Upcoming Event
Sales Engagement Summit
Although a term on everyone’s lips, unfortunately ‘sales engagement’ is not always totally understood. The growing importance of understanding the buyer and their journey is crucial though, as engagement insights are increasingly proven to improve the sales process, the human experience and, ultimately, profitability.
- In-Person Conference
- The Brewery, London
- Wednesday 6th December 2023


Top sales Professionals are firmly focussed on enablement
A recent Forrester survey found that over 80% of sales leaders have already made several changes to their process due to changing buyer expectations. Also revealed was that 57% of buyers have switched to a competitor due to an underwhelming experience. The sales technology stack helps unify the sales and marketing departments, enabling tracking and analytics into buyer behaviour.
According to Gartner, 90% of sales leaders plan to invest in technologies to help their teams engage more effectively with prospects and customers.

Key facts
ONE-DAY EVENT
30 EXCLUSIVE PRESENTATIONS
ROUNDTABLE SESSIONS
CASE STUDY PRESENTATIONS
600+ ATTENDEES
1-2-1 MEETINGS
WHAT TO EXPECT










TOPIC STREAMS
Calculating the true ROI of Sales Enablement
Sales Enablement initiatives are a fantastic way of improving the buyer experience and increase the number of potential sales into closed deals. However, calculating the ROI of sales enablement initiatives is crucial in order to prove the worth of the programmes. Join this stream for practical tips on how to calculate the ROI of your sales enablement programmes.
Tracking Software and Going Beyond the Analytics
We’re able to track buyer journeys in ways that have never been possible before, with organisations who are using tracking methodologies seeing huge success in transforming their buyer journeys and conversion rates. Join this stream to discover how you can better track your customer journeys and enhance success as a result.
Sales Enablement Content Performance
Content is king when it comes to effective sales enablement techniques. This stream will look at the best ways to analyse how effective your current content strategies are, as well as ideas on how to create content that will enhance performance.
Importance of Experience in Selling
Customer Experience is widely recognised as a way to differentiate organisations from their competition and retain loyal customers. Join this stream to discover how you can improve your customer experience as part of your sales enablement strategy.
Sales Enablement Maturity Model
The process of optimising your sales process and equipping your reps with everything that they need to be effective and efficient doesn’t happen overnight. There are five stages that companies go through as they improve effectiveness: Ad-hoc, Reactive, Managed, Data-Driven and Optimised. Join this stream to discover how to become an ‘Optimised’ organisation when it comes to sales enablement maturity.
Accelerating Sales with Sales Engagement
Optimising your sales process and enabling your reps through enablement training will inevitably enable you to accelerate the buyer journey and close potential deals faster. Join us to find out how to accelerate your sales process through enablement.
Technology Investment, Choosing the Right Tools
With so much technology out there, we’ll be helping you optimise your technology stack and pick the best suited option for your organisation.
Evolution of Sales Enablement Solutions
With the acceleration in technology meaning that the possibilities are endless when it comes to available sales enablement solutions, we’ll be bringing you the best ideas to optimise your tech stack and fast track your success.
Sales Enablement Seller Readiness
Any modern business is typically deeply data-driven. Seller readiness looks at how to optimise your training investments and ensure that your team are equipped with everything that the need in order to be successful.
The Importance of Onboarding and Training
An equipped sales team can be the reason you achieve your sales targets. Join this stream to discover how, through a strategic onboarding and continual training programme, you could beat your revenue targets and transform the sales ability within your organisation.
Evolution of Lead Generation and Pipeline Marketing
The sales and marketing departments are working in sync more than ever before, breaking down internal silos and working on moving leads through the sales funnel to achieve success. As part of this, lead generation, pipeline and account based marketing are key. Join this stream to discover how to generate relevant leads and create engaging marketing techniques to accelerate leads through the sales pipeline.

