

Designed to help sales leaders unleash their teams’ sales potential, the 27-page report outlines five key barriers to sustainable sales that affect all businesses – irrespective of market sector, territory or local economic conditions – together with a range of solutions.

They can also take advantage of a special offer on all orders taken during Sales Director Live 2012, and enter into a free draw to

win their own Sales Activator® toolkit.

“A sustained uplift in sales performance is the golden chalice for many businesses – something they constantly strive for but rarely achieve,” says Lorna Leck, Director at The Sales Activator® Ltd.

“We’re participating in this year’s Sales Director Live to show

delegates that a tangible and permanent improvement in sales is attainable. With the right tools and knowledge in place, it is possible to witness a sustained increase in sales performance. Our Sales Activator® toolkit – together with our extensive research into sales constraints and insights into how they can be overcome – can help transform business’ sales capability.”

For more information, visit stand 444 at Sales Director Live. Alternatively, contact the Sales Activator® team on 0844 247 7789or [email protected]

Visit stand 444 at Sales Director Live 2012 to experience the Sales Activator® for yourself and for a complimentary guide to improving your sales results, plus the chance to win a Sales Activator® toolkit

THE SALESGAMECHANGERQvidian enables sales organisations to confi dently

to learn how your sales team can win more often.

Qvidian is honoured to be recognised by Gartner as a “Cool Vendor in CRM Sales, 2012.”

Don’t miss Qvidian’s session, “7 Proven Tips to Win More Deals”

23 November at 15:30

And—stop by our stand (#212) to see our sales effectiveness applications in action!

www.postcodeanywhere.co.uk

WE’RE SIMPLY THE BEST FOR FINDING AN ADDRESS

Our latest release, Capture+, uses more intelligent and faster searching to improve accuracy and relevancy. Simply start typing part of an address and see the address search working as you type.

Daily updatesUp to 5,000 changes to the UK address database every day - all provided to you without charge.

100% uptimeNo downtime for maintenance or updates - can your current provider match this?

Fast and easy integrations Forget massive implementation projects. Customers can integrate our services in under an hour.

Free supportOur friendly and experienced technical team are on hand to help you, every step of the way.

COME AND SEE US

atStand S462

to find out more

DEVELOPING SUSTAINABLE SALES SKILLS IN A MOBILE WORLDA Forum Corporation survey earlier this year concluded that, while business change always requires behaviour change, only 14% of companies consider themselves effective at getting change to stick. This is caused by a mismatch between where most organisations invest time and resource in change initiatives and where the greatest impact is.

Individual performance has to be linked to business goals if people’s efforts and focus are to be aligned with organisational priorities. Equipping people through standalone learning

events is where 60% of investment is made, yet its impact is a mere 10%. And only 20% of investment goes into applying tools, metrics and support to help learning stick, even though its impact is 55% when it comes to initiating and sustaining behavioural change.

High-performing organisations make effective use of technology to deliver learning, according to ASTD Research, with 6 billion mobiles in use across the world (2011) and an expectation of connectivity ubiquitous in nearly every aspect of life.

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Mobile technology creates a new spectrum of learning possibilities and is still evolving rapidly. It’s ideal for performance support, especially in sales. Today’s devices handle multimedia over high speed networks and are delivering interactive applications securely, across multiple applications and devices, this is the future of e-training.

Sales are the lifeblood of every organisation, and developing sales skills is more important than ever in today’s fast-changing, increasingly competitive business environment.

The Advance Sales Academy puts the concept of Continual Development at the heart of the process with Development Action Plans (DAPs) for each participant.

All of our e-training modules are constructed in HTML5, which allows them to be experienced on multiple platforms including iOS and Android via mobile and desktop devices. We

have more than 50 hours of interactive, multimedia content and e-books structured in online and offline ‘bite-size’ units for maximum flexibility.

Advance and its partners have the capability to create bespoke learning packages through educational review and design, research, filming, coding and conversion of legacy and new materials.

With our online analytical reporting suite you can track performance, at an individual, team or enterprise level. With the measurement of results, competency and adoption rates in real time, 24/7 you can coach your team more effectively.

The ability to link the Academy with a CRM platform (such as Salesforce) and existing business processes, makes it possible to detect and analyse direct correlations between skills development and business results.


THE RESULTBusiness GrowthSupport to retain add and grow revenue and profit through improved account management, deal management and customer relationships.

Employee SatisfactionIncreased salesforce satisfaction through continuous professional devel-opment leading to improved staff motivation and retention.

Return on investmentSupporting your business to deliver more cost effective, relevant train-ing; developing the complete salesperson, with the skills and knowledge to excel in their role.

Competitive EdgeThe biggest pay-off to using e-training strategically in a mobile world is the positive impact on business speed and agility: facilitating change and growth.

