Sales Management & Performance Exhibition 2013 Show Guide

Sales Management & Performance

2013

E V E N T G U I D E & S E M I N A R P L A N N E R

WORLD LEADING EXHIBITORS ► INSPIRATIONAL SEMINARS ► INTERACTIVE WORKSHOPS

6-7 JUNE 2013

PRYSM GROUP PRESENTS

► Learn from the world’s mostinspirational sales leaders

► Test drive all of the industry’s latest sales tools and technologies

► 80 free seminars with expert advice on improving sales performance

► The Big Sell - Pitch to the experts for big prizes and invaluable feedback

Welcome to the UK’s premier sales management event

With some of the best-known names, thought leaders and industry experts offering cutting-edge advice and demonstrating the latest technologies, products and services; this event is sure to equip sales directors and managers with the latest systems and tools to improve sales performance. Sales Management & Performance is the UK’s largest exhibition dedicated to anyone who has the responsibility for bringing sales into their business. You’ll find the event is packed with seminars, big name speakers, interactive workshops and features showing you how you can increase the performance of your sales teams and your sales revenue.

Sales Management & Performance is an interactive exhibition designed for those looking to improve sales. Previously known as Sales Director Live, this new event caters for a broad spectrum of individuals looking to grow sales figures. So, whether you’re a Sales Director looking for new ways to inspire your team to better figures, or you’re a Managing Director hoping to drive the sales of your business – everything you need is right here at Sales Management & Performance Expo.

By attending this show, you gain access to the latest industry-specific market intelligence and research, as well as the strategies that have been adopted by the

UK’s best sales leaders. You’ll find out what separates the top performing 3% from the rest, as well as how to get more from your marketing department and what really motivates salespeople.

With 3,000 senior level sales leaders attending the event, SMP is also a great opportunity to network and do business across the exhibition. The show is packed with value-added show floor features, from workshops to seminars, giving you the chance to gain a unique insight from some of the best-known names, thought leaders and industry heavyweights. This is your chance to learn about performance-transforming strategies used by some of the UK’s leading Sales Directors.

This show guide gives you information about what to expect over the two-day event. You’ll find details of the comprehensive seminar schedule, information about the speakers and details of the exhibitors who are presenting the latest products and services within the profession.

We hope you enjoy the show.

The Sales Management & Performance team

Hello and welcome to the Sales Management & Performance Exhibition - the largest and most important event for professional sales leaders.

WELCOME TOTHE INTERNATIONALSALES LEADERSHIPEXHIBITION & CONFERENCE

Find us on

Facebook

www.facebook.com/SMPexhibition

Tweet Us

@TheSMPshow

#SMP2013

Tweet About Us

www.smplive.com

KEYNOTE SPEAKERS

04PAGE

The most prominent speakers from the world of sales. Who do you need to listen to?

CUSTOMER FOCUS WORKSHOP10

PAGE

Find out how technology can help you meet your customers’ needs – before they realise them

ACTION COACH WORKSHOPS12

PAGE

Boost your business with this proven program for renegotiation, up-selling and repeat transactions

THE BIG SELL

16PAGE

Can any business succeed without sales? Learn how to do it well – and win £5,000 worth of training!

HOW TO GET THERE

60PAGE

Don’t get lost on the way, whether you’re travelling by road, rail or tube

SEMINAR SCHEDULE

30PAGE

Who’s speaking when – and where! Don’t miss your hot topic with our full schedule

SALES GROWTH WORKSHOP21

PAGE

What business wouldn’t like more sales? Find out how to grow yours with an industry expert

A-Z & FLOOR PLAN

72PAGE

Track down any exhibitor at the show in our full listing and work out where they are

From leaving school with no qualifications to retiring in his 40s, Steve Clarke shares the secrets that helped him to grow his business to generate £30 million annual revenue in just eight years.

Tony’s words will be familiar to regular readers of The Evening Standard newspaper through his Dear Sales Doctor column. Join him as he explains why Coffee’s For Closers...

STEVE CLARKE

Tony has over 15 years experience in sales and has trained over 3,000 sales professionals in a variety of industries. He started his career in a call centre and was awarded sales person of the month for six consecutive months. Tony then moved into a business-to-business environment selling address management solutions. In his five years, he achieved the highest order of £725,000 throughout the entire company.

Steve Clarke left school at the age of 16 with no qualifications. At 18, he became engrossed in the power of personal development and goal setting and found his niche in sales a year later. Shortly thereafter, he was invited to become a director of his first company.

Since then, Steve has owned and operated businesses in the UK and USA. He has taken them from start up to stock market flotation. Steve helped grow his last UK business from scratch to £30 million in annual revenues in just eight years, becoming one of the Times Top 100 fastest-growing and profitable SMEs in the country. The company was sold in 2005, enabling Steve to retire at the age of 45.

He now helps business owners and sales teams in many industries and sectors around the world to achieve their own goals, growth and success through dramatically improved sales and marketing.

TONY MORRIS

SEMINAR HALL 2

Thursday 13.15 - 13.45

SEMINAR HALL 1

Friday 13.15 - 13.45

SEMINAR HALL 4Thursday

15.30 - 16.00

Friday13.15 - 13.45

Alongside his business partner, Tony set up Sales Doctor in May 2006. In six years, it has accumulated over 300 clients across 75 different industries.

KEYNOTE SPEAKERS

| SALES MANAGEMENT & PERFORMANCE EXHIBITION JUNE 20134

If you’re serious about having a successful business today, it’s vital that you stand out from the crowd… (for the right reasons!) It’s imperative you learn how to deliver winning pitches and presentations; written or spoken. To succeed, you must discover the secrets that allow you to communicate effectively face-to-face and even to an invisible audience...

If you want to increase sales, this is not one to miss. Your emails, sales letters and presentations will all improve. Steve’s not holding back - he’ll share low-cost and no-cost strategies that are guaranteed to increase sales - immediately.

Life’s a Pitch... and then

you buy™

Tony will provide real-life techniques on how to qualify leads more effectively and in turn, convert more of them into business. In this competitive marketplace, we do not sell; we help people buy. Tony will demonstrate ways of proactively gaining referrals from your prospects as well as your clients. He will share many innovative ideas to differentiate and outsell against your competition on the phone, in the field and from sending a proposal out.

Turning leads

into business

Tony has a Dear Sales Doctor column in over six magazines to include the Evening Standard and Talk Business, where he answers sales people’s most challenging questions. He published his first book on the real life of sales, Coffee’s For Closers, in October 2012, which was awarded 4 out of 5 stars in The Sun in January 2013.

BEN KENCH

While he’d be the first to admit that business is a serious, well... business, Ben is keen to stress that it should also be fun. He may have written a book for them, but with a track record like his, it’s obvious that Ben’s no dummy!

As the UK’s number one business growth and sales specialist, author of Selling For Dummies and a sought-after professional speaker, Ben Kench has earned a reputation for getting quite remarkable results.

“I believe it’s all about people, but refining skills and having fun are key ingredients for success.” Says Ben. His programme, The Business Booster, has helped thousands of business owners and sales professionals to double or treble their incomes. Ben’s phi-losophy is simple: “If you are ever struggling, then just connect and chat – a problem shared is a problem halved!” So please enjoy the session and then connect and we’ll share ideas...

Lets face it… things are different compared to how they were 10 years or 5 years - or even 3 years ago. With customers having instant expectations, total information accessibility, and a huge shift in supplier demographics, technology gaps are becoming ever narrower. How can you win new clients and keep them - and make healthy margins?

In this session, Ben will share some powerful, proven ideas that will make a major difference to your selling results. Ben’s insight and unique take on selling opens up opportunities to do more business than ever! As the author of Selling For Dummies, Ben is widely recognised as the UK’s leading sales specialist and his charismatic, energetic and fun presentations are always entertaining as well as educational. Do NOT miss this!

The Times They Are A-Changin’


11.45 - 12.15

KEYNOTE SPEAKERS

JUNE 2013 SALES MANAGEMENT & PERFORMANCE EXHIBITION | 5

SEMINAR HALL 1

Friday 14.00 - 14.30

From a humble start in Manchester to managing director of 4Networking, the UK’s No 1 motivational speaker and bestselling author, meet Brad Burton. Brad will share a raw, unique and laugh-out-loud look at the world of life and business, offering refreshingly honest and straightforward tips for managing life and business. Don’t miss this seminar! Get off your arse – Brad did!

Get Off Your Arse

It would be fair to say that Brad Burton is far from conventional. From delivering business seminars clad in jeans and t-shirt, to insisting the title of his book must be Get Off Your Arse – Brad has his own way of doing things.

BRAD BURTON

And it’s that unique approach, combined with a strong business background that makes him such a popular speaker. From a position of massive personal debt, no sales and a whinging wife into the bargain, he has spearheaded the country’s fastest growing business network www.4networking.biz, written the highest rated business book on Amazon, Get Off Your Arse and its sequel, Get Off Your Arse Too www.getoffyourarse.biz and found time to be a father to a growing family.

JONATHAN FARRINGTON

KEYNOTE SPEAKERS


For companies to remain competitive today, their sales organisation must be able to respond positively to changing economic tides. As businesses strive to re-establish customer orientation, sales partnerships and a strategic approach to selling, they are demanding more and more from their salespeople, but ensuring that these new methods are widely practiced and smoothly implemented falls to sales leadership. The average tenure of a sales leader is now just 18 months, and it’s only those that can adapt who will survive. Jonathan Farrington provides a blueprint not only for survival, but also for outstanding success.

The Rapidly Changing Face Of

Sales Leadership


10.30 - 11.30

Jonathan Farrington is the Senior Partner of Jonathan Farrington & Associates, and CEO of Top Sales World, based in London & Paris. Formerly, Jonathan was the Managing Partner of The JFA Group – a global sales training consultancy - which he established in 1994. During the period 1994 to 2006, Jonathan personally coached more than 100,000 frontline sales professionals andsales leaders.

Prior to that, outstanding achievement at an early stage in his career provided a ‘fast-track’ passage to several board level appointments, working with a number of the largest and most successful international corporations including IBM, Wang, Legal and General, Andersen Consulting, Litton Industries, and The Bank of Tokyo.

Jonathan is also the man behind the Annual Top Sales Awards. His highly popular and award-winning daily blog for dedicated business professionals, which attracts thousands of visitors every day, can be found at www.thejfblogit.co.uk

Join the globally recognized business coach, mentor, author and sales thought leader as he explains why sales leaders need to evolve to survive.

SHWETA JHAJHARIA

SEMINAR HALL 1

Friday 11.45 - 12.15

From dog-eat-dog to give to get, Clive Rich explains how negotiation works in the modern world.

CLIVE RICHClive Rich has been a dealmaker for 30 years, during which time he has brokered deals for - and with the likes of - Sony, Apple, Vodafone, Tesco, the BBC, SanDisk and Simon Cowell’s Syco. He now works as a dealmaker and coach for Credit Suisse, the London College of Fashion, Cambridge Business School and numerous SMEs. Clive is also a qualified lawyer, mediator and arbitrator. He runs a web app all about negotiation called “Close My Deal”, which provides deal advice and tips on-the-go. Clive has also written “The Yes Book – the Art of Better

KEYNOTE SPEAKERS


This seminar is guaranteed to arm business owners and professionals with the negotiation skills to achieve their desired outcomes. Clive will provide a masterclass in how successful negotiation is changing from a ‘dog-eat-dog’ process to collaboration being the name of the game. Knowing how to give is essential to getting back what you need. The more time, attention and focus you place on the other side, and on addressing their motivations and behaviour, the more you gain. Of course there are still tough guys in the world who have not worked this out yet – in this essential talk you can learn how to deal with them, too!

The More You Give,

The More You Get

Negotiation” – published by Random House/Virgin, which provides a modern framework for negotiation in our interconnected world. Clive also owns an online legal service “LawBit”, providing simple contracts for small companies. Its contracts are in plain English, highly affordable and supported by a virtual law firm.


12.30 - 13.00

With results like that, it’s no wonder Shweta been awarded ‘London Coach of the Year’ consistently since 2009 – and this is your opportunity to benefit from her experience. Before certifying as an ActionCOACH Business Coach in 2008, Shweta worked internationally in sales and marketing and was Global Marketing Manager with Unilever before. Shweta’s clients are achieving phenomenally consistent growth, averaging 41% over the last three years, despite the crippling recession that has hit Europe.

Join partner and senior coach from ActionCOACH, Shweta Jhajharia, as she explains how she’s helped her clients to achieve average growth of 41% over the last three years.

ANDY EUSTACE

There’s a lot of excitement around social media for sales and marketing at the moment. Can companies really use social media effectively to drive sales? This session shows how LinkedIn can be used as a platform to generate new business for companies of all sizes.

How can social media

and LinkedIn be used

to drive sales?

You could say that LinkedIn has grown a bit since it started in Reid Hoffman’s living room in 2002. Now, more than 200 million professionals use the site to exchange information,ideas and opportunities around the world.

Andy joined LinkedIn 12 months ago to help companies adopt social media at the heart of their sales strategy.

After studying biochemistry at Oxford University, Andy was recruited by IBM as a Systems Engineer, before moving into sales. He has had a long career as a Sales Representative, Sales Manager and Sales Director for Microsoft and Fujitsu.

Andy lives in Reading, has two grown-up children and has a keen interest in football, rugby, tennis and running. He was a season ticket holder at Reading for several seasons until the disappointment became too much.


14.00 - 14.30

Every business owner recognises that sales and marketing skills are critical to their business surviving and thriving. Despite this, very few SMEs are able to create and master the sales and marketing process. And this is not because of inadequate information about what the really successful companies out there are doing!

Building a Sales and

Marketing Machine

GAVIN INGHAM

PHIL JONES

With his inspirational approach to sales psychology and motivation, Gavin combines 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 worldwide 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.

Phil started 2013 with a bang, bagging the accolade of the youngest ever winner of the BESMA Sales Trainer of the Year award. He has accomplished more than most in his fast-moving life, having started his first business at just 14 years of age, clearly demonstrating the qualities of a budding entrepreneur with a natural and simple approach towards sales.

Phil is a popular guest and keynote speaker, praised for his uniquely entertaining delivery style and practical, simple, useful content. His natural and interactive approach has delighted audiences internationally.

Put simply, Phil Jones has developed processes and procedures which help

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.

Phil’s vast experience has resulted in him being recognised as an authority of sales psychology and negotiation, for increasing turnover and profitability - and for simply getting stuff done!

KEYNOTE SPEAKERS


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.


13.15 - 13.45

5.5 Steps to Sales Success: How to Create a

High Performance Sales Team

people win more customers, who are encouraged to invest more frequently and return more often. Phil is not a theorist, but he is a business educator who speaks from his own experience. He is committed to change the perception of ‘sales’ from being a dirty word to a profession to be proud of.

This uplifting, straight-talking and entertaining seminar is packed with practical examples, showing you how making simple changes gets you more of what you want, when you want it. Phil’s unique style will engage, challenge and amuse you into realising that if you can improve your sales skills, then life becomes much more rewarding.

Teaching the world

to sell


14.45 - 15.15

Friday10.30 - 11.30

Laura does

05

06

2

When things don’t go to plan, it pays to have an expert on board. Not every disruption can be predicted and your dedicated travel manager has the resources and knowledge to quickly respond and ensure you arrive where you need to be, when you need to be there.

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Stand 718 Stand OM310

29 THEBUSINESSSHOW

Office Management PAE x h i b i t i o n a n d C o n f e r e n c e

CUSTOMER FOCUS WORKSHOP


WORKSHOP

With today’s customer becoming increasingly connected and informed, how can you ensure that you meet their needs – before they realise them?

Today’s customer is highly connected, has a far-reaching voice - and isn’t afraid to use it. They also have more choice than ever before. In an increasingly competitive market, how do you market, sell and service your customers to grow your business?

