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The Brewery, London – Wednesday 25th September 2024

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Top Sales Professionals are Firmly Focussed on Sales Enablement

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600+ ATTENDEES
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30+ PRESENTATIONS
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ONE-DAY EVENT
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ROUNDTABLE SESSIONS

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

person-icon-sales
ONE-DAY EVENT
director-icon-sales
30 EXCLUSIVE PRESENTATIONS
top-level-icon-sales
ROUNDTABLE SESSIONS
engagement-icon-sales
CASE STUDY PRESENTATIONS
group-icon-sales
600+ ATTENDEES
meeting-icon-sales
1-2-1 MEETINGS

WHAT TO EXPECT

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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.

Liam Chivers

Liam Chivers

OP Media Managing Director & Founder

One of the first entrepreneurs to truly recognise the commercial power of digital creators, Liam Chivers founded OP in 2012 after a successful decade as Sales Director at Bertelsmann. Liam manages some of the biggest influencer names in the world, responsible for billions of video views and millions of social media followers. He has assisted YouTubers to become global super-stars and influencers.  Liam creates and manages talent business opportunities and career development. From educating brands on best practices and delivering several thousand global campaigns, to bespoke influencer projects such as monetising record-breaking online events (e.g. KSI vs Logan Paul), best-selling books, chart topping music, sell out tours to an International Emmy nominated TV show, Liam is at the forefront of today’s ‘modern day mainstream’ world. Liam is a popular public speaker and commentator, in demand on a range of platforms for his in-sights and experience, including the BBC documentary “Celebrity: A 21st Century Story”. He is a Keynote Speaker on Marketing, Entrepreneurship, Social Media and Gaming.

Edurne Rodríguez

Edurne Rodríguez

Spotify Head of Sales Training & Enablement, EMEA
A distinguished Senior Leader in Revenue Enablement, Edurne stands out with a legacy of elevating businesses in the UK and European Markets. With over 15 years of experience, Edurne's expertise goes beyond traditional enablement, delving deep into cross-functional collaboration and strategic program design. This holistic approach has not only amplified revenue growth but also strengthened the very core of the businesses they've worked with.

Edurne's strength lies in their ability to envision and execute innovative solutions, always with an eye for detail. This meticulousness ensures that business operations are optimised for maximum profitability. Their cross-functional prowess is evident in their capacity to unite diverse teams, fostering a synergy that drives results. Beyond mere enablement, Edurne has showcased an adeptness in change management, aligning with corporate visions and responding proactively to market shifts.
Caroline Debenham

Caroline Debenham

Cushman & Wakefield Head of Sales Enablement, EMEA

Caroline currently leads the Sales Enablement team within the EMEA region of Cushman & Wakefield, focusing on the entire client journey through the sales process. This includes; targeting strategies, client management, training and pitching.  Caroline leads a team of over 30 people across the region, and is looking to ensure that we are providing clients with the solutions they need rather than selling them isolated services. Using data and AI is also a fundamental part of adapting to the changing world of real estate, using it to help clients navigate changes in their markets. 


Caroline’s team works hand in glove with the business to understand the changing needs of clients, finding new ways to drive and support a sales culture, while trying not to “sell”.
Caroline has 20 years of experience working in the professional services sales and business development world, starting her career at PwC, then working at Linklaters and the last seven years have been with Cushman & Wakefield. 

Andrew Field

Andrew Field

3E Head of Commercial Enablement
Andrew is VP of Commercial Enablement at 3E, overseeing global enablement with remit to mature and optimize core business capability in Sales, GTM and Customer Experience. Andrew leads the alignment and adoption of 3E’s commercial philosophy across the business, driving change to deliver enhanced value for stakeholders and customers.

Prior to 3E, Andrew has held leadership positions across sales, revenue, strategy, operations, and training at companies including S&P Global Market Intelligence and SBR Consulting. 

His passion is people and how mindset, behaviour, and enablement drive business performance. 
Neeta Darragh

Neeta Darragh

VMware Director of Portfolio Enablement - Intrinsic Security
An internationally experienced sales enablement leader with broad experience in IT, Sales Operations and Sales Enablement, she thrives on bringing people together to drive for business results, making the complex simple and converting vision to strategy and plan. 