THE CHALLENGE

• To bring the positive features of interaction and inspiration from the classroom to the mobile world

• To create positive perceptions of e-training• To deliver the right training at the right time,• To initiate behavioural change and sustain it over time• To deliver training cost-effectively

OUR SOLUTIONAdvance provides a complete, business-focused training solution, for a mobile world, 24/7 comprising:• The Learning Platform• Course content• Technical expertise• New learning architects services (to develop your training)

CRM MADE SIMPLE

Is yourCompany readyto evolve toOPEN thinking?

Stand S240To find out more about whatwe do come and see us now...

or attend one of our seminarsduring the event

Why not visit our websiteswww.EnableIT.org.ukwwwww.SugarUK.co.ukOr contact us after the eventemail: [email protected]: 01473 618980

CRM - It’s Just What We Do

At EnableIT we totally understandthat every organisation requiresmany different things from their

CRM solution.

That’s why we go out of our wayto ensure that the product youto ensure that the product you

get is the product you need.

Nature never created anythingthat did everything and neither

do we. We just provide CRMsolutions which do exactly what

you need a CRM to do.By building on Open Source technologies, SugarCRM is that product.It’s evolution has been quick, but has not lost focus of what is required.

That’s when you need to have access to a ready-made product which isgoing to be adaptable enough to provide you with the ability to store allyour existing data, the scalability to expand as your company grows, aswell as the functionality to allow integration with the systems you alreadyrely on which can’t be replaced.

However, when it comes to your company choosing the right CustomerRelationship Managment solution, you can’t afford to wait for thousandsof years for evolution to work its magic.

Nature has a way of evolving to allow a perfect solutionto be reached for any situation.

Does your current CRM solutiongive you the flexibility to meet

your requirements?

www.makepositive.com @MakePositive Tel +44 20 7928 1497

Make Positive is a Platinum Salesforce.com consulting partner

and Independent Software Vendor.We specialise in CRM, sales process automation, contact centre solutions, business collaboration,

cloud-based marketing solutions and business intelligence. We develop mobile apps, transactional websites and social intranets which integrate with your back office IT systems. We also build and licence Salesforce-

centric products covering telecoms billing, social intranet, chatter-based collaboration, SMS messengers and document management.

We pride ourselves on creating innovative technical solutions and delivering on our promises – our Salesforce customer satisfaction rating is 9.2 / 10.

Our background is in delivering large IT projects for blue chip companies such as Thomson Reuters, Sky, Vodafone, T-Mobile, JLT, DMGT, FT, TNT and Barclays…and we always bring the same quality of

service to our smaller customers.

2012 is our 10th anniversary - we now have over 50 consultants across 3 offices in London, Manchester and Delhi.

A new generation. Take a closer look.

The new A-Class defines the new generation Mercedes-Benz. Not just with its dynamic looks and sports styling, but with the lowest ever CO2 level achieved in the Mercedes-Benz range.

In addition to only 98g/km*, you will appreciate 13% BIK* and 74.3 MPG* - all of which adds up to an enviably cost-efficient choice for your business. And one that’s available to pre-order now.

Discover more about why the new A-Class is ideal for your business and be amongst the first to preview the car prior to its UK launch.

Choosing a Mercedes-Benz for your business is not just about choosing a prestigious range of cars or light commercial vehicles. It’s also about choosing people you can count on to deliver on their promise, and to do so time, after time.

Visit us at Sales Director Live to find out how we can assist you and your business.

Mercedes-Benz Retail Group

Official government fuel consumption figures in mpg (litres per 100km) for new A-Class range: urban 33.6 (8.4) - 62.8 (4.5), extra urban 55.4 (5.1) - 85.6 (3.3), combined 44.1 (6.4) - 74.3 (3.8) CO2 emissions: 98-148 g/km. *Model featured is an A 180 CDI BlueEFFICIENCY SE at £21,770.00 on-the-road including optional metallic paint at £570.00 (on-the-road price includes VAT,

delivery, 12 months’ Road Fund Licence, number plates, first registration fee and fuel). Prices correct at time of going to print.

Everything you need...in one place.

Sign up now for free trial:www.intrabench.com Tel: 020 8896 2600

- Sales tracking- Opportunity logging

- Workflow and task management- Invoicing / Reminders / Payments

- Company and contact groups- Correspondence logging

- Callback reminders- Callback reminders- Automatic emailing

- Email templates- Calendar

- Bulk emailing- Event ticketing

- Task list- Product database- Product database

- Intuitive, fast and simple

Performance. Innovation. Whatever it takes.

Our proven Commission Software solutions have rescued many faltering sales teams. Let our team of experts point your sales engine in the right direction… up! We partner with you to define a Sales Commission plan that steers people to achieve. Closing healthy margin sales consistently.

Clear and Simple management reports allow real time view of the t rue cost o f sa le, inc lud ing commission earnings. Contact us today for a free assessment of your current compensa1on process.

+27 11 024 6736 www.opensymmetry.com

JUST SAY NO !

to forgettable, ineffective, expensive, low-value, inconvenient, sales training.

Instead visit Sales-Motivations on stand S432 to find out how to boost performance with guaranteed, effective, memorable, low cost, high value sales performance solutions which cost

from just £1 per user per day.

