Sales Innovation Expo Show Guide 2016

EVENT GUIDE & PLANNER
SALES
INNOVATION
E X P O 2 0 1 6
11 & 12
MAY 2016
WEDNESDAY 10AM - 6PM
THURSDAY 10AM - 5PM
EUROPES LEADING EVENT FOR SALES INNOVATION
TAKE YOUR SALES TEAM

TO THE NEXT LEVEL
UNLIMITED NETWORKING
OPPORTUNITIES
RUNNING ALONGSIDE
IN
PARTNERSHIP
WITH
OVER 120 MASTERCLASS

SESSIONS
TOP SALES WORLD

INSPIRING THE GLOBAL SALES COMMUNITY
WORLDS LEADING
SALES SPEAKERS
SPONSORED
BY
60 INNOVATIVE
SUPPLIERS
BRAND NEW SALES

TECHNOLOGY FOR 2016
80 SEMINARS LED
BY EXPERTS
WHAT TO LOOK FOR

AT THIS YEARS EVENT:
TOP SALES WORLD
AUDITORIUM & SPEAKERS
HEADLINE SALES
INNOVATION SPEAKERS
MORE UNMISSABLE
SEMINARS
MASTERCLASSES
& WORKSHOPS
SALES INNOVATON
AWARDS
SEMINAR
AGENDA
B2B MARKETING
EXPO FEATURE
EXHIBITOR
LISTINGS
FLOOR PLAN
& A TO Z
SALES
INNOVATION
E X P O 2 0 1 6
04
12
16
26
30
32
36
38
46
EUROPES LEADING
SALES EVENT
Welcome to the Sales Innovation Expo!
Packed with cutting edge advice and
innovation essential for the worlds
highest performers in the sales industry,
this event is dedicated to providing
everything you need to turbocharge your
sales team!
Europes leading sales event provides you with
the perfect platform to find the techniques,
tools, and strategies from across the globe to
fire up your sales force, secure new levels of
revenue, and reach unprecedented heights of
business growth.
With so much packed into its two day
duration, this show guide is designed to give
you all the information you need in order to
get the most out of your visit.
Sales Innovation Expo takes place alongside
The Business Show, the UKs biggest business
exhibition and conference, which is back
at ExCeL London on the 11th and 12th of
May for its 35th appearance. As well as this,
theres also Business Startup, Going Global,
B2B Marketing Expo, Legalex, and Accountex,
meaning the event is packed from top to
bottom with information, expert knowledge,
and industry-leading advice. You can be part
of this unmissable show by registering for
FOLLOW THE SHOW:
your free tickets at

www.businessboxoffice.co.uk.
Use this guide to closely study whats on and
when during the show to ensure you dont
miss out on whats vital to you. Places for
masterclasses and many of the other features
are limited due to their huge popularity and
always fill up fast, so make sure you register
online at www.salesinnovationexpo.co.uk to
secure your seat.
Europes leading sales

event provides you
with the perfect platform
to find the techniques,
tools, and strategies from
across the globe...
For more information on everything taking

place at the show, please visit www.
salesinnovationexpo.co.uk.
We look forward to seeing you at the show.
@ SalesInnovExpo
# SIE2016
SALES INNOVATION EXPO 2016 IS

SPONSORED BY:
HEADLINE PARTNER:
TOP SALES WORLD

12
Hear from the best in sales
KEYNOTE SPEAKERS
26
MASTERCLASSES
NETWORKING
38
The most innovative businesses in sales
WORLD CLASS EXHIBITORS
04
TSW AUDITORIUM
12
PANEL SESSION
22
Leading sales knowledge & experience
EXPERT ADVICE
32
SEMINAR SCHEDULE
36
B2B MARKETING EXPO
Choose from a range of interactive sessions
Meet the worlds leading sales speakers
Presenting the best guidance & inspiration
Connect with 1000s of sales professionals
Sales: a Transatlantic Debate
Co-located with the show
TOP SALES WORLD

TOP SALES
WORLD
AUDITORIUM
Top Sales World is a unique
location dedicated exclusively to the
profession of sales, and as such Sales
Innovation Expo 2016 has dedicated
a special area of the event to it
in the form of the Top Sales
World Auditorium.
Top Sales World has put together arguably
the most significant group of sales experts
ever assembled outside of Dreamforce.
Present throughout wil be a team that
is truly international and will arrive from
Australia, Canada, Germany, Switzerland,
the US, and, of course, the UK.
The Auditorium will host a diverse range
of subjects that are currently prominent
areas of debate amongst sales leaders
throughout both days of the show.
ED
LIMIT ES!
SPAC LINE TO
ON
BOOK URE YOUR
ENS EAT
S
HOSTED BY
JONATHAN
FARRINGTON
TIFFANI BOVA
THURSDAY | 11.45 | TSW AUDITORIUM
THOUGHT LEADER, GROWTH

EVANGELIST AND SALES STRATEGIST
Recognised in 2014 as one of the 50 Most Powerful and Influential Women in
California by the National Diversity Council, Tiffani Bova is widely recognised as being
one of the most progressive figures in the sales industry.
SEMINAR SNAPSHOT
Being a High Performing

Sales Organisation
Requires a Hard Reset on
Conventional Thinking
Regardless of whats worked
previously, the unintended
consequences of both technology
advancement and buyer behaviour
is wreaking havoc on sales
organisations. Whether you have
a small sales force or a highly
complex go-to market strategy,
theres no avoiding the reality that
how we sell has forever changed.
TAMARA SCHENK
THE WORLDS
TOP SALES FORCE
ENABLEMENT LEADER
WEDNESDAY | 14.15 | TSW AUDITORIUM
Possessing a complete view of the sales

process, Tamara Schenk is truly a global
thought leader in the world of sales.
Join her and enjoy her forward-thinking,
innovative, and passionate approach and
become a better sales leader.
With a motivation for asking the tough

questions, challenging current thinking, and
solving big problems for clients, Tiffani is both
curious and passionate about how the pursuit
of growth will change as new technology,
buying behaviours, and markets shift. Tiffani
is considered one
of the preeminent
thinkers around sales
transformation and
innovative growth
strategies; and she has
received numerous
honours and industry
recognition for her
work.
Tamara has enjoyed more than twenty

years of experience in sales and service
in different industries on an international
level. Her career started in 1992, with her
own business of selling and implementing
software solutions for the automotive
industry. She continued her career in
different consulting and sales roles before
joining T-Systems in 2005, covering various
roles including strategy implementation and
business development. Before joining MHI
Research Institute in January 2014, Tamara
led the global sales force enablement and
transformation team, also covering a holistic
development program for frontline sales
managers. At MHI Research Institute,
she connects the dots between experience,
research, and client engagements
to drive sales performance and sales
force transformation in an effective
and sustainable way.
SEMINAR SNAPSHOT
The TSW events will be hosted by

Jonathan Farrington. Jonathan is an
in-demand keynote speaker, author,
sales futurist and customer retention
specialist. He is the senior partner at
Jonathan Farrington & Associates and
of course, CEO of Top Sales World.
How to Set Up Customer-Core Enablement

Strategies to Drive Outstanding Performance
In an ever-changing, buyer-driven world, the relevance of sales
force enablement to drive sustainable sales results becomes more
important every day. Enablement has a remarkable impact on
revenue and sales performance - if the discipline is set up with
the customers at the core, following the customers journey.
RUSSELL ACTON
WEDNESDAY | 13.35
TSW AUDITORIUM
ERIK PETERSON
WEDNESDAY | 12.20
TSW AUDITORIUM
TRANSFORMING
SALES TEAMS INTO SALES FORCES
MENTOR TO SALES
LEADERS ACROSS THE WORLD
A passionate and dynamic presence, Russell Acton has

a distinguished professional background in inspiring
organisations to become powerful selling execution
engines, and then motivating sales forces to repeat this
model of success.
A deliverer of keynote talks and messaging skills workshops

to more than 10,000 marketing and sales executives in over 13
countries, Erik Peterson has developed a unique insight into the
challenges facing
todays marketing
and sales
SEMINAR SNAPSHOT
professionals and
hes here to share
it with you.
Russell is vice president and general manager, international at Capriza

Inc., an organisation enabling enterprises to unlock the promises
of mobility. He is a renowned keynote speaker, sales strategist, and
in-demand mentor
and is known for
turning the common
SEMINAR SNAPSHOT
thinking on sales
excellence on
its head.
A PracticalSurvival
Guide for a Modern Day
Enterprise Sales Person
In his exciting seminar, Russell

will share insights intomarket
dynamics,buying trends, and present
simple practical approaches anyone
can implement, whether youre a
sales person or sales manager!
JASON JORDAN
Jason Jordan is a founding

partner of Vantage Point,
the worlds leading training
and development firm
focused exclusively on sales
managers.
He is a recognised thought
leader in the domain of B2B
sales and conducts ongoing
research into the sales
management best practices
of leading sales. Jasons
extensive research led to the
breakthrough insights in his
bestselling book, Cracking
the Sales Management Code;
his writing has been published
by Harvard Business Review,
Forbes, Entrepreneur, Sales
& Marketing Management,
and many other leading
publications. Jason resides
in Charlottesville, Virginia,
USA, where he lectures at the
University of Virginias Darden
Graduate School of Business.
Traditional thinking canbe

your biggest hurdle to creating
differentiation in your customer
conversations. In this session,
Corporate Visions Erik Peterson
shares counterintuitive findings
from original research conducted
by his company and an expert in
messaging and persuasion.
COLLEEN FRANCIS
B2B SALES
THOUGHT
LEADER
THURSDAY | 14.15
TSW AUDITORIUM
Good Intentions,
Wrong Instincts: a
Counterintuitive
Approach to Message
Differentiation
WEDNESDAY | 16.45
TSW AUDITORIUM
INNOVATOR IN SALES STRATEGY

Colleen is driven by a passion for sales - and results. A
successful sales leader for over 20 years, she understands the
challenges of selling in todays market.
SEMINAR
SNAPSHOT
Sales Management
and CRM: a Match
Made in Heaven or
Hell?
CRM has been around for
decades, but what has
it given us? Better sales
management? Better
salespeople? Better sales
results? Maybe. Join Jason
as he shares insights
from his ground breaking
research that reveals how
world class sales forces use
sales metrics to proactively
drive performance. Learn
which metrics are the
most important, which
are management red
herrings, and which are
downright useless.
Clients note her frank, no-nonsense approach to solving problems

and addressing opportunities an approach that deliver sales results.
Colleen is the bestselling author of popular sales books including
the recent Nonstop
Sales Boom. She
is a Certified Sales
SEMINAR SNAPSHOT
Professional (CSP)
and an inductee
into the Speaking
Hall of Fame.
Nonstop Sales Boom:
Putting an End to Boomand-Bust Sales Cycles

How many times have you or
someone on your team come
off a great month or quarter,
only to find that the pipeline is
woefully empty? In this session,
Colleen will introduce a new
way of looking at your client
relationships so you can learn
how to systematically attract a
regular flow of prospects and
move them smoothly through
the pipeline and beyond to
create your own nonstop sales
boom!
Bernadette McClellands focus on

innovative revenue generating
strategies and tactics has helped
individuals across a variety of
industries elevate their potential and
achieve growth in todays marketplace.
BERNADETTE MCCLELLAND
DISTINGUISHED
LEADERSHIP
EXPERT
WEDNESDAY | 15.30
TSW AUDITORIUM
A former sales executive with Xerox

Australia and Asia Pacifics results coach for
Anthony Robbins, Bernadette has led high
net worth sales initiatives, led new product
launches, and managed enterprise projects
driving specific outcomes.
Given her experience, she now helps
bridge the gap between business goals
and the potential of executives and team
members leading the charge to step up,
show up, and speak up even more.
Her client conversations focus on shifting
the sales conversation and raising the
bar for B2B selling to be more real and
transparent, with an equally strong focus
on supporting and nurturing emerging
female sales leaders and executives within
male oriented B2B environments.
DR. TONY ALESSANDRA

ONE OF THE TOP SALES & MARKETING

INFLUENCERS IN THE WORLD
Dr. Tony Alessandra helps companies turn prospects into promoters by
out-marketing, out-selling, and out-servicing the competition.
He earned his PhD in marketing in 1976 from Georgia State University and
is CEO of Assessments 24x7 LLC, a company that offers a variety of online
assessments, including the widely used DISC profile. Tony is featured in
over 100 audio/video programs and films and is also a prolific author with
30 books translated into over 50 foreign language editions, including The
Platinum Rule for DISC Sales Mastery, Collaborative Selling, and NonManipulative Selling. Recognised by Meetings & Conventions Magazine as
One of Americas most
electrifying speakers, Dr.
Alessandra was inducted
SEMINAR SNAPSHOT
into the NSA Speakers
Hall of Fame in 1985. In
2012, Tony was elected
How to Read a Customer
into the inaugural class
Like a Book
of the Top Sales World
Sales Hall of Fame and
Get ready for an entertaining,
was voted one of the
interactive, and insightful session
Top 50 Sales &
delivered by Dr. Tony Alessandra.
Marketing Influencers.
In this powerful seminar, you
will learn useful techniques to
adjust your selling style to match
the customers buying style.
Dr. Tony will cover how to:
create faster rapport than
ever before, read customer
styles quickly and accurately,
and practice adaptability by s
elling others the way they
want and need to be sold.
SEMINAR SNAPSHOT
Conscious Selling and

the Art of Commercial
Conversations
We know sales has changed!
We know sellers want new
conversations! Conscious
selling is not just being awake
on the job; it is being awake
to the different approaches,
focus, and outcomes around
your role as a pivotal cog in
your companys wheel. Sellers
have a privileged responsibility
to help their buyers grow their
business; to achieve that there
are certain conversations to
have with yourself and with
your buyer to succeed in this
new sales environment.
NEW YORK TIMES

BESTSELLING
SALES AUTHOR
Linda Richardsonis
a New York Times
bestselling author,
educator, sales leader,
and the founder
of the Richardson
consulting firm.
She has dedicated
herself to helping
organisations around
the world improve sales
performance, process,
and effectiveness.
LINDA RICHARDSON
Richardson began her career as a teacher and firmly believes

that great selling is great teachingcollaborative, relevant,
and results driven.
SEMINAR SNAPSHOT
Create Better, More Effective

Conversations in Todays
Hyper-Digital World
In this era of iPads, iPhones, and apps, sales
communications may be growing, but sales
conversations are dying and so are too many
sales. Globalisation, the explosion in competition,
the slow economy, and fast-emerging technologies
all have changed buying habits. Salespeople can no
longer rely on the traditional sales methodologies.
They must change the conversation.
JIM CATHCART
AMERICAS
PRINCIPAL
REFERRAL SELLING
AUTHORITY
MULTIPLE AWARD
WINNING SALES SPEAKER
Jim Cathcart helps people succeed. He is in the top 1%
of all professional speakers and has received virtually
every award in that profession.
JOANNE BLACK
and author of No More Cold

Calling: The Breakthrough System
That Will Leave Your Competition
in the Dust and Pick Up the Damn
Phone! How People, Not Technology,
Seal the Deal. She is consistently
recognised as a top blogger on sales
and social media sites.
His books, Relationship Selling and

The Acorn Principle both became
international bestsellers and his TEDx
talk is approaching half a million
views. His presentations are fun,
inspiring, and powerfully thought
provoking. He believes in your
potential and can show you how to
access more of it. Jim was chosen
as one of the Top Sales Influencers
of 2014 & 2015 by Top
Sales World Magazine,
and was inducted into
the Sales & Marketing
Hall of Fame in 2012.
Joanne Black is Americas leading

authority on referral selling.
As the founder of No More
Cold Calling, Joanne works
with salespeople, sales teams,
and business owners to build
their referral networks, get
introductions, attract top clients,
decrease costs, and ace out the
competition.
SEMINAR SNAPSHOT
SEMINAR SNAPSHOT
Increase Your Success Velocity
Stop Cold Calling: Get the One-Call

Referral Meeting
Velocity is your rate of advancement towards

your goal. Jim will show you how to decrease
the inhibitors and multiply the boosters to get the
optimum velocity from all that you do. Without
working harder or longer you can achieve much
more. Learn how from the original author of
Relationship Selling.
A captivating speaker and innovative

seminar leader, Joanne is a member
of the National Speakers Association
LEADING LIGHT IN
SALES EFFECTIVENESS
Joanne, a multiple award winner

for sales excellence, speaks at sales
and incentive meetings, conferences,
and association meetings.
Turn up the heat on your prospecting and attract your best and most
profitable clients. Get every meeting at the level that counts, convert
more than 50% to clients, and ace-out your competition. Leverage the
power of your referral network, and hit your sales numbers without
hitting the phones. Whether or not you currently cold call, youll learn
how to get the one-call meeting with a referral introduction.
A Swiss citizen living in France and doing

business in German, English, and French;
Christian Maurer helps B2B sales leaders
to sustainably improve the productivity
of their organisations.
CHRISTIAN MAURER
Joannes active consultation with

clients began in 1996 when she
developed a system based on the
belief that creating relationships
and getting referrals generate a
faster rate of sales in a way that is
more cost-efficient than cold calling.
He has developed an uncanny skill for helping

companies improve B2B opportunity and
account management through the design and
implementation of client specific programs
extended with customer-centric sales processes,
sales forecasting, and individual effectiveness
programs for sales leaders. In addition to his
consulting activities, Christian lectures on the topics
of complex sales methods and international sales
management in the MA program Strategic Sales
Management at the ESB Business School
at Reutlingen University, Germany.
He is also a lecturer in the ME program Leadership
in Industrial Sales and Technology at Aalen
University, Germany, on the topics of structuring
and leading international sales forces.
SEMINAR SNAPSHOT
The Terms B2B and B2C

Have Become Obsolete,
Havent They?
Are the marketers who have
done away with the distinction
between B2B and B2C and use
only the all-encompassing term
H2H (human to human), right?
Better alignment between sales
and marketing is important in
this new era of selling; should
sellers adhere to this new
terminology? In this interactive
seminar you will learn why
adopting the terminology can
be detrimental to sellers success.
INFLUENTIAL SALES COMMENTATOR

Cian is the founder and CEO of
Trinity Perspectives, a sales training
and advisory firm that specialises
in helping technology companies
understand why they win and lose
the deals they pitch for. Trinity is
committed to helping businesses
unlock the latent potential of
customers insights.
CIAN MCLOUGHLIN
ALSO SPEAKING ON:

THURSDAY, THEATRE 5
AT 15.30
EMINENT SALES & MARKETING

INFLUENCER
Deb Calvert, author of
the bestseller DISCOVER
Questions Get You
Connected and a Top 50
Sales & Marketing Influencer,
founded People First
Productivity Solutions in
2006 to help businesses build
organisational strength by
putting people first.
The PFPS focus is to boost
company productivity through
people development. This work
includes sales training, coaching,
and consulting on sales productivity drivers; leadership program design
and facilitation; team effectiveness work, and executive coaching.
DEB CALVERT
A regular sales and marketing commentator on media

including Sky News Business and the Huffington Post, in
September 2015, Cians blog was voted one of the Top
50 Sales Blogs globally by Top Sales Magazine.
THURSDAY | 16.05
TSW AUDITORIUM
NO1 SALES
INFLUENCER
IN THE ASIA
& PACIFIC
REGION
TONY J HUGHES
The #1 ranked influencer for professional selling in

the Asia-Pacific region by Top Sales World magazine,
bestselling author, and highly sought after keynote
speaker Tony J Hughes has the strategies to transform
sales results for the modern day business.
Tony understands modern strategic selling in the real world and
has a successful track record in both sales director and managing
director roles for public companies in his thirty
years of experience.
SEMINAR SNAPSHOT
SEMINAR SNAPSHOT
Transcending the Transaction: Are You Enabling

or Disabling Customer Connections?
The Great Sales Disruption

and What to Do About It
Are you guilty of making three big mistakes, inadvertently disabling

your sales team by forcing commoditization and transactional
selling? Join this workshop for a self-assessment and wake-up call.
Well review buyer research to reveal simple fixes so you can boost
sales productivity and top line revenue by more effectively enabling
(not disabling!) your sales managers and sellers.
Between 40% and 66% of sales people fail to achieve

their numbers in B2B selling. Every seller is facing disruption
once differentiated products, services, and solutions
become commodities. Buyers have never been more
empowered and sellers have never been more challenged
in achieving cut-through and differentiation.
BARBARA GIAMANCO
REVERED LEADERSHIP AUTHORITY

With a career spanning 25 years and over $1B made in sales,
Barbara Giamanco is a name known throughout the world for her
influence in the industry. Passionate about helping salespeople
and sales teams sell more and more often, she understands
perfectly the challenges that face sales leaders and salespeople.
With ASX & Fortune 500 clients across Australia and

the Asia Pacific region, Cian has worked with sales
leaders from Brisbane to Bangkok, Christchurch to
Cape Town, and everywhere in between.
With a successful C-level background in sales, technology, and leadership

development, Barbs experience speaks for itself. She capped her corporate
career at Microsoft, where she led sales teams and coached executives.
Barbaras book, TheNew Handshake: Sales Meets Social Mediaisthe
firstbook written about social selling. She is consistently recognised as a
Top Sales Blogger, a Top 25 Influential Leader in Sales, a Top 25 Sales
Influencer on Twitter, and is one of Top Sales Worlds Top 50 Sales and
Marketing Influencers for the 3rd year in a row. Her LinkedIn profile ranks
in the Top 1% of all profiles viewed.
SEMINAR SNAPSHOT
THURSDAY | 10.30
TSW AUDITORIUM
Rebirth of the Sales Industry
Author of the new book

Rebirth of the Salesman and
co-author of the Amazon #1
bestseller Secrets of Business
Success, Cian is a passionate
proponent of an ethical,
honest, and authentic
approach to sales.
This seminar will explore the unprecedented change and disruption underway in the B2B sales industry,
as new technologies and consumption models emerge and the balance of power shifts from vendors to
customers. Through real world stories and sales cycles, Cian offers a blueprint to help sales professionals
and sales leaders achieve sales mastery by developing their sales effectiveness and enhancing their
personal and professional brands.
SPEAKING THE LANGUAGE

OF SALES SUCCESS
GEORGE BRONTN
George Brontn
believes that for a
sales team to succeed
in reaching their
objectives, they need
a firm sales process
in place and share a
common sales language.
An instrumental figure
in sales, Georges
insight could be the
key to consistently
strong performances
in B2B sales.
George is the founder & CEO of Membrain, the worlds first

sales improvement software that makes it easy to execute
your sales strategy. George is a life-long entrepreneur with
20 years of experience in the software space and a passion
for sales and marketing.
SALES
PERFORMANCE
EXPERT
A former sales
professional himself,
Stephen Jones is
distinguished from many
other sales performance
consultants as he
can truly say that he has been there and done that, fully
appreciating what does and what doesnt motivate sales
people to make change.
STEPHEN JONES
Stephen works with B2B sales organisations to improve all aspects of

their sales performance. He has over 30 years experience in senior
sales and sales management positions with IBM, Oracle, and BT. These
have involved overall responsibility for the commercial relationship
with large global customers such as Unilever, GSK, BT, Pfizer, Mars,
Barclays, SSE, and Thomson Reuters, managing teams of up to 20
sales and support professionals.
SEMINAR SNAPSHOT
SEMINAR SNAPSHOT
How to Reliably Predict Sales Performance
Can Checklists Save the Sales Profession?