In this session, we’ll be taking you through the questions you should be asking, and the strategies that you can employ, to drive success in your sales teams and wider organization. We will help you understand how your customer operates in the connected world. You will learn how to listen and how to

respond. Most importantly, you will understand how to operate in the trust revolution.

Are you able to listen to conversations your customers are having about your products? Do you believe that your customer’s experience can be improved? Are you able to maximize the revenue from your customers whilst ensuring you are delivering value? Can you implement the changes easily and will they be adopted? Answering these questions will be critical to driving your sales (and business) forward. In this session, we’ll show you how to do this.

The most successful companies are building trust with their customer base, delivering exceptional customer service that creates advocates who drive new business - a virtuous circle.

This is a Customer Company. A Customer Company strives to connect to each and every customer in a way that delights - and through any channel that the customer chooses. A Customer Company is always on, always listening and always responding. A Customer Company encourages customers to shine a light on areas that need attention – then deals with it. A Customer Company is always innovating, always learning and constantly improving. A Customer Company is a company that YOU want to engage with.

So what are the strategies for evolving your business to market, sell and service the connected customer? Do you remember when transformative projects either didn’t deliver the promised benefits - or even finish? Projects that sucked time from you and your team? Projects that aimed to deliver a ‘customer’ centric view?

Times have changed and we will explain how your strategy needs to change too, in order to keep up with the social revolution happening to all of our customers. Whether you need to generate more inbound activity, close more deals or retain more customers, we will share best practices around these critical elements of your business. We will give you examples of how companies

WHAT’S COVEREDSALES EXCELLENCE

POWERED BY SALESFORCE, DELIVERED BY MAKE POSITIVE

Salesforce.com Inc. is a global enterprise software company headquartered in San Francisco, California. Though best known for its customer relationship management (CRM) product, Salesforce has also expanded into the ‘social enterprise arena’ through acquisitions. It is currently ranked the most innovative company in America by Forbes magazine.

The Sales Cloud is the world’s most complete sales application. Comprehensive and easy to customize, the Sales Cloud helps companies manage people and processes more effectively. Reps get the tools they need to build stronger relationships and close more deals. Managers get real-time visibility into the team’s sales performance, plus the power to instantly make changes as the business changes.

Learn how to succeed at marketing, selling and servicing your customer base in the highly connected world.

In an informative and entertaining session, we will explain how companies of all sizes are leveraging the power of the world’s leading platform – salesforce.com – to drive revenue and deliver world-class customer service.

See how easily we can simplify and transform your sales pro-cesses, drive new opportunities into your business and reduce customer churn by keeping your customers happy.

We’ll give you the tools you need to head back to base and deliver the change you need to succeed.

The session will be led by Mark

Richards, CEO and Founder of Make

Positive.


WORKSHOP

of all sizes have embraced this change in strategy and delivered amazing results in timeframes that simply wouldn’t have been conceivable not so long ago.

You know that feeling you get when you use a really good app? The good news is that with consumer technology now leading the way, enterprise technology is adapting fast. Today’s technology solutions allow you to access the information you need, communicate with whomever you need and make the decisions you need to make – anywhere, anytime and on any device.

The days of you not getting the data you need when you need it are over. Sure, you’ll get resistance along the way, but we’ll explain how to overcome this and energise your IT department to deliver, on-time, the applications that you need to be successful.

One thing never changes – adoption drives success. We have developed smart, fun ways to encourage and motivate your teams to participate in your investment, ensuring you receive the true value of your new approach. We’ll explain gamification, social and other tactics that can be employed quickly and inexpensively to generate the buzz and excitement that truly successful businesses strive for. We’ll convince you that you will prosper by embracing this change.

All of the above is meaningless unless we can prove it, right? Well, we’ll walk you through a range of customer success stories: real projects that have delivered real value. We will share metrics, strategies and what we’ve learned from these to help you ensure success in your projects. Our customers cover a multitude of industries and sizes. We will show you that whatever your business, whatever the size – these strategies will work if you engage with them.

You might be asking who are we to talk about this? Make Positive is a technology business. We help companies transform their businesses. We will understand your pain points, where you want to go and help you get there. We advocate the use of the world’s best technology platform – salesforce.com.

10:30 How to use technology to enhance sales and marketing in your organisation

11:30 How to boost sales productivity using the world’s leading CRM system

12:30 Learn how to close more business using Salesforce.com

13:30 Learn how to enhance management reporting to more accurately forecast your pipeline

14:30 Accelerate sales success with Salesforce.com

15:30 Use Salesforce.com to put the customer at the heart of your organisation

16:30 How Salesforce.com drives sales productivity

UPDATE

The ActionCOACH 5 Ways system has been used by thousands of businesses across the world to massively increase their profitabil-ity. These workshops will give you a chance to learn these proven ways and apply them to your own business.

6th June - 11AM, 12PM, 2PM, 3PM

7th June - 11AM, 12PM, 3PM, 4PM

6th June - 4PM

7th June - 2PM

ActionCOACH is the world’s number one business coaching firm, with more than 1,000 offices in 49 countries. We work with business owners to improve sales, cash flow and profitability, while developing the team and systems. London’s top coach with ActionCOACH, Shweta Jhajharia, is a partner and principal coach in the largest ActionCOACH firm in the UK. These sessions will talk about how you can join her team and build a career in a business where helping others is at the core of being successful.

WHAT’S COVERED?Business Coaching is one of the fastest growing professions in the UK. In these sessions, held on each day of the show, you will learn how you can be part of this high growth industry with the market leader.

• Learn more about the world’s number one business coaching firm

• Hear about career opportunities and growth available within ActionCOACH London

• Find out how you can join Shweta’s ActionCOACH team • Find out how you can build a career in a business helping

others

WITHWITH

LEARN PROVEN WAYS TO GROW YOUR BUSINESS

LEARN ABOUT CAREER OPPORTUNITIES WITH THE LARGEST ACTIONCOACH FIRM IN THE UK

5 WAYS TO GREATER PROFITS WORKSHOP

ACTIONCOACH CAREER WORKSHOP

WORKSHOP WORKSHOP


WHAT’S COVERED?Our experts from ActionCOACH will explain the 5 Ways system to help increase your profitability. Topics covered will include renegotiation, up-selling and cross-selling, as well as increasing repeat transactions.

• Exactly what you need to say to your suppliers to re-negotiate your prices and immediately boost your profit margins

• Come up with a Unique Selling Point and a Guarantee. This is our proven number one method of increasing conversion rates

• Find out how to increase your average value sale by 15% by up-selling, cross-selling and down-selling

• Learn how to build and leverage your business’ number one asset - your customer database - in order to drive repeat transactions

• Get more leads by taking the guesswork out of your advertising using the ‘Test and Measure’ technique

Are You Driving Your Business Straight to the Green? Every committed golfer has a coach. So why should your business be any different?

Coaching can help you deliver guaranteed profits in a systematic way… so you can spend more time on the course. ‘’ I’m so pleased I took that gamble…because it actually turned out to be the safest bet! We have grown by 83% from a base of £5M in under 2 years with improved margins and systems and we have bigger plans for the future.” G Hill (Roofing Supplies) Why not take a practice swing and have a Complimentary Strategic Business Review (Valued at £500) with London’s number one Action-COACH Shweta Jhajharia

To find out how, call Charlotte on 020 7627 1339 or

email [email protected] www.actioncoach.com/london

Please quote SMP3

?

Free your sales forceBoost productivity and service

The new Formworks app for iPad makes it so easy to create and use e-forms that you’ll never look back.

Make data capture easy with the new Formworks app for iPad

Formworks lets you create and deploy your own forms in minutes. It’s got handwriting recognition technology too so your forms can be completed and authorised on the spot, and sent directly from the field to your database with one touch of the screen.

It’s a cost-effective, simple way to improve service and enables sales staff to respond quicker and spend more time doing what they do best - meet more clients and develop new business.

For more information please scan the QR code or visit our website www.digitalfieldsolutions.com

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See us on STAND SD80

IT’S QUICKIt takes minutes to create your own personalised forms, and with leading handwriting recognition technology you can complete the form as quickly as you would with a pen and paper.

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IT’S COST EFFECTIVEFormworks can cut data processing time in half, reduce data entry errors and enables valuable field staff to spend more time doing what they are best at - meeting customers.

IT’S SECUREAccess to Formworks on the iPad is centrally managed by you and password protected. Users can be remotely de-activated. Data is uploaded from the device to a secure central server once forms have been completed.

“Thank you for the best training course I have ever been on. I enjoyed every minute and am still on a high from it. We have all been using various bits from the training and it’s great to see everyone embracing your amazing ideas. I feel as if I have lots of balls to bounce back to the clients rather than giving up when they throw me an awkward one!”

Delicia Thomas, LV Financial Advisor

DO YOU WANT TO:

GET MORE MEETINGS?

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FREE half day cold calling workshops on 21 May and 12 June for the first 20 callers (10 places on each day)

BOOK NOW:Your price: £350.00 FREEBy calling: 0845 564 0340

Or emailing: [email protected]

W: resultsorientedselling.com | T: 0845 564 0340

“Buki Mosaku is a credible trainer-he deals with real situations. Very practical ...targeted focused training”

Mark Browning, MD Production ITN

“I have worked with Buki Mosaku on several projects and each time he has provided a fresh, innovative approach with plenty of enthusiasm. He is an excellent motivational speaker and a talented coach. His series of ‘results oriented’ workshops and seminars provide key tools for anyone wishing to hone and improve their sales communication skills. I recommend Buki to anyone wishing to enhance the quality of their sales and customer focused operations.”

Nigel Brittle, Group Chief Executive, Personal Group

“Opened my eyes to a number of useful tips that I wouldn’t have otherwise considered”

Simon Bomford, Thomas Eggar LLP

SHOW FEATURE

WHAT’S COVERED10.15 - 11.00Is Cold-Calling Dead? You’ve Gotta Be Kidding!

11.00 - 11.45Getting Past Gatekeepers

12.00 - 12.4513 Pipeline Management Mistakes Most People Make (Even With CRM Systems)

13.00 - 13.45The Stuff In-Between..Getting Appointments With Website Leads You Haven’t Seen!

14.00 - 14.45Referral Mistakes Most People Make (And How To Avoid Them)

15.00 - 15.45Sales Coaching Mistakes To Avoid

16.00 - 16.4510 Next Step Strategies To Close More Business!

THURSDAY ONLY17.00 - 17.45Closing More Business Through LinkedIn

SALES GROWTH WORKSHOP

Every sales professional could sell more. Simply thinking about your approach could pay dividends. International sales professional Buki Mosaku can help you to make more money through the tips, tricks and expert insight with his workshop.

Buki Mosaku is an author, international consultant, highly sought-after speaker and corporate sales trainer. He’s also the founder of Results Oriented Sales Solutions and Inquire Management, an international corporate development and sales training consultancy. He has trained thousands of people of all levels and consulted with companies such as Shell, BT, Institute of Directors, Mercer, Aon, HSBC , Goldman Sachs, Motorola, Bluefin ,Marks & Spencer, Lloyds TSB, Ace, Fidelity International, Schroders, Societe Generale, Shell, BT, GLG Partners, Marsh, Morgan Stanley, and JP Morgan, to name a few.

He has also worked with mid-market and start-up companies across the US, Europe, Asia and Africa. Buki

also regularly appears as a guest on BBC radio, sharing his views on sales, business development and staff motivation.


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Full page.indd 1 03/04/2013 16:25:07

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Zoom Media’s digital TV advertising connects your business to your local community all day, every day.

The average member visits twice a week*74% of club members have above average income*

88% of club members notice Zoom’s in-house TV programming*12.7% of the UK population are regular gym goers.*

*Source: Target Group Index © 2012 Kantar Media

For more information contact:[email protected]

T. (0161) 457 0888 F. (0161) 457 0889 BROADSTONE HOUSE, BROADSTONE ROAD, STOCKPORT, CHESHIRE SK5 7DL

ZOOMMEDIA.COM

Visit us on

STAND CH112

to win a Sam

sung

42” LCD TV

ACCELERATE SALES WORKSHOP

WORKSHOP

At some point, as companies continue to grow, sales directors face the fact that there’s a need for automation of workflows for their sales teams. A failure to implement the right processes and automate them can lead to a breakdown in the sales, marketing or service cycle. Companies’ sales processes have to be simple, easily manageable and integrated with other internal processes.

Being specialists in Customer Relationship Management (CRM) and Business Process Management (BPM), we frequently find that Heads of Sales aren’t quite familiar with the procedure of development and implementation of internal sales processes. This work is often done by other departments,such as business analysts, which are in no way involved in sales. This explains why these processes can remain detached from ‘real life’.

In the course of our workshops, we will speak about the symptoms to look for that suggest it’s time to start thinking about implementing business processes in the company. You will learn what rewards business process management can offer for your sales team; how the BPMonline approach allows you to look inside the ‘black box’ and concentrate on continual improvement of each stage of the sales cycle. You will get a better idea of how to design and automate critical sales processes, which in turn will allow streamlining sales operations, increase competitiveness, engage and motivate sales teams and finally, implement a structured approach to continuous improvement of customer experience.

Modern business applications evolve at a breakneck speed. Ever-evolving functionality

presents a great opportunity for end users, but it also means that these technologies become more complicated and harder to learn. Nowadays, the greatest challenge is to create a technology that engages users to work with it. We strongly believe that new, user-friendly and easy to use technologies inevitably started replacing standardized, cumbersome enterprise solutions. We will show how complex business applications that cover a wide range of features can keep users focused on work, making it fun and engaging.

THURSDAY10:30 – 11:3011:30 – 12:3012:30 – 13:3014:30 – 15:3015:30 - 16:30

FRIDAY11:00 – 12:0012:00 – 13:0013:00 – 14:0014:00 – 15:00

Global provider of first-class Customer

Relationship Management

Business


WHAT’S COVERED?We’ll pay particular attention to specific requirements towards business processes automation in CRM products and how they can simplify and streamline the work of sales departments and increase manageability.

• Strategies for better sales that will set you apart from the competition

• How can effective Business Process Management boost your Sales IQ?

• Ways to identify, replicate and apply your company’s best practices across the business

• How to manage effectively the whole chain of conversion through customer lifecycle, from lead generation to after-sales.

• What is the perfect solution to automate telemarketing?• How automating cross-functional processes helps to

team-up various departments within the company, enhance their communications and achieve better sales

• What tools can help to pursue continual improvement

BPMonline is a global provider of first-class Customer Relationship Management (CRM) and Business Process Management (BPM) solutions. Powerful and user-friendly, BPMonline CRM solution brings easy and affordable process management tools to CRM and sales professionals.

ABOUT THE SPONSOR

NEW

THE BIG SELL

BEN KENCH

ADAMCAPLAN

SHOW FEATURE

The art of selling is often cloaked in mystery and is frequently the part of running a business that many people hate. The Big Sell will show you that anyone can sell successfully – and prove it can also be fun.

As the UK’s leading small business growth specialist, Ben is rapidly gaining a reputation for delivering quite incredible results.

Find out how psychotherapist, author and sales trainer, Adam Caplan, can help with your Big Sell.

It is quite simply a ‘must-see’ for anyone serious about their business’ success that also recognises the importance of a good sales technique. The event will prove that anyone can pick up the basics of selling and put

Ben has spent a lifetime selling and has succeeded in all arenas, from selling lower cost consumables to consumers, to large investment capital equipment to corporates - and everything in between! His life path has, for example, included selling real estate in holiday hotspots and during his time abroad, he honed his sales skills in a way that is simply not taught back home in the UK. He learnt, for example, that without any ‘props’ – such as a job title

Adam Caplan, author of Cellular Attitude and founder of Unique Sales Professionals is a motivational speaker and sales trainer with a difference. A qualified psychotherapist and trauma counsellor, he delivers pioneering sales training and motivational speaking that changes peoples’ lives. Delegates who complete his full Cellular Selling programme regularly see 300% growth in their sales results. His company,

them to use within their own business. Adam Caplan, author of Cellular Attitude, and Ben Kench, author of Selling For Dummies, will present this exciting feature.