Contact us now; you’ll be pleased that you did.

Phone: 0845 531 4125Email: [email protected]: www.sales-motivations.com

©2012, Maximizer Software.

Sell more with Maximizer CRM

The complete sales solution; quick to implement, easy-to-use, and available on your smartphone so you can work - anywhere, anytime.

Maximizer Certifi ed Solution ProviderT: (01234) 214004 E: [email protected] W: www.jisoftware.co.uk

Get the competitive edge visit stand S246

JI salesdirectorLive ad indd 1 19/11/2012 11:35:43

EXHIBITOR LISTINGS

3M UK PLC08705 360036www.3m.co.uk/pocketprojector

Stand number S312

3M will be showcasing their cutting edge range of mobile projectors, created to support the burgeoning mobile work-force. The portfolio, including the new MP410 and MP220, utilise innovative technology to deliver powerful portable projector, guaranteed to increase your pro-ductivity and pitch success

Adobe EchoSign+44 (0) 1628 590 307www.echosign.adobe.com

Stand number S350

Change the way you do business and transform the way you work with your customers. EchoSign’s complete, automated web contracting solution allows you to instantly send, eSign, track and file documents securely, so you can change the game and work more competitively with your customers and partners.

Advanced Selling Skills Academy Ltd0845 125 9098www.as-sa.co.uk

Stand number S252

See Advance on stand 252 showcase the latest in e-training strategy. Your own branded Sales Academy can deliver Sustainable Skills Development with Multi-lingual Professional and Accred-ited programs. Our interactive, multimedia modules are available on and off-line 24/7 providing a flexible, engaging experience

Advantus(0)208 788 2684www.advantus.co.uk

Stand number S344

Advantus provides a predictive and systematic approach to talent selection, alignment, retention and development. We focus on accelerating our client’s business results through the effective use of advanced sales talent analytics and experiential learning programs.

Bid Solutions0208 9732461www.bidsolutions.co.uk

Stand number S210

Bid Solutions is the leading global provider of bid and proposal professionals. We provide both permanent and contract staff and can rapidly deploy experienced consultants to lead your bid or proposal. Maximise your win rate with access to the largest global network of bid and proposal specialists.

BMS Sales Specialists LLP0800 2792602www.bms-uk.com

Stand number S262

BMS recruit high calibre sales people across the UK and Aus-tralia. Our network of offices gives us strong local presence and allows us to support a long list of blue chip clients who view us as partners they can trust. Services include assessment, training, search, contingency and advertis-ing.

BPI OnDemand Ltd0845 3887705www.thebpiway.com

Stand number S230

BPI OnDemand provide config-ured CRM solutions for organisa-tions across industries. We’re the only company offering a ZERO up front cost implementation model....so there’s no longer a need to pay large project budgets to get started.

Bureau van Dijk020 7549 5000www.bvdinfo.com

Stand number S332

Our business intelligence helps you find more sales opportunities. Our Mint products have data on companies, their structures, news, contacts and financial viability. It’s simple to integrate Mint with your CRM for lead nurturing, better informed sales teams and more relevant appointments.

CACI Limited0121 788 5900www.caci.co.uk/fieldforceplan-ning

Stand number S440

Visit us on stand S440 to find out how your field sales team can:Increase call rates by 10%Reduce driving time by 25%Reduce planning time by 70%Increase profit! If you can’t wait, visit our website and watch our brief introductory videos, or email [email protected] to arrange a demo.

Clarity360 Ltd0207 866 6226www.clarity360.com

Stand number S256

Business Relationship specialists, Clarity360, bring 25 years experi-ence to help transform your sales/account functions. Agnostic of proprietary methodology, C360 are market-leading ‘integrators’ of skills, process and systems, us-ing their bespoke toolkit to realise the ROI & potential of clients.

Corporate Rewards0370 405 2020www.corporaterewards.co.uk

Stand number S222

Leading provider of incentive & motivation programmes, work-ing to create a culture where everybody is recognised for their loyalty, efforts & success. This may be your employees; sales force; channel partners; or customers. We strive to provide the right solution to meet your specific requirements.

Cranfield School of Management01234 751122www.cranfield.ac.uk

Stand number S340

Cranfield School of Management is a world leader in management education and research, helping individuals and businesses learn and succeed. Our recognised ex-perts in management and leader-ship offer essential development solutions and our programmes are as demanding as they are rewarding.


Edenred (Incentives & Motivation)0843 453 4000www.edenred.co.ukStand number S226

Edenred design and implement Incentives and Reward solutions that can motivate, create behav-ioural change and improve per-formance, centered around the widest choice of reward platforms and mechanisms and that offer the recipient the widest choice of redemption options.

EnableIT Technologies (SugarUK)0207 906 1707www.sugaruk.co.uk

Stand number S240

Specialising in improving overall performance of companies sales, marketing, customer service and project management. The com-pany is specialised in creating and implementing individual complex CRM and Contact Centre solu-tions using open source code.We have implemented over 500 solutions since 2004

eRecruit Solutions01179299441www.erecruitsolutions.co.uk

Stand number S362

eRecruit Solutions provide a one-stop, fixed price recruitment solution for any job opening across the UK and overseas. We simply help businesses to find the best candidates whilst saving time and at a fraction of the cost of a typical agency.