The sales profession is in a massive decline. Sales people
can no longer wing it to bring in enough deals to make
their numbers. Could something as simple as checklists
help sales teams speed up sales cycles, increase win rates,
and boost deal sizes?
Every business needs to grow sales and recruit successful

salespeople, but despite this most salespeople fail. Sales
headcount turnover is twice that in other functions, and
although 67% of sales organisations plan to increase
headcount in the next year, two-thirds of them admit they
struggle with recruitment. For over 25 years, OMG has led
the market in sales evaluation tools, specifically designed
to measure and predict sales performance.
SEMINAR SNAPSHOT
Social Selling to the C-Suite

In this interactive session, Barbara, one of the first evangelists of leveraging social media
in sales, wakes you up to the reality of selling in todays digitally wired marketplace. Learn
how to connect, engage, and influence buyers by following a focused social selling strategy.
Using social channels and business intelligence, strengthen pre-call research and sales
meeting planning to maximise initial contacts with C-level decision makers every time.
TSW AUDITORIUM AGENDA

* Content and speakers are subject to change. The digital show
guide and seminar timetable will be updated online prior to the
show, so please check www.salesinnovationexpo.co.uk
for the latest information.
10
TSW AUDITORIUM WEDNESDAY
TSW AUDITORIUM THURSDAY
10.30 - 11:05
10.30 - 11.05
11.15 - 11.50
11.15 - 11.50
12.00 - 12.35
12.00 - 12.35
Joanne Black, No More Cold Calling

Stop Cold Calling: Get the One-Call
Referral Meeting
Jonathan Farrington and Etien DHollander

Mobile Sales Yesterday, Today, Tomorrow
12.45 - 13.20
12.45 - 13.20
13.30 - 14.05
13.30 - 14.05
14.15 - 14.50
14.15 - 14.50
15.00 - 15.35
15.00 - 15.35
15.45 - 16.20
15.45 - 16.20
16.30 - 17.05
16.25 - 17.00
Deb Calvert, People First Productivity Solutions

Transcending the Transaction: Are You Enabling
or Disabling Customer Connections?
Tamara Schenk, CSO Insights

How to Set Up Customer-Core Enablement
Strategies to Drive Outstanding Performance
Russell Acton, Capriza Inc

Disappearing World - a Practical Survival Guide
for a Modern Day Enterprise Sales Person
Barbara Giamanco, Social Centred Selling

Social Selling to the C-Suite
Tiffani Bova, Salesforce

Being a High Performing Sales Organisation
Requires a Hard Reset on Conventional Thinking
Bernadette McClelland
Conscious Selling and the Art
of Commercial Conversations
Rick Baker
Building Efficacy Amidst The Rising
Tide of Efficiency
Colleen Francis, Engage Selling Solutions Inc.

Non-Stop Sales Boom: Putting an End
to Boom-and-Bust Sales Cycles
Cian McLoughlin, Trinity Perspectives

Rebirth of the Sales Industry
Stephen Jones, Objective Management Group

How to Reliably Predict Sales Performance
Dr. Tony Alessandra, Assessments 24x7 LLC

How to Read a Customer Like a Book
Jason Jordan, Vantage Point

Sales Management and CRM:
a Match Made in Heaven or Hell?
Jim Cathcart, Cathcart Institute, Inc.

Increase Your Success Velocity
George Bronten, Membrain

Can Checklists Save the Sales Profession?
Tony J Hughes, RSVPelling Pty Ltd

The Great Sales Disruption
and What to Do About It
Erik Peterson
Good Intentions, Wrong Instincts: a Counterintuitive

Approach to Message Differentiation
17.15 - 17.50
Christian Maurer
The Terms B2B and B2C Have Become
Obsolete, Havent They?
BOOK YOUR SEAT!

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SPEAKERS
This is your chance to learn about
the innovation, current and future
developments, and unmissable
opportunities happening within the
sales industry, delivered to you by
the most influential and experienced
figures from across the world of sales.
The following pages will highlight the
seminars you simply cannot afford to miss.
In front of you will be a

prominent, experienced,
and influential expert, ready
to pass on their wealth
of insight, guidance, and
ambition to you.
MARK HUNTER
DIRECTOR, THE SALES HUNTER
WEDNESDAY | 15.30 | KEYNOTE THEATRE 2
THE WORLDS MOST

INFLUENTIAL SALES
LEADER
Mark Hunter, The Sales Hunter, is
the foremost thought leader in sales
profitability and sales leadership. Mark
speaks globally to thousands of sales
leaders and sales forces each year,
sharing strategies from his book HighProfit Selling: Win the Sale Without
Compromising on Price.
ALSO SPEAKING ON:

THURSDAY, KEYNOTE
THEATRE 2 AT 14.00
Mark is recognised as one

of the Top 50 Influencers by
Top Sales World and recently
named a Top 25 Sales Guru
with Bill Gates and Richard
Branson.
Since 1998, Mark has worked
with the largest companies in
the world, including Samsung,
Coca-Cola, American
Express, and Sony, presenting
thousands of keynotes and
customized training programs.
SEMINAR SNAPSHOT
How to Increase Prospecting Results For Sales Leaders

It is critical to drive better results from your sales team. Mark Hunter has had global
success in helping sales leaders double and triple their prospecting results by providing
specific How Tos. Learn How To (1) define clear and measurable goals, (2) develop
sustainable disciplines, (3) sharpen skills, (4) establish prospecting as a priority, and (5)
develop confidence.
PANEL SESSION
SALES: A
TRANSATLANTIC
DEBATE
ROB BROWN
NETWORKING COACHING ACADEMY
THE WORLDS LEADING

NETWORKING EXPERT
The Sales Innovation Expos panel

session offers you an opportunity to
listen to and interact with some of
the industrys most revered leaders
as they discuss the current key issues
within the world of sales. Build your
knowledge and evolve your business
with sessions packed with insight,
information, and advice.
Rob Brown is founder of the Networking Coaching

Academy and the most recommended networking
expert in the world according to LinkedIn.
Author of the upcoming book Build Your Reputation by Wiley,
Join Bob Etherington, Mark Hunter, Phil M

Jones, & Mike Scher in the Keynote Theatre on Thursday 12th from 16.15 - 16.45.
GORDON MCALPINE
THE SALES CLUB
PHIL JONES
BOB ETHERINGTON
Page 13
Page 15
MARK HUNTER
Page 12
12
MIKE SCHER
Page 18
SALES NETWORKING
VISIONARY
An inspirational leader and distinguished
salesman, Gordon McAlpine has achieved
extraordinary professional success without
ever requiring outside investment.
Gordon founded The Sales Club in 2010, after
previously gaining 20 years sales & marketing
experience from corporations such as pharmaceutical
giant Astra Zeneca, to smaller entrepreneurial
businesses. In 1997, Gordon co-founded fast
growth technology company BigHand, where as
sales and marketing director, he built and led a high
performance sales team, culminating in the successful
REVERED AUTHORITY
IN SALES PSYCHOLOGY
AND NEGOTIATION
Universally recognised for his strategies,

vision, and achievements in the field of
sales, Phil M Jones is a truly self-made sales
performance legend.
With nearly 20 years in the sales and retail fields,
Phil has made a name for himself across the
globe. His effective methods are sought after
by companies and individuals on nearly every
continent and in every major industry.
Phils rigorous travel schedule is jam packed
with new countries and cities, and his bestselling books and CDs have helped hundreds
of thousands of business owners and sales
professionals develop new skills to maximise their
potential. As a child, Phil developed an affinity
for negotiation
and masterminding
ingenious ways
of packaging
otherwise ordinary
products and
services.
Rob speaks globally on building and

leveraging powerful connections
for networks for greater influence,
more sales and enhanced career
opportunities. His popular Networking
Giants Radio Show interviews experts
globally on referrals, LinkedIn,
reputation, trust, likeability and
presence.
WEDNESDAY | 16.15
KEYNOTE THEATRE 2
PHIL M JONES
PHILMJONES INTERNATIONAL
At the tender age of 14, Phil launched
a prestigious career that consistently
delivers performance far ahead of the curve.
Multi-award winning and with accolades
from the worlds best, investing your
time with Phil is guaranteed to bring
huge returns.
SEMINAR SNAPSHOT
Persuasion and Influence

Secrets of the Superstars
You have all witnessed people in
your teams and organisations that
massively outperform the others.
Discover practical, simple, and
powerful actions to move you and
your teams from above average
to sales superstars.
SEMINAR SNAPSHOT
Abundant Referrals: How to Get Your

Network to Sell You and Refer You!
Youve built your network and have good
customers/clients. Now you just need to inspire
them to recommend you to their network.
Welcome to world of abundant referrals - the
easiest and best way to grow your business!
JAS HAWKER
DIRECTOR, MISSION EXCELLENCE
WEDNESDAY | 13.15
KEYNOTE THEATRE 2
LEADER OF THE
RED ARROWS
Whether its through his business
ventures or during his time flying with
the Red Arrows, Jas Hawker is used to
ascending to impressive heights.
Jas has first-hand experience of developing
and leading a world-class high performance
team as leader of the Red Arrows.
As a fighter pilot, he was the youngest
ever pilot to fly the Tornado ground attack
aircraft on the front-line and was able to
lead any scale of combat mission in any
part of the world. In 2007 he was selected
to be commanding officer and leader of the
Red Arrows where he led the team across
four continents and performed over 500
public displays.
Jas is now a director of Mission Excellence,
an organisational performance consultancy
focused on improving clients execution.
Mission Excellence has worked extensively
with sales teams, cutting through the
noise to improve team effectiveness
and business performance.
SEMINAR SNAPSHOT
WEDNESDAY | 11.45
KEYNOTE THEATRE 2
sale of BigHand in 2006. A passion for

sales and an entrepreneurial vision led
to Gordon founding The Sales Club, the
worlds first cross-sector networking club
for sales leaders that counts members
including American Express, Jaguar,
Land Rover, and Toshiba.
In 2010, Gordon featured in Channel
4s The Secret Millionaire, returning to
help struggling social enterprises in the
deprived area of Govan in Glasgow,
and made financial donations to help
struggling social enterprises.
SEMINAR SNAPSHOT
Secret Millionaires Sales

Guide to Success
As a successful entrepreneur who
appeared on C4s The Secret Millionaire,
Gordon built and sold his technology
company BigHand. In this inspirational
seminar, Gordon shares his story about
what transformed him into a salesperson
who achieved great success, never once
borrowing a penny from the bank or
investors and by creating a dynamic sales
engine to drive organic growth.
Leadership Tips for High

Performance Teams
What do high performance teams
all have in common? The answer
is people with the right values and
behaviours, clear simple priorities
when undertaking any activity,
and the ability to apply honest and
objective learning. Jas will bring
lessons from the Red Arrows that
can be applied to any sales team
to improve performance with
take-away messages that can
be applied the very next day.
13
KAREN DUNNE-SQUIRE
ELATION EXPERTS
LEADING THE WAY IN

SALES PRACTICE
Karen is a qualified ISMM sales and marketing
trainer, facilitator, and leading expert in sales
practice.
WEDNESDAY | 13.15
THEATRE 4
MATT TUSON
NEW VOICE MEDIA
She is a firm believer that you never stop learning

and with 20 years of sales management in large
corporates behind her, she knows that constant
learning is key to high performance.
Karens techniques go beyond classroom-based

learning and she aims to avoid the common pitfalls
of traditional sales training, as her controversial and
over-subscribed session at last years exhibition
Sack the Sales Trainer - demonstrates.
A true innovator and problem solver, Karen has
devised a unique, robust, and proven methodology
to bring sales success to any business in any
sector - The Three Pillars of Successful Selling.
Every business is asking itself the same simple question:
How can I get more sales? Whilst the question is
simple the answer is often not until now.
AFRICA IS OPEN
FOR BUSINESS
ALSO SPEAKING ON:

THURSDAY, KEYNOTE
THEATRE 2 AT 12.30
Antonio Mankulu is an
African-born entrepreneur and
CEO of Bisc Technologies Ltd.
DISTINGUISHED SALES LEADER

Successful sales leaders share certain characteristics
that provide them with the ability to effectively lead
their team in the pursuit of customers. Matt Tuson
recognises exactly what those common traits are,
and hes here to disclose the tactics and techniques
required to achieve sales prosperity.
Matt leads the global sales organisation at
NewVoiceMedia, accelerating growth through new
customer acquisition and maintaining successful and
trusted partnerships with
existing customers.
His background includes
driving success at
Salesforce, where he
led Service Clouds sales
distribution and go-to-market
strategy across EMEA; and
RightNow Technologies
(Oracle), a web, social, and
contact centre solution, as
vice president of sales.
ANTONIO MANKULU
BISC TECHNOLOGIES LTD
SEMINAR SNAPSHOT
Africa Is Open For Business

Africa has six of the ten fastest growing economies in the world. It is
growing faster than the OECD, Latin America, Eastern Europe and the
Middle East. By 2020, five of its cities will each have household spending
to rival Mumbai - one of the worlds largest cities. This seminar will
provide insight into the most promising countries to enter and how
to use technology to sell into Africa.
A dynamic, straight-speaking
presenter with the ability to
get his audience to think about
business and life like never
before, Gavin Ingham is a man
who knows what it takes to
add value for you and your
business and to help you to
make more sales.
SEMINAR SNAPSHOT
Winning Tactics: What Successful

Leaders Have in Common
Having worked at market-leading global
organisations, leading both global and regional
sales teams, Matt has encountered numerous
sales winners, and a few failures. In all his time at
the helm, Matt has discovered invaluable tips and
tactics repeated by those that find themselves at
the top of the tree. In this presentation, packed
full of real-world examples and stories, Matt
reveals those killer instincts and tactics that
successful sales leaders have in common.
14
Antonio sold his first business at the

age of 19 while studying Business &
Computer Science at Aston University;
hes now leading Bisc Technologies,
whose software technologies are
disrupting not only the European
market but also the African
continent as a whole.
GAVIN INGHAM
GAVIN INGHAM LTD
THE NO.1 SALES MOTIVATOR

THURSDAY | 15.30
KEYNOTE THEATRE 2
As a sales and mental toughness

expert from a background in high
pressure sales, Gavins passion is
to understand what makes high
performance teams and individuals
tick. He provokes audiences to
think about business and life in a
whole new way. Gavins mantra is
Be more, do more, have more and
his practical strategies for taking
positive action ensure that delegates
SEMINAR SNAPSHOT
SEMINAR SNAPSHOT
Supercharge Your Sales Performance

a Proven Method
The Most Profitable Relationship

You Will Ever Build
In this presentation, Karen will share with you a unique and

proven methodology that is bringing genuine growth to UK
businesses right now. The Three Pillars of Successful Selling is
a planning and development tool that will allow you to review,
assess, and develop your sales operation into a high performing
resource. Dont miss out on this session if you want to walk
away able to implement genuine growth today.
The customer journey can be powerfully influenced by great

marketing and this seminar will illustrate not only the impact
that a strong sales/marketing alliance can have, but it will
also share some key models for how you can leverage this
relationship and add real impact to your sales performance.
This seminar will teach you how to get more growth without
employing more resources.
ALSO SPEAKING ON:
THURSDAY, THEATRE 4
AT 13.15
GLOBAL NAME IN
SOCIAL SELLING
BOB ETHERINGTON
BOB ETHERINGTON GROUP
KEN KROGUE
INSIDESALES.COM
THURSDAY | 11.45
KEYNOTE THEATRE 2
Recognised as #2 in the world for

social selling and as one of the
Top 25 Most Influential Inside
Sales Professionals of 2015, Ken
Krogue, president of InsideSales.
com, has been behind the inside
sales industrys leading sales
acceleration platform since 2004.
Ken brings more than 24 years of
experience in sales, development,
and marketing in both domestic and
international markets. Ken is a weekly
contributor on Forbes.com and an
active thought leader in the inside
sales industry.
SEMINAR SNAPSHOT
EUROPES BEST SALES TRAINER

THURSDAY | 14.45 | KEYNOTE THEATRE 2
Since the 1970s, Bob Etherington has developed a
reputation for being a modern professor of selling.
With experience of numerous key global markets
and several recessions, there are few who can
match Bobs distinguished career in sales.
Bobs lifetime in sales began at Rank Xerox in the 1970s.
He then spent some years as a broker in the City of London
before being head-hunted by the international news giant
Thomson Reuters. He rose through the ranks over 22
years (including six years in New York), becoming a main
board director of Reuters Transaction Services Ltd and
international director of sales training.
Sales in the Cloud

Ken will discuss how advancements in technology and analytics
have forever changed the business landscape.
SEMINAR SNAPSHOT
Sales Manager to Leader

in 30 Secret Minutes
do just that. He asks the difficult, game-changing questions that other people
dont ask. Gavin has given 1,000 paid talks to over 100,000 delegates and spoken
all over Europe, the US, and Africa. This includes three times speaking at the
Institute of Sales and Marketing Managements conference and being a judge
for the BESMA Awards.
Deciding to change to sales leader can easily

double or triple your teams sales performance in
12 months. Not only that, your team will be more
fulfilled and have more fun. Theyll also tell everyone
they transformed themselves! Put leadership into
Google and youll get over 550million hits, so what
really defines it? This secret seminar will show you
the five specific things that successful leaders do.
Just copy them and see what happens.
SEMINAR SNAPSHOT
Be More, Do More, Share More: Facts Tell, Stories Sell

Are you finding it ever harder to achieve real connection with customers,
to convince them of the value you add, and to make sales? Its not
surprising. Most salespeople are taught a logical and linear approach
ask diagnostic questions, outline value propositions, and work out ROI. It
doesnt work. There is a better way...Gavin will show you a simple six step
strategy that will help you make more sales.
Bob left Reuters in 2001 to start his

own sales training company (one
that does what it says on the tin).
He now owns a group of companies
which deliver bespoke training
programmes all over the world.
His clients range from leading energy
companies and banks, down to
oneman-bands and start-ups.
Even The UK Supreme Court has
become a client.
15
VONLEY JOSEPH
BOB ETHERINGTON LTD
FROM POTENTIAL
TO PROFESSIONAL
JIM NINIVAGGI
STRATEGY TO REVENUE
WEDNESDAY | 14.45
KEYNOTE THEATRE 2
THE SALES
ENABLEMENT EXPERT
With a sales career that started in 1984

by selling apparel, Vonley Joseph has
acquired nearly 30 years sales experience
across several sectors in B2B, B2C, and
third sector.
Now principal at the Bob Etherington
Academy, his passion for sales has driven him
to achieve voluminous goals that he puts down
to getting into a sales career as a teenager
after leaving school without any qualifications.
Vonley is currently campaigning to raise
awareness for sales to be promoted as a
SEMINAR SNAPSHOT
16
professional career pathway in schools,

colleges, and universities. His current project
involves empirical research and development
into UK sales training to fill skills gaps for
micro and SME sales companies to employ
and sustain unemployed graduates into a
professional sales career pathway.
Vonley is also the co-founder of Civic
Enterprise Clubs, set up to establish
entrepreneurial sales learning hubs within
grass roots communities providing the
opportunity for potential sales people to
learn sales and achieve their dreams.
SEMINAR SNAPSHOT
Jim is the chief strategy officer for

Strategy to Revenue (STR). STR
provides a SaaS-based platform and
professional services that help sales
organisations identify and develop the
critical sales competencies their direct
and indirect sellers need to compete.
Jim has more than 25 years of handson sales enablement experience. Most
recently, Jim was the service director, sales
enablement strategies for SiriusDecisions.
As service director, Jims focus was on
helping to deliver data, knowledge, and
insight that B2B companies used to improve
sales performance and drive ROI.
Jim has held sales and marketing leadership
positions in companies including the
American Management Association,
Claritas Consulting, and C3i, and spent
eight years with sales performance training
firm AchieveGlobal (formerly Xerox
Learning Systems). He began his career with
3M/Media Service in Stamford, CT, serving
as a reseller for Fujitsu, IBM, and Sun
Microsystems.
THURSDAY | 11.00
KEYNOTE THEATRE 2
Get Britain Selling

The 5 Cs selling model is proven to get your new sales
recruits delivering and sustaining results in record time. The
model focuses on evolving your working environment into
a holistic blended learning hub to fill much needed skill
gaps that so many companies find difficult when nurturing
new recruits. It is time for you to reduce your high churn
rates and start to produce sales performers.
ELIZABETH FULHAM
SALESOPTIMIZE
WEDNESDAY | 13.15
KEYNOTE THEATRE 2
SEMINAR SNAPSHOT
Turning Strategy Into

Execution With Critical
Competencies
The Internet is
Exploding How to Find
Your Sales Leads Online
There is one common challenge

shared by every company the
challenge to grow. However,
a recent study showed that
fewer than 34% of companies
are confident in their ability to
hit growth targets. To ensure
your sellers are able to execute,
enablement leaders need to isolate
the critical competencies required
for success. We will discuss why
and how to map those
competencies that are essential
to turn strategy into execution.
Less than 1% of the active

Internet is ecommerce, i.e. 1.7M
websites and growing. For
sales executives, its often like
searching for a needle in a virtual
haystack to find eCommerce
sites that generate the most
revenue. You always have the
challenge: how do you find high
quality sales leads? This seminar
discusses new developments in
deep web analytics and how
theyre revolutionising the old
world of B2B lead generation.
AWARD WINNING
BUSINESS LEADER
Elizabeth Fulham has used her passion in
providing opportunities that can unlock the
sales potential of others into SalesOptimize,
the B2B search engine that makes the
otherwise daunting process of finding
customers that much easier.
Liz has over 25 years experience working as a
consultant/sales leader for companies such as
IBM, PayPal, Telefonica, and Microsoft. She has
a history of doubling revenue without increasing
headcount as per her first year as European
head of telesales in Paypal. This, along with
her passion for keeping the Internet open and
customer centric focus, encouraged her to start
SalesOptimize in 2013. Liz has developed a new
search engine for B2B companies to access the
eCommerce market,
which drives $1.7T
a year. Her goal is to
help B2B companies
quickly analyse their
eCommerce market
opportunity and fill their
pipelines with sales leads
for the next five years - a
huge challenge, but one
that she has already
started for the UK
and USA market.
MARTIN ZEMAN
NADEEM SHAIKH
DATA DRIVEN ERA
HOW SMART COMPANIES

USE DATA TO SELL MORE
SMART WAY FORWARD
RECOGNISING YOUR LEADERSHIP

STYLE & ADAPTING IT TO YOUR TEAM
THURSDAY | 14.00 | THEATRE 5

WEDNESDAY | 13.15 | THEATRE 3
Have you ever missed the forecast without truly knowing
why? Martin will share a journey of a sales director who had
been in such a position for several quarters in a row.
This seminar will give you a brief insight into understanding

the difference between being an effective leader and being
an efficient manager.
Its a story of a great leader who transformed his company into a

data driven business saving it from bankruptcy. Learn how he did
it and take away simple actionable tips you can easily apply in your
own company.
It will also highlight how your

behaviour can be perceived by your
colleagues, sales team/customer
service team and show you how
you can communicate better by
understanding their individual
learning styles and personality types.
ABOUT THE SPEAKER

Martin is not your typical sales
conference speaker; he hasnt
spent 25+ years in sales, he hasnt
published a bestselling book on
the topic (yet), and he hasnt
personally trained an army of
sales people. He is a data guy. He
and his consultancy, DDE, helps
companies like Marks and Spencer,
Parabis, and Silent Edge establish
a data driven culture and focus on
problems that matter.
ABOUT THE SPEAKER

Nadeem is the managing director of SMART Way Forward;
a specialist sales, management, and training consultancy
working within the sport, leisure, health, and fitness industry.
Nadeem has been involved in this industry for almost 30
years. He is a qualified sales and management trainer,
specialising in sales training, management training, customer
service training, team development, learning, and motivation.
TRADITIONAL MARKETING
IN OUR DIGITAL AGE
In the digital age, much

emphasis is placed on routes
to market cultivated by digital
marketing approaches.
CHRIS AIREY
This is something that has been

evidenced by the rise of a breed
of new, purely digital marketing
UMBRELLA MARKETING TEAM
TEN THINGS YOU NEED TO KNOW

ABOUT WRITING WINNING BIDS
A presentation offering
insights into why some bids
win contracts and others fail.
Bid Perfect trains bid writers
for some of the worlds largest
and most successful companies.
Our techniques and tools are

simple to learn and easy to
use. We guarantee you will
leave the seminar thinking
differently about the way in
which you sell and write about
your products and services.
agencies. However, often now

overlooked is the importance of
traditional marketing. Whilst many
of the practices seem to some to
be dated and with diminishing
relevance to the digital world,
marketing theory stands fast in
the face of evolution.
BID PERFECT LTD
MARCUS EDEN-ELLIS
ABOUT THE SPEAKER

Chris is one of the rare
breed of board leaders who
can mix business change
and technology ability with
normal business common
sense. He is an entrepreneur
and strategist as well as
a hands-on deliverer with
an instinctive focus on
customers, driving business
growth, and creating value.
ABOUT THE SPEAKER

A senior bid skills trainer, bid
management consultant, and
a working bid writer, Marcus
founded Bid Perfect in 2007. He
has a simple approach to bids:
If you write excellent bids, you
might win. If you write poor bids
then you will certainly lose. So to
increase your chance of winning,
learn how to write great bids.
17
BEAT THE COMPETITION WITH

SMART, COLLABORATIVE TECH
When growing your business, its essential
to be one step ahead of your competitors.
SALESBOX CRM
Andres will offer insights into what unifies the most

successful sales teams globally and how you can utilise
modern technology to replicate their success.Listen to
how an intelligent and mobile sales CRM can make your
organisation more agile and stay one step ahead.
MIKE SCHER
MURRAY COWELL
FRONTLINE SELLING
INBOX INCOME
ANDREAS LALANGAS
HOW YOU CAN CREATE

A PREDICTABLE
PIPELINE AND
CRUSH YOUR QUOTA
WEDNESDAY | 11.45
THEATRE 3
ABOUT THE SPEAKER

Andreas Lalangas is the CEO
and founder of Salesbox CRM. A
Stockholm based entrepreneur,
Andreas has earned more than a
decades worth of experience in
sales across a variety of different
roles in the Scandinavian IT industry.
Andreas has successfully built several
companies in Sweden, and over the
years has won different awards for
business growth.
HOW AUTOMATING YOUR EMAIL

MARKETING CAN FEED YOUR SALES
FORCE WITH PIPING HOT LEADS
Dont miss this fascinating insight into how to make
automated email work for you.
Discover how automating your email marketing can supply
your sales teams with a constant stream of highly qualified,
super-hot sales leads. By the end of the presentation, you
will have begun to map out a simple step-by-step process
to make automated email a reality in your organisation.
ABOUT THE SPEAKER

By 2017, an estimated $30+ billion will
be spent on sales acceleration tools, as
every sales team is trying to solve the
same problem: how to convert more
leads into opportunities.
FRONTLINE Selling solved this mystery by
conducting a study of nearly 2 million
outreach efforts. Join Mike Scher, CEO,
as he reveals the
findings and sets
you on the fastest,
most effective path
to opportunity
creation and
accelerated revenue.
After growing tired of seeing Internet marketing

training that promised unrealistic results, Murray
realised that there are few opportunities for people
with real-world, bricks-and-mortar businesses to
learn about email marketing. Murray founded
Inbox Income in 2008.
THURSDAY | 14.45
THEATRE 5
SHEA HEER
WISE ME UP
ABOUT THE
SPEAKER
ALSO SPEAKING ON:
THURSDAY, THEATRE 4
AT 14.00
ABOUT THE SPEAKER

Mike is the CEO and co-founder of
FRONTLINE Selling. Under Mikes
leadership, FRONTLINE Selling
has become a leader in sales
acceleration, helping salespeople
dramatically increase opportunities,
sales, and top-line revenue.
18
Coming from a highly

successful family retail
background, Shea
decided to build her own
business and founded
wise me up Ltd in 2008,
when she made the
economic climate work
to her advantage and
secured partners such
as Jewson (Saint Gobain
Group), Cooper (Eaton
Group) and Dextra
Group in the first year.
WOULD YOU
BUY FROM YOU?
BACK TO BASICS
No rocket science, no
sales gimmicks; this
is about making the
basics work!
Shea will address the
famous question what
makes a successful sales
person?, and how
sales managers can
sustain those positive
behaviours.
SCOTT BARNSLEY
PARKER SOFTWARE LIMITED
JUICING THE SALES

FUNNEL GOODNESS
leads, increase conversions, and nurture happier

customers. Scott believes that the future belongs
to businesses who seize the markets smartest
sales enablement
software driving
his dedication to sell
just that through the
Parker Software suite.
For any sales team, converting qualified

leads into paying customers is a top funnel
priority. But with average conversion rates
as low as 2-3%, doing so can feel like a
relentless uphill struggle.
ALSO SPEAKING ON:
THURSDAY, THEATRE 3
AT 13.15
Juicing the sales funnel neednt be this difficult.