Samer Ragheb
TikTok Head of B2B Product Marketing, Europe
Jennifer Shaw-Sweet
LinkedIn EMEA Lead B2B Institute
Joanna Edwards
Financial Times Marketing & Communications Director, FT Specialist
Gillian Fitzgerald
EY Director, Brand & Integrated Go to Market, EMEIA
Kate Cash
Gamma Head of Sales and Buyer Enablement- Direct
Jennifer Smith
Sage Senior Director Global Marketing Technology & Demand OperationsJennifer Smith is a Senior Director at Sage Group, where she leads Marketing Technology & Operations globally. Jennifer has been a leader in the field of marketing and sales technology for over 20 years, working at global companies such as Macmillan and MasterCard. Her career has focused on supporting business in their use of technology to drive consumer engagement, satisfaction, and loyalty. Jennifer enjoys leading teams through challenges and transformation in the digital age—working collaboratively as “we solve better together than as individuals”.
In addition to her passion for technology, Jennifer is a dedicated Trustee for a London-based charity founded in 1972 called People in Harmony. The charity supports people, families and couples of mixed raced heritage in the UK through four pillars: Educate, Celebrate, Stimulate and Support.

Becci O'Shea
Marcura Group Head of Sales EnablementBecci O’Shea is a dynamic and accomplished professional, currently serving as the Group Head of Sales Enablement at Marcura, a globally recognised leader in maritime solutions.
With a career spanning over a decade, Becci's journey is a testament to her unwavering commitment to excellence in the B2B SaaS technology industry. Becci's career began in the trenches as a Sales Development Representative (SDR), where she honed her skills in prospecting, relationship building and identifying opportunities for net-new revenue. Following this she stepped into an Account Management role and supported the channel function. Her career trajectory then reached new heights when she transitioned to the role of an Enterprise Account Executive (EAE), where she consistently exceeded targets and played a pivotal role in securing high-profile deals.
Today, Becci leverages her rich experience as an SDR, Account Manager, and Enterprise AE to empower her team with the knowledge, tools, and strategies needed to excel. Her leadership is defined by a commitment to continuous learning, innovation, and a deep understanding of what true enablement means.

Neeta Darragh
VMware Director of Portfolio Enablement - Intrinsic Security
Caroline Debenham
Cushman & Wakefield Head of Sales Enablement, EMEA
Martin Hill-Wilson
Brainfood Consulting Founder
Andrew Hough
Institute of Sales Professionals CEO and FounderFrom there he moved to GE Capital and ran their joint venture with Sun Microsystems Ltd, and from there to EMC2 Inc (now part of Dell). He held roles from need of customer financial services (UK and EMEA levels), through to Director EMEA Sales enablement. In that role understanding sales learning and tool needs and developing programs for growth, were critical and Andrew’s relationship with Cranfield began there.
He also held roles in specialist sales and core storage group sales with 2000 sellers under leadership. Leaving after 16 years he founded the Association of Professional Sales, focused on developing sales into a recognised profession and placing it on parity with other professions. Following a merger with the ISM the Institute of Professional Sales was formed with 8000 members world-wide.
As founder Andrew stays actively involved with thought leadership and research which links to his role as researcher in sales at Cranfield University. Passionate about sales at every level Andy supports organisations embrace you learning methodologies and frameworks for sales ecosystems. He lives in Highgate, with wife Alison (his personal CEO and Managing Partner of EY), their two children, and mad working cocker (who has never worked in her life).

Karina Battaglia
Microsoft Sales and Marketing Enablement Lead
Jennifer Shaw-Sweet
LinkedIn EMEA Lead B2B Institute
Bana Kawar
Amazon Web Services Sr. Sales Enablement Programme LeadBana Kawar puts her passion for data and strategy into practice at Amazon Web Services and runs Enablement for the UK Public Sector. She advises sales leaders how to transform their sales missions and delight their customers. Aligned with her mission to empower people to thrive in an inclusive, diverse and equitable environment she co-founded the EMEA Inclusion, Diversity and Equity chapter reaching 1,400+ Amazonian ambassadors across 35+ countries on top of her day job. She is passionate about hiring the next bench of talent globally and is an Amazon Bar Raiser. Outside work she volunteers at The Prince Trust’s foundation to support the next generation of leaders.

Victoria McLeod-Scott
Citi Global Head of Sales Enablement, Securities Services
Phil Hobden
Wolters Kluwer Head of SalesPhil is a contributor for Elite Business Magazine online, a serial podcast host, judge for UK Business Tech awards 2021/22 & the Global Tech awards 2022 , a public speaker (having spoken at Elite Business Live x3, Accountex x3, QuickBooks Get Connected and more) and guested on numerous industry podcasts and webinars including with industry bodies such as the ACCA.
During his previous role at funding platform Capitalise as their Head of Customer Education he worked with over 1700 accountants, from Top 25 through to leading niche and boutique firms across the UK and South Africa, to help them implement funding as a service within their firms.