Neeta is passionate about people, in particular growing people, and continuously finds innovative ways to build enablement programs.
Stephen Pegler

Stephen Pegler

Thomas International Head of Sales Enablement
Performance and development is Stephen's passion, getting the best out of himself and others. Stephen strives for excellence and thrives in fast paced environments that encourage autonomy, creativity and focus on results. Stephan has 20 years experience building talent development and enablement programs, teams and functions with a reputation for innovative and pragmatic solutions.
Becci O'Shea

Becci O'Shea

Marcura Group Head of Sales Enablement

Becci 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. 

Kate Cash

Kate Cash

Gamma Head of Sales and Buyer Enablement- Direct
Kate is a seasoned professional with a remarkable track record of 20 years in the tech and telecommunications industry, where she has consistently demonstrated her prowess in marketing. For the past six years, she has been a valuable member of the Gamma team, where she has led the sales and buyer enablement efforts for the past two years. Kate's wealth of experience and dedication have been instrumental in shaping the company's success and solidifying her reputation as a marketing expert in her field.
Jennifer Shaw-Sweet

Jennifer Shaw-Sweet

LinkedIn EMEA Lead B2B Institute
Jenny is the EMEA Lead B2B Institute. After 20 years in top 10 network agencies working across blue-chip international accounts, Jenny joined LinkedIn to work in the B2B Institute, a thinktank at LinkedIn. The B2B Institute is committed to impartial and independent thinking that gives open access to the best B2B research using data from within and outside LinkedIn Her research interests lie in business, marketing, branding, the power of creativity and ‘on the side’ - law, human rights and anthropology.
Phil Hobden

Phil Hobden

Know it Head of Growth & Strategy

Phil has spent over 15 years in financial services & the Fintech accountancy sectors, working for some of the most innovative businesses in these industries, including Intuit, Natwest Banking Group and Wolters Kluwer.  Phil is now the Head of Strategy & Growth for credit management fintech platform Know-It.   Know-it is a platform that enables a business to effectively manage all their credit processes, to mitigate risk and to get a better understanding of their customers. 

Phil is a business and strategy contributor for Elite Business Magazine online, a featured writer for Engage Sales, a serial podcast host including his latest project ‘The Story of’, judge for UK Business Tech awards & the Global Tech awards across 2021 to now , a public speaker (having spoken at Elite Business Live x3, Accountex x3, Accountex North, QuickBooks Get Connected, Customer Engagement Transformation Conference and more) and has guested on numerous industry podcasts and industry webinars including with the ACCA, Accounting Influencers, Humanise The Numbers, Advance Track and others.  

Phil has worked with partners, practice owners, accountants and bookkeepers in the UK, South Africa and beyond, from Top 5 through to leading niche and boutique firms, helping them implement new technology, change processes and launch new service lines to better support their own practices and as well as their SMB clients. 

For me of Phil connect with him on Linkedin here: www.linkedin.com/in/philhobden/ 
For more on Know-It visit: www.know-it.co.uk 

Louis Ross

Louis Ross

American Express Director - UK Marketing
With experience across Marketing, Sales, Consultancy and Partnerships, Louis is an accomplished Senior Leader who has worked at American Express for 10 years. Since 2018 he has worked in American Express’ Merchant division, supporting large and small businesses by driving incremental value through Marketing. In 2019, his team’s work on Amex Offers – a Card-linked offer program for Amex Cardmembers – was voted “Best Loyalty Programme of the Year” at the prestigious Card and Payments Awards.
Joanna Edwards

Joanna Edwards

Financial Times Marketing & Communications Director, FT Specialist Europe

Jo Edwards joined the Financial Times (FT) in 2012 and is currently the Marketing and Communications Director for FT Specialist, the FT's specialist division. Jo oversees a team of 15 marketeers who drive marketing efforts across the portfolio. Her remit includes generating marketing strategies to drive subscription revenues and support advertising products as well as internal and external communications planning around product launches and acquisitions.

Jo graduated with a BA (Hons) History and Sociology from the University of Warwick and has since completed a Professional Diploma in Marketing and Chartered Postgraduate Diploma in Marketing, both awarded by the Chartered Institute of Marketing. She's also passed the Squared Online digital marketing course accredited by Google, and the ADBL Executive Diploma in Digital Business, both with distinction.

Jennifer Smith

Jennifer Smith

Sage Senior Director Global Marketing Technology & Demand Operations

Jennifer 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 businesses 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-race heritage in the UK through four pillars: Educate, Celebrate, Stimulate, and Support.