Scott looks at the ways in which businesses can
use sales enablement software to get better
ABOUT THE SPEAKER

Scott Barnsley is a recognised leader
in IT sales strategy. World renowned
technical companies such as AVG and
Irdeto have relied on Scott to head
up their international sales, and he
has trained and transformed sales
teams across Europe, Asia, and the
USA. Scott currently leads global sales
for Parker Software. The software
house has increased its profits by 35%
within just one year under his strategic
direction, and the growth shows no
sign of slowing. Lending his 30 years
sales experience to a growing team,
Scott is a motivator, a skilled strategist,
and a visionary sales thinker. Hes
sold into a variety of vertical markets
across over 100 countries; in short,
his expertise is second to none.
LIAM RYAN
JAMES BEVERIDGE
CALLPRO CRM
MD, ROCK CREATIVE
THE COMING
REVOLUTION OF SALES
AND MARKETING
It seems crazy that the fast-paced
world of sales was once managed
with paperwork that often
went astray.
Nowadays, technology allows us to
automate even the most complex of sales
and marketing processes. Though this
evolution has seen the release of a number
of off-the-shelf
solutions, when
software tries to
please everyone
it winds up
falling short.
Automation tools
need flexibility to
mould to a wide
range of business
processes.
ABOUT THE SPEAKER

After graduating from the
University of Exeter with a degree in
Economics, Liam joined a major data
analytics provider before embarking
on a new challenge with CallPro
CRM. Having quickly progressed
through the ranks, Liam is now
responsible for all sales activities
within the EMEA region.
TOP TIPS FOR MAKING

SALES VIDEOS THAT
DONT SUCK
ALAN VERSTEEG
GROWTH MATTERS
THE IMBALANCE IN
SALES ENABLEMENT
THURSDAY | 11.45
THEATRE 3
No amount of training, no amount
of technology and no amount of
consulting will have any sustainable
impact on your sales performance,
without investment into
sales managers.
The world of buying has shifted
considerably and the sales profession
is battling to keep up with the change.
Hear how to leverage your investment in
training and technology by truly enabling
your sales managers.
ABOUT THE SPEAKER

Sometimes controversial, but
always thought-provoking, Alan
pushes his audiences to consider
the real world application and
execution of the plans and ideas
they create.

In a world of soul-destroying talking
heads videos, how do you create
knockout video content that
empowers sales teams and
actually generates leads?
In this talk we
will cover the
type of content
you should be
creating, how
you create it, and
importantly how
you distribute it.
ABOUT THE SPEAKER

James is the co-founder and
managing director of Rock
Creative, a creative content
agency that has an enviable list
of clients including Direct Line,
Aon, Vodafone, and Fidelity.
His company specialises in B2B
marketing and he is a huge
advocate of the importance of
creativity within the corporate
sector. Before setting up Rock
back in 2011, James cut his teeth
working for the global marketing
agency iris Worldwide.
19
ANDY GWYNN
3 DEGREES SOCIAL
HOW TO GAIN MORE BUSINESS

THROUGH YOUR USE OF LINKEDIN
ALIGNING SALES
AND MARKETING
FOR EXPLOSIVE
BUSINESSES
GROWTH

No more cold calls or trying to get around the gatekeeper.
With over 17 million UK profiles you need to learn how to create a
powerful LinkedIn personal profile that gets found, gives value, and
builds your credibility. Learn how to find, connect, and engage in the
right way with your ideal prospect and business contact anywhere in
the world. All this while massively leveraging your time.
ABOUT THE SPEAKER

Andy is a leading business coach, speaker,
and author who has coached 100s of
business owners and corporate directors
to greater profitability, more free time,
and successful relationships across their
business and personal lives. Andy will
challenge his audiences thinking and
inspire them to take action towards more
empowering results. He has helped clients
double and triple their businesses and
even helped them take their business
from close to bankruptcy to selling
for a million in just 19 months.
OSCAR MACIA
JOSH AARONS
Josh explains how aligning
sales and marketing allows
businesses to market, share
insights, and close business
more effectively, whilst
provide the highest quality of
client interaction.
Sharing experience of email, web,
and social marketing, this seminar
ALSO SPEAKING ON:

THURSDAY, THEATRE 4
AT 12.30
SVM GLOBAL
ABOUT THE SPEAKER

Oscar is the co-founder and CEO of
ForceManager, a sales management
system for mobile devices that
optimises and refines sales team
performance. In just two years,
ForceManager achieved rapid
growth, evolving from a small tech
start-up to positioning itself as a
leader in technological innovation
for business management and now
boasts a wide portfolio of clients.
20
ALSO SPEAKING ON:

THURSDAY, THEATRE 5
AT 11.45
Josh has an extensive background in web, email and social

marketing, events, and large scale promotions both in the UK
and abroad. He works hand in hand with his sales counterpart,
and together they have grown SalesSeek from a small team and
vision to an international business with customers in over 100s
of users across 10 countries.
THE KEY TO BUILDING A HIGH

PERFORMANCE SALES TEAM
Sales managers often focus too much on expenses,

overlooking the human aspect of a business. Oscar
firmly believes that the importance of accelerating the
growth of your business includes knowing your sales
team. In this seminar, Oscar will be giving his insight
on how to elevate your team to the top of their game.
will shed light on the parts

missing from your revenue
generation process, bridging
the gaps between sales
and marketing.
ABOUT THE SPEAKER
FORCEMANAGER
What does it take to motivate your sales team

and be an effective sales leader?
SALESSEEK
BRIAN DUNNE
WEDNESDAY | 15.30
THEATRE 3
Who owns customer
happiness? Marketing? Sales?
Customer service? Or does
customer satisfaction start
from the boardroom?
HAPPY
CUSTOMERS
ARE BUILT
IN THE
BOARDROOM
Well discuss how a culture of
reward and recognition can
have a direct effect on customer
happiness, and show the parallels
between motivating employees
and the perception of your
business or brand.
Well also discuss what rewards
work best, and when to give
them for maximum impact.
ABOUT THE SPEAKER

Brian is working to build a greater understanding of incentive
marketing in Europe and the rest of the world via its umbrella
organisation, IMA US. Often seen speaking at a variety of
European and international trade shows, Brian is well known
for his compelling speeches on the power of motivation and
reward on performance.
MARK ERSKINE
ABOUT THE SPEAKER
SELLER PERFORMANCE
UNLOCKING THE
POWER OF ADAPTIVE
SELLING USING
BEHAVIOURAL
PROFILING
Recent developments in neuroscience
have enabled sales professionals to
better understand how buyers and
sellers engage in making decisions
and leverage that knowledge
through adaptive selling to sell
more business and gain that elusive
competitive advantage.
Dont be lured into believing that
relationship selling is dead if you
dont understand your pre-frontal
cortex from your parietal lobe youll
soon be left behind! #sellerchameleon.
ABOUT THE SPEAKER

Mark combines 30 years sales
leadership with top training and
development techniques and
an arsenal of world-class tools.
His mantra is revenue growth
accelerated by proven sales
processes. Mark delivers change
across a variety of complex
vertical markets including facilities
management, manufacturing,
technology, finance, insurance,
pharmaceuticals, and oil and
gas. His raison detre is to identify
new strategies and build the
sales teams capability to put
them in motion.
ALISON EDGAR
SALES COACHING SOLUTIONS
FROM ZERO TO
SALES HERO: YOU
CAN DO IT TOO!
WEDNESDAY | 13.15
THEATRE 5
Join Alison as she draws on her
distinguished experience and explains
how YOU can rise from the bottom to
the top in the world of sales.
This fascinating seminar will look at how you
can achieve what Alison has. By drawing
on her years of being a top sales performer
for some of the worlds largest blue chip
companies that led to her creating a unique
Sales Hero System, hear how by combining
understanding behaviours, sales process,
PETE EVANS
MOMENTUM SALES
SOLUTIONS LTD
ABOUT THE SPEAKER

ALSO SPEAKING ON:
THURSDAY, THEATRE 5
AT 12.30
Alison is passionate about sales.

2015 saw her voted one of the UKs
top ten business advisers, winner
of the Special Merit Award GB
Entrepreneur of the Year, and she
was shortlisted for the Lifetime Sales
Achievement Award by BISM.
In the past year shes been invited
to Downing Street twice and The
Queens garden party to celebrate
the results shes achieved teaching
businesses to sell their fantastic
products and services.Alison is
often asked to keynote speak at
various events across the country
and works with some of the UKs
most successful entrepreneurs,
such as Ben Towers, the teenage
tech prodigy as featured in Richard
Bransons Blog, and Jordan Daykin,
CEO of Gripit Fixings, the youngest
Dragons Den contestant to gain
investment from Deborah Meaden.
Pete Evans, Managing Director

of Momentum Sales Solutions
Ltd, has a passion for developing
sales professionals and working
with teams and individuals to
enhance performance. He uses
The Five Laws of Stratospheric
Success to provide a framework
to create a culture of sales,
service excellence, and leadership
that results in individual, team,
and customer success. As a
professional speaker, Pete
has been trained by Michael
Port and Bob Burg directly. He
recently spoke at the HR Leaders
Conference in Bratislava about
the law of value and how it can
be applied to sport and business.
strategy and confidence, you

too can master the art of sales.
Youll learn how sales people can
influence the buyers of products
and services, build sustainable and
profitable business relationships,
and have a smile when selling.
CREATING A CULTURE
OF EXCELLENCE IN
YOUR SALES TEAMS
In this highly entertaining session, Pete
will share with the audience the key
principles which will help create a culture
of excellence and success for both sales
people and sales leaders.
You will learn how
sales people can
help to influence
the buyers of
products and
services, build
sustainable and
profitable business
relationships, and
have a smile
when selling.
ALSO SPEAKING ON:

THURSDAY, THEATRE 4
AT 11.00
21
SHELLEY WALTERS
ABOUT THE SPEAKER
GROWTH MATTERS
With over 17 years sales and sales

management experience, Shelley has
delivered more than 350 keynotes
and sales training sessions in the B2B
environment. She brings a unique insight
and experience to her clients helping them
navigate the rapidly changing world of
buying, and teaching how to adapt as a
sales professional. Her career began in
the cut-throat world of office automation
where she quickly worked her way up from
direct sales to negotiating at boardroom
level. Shelley has served as the sales and
marketing manager of Kingfisher FM
(successfully turning the radio station
around from 100% donor based to 100%
advertising funded in only 18 months).
DIFFERENTIATED CONVERSATIONS
ESCAPING THE SEA OF SAMENESS
In the critical moment when sales people need to
be their most convincing, 9/10 times they are not.
Recent research suggests 57% of purchasing decisions are made
before buyers encounter a sales person, 89% of sales conversations
are deemed a waste of time by corporate decision-makers, and
almost 60% of qualified opportunities end in no-decision.
Learn how todays client prefers to engage, and how
to engineer relevance into sales conversations.
NICOLA HARTLAND
FOUNDER AND CEO,
XCEL SALES LTD
GET TARGETED, GET

SOCIAL, GET TALKING
MARTIN MORAN
POWERING SALES GROWTHWITH DATA SCIENCE

ABOUT THE SPEAKER
Online and social platforms can build

strong awareness of your brand, but
it is telemarketing with its direct and
personal approach that will secure
your business deals.
Implemented well, social media activity
enforced by engaging senior decision
makers in conversations gives your
business a
competitive edge
that leads to
success. After all
people buy from
people. So how
do you turn online
experiences into
measurable results?
INSIDESALES.COM
Martin brings more than

25 years of experience in
managing and growing
business operations across a
variety of industries in Europe
and globally, with a proven
track record for building
high-performance sales
organisations. Prior to his role
at InsideSales, Martin held
GM and sales executive roles
Lumesse Limited, ServiceSource
International and Salesforce.
Martin will share how predictive analytics

are becoming essential to the intelligent
sales process.
As we search for competitive differentiation,
the use of predictive analytics has become
a key tool in driving productivity, efficiency,
and insight to action.
Join this experienced
sales leader as he
delves into his extensive
knowledge and
leaves you informed
and inspired.
DANIEL LEIGH SMITH

ABOUT THE SPEAKER
Nicolas passion is in identifying
innovative, more powerful,
and profitable ways to help
business reach and exceed their
sales and business objectives.
She was recently recognised
for her business excellence and
outstanding leadership in the
South and thus was selected as
a finalist for Women of the Year
SME Sponsored by Barclays Bank.
22
FIREWORX
THURSDAY | 14.00
THEATRE 3
A STRONG
PROPOSITION
- THE CORNERSTONE
OF BUSINESS
GROWTH
Join Daniel for a seminar which explores

the ways you can make your business
proposition strategic, breaking down
why customers choose one business
over another, and where you can
make a difference.
How many propositions actually

focus on the customers youre
looking to engage with?
Make sure you dont miss the chance

to learn from the techniques and motives
of a sales visionary.
Daniel will also cast his eye on how to react

to changing landscapes, what happens
when you dont look up, and how to make
sure your business is sustainable for growth.
BILLY LYLE
REDSPIRE LTD
MOTIVATE YOUR SALES

TEAM TO USE CRM AND
WIN MORE BUSINESS
DR. PETER HUGHES

COGNITION
SEX AND THE

PSYCHOLOGY OF
FERTILE BRANDS

All too often CRM systems
are imposed on sales teams.
This means that the team tend to only
put in the data they feel will keep
management happy. Learn how to change
this perception so CRM becomes a real
sales enabler for your team and business.
ABOUT THE SPEAKER

Billy is MD of Redspire, one of the
UKs leading Microsoft Dynamics
CRM consultancies. Redspire
enable and empower people and
teams to be successful through
innovative use of technology, this
in turns makes the businesses
they work for successful. Billy has
always delivered true business
results through technology. His
drive and focus has led him to
work with some of the UKs
leading brands such as Argos,
Scottish Power, Golden Charter,
and the Money Advise Service.
ABOUT THE SPEAKER

Currently the managing director and
founder of Fireworx, Daniels career
has included creative campaigns for
major international brands including
LOreal, Vodafone, Western Union
and Sony. Daniel has refined his
approach to focus on helping clients
by providing engaging creative that
resonates with their customers, not
just the business. His work has seen
results such as a 10% increase in
customer conversion, and business
growth of over 75%.
THURSDAY | 12.30
THEATRE 3
DEB CALVERT
PEOPLE FIRST
PRODUCTIVITY SOLUTIONS
THE FRONTLINE
SALES IMPERATIVES
FOR CREATING
THE CUSTOMER
EXPERIENCE
What can seduction strategies tell us

about how brands are built and the
best strategies for selling them?
Why is authenticity the key to selling and
how do closing behaviours undermine it?
What can the psychology of the mating
game teach us about content-based
selling strategies? This provocative look
at the psychology of fertile brands will
change the way you think about selling.
ABOUT THE SPEAKER

Dr. Peter Hughes is a psychologist,
writer, and co-founder of
Cognition. He has appeared in
many programmes on business
psychology, marketing, and
branding including Secrets of the
Superbrands and Addicted to
Pleasure with Brian Cox.
Everybodys talking about

the customer experience.
Most large companies have initiatives to
map and enhance the customer journey
with touchpoints in marketing, social
media, and operations. But what are
your sellers doing about it? What should
they be doing about it? Find out why this
matters, what it means to sellers, and
how you can easily enhance the customer
experience to accelerate sales, generate
demand, and reduce customer churn.
ABOUT THE SPEAKER

Deb Calvert, author of the bestseller
DISCOVER Questions Get You
Connected and a Top 50 Sales
& Marketing Influencer, founded
People First Productivity Solutions
in 2006 to help businesses build
organisational strength by putting
people first. The PFPS focus is to
boost company productivity through
people development. This work
includes sales training, coaching,
and consulting on sales productivity
drivers; leadership program design
and facilitation; team effectiveness
work, and executive coaching.
As a member of the National
Speakers Association (NSA) and
instructor at UC-Berkeley, Deb
has delighted audiences in a wide
variety of industries as a keynote
speaker, teacher, and workshop
facilitator. She writes the awardwinning CONNECT2Sell and
CONNECT2Lead blogs, hosts
CONNECT! Online Radio for
Professional Sellers, and is
currently leading the movement to
Stop Selling and Start Leading!
23
PHIL OLLEY
PHIL OLLEY UNLIMITED
GUERRILLA TACTICS FOR

SALES BREAKTHROUGHS
In the New World Order, gaining competitive
advantage is about how you and your team
approach sales.
Phil will inspire you with this dynamic,challenging,
and creativepresentation. Discover the
five key guerrilla tactics to makesignificant
salesbreakthroughs in the new business jungle.
WEDNESDAY | 12.30
THEATRE 4
Gain more customers of the right type, saving you

time, energy, and money, and discover the practical
application ofneuro-scientific approaches to sustain
exceptional sales performance.
ALSO SPEAKING ON:

THURSDAY, THEATRE 4
AT 11.45
ABOUT THE SPEAKER

Phil Olley is one of the UKs leading speakers on
business growth strategies, professional focus,
and makingsales breakthroughs. Hes worked
with everyone from SME owner-managers to
strategic leaders and sales teams in international
brands such as Shell, LOreal, Pepsico, Mars
(Masterfoods), Kelloggs, and many more.Phil is
the author of Counting Chickens and RESULT!
Think Decisively, Take Action, Get Results.
Hewrites articles and columns for business
magazines, regularly features on BBC radio,
and contributes to prime-time TV programmes,
including a number of appearances on the
Richard & Judy show!
ALSO SPEAKING ON:
THURSDAY, THEATRE 4
AT 14.45
ROBERT NORUM
agent3
KEVIN BEALES
REFRACT
CREATING A
COACHING CULTURE
IN YOUR SALES TEAMS
LEE CHADWICK
COMMUNIGATOR GROUP LTD.
LIFTING THE COVERS ON DATA

DRIVEN SALES AND MARKETING
TACTICS TO IMPROVE BUSINESS
PERFORMANCE
WEDNESDAY | 12.30
THEATRE 5
According to Forbes, 74% of

leading companies cite coaching
and mentoring of sales reps as the
most important role front-line sales
managers play.
As we make the shift from annual
appraisals to frequent feedback, how
can we help and encourage managers
and peers to adopt a coaching culture?
One not to be missed!
To understand whether our websites are

generating as many sales-ready leads
for our pipeline as we want them to,
we must start by gaining intelligence
about our visitors and arm ourselves with
knowledge on what these visitors are
interested in.
DATA. INSIGHT.
ACTION. BOOSTING
SALES WITH ACCOUNT
BASED MARKETING
WEDNESDAY | 14.45
THEATRE 3
ABM is a hot topic for modern B2B
marketers, but why?
The idea of delivering bespoke campaigns,
targeted at specific sets of stakeholders
within key accounts around messages which
are relevant to their individual pain points
seems like common sense, so why isnt
everyone doing it? What stops organisations
from doing ABM well? Which skills,
processes, and tools are needed to take
advantage of and prove the value of ABM?
This workshop will cover a number of

useful and insightful facts and figures about
typical website behaviour and how, armed
with this information, you can strengthen
your sales pipeline.
ABOUT THE SPEAKER

ABOUT THE SPEAKER
Kevin founded Refract based
on some of his own frustrations
as a sales leader. He knew
that feedback, praise, ideas, or
corrective feedback was never
easy (and deep down knew the
back of the taxi wasnt the most
productive time and place.
24
Lee Chadwick is the co-founder

of CommuniGator Group Ltd,
one of the market leaders in lead
generation. Having previously
led the sales and marketing
strategies in many high profile IT
companies, Lee enjoys discovering
new technology that meets
the challenging demands of a
constantly changing industry.
ABOUT THE SPEAKER

Robert supports agent3 customers
with maximising their ABM
programme effectiveness,
generating high-quality
engagements with a prioritised
group of strategic customers.
INTERACTIVE FEATURES
LIBRIS
SALES
EFFECTIVENESS REACH FURTHER, BE
MORE PERSONAL,
AND SELL MORE
GARY SALISBURY
Social has made everything
immediate and personal.
We live in a three clicks
and its done world. Big
business has the metrics,
power, and reach to
engage audiences and
to outsell SMEs.
THURSDAY | 14.45
THEATRE 3
Gary will explain how ground

breaking sales technology gives
you the power to make your sales
communications highly personal,
brilliantly effective, and remain
on-brand at all times. Oh yes
and how to sell more, too!
ABOUT THE SPEAKER

From cosmetics to casinos, from OEMs to SMEs, Gary has
helped to bring innovative campaigns and outstanding results
to his clients. Now he explains how sales teams can reach
their audiences with perfect communications, brilliant pitches,
and compelling quotes. Making a great first impression is still
at the heart of outstanding sales success.
MASTERCLASSES
YOUR BUSINESS WILL BENEFIT
FROM THE VERY BEST ADVICE
The masterclass schedule at Sales Innovation Expo has
been carefully assembled to ensure your business is
provided with the very best advice and guidance it needs.
This exclusive suite of masterclass sessions give you the chance
to explore in-depth about every area of sales; subjects cover
everything from transforming your sales team into sales
superstars and generating quality leads to optimising your social
selling and the secrets to leading a winning sales team.
Each of our masterclasses is led by an expert in their field, so you
can be confident that you will receive the best possible advice
with the very latest information about each topic crucial in
achieving success for your sales team. The interactive format and
small group size means that you have the opportunity to drill
down further into the specifics that are relevant to your business.
HOW TO BOOK
The masterclasses are free to attend, but due to their
popularity youll need to book your place to avoid
missing out.
DARREN LEWIS
WEDNESDAY | 15.30
THEATRE 5
DUEDIL
ACCOUNT BASED SELLING WHAT THE TOP PERFORMING

SALES PROFESSIONALS DO
Finding new customers is the biggest
problem faced by sales teams and
while most teams recognise the
importance of prospecting, far
fewer are actually effective at it.
Learn how to put the power of data back
in the hands of the sales rep by harnessing
the vast untapped potential of company
information and how it can be used to
supercharge account based selling in
this seminar produced by DueDil.
ALSO SPEAKING ON:

THURSDAY, THEATRE 5
AT 16.15
Visit
www.salesinnovationexpo.co.uk
Select masterclasses and

pick the masterclass youd
like to attend.
Select the time and day youd like, fill out a

few details and click register.
Youll receive an email confirmation of your

booking.
As the show dates approach, youll receive

a reminder for you to confirm youre still
attending and secure your seat.
ABOUT THE SPEAKER
The following pages detail every masterclass at Sales Innovation

Expo this May, the huge range of topics on offer, and how you
will benefit from attending. The masterclasses run throughout
both days of the show; for the latest information, please check
the online schedule at www.salesinnovationexpo.co.uk.
Darren Lewis is the VP of Sales at DueDil. A strong, hands

on and results driven sales leader with a demonstrable track
record of exceeding sales targets. Experienced in running
Enterprise software (SaaS / Cloud) and Corporate sales teams,
Darren is well-versed in improving key metrics, redefining
structure and rapidly developing and scaling sales teams
The masterclasses are absolutely free to attend,

but due to their popularity you need to book
your place to avoid missing out.
S
AS
CL EXT
R
E N
ST ON E
MA FO PAG
IN
THE HIVE
A space to relax, work, learn, and enjoy the buzz
our hive has everything a delegate looking for
some productive downtime could dream of.
USING THE CLOUD

TO CLOSE FASTER
MASTERCLASS
The best way to connect with your prospects is by constantly
evolving. Todays world is faster paced and better connected. Our
prospects have never been more informed and the sales process
has never been so important.
The best way to connect with your prospects is by constantly evolving.