Viktorija Hartwell
SourceWhale Head of Revenue Enablement
Caroline Rutter
Compass Group Head of Map 1 DevelopmentCaroline started her career 4 years ago at Compass Group UK&I as Strategic Partner within the B&I sector, obtaining 100% retention rate in 2021 and more recently retaining a £9m UK Auditing firm.
Caroline has since been promoted to Head of People Development across Compass UK&I where she uses her talent to coach and develop our people. Her mission is to create an environment where people want to develop both individually and as a team through Continuous Development Programmes, which includes continuous testing of capabilities, to reach maximum performance.
As part of this role, Caroline heads up NextGen, which is Compass’s one-year accelerated-learning programme for sales professionals. This evidence-based programme harnesses individuals’ energy and creative abilities and leads them along a proven, ethical path to success.
Caroline was selected to be a part of this years’ Global Female Leader Programme, which is a comprehensive cross-industry programme designed to provide a series of experiences and learning opportunities to support the career progression for high potential female leaders. Caroline will be using this programme to share best practice within Compass and support not only her own career progression but of others too.
Caroline is a member of the Institute of Sales Professionals.

Atossa Vaziri
Spendesk Director Revenue Enablement
Malkit Kaur
Quadient Director of Demand GenerationData-driven marketer with 12 years’ experience in marketing, particularly demand generation in the tech space. Loves the creativity aspect of marketing and obsessed with metrics and her gin collection!

Anthony Tripyear
StarTech.com Director, Global Sales Operations & Enablement
Lily Christensen
FullStory Sales Enablement Lead - EMEA
Richard Moran
Compass Group Sales Director
Julian Taylor
Evotix Head of EnablementJulian is an experienced trainer and coach with a focus on business to business sales.
He has a mix of experience, working for Huthwaite International (SPIN) as a global training consultant and as a in house trainer / coach for companies including ARCO and Evotix.
He is passionate about people and regardless of the size of the business recognising that developing your people is the road to retention and business success. With many years working in training he has made the mistakes and understands how to stop the cycle of delivering training that doesn’t deliver tangible outcomes.
He heads up Sales Enablement within Evotix who supply a SaaS Health and Safety Solution. The business has delivered 40% growth for the last five years and expanded into new global territories. It has been a journey of ongoing change to develop as a team to adapt and change operationally as the business has grown and scaled.
James Rapinac
Gallup Marketing and Communications Director
Paolo Negrini
Adobe Head of Marketing Ops, Tech and Analytics
Simon Gaske
Ambl CMO
Nicole Adarme
ConsenSys Head of Institutional Marketing
Chantal Reed
TTEC Director EMEA Marketing and Market EngagementChantal runs EMEA Marketing for TTEC (NASDAQ:TTEC), one of the largest, global CX (customer experience) technology and services innovators for end-to-end, digital CX solutions.
A career marketer and communications specialist for thirty years Chantal has twenty years as a B2B leader driving change and growth programmes as a strategic consultant and in her in house roles as an EMEA head in Customer Experience and Digital Technologies for some of the world’s most innovative organisations.
Her areas of specialism are marketing in change, growth operating model focus and vision thought leadership as part of the latter.

Alan Davis
B2B Marketing ConsultantA commercially focussed marketing professional with over 15 years of experience within the sports and leisure industry. Having held multiple B2C and B2B roles, Alan has become a specialist in connecting marketing and sales teams to strategic and revenue objectives.
Most recently Alan led the creation and delivery of the B2B global marketing strategy with specific focus in North America for Spotlight Sports Group.
Marina Snegirjova
Zendesk Director, EMEA Marketing & Lifecycle Programs
Jamie MacKenzie
Sodexo Engage CMO & Business Programme Director
Jennifer Gibson
EthosEnergy Marketing & Communications Director
Catherine Alexander
Corporate Visions VP, Training Services
Natasha Evans
Salesloft Director of Customer Success, EMEANatasha leads Salesloft's Global Enterprise Customer Success business at Salesloft, the provider of the world's leading sales engagement platform, which enables organisations to deliver better buyer experiences and generate more revenue. Prior to this, Natasha spent the last seven years consulting and enabling sales people to use technology to improve conversions and increase revenue