The Big Sell is all about the art of selling, approached seriously but with a good dose of humour. Following their introductions, in which they outlines their golden rules of sales, Adam and Ben will demonstrate how to do it so that you get the best results, before giving the stand over to the Big Sell hopefuls. They have different and contrasting styles, yet both are masters of their trade.

After a number of role-play exercises have taken place, pre-registered members of the audience will be invited to have a go, when they are given a number of products to ‘sell.’ Everyone who has registered to take part in The Big Sell will be sent details in advance of the products they will be expected to pitch to our sales professionals on the day - so there will be no excuse for lack of preparation! After each volunteer has had a go, the expert panellists will review their pitch and offer tips on how it could be improved.

If you feel that you’ve got what it takes to impress our experts and show off your sales technique, it is vital that you register for this event now. You will be asked to explain in 20 words why you should be considered for this event and which day you will be attending. We will then email you with details of the products you will be expected to pitch and confirmation of your session. If you would like to participate in The Big Sell, trying to ‘sell’ a product to the experts in front of a live audience, register now at www.smplive.com

or style of dress – you have to be adaptable to everyone you meet in order to succeed in sales.

It is these experiences that make Ben so remarkable and unique when compared to others offering similar advice. His life has caused him to endure first-hand many character-forming experiences that – together with natural creative ability and boundless energy – make him ‘real’ and genuinely likeable.

Unique Sales Professionals, is revolutionising the recruitment of sales staff by providing salespeople who hit the ground running because they are all assessed for sales ability, psychometrically scored and are pre-trained before they join their new employers. His second book, Cellular Selling: The Secrets Of The Natural Born Salesperson, is due out later this year.

The Big Sell is a highly

entertaining and educational

event


SHOW FEATURE

WIN £5,000 WORTH OF SALES TRAINING FOR YOUR COMPANY!As if the chance to learn from the best and practice your own sales technique in a fun environment wasn’t enough, you could also win a massive prize – if you’re good enough! The best pitcher across both days, as judged by our panel, will win £5,000 worth of sales training for your company! And who knows what that could be worth, by the time you work out how much your revenue could rise as a result? It’s a prize that just keeps on giving…

An agenda setting programme, the National Sales Awards rewards individuals and teams who are demonstrating best practice and outstanding achievements in all aspects of sales.

Previous winners have included LivingSocial, Virgin, RBS, Royal Mail, Serco, Everything Everywhere and Sweatshop, across a range of categories.

Supported by previous Apprentice winner and founder of Raw Talent Academy, Lee McQueen, the Awards ceremony takes place this year at London’s trendy Troxy in Commercial Road. The event will take place in theatre style, offering winners a real chance to shine and get noticed on stage, followed by an after party to celebrate in style.

ABOUT THE SPONSOR

If you want your business to get more sales in, then you should be talking to us.

At Unique Sales Professionals, we can find you the best sales staff for your business, improve your exist-ing staff so they can sell better and if you’re looking for that next sales challenge, find the best sales role for you. There will be consultants on stand SD102 who can help you with all your enquiries. Join us for a Nespresso and let’s see how we can help grow your business.

ABOUT THE SPONSOR


NEW

Do you want to be a Superhero Sales Manager?

Come along to Stand SD220 to try the Superhero Sales Manager Challenge

It’s not about being perfect or wearing your pants over your tights – it’s about being the best you can be!

Profiling, training, coaching and online resources for Sales Managers including a FREE 7 day Induction Kit for new Sales Managers from www.SuperheroSalesManager.com

Find out what kind of Superhero Sales Manager you are by attending Nicola Bonfanti’s talk on Thurs 6th June, 12:30, Hall 4

Nicola has created 3 core programmes:

1. Superhero Identity2. Superhero Sales Team Dynamics3. Superhero Powers

• Delivering value and results to your company• Motivating your sales team• Leveraging limited resources creatively

There’s another show happening right next door to The Sales Management & Performance Exhibition – and you can get in for free. As well as offering a wealth of seminars, workshops and exhibitors, The Business Show is a prime opportunity for networking and lead generation for the sales professional.

The Business Show has always tried to support UK start-ups and small-medium enterprises with everything needed to start and grow a business – from access to the latest tech products, to innovative ideas for revolutionising sales – all completely free and under one roof.

What makes this event

different?

Thousands of business people to network with; hundreds more pioneering exhibitors; the country’s most respected business speakers; relentlessly evolving show features; and so much more – The Business Show is always getting better, ensuring no two shows are ever the same, and each new show offers more than the last.

Now incorporating the Business Startup Show, The Business Show is for everyone, from starting out to actively growing – whether you have a brilliant idea

FREE TICKETS TO THE BUSINESS SHOWIf you’re starting or growing a business, The Business Show is the must-attend event. The Show will be held at Olympia London, 6-7 June. Tickets are completely free and available at www.thebusinessshow.co.uk

and want to know how to make money from it, or you’re an SME who wants to take the next step up. And everything is completely free, from the entry ticket to the workshops, the seminars to the networking. In short, there’s no event quite like it. If you’re in business, you need to be there.

What’s on at June’s

Business Show?

The Business Show organisers are an innovative bunch, constantly thinking up new ways to help your idea get off the ground and ensure your business reaches its 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 June’s Business Show.

One of the show features is FaceTime; a networking opportunity designed to connect businesspeople quickly and easily, facilitating discussion on

THE BUSINESS SHOW

the most pertinent topics within the most relevant industries, all face-to-face. There are eight round tables in the FaceTime area, each relating to a businesstopic such as marketing or raising finance, with each table chaired by an expert. Tables will be made up of business people like you, all eager to quiz the experts, find out how others are working and improve their business. To book your place at FaceTime, and any of the other features for that matter, simply visit www.thebusinessshow.co.uk - all features fill up very quickly, so book early to ensure you get a session.

As well as FaceTime, the event plays host to several other networking events including the immensely popular Speed Networking, where you’ll make dozens of connections in just minutes. But if you’re more interested in walking away from the show with investment, rather than business cards, you can. Midas Touch and Angels Den are back again for June, providing visitors with a platform to pitch to a panel of multimillionaires for real capital investment.

This June 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 you leave the show with the very best information helping you make the right decisions in the crucial stages of your business.

And, of course, The Business Show will

present an all-star speaker line-up, featuring Dragons’ Den’s James Caan and 249 other engaging speakers, all

delivering advice on everything from branding to budgeting, CRM

to SEO.

So if you aspire to be the next dragon, make sure you see James Caan’s 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.

Over the last 12 years, the event has become a hotbed of entrepreneurial activity, and in that time it has welcomed more people through its doors than any other business show in the UK. Today, the event is more am-bitious than ever, determined to help drive your business onwards and upwards, whatever your industry or bright idea. Why not look in next door while you’re at The Sales Management & Performance Exhibition and see what The Business Show has to offer?

29 BUSINESSSHOW2013TH

E

6 - 7 JUNE 2013 ExCeL LONDON


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.

350 EXHIBITORS

250 FREE SEMINARS

COUNTLESS OPPORTUNITIES

Thousands of business people to

network with

Hundreds of pioneering

exhibitors


Do you want to drastically improve sales reps access on the road, operate a unified and collaborative solution and provide a 360 degree view of your customers?

We have developed our own Cloud services platform, powered by Microsoft technology. We have taken on board the most popular services (such as email and SharePoint), improved them and added our own expertise to provide a full back office solution that is available as a cloud service. You can really collaborate by just using your phone. Don’t let your network hinder your business. Compuserve IT Services – Without Boundaries.

Speak to us on stand SD112 and let us demo Compuserve-Live, powered by Dynamics CRM. Can you afford not to?

HALL 1 THURSDAY

10.30 - 11.30Jonathan FarringtonTop Sales World

The Rapidly Changing Face Of Sales Leadership

For companies to remain competitive today, their sales organisation must be able to respond positively to changing economic tides. As businesses strive to re-establish customer orientation, sales part-nerships and a strategic approach to selling, they are demanding more and more from their salespeople but ensuring that these new methods are widely practiced and smoothly implemented falls to sales leadership. Jonathan Farrington provides a blue-print not only for survival, but for outstanding success

14.00 - 14.30Andy Eustace Linkedin

An Overview of social media

There is a lot of excitement around Social Media for Sales and Marketing at the moment. Can companies really use Social Media effectively to drive sales? This session shows how LinkedIn can be used as a platform to generate new business for companies of all sizes.

11.45 - 12.15Ian ChristelowActionCOACH

The 3 Keys to Earning £100k a Year

AC UK co-founder, Ian Christelow, explains how helping others can be the fastest way to make a million & outlines the guaranteed high-return investment models operated by AC UK Franchise Partners to maximise profitability.

14.45 - 15.15Phil M Jones

Teaching the world to sell

Everybody sells, yet most people see the term “salesperson” as less than a compliment. Phil’s unique style will engage, challenge and amuse you, as he shares the key difference between a sales person and a sales professional. This uplifting, straight-talking and entertain-ing seminar, packed with real, practical examples, shows you how making simple changes can persuade, negotiate and influence others to get you more of what you want, when you want it.

12.30 - 13.00Clive RichRich Futures Limited

The More You Give the More you Get

Negotiation is often thought of as a “dog eat dog” process. A competition which you must win and the other side must lose. Clive Rich shows how in a modern, inter-dependent world, collaboration is now the name of the negotiation. Knowing how to give is essential to getting back what you need. The more time, attention and focus you place on the other side, and on addressing their motivations and behaviour, the more you gain.

16.15 - 16.45Ben Hunt-DavisWill It Make The Boat Go Faster Ltd

Will It Make The Boat Go Faster?

During his session Ben will talk about the very simple process that his Olympic Gold medal-winning crew followed; doing the right things better on a daily basis and making sure that every effort was aligned to the goal. As with any team they had their setbacks and difficulties but they continued to make sure that they were choosing the best responses and actions to make the boat go faster, so they could continue to improve and give themselves the best chance of success at Sydney 2000 Olympics.

15.30 - 16.00Brett LyonsTLSA International

The relationship between Needs Analysis and creating a Compelling Solution

If the focus of your sales training is only aligned to uncovering busi-ness requirements rather than individual needs, the outcome will never be perfect. The entire sales cycle depends on a comprehensive Needs Analysis. In this feature packed session Brett will explain bet-ter ways of completing a needs analysis to uncover the real, as op-posed to perceived, needs of your customers, how to manage stake holders and effective areas of questioning.

13.15 - 13.45Gavin InghamGavin Ingham Ltd

5.5 Steps to Sales Success… How To Build High Performance Teams That Outsell

The world changed. Business changed. Life & sales today is more challenging. Good enough is not good enough anymore & many sales & business people are struggling to survive. What worked once doesn’t work now & just doing more of it does not help. Discover why most salespeople can’t sell any more, and learn how to motivate yourself & others, be more proactive & sales focused.


10.30 - 11.30Phil M Jones

Teaching the world to sell

Everybody sells, yet most people see the term “salesperson” as less than a compliment. Phil’s unique style will engage, challenge and amuse you, as he shares the key difference between a sales person and a sales professional. This uplifting, straight-talking and entertain-ing seminar, packed with real, practical examples, shows you how making simple changes can persuade, negotiate and influence others to get you more of what you want, when you want it.

HALL 1 FRIDAY

14.00 - 14.30Brad Burton4Networking

LIFE. BUSINESS. JUST GOT EASIER.

6 years ago Brad was delivering pizza’s to keep his start-up business afloat – now he is delivering inspiring, hilarious and provocative speaking events on life, business and motivation. You’ll go away all fired up and ready to Increase your sales, motivate your teams and learn the magic of enthusiasm. Don’t let the jeans & t-shirt fool you, Brad will change the way you think about your life & business forever. Looking for a speaker like no other? Congratulations, you’ve just found him.

11.45 - 12.15Shweta JhajhariaActionCOACH

Building a Sales and Marketing Machine

Every business owner recognises that sales and marketing skills are critical to their business surviving and thriving. Despite this, very few SMEs are able to create and master the sales and marketing process. And this is not because of inadequate information about what the really successful companies out there are doing!

14.45 - 15.15Ian MoyseWorkbooks Online Ltd

What sales and business leaders need to know about the cloud!

Too many people are hyping the cloud, marketing it as if everyone understands it fully. This energised and to the point session will drive home what the cloud is, some of the basic terminology you need to know, and areas where you and your business can benefit from it today in your sales and marketing lives. In 30 minutes find out from an industry cloud expert how you can leverage your sales and marketing engagements.

15.30 - 16.00Brett LyonsTLSA International

Managing the Sales Pipeline

Are your sales team continually batting back sales to next month? Your Sales Team have established needs, created a great solution, written a compelling proposal and delivered a great presentation. However, the customer still has to say yes! What happens next can make the difference between a well managed sales cycle with the optimum chance of winning business, or a badly managed one predis-posed to losing it. Join our seminar to find out how to work efficiently with multiple stakeholders, influencing factors and complex cycles.

12.30 - 13.00Steve Lane National Sales Awards (UBM Awards & Partnerships)

Winning in Sales

A panel discussion featuring previous National Sales Awards winners that will examine and discuss what it takes to be an award winning sales person.

13.15 - 13.45Steve ClarkeEureka Sales Ltd

Life’s a Pitch... and then you buy™

If you are serious about having a successful business today – It’s vital that you stand out from the crowd… (for the right reasons). It’s imperative you learn how to deliver winning pitches and presentations, written or spoken. To succeed you must discover the secrets that allow you to communicate effectively face to to face and even to an invisible audience...Steve’s not holding back, he’ll share low cost and no cost strategies that are guaranteed to increase sales - immediately.

Notes


HALL 2 THURSDAY

11.00 - 11.30Duncan CappGlobal Ecommerce Group

Increasing conversion rates and decreasing overheads

Take a true insight into your online business, includingunderstanding exit pages and how to reduce customer drop outs; AB testing and conversion rate increases using simple common sense. As well as Global Ecommerce Group’s solution for online businesses, taking control of your business, improve warehousing, marketing and customer service whilst reducing overheads and streamlining resources.

14.00 - 14.30Bryan McCraeSales Motivations

What is it that Sales Superstars have and how can you get more of it in your team?

How is it that some people manage to frequently hit their targets, staying motivated, overcoming challenges along the way, bouncing back quickly from setbacks while others consistently struggle to succeed? Are these Sale Superstars born or bred and what do they do differently? In this seminar you will learn what they do and how to help your team become high performing Sales Superstars.

11.45 - 12.15Ben KenchThe Business Booster

“The Times They Are A Changin”

In this session Ben will share some powerful, proven ideas that really will make a major difference to your selling results. Ben’s insight and unique take on selling opens up opportunity to do more business than ever! As the author of “Selling For Dummies” Ben is widely recognised as the UK’s leading Sales Specialist and his charismatic, energetic and fun presentations are always entertaining as well as educational.

14.45 - 15.15Roger WilsonSales Grouth

The Mustard Concept

10 killer Steps... to Creating the Winning Strategy. It sounds simple and oh so easy but so many business owners and sales people can benefit hugely from these 10 killer steps to creating a great execut-able strategy. As a key part of the whole Go To Market experience, having the right sales strategy is one of the key cornerstones of cre-ating the profits you desire and smashing your targets.

12.30 - 13.00Martin PerryReMap

Sales up by 23% in the teeth of a recession – how? A real life Case Study

The purpose of the session is to explain how a business reinvigorated one of their flagging sales divisions by breaking with conventional skills and knowledge training. This session will also examine the research and science supporting the methodology undertaken by the business, together with an explanation as to how this was used to diagnose and correct the issues within the team. The MD of the business will also be in attendance to answer any questions.


Life’s a Pitch... and then you buy™?

If you are serious about having a successful business today – It’s vital that you stand out from the crowd… (for the right reasons). It’s imperative you learn how to deliver winning pitches and presentations, written or spoken. To succeed you must discover the secrets that allow you to communicate effectively face to to face and even to an invisible audience... Steve’s not holding back, he’ll share low cost and no cost strategies that are guaranteed to increase sales - immediately.