Todays world is faster paced and better connected. Our prospects have
never been more informed and the sales process has never been so
important. Its time to empower your inside sales teams.
With charge points, dedicated Wi-Fi, and no shortage of

places to take the weight off your feet, the InsightBee Hive
is designed to be the place to go when youve got nowhere
to be. Network, enjoy refreshments, or simply catch up
on your emails away from the hustle and bustle of the
speakers and demos.
NewVoiceMedia customers are growing at 13 times the international

average, based on a recent study. NewVoiceMedia will share valuable
tips on how their customers sell more and grow faster, and highlight
how this is achieved with practical sessions demonstrating how
to improve efficiency, solve the marketing and sales disconnect,
gain greater management visibility, and improved adoption of your
Salesforce investment.
TIMETABLE | WEDNESDAY & THURSDAYY
ASK AND YOU SHALL RECEIVE

Given that weve revolutionised the way business source bespoke
intelligence, its not surprising that we have a penchant for
questions. Our team will be on hand throughout the day,
so drop by if youd like to pick their brains.
And if you want to test us out with something meatier, then you can
submit us a question that your business needs answering. Well be
picking five of these queries at random, and the winners will get a
report shedding light on their issue completely free of charge.
Visit InsightBees stand #182 to find out what we can do

for you. From tailor-made industry reports to specific sales
opportunities, were delivering vital insights twice as quickly
and at half the price.
Cant wait?
Use discount code LONDONEXCEL and try InsightBee with 25% OFF
before May 31st. www.insightbee.com/sales-expo
26
11:00
Speed to Lead
12.00
Sales Solution Out of the Box
13.00
Motivation: Driving the Right Behaviours
14.00
Smart Calls, Smart Insights
15.00
Speed to Lead
16:00
Sales Solution Out of the Box
ABOUT THE SPONSOR

NewVoiceMedia is a leading global provider of cloud
technology which helps businesses sell more, serve better, and
grow faster, and has a customer base growing at 13 times the
international average.
BOOK YOUR MASTERCLASS SPACE ONLINE
MASTERING B2B
SOCIAL SELLING
The Internet and social media have changed the way people
buy. Studies show that the buyer has already made 60%
of their buying decision before you, the sales person, even
knows they are looking. So as a sales person, you need to
make sure youre in the right place to be influencing those
buying decisions.
This is where LinkedIn comes in. With the power of LinkedIn you can
showcase your professional brand, be seen as an expert, use advanced
searches to identify prospects, learn more about them and identify
referral opportunities.
In our masterclasses you will learn how to make the most of social
opportunities, combined with the powerful Go-Giver mindset to
create online conversations and influence sales.
MASTERCLASS AT A GLANCE
Social Selling
is Referral Selling
Relationships underpin the
selling process. With all things
being equal, people will
do business with, and refer
business to, those people they
know, like, and trust. Today,
76% of B2B buyers prefer a
vendor recommended by their
network. This masterclass
explains how to use LinkedIn to
build relationships and cultivate
a network of referrals based on
the principles from Bob Burgs
Endless Referrals.
How You Can Use

LinkedIn to Become a
Social Selling Pro
Your customers are online,
researching their options,
gathering data, looking
for help; its easy for them
to become overwhelmed.
So if you can provide help
when they are stuck you can
influence their decisions.
Social selling is all about
using social networks like
LinkedIn to create rapport
and build relationships with
potential customers.
TIMETABLE WEDNESDAY & THURSDAY

11.00
12.00
13.00
14.00
15.00
16.00
These masterclasses will last for up

to 60 minutes. View the timetable
online for more details on these
interactive sessions.
THE SECRET FORMULA

FOR SALES SUCCESS
MASTERCLASS
Communicating with your customers in a way that really
influences their decision to buy is the preoccupation of any
sales team which is why Elation experts have spent six years
perfecting the ultimate methods to achieve this.
The Three Pillars of Successful Selling is a unique methodology devised

by Elation MD, Karen Dunne-Squire, from over 20 years of sales
experience. It is based upon the idea that to have a well performing sales
function, there needs to be really great sales activities, processes and
management in place.
We use The Three Pillars as a review and assessment tool, to assess the
sales function within businesses. Everything we do, including the delivery
of these essential workshops falls under one of these three pillars. At
each one of these insightful seminars, Karen will show you how to
develop a sales operation that consistently smashes targets.
TIMETABLE
WEDNESDAY & THURSDAY
10:45
Conversion Masterclass
- Crafting the Perfect Sales Interaction
11:45
Unlocking the Hidden Revenue in your Business
12:30
Leading a Winning Team
14:15
Conversion Masterclass
- Crafting the Perfect Sales Interaction
15:15
16:15

10.45
11.45
12.30
14.15
15.15
16.15
These masterclass sessions will last

for up to 60 minutes. Spaces book
fast, register online to ensure your
seat to this masterclass.
27
HOW TO BUILD A
FREELANCE SALES
TEAM
USING DATA SCIENCE

TO POWER BUSINESS
GROWTH
Future Working: The Rise of Global Independent Sales Professionals:

One-fourth of todays Fortune 500 corporations are now using
independent sales reps to extend their companys reach. With the
rise of freelancer statistics growing in the UK and globally we are
set to see more and more organisations adopting a hybrid model,
where their on-site employees regularly work alongside sales
freelancers both locally and remotely.
Sports teams use data science to deliver an edge to their

players performance. Learning from historic information,
athletes are more empowered than ever before to win.

Selling is a competitive sport ...and quotacarrying salespeople are the athletes of that sport.
We believe that science holds the key to unlocking human potential.

How can your sales athletes use data science to enhance their
performance?
In this masterclass, learn howpredictive lead and account scoring
combined with prescribing the right sales activities at the right time
can deliver a significant increase in revenue.
MASTERCLASS WHATS ON
Partnering With Independent Sales Agents: The Essentials
Prediction without
prescription is an
empty gesture.
If youre looking to grow or expand your reach into new markets,

but recruiting permanent employed sales staff is too costly, it may be
time to consider working with independent (commission-only) sales
reps.
This masterclass will demystify the process of finding and partnering
with experienced commission-only salespeople who will help you
develop and grow your sales channels. By attending, youll be given
everything you need to enable you to tap into the methods that
some of the fastest growing companies use to build highly efficient
and productive outsourced sales teams.
Having sat on both sides of the fence - both as company principals
and independent sales reps - Laura McGregor and Ryan Mattock
(co-founders of CommissionCrowd) will take you through the ins
and outs of building and maintaining a successful independent sales
team to grow your business.

11.00
12.00
14.00
16.00
These masterclass sessions will last for up to 60 minutes.

Book your space for this masterclass online to ensure a seat!
28
The application of science
Most companies rely primarily

on predictive models for using
data. This is the examination of
past behaviours and historic data
to give insights into the future.
The new science demands that
this should be aligned with the
prescription of data the ability
to ensure that predictions are
realised through defined actions.
Data is the key, but science

is what works out its
relevance and how we
use it. Data science and
predictive analytics give us
insights and behavioural
visibility. Once these insights
are within our control, we
can use them to prescribe
sales persons activities and
ultimately drive productivity
and effectiveness.
TO BOOK YOUR SEAT ON THIS MASTERCLASS, VISIT

WWW.SALESINNOVATIONEXPO.CO.UK/MASTERCLASS

11.00
12.00
13.00
14.00
15.00
16.00

LEAD FORENSICS
MASTERCLASS
MAPPING CRITICAL
SALES COMPETENCIES
MASTERCLASS
READY TO TURBOCHARGE
YOUR LEAD GENERATION?
A step-by-step guide on how to run a sales competency

mapping workshop for your own sales organization. STR
provides cutting edge solutions designed to accelerate sales
productivity and revenue including a SaaS-based sales
effectiveness platform, sales competency modeling, sales
management development, and e-learning solutions.
Lead Forensics is the intelligent IP tracking tool that tells you

whos visiting your website so you can generate more leads.
Are you ready to become a lead generation expert and

transform your sales funnel? Lead Forensics is offering you the
chance to get ahead of the game by gaining the knowledge
you need to turbo-charge your lead generation. With a
variety of expert tips, live success stories, demonstrations, and
networking opportunities, this is one workshop you want to get
your name down for - pronto.
Ask ten people to define the word competency and youre likely to
get 10 different answers. Its no wonder sales organisations struggle
to hire, onboard, and optimise their sales talent. It starts with an
agreement on what good looks like. And that starts with agreement
on the critical competencies required for success in each sales role.
In this workshop, we will show you how to lead and conduct a
competency-mapping workshop for your own sales organisation.
Visit www.salesinnovationexpo.co.uk to register for

your place at the masterclass and avoid missing out on
hearing from the experts in getting the very best from
your sales team.
MASTERCLASS WHATS ON

Defining exactly what competency is
Meet sales experts who will reveal top tips on boosting

your sales performance
The importance of tagging competencies against the four

critical elements
Learn how to utilize the latest tools to maximise your hot

sales pipeline
Step-by-step guide on running a sales competency mapping

workshop
Hear peers tell sales success stories that are almost too
good to be true
How to leverage the mapping results
Join our mixer and meet other sales superstars share

stories & tricks and build your network
These masterclass sessions will last for up to 55 minutes.

Book your space for this masterclass online to ensure a seat!
11.00
12.00
13.00
14.00
15.00
16.00

11.00
12.00
14.00
BOOK YOUR MASTERCLASS SPACE ONLINE

29
The Sales Innovation Awards

consists of four accolades
rewarding the very best in sales
technology and innovation.
The award categories are:
SALES INNOVATION EXPO PRESENTS
AWARDS
2016
BEST SALES CRM

PRODUCT OR SERVICE
AWARD 2016
Honouring the best sales CRM

innovation which has played an
influential role in giving sales teams
thepower to increase productivity,
generate more leads, and keeping that
flow of sales consistent.
INNOVATION AWARDS
RECOGNISING
THE VERY BEST IN
SALES TECHNOLOGY
AND SERVICES
THE SALES INNOVATION EXPO AWARDS 2016
AWARDS
2016
OVERALL INNOVATION
FOR SALES
AWARD 2016
The most exciting and ground breaking

product or service which has helped
in optimising sales effectiveness and
engagement and which has ultimately
played a significant part in improving
team performance.
For the very first time, the Sales Innovation Expo will host The Sales
Innovation Awards, a collection of accolades recognising the innovation
and cutting edge design currently available in the sector thats helping to
optimise sales performance.
AND THE NOMINEES ARE...
BEST SALES PRODUCTIVITY

PRODUCT OR SERVICE
AWARDS
2016
BEST SALES PRODUCTIVITY

PRODUCT OR SERVICE
AWARD 2016
This award honours the most innovative

product or service which has assisted
sales teams in maximising sales results
whileminimising the amount of cost,
effort, and time expended.
AWARDS
2016
BEST SALES STRATEGY

PRODUCT OR SERVICE
AWARD 2016
Recognition for the product or

service which has assisted in creating
the most effective sales strategy to
achieve growth, and effective
planning and training.
30
BEST SALES STRATEGY

PRODUCT OR SERVICE
1548
Commission Crowd
1410
Elation Experts
Data Driven ERA
1442
Momentum Sales Solutions 1550
DueDil
1576
Phil Olley Unlimited
1560
Inbox Income
1596
Nisbet Associates
1510
Lead Forencsics
1436
Refract
1450
Libris
1590
S-Academy International
1476
MarketMakers
1426
SalesOptimize
1480
Parker Sofware Ltd
1430
Seller Performance Ltd
1632
Showpad Ltd
1678
SMART Way Forward
1520
3degrees Social
1412
Strategy to Revenue
1594
GatorLeads
1570
Wise Me Up Ltd
302
Xcel Sales Ltd
1506
BEST SALES CRM

PRODUCT OR SERVICE
NewVoiceMedia
1420
Call Pro CRM
1598
Redspire
1478
SalesSeek
1538
Salesbox CRM
1526
ForceManager
1500
Im absolutely delighted
to introduce the Sales
Innovation Awards and truly
showcase the innovation
currently running throughout
the world of sales.
Eddy Lawrance
Show Director
MEET THE JUDGES...

MARK HUNTER
THE SALES HUNTER

Mark Hunter, The Sales Hunter is the foremost thought leader in sales profitability and sales leadership. Mark
speaks globally to thousands of sales leaders and sales forces each year, sharing strategies from his book HighProfit Selling: Win the Sale Without Compromising on Price.
DAVID BEARD
SAGE
David operates globally to develop and assist commercial activity to build Sage CRM sales.Working across
functional teams of sales, marketing & partner management - influencing & delivering positioning, benefits &
customer messaging for Sage operating companies across the globe.In addition, David acts as the primary
internal & external evangelist for the product, conveying the business value of CRM and articulating the Sage
CRM proposition through various online and in-person activities.
DEB CALVERT
PEOPLE FIRST PRODUCTIVITY SOLUTIONS

Deb Calvert, author of the bestseller DISCOVER Questions Get You Connected and a Top 50 Sales &
Marketing Influencer, founded People First Productivity Solutions in 2006 to help businesses build organizational
strength by putting people first. The PFPS focus is to boost company productivity through people development.
This work includes sales training, coaching and consulting on sales productivity drivers; leadership program design
and facilitation; team effectiveness work and executive coaching.
ROBIN MAR
SSE
An agile commercial leader and change maker who specialises in leading teams and transforming performance
in regulated and non-regulated environments. An experienced Sales Director, Commercial Director and
Business Development Director, with excellent strategic leadership and people development skills. Tenacious
and innovative with a real hunger for change and making things happen. Passionate about customers, people
and innovation.
BALJINDER BANSAL
COCA-COLA ENTERPRISES
A Senior Lean, Innovation & Digital leader who has experience in ensuring ideas generated and shared, have an
opportunity to develop and deliver business results using Lean Start-up principles. Bal believes the key ingredients
for success include - having the right people, well defined process and a clear purpose.
BEN MIDDLETON
KPMG
Ben Middleton is Sales Director at KPMG, based in Canary Wharf. He works closely with FTSE 100 businesses,
PE backed and private capital organisations to help them grow. Ben spends a great deal of his time advising
Boards on how to solve issues and brings the multi-disciplinary approach of KPMG with him to work closely
with his clients.
GUILLAUME LEJARRE
SONY MOBILE MANAGEMENT LTD

Guillaume has developed his natural talent in business & sales strategy development over more than 15 years,
primarily in the buoyant mobile phone industry. Guillaume was recruited by SONY ERICSSON to head their sales
for the VODAFONE Global Account. His success with that account led to his appointment as Head of Business
Management & Pricing for Central Europe at SONY Mobile Communications. Less than 3 years after, he was
promoted to Director in charge of Global Pricing.
31
KEYNOTE THEATRE 2
KEYNOTE THEATRE 2 WEDNESDAY

11.00 - 11.30
11.00 - 11.30
Persuasion and Influence

Secrets of the Superstars
Get Britain Selling
11.45 - 12.15
11.45 - 12.15
Secret Millionaires Sales

Guide to Success
Sales in the Cloud
12.30 - 13.00
12.30 - 13.00

Leaders Have in Common

Leaders Have In Common
13.15 - 13.45
13.15 - 13.45
Leadership Tips for High

Performance Teams
Internet is Exploding How to

Find Your Sales Leads Online
14.00 - 14.30
14.00 - 14.30
Powering Sales Growth

With Data Science
How to Increase Prospecting

Results for Sales Leaders
14.45 - 15.15
14.45 - 15.15
Turning Strategy Into Execution

With Critical Competencies
Sales Manager to Leader

in 30 Secret Minutes
15.30 - 16.00
15.30 - 16.00
How to Increase Prospecting

Results for Sales Leaders
Be More, Do More, Share More: Facts

Tell, Stories Sell
16.15 - 16.45
16.15 - 16.45
Abundant Referrals: How to Get Your

Network to Sell You and Refer You!
Panel Session
Sales: a Transatlantic Debate
Phil Jones
Philmjones International
Gordon McAlpine
The Sales Club
Matt Tuson
NewVoiceMedia Ltd
Jas Hawker
Mission Excellence
Martin Moran
InsideSales.com

Jim Ninivaggi
Strategy to Revenue
32
KEYNOTE THEATRE 2 THURSDAY
Mark Hunter
The Sales Hunter
Rob Brown
Networking Coaching Academy
Vonley Joseph
Bob Etherington Ltd
Ken Krogue
InsideSales.com
Jeremy Straker
NewVoiceMedia Ltd
Elizabeth Fulham
Salesoptimize
Mark Hunter
The Sales Hunter
Bob Etherington
Bob Etherington Group
Gavin Ingham
Gavin Ingham Ltd
Phil Jones, Bob Etherington,

Mark Hunter and Mike Sher
11.00 - 11.30
11.00 - 11.30
The Key to Building

a High-Performance Sales Team
Traditional Marketing in Our Digital Age
11.45 - 12.15
11.45 - 12.15
How Automating Your Email Marketing Can

Feed Your Sales Force With Piping Hot Leads
The Imbalance in Sales Enablement
12.30 - 13.00
12.30 - 1300
Juicing the Sales Funnel Goodness
Sex and the Psychology

of Fertile Brands
13.15 - 13.45
13.15 - 13.45
Recognising Your Leadership Style

& Adapting It to Your Team
Juicing the Sales Funnel Goodness
14.00 - 14.30
14.00 - 14.30
Differentiated Conversations
Escaping the Sea of Sameness
A Strong Proposition: the

Cornerstone of Business Growth
14.45 - 15.15
14.45 - 15.15
Data. Insight. Action. Boosting Sales With

Account Based Marketing (ABM)
Sales Effectiveness - Reach Further,

Be More Personal, and Sell More
15.30 - 16.00
15.30 - 16.00
Oscar Macia
ForceManager
Murray Cowell
Inbox Income
Scott Barnsley
Parker Software Limited
Nadeem Shaikh
SMART Way Forward
Shelley Walters
Growth Matters
Robert Norum
agent3
Brian Dunne
SVM Global
Happy Customers Are Built

in the Boardroom
16.15 - 16.45
Andreas Lalangas
Salesbox CRM
Beat the Competition With

Smart, Collaborative Tech
17.00 - 17.30
Steve Cass
MarketMakers
Build a Record Breaking Sales Team

Using DISC Profiling
Chris Airey
Umbrella Marketing Team
Alan Versteeg
Growth Matters
Dr. Peter Hughes

Cognition
THEATRE 3
THEATRE 3 THURSDAY
Scott Barnsley
Parker Software Limited
Daniel Leigh Smith

Fireworx
Gary Salisbury
Libris Systems
Speaker to be Confirmed

16.15 - 16.45
Keep an eye on our digital show

guide for speaker updates
17.00 - 17.30


THEATRE 3 WEDNESDAY
33
THEATRE 4
THEATRE 4 WEDNESDAY
11.00 - 11.30
11.00 - 11.30
How to Gain More Business Through

Your Use of Linkedin
Creating a Culture of Excellence

in Your Sales Teams
11.45 - 12.15
11.45 - 12.15
Lifting the Covers on Data Driven

Sales and Marketing Tactics to Improve
Business Performance
Lifting the Covers on Data Driven

Sales and Marketing Tactics to Improve
Business Performance
12.30 - 13.00
12.30 - 13.00
Guerrilla Tactics for Sales Breakthroughs
How to Gain More Business

Through Your Use of Linkedin
13.15 - 13.45
13.15 - 13.45
The Most Profitable Relationship

You Will Ever Build
Supercharge Your Sales Performance

a Proven Method
14.00 - 14.30
14.00 - 14.30
How You Can Create a Predictable

Pipeline and Crush Your Quota
How You Can Create a Predictable

Pipeline and Crush Your Quota
14.45 - 15.15
14.45 - 15.15
Unlocking the Power of Adaptive

Selling Using Behavioural Profiling
Guerrilla Tactics for Sales Breakthroughs
15.30 - 16.00
15.30 - 16.00
Creating a Culture of Excellence

in Your Sales Teams

16.15 - 16.45
16.15 - 16.45
Motivate Your Sales Team to

Use CRM and Win More Business

Andy Gwynn
3 degrees Social
Lee Chadwick
CommuniGator Group Ltd.
Phil Olley
Karen Dunne-Squire
Elation Experts
Mike Scher
FRONTLINE Selling

Mark Erskine
Seller Performance
34
THEATRE 4 THURSDAY
Pete Evans
Momentum Sales Solutions Ltd
Billy Lyle
Redspire Ltd
Pete Evans
Momentum Sales Solutions Ltd
Lee Chadwick
CommuniGator Group Ltd.
Andy Gwynn
3 degrees Social
Karen Dunne-Squire
Elation Experts
Mike Scher
FRONTLINE Selling
Phil Olley
11.00 - 11.30
11.00 - 11.30
Aligning Sales and Marketing

for Explosive Businesses Growth
Top Tips for Making Sales

Videos That Dont Suck
11.45 - 12.15
11.45 - 12.15
10% Sales Uplift in 10 Weeks Guaranteed
Aligning Sales and Marketing

for Explosive Businesses Growth
12.30 - 13.00
12.30 - 1300
Creating a Coaching Culture

in Your Sales Teams
Unlocking the Power of Adaptive Selling

Using Behavioural Profiling
13.15 - 13.45
13.15 - 13.45
From Zero to Sales Hero,

You Can Do It Too!
Get Targeted, Get Social, Get Talking
14.00 - 14.30
14.00 - 14.30
Ten Things You Need to Know

About Writing Winning Bids
How Smart Companies Use

Data to Sell More
14.45 - 15.15
14.45 - 15.15
The Coming Revolution

of Sales and Marketing
Would You Buy From You?

