Keynote Theatre 2
Wednesday 21st March
Thursday 22nd March
11.00 - 11.30
If you want to succeed in today’s fast-changing markets, you need to be the best you can be. Your sales teams need to be motivated, focused and proactive and you need strategies to ensure that they stay there. In this engaging and high value keynote, I will share proven motivational strategies that you can implement for yourself or with your people, right away, to be more proactive, create stronger client relationships, sell on value and not price, negotiate more effectively and close more deals.
11.45 - 12.15
This talk will take you through all you need to know to be king or queen of the boardroom and sell to C-Suites. I will be guiding you on negotiation and strategic relationship building which will drive your career forward.
12.30 - 13.00
In this session, Sharen will share with you strategies to transform your Sales Process so that you will achieve your goals. At the end of the session, you will have 3 actionable items that you can implement right now to achieve the success you want in 2018.
13.15 - 13.45
In 30 minutes, Tom will share lessons learned from putting AI into practice for prioritising telemarketing activity at Vitality - one of the most successful outbound B2B sales and marketing operations in the UK. The session will cover real-life examples of implementing AI for large-scale B2B operations, what results to expect and how to measure ROI, best practices for becoming AI-ready, and why adopting AI makes sense for high-velocity outbound telesales and telemarketing.
14.00 - 14.30
Gavin Ingham-ISM Fellow
Would you like your communications with clients, teams and stakeholders to be more influential? Your presentations to have more impact? And your conversations to create stronger connections and be more motivational and persuasive? Getting people to open up to you emotionally, whether that is your clients, your staff or even your family, is the key to encouraging them to take action. I use my ‘Story Selling’ principles to practically illustrate how you can have the emotional resonance with the people you want to influence so that they not only remember your stories but take action and pass them on. If you are a leader, salesperson or just someone who wants to communicate more effectively, this session is a must.
14.45 - 15.15
Covering the approaches to turning around a declining business, generating the belief and culture that you can succeed in order to stop attrition and return to growth. Then to achieve results exploiting the opportunities for growth across a bigger business or market segment when the environment supporting that growth then continuously changes. When the key to your success is sales teams understanding your value proposition but that positioning changes faster than you can rewrite the sales boot camp. How using technology to maintain and drive a pulse on constant execution focus and yet having to deal with the need to change that focus constantly. This is a reality across so many businesses today so how do you change operating practices in your sales approaches for today’s realities, what technologies can help, how do you change the relationship between your teams and your customers so everyone can keep up with what’s happening, react to those sudden situations that can destroy future results.
15.30 - 16.00
Sales person meets the client, pitches the idea and looks for cues of interest from the client. Representation has been made by the sales person, but it has not anchored well enough as a compelling pitch to move the client to the next level of buying. Sales person continues his own 'flog to exhaustion' in subsequent meetings including re-engineering his business proposition but client’s response is anaemic. Single Stitch Pitch is a metaphor that aims to emphasise the concern and significance of the very first pitch with the client that must have enough firepower to potentially seal his immediate wound and invigorate his interest in your firm. So how does one engender the Single Stitch Pitch? Welcome to the presentation.
16.15 - 16.45
Craig invites an incredible deep dive into who you are. An opportunity to look at how you wish to live your life. At a practical level, he’s great at supporting to find your innate skill, identity, beliefs about yourself and your purpose for living. During his speeches, he teaches of our intention, purpose for living, the beliefs of excellence, behaviours and the right internal environment for financial and emotional success.