15.30 - 16.00Phil LentoniPresent

Revolutionising sales and marketing teams

Since its launch, iPresent has revolutionised sales and marketing teams across the globe. iPresent is now a company in its own right with Phil as CEO leading the company through development initiatives and taking an active role in client management and new sales opportunities. Join Phil in this session to learn more about iPresent and how it can help you.

16.15 - 16.45Alan KrauseSAM7 Limited

Transforming CRM into a System of Engagement

The recent trend towards “Consumerisation of IT” has pushed social and collaborative technologies into the Enterprise. Users are now demanding more from their business applications based on what they’ve grown to expect at home. Discover how Microsoft Dynamics can transform CRM into a next-generation “System of Engagement”, connecting both employees, partners and customers in new ways to drive productivity and create competitive advantage.


NEW

11.00 - 11.30Bryan McCraeSales Motivations

What is it that Sales Superstars have and how can you get more of it in your team?

How is it that some people manage to frequently hit theirtargets, staying motivated, overcoming challenges along the way, bouncing back quickly from setbacks while others consistently struggle to succeed? Are these Sale Superstars born or bred and what do they do differently? In this seminar you will learn what they do and how to help your team become high performing Sales Superstars.

HALL 2 FRIDAY

14.45 - 15.15Pieterjan Bouten Showpad

Unlock the hidden potential of your Sales Team

Tablets are increasingly used in business settings. As a Sales Professional you want to find out if using tablets can make your Sales Reps perform better and help to achieve your professional objectives. If there is a place for tablets in the enterprise setting, they need to earn their keep. And that is where mobile sales enablement technology comes into play. Learn how tablets and mobile technol-ogy can drastically increase the efficiency of your sales reps.

11.45 - 12.15Ross EvansBMS Sales Specialists LLP

Small is beautiful when it comes to recruitment

Recruiting the right individual to help take your company forwards is always a challenge, but getting the recruitment right is never more important than the first person to join your team. While larger organisations may have the benefit of in house recruiters and a developed employer brand, this seminar is aimed at helping SME’s leverage the benefits they have when it is time to recruit.

15.30 - 16.00Lilach BullockSocialable

How to create sales using Social Media

Prospecting, generating leads & getting referrals - Lilach will show you why social media is an extension of being human. Our species dominance stems from our desire to be social, share & store knowledge. Grasp this natural resource for your sales team now! Future Readiness? What are you doing about it now?


Life’s a Pitch... and then you buy™

If you are serious about having a successful business today – It’s vital that you stand out from the crowd… (for the right reasons). It’s imperative you learn how to deliver winning pitches and presentations, written or spoken. To succeed you must discover the secrets that allow you to communicate effectively face to to face and even to an invisible audience... Steve’s not holding back, he’ll share low cost and no cost strategies that are guaranteed to increase sales - immediately.

13.15 - 13.45Duncan Capp Global Ecommerce Group

Increasing conversion rates and decreasing overheads

Take a true insight into your online business, including understanding exit pages and how to reduce customer drop outs; AB testing and conversion rate increases using simple common sense. As well as Global Ecommerce Group’s solution for online businesses, taking control of your business, improve warehousing, marketing and customer service whilst reducing overheads and streamlining resources.

14.00 - 14.30Marc CampmanLove Social Media

Social Selling – How to Sell with Social Media

In this seminar you will learn how to win new clients and retain existing clients through social media. We will tell you how to use social media to drive prospects to your web site and turn them into leads and ultimately into clients. We will show you how to use social media to extend the relationship with the customer into the online world on social networks like LinkedIn and Twitter to develop the relationship so they will come back to you when they want to buy again.

Notes


HALL 3 THURSDAY

11.00 - 11.30Karen Dunne-SquireElation

Your Culture Creates Your Success

Getting a sales force that thrives on pushing itself harder is every managers dream, however in practice this is rarely achieved. The key to reaching this aim is to embed a positive and united culture in the business. In this seminar you will not only come to understand why you should invest time and money in your businesses culture but you will also take away some key techniques for setting a culture in place in your business.

14.00 - 14.30Richard Lanedurhamlane

Sales Success and the Power of Qualification?

Ever wondered why a certain deal hasn’t closed? Or sweated over which opportunity to focus your precious time and effort? This seminar will empower you to ask better questions that lead to the building of long-lasting customer relationships, accurate forecasting and improved sales performance.

11.45 - 12.15Mike Kingston BiteSize Seminars

How you capture new, high-value accounts and unlock prized customers from competitors.

The toughest job in prospecting for new business is getting to meet and influence senior decision makers. Mike Kingston case studies an innovative customer centric approach, combined with soft rejection handling skills, that has enabled over 22,000 people in sales and marketing to increase their new sales capture rate - one blue-chip outbound cold-calling team achieved a 300% increase.

14.45 - 15.15Beth BaxterGreat Guns Marketing

Aim high

Beth has led the sales team at Great Guns since 2003 and has utilised multiple marketing channels to ensure Great Guns has become the UK’s leading B2B lead generation agency. Join Beth in this session to find out more about her success and Dynamic growth of 20% per annum.

12.30 - 13.00Chris WrightWright Psychology

More money from your existing customers.

Creating more profit in medium to small businesses often requires innovative thinking to get new customers. Chris explains how this innovative thinking can be applied to customers you already have. The methods described are of minimal cost and can be applied today. If you enjoy the seminar, come to stand SD100 for further information and a take-a-way.

13.15 - 13.45Frederic AbrardCANDDi

Increase sales by knowing more about your web visitors. who came on your website and what they were interested in and how you can convert them.

Ex-Googler, Frederic Abrard will be providing examples and best practice on how to use visitor level analytics to increase sales. how to identify prospects by behaviour, how to spot missed conversion opportunities, and how you can take advantage of having a much richer profile of your visitors. Learn from Fred how to increase sales by taking advantage of visitor level “big data”.

15.30 - 16.00Marc CampmanLove Social Media

Social Selling – How to Sell with Social Media

In this seminar you will learn how to win new clients and retain existing clients through social media. We will tell you how to use social media to drive prospects to your web site and turn them into leads and ultimately into clients. We will show you how to use social media to extend the relationship with the customer into the online world on social networks like LinkedIn and Twitter to develop the relationship so they will come back to you when they want to buy again.

16.15 - 16.45Ian MoyseWorkbooks Online Ltd

The CRM Lottery

There are winners and some big losers in the CRM Lottery, find out in this pragmatic session how many CRM projects fail and why. Get some top tips for CRM best practise and hear from a sales and business leader who has managed both small and large sales teams across the UK, Europe and the USA about his real world experiences of many different systems.


11.00 - 11.30Frederic AbrardCANDDi

Increase sales by knowing more about your web visitors. who came on your website and what they were interested in and how you can convert them.

Ex-Googler, Frederic Abrard will be providing examples and best practice on how to use visitor level analytics to increase sales. how to identify prospects by behaviour, how to spot missed conversion opportunities, and how you can take advantage of having a much richer profile of your visitors. Learn from Fred how to increase sales by taking advantage of visitor level “big data”.

HALL 3 FRIDAY

14.00 - 14.30Frazer Lewis Rephrase Ltd

7 steps to CRM Success

Why do so many CRM projects fail to deliver the benefits they promise? In this seminar, Frazer Lewis will show you 7 practical techniques to help keep your CRM implementation on track and on budget. He will highlight the key factors that significantly increase the chances of project success. Learn why most CRM projects go wrong before they have even begun. Discover the killer question that can make the difference between failure and success.

11.45 - 12.15Philip MoranIT Sonix

Speech Analytics – Hearing the Customer

Speech Analytics is innovative technology that helps identify how customers feel and react when receiving calls from a company, it analyses the causes of customer satisfaction and/or dis-satisfaction and the factors that affect purchase decisions. Philip will explain how speech analytics software can analyse 100% of calls in real time providing feedback to agents whilst a call is taking place and the impact this customer insight can have during calls and how the technology can support quality assurance teams.

14.45 - 15.15Karen Dunne-SquireElation

Unleashing the Power or Your Telephone

Selling is about giving your prospects an incredible experience when they engage with your business. A really great quality conversation is by far the best way to control this experience. However with the rise of online communications and the onset of telesales fatigue, win-ning business by telephone gets harder all the time. In this seminar you will learn how smart businesses can still drive new clients by being really sophisticated about the way that they use the telephone as a selling too in their business.

12.30 - 13.00Tim Howard Digital Field Solutions

Using “consumer” tablet devices to boost the sales performance of your field team.

We’ve all seen the dramatic rise in ownership of the devices like the iPad and Android tablets – they’re even outselling laptops. However, can they or indeed are they having a practical role in improving sales performance? Tim will be presenting his practical insights and experiences gained developing and deploying business applications for tablet devices such as the iPad to boost the performance of field sales teams.

13.15 - 13.45Colleen HonanOneSource

3 ways to dramatically improve your sales productivity

In this session, Colleen Honan, discusses how valuable selling time often gives way to redundant research time if sales professionals are not equipped with easily accessible, accurate and relevant business intelligence. Attendees will learn how finding the right executive and management contacts, identifying the right time in the sales cycle and having the context they need to have a compelling discussion with each prospect will result in improved sales productivity and greater revenue.

15.30 - 16.00KEITH DAMMAN-SMITHBPMonline

The key to sales success: what business process management can offer

CRM software helps sales reps meet their quotas and deliver great customer service, but it still has some shortcomings. Information with-out action is worthless. Closing a deal needs a regulated sequence of actions. That’s the power of CRM software that includes business pro-cess management (BPM) as a core capability. To help sales reps reach quota, you must arm them with a tool that guides their activities and supports every operation with actionable data. Learn what rewards business process management can offer for your sales team.


NEW

HALL 4 THURSDAY

11.00 - 11.30Pieterjan Bouten Showpad

Unlock the hidden potential of your Sales Team

Tablets are increasingly used in business settings. As a Sales Professional you want to find out if using tablets can make your Sales Reps perform better and help to achieve your professional objectives. If there is a place for tablets in the enterprise setting, they need to earn their keep. And that is where mobile sales enablement technology comes into play. Learn how tablets and mobile technology can drastically increase the efficiency of your sales reps.

14.00 - 14.30Chris GoodwinResults Driven Group

Developing the raw talent in your sales team

In this seminar, Chris Goodwin, MD of Results Driven Group will be discussing how to create a sales talent pipeline by transforming your employees into a multi-skilled workforce and how training and retaining skilled, talented sales staff who will assist in the long-term success of the business. You will take away with you an insight into what motivates your sales team and how to develop them accord-ingly using the best practice.

11.45 - 12.15Nate Burke Diginius

The Role of Online Search & Social Media in Sales & Lead Generation

Is your company looking for more warm sales leads? Nate will give an overview of how to structure your search and social media efforts to generate leads with search and social media. The way that people interact with the world is constantly evolving and one of the fastest changes is the proliferation of mobile and web and how people connect with each other using search and social media.

14.45 - 15.15Bruce HamiltonSalesMap Ltd

Selling – art or science?

Is selling art or science and is it only “born salesmen” who can succeed in this extremely competitive environment? The seminar will explore the key drivers of sales performance, how they affect both individual sales success and the building of winning teams and how system and structure help produce quality sales intelligence ensuring informed decisions, effective strategies and most important of all, improved results.

12.30 - 13.00Nicola BonfantiSuperhero Sales Manager

Which Superhero Sales Manager are you?

Stress, hitting targets with reduced resources, difficult staff, changing demands from clients and bosses – these are just a few of the pressures facing Sales Managers every day. It is time for you to reveal your true identity, your inner strengths and value that will bring better results to your team, your company and your own career. This seminar will show you how to reveal your true Superhero Sales Manager identity. More information available at stand SD220

13.15 - 13.45Philip MoranIT Sonix

Speech Analytics – Hearing the Customer

Speech Analytics is innovative technology that helps identify how customers feel and react when receiving calls from a company, it analyses the causes of customer satisfaction and/or dis-satisfaction and the factors that affect purchase decisions. Philip will explain how speech analytics software can analyse 100% of calls in real time providing feedback to agents whilst a call is taking place and the impact this customer insight can have during calls and how the technology can support quality assurance teams.

16.15 - 16.45Tim HowardDigital Field Solutions

Using “consumer” tablet devices to boost the sales performance of your field team.

We’ve all seen the dramatic rise in ownership of the devices like the iPad and Android tablets – they’re even outselling laptops. However, can they or indeed are they having a practical role in improving sales performance? Tim will be presenting his practical insights and experiences gained developing and deploying business applications for tablet devices such as the iPad to boost the performance of field sales teams.

15.30 - 16.00Tony MorrisSales Doctor

Turning leads into business

In this competitive marketplace we do not sell, we help people buy. I will demonstrate ways of proactively gaining referrals from your prospects as well as your clients. I will share many innovative ideas to differentiate and outsell against your completion on the phone, in the field and from sending a proposal out. This seminar with provide you with some golden nuggets on how to motivate your sales team and get the best out of them every day. If you want your sales team to perform better than this seminar cannot be missed!


11.00 - 11.30Chris GoodwinResults Driven Group

Developing the raw talent in your sales team

In this seminar, Chris Goodwin, MD of Results Driven Group will be discussing how to create a sales talent pipeline by transforming your employees into a multi-skilled workforce and how training and retaining skilled, talented sales staff who will assist in the long-term success of the business You will take away with you an insight into what motivates your sales team and how to develop them accordingly using the best practice.

HALL 4 FRIDAY

14.00 - 14.30Mark RichardsMake Positive

Becoming a Customer Company

Learn how to succeed at marketing, selling and servicing your customer base in the highly connected world. In an informative and entertaining session, we will explain how companies of all sizes are leveraging the power of the world’s leading platform – salesforce.com – to drive revenue and deliver world-class customer service.We’ll give you the tools you need to head back to base and deliver the change you need to succeed.

11.45 - 12.15Ian Smith Winning Tenders Group

Improving your success rate with professional sales proposals

The proposal document is a huge part of getting new business but you need to know how your potential customer thinks and then write the proposal accordingly. A great proposal clarifies your offer, shows how you are different from your competitors and clearly states how the prospect will benefit from your bid more than any other. We tell you how to write a succinct executive summary and describe the best way of structuring the proposal, shifting the focus from bottom line to added value and advantages.

12.30 - 13.00Geoff Newman Recruitment Genius

Recruit Sales Superstars

Discover why you may be missing some of the best sales talent; what you can do to attract them; and the recruitment strategies that may enable you to recruit them quicker and cheaper than before.

13.15 - 13.45Tony MorrisSales Doctor

Turning leads into business

In this competitive marketplace we do not sell, we help people buy. I will demonstrate ways of proactively gaining referrals from your prospects as well as your clients. I will share many innovative ideas to differentiate and outsell against your completion on the phone, in the field and from sending a proposal out. This seminar with provide you with some golden nuggets on how to motivate your sales team and get the best out of them every day. If you want your sales team to perform better than this seminar cannot be missed!

14.45 - 15.15Oliver ThompsonOliver Thompson Training

The Power of Personal Impact in Sales

This seminar will show any sales professional many cutting edge ways of thinking and being, in order to support their success. It will expand their emotional intelligence and provide new insights into the power of the unconscious mind when approaching decision makers and key influencers in the buying process. Being able to provide empathy and value is probably the single most important sales skill needed in business.

15.30 - 16.00Chris CloughleyWorksMC

Mind the gap: how Sales and Marketing can work together.

In these times of austerity, it’s never been more important for companies to maximise sales. And that means Sales and Marketing working more closely. Marketing materials have to work harder, be more focused on driving the sale, and support the sales person. For this to happen, Marketing must understand how Sales do things, and deliver what they need to achieve their targets. After all, if they fail, everyone loses. I’ll be discussing how bridging the gap between Sales and Marketing can help budgets go further and sales increase.