Back to Basics
15.30 - 16.00
15.30 - 16.00
Josh Aarons
SalesSeek
Cormac Murphy
Ennovate Consulting
Kevin Beales
Refract
Alison Edgar
The Entrepreneurs Godmother
Marcus Eden-Ellis
Bid Perfect Ltd
Liam Ryan
CallPro CRM
Darren Lewis
DueDil
Account Based Selling - What the Top

Performing Sales Professionals Do
James Beveridge
Rock Creative
Josh Aarons
SalesSeek
Mark Erskine
Seller Performance
Nicola Hartland
Xcel Sales Ltd
Martin Zeman
Data Driven Era
Shea Heer
Wise Me Up
Deb Calvert
People First Productivity Solutions
The Frontline Sales Imperatives for

Creating the Customer Experience
16.15 - 16.45
16.15 - 16.45
Get Targeted, Get Social, Get Talking
Account Based Selling - What the Top

Performing Sales Professionals do
Nicola Hartland
Xcel Sales Ltd
17.00 - 17.30
Andrew Tarcy
Companybook Ltd
How Artificial Intelligence

Can Increase Your Sales
THEATRE 5
THEATRE 5 THURSDAY
Darren Lewis
DueDil

THEATRE 5 WEDNESDAY
35
CO-LOCATED EVENT
YOUR CHANCE TO
NETWORK WITH 1000s
OF MARKETING
DIRECTORS
Find the next gear for your marketing and win more business
than ever before with the B2B Marketing Expo, the event
designed for the countrys top marketing professionals to
take leading edge marketing back to your business.
SEMINARS
Making its very first appearance at the ExCeL, the show provides
a schedule of seminars delivered by the most influential and
distinguished names to have worked in marketing, and your ticket
enables you to gain free access to absolutely everything at the show.
RUNNING ALONGSIDE
SALES INNOVATION EXPO...
The heart of your business success lies in its marketing; and with
your marketing umbrella covering a rich diversity of areas critical
to the success of your business, the B2B Marketing Expo has been
crafted to provide every last piece of advice and information you
need to reach the optimum level of your marketing.
Your ticket to Sales Innovation Expo grants you free access

to the B2B Marketing Expo. Take advantage of the additional
expert led seminars, interactive masterclasses, innovative
suppliers and unrivalled networking opportunities.
Just like with everything at Sales Innovation Expo, attendance is

absolutely free of charge, but ensure you arrive to your chosen
talk in plenty of time; spaces will fill up quickly so dont miss out
on what you need to see.
The B2B Marketing Expo provides you with a host of relevant

content and opportunities you might not have previously
considered or come across before. Visit the B2B Marketing
Expo website to ensure you dont miss out.
the B2B Marketing Expo has been

crafted to provide every last piece of
advice and information you need to reach
the optimum level of your marketing
b2bmarketingexpo.co.uk
IDM TRAINING ACADEMY

MASTERCLASSES
B2B provides you with 25 expert-led masterclasses that
delve into a diversity of subjects, from social media and
PPC campaigns to search marketing and the behaviour
of your customers. To register for these, simply visit
www.b2bmarketingexpo.co.uk.
FOLLOW THE SHOW:

36
The IDM is a modern, forward-looking institute, alert to new

and emerging applications of technology in marketing. It is
dedicated to keeping the profession abreast and skilled in
new techniques, new media and new practices.
Over the last 25 years they`ve trained 70,000 professionals
across 28 countries and have a rapidly growing alumni of
IDM-accredited marketers.
@ B2BMarketingUK # B2BUK
SNAPSHOT OF SPEAKERS
The B2B Marketing Expo has assembled the finest
lineup of speakers, containing marketings most innovative
and inspirational figures from a variety of businesses.
EVEN MORE SPEAKERS!

For even more industry-leading seminars from marketing experts
VISIT WWW.B2BMARKETINGEXPO.CO.UK
MARKET TO A PROFESSIONAL AUDIENCE AT SCALE

LinkedIn is now a comprehensive personal branding resource, offering millions of
potential consumers to you and appearing at the top of Googles searches, and Afonso
Rebelo de Sousa knows exactly how marketers can buildand maximise their brand
strategies on the platform.
Afonso is a content marketing evangelist for LinkedIns Marketing Solutions team in EMEA, helping
marketers master content and engage the professional audience only LinkedIn can nurture. Prior to
LinkedIn, Afonso held several senior roles at agencies and brands, perhaps most notably at Adidas
where he served as the creative lead at World Cup 2014 for brand and design, before completing
his MBA at Insead.
AFONSO DE SOUSA,
LINKEDIN
THURSDAY | 11.45 | KEYNOTE THEATRE 1
SOCIAL SELLING: HOW LINKEDIN

AND TWITTER CAN INCREASE SALES
Nicky Kriel is a social media author, trainer, and consultant. She is passionate about inspiring,
educating, and empowering business owners to use social media to grow their businesses.
Nicky uses her background in corporate marketing to help companies integrate social media into their
own marketing and business strategies. As a Master NLP Practitioner, communicating is her strength,
and she teaches people to engage with the social aspect of social networking; its not all about tools
and technology but about people and relationships.Nicky has published a book, How to Twitter for
Business Success, and has a series of further titles planned.
NICKY KRIEL,
THE B2B TWITTER GURU
WEDNESDAY | 11.45 & 14.00 | KEYNOTE THEATRE 1
DIGITAL BEST PRACTISES FOR B2B MARKETERS

Raja Saggi leads customer acquisitions and B2B marketing for the UK and Ireland, the worlds
largest market outside of the USA and the most advanced in terms of e-commerce and online
advertising expenditure.
Raja and his team are responsible for securing new customers for products such as AdWords through a
variation of offline, online, and partner channels; they also manage programs such as Google Partners,
Think Digital, and the Google Juice Bars.Rajas career has been exclusively in the technology sector; he was
previously the head of business development for Yell (now Hibu), the worlds largest directory company;
and as solution strategist for Ariba, where he created sales strategies to target blue chip clients.
RAJA SAGGI,
GOOGLE
A NEW WAY TO ENGAGE BUSINESSES: TREAT THEM LIKE PEOPLE

Both Derick Walker and Rosie Duncan work for Saatchi Masius, the dynamic agency which
has a creative and strategic excellence synonymous with the Saatchi & Saatchi network.
Derick worked for BMP (now DDB), Leagas Delaney, and Ted Bates, before becoming a founder
partner at Laing Henry. Following their acquisition by Saatchi & Saatchi, hebecame an international
strategic consultant for the group. He is currently strategic planning director for Saatchi Masius,
the groups specialist communications agency. For the last 20 years, Dericks focus has been
around using traditional consumerbranding and creative skills to help define, develop, and deliver
marketing communications for more complex organisations and audiences.With a degree
in English and Philosophy, Rosies studies were focused around what makes humans tick,
and how best to communicate to them. This filtered through to her career.
DERICK WALKER
AND ROSIE DUNCAN
SAATCHI MASIUS
37
EXHIBITOR
LISTINGS
3degrees Social
Stand Number 1412
Doing away with the need for
cold calling, bypassing The
GateKeeper and leveraging your
time to find and connect with your
ideal client anywhere in the world
using the worlds most powerful
business platform - Linkedin!
0845 004 1822
www.3degreessocial.co.uk
Actimizer
Stand Number 1408
Actimizer Dialer solutions increase
efficiency and profitability
of outbound calls for sales,
appointment booking, campaigns,
etc. Our customers make
100.000.000+ outbound calls per
year. They trust us for stability and
quality of service and report an
increase in sales productivity of
25 - 400%.
020 3630 1571
www.actimizer.com
AdTube
Stand Number 162
AdTube produce corporate videos
and event films for websites and
social media. Our videos are the
perfect vehicle for you to tell your
story and build trust with your
audience in an engaging way.
0203 5831 870
www.adtube.uk.com
agent3
Stand Number 198
agent3 works with customers
to maximise the effectiveness of
ABM programmes, generating
high-quality engagements with
a prioritised group of target
accounts. The team combines
customer, industry & competitor
insight, to deliver campaigns that
engage key stakeholders within
target accounts.
020 7127 0706
www.agent3.com
Akero Labs
Stand Number 320
Akero Labs is a cloud based
marketing and lead capture
provider for leading brands and
agencies. Akero Labs marketing
platform enables clients to
generate qualified leads and build,
publish, measure, automate,
manage and track marketing
campaigns across mobile, digital
and physical channels.
023 9295 0008
akerolabs.com
38
Alison Edgar MD Sales

Coaching Solutions & The
Entrepreneurs Godmother
Stand Number 1488
One of the UKs top 10 business
advisors will share how by
implementing her tried and
tested methods, sales teams have
transformed their results. She will
also be launching her new brand,
The Entrepreneurs Godmother,
aimed at teaching owner managed
and micro businesses how to sell
their products.
01249 443 023
salescoachingsolutions.co.uk
Anicca Digital Ltd
Stand Number 140
Anicca is an established search
marketing agency that specialises
in data-driven search marketing
for competitive B2B and
ecommerce brands.
0116 254 7224
www.anicca.co.uk
ARiiS-AR
Stand Number 109
Augmented Reality (AR) - making
the physical into a digital
interactive engagement platform
that is available on mobile, tablet
or laptop. AR is an immediate
interactive customer opportunity
taking them direct to your website,
image presentation, product,
services and point of sale.
07759 942506
www.ariis-ar.com
Arkevista
Stand Number 266
Arkevista provide market and sales
intelligence from Big Data, desk
and primary research focused
on helping clients to increase
conversion rates and market share.
01249 700 104
www.arkevista.com
Azquo
Stand Number 364
Azquo is the first application
designed specifically to be able
to store and retrieve data to/ from
spreadsheets, while also creating
true data accountability. We
connect an online spreadsheet
to the data source and tag every
item such that anyone can query
where any data came from
and when added.
020 3424 5023
www.azquo.com
B2B Leadforce
Stand Number 146
B2B Leadforce provides instant
access to real time businesses
and decision makers to help you
generate highly targeted business
leads at the touch of a button. You
will be in total control of your data
selections with 4 easy steps and
can have unlimited sales advisors
calling your prospects data.
020 7169 5410
www.b2bleadforce.com
Brandz Ltd
Stand Number 308
Brandz are leading suppliers of
branded promotional merchandise.
Offering more than just a sourcing
service, Brandz has a team of
consultants who can help at every
stage of your campaign, from
initial ideas right through
to campaign execution.
Whether it be giveaways, gifts
or corporate collateral.
0870 890 2847
www.brandzltd.com
BiD Masters
Stand Number 1642
BiD Masters` end-to-end bid
support services. Trusted by global
corporations & SMEs to support
winning tenders with flexible and
cost-effective Bid management
& coordination; Bid writing,
editing & formatting; Reviews;
Graphic Design & specialist media;
Executive Summaries; Bid Training
& mentoring.
01243 535 063
bid-masters.com
Breathe Creative
Stand Number 222
Breathe creates and transforms
brands. Brand Design to make you
stand out and connect emotionally
with your customers. Web Design
that perfectly reflects your brand
and clearly communicates your
point of difference.
01491 699 845
www.breathe4u.com
Bid Perfect Ltd

Stand Number 1498
Bid Perfect supports companies
across the globe, helping them to
create consistently winning bids.
The `rules` of a great bid don`t
change, regardless of the business
sector. Our job as consultants and
trainers is to instil an approach that
results in your bid being selected
over your competition.
0845 6000 281
www.bidperfect.co.uk
Bilendi
Stand Number 172
Bilendi offers a range of
engagement and loyalty services
focused on the relationship
between companies and their
customers. Bilendi currently
manages customer engagement
programmes for more than 75
companies across a range of
industries including manufacturing,
retail, banking and travel.
020 7819 2820
www.bilendi.com
Bisc Technologies Ltd
Stand Number 1528
Bisc is designed to manage your
business contacts and cards on the
go. It acts as your business card
holder, giving you quick access to
all your contacts information.
07901 655 480
www.biscapp.com/exhibitor
bpma
Stand Number 160
Established in 1965, the British
Promotional Merchandise
Association (bpma) is one of
the UKs leading industry bodies
dedicated to promoting best
practice around the sourcing,
manufacturing and distribution
of promotional products.
01223 598 488
www.bpma.co.uk
Bullhorn
Stand Number 312
Bullhorn`s industry-leading CRM
for Marketers and Advertisers is
the first system that helps you
manage client relationships, figure
out what content and creative
will resonate with your account
contacts, and configure your
new business processes for
maximum effectiveness.
020 3617 6262
www.bullhorn.com/uk
Businessworx Ltd
Stand Number 139
Providing business support
for individuals, start-ups and
established companies on a
per-hour basis. Offering a
complete suite of professional
business services from
industry experts.
020 8504 1317
www.businessworx.co.uk
CallPro CRM
Stand Number 1598
Gain a better understanding of
your customer base, transform
prospects into customers, simplify
business processes and ultimately
grow sales. A complete marketing
automation solution comprising
CRM, email marketing,
social media, web tracking
and cloud telephony.
01249 566 010
www.callprocrm.com
Clickoo UK
Stand Number 280
Club Row Creations
Stand Number 384
Helping You Keep Your Name in
Front of the People You Want to
do Business With.
020 3221 1990
www.clubrowcreations.co.uk
Club Wembley
Stand Number 1400
Club Wembley member you will
enjoy a guaranteed seat with
outstanding views, for some
of the worlds greatest events.
You will have access to a range
of exclusive hospitality choices,
from fine dining and lounge-style
restaurants to bars on our member
only concourse.
0800 783 1440
clubwembleybrochure.co.uk
Cognition
Stand Number 188
For 17 years, Cognition has
enabled businesses to generate
positive, quantifiable change
in sales volumes and profit
margins across multiple sectors.
Our insight-driven marketing
is integrated across all areas
including Digital, Social, PR,
Content and Creative.
020 3597 7300
www.cognitionagency.co.uk
CommissionCrowd
Stand Number 1410
CommissionCrowd is the global
online B2B Marketplace app
that enables companies and
freelance (commission-based) sales
professionals achieve their mission
of finding each other, connecting,
easily managing profitable
remote working partnerships and
amplifying sales success while
protecting autonomy
0131 618 2300
www.commissioncrowd.com
Companyapp
Stand Number 1527
Companyapps core product is
Presenter - a powerful, flexible &
secure sales presentation app &
software suite for both tablets &
laptops. Use it to create, manage
& distribute fabulous looking,
interactive sales presentations that
truly engage your clients. Its your
company in your pocket.
0207 378 1446
companyapp.co.uk
Companybook
Stand Number 1640
Companybook is an on-demand
B2B sales intelligence platform
that uses artificial intelligence and
machine learning to empower
sales and marketing professionals
to find sales-ready prospects and
opportunities.
0203 637 5140
www.companybook.co.uk
Corpdata
Stand Number 380
Corporate Candy
Stand Number 1650
EXPERIENCE. EMPOWERING
CHANGE Providing Sales
Advisory and dedicated Change
Management Services for
Sales, Marketing and Business
Development teams.
www.corporatecandy.com
Data Driven ERA

Stand Number 1442
Our mission is to ensure that
Executive Managers have got
a direct and immediate access
to the information they need,
when they need it and in their
preferred format. This way they
can maximise their impact and the
value they create.
020 3143 4327
www.datadrivenera.com
Digital Doughnut
Stand Number 220
Digital Doughnut is a portal jam
packed with useful information
for marketers and business
leaders. The community is brought
together through content,
networking and events. Marketers
of all levels will find insight,
inspiration and intelligence - but
we also aim to have some fun!
0207 193 4600
www.digitaldoughnut.com
Digital Marketing Institute
Stand Number 356
The Digital Marketing Institute
(DMI) is the global certification
standard in digital education. To
date, over 13,000 people in 70
countries have graduated with a
DMI qualification, making ours
the most widely taught digital
certification standard in the world.
+353 1 5311200
digitalmarketinginstitute.com
Digital Web World Ltd.
Stand Number 298
Digital Web World are B2B paid
and organic search marketing,
social media and content
specialists. We have been helping
brands gain valuable insight
about their competition online,
implementing SEO and PPC
strategies that drive excellent ROI.
We are Google and Bing certified.
Come and talk to us.
01273 855 995
www.dwworld.co.uk
Dreamtek LTD
Stand Number 336
At Dreamtek our passion is video.
We help our customers create and
deliver digital experiences through
creative video production, building
TV Studios, event production and
webcasting, managing video
assets and developing mobile
and social applications.
08456 006 122
www.dreamtek.tv
drumBEAT Marketing
Stand Number 218
drumBEAT Marketing is a full
service digital marketing firm
with UK and US offices. We
have specialists in all disciplines:
search engine optimisation
(SEO), local SEO, pay per click
advertising (PPC), website
design & development, content
marketing, social media, branding,
marketing and advertising
01427 808 870
drumbeatmarketing.co.uk
DueDil
Stand Number 1576
DueDils sales intelligence platform
takes the pain out of B2B lead
generation. Identify, segment,
and connect with the right kind
of prospects in the right way,
at the right time.
020 3131 4394
www.duedil.com
Eden Videos
Stand Number 180
Eden Videos is an established
whiteboard animation studio
that specialises in producing B2B
marketing explainer videos.
08000 434 005
www.edenvideos.co.uk
EdgeVerve
Stand Number 228
EdgeVerve defines, develops, and
operates innovative cloud-hosted
business platforms and software
products, and offers them as
pay-as-you-use services. We focus
on realizing business outcomes
for our clients by driving their
revenue growth, cost effectiveness
and improved profitability.
+91 80 3952 2222
www.edgeverve.com
Ennovate Consulting
Stand Number 1582
Ennovate implement sales change
programmes based on strong
scientific principles. We believe
that people learn most from
careful observation of their own
work; we provide the tools to
observe, the techniques to learn,
and the motivational frameworks
to sustain change.
www.ennovateconsulting.ie
Elation Experts
Stand Number 1548
Elation Experts is a group of
sales experts which provides
sales, business growth, strategic
planning and training expertise
to businesses who are looking to
drive turnover and profit!
0117 965 2189
www.elation-experts.co.uk
Everyday Champion
Stand Number 326
Everyday Champion is a London
based SEO, digital marketing and
e-commerce agency. We help
businesses grow their revenues
by making you visible in Google,
YouTube & Amazon. We help
you be compelling & authentic so
that your potential customers can
connect with you, & optimise your
conversion process.
020 7846 0067
www.everydaychampion.com
Evosite
Stand Number 350
Evosite specialises in B2B and
B2C eCommerce, conversion rate
optimisation, business systems
integration, web design &
branding. Last year alone, Evosite
launched over 100 new websites,
attracting over 12 million visitors,
and their bespoke e-commerce
platform processed 10.5M worth
of transactions
01823 230 854
www.evosite.co.uk
Experian
Stand Number 230
Backed by Experians marketleading data and know how,
Experian B2B Prospector is
uniquely placed to help small
businesses like yours to grow their
operations. Knowing your data
is targeted means you can lower
costs and conduct campaigns with
confidence. Come say hello to
us at stand 230.
0870 012 1111
www.experian.co.uk
Fireworx Limited
Stand Number 291
Fireworx is a marketing agency
which helps clients grow quicker.
01202 559 559
www.fwx.co.uk
First Base Communications
Ltd
Stand Number 102
First Base is one of London`s
leading content marketing
agencies for B2B brands. We exist
to help clients be more effective
and get better results from their
marketing by creating great
content, lovely design, the best
digital technologies, analytics,
inbound acquisition and more.
020 3542 6644
www.hitfirstbase.com
FL1 Digital
Stand Number 268
FL1 Digital is a St Albans based
Web Design, Digital Marketing
and Training company
established in 2004.
01727 739 812
www.fl1digital.com
Flowbird Ltd
Stand Number 208
CRM & Marketing Automation
Agency - we help clients in
the selection and usage of
CRM systems. Our marketing
automation helps our client
to generate more enquiries
and retain customers. We use
ActiveCampaign Software for
our own CRM & marketing
automation platform and are
Certified Consultants
01233 280 557
www.flowbird.co.uk
ForceManager
Stand Number 1500
ForceManager is a fully-integrated
mobile sales management
software that instantly measures
and analyses all your sales activity.
Improving both your sales teams
productivity and performance, it
is the smart solution for sales reps
who work out of the office.
+34 931 173 886
www.forcemanager.net
FreshMail
Stand Number 150
Freshmails award winning email
marketing platform empowers
users with the tools for success.
With features such as marketing
automation, auto-responders
& campaign analytics we work
with our clients to deliver their
campaigns time and again. Come
& speak to us to see how we
can increase your ROI.
020 3598 5098
www.freshmail.com
39
FRONTLINE Selling
by Nisbet Associates
Stand Number 1510
Nisbet Associates provide B2B
professionals in all sales roles
with common tools, skills and
processes to improve productivity
and results Proudly representing
ValueSelling Associates and
FRONTLINE Selling.
+44 (0)1440 820384
www.nisbetassociates.com
Fudge Animation Studios
Stand Number 328
We are a full service animation
studio based in the UK. Our highly
respected team is noted for our
imaginative visual narrative,
humour and wit.
020 3322 4447
www.fudgeanimation.com
GatorLeads
Stand Number 1570
GatorLeads is a lead generation
software tool, identifying your
anonymous website and traffic
with real time traffic statistics. This
service provides live data feed,
page scoring, lead assignment,
company watch, daily reporting,
accurate company Matching
reports and much more.
01483 411 911
www.gatorleads.co.uk
Givvit For Business
Stand Number 130
Givvit for Business is the UK`s
first self-serve Treat platform.
Companies of any size can
instantly send a message along
with a Treat such as a coffee,
chocolates or even a takeaway.
For employees,clients or
customers, sending a Givvit goes
beyond an email and ensures
your message is heard.
03332 020 984
www.givvitforbusiness.com
Global Educ8tions
Stand Number 1530
Global Educ8tions Online Learning
College provides vocational and
professional courses for Sales,
Management and Enterprise.
Our courses are accredited
vocational and non accredited
professional, we also support
employers to source, train and
develop new and existing staffs.
0800 009 6994
www.globaleduc8tions.org
Golding Products Ltd
Stand Number 152
Golding Products Ltd is primarily
a supplier of professional grade
recording media and packaging.
We hold stock of a wide range of
high quality CDR, DVDR, USBs
and more! All items can be
branded and packaged to our
customers specifications here in
the UK. Talk to us today about
your requirements.
01952 606 667
www.goldingproducts.com
40
GrowthMatters
Stand Number 1578
Delivering frameworks, insights
and consulting - GrowthMatters
works with Sales Managers
worldwide to drive and sustain
the changes in behaviour they
expect from their sales resources.
GrowthMatters - the Authority in
Sales Management - because if
you don`t change the soil, seeds
will continue to produce the
same results.
01189 001 968
www.growthmatters.co.za
imapt
Stand Number 200
Absorbing, analytics & prospect
tracking, simple to use, easy to
understand. See visitors on your
website in REAL TIME, how they
interact with your website and
where youre losing them. Hourly,
weekly, monthly with insight
youre getting clear, simple
and meaningful insights at
your fingertips.
020 8123 4334
imapt.co.uk
Impact Digital Marketing Ltd
Stand Number 276
At Impact Digital Marketing
we`re taking a fresh approach
and delivering impressive results.
The key to our success is service
integration: when we tailor a
digital marketing strategy for you,
it will balance services in a way
that maximises your investment
and reduces unnecessary
expenditure.
020 7319 5007
www.impactdigital.marketing
Inbox Income
Stand Number 1596
If youve got a contact list, email
marketing should bring you
regular sales. Yet many people get
less business from emailing their
existing contacts than they could.
If youd like to know why, come
and see us to find out how to
transform your email marketing
and get more sales with less effort.
023 8000 1105
www.inboxincome.co.uk
Inbox Insight
Stand Number 318
Inbox Insight specialise in EMEA
lead generation and content
marketing campaigns. With
more than 2 million subscribers
across key European regions, we
help marketing and sales teams
generate new leads, whilst driving
brand awareness.
01962 835 950
www.inboxinsight.co.uk
indigoRiver
Stand Number 294
Were an award winning
creative communications agency,
specialising in everything from
branding to animation. But thats
enough about us, its you we
want to listen to. Come and see
us to have a chat, we dont use
business-isms, but just promise
to keep it real.
01527 757010
indigo-river.com
Infinity Tracking
Stand Number 270
Infinity is an advanced call tracking
& call management solution
delivered from the Infinity Cloud.
It allows you to measure which
marketing channels generate calls
& gives insight into every touch
point of your customer`s journey,
providing actionable data about
your customer & marketing spend.
0808 278 4723
infinitycloud.com
LeadFinch
Stand Number 1630
LeadFinch automates lead
generation. It saves sales teams
hours every day by uncovering new
leads. The software uses machine
learning techniques to identify
companies that are mathematically
similar to existing customers.
Increase efficiency, save time,
and find perfect leads.
+44 (0)20 3389 8872
leadfinch.com
InsideSales.com
Stand Number 1600
InsideSales.com offers the
industrys leading sales acceleration
platform built on Neuralytics, a
predictive and prescriptive selflearning engine that drives revenue
growth by delivering an optimized
experience for both salesperson
and buyer.
0118 990 1340
uk.insidesales.com
Libris
Stand Number 1590
InsightBee
Stand Number 182
InsightBee helps marketing
professionals eliminate the clutter
on business insights. Visit our
stand and we will show you how:
Our technology delivers qualified
leads targeted to your firms sales
objectives and our analysts provide
high-quality, actionable insights.
020 3695 5555
www.insightbee.com
Konstructive
Stand Number 134
Konstructive is a leading digital
design and build agency with
clients including Rolls-Royce plc,
Berwin Leighton Paisner, Bird&Bird,
DCA Design International and
Lambert Smith Hampton. We
have proven expertise in delivery
engaging and business orientated
websites on Drupal, LavaSuite &
Magnolia.
02072922700
www.konstructive.com
Lead Forensics
Stand Number 1436
98% of B2B website visitors don`t
enquire; we tell you who they
are. Discover which anonymous
businesses have visited your
website and access their full
contact details so you can generate
more leads, maximise your online
ROI and reach sales leads before
your competitors.
020 3131 3253
www.leadforensics.com
Leadfeeder
Stand Number 1486
Leadfeeder turns Google Analytics
into a sales tool and automates
your B2B lead generation process
uncovering your unknown
website visitors. Understand your
prospects online behaviour with
Leadfeeder for better sales.
+358102792949
www.leadfeeder.com
Local Exposure
Stand Number 144
Local Exposure is a Google
Street View Trusted Agency
certified to undertake Street View
business photography within
the UK. We have an established
national network of technicians
servicing from the smallest local
independents to the largest groups
at cost effective prices.
01157 180 365
trustedphotography.co.uk
Mailjet
Stand Number 178
Mailjet offers an all-in-one
platform for sending marketing
and transactional emails, including
a responsive email editor, an easily
integrated API which is available
in several programming languages
and SMTP relay software. The
solution offered by Mailjet caters
to both large and small businesses.
www.mailjet.com
MAINFRAME
Stand Number 110
Mainframe is a team
communication tool that extends
across multiple companies. Quick
instant chat with colleagues.
Unlimited file sharing. Clear
assignments distributed through
messages sent. Decrease the
amount of meetings and the
amount of emails to your inbox.
Enjoy work life.
www.mainframe.co
malt.
Stand Number 124
Video content that works
020 7033 2812
www.maltfilms.com
MarketMakers
Stand Number 1426
MarketMakers is a business built
on brilliant people. Our clients
come to us because they know
that B2B telemarketing isn`t
a numbers game. It`s about
engaging, intelligent phone
dialogue that takes unqualified
business prospects and converts
them into high quality sales
opportunities.
0845 485 1164
www.marketmakers.co.uk
MJ Exhibitions Ltd
Stand Number 126
MJ Exhibitions is a family run
exhibition stand specialist
committed to quality and
customer service. We understand
that our clients and their needs
are unique and so we put our
all into providing our business
partners with a personalised and
approachable service. Get the
image your company deserves.
01892732157
www.mjexhibitions.com
Media Orb
Stand Number 126
Here at Media Orb we have many
years of experience in building
innovative websites that meet
the customers needs, whether
that`s building a static, content
managed, or a full e-commerce
solution website.
01278 450 312
mediaorb.co.uk
Modeaweb Limited
Stand Number 310
Modedaweb are an inbound
marketing agency specialising in
delivering marketing automation
via the Hubspot platform to
businesses in financial, technology
and construction and property
related industries. With over 14
years experience, we are the
only inbound agency focused on
finance in the UK.
020 3637 4425
www.modedaweb.co.uk
Momentum Sales
Solutions Limited
Stand Number 1550
A sales transformation
organisation, Momentum helps
organisations create a culture of
sales excellence from recruitment,
training & coaching to social
selling. Momentum`s unique
framework is based on adding
value & is the UK`s Objective
Management Group partner
& `Go-Giver` Licence holder.
01484 907084
www.momentumss.com
Narrative Glue Productions
Stand Number 241
VISUAL STORYTELLING - Narrative
Glue is an exciting production
company with the sole aim of
creating high quality, innovative
videos and films for your brand
and business. We work with
clients across all industry sectors
producing content for online
digital and broadcast distribution
01494 675 951
www.narrativeglue.com
Native Web Limited
Stand Number 220
NewVoiceMedia
Stand Number 1420
NewVoiceMedia powers
customer connections that
transform businesses globally.
The leading vendors customer
contact centre and inside sales
platform revolutionises the way
organisations connect with their
customers worldwide.
0207 785 8888
www.newvoicemedia.com
No Magnolia
Productions Ltd
Stand Number 238
We create video, animation and
motion graphics for large and
small organisations, ranging
from large entertainment and
media groups (Sky, The O2, The
Guardian) to charities (Christian
Aid, Elifar Foundation, Ocumel
UK) and education & technology
companies (Pearson, OUP, Sire,
TrustID, Rackspace).
01183 243 500
www.nomagnolia.tv
On24
Stand Number 279
The ON24 Webinar Marketing
Platform helps companies generate
& qualify sales-ready leads with
live and on demand webinars
that provide detailed analytics
on customer engagement,
accelerating the buying cycle and
driving sales.
020 3178 2660
www.on24.com
Oxford College of Marketing
Stand Number 132
Oxford College of Marketing
is a leading marketing college
with over 20 years experience in
delivering outstanding practical
sales and marketing qualifications.
We also provide industry-leading
one-day and online short courses
to enable individuals to enhance or
refresh their knowledge.
01865 515 255
oxfordcollegeofmarketing.com
Parker Software Ltd.
Stand Number 1430
Were Parker Software, and we
offer an entirely new approach to
digital engagement, service and
operation. Weve built a hybrid,
fully integrated software suite that
eliminates the need to invest in
multiple solutions - covering all
your digital transformation needs
within a single platform.
01782 822 577
www.parkersoftware.com
Parkes Print & Design
Stand Number 1402
Exhibition services, design, stand
hardware to purchase/hire/Loan,
graphics, portable displays and
accessories.
+44 (0)1767 603930
parkesprintanddesign.com
Passle Ltd
Stand Number 330
Passle is a digital marketing
platform designed around the
needs of the busy experts at the
heart of knowledge businesses.
We enable time-pressured
specialists to create online content
that demonstrates their expertise.
We make it easy for them to
publish and share this content with
clients and prospects.
01865 366 051
home.passle.net
Peridigital
Stand Number 212
Peridigital provides digital
marketing solutions to B2B and
service businesses to capture more
leads, connect with prospects and
retain existing customers. Using
inbound and outbound digital
marketing strategies and tactics,
we help your business achieve its
online objectives.
01908 533 252
www.peridigital.co.uk
Stand Number 1560
Phil Olley is the author of
`RESULT! and the UK`s leading
speaker on professional focus and
peak performance. He works with
business people and sales teams
throughout the world to help
them get out of the quagmire,
generate fresh results and stepchange profitability.
0800 043 5403
www.PhilOlley.com
Pi Datametrics
Stand Number 240
More data, more depth, more
analysis from anywhere in the
world. Pi Datametrics is a content
optimisation and performance
platform like no other, Pi enables
corporations to significantly
increase traffic, make PPC cost
savings and drive sales globally.
020 3371 3930
www.pi-datametrics.com
Pink Lizard Promotions
Stand Number 120
Promotional Merchandise
Specialists. We can provide you
with the advice and ideas on
how to get the best ROI on your
merchandise so come and have
a no obligation chat with us and
claim your money saving vouchers
aswell.
01362 693 710
pinklizardpromotions.co.uk
premier sports uk ltd
Stand Number 128
we are specialise in custom
made footballs/rugby/tennis/cricket
balls and sports wear. We are
serving sports and promotional
advertising gift industry since
1991.we manufacture/print/
design as per our client choice,
our service, price and quality is
unbeatable, guaranteed.
020 8553 4648
www.premiersports.org
Prezi Inc
Stand Number 360
Prezi is an online presentation
software used by more than
60M people around the world.
Designed for Marketing and Sales
people to pitch stronger and close
more business. For help with
being a better presenter visit
www.plancreatedeliver.com
0031 625 434 934
www.prezi.com
Protocol Global Limited