Harjeet Singh

Harjeet Singh

Finastra Sr Director Marketing and Demand Generation Operations
Harjeet is a marketer with a technical and business background. He is data-driven and has working experience in the financial software (Fintech), Telecom and Technology verticals. Harjeet currently works as Sr Director looking after global Marketing and Demand Gen Operations. The scope includes the Martech Stack, Strategic change projects, data, reporting and Marketing best practices.

Over his career, Harjeet has worked in various global leadership roles covering B2B End2End Marketing functions like Field, ABM / Operations / Digital / Strategy & Planning across various Go to Market channels. He has also supported C-level executives and the Board on strategic projects, corporate and marketing strategy, and brand development.
Gillian Fitzgerald

Gillian Fitzgerald

EY Director, Brand & Integrated Go to Market, EMEIA
Gillian is a highly accomplished professional with an impressive 31-year career in media and marketing, holding key directorial roles along the way. Currently serving as the Director of Brand & Integrated Go-to-Market at EY for the past three years, she has made substantial contributions to the company's strategic initiatives and brand positioning. With seven years of dedicated service to EY, Gillian's extensive knowledge and wealth of experience in the field continue to be invaluable assets, shaping her reputation as an expert in brand strategy and integrated marketing.
Lynzi Ashworth

Lynzi Ashworth

Aon Marketing Director
Lynzi is a marketing leader who loves is fascinated by people and technology. Lynzi leads by fostering a culture of data lead decision making overlaid with marketing magic - driving commercial growth by connecting businesses and clients through storytelling and immersive experiences. Lynzi is currently leading a global digital marketing transformation program to support the continual growth of £11bn professional services organisation, as it merges with a similar sized organisation.
David Keene

David Keene

Wipro Chief Marketing Officer, Europe
David is a marketing leader with a deep passion for technology and innovation. He is the Chief Marketing Officer at Wipro Europe, where he leads marketing strategy and operations across industries and geographies. Beginning his career as an apprentice developer, he progressed to marketing leadership roles through technology industry experience in consulting, product management, and product marketing. David is now recognised for his full-stack marketing leadership capabilities in fast-growth environments. He combines deep technical product knowledge with an agile approach to brand, communications, and demand generation strategies.

At his core he is adept at building teams that craft and implement powerful marketing strategies that drive rapid business growth and flex with changing market trends and technology developments.

His track record of leading marketing impact at companies like Google, Salesforce, SAP, and Oracle, is complemented with significant achievements in the entrepreneurial startup world, particularly with AI and Fintech. His extensive experience makes him a key figure in technology marketing, offering valuable insights to both established and emerging companies.
Michal Marcinkowski

Michal Marcinkowski

Outreach Sales Director, EMEA

Michal Marcinkowski currently serves as Director of Sales EMEA for Outreach.He is responsible for strategic vision, execution and growth of the EMEA region at Outreach.Before joining Outreach, Michal scaled BDR and Sales teams at Cisco, Samsara, Sprinklr and Twilio, leveraging  Outreach as the sales execution platform, which has helped his teams generate pipeline consistently, and close more deals, faster.

Steven Vantongelen

Steven Vantongelen

Richardson Sales Performance Executive Vice President & EVP of Sales EMEA
Steven F.K. Vantongelen is Executive Vice President and EVP of Sales EMEA of Richardson Sales Performance, responsible for meeting revenue growth goals and managing the sales force and client relationships.

Since joining the firm, Steven’s thought leadership has contributed to the strong growth and expansion of the capabilities and services of Richardson Sales Performance. Steven has helped many clients realize sustained revenue and performance improvements around the world and provides executive sponsorship to many of Richardson Sales Performance’s clients throughout their sales transformations.

“The past year has been exciting for us. Richardson and Sales Performance International joined forces in November 2019. Ever since, the combined organization, Richardson Sales Performance, constitutes the global leader in sales training and performance improvement. We provide to our customers an unrivaled suite of proven sales methodology, learning programs, and global coverage to empower sales organizations with cutting-edge digital learning technology, CRM-based sales execution tools, and a way to objectively measure ROI. We are committed to drive long-term, measurable sales results for our customers around the world in any location or industry, and in the face of any challenge.”