NEW

HALL 5 THURSDAY

11.00 - 11.30Glyn Highfield Compuserve IT Services

Trust The Cloud

How does the cloud afford your staff more time to focus on what is really important. Can they really collaborate by just using their phone? Your IT network should never hinder your business and you should have access to all of your information whenever you need it. Your most important functions are always communicating with staff members and ultimately your customers. You use email, send documents and maintain your client’s contact information and you need to continuously collaborate this on a daily basis.

14.00 - 14.30Shelia CarswellATR Solutions

The Key to Successfully Recruiting Sales Professionals

It’s imperative to succeed when recruiting a sales professional - Too often, sales people will “interview well” then fail to deliver. Our seminar will show you how to avoid the pitfalls and consequences of “getting it wrong”. We will show you a simple interview structure you can use immediately to ensure that the sales person you hire truly understands your value proposition, and how to sell it successfully. If they pass this interview process you can be assured that they will help your business grow

11.45 - 12.15Mark Mills Comerga Consulting

How you can find hidden value in any business

Every business has a hidden value that can be unveiled through a degree of self-assessment and re-evaluation. Mark will be discussing how you can find hidden value in any business - Every business has a hidden value that can be unveiled through a degree of self-assessment and re-evaluation. Also he will be discussing how a FARM can help you to recruit the right people and keep them in your business “FARM - Fun, Achievement, Recognition and Money - how to treat people like animals and make them love you!

14.45 - 15.15David FreedmanHuthwaite

If you’re the best, why don’t you win all the business?

Are you selling on price or capturing value? Selling is about persuasiveness - the key to this is in understanding what customers’ real needs are, and being absolutely clear and convincing that you can meet them. This session introduces you to buyers’ deci-sion processes and shows you how to sell effectively, and avoid the price trap, through creating a persuasive value proposition.

12.30 - 13.00Adam Caplan Cellular Attitude

The Language and Psychology Of Sales

Adam Caplan, author of Cellular Attitude, Cellular Selling and a regular contributor to Talk Business magazine is a motivational speaker, sales & marketing trainer and business coach with a difference!

13.15 - 13.45Chris HughesThe Hughes Company

Helping Your People Sell More Through Mental Toughness

Chris will share his tips, techniques and strategies as well as offering guidance on what to think, say and do to in order to achieve your goals. Using mental toughness techniques he will ensure you maximise each and every opportunity, nurture new and existing relationships and get the best outcome every time, using practical ways to quickly, easily, comfortably and successfully negotiate as well as offering essential tips and must do’s (and don’ts) for long term success.

13.15 - 13.45Matthew DayCRM SuperStars

Unlock Your Profit Rocket In 30 Minutes

Matthew gets down-and-dirty with the specifics of improving busi-ness and sales performance by turning “action words” into “action actions”. He’ll show you ways to quickly hunt-down and then reli-ably repeat the actions that work to unlock more profit in your busi-ness. Imagine the hundreds… thousands… even millions of pounds’ worth of additional business waiting to be closed in your category. Working right across the sales pipeline, Matthew will show you practical, actionable ways to find and repeat the activities that work. How? Be in Hall 5 on Thursday at 4.15pm to find out.

15.30 - 16.00Mark RichardsMake Positive

Becoming a Customer Company

Learn how to succeed at marketing, selling and servicing your customer base in the highly connected world. In an informative and entertaining session, we will explain how companies of all sizes are leveraging the power of the world’s leading platform – salesforce.com – to drive revenue and deliver world-class customer service.We’ll give you the tools you need to head back to base and deliver the change you need to succeed.


NEW

11.00 - 11.30Glyn HighfieldCompuserve IT Services

Trust The Cloud

How does the cloud afford your staff more time to focus on what is really important. Can they really collaborate by just using their phone? Your IT network should never hinder your business and you should have access to all of your information whenever you need it. Your most important functions are always communicating with staff members and ultimately your customers. You use email, send documents and maintain your client’s contact information and you need to continuously col-laborate this on a daily basis. If your information is centrally stored and securely accessed, do you ever need to worry about it?

HALL 5 FRIDAY

14.00 - 14.30Peter KleynThe Company Coach Ltd

Psychometrics, do they work for sales people?

As sales professionals become more and more interested in building rapport and using consultative selling skills with clients, Peter discusses the pros and cons of using psychometric assessments to achieve this. He will discuss further applications such as training needs analysis and the use of assessments in recruitment. What exactly should an assessment be looking for? How do they help sales professionals to improve? What is available today?

11.45 - 12.15Alan KrauseSAM7 Limited

Transforming CRM into a System of Engagement

The recent trend towards “Consumerisation of IT” has pushed social and collaborative technologies into the Enterprise. Users are now demanding more from their business applications based on what they’ve grown to expect at home. Discover how Microsoft Dynamics can transform CRM into a next-generation “System of Engagement”, connecting both employees, partners and customers in new ways to drive productivity and create competitive advantage.

12.30 - 13.00Adam Caplan Cellular Attitude

The Language and Psychology Of Sales

Adam Caplan, author of Cellular Attitude, Cellular Selling and a regular contributor to Talk Business magazine is a motivational speaker, sales & marketing trainer and business coach with a difference!

13.15 - 13.45Linda PotgieterJan Potgieter & Associates Ltd

The New Generation Sales Negotiator

How helpful have you found the on-going discussion around fluctuating economies, product evolution and solution selling? Just so you know, this is what 98% of your peers and competitors focus on. When the chips are down, selling starts and ends with dynamic people skills. It’s people who produce profit and opportunity and its people who promote or obstruct your progress in life. Linda will highlight 3 startling facts that are probably preventing you from joining the 2 percenters.

14.45 - 15.15Jon AkassCompanyapps Ltd

What can next generation HTML 5 apps can do for your business?

APPS FOR BUSINESS - THE NEXT GENERATION SALES TOOLUsing tablets to empower a mobile sales team with the latest technology makes a lot of sense. But is a shiny new screen really going to impress if you are still using the same old PowerPoints? Find out why next generation HTML 5 based apps can set you apart from competitors with visually stunning interactive presentations that really engage prospective clients.

15.30 - 16.00Simon LeslieInk

The Revolution

We believe that culture drives business, not the other way around. In April 2012, Group Publishing Director, Simon Leslie, implemented The Revolution, moving Ink away from a traditional commission structure, a first for any sales or media company. Ink now guaran-tees commission for its sales teams, as long as they hit behavioural KPIs. This cultural shift, set Ink apart from the rest of the industry. Simon will share how one man’s unhappiness led to a change in the way we do business, and how this helped to transform the business’ culture.


NEW

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224

What is social selling and how does it increase sales?

Social selling is a new way to approach the sales process that allows you to stay relevant with your prospect when you would normally go dark during off-periods of non-communication. Social selling allows you to stay connected with your prospects and build a relationship with them that goes beyond a vendor and towards that of a trusted advisor.

Here are the four main activities that make up social selling:

1) Building Your

Personal Brand

With tens - or hundreds - of other salespeople vying for your prospect’s business and respect, what makes you or me unique enough for prospects to want to talk to us - and ultimately buy from us? In order to set yourself apart, certain actions need to make up the foundation of your social presence. This includes having the appropriate social networks set up such as Twitter,

LinkedIn, Quora, and many more. You must also belong to relevant social groups and communities, as well as sharing content that is applicable and relevant to your prospects and audience. Using social media gives you the opportunity to build an authentic and trustable online persona who is recognized as a thought-leader in the space.

2) Gathering Sales

Intelligence

Sales people who optimize their processes and day-to-day activities seem to always boil to the top. Using social selling and social networks should receive the exact same treatment. Networks like LinkedIn allow you to identify decision makers, influencers, and tell you what they’re thinking and doing. CSO Insights found that, “Effective use of salesintelligence increases revenue productivity per sales rep by 17%.” By following your prospects and decision makers, you can look for buying triggers that let you know it’s a good time to reach out to talk about your solution.

3) Creating a Deep

Network of Contacts

and Advocates

Building networks is nothing new for salespeople. Traditional ways would be to attend events and collect business cards. Others tried the ‘spray and pray’ style by reaching for the phone and trying to cold call their way into a position to build a relationship, or they sent email templates to hundreds of people hoping for a response.

Social selling techniques now give you a way to grow your networks continuously, engage with potential buyers every day and gain referral from customers, friends and your own colleagues or employees. When you create a deep network of advocates and referrers, they will fill up your pipeline for you.

4) Social Listening

By using monitoring tools that help you keep tabs on multiple social networks, you can optimize your activities and

WHY SELLING CAN BE SOCIAL

Visit Love Social Media on

Stand SD224 to chat further about social media

training courses and services to help generate

leads with social media.

listen to your entire market real-time. Solutions like HootSuite can help you listen and understand your prospective buyer’s company and decision-makers’ needs. Imagine a local pizza shop was able to listen to a five mile radius for anyone who was hungry or asking for opinions on pizza shops; the opportunity is there to send over your information or discount coupon. This applies equally to large inside sales teams who need to identify buying triggers and maximize every conversation with the prospect.


Winning Tenders — the name says it all — it’s what we do!

Winning Tenders Ltd Queensgate House 48 Queen Street EXETER EX4 3SR

Expert proposal writing and bid management

01392 247997 [email protected] www.winningtenders.co.uk

winning tenders

Ensuring compliance and consistency of documents and presentation material;

Helping you to deliver team presentations with commitment, energy and enthusiasm; and

Enabling you to demonstrate personal, team and organisational confidence focused on winning.

An experienced, professional team of expert tender specialists — your virtual bid team is ready to help you win!

Tenders and proposals that will:

- Excite your customer - Interest tender evaluation panels - Convince procurement teams - Demonstrate your advantage

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120TEACH THE

WORLD TO SELL


In fact, there is currently a whole generation of people that have not yet realised the skills they are missing. To be able to use the skills of communication, rapport building, questioning and negotiation to win people round to their way of thinking are all basic tools in a sales person’s

locker - yet still there are far too many that fail to impress.

For many, describing someone as a ‘sales person’ would not be seen as a compliment. In fact, quite often, our profession is frowned upon and the adjectives used to

In the modern world, with more and more businesses becoming reliant on the internet, fast-tracking their processes and looking to secure their business using automation and systemisation, there are many people that are forgetting the benefits great sales people can bring.

describe our work can often be less than complimentary.

This skills gap means that businesses are struggling to find the people they need to drive the right results. Individuals remain unemployed

or are unable to progress their careers, all because they are missing essential skills to help them have more influence, increased persuasion and the ability to really make things happen.

At philmjones, their mission is simple; to teach the world to sell. They help the businesses and individuals who recognise that selling is a skill that is essential in modern business. They appreciate that having the right attitude and the ability to create opportunities, build relationships, negotiate requirements and successfully close a sale are fundamental parts of business growth.

With too many people lacking these skills, award winning business educator Phil Jones brings straight talking, practical advice that gets results – fast. From books and CDs, Training Workshops and the work done with private clients, they provide ‘real-world’ solutions that are easy to implement and all derive from a rich personal experience.

The art of selling is essential and philmjones help create proud sales professionals who consistently perform at the top of their game. If you require improved sales results for you or your business then Phil and his team are guaranteed to deliver.

Have a chat with Phil and the team

about how they can helpStand No: SD120

www.philmjones.com

[email protected]

01527 531393

An ad for a marketing agency in a publication devoted to sales?Surely not...Advertising, direct marketing, promotions. They’re all doing a great job.

But what about your sales team? The people responsible for delivering a big chunk of revenue. Are they being supported? Do they have the right tools for the job?

Emails that generate leads. Websites that support the sale. Print and online brochures with a compelling call to action... Stuff that helps sales people get results.

That’s what we do. Marketing for Sales.

We believe that marketing materials have to work harder for a living. So we specialise in aligning the objectives of the Marketing department with the Sales team's need to hit targets.

Using our very own tools and processes, we help to achieve measurable cost savings, a healthy uplift in sales, and brand consistency across digital and printed sales support material. Have a look at what we’ve done for IBM, Three, Yell, Sky Business, Prudential and others on our website – worksmc.com – and you’ll see what we mean.

Because we’re as devoted to sales as you are.

Let’s talk. Call Chris Cloughley on 020 8780 9700 or visit www.worksmc.com

Works MC BusinessShow Advert v2.pdf 1 02/05/2013 12:30

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01 ENABLING CRM


Our team bridge the gap between our customers’ business aspirations and map these onto CRM. Not only does this optimise how CRM is used within an organisation, but critically this ensures that the solution truly fits their requirements.

Microsoft Dynamics CRM

Microsoft Dynamics CRM is a full Customer Relationship Management (CRM) application that provides a complete suite of powerful marketing automation, sales force automation, and customer service capabilities, all with a familiar user interface based on Microsoft Outlook.

Drive Your Sales Productivity,

Performance and Process

Microsoft Dynamics CRM provides a sophisticated platform that maximises sales productivity, simplifies user adoption and ensures consistent best practices. The powerful toolset can

SAM7 was founded with the vision of not just selling CRM licenses, but to really enable CRM for our customers. As Microsoft Partners, we build CRM solutions for our customers using the powerful, flexible and intuitive Microsoft Dynamics CRM application.

Want to find out more?

Come and meet SAM7 at stand SD01 (next to Sales

Theatre 6)

streamline and automate your sales processes – from lead capture, through opportunity and quote management, to deal closure.

In the office, at home or in the field, Microsoft Dynamics CRM provides a centralised view of your customer’s preferences, relationships, and activity history to better understand and meet their needs. All accessed from your laptop, a mobile phone or tablet, using the familiar Microsoft Office style interface. Emails, appointments and tasks in Microsoft Outlook are seamlessly shared with Microsoft Dynamics CRM.

Visualising Sales

Use flexible reporting to forecast sales, measure business activity and performance, track sales success, and identify trends, problems, and opportunities. Quickly create dashboards that show critical information, which enable users to drill down into further levels of detail.

The Right Choice

Microsoft Dynamics CRM can run in the cloud or on premise – leaving you with the choice of whether you run the system on your site or hosted in the cloud.

There is also a rapidly expanding ‘market place’, where add-ins and product extensions can be purchased and downloaded. This gives customers quick

access to a wealth of resources that can be used to further extend their CRM. This includes CRM functionality, Portals and Windows 8 Apps.

Engaging Transformation

The recent trend towards ‘Consumerisation of IT’ has transformed the use of social and collaborative technologies within the Enterprise. Users are now demanding more from their business applications, based on what they’ve grown to expect at home.

Using Microsoft Dynamics, we can transform CRM into a next-generation ‘System of Engagement’, connecting both employees, partners and customers in new ways to drive productivity and create competitive advantage.

Find out more about “Transforming CRM into a System of Engagement” by

attending our founding Director’s (Alan Krause)

session in Sales Theatre 6.

It’s your turn to be the sales star!

www.onesource.com+44 (0)20 7382 8800

OneSource iSell:n Personalised prospecting

n Hot sales leads

n Social Selling

n Easy CRM integration

Visit us on Stand SD82 to see

iSell in action

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You may cringe at the mention of the term ‘elevator pitch’, but it does describe a valuable skill. The high-profile business professionals you are pitching to are likely to have heard countless other pitches before you’ve even gone in for the first handshake.

HOW CAN YOU MAKE YOURS COUNT?The elevator pitch scenario is pretty simple. You manage to get in an elevator with your dream prospect and have the time it takes to go from the bottom to the top floor to sell yourself, your company, and close the deal. Now imagine that your dream prospect goes up and down in the elevator all day, and that everyone and anyone who wants to close a deal with the said prospect has a chance to spend some time in that lift. This is essentially what life is like for highly sought after prospects attending a conference and exhibition.

Here at durhamlane, we pride ourselves on our knowledge of how to have a purposeful and engaging business conversation, so here are some tips taken

straight from one of our sales training courses for a standout conference pitch:

ENGAGE QUICKLY

The real purpose of the elevator pitch is to quickly engage your prospect. Aim to inspire the person you are talking to and, if possible, encourage them to ask a question. This question pro-vides you with the opportunity to expand further and position your product or service as a solution to the particular challenge your prospect is facing. At this point you can start to take control of the conversation and use our question based approach to diagnose the situation and uncover real value.