European Reseller+44(0) 203 1786085 www.europeanreseller.com

Stand number 308

European Reseller has Sales and Franchise opportunities in Infor-mation Technologies Website - 32,000 Unique users per month E-Newsletter - 15,600 Subscribers Monthly Digital Magazine - 15,233 Subscribers Printed Magazine - 20,000 copies distributed internationally across EMEA

EXHIBITOR LISTINGS


Fleet Trak Limited01233 650334www.fleet-trak.co.ukStand number S242

Fleet Trak are an award winning partner of TomTom Business Solu-tions specialising in fleet tracking and vehicle management consul-tancy. We provide complete man-aged services for all industries, helping you to reduce your fuel bills, improve your productivity and control your overheads.

Great Guns Marketing01256 330571www.greatgunsmarketing.co.uk

Stand number S244

Great Guns Marketing are experts in B2B telemarketing and lead generation. We work to increase sales. Our telemarketers are dedi-cated to generating new business leads and sales appointments, giving a stream of selling oppor-tunities with prospects interested in buying our clients product or service.

Institute of Recruiters+44 0871 288 2108www.theior.org.uk

Stand number S232

IOR is the professional body for HR, Agency & In-House recruiters. The IOR represents professionals working in the recruitment and retention process that fall into the areas of agency recruitment, corporate (in-house) recruitment and HR. As a professional body, IOR Membership levels are select, based on assessed and qualified standards. The IOR is working towards being an industry leader in services and information.

Intrabench CRM020 8896 2600www.intrabench.com

Stand number S366

Intrabench CRM is a web based company and contacts manage-ment system, but with much more. From invoicing and ac-counts, sales and marketing to a vast project management to help organise and run your company.

JI Software / Maximiser01234-214004www.jisoftware.co.uk

Stand number S246

Maximizer is a complete sales force solution. It is available as a cloud service, on-premise and smart phone work-anywhere system. It is easy to use, quick to implement and cost-effective. Customisable templates for sales opportunity management give accurate pipeline reports and dashboard views.

Keith Prowse0845 602 8989www.keithprowse.co.uk

Stand number S420

Keith Prowse are proud to be the UK’s leading corporate hospital-ity provider and provide official hospitality at all the major sport-ing and cultural events in the UK. Treat guests to a corporate hospitality experience they will never forget and enjoy the best seats in the house with Keith Prowse. Choose from a range of corporate events including official hospitality at Twickenham Stadium, The Championships Wimbledon, Lord’s, the Kia Oval, Edgbaston and The Ageas Bowl to mention but a few.

Lead Forensics0203 131 3419www.leadforensics.com

Stand number S330

Generate more sales ready leads by identifying unknown business visitors to your website & receive full contact information including phone number.Lead Forensics also fully integrates with leading CRM platforms including Salesforce & Sage.Call us today for more info and FREE 2 week trial!

Liquidshop0207 099 1002www.liquidshop.com

Stand number S464

Liquidshop is designed to meet the needs of ambitious retail-ers; those who want a supplier they can trust with the technical aspects of their ecommerce, while

they concentrate on retailing. Liq-uidshop is developed by a team that understands retailing and has a deep knowledge of internet technology.

Make Positive+44 20 7928 149www.makepositive.com

Stand number S430

We pride ourselves on creating innovative technical solutions and delivering on our promises – our Salesforce customer satisfaction rating is 9.2 / 10.Our background is in delivering large IT projects for blue chip companies such as Thomson Reuters, Sky, Vodafone, T-Mobile, JLT, DMGT, FT, TNT and Barclays…and we always bring the same quality of service to our smaller customers.2012 is our 10th anniversary - we now have over 50 consultants across 3 offices in London, Man-chester and Delhi.

MediaCo (UK) Ltd0131 478 8717www.media.co.uk

Stand number S236

MediaCo is a leading Internet Marketing Agency who has been optimising business performance online since 1999. We focus on Integrated Internet Marketing, encompassing Search Engine Optimisation, Pay-Per-Click Adver-tising, Email Marketing, Con-tent Marketing & Social Media Integration.

Mercedes Benz Fleet Saleswww.mercedes-benzretailfleet-sales.co.uk

Stand number S310

We operate schemes for small, medium & large businesses, so whatever your company’s vehicle requirements are; there will be an ideal solution within the Mercedes-Benz range of cars & light commercial vehicles.

OneSource Information Services+44 (0)2073 82800www.onesource.com

Stand number S234

OneSource delivers business and sales intelligence on millions of companies and executives worldwide ‘optimizing clients’ sales and marketing efforts and assisting with business-to-business research activities. The OneSource LiveContentâ„¢ platform combines content from over 50 world-class suppliers and thousands of information sources, providing unparalleled data accu-racy and depth, delivered through the Web, CRM integrations and information portals.