Steven is an esteemed guest speaker at events and in Business School programs. He has held various sales and executive roles in publicly traded companies and worked with senior management teams of leading-edge organizations around the world. Steven holds a Master of Science and Business Economics, NeuroMarketing, NLP Master Practitioner, and Master in Richardson Sales Performance’s Sales and Marketing Programs. He has a proven track record of driving significant growth, transforming how salesforces sell and growing large strategic accounts, and aligning and uniting individuals and organizations alike to achieve accelerated growth. He has extensive experience in dealing with American, European, and Asian cultural diversity.

Steven spends much of his time traveling to visit Richardson Sales Performance clients. He finds balance in the hectic life of an executive through his music and private volunteer work. He also enjoys outdoor recreational activities.
Laura Errington

Laura Errington

Huthwaite International Head of Sales

Laura is responsible for developing a continued strategy for growth. She leads a team of talented Client Director's and Client Relationship Executives who deliver short and long-term global training interventions, with maximum impact.  Laura is also dedicated to working with a select number of important clients and is proud to partner with them to achieve sustainable behaviour change across their commercial communities.

Robin Hoyle

Robin Hoyle

Huthwaite International Head of Learning Innovation
Robin has spent almost three decades as a strategic L&D leader, trainer and consultant. As a writer and blogger he focuses on workforce development policies, learning strategies, tools and techniques. He has written two books, ‘Informal Learning in Organizations: How to Create a Continuous Learning Culture’ and ‘Complete Training: From Recruitment to Retirement’. Robin is a Fellow of the Learning and Performance Institute and the Chair of the World of Learning Conference. In his role as Head of Learning Innovation at Huthwaite International, he is exploring routes to enhancing the learning experience and the impact of all Huthwaite’s sales, communication and negotiation training and learning interventions.
Shantanu Shekhar

Shantanu Shekhar

Gong Senior Director of GTM Operations

Shantanu Shekhar leads go-to-market strategy, process excellence and cross-functional alignment for their international markets. He also leads Gong's account management team in EMEA, which is focused on driving value for their existing customers in the region. Prior to Gong, Shantanu has held key revenue operations / GTM leadership positions at LinkedIn and Nitro, and is a former management consultant from Bain & Co.

Wensy Antoli

Wensy Antoli

Linkedin Senior Creative Strategist

I endeavour to surface and tell inspiring stories in all the ways they’re told – through words, pictures, moving image, experiences and everything in-between. I am passionate about visual content and its power to drive emotional impact and action. At LinkedIn, I help brands and agencies unlock the creative potential of the platform, via creative exploration, ideation and collaboration. 

Roxanne Lewington

Roxanne Lewington

Canto Growth Marketing Manager EMEA & APAC

Roxanne is the Growth Marketing Manager for the EMEA and APAC regions at Canto, a leader in digital asset management. During her career she has worked across multiple marketing disciplines in growing B2B organisations, developing a breadth of experience in demand generation, strategy, digital marketing, events and content.

Roxanne is passionate about using her marketing skills to promote products and services that better the lives of those who use them. She particularly enjoys working on projects with customers and hearing how Canto has allowed them to take control of their digital content libraries, reimagine their workflows, and get more out of their digital brand assets.

David Ledger

David Ledger

Seismic RVP, Sales Engineering
David joined Seismic 5 years ago as part of the initial international expansion team. During that time David has helped a wide range of clients across all sectors to transform their businesses and realise their growth targets using sales technology.
Catherine Alexander

Catherine Alexander

Corporate Visions VP Training Services
Catherine has over 15 years’ experience as both a leader and individual contributor of account management and customer success teams. Her experience spans European and US markets and multiple industries including professional services and manufacturing. Most recently she has used her experience to help others develop their careers. For the past 7 years she has taught business psychology and neuroscience to over 20,000 professionals on 5 continents – helping each of them reach their full potential as people and sales leaders. Today, she combines this knowledge and experience to head Corporate Visions’ training team. In that role, Catherine leads an expanding team of global consultants as they coach clients to find and tell their best story.
Chandra Stevens

Chandra Stevens

Microsoft Principal Product Manager, D365 Customer Insights
Chandra embraces all things pop culture and technology. As a recognized thought-leader with vast experience in martech and experiential marketing practices, she is responsible for customer experience solution strategy and design that enables organizations to drive business transformation focused on people, purpose and process. My objective is to combine art and science, cultural analysis, human-centric interaction, and technology innovation to shape the future of experience.
Tim Pitcher