KEEP IT SHORT AND EASY TO FOLLOWThe golden rules for pitching are to keep your ideas concise, and to make sure what you are saying can be easily understood. Think, would someone who has no clue about the industry you work in, understand what you mean? Break it down and deliver the detail in manageable chunks.

Conference and exhibition season arrives - and with it comes a handful of some of the shortest, but most important, conversations of your career - but are you ready to close in 60 seconds?

STICK TO STRUCTUREYour pitch should follow a logical progression of ideas. It should make complete sense, so the prospect is immediately able to see the value of what you’re selling.

Don’t leave any room for ques-tions; the pitch should contain everything they need to know.

DON’T GET SWAMPED BY THE DETAILSYour aim is not to get as much information over as possible. Grab attention with the parts of the conversation you know your target wants to hear. Decide exactly what your value is to them, and tell them in no uncertain terms how you can assist their business.

Give the basic overview of what you do, and what sets you apart from your competitors, and then

CLOSE IN 60 SECONDS

Want to hear more from durhamlane? Visit www.durhamlane.co.uk to read our latest news, blogs and special reports or call 0191 244 4944.

step back and wait for them to respond to see if it is something they are interested in.

PRACTICE, PRACTICE, PRACTICE. THEN PRACTICE SOME MOREYour pitch has to come with confidence, and as long as you don’t begin to disconnect with it (or end up reciting it), practice as many times as you can. Perhaps take a video of yourself and see if you have any questions at the end after watching - or test it out on friends and colleagues to see if you’re transmitting the right information.

If you do practice it, remember to make sure you sound energised and passionate. Hearing someone recite a pitch word-for-word is uninspiring and could lose the sale.

Sixty seconds may not seem like much time to talk someone round, but if your ideas are good enough and your value is clear, there should be no competition. Be natural, be confident, and you won’t need any longer.

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202 TRAIN TO GAIN


Training does not have to be teaching. It works best when the attendees are allowed to challenge their own perceptions and also the results of being trained in an old-fashioned manner for years. Sales Doctor was created by Tony Morris & Boyd Mayover to enable sales people to be trained in a way that is fun, participative and challenging, but most importantly answer the real-world questions that all sales professionals have on a daily basis.

Training could help your sales team achieve their real potential. Find out how Sales Doctor’s 100% bespoke approach to training is built around the needs of your business and your team.

We have a unique four-stage approach to tailor every course we deliver. We don’t deliver until we have diagnosed the situation in conjunction with our client and our approach is complete.

Stage 1: A one-day

diagnosis

At Sales Doctor, we like to diagnose our delegates before training them and making them better. We listen to them on the phone and have a one-to-one with them to discuss areas for the training to include, understand their individual challenges and specific areas they wish to grow and develop. This allows us to develop a bespoke training course based on the business’ requirements and what we have learnt.

The mystery calls. Before training, we provide mystery calls so we can test the techniques that are being used prior to training. These allow us to gain a true insight into what the team

are doing well and areas that need development, so we can truly tailor the training accordingly. All calls are recorded and we use them in training as a session for the team to listen to and provide constructive feedback.

Stage 2: The training course

This is always tailored around our clients’ needs.

Stage 3: The one day

check-up

This is where we return to the client 4-6 weeks after training to refresh them and discuss what has - and hasn’t - worked. We then tweak certain areas and ensure all the delegates have a clear focus on the areas they will be working on.

Stage 4: The open clinic

At Sales Doctor, we run an open clinic that allows your team to contact the two directors to help ensure that everything we have done is reinforced and provide comfort for those who feel they need it. We set up a one-hour call with your team every week to discuss any key challenges and provide continuous support. This is an ongoing relationship as our philosophy is simple; ‘Sales Doctor is there to make you better.’ We are just a phone call away to help.

In a Sales Doctor course, there is no, “Get six yeses and you’ll get the deal”. There is no, “We start work when the customer says, ‘No’.” These are outdated methods that create animosity with clients and most sales people have heard it all before.

What we have done at the sales doctor successfully over the last seven years is show people a different, engaging

WE DELIVER 12 COURSES THAT ARE ALL BASED AROUND SALES:• Telephone sales• Appointment generation• Field sales• Account management• Leadership and

management• Presentation skills• Customer services• Train the trainer• Exhibition training• NLP for business• Retail training• Team Building with

the Apprentice day

Whether your team sells over the phone, face to face or is involved in presentations, we will have a course that is right for you. All our trainers have over 15 years’ experience in selling, managing sales people, and training. With over 300 clients in over 70 industries, we have a wealth of experience that we can bring to the table to add value to your business.

and more consultative way to sell, whilst ensuring that the focus remains on getting the business at all times. We have ensured that attendees can leave a session knowing they are better prepared than ever to face up to the realities of the sales profession by demonstrating what they can achieve in customer service, management, field sales and telesales.

“Sales Doctor helped to remind me what

it is I love about my job. From a simple 2-day session, I’ve gone from doubting my skills to being the top producer. My passion for my work has returned and I know it won’t be long before I reap the

financial rewards.”

Paul Rose – sales consultant from Merchandise Mania

“We were very impressed with the

professionalism and enthusiasm that Sales Doctor brought to the

table. All our delegates thoroughly enjoyed the training and it’s making a huge difference to our business. The creativity, motivation and attention to detail by the

trainers transformed a difficult subject into something enjoyable and commercially successful. We will certainly be using

Sales Doctor in the future.”

Stuart Leckie – Head of sales, Jurys Inn

SAVE MONEY AND GROW YOUR SALES THROUGH A BETTER COMMUNICATIONSSYSTEM…

WE OFFER• Low cost VoIP calls• Automated diallers• CRM integration• Screen popping• Multi international inbound

numbers• Conference calling• Online Meetings • Listen-in & Whisper• Call Recording• Custom IVR • SMS marketing • & more functionality that

can produce real business benefits…

020 3603 6888 www.voicelinx.com Find us at stand SD94

Call in the experts!

STA

ND

SD

242


“We must shift our focus if we are to survive.” This is the message from the author of Selling For Dummies and sales specialist Ben Kench as he shares his wisdom with us here at SMP. “For all businesses of all shapes and sizes, the income from selling is the life blood for everything else to function” says Ben. “And in my humble opinion, whilst many business owners will openly recognise that the world, the economy and the products and services that they sell have all changed dramatically in the last five years, many of them when questioned (if they’re honest!) also admit that the way they sell and their selling process hasn’t actually changed much at all.”

As times change and people gather more and more information and better systems, then the selling process must also adapt. Much of the ‘Social’ news and interactivity has allowed for personalities and interests to pervade into business and yet there is still much resistance towards a more social style, Ben believes. In his seminar, Ben will be sharing his ideas and suggestions that he declares are actually producing quite dramatic increases in selling performances with his clients.

Ben Kench is the UK’s No1 Business Growth & Sales Specialist. Why? Quite simply because he gets results and talks YOUR language. Ben’s approach is very, very different. In short, he looks for business owners and situations where there is a

genuine desire to add sales revenues and a willingness to listen and share ideas. Ben does NOT push or preach, he simply says it how it is and adds his energy and experience to yours to increase potential.

Does your business invest enough in sales techniques? Ben Kench suggests that many business haven’t kept up to date with new sales styles and could see improved results from taking a look at how they go about selling.

“I love to roll my sleeves up and get stuck in!” says Ben. “To me, coaching or ‘helping’ is a real partnership and unlike many ‘consultative’ type approaches where it is either very formulaic or very ‘theory advice sharing’, I like to actually get into the business and join in with the work. It’s a real connection and commitment to growth, or it’s nothing at all.”

The Business Booster is a dedicated programme to growing a business and has proven over the years to be massively effective - often adding

THE CHANGING FACE OF SALES

To hear how he can help you with your business growth challenges, then join Ben in his seminar or catch him on stand SD242. Ben is also leading The Big Sell at the show.

£1 million or more to a company’s turnover. If you want better business this yearand if you want to speak with someone ‘real’ and openly explore potential without commitment, then make time to meet with Ben.

“Sales is simply core to any

“I love to roll my sleeves up and get stuck

in!” says Ben. “To me, coaching or ‘helping’ is a real partnership

and unlike many ‘consultative’ type approaches where it is either very formulaic or very ‘theory advice

sharing’, I like to actually get into the business and join in with the work. It’s a real connection and commitment to growth,

or it’s nothing at all.”

business and yet it doesn’t always get the attention and ‘development’ that a product offering or internal system might. If we reverse this trend however, we can give some deliberate attention to sales ‘updating’ and see a considerable return on that focus in increased revenue,” Ben says.

SALES RECRUITMENT EXPERTSATR clients range from start-ups to major global corporates. We have many clients who have experienced superb sales growth. Client of 8 years in the “Times 250 Fastest Growing Companies List”. ATR Consultants only send CVs that actually match your job brief. ATR Consultants have been in ‘sales’ before becoming recruiters. Meaning ATR is ideally placed to recognise and recruit true sales talent.

ABOUT YOUR SALES TEAM

If you have said NO to one or more of these questions, then we should talk because it is very likely we can help you grow your business.

CALL US ON 0844 8000 625 or MEET US ON STAND SD84*ATR Solutions provide a 6-month guarantee with every sales person if you follow our recommended interview process. This gives you peace of mind that you will see a positive return on your investment in our sales professionals, and because our recruitment process is so vigorous, we will happily provide you with this guarantee.

Is your sales team at full strength?

Are they exceeding target?

Do you find it easy to recruit good salespeople?

Are the people you interview a perfect fit for your role?

Do your current recruiters give a 6-month guarantee*?

ENTER OUR CHAMPAGNE RAFFLE WITH YOUR BUSINESS

CARD – STAND SD84

STAND SD84

We’ve all had our fingers burnt in the past...

....and our instinct is to avoid putting our hand in

that fire ever again....!

No rhetoric, no unsupported promises… just increased sales.

Are salespeople different? Of course not... however, their ‘fire’ will include prospecting for new business, closing deals, and certain key customers !

30 years of research by Psychologists Goodson and Dudley prove that uncomfortable experiences (even ‘one-off’s) shape the behaviour of sales people and they will avoid these in the future. It’s this restraint that limits performance, not their knowledge or ability...

Perhaps this is why your skilful, knowledgeable sales people drive you mad on field visits with their cautious, unproductive approach? ReMap specialise in removing the REAL barriers to peak performance and most importantly we can prove this …make sure you pick up a copy of our independent 2½ year case study at Stand 240 which shows how we achieved a 23% increase in sales for an experienced team of account managers....

The Theory of Sales Call Reluctance

Success in sales is not just about having the necessary skills and knowledge to sell a particular product; it’s also about having the internal strength to apply these capabilities successfully in all situations.

The key principle behind the ReMap Programme is simple and unique; sales people require a balance of three essential attributes in order to excel: 1. Sales Skills2. Technical Knowledge 3. Emotional Resilience (to apply 1 and 2 effectively).

Where the level of emotional resilience is low, the skills and knowledge of an individual are unlikely to be applied effectively and/or consistently.

This deficiency is referred to as Sales Call Reluctance (SCR) and can be explained in more depth using the following model:

The Energy Application Model

A highly performing sales person will correctly apply all of their emotional and physical energy into their sales/career goals. Typically they would be able to:

✔ Plan and deliver effective sales strategies✔ Adopt a sales / commercial focus to drive results with ALL clients✔ Be assertive, confident and able to close whenever required✔ Actively network and gain referrals

The positive application of energy is termed as having a strong ‘Accelerator’

A sales person suffering from SCR will habitually (often subconsciously) apply their emotional and physical energy into finding ways to avoid sales tasks that they find uncomfortable and difficult to deal with, or just complete them to the level that they can emotionally cope with.

They will tend to be:

✘ Overly cautious / risk averse✘ Uncomfortable or dissatisfied with their career choice✘ Busy rather than productive✘ Easily controlled by customers✘ Relationship, rather than sales, focused

The negative application of energy is termed as having a strong ‘Brake’

The relationship between the Brake and Accelerator scores determines the overall level of SCR that an individual suffers from.

In summary:

Higher Brake Score ➔ Higher SCR ➔ Less positive sales behaviours

App

endi

x 1

Skills Knowledg

e

Sales Call Reluctance

Application

Energy Goals

No avoidance of sales tasks

Available skills and knowlege utilised effectively

12

Energy Goals

Sales tasks avoided

Available skills and knowlege rendered

ineffective

ReMap Ltd(t) 01604 784444(w) www.remap.co.uk(e) [email protected]

Your first step to increased salesSince 1991, we have worked with senior staff in national and international organisations as catalysts for their development. As one of the UK’s leading suppliers of coaches, trainers and consultants, all of our directors and principal consultants have 30 years or more experience in their fields.

The Company Coach Ltd66 Park Road, Woking, Surrey GU22 7BZTel: 01483 766770 Email: [email protected]

Developing people beyond their expectations

Attend our seminar or visit us at stand SD118 to learn about:

• Sales Quotient, our own unique online assessment tool

• Sales coaching, one-to-one or group coaching to improve sales results

• Sales training to all levels of sales staff

• Our Book, ‘How to give the Ultimate Sales Presentation’

Hear Peter Kleyn’s seminar, ‘Psychometrics; do they work for salespeople?’ at 14:00 – 14:45, Friday, Hall 5

‘‘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 2602Visit Stand

SD263

ELSBETH Contact Centre Solutions> Flexibility and 100 % compliant>> From 10 to 10,000 agents> Increase productivity> Meaningful reporting

IT Sonix UK Ltd | Heritage Business Centre | Derby Road | Belper | DE56 1SW | United Kingdom www.itsonix.co.uk

ELSBETH Contact Centre Solutions> Flexibility and 100 % compliant>> From 10 to 10,000 agents> Increase productivity> Meaningful reporting

C

M

Y

CM

MY

CY

CMY

K

SMP half page April 2013.pdf 1 15.04.13 14:19

In need of a CRM system that gives you total visibility of your sales pipeline

and customer information?We specialise in creating Salesforce CRM solutions tailored

to your business needs quickly and effectively.

We focus on implementing the simplest solution with minimum fuss.

Come and speak to us on stand 174 or catch our seminar “7 Steps to CRM Success” at 2.00pm on Friday 7th June

Phone: 020 3397 4870 Web: www.rephrase.co.uk Twitter: rephraseltd

AfterOne centralised database

Automated tasks

Easy to access information

Streamlined processes

Accurate data

Instant report generation

BeforeMultiple sources of data

Manual tasks

Hard to find information

Process bottlenecks

Unreliable data

Time consuming reporting

Looking to Grow Sales and Leads

Online?SEO. PPC. Facebook. Google. LinkedIn. Many options to choose from. Are you directing your online activities to grow

your sales and leads?

Diginius has both experience and technology to aid in high performance

online sales growth.

Why not discuss your business and online strategies?

Visit Diginius at

Stand SD114 or at

www.diginius.com

Recruitment as it should be

AJJ is a recruitment company that goes the extra mile for their clients and candidates. We

take your brief and present you with candidates we believe fit your requirements perfectly.

It doesn’t end there; we can work with you and the new member of your team with on-going coaching and mentoring to ensure he or she reaches and maintains peak performance in

the shortest possible time frame.

Come and see us on Stand SD83

Tel: 01480 811180www.ajj-recruitment.co.uk

Sainsbury’s

HOW TO GET THERE


By Tube & DLR

Station: Custom House (ExCeL West)

The Jubilee Line is recommended as the quickest route to ExCeL London. Alight at Canning Town and change onto a Beckton-bound DLR train (not Woolwich Arsenal), for the quick 2-stop journey to Custom House for ExCeL (West).

