Theatre 12

Theatre 12

Wednesday 21st March

Thursday 22nd March

speaker

11.00 - 11.30

Steve Hunt

How to connect personally with customers to win more business.

How to respond with relevance and impact to win more business. I will show you the tools to create and send personalised sales documents & proposals. How to get more value from your marketing spend while dynamically improving sales performance and brand image. To build synergy between your sales and marketing teams to ensure that your brand guidelines are constantly applied while easily distributing and managing your marketing content.

speaker

11.45 - 12.15

Stuart Small

Why the Best Buyer Experience Wins

Our experiences and expectations as consumers are changing our behavior as B2B buyers, but most sellers have not adapted to these shifting buyer expectations. For simple purchases, B2B buyers increasingly prefer ecommerce, with no salesperson involved, but complex sales still require a salesperson’s assistance. From shopping on sites and apps like Amazon, Netflix, and Booking.com, we expect to find the information we need when we want it, whether or not we’re engaged with a salesperson. Because current sales practices aren’t in line with buyer expectations, most salespeople are boring their buyers. Stop boring your buyers and start delivering a better buyer experience.

speaker

12.30 - 13.00

Tim Musson

The GDPR – if you’re not ready yet …

Our understanding of the data protection requirements relating to direct marketing seems to change every day. The GDPR is finalised but we still don’t have complete guidance on its implications. The e-Privacy Regulation is not yet in place, but it will have serious repercussions. Find out about all the latest developments in this continuously moving field and what you should be worrying about.

speaker

13.15 - 13.45

Ed Cornfield

Why every customer will love you and your offer!

In this unique presentation, you will discover how you can build a deep, rich emotional connection with your prospects so that you and your products and services become irresistible! We will share why, in all your sales meetings and pitches, it’s not about you, people buy on emotions, and how to elicit and attach your prospect’s personal as well as business values to your offer.

speaker

14.00 - 14.30

James Isilay

Predictable Revenue - The Mathematics of Outbound Success

Imagine if you knew the formula for outbound success. Attend the Mathematics of Outbound with James Isilay CEO of Cognism and you will! Learn how you can use a simple formula to improve your outbound B2B marketing and sales.

speaker

14.45 - 15.15

Chris Aldridge

You’re not fully utilising your CRM system. You should be!

Many people understand that a CRM system is a place to track your customer data, but surprisingly few are leveraging the wider capabilities of most modern CRM tools.F rom marketing automation to analytics and artificial intelligence. Your CRM platform could be doing more for you, and helping you close more business. Let's explore the things that your CRM system should be doing for you, but probably isn't (yet).

speaker

15.30 - 16.00

Rhys Jenkins

Reacting Fast: What businesses can learn from nature?

In this engaging seminar Rhys explores the natural world to determine how businesses can react faster to opportunities and implement new strategies. Be prepared for plenty of analogies and audience participation!

speaker

16.15 - 16.45

James Gill

Conversational Selling – make Live Chat your most effective sales channel

For years, live chat has been seen as a channel for customer service. But that’s changing – live chat, combined with real-time visitor analytics, is proving to be one of the most effective ways to convert hot leads – the visitors already on your website – into paying customers. Live chat enables your sales team to dramatically reduce their time to close and empowers them to close more deals every day – while also removing the need for non-customer-friendly traditional sales tactics like cold-calling.