Ridgy Lemarier
Clickup Regional Director Field Marketing, EMEA
Gillian Fitzgerald
EY Director, Brand & Integrated Go to Market, EMEIA
Alex Vincent
Mindtickle Sale Enablement Specialist
Elin Hammenfors
Outreach Senior Manager, Revenue Enablement
Winnie Palmer
Seismic Head of Marketing, EMEA
Tom Guest
Mindtickle Enterprise Account Executive
Mark Ackers
Allego Sales Director, EMEASo what can you do to improve your onboarding programme and experience?
Mark Ackers Sales Director Allego EMEA and Author of the best seller, Problem Prospecting will be sharing with the audience 6 actionable ways you can improve your onboarding programme and reduce the amount of time it takes to get reps to target, consistently

Georgie Barrat
The Gadget Show British Tech Journalist and Television Presenter
Lisa Vecchio
Aircall Vice President, Marketing
09:00-09:10
Event Welcome
Speaker:

Raoul Monks
FlumeFounder and CEO
09:10-09:35
Microsoft Keynote: Transforming Sales Habits, Lessons Learnt
At Microsoft, B2B Sellers interact with hundreds of software buyers each year. Customers’ expectations are increasingly high, and it is not always easy to assess their needs, especially as the number of decision makers and buyer influencers increases.
To help our sellers best use their time and efforts, we need to enable them to embrace new ways of selling. We need to help them change the ways that served them well in the past, and adapt to new habits that, for example, leverage marketing engines to identify future opportunities.
Changing work habits requires more than asking people to attend long training sessions. It requires proper change management strategies that will generate a true desire to change.
In this session, we will review our lessons learnt in the journey of transforming the habits of our sales organization.
Speaker:

Karina Battaglia
MicrosoftSales and Marketing Enablement Lead
09:35-10:00
Adapting for Economic Uncertainty: A B2B Leaders Guide
Speaker:

Elin Hammenfors
OutreachSenior Manager, Revenue Enablement
10:00-10:25
Opening Keynote: All-Weather Marketing
Jenny will be talking about All Weather Marketing: Making good decisions in uncertain economic times isn’t easy. Smart decisions are helped by strong category, customer and economic orientation, studying good data over long periods and investing in the strategies that have worked for businesses that build resilience and focus for growth.
Speaker:

Jennifer Shaw-Sweet
LinkedInEMEA Lead B2B Institute
10:25-11:00
Coffee & Networking
STREAM: ACCELERATING SALES SUCCESS
11:00-11:20
Wolters Kluwer Case Study: Failing Fast and Other Lessons from a Life in Sales…
But as I leader if we never fail or encourage our team to fail (or worse still make them afraid to fail) then how do we learn? How do we build resilience to enable us to be successful through both the good times and the harder times?
In this session Phil looks at his career both in sales and a sales leader and shares some of the key learnings that has seen him run multiple successful sales teams in both small and large organisations in banking, finance and tech.
Key topics:
Fail Fast, Learn Quick
Marginal Gains
Activity vs Numbers
Commitment vs Compliance
Understand the person – what drives THEM
Purpose, Purpose, Purpose (and then Purpose once again)
Speaker:

Phil Hobden
Wolters KluwerHead of Sales
Phil is a contributor for Elite Business Magazine online, a serial podcast host, judge for UK Business Tech awards 2021/22 & the Global Tech awards 2022 , a public speaker (having spoken at Elite Business Live x3, Accountex x3, QuickBooks Get Connected and more) and guested on numerous industry podcasts and webinars including with industry bodies such as the ACCA.
During his previous role at funding platform Capitalise as their Head of Customer Education he worked with over 1700 accountants, from Top 25 through to leading niche and boutique firms across the UK and South Africa, to help them implement funding as a service within their firms.
11:20-11:40
You Can't use Last Year's Sales Plays in This Year's Market
As processes change, company priorities shift, and customer expectations evolve–so should your sales plays. During this session Natasha Evans will share:
• Where you should be looking to identify what is working, and what needs to change.
• How to implement the right change processes.
• Top sales plays that work in today’s world, backed by data.
You’ll walk away with actionable insights that
are applicable to any modern sales organisation.
Speaker:

Natasha Evans
SalesloftDirector of Customer Success, EMEA
Natasha leads Salesloft's Global Enterprise Customer Success business at Salesloft, the provider of the world's leading sales engagement platform, which enables organisations to deliver better buyer experiences and generate more revenue. Prior to this, Natasha spent the last seven years consulting and enabling sales people to use technology to improve conversions and increase revenue
11:40-12:00
Evotix Case Study: Making It Stick
Speaker:

Julian Taylor
EvotixHead of Enablement
Julian is an experienced trainer and coach with a focus on business to business sales.
He has a mix of experience, working for Huthwaite International (SPIN) as a global training consultant and as a in house trainer / coach for companies including ARCO and Evotix.
He is passionate about people and regardless of the size of the business recognising that developing your people is the road to retention and business success. With many years working in training he has made the mistakes and understands how to stop the cycle of delivering training that doesn’t deliver tangible outcomes.
He heads up Sales Enablement within Evotix who supply a SaaS Health and Safety Solution. The business has delivered 40% growth for the last five years and expanded into new global territories. It has been a journey of ongoing change to develop as a team to adapt and change operationally as the business has grown and scaled.
12:00-12:20
Customer Acquisition vs. Customer Expansion: Break Free from a One-Size-Fits-All Approach
Nearly 60 percent of companies believe they can use a one-size-fits-all approach for every marketing and sales conversation. Instead of tailoring their approach to their buyer’s situation, they try to apply the same messages to win new customers as they do to keep and grow existing customers.
But behavioural research shows a 180-degree difference between what motivates new prospects, versus existing customers, to buy.
In fact, using a one-size-fits-all approach can put most of your revenue and growth opportunity at risk!
In this session, you’ll learn new, science-backed messaging strategies to skillfully differentiate your acquisition and expansion approaches.
You’ll learn how to:
• Disrupt your prospects’ status quo to win new business.
• Defend and grow your relationships with existing customers
• Use science-backed messages and skills to influence and guide your prospects' and customers' buying decisions.
Speaker:

Catherine Alexander
Corporate VisionsVP, Training Services
12:20-12:40
Sales Enablement for Humans: The Balance of Individual Attention and a Scaling Org, A Fireside Chat with Lily Christensen, Sales Enablement Lead - EMEA at FullStory
Speaker:

Lily Christensen
FullStorySales Enablement Lead - EMEA
12:40-13:00
The state of sales enablement in 2023
Join Winnie Palmer, Head of EMEA Marketing at Seismic as she dives into the latest stats around the current state of sales enablement. Join this session to hear all about the 3 pillars that underpin sales enablement excellence in order to help you advance your organisation’s sales enablement strategy and drive business performance.
Speaker:

Winnie Palmer
SeismicHead of Marketing, EMEA
13:00-14:00
Lunch & Networking
STREAM: The Importance of Enablement
14:00-14:20
Compass Group Case Study: NextGen: Engaging and Developing our Growth Community
Speakers:

Caroline Rutter
Compass GroupHead of Map 1 Development
Caroline started her career 4 years ago at Compass Group UK&I as Strategic Partner within the B&I sector, obtaining 100% retention rate in 2021 and more recently retaining a £9m UK Auditing firm.
Caroline has since been promoted to Head of People Development across Compass UK&I where she uses her talent to coach and develop our people. Her mission is to create an environment where people want to develop both individually and as a team through Continuous Development Programmes, which includes continuous testing of capabilities, to reach maximum performance.
As part of this role, Caroline heads up NextGen, which is Compass’s one-year accelerated-learning programme for sales professionals. This evidence-based programme harnesses individuals’ energy and creative abilities and leads them along a proven, ethical path to success.
Caroline was selected to be a part of this years’ Global Female Leader Programme, which is a comprehensive cross-industry programme designed to provide a series of experiences and learning opportunities to support the career progression for high potential female leaders. Caroline will be using this programme to share best practice within Compass and support not only her own career progression but of others too.
Caroline is a member of the Institute of Sales Professionals.

Richard Moran
Compass GroupSales Director
14:20-14:40
6 Ways to Onboard and Ramp Your Sales Reps in Weeks vs Months
So what can you do to improve your onboarding programme and experience?
Mark Ackers Sales Director Allego EMEA and Author of the best seller, Problem Prospecting will be sharing with the audience 6 actionable ways you can improve your onboarding programme and reduce the amount of time it takes to get reps to target, consistently