Open Symmetry+44 (0) 7894 58www.opensymmetry.com

Stand number S316

OpenSymmetry is the only dedi-cated Sales Performance Man-agement consulting firm with a global team of experts to address all your compensation needs. Our consultants are on the forefront of understanding the complexi-ties of incentive compensation programs and offer expertise in Plan Design, Solution Selection, Implementation, Managed Ser-vices, and Reporting & Analytics, with delivery across the industry’s leading solution providers.

Headquartered in Austin, Texas with offices in London, Sydney

Ovation Incentives(0)20 7820 8800www.ovationincentives.com

Stand number S224

Ovation Incentives is a multi-award winning, global perfor-mance improvement company which designs, develops and manages genuinely success-ful motivation and recognition campaigns for our clients. We offer locally desirable incentive solutions across 60 countries, 35 languages and 35 currencies.

EXHIBITOR LISTINGS

Paragon Hospitality020 8332 8640www.paragonhospitality.co.uk

Stand number S446

A leading Corporate Hospitality provider, specialising in enhanced, hosted hospitality at top-level sporting and cultural events. Our products include:F1 Monaco Grand PrixAshes Cricket with Phil TufnellEngland Rugby with Lewis MoodyCheltenham Gold Cup with Peter ScudamoreThe Icon Series

PayPal08003589460www.paypal.co.uk/business

Stand number S464

PayPal has been connecting buy-ers and sellers through technol-ogy for more than a decade. Now, PayPal enables everyone to buy from anyone; wherever they are in the world, with whatever device they choose, using which-ever method suits them.

Philmjones Ltd01527 531 393www.philmjones.com

Stand number S260

We help our customers to win more business. Offering bespoke solutions to overcome your specific challenges. No textbook training programmes - just simple, straight talking practical advice that gets results. From a short seminar to a full sales process we can help every step of the way.

Portsmouth Business School, University of Portsmouth+44 (0)23 92848484 www.port.ac.uk/departments/fac-ulties/portsmouthbusinessschool/

Stand number S442

In 2002, Portsmouth Business School pioneered sales education through offering the first Masters in Sales Management in Europe. This programme has three entry and exit points, enabling Sales professionals to enhance their vocational education at any point in their career. Our sales programmes for undergraduates

develop strong sales-focused candidates for employers. Ports-mouth Business School regularly contributes to related sales pro-fessional bodies and international research.

Postcode Anywhere0800 047 0495www.postcodeanywhere.co.uk

Stand number S462

Postcode Anywhere is an award-winning software company and has become a leading independ-ent business providing “data as a service”. With more than 10 years of growth and 8,000 customers worldwide, Postcode Anywhere is one of the leading providers of address management and loca-tion services.

Professional Academy0844 800 5256www.professionalacademy.com

Stand number S254

Professional Academy is one of the World’s leading providers of globally recognised, UK profes-sional qualifications. Accredited by CIM, ISMM, CMI, CAM and CIPS we provide all levels of Sales & Marketing, Digital Marketing, Purchase & Supply and Manage-ment & Leadership qualifications.

Qvidian+44 (0) 870-734www.qvidian.com

Stand number S212

Qvidian provides software ap-plications that enable sales teams to accelerate the sales cycle and close more deals. Qvidian Sales Playbooks & Analytics and Pro-posal Automation have increased win rates and improved produc-tivity for some of the worldâ€™s largest and most successful corporations.

Raconteur Media0203 428 5230www.raconteurmedia.co.uk/

Stand number S424

Raconteur Media is a publisher of high quality special reports for some of the world’s leading media brands. We also produce

bespoke publications, industry surveys and digital publishing solutions such as microsites and tablet apps. We cover a vast range of pertinent topics; busi-ness, technology, sustainability, healthcare and lifestyle.

Results Driven Group 0845 094 0587www.resultsdrivengroup.co.uk

Stand number S250

The Results Driven Group is an international training provider of leading consultants, trainers and coaches providing services in open and bespoke sales and mar-keting programmes which deliver a positive ROI for our clients.Visit us on stand S250 to win two places on our next ILM Level 7 Executive Coaching Course in Quarter one 2013 worth over £4000

RPS Global0134 484 9397www.rps-global.com

Stand number S464

Retail Performance Specialists (RPS) have developed and refined a world class system to lift retail sales over the past 30 years. The RPS system guarantees growth of between 5% and 15% in like for like sales. Talk to us to learn more about how RPS can guarantee a significant improvement in your sales.

Sales Activator0844 247 7789www.salesactivator.com

Stand number S450

Want to boost sales by 15%? Our sales development toolkit is proven to do just that. Contain-ing over 70 hours of bite-sized, game-play styled learning sessions and coaching resources, Sales ActivatorÂ® is a fun but effective way of reinforcing sales best practice, upskilling sales manag-ers and maximising salespeople’s performance.