Stand Number 368
Protocol empowers professional
marketers to optimise their
demand centres, design bestin-class demand generation
programmes, deliver operational
excellence and leverage the latest
marketing technologies. Through
our mix of hands-on consulting,
training, workshops, coaching
and advisory services
020 3755 3511
www.protocol.global
PRYSM Group
Stand Number 112
PRYSM Group is the UKs fastest
growing independent B2B trade
exhibition organiser. With an ever
expanding portfolio, PRYSM has
earned a reputation for creating
industry-leading exhibitions
that provide exhibitors with
ROI and visitors with the
foremost in information, advice,
and opportunity.
0117 930 4927
www.prysmgroup.co.uk
Radioville
Stand Number 105
Radioville is the UK`s leading
radio creative agency and has
worked with many brands such as
Autoglass, PizzaExpress, Screwfix,
Coca-Cola, Nationwide and Lexus.
If you`d like to know how radio
can boost the effectiveness of
your marketing strategy,
visit us at stand 105.
020 7534 5999
radioville.co.uk
Redspire Ltd
Stand Number 1478
Redspire are a Microsoft Gold
Certified Partner for CRM Online
services. Established in 2003
Redspire has helped a wide range
of clients develop CRM strategies
to achieve key business objectives
by understanding their core
business processes.
0845 226 8170
www.redspire.co.uk
Refract
Stand Number 1450
Refract helps managers and
coaches improve performance on
calls, online meetings and demos,
without needing to be present.
Key moments can be tagged,
simply skipping between
`coachable moments` to
collaborate and deliver praise,
ideas and corrective feedback.
0800 689 1096
www.refract.tv
ResponseSource
Stand Number 192
ResponseSource provides easyto-use tools that connect PR
professionals and businesses to
journalists, enabling them to give
stories relevant coverage - quickly
and easily. Media relations tools
include: media database, journalist
enquiry service and press release
distribution.
0345 370 7777
www.responsesource.com
41
Red Flag Alert

Stand Number 122
Red Flag Alert is the UK freshest
business database. Our Database
hold over 6 million live business
records from PLC through to non
ltd. So no matter what size of
business you target we have you
covered. Red Flag Alert gives sales
and marketing professionals the
ability to do better business.
0844 412 6699
www.redflagalert.com
Sales Coaching Solution Ltd

Stand Number 1488
Sales Coaching Solutions provides
bespoke sales and customer service
training and coaching for SMEs.
They equip business owners and
sales personnel with the vital
skills needed to sell their products
or services successfully and
confidently, ultimately enabling
them to maximise sales.
01249 443 023
Retriever New Business

Stand Number 1584
Retriever helps B2B companies
grow through sales. We consult,
solve problems and generate leads.
For over a decade Retriever New
Business has been helping clients
open new doors, build stronger
relationships and generate
more income.
01285 771 111
retrievernewbusiness.co.uk
Salesbox CRM
Stand Number 1526
Salesbox CRM is the predictive
CRM and mobile CRM for those
that want to be successful in sales.
With Salesbox CRM you can also
trust the CRM data and CRM
forecasts since they build on facts
and not guesswork.
www.salesbox.com
Rock
Stand Number 1490
Were Rock, a B2B content
agency that helps businesses find,
influence and retain clients online.
Specialising in corporate sector
communications, weve helped
businesses such as Aon, Investec,
Vodafone and Direct Line market
some of their most complex
products and services.
www.xponodigital.com
SalesOptimize
Stand Number 1480
SalesOptimize is a market sizing
& lead generation platform
powered by deep web analytics.
You can identify your future
customers in seconds. We`re
bringing lead generation to
a whole new level with our
revolutionary B2B eCommerce
search engine that takes the
hard work out of finding new
customers.
+ 353 1 6599292
www.salesoptimize.com
RSVP Call Centres

Stand Number 170
RSVP are a London based sales
and service agency specialising
in campaign creation and
consultancy, providing proactive
strategies and solutions that
generate real business growth.
0207 536 3500
www.rsvp.co.uk
SalesSeek
Stand Number 1538
SalesSeek - Bringing together
essential sales and marketing tools
for growth-focused businesses.
020 3514 2513
www.salesseek.co.uk
Stand Number 1476
At S-Academy we do sales
differently. Out are boring, stuffy
sales training courses. In is a
fresh, energetic and fun way of
motivating your team, improving
performance and building a better
sales capability, that produces
outstanding results every time.
Discover our proven approach
at stand 1476.
0203 826 8093
www.welovesales.co.uk
Salamandra Design
& Digital LTD
Stand Number 374
Conveying complex messages
through Animation, Brand and
Web, Salamandra is a creative
marketing agency with an award
winning team that has worked
with leading brands both locally
and internationally.
01753 449 665
www.salamandra.uk

Stand Number 1632
Seller Performance are sales
professionals with great credentials
in training, coaching recruiting and
the expert use of psychomteric and
behavioural profiling - passionate
about selling, and passionate
about people. Visit our seminar
and stand to see how to unlock
the power of Adaptive selling.
07720 948 201
sellerperformance.co.uk
Showpad Ltd
Stand Number 1678
Showpad`s sales enablement
platform guides every sales
interaction by pushing the best-fit
content in the right context to
sales reps and partners on any
device, so they can sell anytime,
from anywhere. Powerful reporting
around content usage and
productivity aligns efforts toward
revenue goals.
020 3808 4049
www.showpad.com
Signals
Stand Number 1452
Flexible, experienced, skilled,
smart, and creative team 25th
anniversary, established business
with a superb reputation and
references from long term clients
200+ years of team experience in
developing and marketing digital
technology, ensures we create
smart solutions.
01491 571812
www.signals.co.uk
42
Simply Sales Jobs

Stand Number 1562
Simply Sales Jobs specialises in
advertising 1000s of the latest
sales jobs including telesales
jobs, sales jobs in London, sales
manager jobs and sales assistant
jobs. All levels of sales are covered
throughout the UK with sales
jobs from leading sales
recruitment companies, sales
firms and direct employers.
01772 639 042
www.simplysalesjobs.co.uk
Sleeping Giant Media
Stand Number 190
A multi-award winning, specialist
search and social marketing
agency. Offering our clients a
superior service in every way.
Providing integrated search
marketing solutions to a broad
range of sectors. Above all else, we
strive to maintain an outstanding
level of service to our clients.
01303 240 715
www.sleepinggiantmedia.co.uk
Smart Insights
Stand Number 114
Do you need a customised B2B
digital marketing strategy?
You can create it yourself with
SmartInsights.com, a great-value
learning resource that helps
businesses Plan, Manage and
Optimise their digital marketing
with templates, guides and online
learning. Visit our stand to grab a
free template.
0113 819 8820
www.smartinsights.com
SMART Way Forward
Stand Number 1520
SMART Way Forward is a
specialist sales management and
training consultancy which works
predominantly within the sport,
leisure, health and fitness industry
around the UK. Our services
include bespoke management
training, sales training,
customer service training, coach
development & CPD workshop
01438 227 563
www.smartwayforward.co.uk
Sociabble
Stand Number 210
Sociabble is an employee
advocacy platform that aggregates
company and third party content,
and empowers employees as
ambassadors by allowing them
to share on their own social
networks. This sharing activity
amplifies the visibility of content on
social networks, and among your
target audiences.
+1 (917) 725 4101
www.sociabble.com
Stampwood
Stand Number 300
Stampwood are marketing
automation specialists.
We understand best practices
and can avoid common pitfalls
- helping you achieve the
highest ROI from your marketing
automation solution.
01202 805 655
www.stampwood.co.uk
Step Forward
Stand Number 109
Step Forward is a high quality
12-month Level 3 apprenticeship
programme for 18 year old school
leavers in London. We provide
great candidates and flexible
pathways to match your hiring
needs, while also diversifying your
workforce. Step Forward is run
by a national charity called The
Challenge.
0203 793 7333
stepforward.uk.com
Stormburst Studios
Stand Number 1580
Stormburst Studios sales
performance & contest
management platform is the
tool you need to inspire and
engage your sales team to new
heights. Run effective real-time
contests with actionable analytics
for your team to help them
smash their targets.
07411 740 073
www.stormburststudios.co.uk
Stormpress
Stand Number 236
Stormpress is a full service printing
company made for busy marketers.
Well be showcasing: Our web to
print software. How special print
finishes like foiling and embossing
add value. And how we cover the
direct mail channel.
01392 660099
stormpress.co.uk
Strategy to Revenue
Stand Number 1594
STR provides cutting edge
solutions designed to accelerate
sales productivity and revenue
- including a SaaS-based sales
effectiveness platform, sales
competency modelling, sales
management development,
and e-learning solutions.
01753 245 543
www.strategytorevenue.com
StudyCourse
Stand Number 1462
StudyCourse.org is an educational
platform specialising in agency
recruiter courses, HR courses, and
in-house recruiter courses. Courses
vary from completely online to
blended online along with face
to face learning. Short courses
include various aspects of HR,
Sales and Management Courses,
Recruitment Process Outsource
Courses, and starting a new
recruitment business.
0871 288 2108
studycourse.org
SuccessFlow Limited
Stand Number 114
SuccessFlow help organisations
develop and implement a
robust digital strategy using
the Smart Insights RACE Planning
framework. We build and optimise
platforms to align your sales
and marketing teams.
0845 680 5409
www.successflow.co.uk
Surface 2 Air Media

Stand Number 282
Surface 2 Air Media Ltd is a
unique blend of skilled/licensed
professionals whose sole
purpose is to create dynamic and
breathtaking cinematography for
a whole range of clients. We offer
many services ranging from full
video productions to 360 degree
Virtual Tours from both the
ground and air.
0343 455 1066
surface2airmedia.co.uk
SVM Global
Stand Number 1536
SVM are a leading global reseller
and distributor of corporate gift
cards providing eCodes and
gift vouchers for the B2B and
corporate gifting market. eGifts
and Gift Cards have a positive
effect when used as sales or
marketing incentives, to reward
employees, to motivate 3rd
parties / resellers.
01709 303102
www.svmglobal.com
Textlocal
Stand Number 338
Textlocal is the UKs leading
provider of mobile messaging for
businesses. Our award winning
platform enables every business
to instantly reach their customers,
contacts or clients in seconds. We
work with 165,000+ clients large
& small delivering a staggering
40,000,000 texts per month.
01244 752 299
www.textlocal.com
The Institute of Direct
and Digital Marketing
Stand Number 376
The IDM is a modern, forwardlooking institute, alert to new
and emerging applications of
technology in marketing. It
is dedicated to keeping the
profession abreast and skilled
in new techniques, new media
and new practices.
020 8977 5705
www.theidm.com
Tableau
Stand Number 388
Data is everywhere. But most of
us struggle to make sense of it.
Tableau Software lets anyone
visualise data and then share it on
the web, no programming needed.
It`s wicked-fast, easy analytics.
020 3310 4600
tableau.com
The Marketing Pod

Stand Number 234
The Marketing Pod are a multi
award winning, B2B marketing
agency offering a range of
marketing solutions, from
planning and strategy to PR
and social media. We believe in
a down-to-earth, integrated
approach to marketing that
delivers businesses tangible results.
01564 742 848
www.themarketingpod.co.uk
Tail Wind Media

Stand Number 232
Tailwind Media is a creative
visual production agency, with
offices based both in London and
St Neots near Cambridgeshire.
Our work ranges from internal
communications and engagement,
to promotional films, and visual
social media campaigns.
02070121774
www.tailwindmedia.co.uk
The SAVO Group

Stand Number 1652
SAVO is the leader in the sales
enablement market having
pioneered the sales enablement
category since its founding in
1999.
+44 (0) 7575 310130
www.savogroup.uk
Team Tactics
Stand Number 382
For over two decades Team Tactics
have been a leading provider of
unique corporate team building
events and client events in and
around London and the UK. We
love creating innovative corporate
team building solutions as well as
Corporate Hospitality at the UK`s
major sporting and cultural events.
01227738280
www.teamtactics.co.uk
Text Global
Stand Number 278
Text Global is one of the UKs
leading mobile messaging service
providers. Our customers have sent
millions of bulk messages using
our easy to use self-serve platform.
We are continuously developing
our product offering to remain
at the cutting edge of the mobile
messaging industry.
01793 420 424
www.textglobal.co.uk
TopLine Comms
Stand Number 316
Generating quality leads, increasing
website traffic, achieving thought
leadership - many agencies will tell
you these things are easier said
than done. But TopLine is not like
most agencies. We get results.
020 7580 6502
www.toplinecomms.com
Trashalamode
Stand Number 316
Trustpilot
Stand Number 109
Trustpilot is an open review
community that builds trust
and transparency between
consumers and businesses.
020 3630 0750
uk.trustpilot.com
Umbrella Marketing
Stand Number 1444
A well-balanced mix of experience
and fresh talent from a range of
marketing disciplines has been
combined to form the Umbrella
Marketing Team: we draw the
best in experienced marketing
professionals, blending them
with the freshest graduates and
apprentices so you benefit from
the enthusiasm of new talent.
01244 515 569
umbrellamarketingteam.com
UnDelay.io
Stand Number 290
Create device specific landing
pages quickly, easily and without
a developer. Test multiple
variations by device. Use powerful
features like click to call, click
to scroll navigation and sticky
headers/footers to decrease
bounce
rates and dramatically increase
mobile conversions.
04804091080
The MarketingSPA Limited

Stand Number 142
The little marketing agency with
big ideas that delivers! Call us old
fashioned but we listen to our
clients and understand their needs
first so we can live and breathe
your business. Our refreshing
approach takes you on a pampered
journey of SPA treatments that
leave you feeling inspired.
01483 776 991
www.themarketingspa.com
Veoo
Stand Number 378
Veoo was created by mobile
industry experts to deliver business
value to companies via the medium
of mobile. Created by a team that
draws on 70+ years of experience;
one that understands the needs
and business challenges in a world
of multi-faceted communications.
020 7580 3860
www.veoo.com
TLF Research
Stand Number 284
TLF are a UK based customer
experience consultancy specialising
in customer insight. Through our
extensive research and industry
knowledge we can help your
business understand and improve
your customers experience with
your brand.
01484 517 575
www.tlfresearch.co.uk
Web Behaviour Specialists

Stand Number 133
WBS is a London-based digital
marketing agency, providing
services including PPC, SEO,
Social Media advertising and Web
Analytics. Our multilingual team
helps brands around the world run
their SEM campaigns efficiently
and consistently.
020 3766 0852
www.web-behaviour.com
Win Apps Factory

Stand Number 115
Winapps Factory helps businesses
plan define & manage their mobile
ecosystem, providing insight,
inspiration and the physical
development of intelligent business
focused solutions. Working at
a strategic & operational level,
we deliver IOS, Android &
Windows applications.
020 3239 1780
winappsfactory.com
Wing Lee Creative Ltd
Stand Number 358
Worldwide Product Sourcing and
Promotional Gifts for some of the
worlds largest brands. Whether
you require an advertising gift
to mail out to your prospects,
corporate gifts for staff retention
or an annual give-away for your
customers, we can provide a
promotional product to suit your
needs.
01438 750 333
www.winglee.co.uk
Wise me up Ltd
Stand Number 1472
Tailored sales skills training
solutions that will improve the
bottom line. We work with sales
managers & sales people in all
arenas including customer service
and retail. We design, deliver and
then make sure there is a follow up
process. Our focus is on sustaining
greater results for longer.
07976 737 735
www.wisemeup.co.uk
Write My Site
Stand Number 302
Write My Site is a 10-year-old
copywriting agency that has
built its reputation as a specialist
provider of B2B content. Formats
range from web copy and blog
articles through to technical guides
and white papers, but the goal
is always to write content that
appeals both to people and
search engines.
020 8819 9535
www.writemysite.co.uk
Xcel Sales Ltd
Stand Number 1506
We are a new breed of agency;
we live and breathe professional
selling to accelerate your
business growth.
01184 021 440
www.xcelsales.co.uk
Top Sales World

Stand Number 1614
Top Sales World is a unique
location dedicated exclusively
to the profession of sales and
our primary objective from day
one, has been to redefine the
parameters governing sales
team performance.
topsalesworld.com
43
Power Dialer with Call Recording

Increase sales immediately
Retain outbound proactivity

Automatic call logging
The Actimizer Dialer solution helps sales organizations increase

and retain sales efficiency and track all call activities automatically
down to each minute.
Sales organizations make 100 million+ outbound calls per year
with Actimizer and they trust us for Scandinavian stability and
quality of service.
Let us show you how it works. Visit us at stand 1408.

www.actimizer.com | +44 (0)2036 301571 | info@actimizer.com
and theyre
set to show
exactly
what they
can do for
your
business at
the Sales
GatorLeads have been taking the technology world by storm with their lead generation software. Their forward-thinking web solutions have
strengthened both B2B sales and marketing, and theyre set to show exactly what they can do for your business at the Sales Innovation Expo.
GatorLeads features include:
Who is on your website?