ExCeL London is located in Zone 3. London Underground tickets are valid on the DLR. It is recommended that visitors purchase a return ticket or an All-Day Travelcard to avoid queuing at the end of the day. Oyster Card users are reminded to touch in and out at the card readers onsite to avoid paying excess fairs.

By Rail

As the Capital of the United Kingdom, London is connected by rail to all major cities in Great Britain. In addition Eurostar operate regular train services to Brussels and Paris operating from St Pancras International. London’s main rail terminuses are Charing Cross, Euston, Kings Cross/ St Pancras International, Liverpool Street, London Bridge, Marylebone, Moorgate, Paddington, Victoria and Waterloo. For the quickest route to ExCeL London by public transport from any rail station (or anywhere else) in London we recommend the Transport For London journey planner which can be found online at www.tfl.gov.uk

By Road

When driving to ExCeL London, follow signs for Royal Docks, City Airport & ExCeL. There is easy access from the M25, M11, A406 and A13.

For Sat Nav purposes, we recommend using postcode E16 1DR

The venue is located outside the Congestion Charge Zone. For a map of ExCeL London’s location, please visit www.streetmap.co.uk and search using ExCeL London’s postcode - E16 1XL.

Parking

ExCeL London offers onsite parking for 3,700 cars including over 2,000 spaces located directly beneath the venue. For detailed information on ExCeL’s parking facilities, please visit www.excel-london.co.uk/visiting-excel or call+44 (0)20 7069 4568 (within office hours).

All onsite parking is pay and display, with the exception of the Royal Victoria multi-storey car park. ExCeL London offers 158 disabled parking spaces, located within close proximity of the venue.

By Air

ExCeL London is simple to get to from London’s 6 main airports; London City, Heathrow, Gatwick, Stansted, Luton and Southend; via DLR, London Underground and mainline rail services.

London City Airport is located 5 minutes from ExCeL London by car or taxi. In addition, the DLR links the airport and ExCeL London, via Canning Town. Frequent and direct shuttle buses run from Canary Wharf and Canning Town, to and from the airport. For further information or to book a flight, please visit www.londoncityairport.com.

With three dedicated Docklands Light Railway (DLR) stations, easy access to the London Underground (Jubilee line), parking for 3,700 cars and London City Airport on our doorstep, getting to ExCeL London couldn’t be easier.

When you arrive at the venue you can use either entrance but ExCeL West is the closest to the event entrance.


Sainsbury’s

EXHIBITOR LISTINGS


ActionCOACH Business CoachingStand Number SD60

ActionCOACH is the world’s num-ber one business coaching firm, with more than 1,000 offices in 49 countries. We work with business owners to improve sales, cash flow and profitability while developing the team and systems.

020 7627 1339www.actioncoach.com/london

QuestBackStand Number SD106

Questback provides feedback management technology and services for gathering, analysing and responding to business criti-cal information.

02074033900www.questback.co.uk

Adam Caplan (Cellular Attitude)Stand Number SD102

Sales trainer, executive coach, management consultant, busi-ness and self development book author, Adam Caplan revitalises sales teams and whole compa-nies with his unique brand of psychology based sales training and coaching where 300% sales growth is often reported from workshop attendees. At the

020 8257 8861www.cellularattitude.co.uk

AJJ RecruitmentStand Number SD83

AJJ Recruitment has built up an enviable reputation for being a refreshingly different agency, for providing tailor-made recruitment and career solutions across the country. We focus on people and work mainly with small to medium sized companies and independents. We are a growing company and our ethos is to deliver no matter what the recruitment needs are. We enjoy building long-term trust-ing relationships with our clients and are passionate about the devel-opment of our candidates’ careers.

01480 811180www.ajj-recruitment.co.uk

Aspin Management Systems LtdStand Number SD44

Aspin’s PixSell iPad app enables your mobile sales team to present product and accurately take orders which are then passed directly back into your ERP. A fully configurable tool, PixSell has over 1000 users in the field and is available as a free demonstration download from the App Store.

01794 500 200www.aspin.co.uk

ATR SolutionsStand Number SD84

ATR Solutions was formed by Sales Professionals committed to helping companies maximise sales revenue and profits. ATR special-ise in recruiting high calibre sales people at all levels that positively impact an organisations ability to achieve and exceed its sales goals.

0844 8000 625www.atr-solutions.com

BiteSize SeminarsStand Number SD50

BiteSize hold 3 hour seminars on a range of sales and business topics

0207 252000www.bitesizeseminars.co.uk

BMS Sales Specialists LLPStand Number SD263

We specialise in recruiting high calibre sales people across the UK, Ireland and Australia. 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.

0800 2792602www.bms-uk.com

BPMonlineStand Number SD263

BPMonline is a global provider of the first-class Customer Relation-ship Management (CRM) and Business Process Management (BPM) solutions. Powerful and user-friendly award-winning BP-Monline CRM application brings easy and affordable process management tools to CRM and sales professionals.

+44 (2)0338 40040www.bpmonline.com

Buki Mosaku’s Results Oriented Sales Solutions & Inquire ManagementStand Number SD175

Results Oriented Sales Solutions is a sales training and Lead Genera-tion consultancy that help sales people,small, medium and large companies to generate more pros-pects, close more sales and grow existing business. Clients include: Shell, JP Morgan, Aviva, Marsh, ITN, Aon, HSBC, BT, Fidelity

0203 393 4054www.resultsorientedselling.com

Buzzbox TelecomStand Number SD252

buzzbox is a feature packed phone system for your office that uses the internet to make pristine quality calls for only pennies per minute with no line rental.Simply plug in and start mak-ing calls from your PC, handset or mobile with unlimited phone extensions for Â£29 per month.

0330 122 2230www.buzzbox.cc

CANDDiStand Number SD182

CANDDi tells you which compa-nies and individuals - prospects, customers, competitors - visited your website, when they came, how often, how they found you, where they were located and what they looked at. CANDDi also provides marketing automa-

tion tools to automatically engage with your visitors.

+44 161 242 7234www.canddi.com

CompanyappStand Number SD43

Companyapp is a cloud based, content managed app that brings the latest HTML5 web technology to IPad based sales presentations. Now you can engage your clients with interactive tools and responsive, dynamic features for high quality presentations that make you really stand out from the crowd.

0207 378 1448www.companyapp.co.uk

Compuserve IT ServicesStand Number SD112

Do you want to drastically improve sales reps access on the road, operate a unified and col-laborative solution and provide a 360 degree view of your custom-ers. Speak to us and let us demo Compuserve-Live, powered by Dy-namics CRM. Can you afford not to. We have developed our own Cloud services platform, powered by Microsoft technology. . We have taken on board the most popular services (such as email and SharePoint), improved them and added our own expertise to provide a full back office solution that is available as a cloud service.

0845 839 9306www.compusereveits.co.uk

CRM SuperStarsStand Number SD167

Use our clever ways to fit Sales-force CRM perfectly into your business so that you can start to TRACK & ACT to win more busi-ness. Your sales are only as good as the data that drives them and if you’re not in control, you can’t be sure that that you’re not losing the opportunity to make more profit.

01279 882290www.crmsuperstars.com

EXHIBITOR LISTINGS


DiginiusStand Number SD114

Are you looking for more sales leads? Speak with Diginius about driving online traffic and leads for your sales teams.

+44 (0) 207 267 9322www.diginius.com

Digital Field SolutionsStand Number SD80

We help your mobile technology work harder and free up your salespeople to do what they do best : meet more clients, close more sales. Our digital forms on iPad or digital pen are great in front of clients, allow immediate sign up and instant transmis-sion to the office for seamless processing.

0700 345 1191www.digitalfieldsolutions.com

durhamlaneStand Number SD166

durhamlane is an independ-ent thought leader on sales performance.-We deliver a measurable difference by improv-ing sales processes, training and coaching sales and non-sales people and embedding best practices through technology.-We provide a range of business development and key account acquisition solutions designed to increase the footprint and success of our clients - something we call ‘Selling at a Higher Level’.

0191 244 4944www.durhamlane.co.uk

Elation SalesStand Number SD164

The Elation Team are leaders in sales and customer experience management. From delivering exceptional quality telemarketing to providing your business with sales training that really improves performance. We are the people to speak to if you want your sales to soar.

0117 965 2189www.elation.co.uk

Global Ecommerce GroupStand Number SD42

Global Ecommerce Group are a Complete bespoke fashion brand aware Ecommerce Systems provid-ing easy to use shopping experi-ence, through: Web Development, Organic SEO, Online Marketing, Warehousing and Fulfillment for UK and Worldwide logistics.

0845 2248128www.globalecommercegroup.com

Great Guns MarketingStand Number SD181

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

01256 330571www.greatgunsmarketing.co.uk

iPresentStand Number SD90

iPresent is an award winning platform for presenting existing sales and marketing material via customizable interfaces on tablets. Securely managed by a powerful CMS, content is upload and organ-ized into stunning branded menus and distributed to authorized users. Free trial available at stand SD90

www.ipresent.com

IT Sonix UK LtdStand Number SD244

IT Sonix is a cutting edge software and systems supplier for outbound and inbound call centre technolo-gy. ‘Elsbeth’ is a complete solution for customer communication in call centres. With its components telephony system, voice recording, frontend, campaign management, and quality management tool the software supports all aspects of in-bound and outbound call centres.

0844 589 9506www.itsonix.co.uk

Jan Potgieter & Associates LimitedStand Number SD119

Myth-busting sales negotiation training for the new genera-tion of sales negotiators. Proven results in 43 countries including 2 of the world’s top ten brands as repeat clients.

08452247549www.negotiationeurope.com

Love Social MediaStand Number SD224

At Love Social Media, our mission is to assist you in the develop-ment of social media success strategies, from training to providing key resources and on-going support that ensures your company enjoys maximised value from your social media marketing efforts.

0800 051 8447www.lovesocialmedia.com

Make Positive & Salesforce.comStand Number SD66

Make Positive provide innovative consultancy solutions and applica-tions on the Salesforce platform to enable our customers to in-crease productivity and efficiency across Sales & Customer serviceSalesforce.com is the enterprise cloud computing leader. Our social an

0207 960 4197www.makepositive.com www.salesforce.com

My Rewards CompanyStand Number SD54

My Rewards Company is an innovative software platform for businesses to use to reward and incentivise their staff and customers. We pride ourselves on it’s simplicity and ability to be a driving force behind any business. Our platform can be a bespoke solution tailored to suit you.

01992 441444Paradise Wildlife Park

National Sales Awards 2013Stand Number SD162

Entering its 17th year, the Na-tional Sales Awards is the most prestigious accolade for the sales industry in the UK. An agenda setting programme, the National Sales Awards rewards individuals and teams who are demonstrat-ing best practice and outstanding achievements in all aspects of sales.

020 7921 8247www.nationalsalesawards.com

Oliver Thompson TrainingStand Number SD172

We specialise in delivering successful outcomes for your business by creating tailored Personal Impact training solutions. Through our unique approach incorporating workshops plus coaching, Emotional Intelligence strategies and NLP based theories we help to cement new, more positive behaviours.

0845 521 0869www.oliverthompsontraining.co.uk

OneSource Information Services UK LimitedStand Number SD82

Voted ‘Top Sales 2.0 Solution’, OneSource iSell is a dynamic sales prospecting solution that includes in-depth company profiles, direct-dial phone numbers and email addresses, as well as over 30 dif-ferent types of trigger events, to help you prioritise those prospects that are most likely to buy.

+44 (0)20 7382 8800www.onesource.com

UPDATE


EXHIBITOR LISTINGS

Phil M JonesStand Number SD120

A sales training organisation with a genuine difference. Practical tools and techniques that really work, delivered in an informa-tive, engaging and entertaining way, all from first -hand personal experience. If you are looking to improve the results of your team then lets get to work!

01527 531 393www.philmjones.com

Proposal Software, Inc.Stand Number SD48

Proposal Software is exclusively focused on proposal manage-ment needs of any type for any company. It’s enterprise-enabled cloud-based proposal manage-ment platform supports the world’s most successful finan-cial services, business services, manufacturing and technology organizations globally.

+44 02081331769www.proposalsoftware.com

Ravis Custom TailorsStand Number SD40

Welcome to RavisTailor.com La-dies & Gents Custom Tailors, the only tailors in the world with a very comprehensive on-line shop-ping service. Our family has been in the custom tailor business for three generations, servicing cli-ents from around the world. Our customers range from diplomats to business leaders and profes-sionals to civil servants. With a constant eye on quality and service we are ever conscientious regarding pricing. There is no ex-tra charge for Mens Big and Tall sizes nor for Womens large size clothing! Styles include classic single-breasted business and for-mal suits, sport coats and blazers, chic three-button designer suits for men and short or ultra long skirt and pant suits for women as well as elegant formal and work wear dress shirts. Styles can be from well known Italian, British or Continental European fashion designers or custom designed for a true hand made to measure

personalized wardrobe piece. Our fabrics range from pure cottons and linens to real cashmere, super wools and luxury silks for men’s and women’s suits.Custom shirts are made in Cottons such as Oxfords, Broadcloth, Twill, Egyptian, Sea Island, Pinpoints and more in a range of designs and colors to suit every taste and occassion.

020 3239 0756www.RavisTailor.com

Recruitment Genius LtdStand Number SD226

Recruit the best sales people available for £199 or even less.

01732 617 460www.recruitmentgenius.com

ReMapStand Number SD240

ReMap’s unique approach to sales development doesn’t in-volve more skills and knowledge training. Instead we accurately identify what really limits sales performance, fix this & increase sales for existing teams. We’re also able to help customers hire high performers using this data. Uniquely,

01604 784444www.remap.co.uk

RephraseStand Number SD174

Rephrase specialises in creating Salesforce.com CRM solutions tailored to your business. Make informed decisions with up to date information at your finger-tips. Centralise your data in a single database that all the team can access. We can get you up and running in as little as 3 days.

020 3397 4870www.rephrase.co.uk

Results Driven GroupStand Number SD180

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*

0845 094 0587www.resultsdrivengroup.co.uk

Sales Doctor LtdStand Number SD202

We deliver bespoke training courses from Sales to Customer Services to Management and quite simply “Help People Get Better.” We provide real life techniques 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.

0207 189 5508www.wedosalestraining.com

Sales Initiative MagazineStand Number SD232

The UK’s only magazine dedicated to Sales Management Professionals.

01244 680222www.sales-initiative.com

Sales MotivationsStand Number SD110

Boost sales performance by 20% with our evidence and research based learning solutions, using proven psychological techniques. Whatever your team sells, whatever their challenges are and wherever they work we can help boost sales rapidly using our revolutionary learning system that grows motivation, resilience and ability to cope with pressure. Results are guaranteed, come to our stand to find out more and to arrange a free trial to prove the solution.

0845 531 4125www.sales-motivations.com

Sales Training 4UStand Number SD54

Sales Training 4U trainers have accumulated over £120m in sales revenue throughout there profes-sional sales careers, but thinks you are missing the point if that figure impresess. Sales is not about numbers it’s about people, enhance your people and watch them excel like parachutes.

08448026564www.salestraining4u.com

Salesforce.comStand Number SD66

Salesforce.com Inc. is a global enterprise software company headquartered in San Francisco, California. Though best known for its customer relationship manage-ment (CRM) product, Salesforce has also expanded into the “social enterprise arena” through acquisi-tions.[3] It is currently ranked the most i

www.Salesforce.com

SalesMap LtdStand Number SD222

Navigate, manage, monitor, analyse and master the sales process with SalesMap’s unique approach to sales performance management. Designed to give structure, direc-tion and consistency to the sales methodology of any organisation in B2B sales, SalesMap is a web based system.

01592 599499www.salesmap.co.uk

SAM7 LtdStand Number SD01

For over a decade, SAM7 has specialised in using Customer Relationship Management (CRM) to provide carefully tailored systems : based on the Microsoft Dynamics CRM platform.

0800 0935 182www.sam7.co.uk


EXHIBITOR LISTINGS

ShowpadStand Number SD250

Showpad is a Mobile Sales Enablement application aimed at drastically improving Sales Effec-tiveness of any company with a sales team. Our solution provides enterprise grade content delivery, collaboration and CRM capabili-ties for the mobile worker.