Sales Activator0844 247 7789www.salesactivator.com

Stand number S444

Want to boost sales by 15%? Our sales development toolkit is proven to do just that. Contain-ing over 70 hours of bite-sized, game-play styled learning sessions and coaching resources, Sales ActivatorÂ® is a fun but effective way of reinforcing sales best practice, upskilling sales manag-ers and maximising salespeople’s performance.

Sales Doctor Ltd0207 189 5508www.wedosalestraining.com

Stand number S422

We deliver bespoke training courses from Sales to Customer Services to Management and quite simply “Help People Get Better.” We provide real life tech-niques as opposed to theory that can be implemented immediately into your daily roles. We have trained in over 70 industries and bring that wealth of experience to all our training. We are sales people that train as opposed to trainers who lecture.

Sales Initiative Magazine01829 770037www.sales-initiative.com

Stand number S342

. . . if it is being sold, we’ve got it covered. Business is all about selling. Ideas, products, space, services - from blue chips to governments - the ability to sell is essential to achieve your goals.Sales Initiative targets the indi-viduals who have chosen sales as their profession.

Sales-Motivations+44(0)845 531 4www.sales-motivations.com

Stand number S432

Sales-Motivations is a self directed learning program which improves sales performance by 20% by increasing motivation, resilience and ability to cope with pressure. It costs from just £1 per user


per day. It is delivered through a unique blended combina-tion of management coaching, mentoring and support together with experiential e-learning and workshops, utilising the latest thinking in evidence based cogni-tive behavioural psychology.

Sales6ix+ 44 20 3086 9266www.sales6ix.com

Stand number S214

Sales6ix is a breakthrough tech-nology that gets salespeople to take control of their numbers us-ing SMART SALES FORECASTING. Based on 30 years of application, you see a stunning impact within 48 hours that is clear and long lasting. Take a trial and watch the confidence of the users grow by the day!

Shark Finesse Ltd01256 338635www.sharkfinesse.com

Stand number S346

We make Clever Business Case products for sales teams to engage customers. Forget excel, and calculators, try using our soft-ware to quantify benefits directly with the customer and allowing the immediate and impressive production of business cases to grab that scarce budget. It’s the client who needs to understand the value, agree the scale of the benefits, but you need tools to manage the deal and all the ele-ments. It’s for everyone involved in B2B selling from SME’s to Large corporations.

Stratique08452263095www.stratique.com

Stand number S356

Want at least 50% more sales from your website?Want to convert your existing website into a RED-Hot Lead Machine?

• Typically 98% of visitors will leave your website without ever making contact!• 70% of visitors who click on your contact us page, DO

NOT make contact!• This is a staggering leak in your sales pipeline!Turn your website into a RED-Hot Lead Machine today. Visit Stratique on stand S356 for your FREE demo and FREE trial today!

Tech4T01733 890790www.tech4t.co.uk

Stand number S360

Tech4T improve sales team effectiveness with field force territory planning, customer targeting and visit optimisation. Specialised services and software give sales people equal workloads and streamlined visit and journey plans. Sales and marketing re-sources target the right customers â€“ those likely to place higher value orders more frequently.

The Business Booster 07989 513009www.benkench.com

Stand number S426

Let’s face it, running a business can be tough! There’s an endless list of things to do, never enough time and always a need for more money!! It doesnt have to be that way! The Business Booster is a proven no-nonsense strategi-cally built business development programme that coaches you to success.

The Edge Picture Company020 7836 6262www.edgepicture.com

Stand number S313

We create exceptional films for our clients. In different styles, at different budget levels. Films that open eyes and change minds.

We do this for businesses and governments all over the world. Whatever your need, we work hard to find the right solution for your deadline, budget and audience.

The Open Championship Hospitality Programme0844 371 0883www.opengolfofficialhospitality.com/

Stand number S364

Golf’s greatest Championship will return to the stunning surround-ings of Muirfield on Scotland’s east coast from 17-21 July 2013. Come and celebrate a shared pas-sion with us - the Official provid-ers - for The Open Championship within the only onsite Hospitality Village.

The Sales Club01628 483118www.thesalesclub.co.uk

Stand number S352

The Sales Club is the centre of excellence for sales leaders, pro-viding insights, ideas & inspiration to help our members sell more. Our elite cross-sector membership includes organisations such as: British Airways, American Express, Eurostar, ADT, Allianz, Dun & Bradstreet and Toshiba.

The Sales Leadership Alliance (SLA)01628 427301www.salesleadershipalliance.co.uk

The Networking Area

The SLA is a professional body created BY senior salespeople FOR senior salespeople, run on a strictly not-for-profit basis, work-ing to promote standards, build knowledge, enhance professional standing and promote excellence and best practice at all levels.

The TAS Group01189 880149www.thetasgroup.com

Stand number S220

TAS Sales Methodology & Dealmaker smart software deliver real-time opportunity & account management, smart playbooks & forecasts, & automated deal coaching. Win more deals, create

forecasts you can trust, achieve greater CRM adoption, & build more effective sales teams. Dealmaker brings intelligence and proven methodologies to your sales process.