GatorLeads will identify the companies and individuals visiting your website and enable you to track them
using lead nurturing and PURL tools.
Lead scoring ranking and scoring your website leads based on their journey so you can
identify which leads are sales-ready
Where do your leads come from?
Contact Information purchase your leads email addresses and contact them directly
GatorLeads will identify the companies visiting your website from usually unidentifiable channels such as
PPC, social and more (without them filling out a form)!
Private database so you will get a higher match rate than any other lead generation
company
What do you do with your leads?
Visitor tracking so you can identify how effective your user journey is
One to one email tracking track your individuals journeys from your email campaigns and
give them targeted communications
GatorLeads offers tons of tips on how to approach your leads. Find your perfect contact at the
organisations visiting your website & purchase the email addresses of your target key decision makers.
Nurture your not so sales ready leads using our lead nurturing leads.
Only 3% of leads identify

themselves on websites, but
around 50% of visitors are
potential leads. So GatorLeads
designed technology that
shows you who your leads are
and how you can contact the
individuals directly.
Only 10.5% of leads will

respond to your sales email.
Using GatorLeads lead
nurturing tools ensures your
leads are ready for your sales
pitch and on average
nurtured leads make 47%
larger purchases.
Leads followed up within 5

minutes are 9 times more
likely to convert to sales. The
average consumer attention
span has dropped to just six
seconds. With IP technology
you can jump on your leads
before they move on.
Contact us for your Free 14 day Trial to see youre for yourself.
info@communigator.co.uk 01583 411 911 www.gatorleads.co.uk
Identify, deliver and increase

your website revenue with
GatorLeads. With their lead
generation technology you
can generate and nurture
new business into sales ready
leads and paying customers.
EXHIBITOR A - Z
3degrees Social
1412
Actimizer
1408
AdTube
agent3
Akero Labs
Alison Edgar MD Sales Coaching
Solutions
198
320
1488
1510
Fudge Animation Studios
328
Givvit For Business
130
Global Educ8tions
1530
Golding Products Ltd

GrowthMatters
152
1578
Anicca Digital Ltd
140
imapt
200
Arkevista
266
Impact Digital Marketing Ltd
276
Azquo
364
Inbox Income
1596
Bid Perfect Ltd
1498
Inbox Insight
318
Bisc Technologies Ltd
1528
indigoRiver
294
bpma
160
Infinity Tracking
270
Brandz Ltd
308
InsideSales.com
1600
Breathe Creative
222
InsightBee
Bullhorn
312
Lead Forensics
1436
Businessworx Ltd
139
Libris
1590
CallPro CRM
1598
182
Local Exposure
144
Clickoo UK
280
Mailjet
178
Club Row Creations
384
malt.
124
Club Wembley
Cognition
1400
188
MarketMakers
1426
Media Orb
126
310
CommissionCrowd
1410
Modeaweb Limited
Data Driven ERA
1442
1550
Digital Doughnut
220
Momentum Sales Solutions

Limited
Digital Marketing Institute
356
Narrative Glue Productions
241
Digital Web World Ltd.
298
Dreamtek LTD
drumBEAT Marketing
DueDil
Eden Videos
EdgeVerve
Elation Experts
Ennovate Consulting
Everyday Champion
Evosite
Experian
Fireworx Limited
FL1 Digital
Flowbird Ltd
ForceManager
FreshMail
46
162
FRONTLINE Selling by Nisbet

Associates
336
218
1576
180
228
1548
1582
326
350
230
291
268
208
1500
150
NewVoiceMedia
1420
No Magnolia Productions Ltd
238
On24
279
Parker Software Ltd.
1430
Passle Ltd
330
Peridigital
212
1560
Pi Datametrics
240
Pink Lizard Promotions
120
premier sports uk ltd
128
Prezi Inc
360
Protocol Global Limited
368
PRYSM Group
112
Radioville
105
Redspire Ltd
1478
Refract
1450
ResponseSource
192
Retriever New Business
1584
Rock
1490
1476
Salamandra Design & Digital LTD
374
Sales Coaching Solution Ltd
1488
Salesbox CRM
1526
SalesOptimize
1480
SalesSeek
1538
1632
Showpad Ltd
1678
Simply Sales Jobs
1562
Sleeping Giant Media
190
Smart Insights
114
SMART Way Forward
1520
Sociabble
210
Stampwood
300
Stormburst Studios
1580
Strategy to Revenue
1594
StudyCourse
1462
SuccessFlow Limited
114
Surface 2 Air Media
282
SVM Global
1536
Tableau
388
Text Global
278
The Institute of Direct and Digital

Marketing
376
The Marketing Pod
234
The MarketingSPA Limited
142
TLF Research
284
Top Sales World
1614
TopLine Comms
316
Trustpilot
206
Umbrella Marketing
1444
UnDelay.io
290
Veoo
378
Web Behaviour Specialists
133
Win Apps Factory
115
Wing Lee Creative Ltd
358
wise me up Ltd
1472
WOW Analytics
1570
Write My Site
302
Xcel Sales Ltd
1506
FLOOR PLAN
The IDM Training
Academy
Keynote Theatre 1
Top Sales World Auditorium
388
384
378
382
380
374
Conversion Boost
Masterclass
350
338
336
300 302
358
364
356
368
376
1614
360
1640
330
306 308
328
326
320
310 312
1678
1642
Mapping Critical
Sales Competencies
Masterclass
316 318
1650
1630
1622
1632
1652
Using Data Science

To Power Business
Growth Masterclass
Top Sales
World VIP
Lounge
1562
Theatre 8
Networking
Area
280
294
290
284
1594
1596 1598
298
291
282
279
1590
1592
260
266 268
270
276 278
1584 1583
Press
Area
1600
Keynote
Theatre 2
1582 1580
1570
1576 1578
Sales
Office
241
238
236
240
234
232
212 210
218
222 220
208 206
202 200
170 172
178
180 182
144
152
142
150
Networking
Area
230
1548
1550
1538 1536
1530
1527 1526
1508 1520
192 190
1490 1492
1498
1500 1510
1560 1506
188
1488 1486
1478 1476
1472 1462
Secret Formula For Sales

Success Masterclass
Mastering B2B Social

Selling Masterclass
Theatre 3
Theatre 7
228
198
1480
Theatre 4
B2B Facebook
Strategy Masterclass
162
160
140
105 109
139 130
104
Theatre 6
Lead Forensics
Masterclass
The Hive
128 146
126
124
120
122
102
132
100
135 133
112
114
134
110
115
1436
1444
1452
1442
1450
1430
1426
Using The Cloud To

Close Faster Masterclass
1420
Theatre 5
1400 1402
1408
1412
1410
How To Build A
Freelance Sales Team
Masterclass
SALES
INNOVATION
VISITORS
ENTRANCE
E X P O 2 0 1 6
TOP SALES WORLD

Il Commerciale
The Salesman
Wherever there is a salesperson.
47
Unlocking the
secrets of sales success

with Karen Dunne-Squire
Most businesses want to drive growth and increase profits in the most effective
ways possible. Some businesses seem to do this with ease, while others struggle.
Stand
1548
Why is this?
Keynote speaker, sales expert and entrepreneur Karen Dunne-Squire of Elation
Experts has used her 15 years experience of working with businesses of all sizes,
in all sectors, across the UK to create a proven system for delivering sales success
and she is happy to share her secrets with you.
At SIE 2016, Karen will be delivering two seminars and three workshops where
you will be able sample first hand her unique insight and measureable sales
model The Three Pillars of Successful Selling. This model focuses on the
three most important areas of successful sales: Activity, Process,
and Management.
Seminars
Supercharge Your Sales Performance A Proven Method
In this presentation Karen will share with you her unique and proven
methodology that is bringing genuine growth to UK businesses right now.
The Most Profitable Relationship You Will Ever Build
The customer journey can be powerfully influenced by great
marketing and in this seminar Karen will illustrate the impact
that a strong sales/marketing alliance can have.
Workshops
Conversion Masterclass - Crafting the
Perfect Sales Interaction
0117 965 2189
Being great at sales means

focusing on 3 key areas.
Be an expert in them all.
Focus on the change
that brings results.
Be unstoppable at selling.
Karen Dunne-Squire
www.elation-experts.co.uk
11th & 12th May 2016
49% of businesses never actually

follow up sales leads, with a further 25%
*
never making a second call. Why?
SMART Way Forward is a specialist sales,
management and training consultancy
working predominantly within the sport, leisure,
health and fitness industry.
We offer companies a unique proposition

of commercially focused services,
including bespoke sales training, customer
service training, Continuing Professional
Development (CPD), management training,
coaching and mentoring workshops, skills
development, strategic consultation and
sales support.
We are professional, expert, consultants,

experienced in the areas listed below.
People are the most important asset within

any company. Making sure you have the
right people, with the right skills, in the
right positions, sharing the same vision, is
an essential part of business success.
Advertising & Marketing
Let us help you and your company be the

best that you can be.
Sales Management
Motivation
Resource Management
Training
Management Training
Contact us on the details below to see

how we can help you and your business
stand out from the crowd.
Be the organisation that customers want to
work with first and aspire to consistently
exceed all their expectations.
Sales Training
Customer Service Training
Continuing Professional
Development (CPD)
Coach Development
SMARTWAYFO WARD
Your specialist sales, management, customer service & training consultancy
Registered address: 69 Knowl Piece, Wilbury Way, Hitchin, Hertfordshire SG4 0TY
web: smartwayforward.co.uk email: info@smartwayforward.co.uk
tel: +44 (0) 1438 227563 / +44 (0) 7980 300169
* Research from the Federation of Small Businesses
STORMBURST STUDIOS
STAND 1580
GAMIFY YOUR SALES

PERFORMANCE
Leave the whiteboards and spreadsheets in 2015 let Spirit
revolutionise your sales team through cloud-based gamification.
A combination of analytics and game-led design is guaranteed
to improve your bottom line, align your staff and deliver the
results you deserve.
Lets cut to the chase you want success.

The crucial factor in getting you there is
your team. Enabling your staff to create
their own successes and rewarding
them for doing so is key to having a
happy, motivated and productive team.
So why are out-dated methods for
encouraging these traits still in use?
Its almost guaranteed that any sales
environment will utilise a whiteboard and
a spreadsheet to record performance. Not
only do these methods of performance
monitoring take time to update, theyre
disengaging for your staff its no fun
having an invisible process to determine
what commission you receive! Its time to
let go of the past and embrace the digital
future; thats where Spirit comes in.
Spirit is a gamified engagement and

incentive platform for sales teams. Weve
taken inspiration from fantasy football to
develop an effective method of engaging
and motivating your staff. They pick teams
of co-workers who all earn points for
meeting metrics specified by you, promoting
engagement, healthy competition and
awareness of co-worker performance. Good
sales directors will manage their team, but it
takes a great one to lead them how can you
do that if youre spending hours of your day
entering data into a spreadsheet? Spirit reads
performance data directly from your CRM
system and with fully automated updates
running the show for you, you and your team
can spend more time congratulating your
staff for a job well done.

Enabling your staff to create their own successes and
rewarding them for doing so is key to having a happy, motivated
and productive team
CONTACT US
stormburststudios.co.uk
contact@stormburststudios.co.uk
+44 (0) 7411 740 073
Each contest you run within Spirit allows

you to target specific areas of your team.
Conventional sales motivation techniques often
focus on the top or bottom performers when
in reality its the core of your workforce that
can yield the greatest results. Tier-based and
team-wide rewards give everyone something
to aim for and they reinforce the collaborative
culture companies are desperate to encourage.
Whether you want to run one contest for your
whole team or several at once to promote
competition amongst individuals, Spirit can cater
to your requirements. And if it doesnt, tell us!
Were always developing the platform and with
your feedback it can only get better.
Theres plenty more to tell you about Spirit
so why not come and see it for yourself?
Weve been piloting the platform with several
companies since the start of 2016 and the
results have been fantastic. With a 30-day free
trial there is truly nothing to lose come and
have a chat at Stand 1598.
Stormburst Studios is a software
developer specialising in gamified
enterprise technologies.
With experience working in the video
games industry on notable titles such as
Angry Birds Go! and Heavenstrike Rivals,
the team has developed engaging and
intuitive user interfaces for millions of
users around the world.
They believe that video games have many
influential factors that can make a real
difference in businesses.
Their aim? To bridge the gap between
enterprise software and video games to
deliver engaging experiences that deliver
results for businesses in the UK.
8
18 88
o. 1
N o.
d N
an nd
StSta
STAND 1488
SALES COACHING
SOLUTIONS
Sales Coaching Solutions equip business owners and
sales personnel with the skills needed to successfully
sell their products or service, enabling them to
maximise sales, profits and growth.
SCS works in-house, alongside
the clients sales team,
training them according
to the companys unique
daily challenges. They
tackle customer behaviour
profiling, sales strategy and
leadership, lead generation
process, customer service,
and questioning techniques,
depending on the needs of
the customer. SCS increases
the sales teams confidence,
which leads to improvements
in staff morale, productivity
and motivation.
Alison Edgar, managing
director and founder of Sales
Coaching Solutions, has over
20 years experience within
the sales and customer service
industry internationally.
Earlier this year she was
nominated for the Lifetime
Sales Achievement Award
as well as winning special
merit at the Great British
Entrepreneur Awards for the
Service Industry 2016. She
has been voted one of the
UKs top 10 business advisors
by Enterprise Nation and is

often invited to Downing
Street to pass opinion on
small business affairs. Last
year, Alison was invited to
the Queens Garden Party
due to her contribution to
small businesses.
Marketingintelligence
intelligence
Marketing
thatunlocks
unlocksyour
your
that
salespotential
potential
sales
The course and training that

Sales Coaching Solutions
provide stems from the
experience that Alison has
gained throughout her years
in sales. They encompass a
threefold approach to sales;
behaviours, process and
strategy. They drive deep
into every clients unique
selling points and transform
it into a long-term,
successful sales plan.
Alison is also referred to
as The Entrepreneurs
Godmother for all her
help and time spent with
budding young talent and
start-ups. Launching in
2016, Alison is committed
to pushing her clients to the
limit by achieving the best
they can and more!

SCS increases the sales teams
confidence, which leads to improvements in staff
morale, productivity and motivation
Cognition specialises in helping businesses generate

Cognition
specialises
in helping
businesses
generate
sales
and profits
across multiple
sectors.
sales and profits across multiple sectors.
Our clients grew three times faster than their peers last year.
Our clients grew three times faster than their peers last year.
(Source: Grant Thornton)

(Source: Grant Thornton)
Our methods are, Powerful, Evidence-based & Effective

Our methods are, Powerful, Evidence-based & Effective
CONTACT US
Data &
Data
&
Market
Market
Insight
Insight
Branding
Branding
info@salescaochingsolutions.co.uk
01249 443023
0800 7810247
0800
7810247
Content &
Content
&
Creative
Creative
PR & Social
PR & Social
CONTACT US
insidesales.com
Naomi.higgins@insidesales.com
+44 (0) 118 990 1340
INSIDESALES.COM
STAND 1600
7 DATA-BACKED SALES
BEST PRACTICES
After 10 years of collecting sales data and using predictive technology, InsideSales.
com has found consistent patterns that have helped us determine the best practices
sales professionals can use to reach more people and achieve greater results.
1. Respond immediately
InsideSales.com researchhas shown
that when sales reps respond within
five minutes of an online inquiry versus
30 minutes, they get 21x uplift in
qualifications.
As of now, the average response time for
U.S. companies is about 38 hours. In the
UK, its a little faster at 24 hours.
Thats still well short of where it needs
to be.
2.Be persistent
Just as its important to respond quickly,
its also important to call often.
According to a recent InsideSales.com
response study, the average sales rep at a
U.S. company gives up on leads after an
average of 1.5 call attempts. In the UK,
its slightly better at 2.39 attempts.
However, both of those numbers are well
short of the ideal six to nine attempts.
The research shows that when a
salesperson calls within the ideal range,
they experience a 3x initial lift in contact
rates.
3. Establish a local presence

When you receive a call from an
unknown 1-800 or 0-800 number, do
you hurry to answer it? Probably not,
because you figure you dont know
the person calling and its just another

telemarketer.
Sales teams need to be where their customers
are. They should be using local numbers to
contact their customers.
InsideSales.com customers that adopt this
approach typically experience a 57% uplift in
connections.
4.Create a cadence
Most companies have no cadence strategy.
They havent made any attempt to create a
consistent outreach strategy to best follow up
with and contact potential buyers.
Our customer data shows companies that
adopt a 10-day outreach strategy typically see
a 26% increase in appointments set.
5.Motivate your staff

When organisations want to increase the
performance of their staff, they often turn to
spiffs as an added incentive.
However, studies show that spiffs arent
enough. In fact, if used too often, they
start to become expected and lose their
motivational power.
Instead, by incorporating real-time points and
leaderboards, sales teams can achieve a 38%
increase in sales activities.

InsideSales.com has
found consistent patterns that
have helped us determine the
best practices sales professionals
can use to reach more people
and achieve greater results
6.Hire smart with data

Would you trust your hiring decisions to a
coin toss?
Thats pretty much what most organisations
are doing. The data shows that recruiters hire
successful talent only 60% of the time.
Organisations should be using data to help
predict which candidates are most likely to be
top performers.
With data-driven decisions, InsideSales.com
customers have experienced a 2.5x lift in
hiring accuracy.
7.Analyse your pipeline

How do you know which deals are coming
down your pipeline? Are you going to hit
your targets?
Researchconducted by InsideSales.com
reveals that sales reps often delay committing
to winnable deals.
Sales reps tend to only commit to deals they
feel confident about, but that leaves a lot of
winnable deals uncommitted, especially early
in a quarter.
By applying data science to your sales
pipeline, you can make your sales forecasts
more accurate and actionable. Teams that
adopt this approach typically see a 3x lift in
forecast accuracy.
SELLER
PERFORMANCE LTD
CONTACT US
STAND 1632
UNLOCK THE POWER

OF ADAPTIVE SELLING
If youve read a new business book, done executive training, or attended a leadership summit recently, youve probably seen a slide, diagram, or animation of
the human brain. Excitement about neuroscience is high. Adaptive selling is how
it translates into the world of sales.
The number of departments or individuals
involved in the decision making process
of a major project means sales people
can no longer rely on textbook training
or the textbook customer to seal the
deal. Today, sales people need to possess
those chameleon-like qualities to adapt
their selling style according to the varying
environments and personalities which are
placed in front of them.
The truth is, sellers with the required
level of emotional intelligence to do this
instinctively are few and far between.
However, advances in neuroscience over
the last decade allows these skills to be
taught more effectively and empower
sales people to adapt consciously rather
than rely on often-misplaced intuition.
Sales people need a framework, a
shared language, and a high degree of
self-awareness of their own behavioural
profile.

Unlock the power of
adaptive selling. Become an
expert seller chameleon
There are many behavioural profiling

tools on the marketplace that do this and,
reassuringly, they all agree that there are
four behavioural styles or orientations
which we all possess. These orientations
are our window or perspective on the
world, characterised by our individual
values, needs, goals, attitudes, and
behaviours. Sales professionals can use
this insight to develop strategies for
personal development to capitalise on their
strengths, moderate their excesses, and
extend selling styles they neglect rather
than relying on preferred orientations or
ways of working.
Most powerfully however, they can also
learn to bridge to the profile of their
customers using adaptive selling techniques
to get a much clearer understanding of the
buttons they need to press and those they
need to avoid when fast tracking a sale
through to a successful conclusion.
Adaptive selling teaches clear rules of
engagement to use depending upon the
orientation of your customer to leverage,
not abandon, relationship selling. At each
funnel stage, whether you are prospecting,
qualifying, in discovery, covering the
bases, presenting, negotiating or closing,
there are techniques to use to adapt your

style to improve your sales numbers through
improved conversion ratios.
Use adaptive selling to:

Research and anticipate a customers

orientation to connect better
Qualify in or out of opportunities more
effectively
Identify those customers more likely to
adopt new products and services and
those who will only buy tried and tested
solutions
Phrase questions that will resonate
better
Position the value in a more targeted
way
Decide in which situations case studies
or testimonials work best
Pull the right levers when negotiating
Use the right closing techniques
All sales leaders are constantly looking for

a completive edge and real differentiation.
Adaptive selling leverages the one guaranteed
unique selling point every business possesses
their people.
sellerperformance.co.uk
mark@sellerperformance.co.uk
07720948201
Developing Your People,

Accelerating Your Growth
In the fast-paced world of sales, results
are instantly visible and measurable.
When performance falls short of plan,
there can be a tendency to knee-jerk.
Too many companies spend time and
money removing and replacing lacklustre sales performers when they could
be investing in targeted development
and coaching.
At Seller Performance, we do this via a
powerful process of psychometric and
behavioral assessment, recruitment,
training, and development, all supported
by world class tools.With our heritage
in successful sales performance leadership and proven training and coaching
expertise, we arm your business with
the right people and the right skills to
accelerate revenue growth.Whats
more, we demonstrate a measurable
return on your investment.
PHIL OLLEY UNLIMITED
STAND 1560
GUERRILLA TACTICS FOR

SALES BREAKTHROUGHS
CONTACT US
philolley.com
sharon@philolley.com
In unravelling the riddle of why some businesses, teams, and sales people are high
achievers and others not, it occurs to me theres a clue in another arena
When faced with dense jungle,

monsoons, disease, and difficult
communication infrastructure, the
regular army struggles. But the guerrilla
army thrives. In fact, its these adverse
conditions that create the opportunity.
In the business New World Order where
economic, political, sociological, and
technological changes are happening
ever more rapidly, businesses continue
to face a testing time: a veritable jungle!
And yet, for many businesses, teams,
and sales people, its an opportunity for
a revolution in the way they do things.
And for some its a necessity.
Why the Guerrilla approach is more
appropriate now than ever before:
If you dont start running your business,
your business will continue to run you.
Most business people start their business
to give them more freedom and control.
Yet so often these are the first things to
be sacrificed. Most sales people like to
be entrepreneurial in approach, but end
up stifled.
The stats dont lie: 97% of salespeople
fail to achieve their full potential; 96% of
businesses fail within ten years. Beyond
In 1999, based on
his own successes
(and following a lifethreatening experience),
he founded his business
performance coaching
practice. His clients
have included the likes
of Shell, Kelloggs, and
LOreal.
that, most are just surviving.

The business world is changing faster than
ever before. The quicksand of modern
business life makes it a real challenge to stay
focused on those key result areas that create
success.
Current world economics are both a threat
and an opportunity for any business. There is
now a flight to quality a desire amongst
certain customers and clients for top quality
professional service. They will pay a premium
for that. This is a huge opportunity. Yet very
few sales people and fewer businesses are
equipped to tap into that opportunity.
Just as in the changing business of warfare,
more often than not it is an unorthodox,
entrepreneurial approach which will make
a breakthrough rather than a traditional
approach. And whilst guerrilla literally
means little war, its not purely small
businesses which need to play the guerrilla
game. Large organisations would do well to
adopt the spirit of the entrepreneur. With
the world economy as it is they need to
achieve competitive results with reduced
resources, and that means getting the best
from their people.
Phils written
extensively in the
business press, hes a
best-selling author of
Counting Chickens
and his latest book
RESULT! has already
gone international.
Following an
exciting military
career, Phil Olley
started business life
in 1990.
01480 861569
This is not just about being unorthodox,

creative, a little bit out there. In fact, the
tactics and strategies required might surprise
you in their simplicity and effectiveness.
Being the company of yesterday is not
going to meet the challenges of today and
tomorrow. At every level in a business,
getting to the end of the week and thinking
Oh my God, where did the week go? is no
longer acceptable, and we all know it. Time
to employ guerrilla tactics
There are, in fact, just seven tactics to
deploy and space prevents going into these
in depth. Come along to Theatre 4 to find out
more.

A common error
is to treat your profile like
a CV and simply copy and
paste sections from your
resume. You should instead
see it as an opportunity to
give a rounded view of your
experiences
Hes no stranger to
the media, appearing
on BBC radio, and
contributing to prime
time TV he even
appeared on Channel
4s Richard & Judy
show a number of
times!
Phil is recognised
as one of the UKs
leading speakers
on focus, peak
performance,
and achieving
breakthroughs.
PARKER SOFTWARE
STAND 1430
SALES IN 2026:
STEP INSIDE
An endless stream of instantly qualified leads. An elegant flow of automated data
movement. A seamless, synchronised alignment between sales and marketing. This
isnt an idyllic dream for the future of sales this is reality and its happening now.
The scene in 2016

Your website is your company
showroom. Youve spent a fortune on
making it the best showroom available,
and youve taken pains to track the
customer journey as they browse.
After youve built your showroom to
perfection, youve allocated budget
to drive people there via SEO, banner
ads, PPC, etc. Youve paid for analytics
software and youve spent time taking
actions off the back of that data. And its
all been done beautifully.
But even with that effort, youre still left
with minimal customer engagement.
Youre still left with delays, errors,
lost leads, disparity between sales and
marketing teams, low conversion rates,
resource problems the list continues.
Stop. Take a shortcut into the

future of sales.
Want to know the identity of your web
leads as they browse? Weve cracked
that. Want those leads instantly synced
into a live dashboard, complete with all
available company house information?
Weve cracked that too. How about
seamless data integrations with your
database and telephony systems,
intelligent automated customer
engagement activities, live, tailored online
experiences, instant access to tier 1, 2
and 3 customers, advanced web analytics
in real-time all as part of a single suite?
Its been cracked.