+32 9 3950233www.showpad.com

Socialable LtdStand Number SD142

Socialable is a forward thinking social media consultancy that has been around since the social me-dia revolution began. Socialable is your ‘one stop shop’ for all of your Social Media needs. Social-able : be heard above the noise.

07590 554292www.socialable.co.uk

Superhero Sales ManagerStand Number SD220

Are your sales team achieving their potential? Are they fulfilled, inspiring and getting their results? Research shows that by having an inspirational Sales Manager the whole team and therefore the company benefits. Find out how your new and experienced Sales Managers can benefit.

0800 0932883www.Superherosalesman-ager.com

The Business BoosterStand Number SD242

Is growing your business challeng-ing you at times? would you like a Boost? Ben Kench is the UK’s No1 Business Growth and Sales Specialist and his programme The Business Booster is proven and powerful...and gets dramatic results. A very personal and caring approach that delivers - guaran-teed!

01455 240581www.thebusinessbooster.co.uk

The Company Coach LtdStand Number SD118

The Company Coach is a leading supplier of coaches, trainers and consultants and deliver outstanding results to all sizes of organisations since 1991. We specialise in coaching sales and marketing personnel as well as being authors of assess-ment tools, workshops, training courses and books.

01483 766770www.companycoach.co.uk

TLSA InternationalStand Number SD200

Boost your sales performance, manage your teams better and improve results. TLSA is the sales training and development specialist that delivers flexible and fully accredited solutions to organisations with sales teams. We offer consultancy, in-house training and off-the-shelf solu-tions.

0845 600 1556www.tlsa.co.uk

The Mustard Concept LtdStand Number SD104

A fresh and unique ap-proach that absolutely delivers resultsâ€¦and we can prove it. All SME’s need to launch their prod-ucts and services with excellence and grow sales but do you have the necessary expertise in-house? Get access to world-class know-how on a very flexible, affordable part-time basis

01865 589507www.themustardconcept.com

VoiceLinxStand Number SD94

Voicelinx is a managed service and telecom provider, special-ising in great value bespoke systems.Services include:• HostedVoIP• CallCentres• LowcostUCS:Desktop Sharing & Video Calls• CRMIntegration• MicrosoftLyncintegration• SolvingVoIPqualityissues

0203 603 6888www.voicelinx.com

Winning Tenders GroupStand Number SD116

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

01392 247997www.winningtenders.co.uk

Workbooks.comStand Number SD186

Workbooks.com provides cloud-based CRM and business applications to help organisations run more effectively. Our suite of products enables our customers to grow sales, improve market-ing, enable better customer support and streamline business processes by automating com-mon tasks.

0118 3030 100www.workbooks.com

WorksMCStand Number SD65

WorksMC is a marketing com-munications agency that special-ises in marketing for sales - and for Sales. Our experience and expertise help drive sales through work that works. So a market-ing agency at an event devoted to sales? Surely not... But then when you’re as devoted to sales as we are, why not?

020 8780 9700www.worksmc.com

Wright Psychology Ltd Stand Number SD100

Often companies are not reach-ing the potential of revenue they could be bringing in. Wright Psy-chology solves this by providing in-house marketing and training courses to achieve the most out of every customer.

07854995366www.wrightpsychology.co.uk

UPDATE

Meet the FANTASTIC4...at stand SD54

#1 #2 #3 #4

The four businesses below have a common link in the shapeof the Sampson family. Steve Sampson said, “We are proudto build businesses that create something very special forour clients and are different to other players in the market”.

My Rewards Companyhas developed a revolutionary softwareplatform that allows its customers totrack every reward they issue to staff andor clients in real time. This provides manybenefits in terms of cost, efficiency andsecurity by using an auditable system ofrewards (or gift vouchers). Thisexceptionally flexible software lends itselfto any campaign or promotion including:long service awards, sales promotions,points make prizes, lotteries, incentivisingstaff, and customer referrals. Therewards can be delivered as vouchers orin any print layout, SMS texts, or as e-vouchers. My Rewards Company haspioneered a ‘pay on redemption’ servicewith two of its largest blue chipcustomers. 'The customer only pays forwhat is redeemed, minimising cost andrisk*. If you want to inspire, engage andmotivate the people that matter most toyour business, please get in touch. (*Minimum spend and deposit required)

For more information please go tomyrewardscompany.comor call +44 (0) 1992 441444

is a real time interactive digitalbroadcast and engagement platformfor service providers, business peopleand celebrities to monetise theirprofiles. Sessions can be between 2people, or to an unlimited number ofparticipants for workshop style events.Pre-recorded events and digitaldownloads will also be possible onGinicam. Ginicam is FREE to use andonly costs you money if you makemoney. What makes Ginicam uniqueis that you can charge in real time, as pay a per view broadcast. Theunderlying technology - Gininet isavailable as a white label solution.Ginicam is working with celebrities,business professionals and largecorporates. Join your favourite band inthe recording studio, see businessleaders live and gain VIP access toareas never seen before. Ginicam - theevolution of online trading!

For more information please go toginicam.comor call +44 (0) 1707 278000

Paradise Wildlife Parkin Hertfordshire is Europe’s leadingzoo for ‘Wild Animal Experiences’. Youcan Feed a Tiger or Lion by hand,Meet the Meerkats, Feed a Lemur,Shadow a keeper or Big Cat Keeperand much more. The experiencesmake great gifts that creatememories to last a lifetime. The Parkis a fantastic day out with animals,events and attractions to suit all ages.The Park has 3 new apartments forguests to stay overnight as part of‘Snooze at the Zoo’, where you canwake up to the sound of the lions andhave breakfast with the tigers. ThePark caters for corporate events forgroups of 4 to 4000, from meetingsand conferences to team builds, fundays and parties. How about gettingmarried in Paradise? The Park islicensed for weddings and has twogreat wedding venues at the SafariSuite and event marquee.

For more information & full list ofexperiences go to pwpark.comor call +44 (0) 1992 470490

The Big Cat Sanctuaryin Kent is home to the charity WildlifeHeritage Foundation and one of themost important collections of Big Catsin the world. The Sanctuary has an excellent track record for breedinghighly endangered felines includingAmur leopards, Sumatran Tigers andAmur Tigers. The charity works in many areas of the globe supportingconservation efforts to protect BigCats and their habitats. The Sanctuaryis not open to the public but isavailable for private functions, hostingclient events, product launches and experiences. The Sanctuary hasfour wooden lodges available forovernight stays. They make anexcellent venue for executivemeetings, entertaining importantclients in private V.I.P surroundingsand for special celebrations. WHF isa registered UK charity. RegistrationNo. 1104420

For more information please go towhf.org.ukor call +44 (0) 1223 771915

We have solutions to help your business ororganisation save money, improve communications,reward key personnel, create new sales opportunitiesand deliver memorable experiences.

For information about the above businesses or for acomplimentary visit to Paradise Wildlife Park pleasecall Steve Sampson direct on +44 (0) 1992 476569 or e-mail [email protected]

Can we help you?

FAB FOUR SMP show 2013_Layout 1 03/06/2013 11:21 Page 1

IT’S NOT JUST NEW MEMBERS THAT

CAN BRING MORE REVENUE IN...

THE RIGHT RESULTS. RIGHT NOW.

Everybody knows how hard it is to win new customers, but what are you doing to make the most of your existing ones?

What would at least 5% more revenue from every existing customer mean to you?

Find out what you can be doing now to maximize the potential of your existing customers.

VISIT US AT STAND SD100

We’ve all had our fingers burnt in the past...

....and our instinct is to avoid putting our hand in that fire ever again....!

No rhetoric, no unsupported promises… just increased sales.

Are salespeople different? Of course not... however, their ‘fire’ will include prospecting for new business, closing deals, and certain key customers!

30 years of research by Psychologists Goodson and Dudley prove that uncomfortable experiences (even ‘one-off’s) shape the behaviour of sales people and they will avoid these in the future. It’s this restraint that limits performance, not their knowledge or ability...

The Theory of Sales Call Reluctance

Success in sales is not just about having the necessary skills and knowledge to sell a particular product; it’s also about having the internal strength to apply these capabilities successfully in all situations.

The key principle behind the ReMap Programme is simple and unique; sales people require a balance of three essential attributes in order to excel: 1. Sales Skills2. Technical Knowledge 3. Emotional Resilience (to apply 1 and 2 effectively).

Where the level of emotional resilience is low, the skills and knowledge of an individual are unlikely to be applied effectively and/or consistently.

This deficiency is referred to as Sales Call Reluctance (SCR) and can be explained in more depth using the following model:

The Energy Application Model

A highly performing sales person will correctly apply all of their emotional and physical energy into their sales/career goals. Typically they would be able to:

✔ Plan and deliver effective sales strategies✔ Adopt a sales / commercial focus to drive results with ALL clients✔ Be assertive, confident and able to close whenever required✔ Actively network and gain referrals

The positive application of energy is termed as having a strong ‘Accelerator’

A sales person suffering from SCR will habitually (often subconsciously) apply their emotional and physical energy into finding ways to avoid sales tasks that they find uncomfortable and difficult to deal with, or just complete them to the level that they can emotionally cope with.

They will tend to be:

✘ Overly cautious / risk averse✘ Uncomfortable or dissatisfied with their career choice✘ Busy rather than productive✘ Easily controlled by customers✘ Relationship, rather than sales, focused

The negative application of energy is termed as having a strong ‘Brake’

The relationship between the Brake and Accelerator scores determines the overall level of SCR that an individual suffers from.

In summary:

Higher Brake Score ➔ Higher SCR ➔ Less positive sales behaviours

App

endi

x 1

Skills Knowledg

e

Sales Call Reluctance

Application

Energy Goals

No avoidance of sales tasks

Available skills and knowlege utilised effectively

12

Energy Goals

Sales tasks avoided

Available skills and knowlege rendered

ineffective

ReMap Ltd (t) 01604 784444 (w) www.remap.co.uk (e) [email protected]

Perhaps this is why your skilful, knowledgeable sales people drive you mad on field visits with their cautious, unproductive approach? ReMap specialise in removing the REAL barriers to peak performance and most importantly we can prove this …make sure you pick up a copy of our independent 2½ year case study at Stand 240 which shows how we achieved a 23% increase in sales for an experienced team of account managers....

EXHIBITOR A - Z


ActionCOACH Business Coaching

Adam Caplan (Cellular Attitude)

AJJ Recruitment

Aspin Management Systems Ltd

ATR Solutions

BiteSize Seminars

BMS Sales Specialists LLP

SD60

SD102

SD83

SD44

SD84

SD50

SD263

BPMonline

Buki Mosaku’s Results Oriented Sales Solutions

& Inquire Management

Buzzbox Telecom

CANDDi

Companyapp

Compuserve IT Services

SD45

SD175

SD252

SD182

SD43

SD112

SMP

1

NETWORKING AREA NETWORKING

AREA

VISITORSENTRANCE

SALES THEATRE 3

SALES THEATRE 2

KEYNOTE THEATRE 1

SALES THEATRE 4

ACCELERATE SALES

WORKSHOPSALES

THEATRE 5

THE BIG SELL

ACTION COACH

WORKSHOP



SD42

SD175SD48

SD162SD166

SD94 SD164

SD40 SD80

SD82

SD200

SD202SD222SD226

SD220 SD224

SD102 SD106

SD100 SD104 SD110 SD114

SD112 SD116

SD240 SD244

SD242

SD66SD50

SD54

SD172 SD232SD142 SD174

SD181

SD182 SD186

SD90

SD60 SD84

SD83

SD263

SD01SD45SD120

SD65

SD43

SD170 SD250

SD118

SD180

SD119

SD252SD167

SD44

FLOOR PLAN


CRM SuperStars

Diginius

Digital Field Solutions

durhamlane

Elation Sales

Global Ecommerce Group

Great Guns Marketing

iPresent

IT Sonix UK Ltd

Jan Potgieter & Associates Limited

Love Social Media

Make Positive & Salesforce.com

My Rewards Company

National Sales Awards 2013

Oliver Thompson Training

OneSource Information Services

Phil M Jones

Proposal Software, Inc.

QuestBack

Ravis Custom Tailors

Recruitment Genius Ltd

ReMap

Rephrase

Results Driven Group

Sales Doctor Ltd

Sales Initiative Magazine

Sales Motivations

Salesforce.com

SalesMap Ltd

SAM7 Ltd

Showpad

Socialable Ltd

Superhero Sales Manager

The Business Booster

The Company Coach Ltd

The Mustard Concept Ltd

TLSA International

VoiceLinx

Winning Tenders

Workbooks.com

WorksMC

Wright Psychology LTD.

SD167

SD114

SD80

SD166

SD164

SD42

SD181

SD90

SD244

SD119

SD224

SD66

SD54

SD162

SD172

SD82

SD120

SD48

SD106

SD40

SD226

SD240

SD174

SD180

SD202

SD232

SD110

SD66

SD222

SD01

SD250

SD142

SD220

SD242

SD118

SD104

SD200

SD94

SD116

SD186

SD65

SD100

SMP

1

NETWORKING AREA NETWORKING

AREA

VISITORSENTRANCE

SALES THEATRE 3

SALES THEATRE 2

KEYNOTE THEATRE 1

SALES THEATRE 4

ACCELERATE SALES

WORKSHOPSALES

THEATRE 5

THE BIG SELL

ACTION COACH

WORKSHOP



SD42

SD175SD48

SD162SD166

SD94 SD164

SD40 SD80

SD82

SD200

SD202SD222SD226

SD220 SD224

SD102 SD106

SD100 SD104 SD110 SD114

SD112 SD116

SD240 SD244

SD242

SD66SD50

SD54

SD172 SD232SD142 SD174

SD181

SD182 SD186

SD90

SD60 SD84

SD83

SD263

SD01SD45SD120

SD65

SD43

SD170 SD250

SD118

SD180

SD119

SD252SD167

SD44

UPDATE

Ideas are important, but great execution is the key

to your success...

Visit us on stand SD104Pick up a copy of our Go To Market report worth £297 for FREE.

Do you have the necessary expertise in- house to launch your products and services with excellence, and grow sales?

Get access to world-class know- how on a very flexible, affordable part- time basis.

We guarantee to grow your business in 90 days, and we can prove it.

Helping you transform your businesswww.themustardconcept.com@mustardconcept

From start -up TMC have grown our business into a multi -million pound turnover in the UK in under 18 months and it continues to grow in sales quarter by quarter. Greenwave Reality, 2013

“FREEREPoRTWoRth £297

World class Go to Market

Research & development

Compelling GTM strategy

Sales & business development

TMC-SMP-FullPageAd.indd 1 23/05/2013 10:26

Tactile technology

PixSell - Aspin’s catalogue order appTake the stress out of product presentations and order taking, and let the sales rep concentrate on the customer.

Visit us on stand 44 or for more information visit aspin.co.uk/pixsellTo arrange a demonstration or request a quotation email [email protected] or call 01794 500200

Aspin, 3 Horsefair Mews, Romsey, Hampshire SO51 8JG t: +44 (0)1794 500200 f: +44 (0)1794 500210 w: aspin.co.uk e: [email protected]

The dynamic, interactive iPad app for sales teamswww.iPresent.com

Present your sales materials from a seamless branded tablet environment

Use the powerful content management system to create stunning content sets

Use just one app to access all your resources quickly and smoothly

Admin analytics gives even greater control - measure the impact of your collateral in the field

Download the content and go! No network connection required

User management allows control - the right content for the right people

Monthly subscriptions means no additional costs for updates or on-going support

Visit us at stand SD90 at SMP Live 2013 for a demo and register for a free 30-day trial

iPresentAdvertA4_PRINT.indd 1 05/04/2013 10:29

Sales Management & Performance Exhibition 2013 Show Guide

Documents

Transcript of Sales Management & Performance Exhibition 2013 Show Guide