Virtualnet Marketing+44 (0) 843 289www.ipfingerprint.com

Stand number S460

A lead generation tool that identi-fies businesses that visit your website. It tells you the pages, services or products viewed, as well as contact information. It will tell you the source of the visit (PPC, SEO, social media etc.), and can easily integrate with all major CRM software tools.

Winning Tenders Group01392 247997www.winningtenders.co.uk/

Stand number S216

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

WorksIQ0118 978 6161www.worksiq.com

Stand number S434

Who’s on your website? Find out how to uncover new leads, close more deals & increase Adwords ROI. Stand S434.

EXHIBITOR LISTINGS


Stratique Marketing Design and PR are THE leading providers of marketing solutions and they have the Ultimate Tool for New Business Generation

What it Does to Generate More B2B Sales Leads.

This intelligent software allows you to see the complete details of companies that have visited your website, giving you the edge when it comes to uncovering new sales opportunities.

How it Captures Sales Leads.

The RED-Hot Lead Machine gives your company the power to generate more quality leads by providing insight into exactly who is looking at your site, where they have come from and most importantly what areas of your business they are interested in. The software is easily installed by adding a tracking code to your website. This exciting software identifies the company name and contact details of your website visitors that don’t enquire, it provides details of key contacts within those businesses along with their full LinkedIn profile ready to connect with, all in one place!

The RED-Hot Lead Machine, gives you contact information of businesses

visiting your site, including:

• Company name• Telephone number• Address• URL• Individual key contacts within

the business• Industry/SIC code• Company turnover• Company LinkedIn profile.

The Benefits.

From a sales perspective, you can monitor companies that are already in your sales pipeline and gain actionable insight into companies that are not. Save time by making fewer cold calls as you will have RED-Hot Leads which are already qualified, giving you a conversion rate of 5-6 times higher than cold calling.

For business to business Sales Directors, the RED-Hot Lead Machine delivers an ongoing source of quality B2B leads enabling you to generate new clients and also cross sell and up sell more effectively to existing clients. This makes it the perfect tool for any results driven company.

Use this lead-generating software to inject even more new business opportunities into your sales team, increasing your online ROI.

The Key Points.

• See all the details of who has visited your site but not contacted you, including the terms they searched on to find you

• Set up trigger reports to send email alerts to key people in your organisation with visitor contact details when specific activity takes place on your site

• Set up bespoke reports to come directly to your inbox detailing hot new prospects who are interested in your offering

• Monitor existing customers on your site and track what they are looking at in order to maximise up-sell and cross-sell opportunities

• With access to intelligence your competitors don’t have, your business has the opportunity to contact and convert before the competition

• This really is THE ultimate tool for RED-Hot Leads and business generation.

Head over to see the Stratique Team on stand S356 to see a free demonstration and to claim your FREE TRIAL today!

Calling all Sales Directors….Are you looking for a RED-Hot Lead Machine for your sales team?

We have the perfect solution for you on stand S356.

LOCATION

Olympia Exhibition Centre, Hammersmith Road, London W14 8UX. Olympia is located in the centre of London on Hammersmith Road, near High Street Kensington

BY TRAIN

Kensington Olympia Station is next to the venue. London Overground and Southern trains serve the station with regular direct services from Shepherd’s Bush, West Brompton, Clapham

HOW TO GET HERE

Junction, Balham, East Croydon, Watford Junction, Milton Keynes Central, Willesden Junction, West Hampstead and Stratford. Kensington Olympia is just one stop on the Overground from Shepherd’s Bush and West Brompton under ground stations.

BY TUBE

Take the tube to Shepherd’s Bush (Central line) or West Brompton (District line) then take the London Overground one stop to Kensington Olympia Station.Baron’s Court (Picc and District)

and West Kensington (District) underground stations are both within 10 minutes walk of the venue

BY BUS

Olympia is served by routes 9, 9a,10, 27, 28, 49 & 391. All stop within easy walking distance. BY TAXI OR CAR

Olympia is easily accessible from Central London and the West End. Ample parking is available (charged by the hour). You can

pre-book by calling +44 (0) 20 7598 2515. Olympia Exhibition Centre is outside the congestion charge zone.

WALKING Olympia is a 15 minute walk from Hammersmith or Earls Court and 10 minutes from Kensington High St Underground Station JOURNEY PLANNER Visit www.tfl.gov.uk/journeyplanner to find your most effective public transport route to Olympia from anywhere in London


Stratique Marketing Design and PR are THE leading providers of marketing solutions and they have the Ultimate Tool for New Business Generation

What it Does to Generate More B2B Sales Leads.

This intelligent software allows you to see the complete details of companies that have visited your website, giving you the edge when it comes to uncovering new sales opportunities.

How it Captures Sales Leads.

The RED-Hot Lead Machine gives your company the power to generate more quality leads by providing insight into exactly who is looking at your site, where they have come from and most importantly what areas of your business they are interested in. The software is easily installed by adding a tracking code to your website. This exciting software identifies the company name and contact details of your website visitors that don’t enquire, it provides details of key contacts within those businesses along with their full LinkedIn profile ready to connect with, all in one place!