Meet the Parker
Software solution. Weve
brought a futuristically
streamlined sales process
into 2016
Fast-forward to fast-tracked
conversions
Meet the Parker Software solution. Weve
brought a futuristically streamlined sales
process into 2016 (no time travel, just
next-gen technology). Well paint you a
picture of what that looks like.
Theres still familiar activities here: the

marketing team is still generating leads
for the sales team via an array of online
advertising, and the sales team is still focused
on converting those leads getting in touch
via an array of channels. But whats changed
is the mess that once existed in between
those points.
Our suite eliminates manual processes,
cutting out mundane middle-man admin
roles and delivering the right data to the
right people, at the right time. We can tell
you who is on your website as theyre on it,
and we can couple that with instant tailored
research. That data is pushed into your CRM,
and the relevant sales agent is notified. You
can reach out instantly via live chat, send an
automated email, or pick up the phone and
call using the contact details we connect
you with. Real-time analytics are pumped
to a live dashboard, your spreadsheets and
team collaboration tools are updated, and
CONTACT US
parkersoftware.com
sales@parkersoftware.com
0330 0882 943
we can even update your Outlook calendar.

Welcome to a future of simplified sales.
Put poor ROI in the past

Some companies spend 200k a year on
analytics. This only reports whats happening
in general and doesnt cover the granular
detail of who is on your website now, so
its of little value to salespeople. Some
companies spend on bridging software
to pull website data and move it into a
CRM, which can cost up to 80k p.a. With
high cost and delayed rewards, ROI is
questionable.
Not so with the Parker Software suite.
We offer a 360 solution that makes sales
enablement more elegant and efficient than
ever before.
Ready to step into a new era of digital ROI?
NEWVOICEMEDIA
STAND 1420
THE BUILDING BLOCKS

OF INSIDE SALES
VentureBeat recently profiled NewVoiceMedia as part of a macro overview of
the exploding inside sales market. One thing the article exposed was exactly
how diverse the offerings related to inside sales have become
There are tools for sales enablement,
sales research, sales communications
and the market continues to grow. But
why the sudden emergence of so many
competitors in the inside sales market?
To understand, it is important to look at
how sales has transformed in the past 25
years.
Back in the day, making a sale was

straightforward: you found the potential
customer, pitched the product, and closed
the deal. Today, customers are used to a
different selling process; they want a tailored,
data-driven approach. Theyre used to a
personalised experience. Theyre used to
convenience. And if a sales organisation
multiplying year over year, there is no

telling how many market segments may
yet emerge. However, at the moment
there are two major building blocks
fuelling much of the innovation in our
field: The Internet of Things (IoT) and
data. People are attached to the Internet
with astounding consistency and on
a variety of devices. Today, almost
everything has Internet capability cars,
TVs, ovens, vacuum cleaners. For sales,
this has created an unprecedented
number of outlets through which to
interact with potential customers.
us synergistic thinking power. Computers

are smarter and reactive, like nerve endings
connected to a giant brain. Sales reps can
leverage the extra smart processing power
of linked devices to automate processes that
are monotonous and repetitive. On a deeper
level, engineers can tap into the massive
flow of data to pick apart the fundamental
elements of a sale, predict behaviours, and
craft actions that provide the most profit/
return.
Similarly, it has provided the world a new

platform for convenience. The prevalence
of connected devices in our society has
created sales that are facilitated by equal
parts man and machine. Sales teams are
no longer just filled with dapper smooth
talkers; they include engineers, analysts,
coders, and system architects.
The world of connected devices has given
The IoT and the subsequent flow of

information created are not simple concepts.
The sophistication of these technologies
have presented boundless potential. It is why
there is so much value in the inside sales
market, so much elbow room, and so much
advancement with little indication of slowing
down. The Internet and connected circuitry
have created something almost sentient with
a more complex structure than anything
biological and more brain power than any
one living thing. Its a sales monster, and no
single company is equipped to tame it alone.
hopes to remain competitive, theyre going to

have to match those expectations.
This demand has created a multibillion dollar
market. No one player is hogging the market
share, mainly because sales need to span
multiple technologies addressing multiple
components of the sale.
As sales demands entangle, organisations
have created tools to fulfil these different
components. VentureBeat breaks these tools
down into five categories (engagement,
productivity and enablement, sales intelligence,
pipeline and analytics, people management)
operating across five different cloud mediums
(Internet, email, voice, chat/messaging, and
social). The result is 25 different market
segments with companies providing overlapping
services room for hundreds of different types
of combination market companies.
Were a far cry from what sales was just a
few decades ago. And with new technologies
CONTACT US
newvoicemedia.com
sales@newvoicemedia.com
0207 785 8888

Today, customers are
used to a different selling process;
they want a tailored, data-driven
approach. Theyre used to a
personalised experience. Theyre
used to convenience. And if a sales
organisation hopes to remain
competitive, theyre going to have
to match those expectations
MOBILE CRM
for eld sales reps
and teams
ForceManager is a mobile CRM that measures,

analyses and improves the performance of sales
teams. Founded in 2011, the companys mission is to
enable organisations to maximise sales activity.
ForceManager has achieved great success in just a
short space of time and is now a leading international
Simple, powerful, multi-device CRM

Fully-integrated agenda
Updated pipeline
Sales management insight
Effective account management
competitor in mobile sales management with

well-known clients such as Vauxhall, Pirelli and BASF.
With a signicant presence in the European and Latin
American markets, spread over 25 countries,
ForceManager has ofces in London, Barcelona,
Madrid and Bogota (Colombia).
CEO and Co-Founder of ForceManager, Oscar Maci,

founded his company from his experience
in sales management.
Working as a sales manager, Oscar needed more
transparency through his sales team. Since there was no
such software available, he rst set up a tool that asked his
sales force to directly report all their activity. However, all
the reporting took them away from actually selling. Not
long after that, with the support of Oscars colleague
Xavier Bisbal (Co-founder), ForceManager was launched.
THE KEY TO BUILDING A

HIGH-PERFORMANCE SALES TEAM
Visit ForceManager at
STAND 1500
Join Oscar for his tips on managing and building a

high-performance sales team. He will give his insight,
sharing his experience in the eld as a sales rep and
manager, having helped hundreds of companies become
high performance sales organizations.
WEDNESDAY 11TH MAY, 11:00AM, SEMINAR HALL 4
For a FREE 15 DAY TRIAL, please visit forcemanager.co.uk
Effortless reporting
Come visit the team on
STAND
1450
Sales Coaching & Feedback Platform

Despite 3/4's of top-performing companies reporting that coaching and mentoring is the
most important role for managers, over 75% of companies say they do not give enough
attention to sales coaching. Thats why we built Refract!
Live or retrospectively, add tags and comments

to video and audio timelines
Skip between tagged moments for shared

reection, collaboration and feedback
Coach online meetings, calls and demos

without needing to be present
Reduce 'time to eectiveness' and

on-boarding periods for new hires
Support sales training such as role play
Encourage peer 2 peer coaching
Identify teachable moments to make the

most of coaching time
Share 'what good looks like' in a library of

key moments
Eective coaching and feedback becomes

easier with reection
t: 0800 689 1096
int: +44 207 164 6176
e: info@refract.tv
w: www.refract.tv
4 INSIDER TIPS
FOR B2B LEAD
GENERATION
Coming from a background of lead

generation, our main aim as a company
is to help B2B marketing teams and sales
departments generate new leads. We hope
our 4 insider tips help you on the path to
success
BE SMART WHEN CHOOSING YOUR AUDIENCE

When setting out on a lead generation campaign, its vital to
segment your audience to help with your targeting.
Approach this by filtering on the type of lead and company you want to
speak to, as well as factoring in the personal and professional interests of
your potential prospects. Initially, criteria could be segmented on line of
business (job title) or by specific vertical market (industry sector) then
marketers can create basic buyer personas based on questions like:
What is the leads authority level?
What are their main goals and objectives?
What are their current pain points?
If you can establish this before beginning a campaign, you will have the best
chance of generating leads using relevant and interesting content.
SELECT YOUR MARKETING CHANNELS WISELY

Youve defined your audience. You have the content. How do you
connect the two?
Marketers often weigh up Inbound vs. Outbound the age old debate.
Organic, inbound tactics can generate the occasional sales qualified lead
(SQL) but with a hungry sales team snapping at your heels, spending budget
on these methods can run the risk of your pipeline drying up.
In a perfect world, you would have an organically grown audience, receiving
fresh branded content each week. You would use many digital distribution
channels to send to this prospect list and they would return time and time
again to consume your content.
The reality is that B2B marketers dont always have the

time or budget to create and distribute a flow of valuable
content, to optimise their own audience as a channel.
Often the flow of inbound leads is hard to predict and launching activity to
your own database often means its hard to generate net new leads. Once
you have the perfect content, its incredibly easy to slip into bad habits too
such as simply posting it to a resources section and forgetting about it.
The best lead generators use every distribution channel at their disposal
to create a buzz around new collateral and generate new opportunities.
CREATE CONTENT THAT PROVIDES ANSWERS

Content is a fantastic vehicle to introduce your brand, generate
leads and start a meaningful conversation with new prospects.
Its easy to forget in the context of lead generation, that content should
also be used as a tactic to leverage the collection of not just contact
details, but personal information too. By aligning content to the particular
challenges of your ideal customer defined in tip #1, you can pre-qualify a
leads interest levels, pain points, requirements and profile.
All of these tactics are possible, providing your message is valuable to the
reader and it provides answers. Its also crucial to remember that theres a
thought process behind someones actions too:
If someone has downloaded or consumed a piece of

content, there is a reason for it.
Therefore weigh up,what does this person care about? as well as, what
do I want to achieve? prospects generally consume content to seek
reassurance or information. We recommend being forthcoming with advice
and knowledge. Its this non-selfish approach thats key to not only lead
generation, but also boosting customer engagement and brand reputation.
GIVE SALES A HEAD START

The focus for any marketer responsible for lead generation is likely
to remain with generating marketing qualified leads (MQLs).
However, if you generate leads that slightly fall outside of this specification,
make sure you have safety nets in place to help sales rescue any potential
of those prospects converting into new business opportunites.
Introducing subtle profiling techniques to your lead capture process can be
vital for ascertaining essential information such as someones interests,
remit, buying position or requirements giving any sales team a quick
hook to latch on to during their pitch. This can also give marketers an
insight into what type of content should be sent to that lead next time.
Combining these methods with the alignment of your sales strategy, whilst
informing stakeholders as to exactly what marketing tactics are being used
to generate the leads, should provide your sales department with some
strong ammunition to nurture leads effectively.
STAND 318
+44(0)1962 835950
INBOXINSIGHT.CO.UK
FOR MORE ADVICE ON B2B LEAD

GENERATION, VISIT US AT STAND 318.
Inbox Insight specialise in EMEA lead generation and content
marketing campaigns and publish highly targeted content-driven
email bulletins to more than 2 million subscribers.
These publications offer the perfect avenue for marketers to
promote ebooks, guides, whitepapers and thought leadership
materials to potential buyers of your products and services.
STR helps turn growth strategy

into revenue execution
Visit us at Stand 1594
Join us for our Masterclass:

Mapping Critical Sales Competencies
A step-by-step guide on how to run a sales
competency mapping workshop for your own
sales organisation. Register online now!
STR Solutions:
n
Onboarding productivity
Sales performance
Channel performance
Sales management
Sales coaching
Marketing impact
STR Clients & Awards:
Contact us for an appointment during the

Sales Innovation Expo 2016
info@strategytorevenue.com www.strategytorevenue.com
NOT
JUST
ANOTHER
SHAGGY
DOG
STORY.
WE PROMISE RESULTS WITH A FRESH, NEW APPROACH.

Heard it all before? Well let the gures speak for themselves - 100 % of
delegates from global top Fortune 500 companies would use us again,
recommend us and awarded us a SAT score of 5/5. Discover our proven
approach to driving sales performance with minimal disruption to your
business.
VISIT US ON STAND 1476 OR ONLINE AT WWW.WELOVESALES.CO.UK
CONTACT US
momentumss.com
enquiries@momentumss.com
01484 907084
MOMENTUM
STAND 1550
MASTERING B2B SOCIAL SELLING

WITH MOMENTUM SALES SOLUTIONS
With 92% of B2B buyers starting their buying process online, sales people need to embrace social selling. Social
networks are invaluable to todays sales process and in mastering B2B social selling we look at how you can use
LinkedIn to be seen as the expert, to locate, learn, and gain referrals.
The Internet and social media has changed
the way people buy. Studies show that
the buyer has made 60% of their buying
decision before you, the sales person,
even knows they are looking. So as a sales
person, you need to make sure youre in
the right place to be influencing those
buying decisions.
This is where LinkedIn comes in. With the
power of LinkedIn you can create your
professional brand, be seen as the expert,
and use advanced searches to identify
prospects, learn more about them, and
identify whom they know that you want to
know and then ask for the referral.
Social Selling is Referral Selling

Relationships underpin the selling process.
With all things being equal, people will
do business with, and refer business to,
those people they know, like, and trust.
Today, 76% of B2B buyers prefer a vendor
recommended by their network. This
workshop explains how to use LinkedIn to
build relationships and cultivate a network
of referrals based on the principles from
Bob Burgs Endless Referrals.
How You Can Use LinkedIn to

Become a Social Selling Pro
Your customers are online, researching
their options, gathering data, looking

Relationships underpin the selling process. With all
things being equal, people will do business with, and refer
business to, those people they know, like, and trust
for help.And its easy for them to become

overwhelmed.So if you can provide help,
when they are stuck, you can influence
their decisions. Social selling is all about
using social networks like LinkedIn to create
rapport and build relationships with potential
customers. Inthis workshop, you will learn
how to make the most of those social
opportunities, combined with the powerful
Go-Giving mind-set to create online
conversations that can lead to sales.This
workshop is presented by Judy Parsons,
author of Link Up With LinkedIn.
AT A GLANCE

social selling

How to use LinkedIn as the primary

B2B social selling tool
Makeover your LinkedIn profile to talk

directly to your desired customers
How to use LinkedIn to generate

referrals
A sales transformation business, Momentum

helps organisations create a culture of sales
excellence based on adding value, from
recruitment, training & coaching through
to social selling. Momentum is the UK`s
objective management group partner and
UK Go-Giver licence holder. Transforming
sales performance requires creating a culture
of excellence. Momentum offers a unique
framework, using the five interlocking
principles at the heart of the Go-Giver, to
help sales professionals build sustainable and
profitable business relationships and have a
smile when selling.
Establishing the right mind-set for
Best practise what to do & what not

to do on LinkedIn
Applying The Go-Giver Laws of

Stratospheric Success to social
selling
Please join us on Stand 1550; attend a

social selling masterclass, or hear Pete
Evans speak on creating a culture of
sales excellence and success. Visit
www.momentumss.com for more
information.
Push the right content, in the right context

and guide reps to results
Visit booth 1678 to see a demo and enter to win an Apple Watch
Align marketing content

with sales strategy
Prove content ROI and
optimise your spend
Strengthen brand and
messaging
Used by 800+ customers and 100k+ marketing & sales pros to empower every engagement
3}
RESPOND
Meet the creative marketing agency
that helps clients smash targets.
FIREWORX
fwx.co.uk
XCEL SALES LTD
STAND 1506
THE SCIENCE
BEHIND SALES
Delivering a strategic sales campaign is essential for any company looking to tower
above tough competition in the business world. For Nicola Hartland, CEO of Xcel Sales,
the key to achieving this is having the correct team in place to deliver a first-class
marketing strategy.
Telemarketing conjures up thoughts
of unwelcoming sales calls during an
evening meal, or endless messages for PPI
claims or personal injury awards. These
nuisance calls have tarnished an entire
industry a perception Ms Hartland is
keen to banish.
Sales are the lifeline of any business.
Lead generation is often seen as being
grubby, but it is essential part of keeping
the sales pipeline flowing.
At the heart of any business is its
brand and identity, but often this isnt
identified, causing companies to lose
out in the bid to become a success,
she explains. The one thing that all
businesses need is customers. Without
them you simply do not have a business
and it is the sales function that is
responsible for delivering this.
Ms Hartland, who has 15 years industry
experience, started her career in IT
sales, quickly rising to lead a sales team
generating over 2.5million a year for her
employer.
In 2012, inspired by a magazine article
about sales, she set to work to create her
own business, establishing Xcel Sales in
2013.
Xcel Sales now works with high profile
clients based in the UK and across the
globe in a range of industries including oil
and gas, financial, IT, and legal sectors,
using the four key areas of planning and
strategy; social media; data management;
lead generation, and telemarketing to get
the best results for clients.
For Ms Harland, providing a first-class
service with a personal touch is essential,
and her team engages with clients to
build a solid relationship before starting
work on behalf of a company.
She continues: A call centre
environment with workers selling
aggressively does not work. However,
building strong client relationships
to ensure sales teams have a deep
understanding of the business and its
ethos, does. A sales team should be familiar

with the overall business objectives, know
where the company is heading, and how their
goals and objectives fit.
The business is fast becoming one of the
UKs leading new B2B business acquisition
agencies thanks to its close working
relationship with clients.
At Xcel Sales our process starts with building
a clear picture of a business. We call this our
discovery phase and we use it to plan sales
strategies and set clear expectations on both
sides, she explains.
It is important to us that we understand
businesses working processes, so it is like we
work for it directly when we start making
calls. We want to know everything there is
to know about our clients their products,
geographies, clients, key decision makers, and
their unique selling points.
In the last 12 months, Ms Hartlands hard
work and determination to change the
perception of telesales has seen her double
the size of her company and generate over
10million of pipeline opportunities for her
clients.
For me it is about delivering ROI for clients,
not just about sales, which is why it is so
important to deliver a quality service.
Since setting up my business I have helped
some of the most successful businesses in the
country talk to potential clients and we are
slowly but surely changing peoples view of
the telemarketing industry.
CONTACT US
xcelsales.co.uk
info@xcelsales.co.uk
+44 (0) 118 402 1440

A sales team should be familiar with the overall business
objectives, know where the company is heading, and how their
goals and objectives fit.
Online Courses
Study in your own time
Professional Recruitment
& HR Courses
Short courses from 14 days long,
1hr a day online
Claim your
FREE
course at
stand 1462
0871 288 2108

The Professional Body for Recruiters & HR
Global Educ8tionsCollege
Online Learning College
Accredited & Professional Courses In

Sales
Customer Service
Marketing
Contact Centre
Management
www.globaleduc8tions.org
Come Visit Us @ Stand 1530
Call Us NOW 0800 009 6994
Developing People 2 Sustain Careers
MANAGE
COMMISSION-
ONLY SALES
CONNECT
BOOST SALES
& REVENUE
FREELANCE
SALES AGENTS
SALES
Increase sales
& profit without
the upfront sta
expense
CommissionCrowd is for companies to find, connect
and manage remote working relationships with
commission-only sales agents.
CommissionCrowd is for freelance sales agents to
connect with great companies, easily manage their
remote working partnerships and save time so they
can sell more.
The definitive online platform for independent salespeople and the

businesses who grow because of them.
Find our more
about our:
Masterclass: How To Build A Freelance Sales Team

Wed: 11:00, 12:00, 14:00, 16:00
Thurs: 11:00, 12:00, 14:00, 16:00
Save on our VIP

Lifetime Membership
- only 598
Code: SIE2016
I have been on the platform

for less than two weeks and
already have 3 sales guys and
one 5 figure deal with
a new client.
Kieron Hatcher
Kortx Ltd
+44 131 618 2300

/commissioncrowd
@commissioncrowd
We think its time

businesses really
got to know their
customers.
So were taking
a stand.
Specically, stand 182.
Come by and nd out how weve
redened the way businesses gather
intelligence. From tailor-made industry
reports to specic sales opportunities,
were delivering vital insights twice as
quickly and at half the price.
Cant wait?
Use discount code LONDONEXCEL
and try InsightBee with 25% OFF
before May 31st.
www.insightbee.com/sales-expo
GET A
DEM
Stand 1 O
527
The Sales App
Deliver stunning dynamic sales presentations from your iPad

Create interactive tools and responsive features with HTML5
Gain powerful insights using data capture and reporting
Centralised control of your content and your team
Book a demo
www.companyapp.co.uk
Dedicated to producing high-quality B2B tablet & mobile apps
020 7378 1446
info@companyapp.co.uk
ADVANTAGE YOU
TODAY,
WE WILL HELP
SALES REPRESENTATIVES
WORLDWIDE GIVE CUSTOMERS
WHAT THEY WANT:
ANSWERS.
Every day, SAVO gives sales representatives all

over the globe the most prescriptive content,
expert coaching and best process at the
right time in the sales cycle.
SAVO is an enterprise-grade technology that is
intuitive, scalable and dynamic. It is a sales
enablement platform that is trusted by blue chip
companies and gives your sales representatives
the answers the marketplace needs.
Stop by stand #1652
savogroup.com
3}
RESPOND
Meet the creative marketing agency
that helps clients smash targets.
FIREWORX
fwx.co.uk
LeadFinch
Automating Lead Generation

LeadFinch is an online,
automated lead-generation
platform.
!
Our software uses machine

learning techniques to
recommend new sales
leads.
!
It builds a picture of your

target customer and
evolves specically to you.
Save Time
Quickly generate lists of
hundreds of target
organisations.
!
With supplementary data

about each company, you
can assess each
opportunity at a glance.
!
Use our email-nding tool

to identify the contact
details of key decision
makers.
Better Quality Leads
More Leads
LeadFinch automatically
proles existing
customers and
recommends new leads.
Our software uses

publicly available data
from corporate websites
to prole companies.
The learning algorithm

evolves specically to
you.
!
This eliminates the need

to perform painful and
time-consuming online
searches.
Contact Us:
+44 (0)20 3389 8872

info@leadnch.com
leadnch.com
By using this stream of

data, we unlock millions
of hard to-nd
organisations that
traditional business
search directories simply
do not contain.
!
LeadFinch
Block L, The Biscuit Factory
100 Clements Road
London
SE16 4DG

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EVENT GUIDE & PLANNER

WEDNESDAY 10AM - 6PM

THURSDAY 10AM - 5PM

EUROPES LEADING EVENT FOR SALES INNOVATION

TAKE YOUR SALES TEAM

OVER 120 MASTERCLASS

TOP SALES WORLD

BRAND NEW SALES

WHAT TO LOOK FOR

FOLLOW THE SHOW:

your free tickets at

Europes leading sales

For more information on everything taking

SALES INNOVATION EXPO 2016 IS

TOP SALES WORLD

Hear from the best in sales

The most innovative businesses in sales

WORLD CLASS EXHIBITORS

Leading sales knowledge & experience

B2B MARKETING EXPO

Choose from a range of interactive sessions

Meet the worlds leading sales speakers

Presenting the best guidance & inspiration

Connect with 1000s of sales professionals

Sales: a Transatlantic Debate

Co-located with the show

TOP SALES WORLD

THURSDAY | 11.45 | TSW AUDITORIUM

THOUGHT LEADER, GROWTH

Being a High Performing

Possessing a complete view of the sales

With a motivation for asking the tough

Tamara has enjoyed more than twenty

The TSW events will be hosted by

How to Set Up Customer-Core Enablement

A passionate and dynamic presence, Russell Acton has

A deliverer of keynote talks and messaging skills workshops

Russell is vice president and general manager, international at Capriza

In his exciting seminar, Russell

Jason Jordan is a founding

Traditional thinking canbe

INNOVATOR IN SALES STRATEGY

Clients note her frank, no-nonsense approach to solving problems

Putting an End to Boomand-Bust Sales Cycles

Bernadette McClellands focus on

A former sales executive with Xerox

DR. TONY ALESSANDRA

ONE OF THE TOP SALES & MARKETING

Conscious Selling and

NEW YORK TIMES

Richardson began her career as a teacher and firmly believes

Create Better, More Effective

WEDNESDAY | 11.45 | TSW AUDITORIUM

THURSDAY | 15.30 | TSW AUDITORIUM

and author of No More Cold

His books, Relationship Selling and

Joanne Black is Americas leading

Increase Your Success Velocity

Stop Cold Calling: Get the One-Call

Velocity is your rate of advancement towards

A captivating speaker and innovative

WEDNESDAY | 17.20 | TSW AUDITORIUM

Joanne, a multiple award winner