Tim Pitcher

Microsoft Senior Business Applications Executive

Tim is a senior business applications sales lead at Microsoft UK.  Currently aligned to a diverse industry base, he is highly focussed on the customer engagement platform. Tim is also a prominent customer evangelist for Microsoft’s era of AI, spending an increasing amount of time with sales and marketing leaders on the momentum and considerations of generative-AI.  Prior to his current role, Tim spent 2 years supporting sales and marketing transformations at household retail brands. In his spare time, Tim leans on his previous career as a Royal Marines Officer to actively mentor military leavers transitioning to the private sector.  He also helps teach core technology concepts and sustainability principles to young students within Essex and London.

Cat Anderson

Cat Anderson

Sprout Social Head of International Marketing
A self confessed marketing nerd, she’s passionate about bringing innovation, personality and creativity back into the world of B2B marketing. She is also the host and creator of podcast, "Social Creatures".

An advocate for sharing sincere experiences and how it can drive results for brands, Cat Anderson is a brilliant speaker and inspiration within the social media industry. She is now leading the international marketing operations at social media marketing and monitoring platform Sprout Social. With a passion for innovation and creating authentic digital experiences, she revitalises marketing with personality and creativity. A self confessed marketing nerd, she’s passionate about bringing innovation, personality and creativity back into B2B marketing. She is also the host and creator of the podcast, “Social Creatures”.
Alistair Wheate

Alistair Wheate

Brandwatch Principal Solution Strategist and Innovation Lead

Alistair is Brandwatch's lead Strategist for EMEA and APAC working with clients across all sectors to develop social media listening strategies for consumer insights, risk monitoring, communications planning & evaluation, marketing campaigns, product development and more. Alistair has been working in digital insights for over 15 years and has extensive experience with B2C, B2B, not-for-profit and public sector clients in Europe, North America, Middle East and Asia.

Neill Brookman

Neill Brookman

MetaRouter GM & VP, EMEA
Neill is a highly accomplished leader with over two decades of experience in pre and post sales within the technology industry. Currently serving as the GM & VP, EMEA at MetaRouter, he plays a pivotal role in driving the region's operations to new heights.

Prior to his role at MetaRouter, Neill spearheaded the EMEA team at Treasure Data, helping many companies build the right architecture for their first party data strategies. Through his experience at Gigya, Auth0 and Janrain, he has been at the heart of identity management challenges. Throughout his career in martech, Neill has developed a well rounded understanding of brands digital needs as well as the technological market shifts at play.
Martin Hill-Wilson

Martin Hill-Wilson

Brainfood Consulting Founder
I'm a customer engagement and digital business strategist. Also an author and international keynote speaker. Working under my own brand, Brainfood Consulting, I design masterclasses and transformational change helping clients evolve their social and digital capabilities. Current topics include omni-channel design, proactive, low effort customer experience, social customer service and customer hubs. All themed around service innovation.
Andrew Hough

Andrew Hough

Institute of Sales Professionals CEO and Founder
Andrew has spent all of his working life in sales. Starting in financial services in Lloyds, then Barclays Asset Finance initially in Manchester, then London. The foundations gained in selling externally and internally, the need for asset finance loans (externally) and the . acceptable risk (internally), have never been lost on him. From 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).
09:00-09:10 Event Welcome
Our Event Host Raoul Monks will kick-start a day jam-packed with learning insights from world-class brands
Speaker:

Raoul Monks
Raoul Monks
Flume
Founder and CEO
Raoul is the Founder and CEO of Flume Sales Training and a global thought leader on B2B sales. He cuts through the noise surrounding sales and simplifies complex research into actionable insights that are 100% focussed on driving revenue.
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
Karina Battaglia
Microsoft
Sales and Marketing Enablement Lead
Karina Battaglia leads strategic connected marketing and sales enablement initiatives at Microsoft’s Western Europe HQ. Her work seats at the intersection between marketing and sales impacting the ways of work of thousands of field sellers and marketers. With 15 years of experience in field and HQ roles along the customer journey, in marketing, sales, and customer success in Europe, the US and Latam, Karina has a track record of building high-impact initiatives that scale and last beyond her tenure. Her entrepreneurial and collaborative mindset allows her to gain support from a variety of stakeholders, build consensus and drive results. Karina is an active sponsor of Diversity and Inclusion programs and an avid learner of high-performance and high-productivity habits.
09:35-10:00 Adapting for Economic Uncertainty: A B2B Leaders Guide
In today’s economy, revenue organisations must become more efficient and productive to meet their targets with fewer resources. Yet Forrester reports that sales reps spend 77% of their time on non-core selling activities, and sales managers only spend 14% of their time on coaching. These are the types of inefficiencies revenue leaders can control and remediate. Join Outreach's Elin Hammenfors to discover how EMEA-based go-to-market leaders are adapting and transforming their selling organisations to thrive through adversity, both today and as they look to the future.
Speaker:

Elin Hammenfors
Elin Hammenfors
Outreach
Senior Manager, Revenue Enablement
A strategic, creative and results-oriented sales leader for the high growth SaaS Sales Execution company Outreach. By showing passion, drive and strong communication and networking skills I have managed to quickly progress in the sales profession. I am currently leading our EMEA Revenue Enablement engine, focussing on sales acceleration and growth. 
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
Jennifer Shaw-Sweet
LinkedIn
EMEA Lead B2B Institute
Jenny is the EMEA Lead B2B Institute. After 20 years in top 10 network agencies working across blue-chip international accounts, Jenny joined LinkedIn to work in the B2B Institute, a thinktank at LinkedIn. The B2B Institute is committed to impartial and independent thinking that gives open access to the best B2B research using data from within and outside LinkedIn Her research interests lie in business, marketing, branding, the power of creativity and ‘on the side’ - law, human rights and anthropology.
10:25-11:00 Coffee & Networking
Take 30 minutes to grab a coffee (and maybe a sweet treat!), meet our sponsors and connect with peers facing similar challenges to yourself.
STREAM: ACCELERATING SALES SUCCESS
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.
11:00-11:20 Wolters Kluwer Case Study: Failing Fast and Other Lessons from a Life in Sales…
Never fail? That’s what I was always told when I started in sales. Hit every target. Deliver every project. Be on 110% of the time.   

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
Phil Hobden
Know it
Head of Growth & Strategy

Phil has spent over 15 years in financial services & the Fintech accountancy sectors, working for some of the most innovative businesses in these industries, including Intuit, Natwest Banking Group and Wolters Kluwer.  Phil is now the Head of Strategy & Growth for credit management fintech platform Know-It.   Know-it is a platform that enables a business to effectively manage all their credit processes, to mitigate risk and to get a better understanding of their customers. 

Phil is a business and strategy contributor for Elite Business Magazine online, a featured writer for Engage Sales, a serial podcast host including his latest project ‘The Story of’, judge for UK Business Tech awards & the Global Tech awards across 2021 to now , a public speaker (having spoken at Elite Business Live x3, Accountex x3, Accountex North, QuickBooks Get Connected, Customer Engagement Transformation Conference and more) and has guested on numerous industry podcasts and industry webinars including with the ACCA, Accounting Influencers, Humanise The Numbers, Advance Track and others.  

Phil has worked with partners, practice owners, accountants and bookkeepers in the UK, South Africa and beyond, from Top 5 through to leading niche and boutique firms, helping them implement new technology, change processes and launch new service lines to better support their own practices and as well as their SMB clients. 

For me of Phil connect with him on Linkedin here: www.linkedin.com/in/philhobden/ 
For more on Know-It visit: www.know-it.co.uk 

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
Natasha Evans
Salesloft
Director 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
Highlighting the ineffectiveness of a lot of training? How do you overcome this and truly upskill your people through the creation of a Coaching Culture with turn by turn directions.
Speaker:

Julian Taylor
Julian Taylor
Evotix
Head 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:

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
Hear how FullStory, the digital experience intelligence platform, preps their sales team for success through initatives that help them learn, be curious, and practice key concepts to equip them with the tools needed to be successful.
Speaker:

Lily Christensen
Lily Christensen
FullStory
Sales Enablement Lead - EMEA
Spreading the word about products I'm passionate about and working for companies that value their people and growth. Previously Partnerships Director at what3words and opened multiple offices, built teams and new business with Usabilla in London, NYC and Amsterdam. Now helping people sell authentically and find customer fit with FullStory as well as a Pitch Coach and sales team builder.