The RED-Hot Lead Machine, gives you contact information of businesses

visiting your site, including:

• Company name• Telephone number• Address• URL• Individual key contacts within

the business• Industry/SIC code• Company turnover• Company LinkedIn profile.

The Benefits.

From a sales perspective, you can monitor companies that are already in your sales pipeline and gain actionable insight into companies that are not. Save time by making fewer cold calls as you will have RED-Hot Leads which are already qualified, giving you a conversion rate of 5-6 times higher than cold calling.

For business to business Sales Directors, the RED-Hot Lead Machine delivers an ongoing source of quality B2B leads enabling you to generate new clients and also cross sell and up sell more effectively to existing clients. This makes it the perfect tool for any results driven company.

Use this lead-generating software to inject even more new business opportunities into your sales team, increasing your online ROI.

The Key Points.

• See all the details of who has visited your site but not contacted you, including the terms they searched on to find you

• Set up trigger reports to send email alerts to key people in your organisation with visitor contact details when specific activity takes place on your site

• Set up bespoke reports to come directly to your inbox detailing hot new prospects who are interested in your offering

• Monitor existing customers on your site and track what they are looking at in order to maximise up-sell and cross-sell opportunities

• With access to intelligence your competitors don’t have, your business has the opportunity to contact and convert before the competition

• This really is THE ultimate tool for RED-Hot Leads and business generation.

Head over to see the Stratique Team on stand S356 to see a free demonstration and to claim your FREE TRIAL today!

Calling all Sales Directors….Are you looking for a RED-Hot Lead Machine for your sales team?

We have the perfect solution for you on stand S356.

EXHIBITOR A - Z


3M UK PLC

Adobe EchoSign

Advanced Selling Skills Academy Ltd

Advantus

Bid Solutions

BMS Sales Specialists LLP

BPI OnDemand Ltd

Bureau van Dijk

CACI Limited

Cirra Technologies

Clarity360 (C360)

Corporate Rewards

Cranfield School of Management

Edenred (Incentives & Motivation)

EnableIT Technologies (SugarUK)

eRecruit Solutions

European Reseller

Fleet Trak Limited

Great Guns Marketing

Institute of Recruiters

Intrabench CRM

IPFingerprint

JI Software

Keith Prowse

Lead Forensics

Liquidshop

Make Positive Limited

MediaCo (UK) Ltd

Mercedes-Benz Retail Group Fleet Sales

OneSource Information Services

OpenSymmetry

S312

S350

S252

S344

S210

S262

S230

S332

S440

S434

S256

S222

S340

S226

S240

S362

308

S242

S244

S232

S366

S460

A246

S420

S330

S464

S430

S236

S310

S234

S316

Ovation Incentives

Paragon Hospitality

PayPal

Philmjones Ltd

Portsmouth Business School, University of Portsmouth

Postcode Anywhere

Professional Academy

Qvidian

Raconteur Media

Recruitment & Online Services

Results Driven Group

RPS Global

Sales Activator

Sales Activator

Sales Doctor Ltd

Sales Initiative Magazine

Sales6ix

Sales-Motivations

Shark Finesse Ltd

Silent Edge Ltd

Stratique Marketing, Design and PR

Tech4T

Telemarketing Matters Ltd

The Business Booster

The Edge Picture Company

The Open Championship Hospitality Programme

The Sales Club

The Sales Leadership Alliance (SLA)

The TAS Group

Winning Tenders Group

S224

S446

S464

S260

S442

S462

S254

S212

S424

S315

S250

S464

S450

S444

S422

S342

S214

S432

S346

S264

S356

S360

S414

S426

S313

S364

S352

TBC

S220

S216

FLOOR PLAN

SeminarTheatre 1

SeminarTheatre 2

SeminarTheatre 3

SeminarTheatre 4

Sales Activator

Ecommerce &Retail Lounge &

Theatre

Digitial LeadGenerationWorkshop

RegistrationS110

S120

S140

S150

S210 S310

S414

S220 S312 S420

S430

S240 S440

S450

S222

S224S226

S422

S424S426

S444 S446S242 S244

S260

S262 S264

S460

S462

S464

S442

S214

S212

S216

S230 S330

S332S234

S232

S236

S340

S344

S342

S346

S250S350

S352S254

S252

S256

S360

S364

S362

S366

S370

S356

S313

S315 S316

S331 S432

S434 S436

C1

C2 C2

C6

C1

C1 C5

C2

Networking Area

VISITORS ENTRANCE

Networking AreaECOMMERCE & RETAIL

THEATRE & LOUNGE

NETWORKING AREA

SEMINARHALL 1

SEMINARHALL 2

SEMINARHALL 3

SEMINARHALL 4

DIGITAL LEAD GENERATIONWORKSHOP


Sales Director Live Stop Press

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Transcript of Sales Director Live Stop Press