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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
Register
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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. 

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Key facts

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ONE-DAY EVENT
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30 EXCLUSIVE PRESENTATIONS
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ROUNDTABLE SESSIONS
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CASE STUDY PRESENTATIONS
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NETWORK WITH PEERS
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1-2-1 MEETINGS

WHAT TO EXPECT

Sales Engagement Summit: Panel Discussion
Sales Engagement Summit: Audience
Klaviyo Networking Booth
Sales Engagement Summit: Adobe Case Study
Winnie Palmer Seismic
Sales Engagement Summit Exhibition Hall

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.

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.
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.
Bana Kawar

Bana Kawar

Amazon Web Services Sr. Sales Enablement Programme Lead

Bana 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

Victoria McLeod-Scott

Citi Global Head of Sales Enablement, Securities Services
Solution and results driven with strong communication and inter-personal skills that are deployed daily at all levels to engender collaboration and innovation. An experienced team builder and manager who actively fosters an open and collaborative environment, encouraging initiative taking.
Phill Hobden

Phill Hobden

Wolters Kluwer Head of Sales
With a background over 15 years in financial services & the Fintech accountancy sectors, Phil has worked for some of the largest and most innovative businesses in these industries, including Intuit, Natwest Banking Group, HSBC and now Wolters Kluwer. 

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.
Viktorija Hartwell

Viktorija Hartwell

SourceWhale Head of Revenue Enablement
Viktorija started her career in direct sales roles, combining her teaching degree and love of developing and supporting people as well as businesses she has chosen the sales enablement path, which eventually evolved into Revenue Enablement. Strong advocate for clear communication and collaboration, Viktorija enjoys building an efficient enablement function from the ground up to drive scalable and repeatable performance across all revenue-generating teams.
Caroline Rutter

Caroline Rutter

Compass Group Head 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.

Atossa Vaziri

Atossa Vaziri

Spendesk Director Revenue Enablement
With 15+ years in digital and tech, I am fast on my feet with real-time problem solving abilities. I focus on market trends to develop business plans to adapt to them or come out ahead of trends. It's not about the title for me but about the team, the leadership and the energy to disrupt a global market. I've spent a career in front line ad tech sales disrupting digital media three times : programmatic display, video and advanced TV.
Malkit Kaur

Malkit Kaur

Quadient Director of Demand Generation

Data-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

Anthony Tripyear

StarTech.com Director, Global Sales Operations & Enablement
As Director of Global Sales Operations and Enablement, I listen to our customers and understand what their needs are, then I develop ways of adding value to them. I lead a team of senior Sales and Marketing leaders based all over the world. I love the technology industry – it is as exciting today as it was when I started my career over 20 years ago.
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.
Richard Moran

Richard Moran

Compass Group Sales Director
Sales specialist experienced in leading multiple teams across a number of markets both in the UK and internationally, currently responsible for Net Growth across Compass Group UKI’s public sector brands. After joining Compass Group, a FTSE 100 company and the world’s biggest Food and support service provider, Richard progressed through internal talent development programs and has gone on to hold a range of growth roles covering new and current clients. Proven at identifying and capitalising on market conditions, repositioning brand and sector value propositions and enabling teams to achieve high success rates, Richard has always placed the development of others at the forefront of his leadership and alongside his growth role is now responsible for Compass Group UKI’s high performance future Sales & Retention leader programme; Next Gen. Richard is a member of the Institute of Sales Professionals.
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.
James Rapinac

James Rapinac

Gallup Marketing and Communications Director
James is the communications and marketing lead for Gallup’s advice and analytics activities in EMEA. He is responsible for developing, managing and executing the firm’s communications and marketing strategy throughout the region.
Paolo Negrini

Paolo Negrini

Adobe Head of Marketing Ops, Tech and Analytics
Paolo is the Head of Marketing Technology, Operations, and Analytics at Adobe - focused on scaling Creative Cloud and Document Cloud B2B businesses in EMEA. He's a growth marketing engineer and a business technologist with more than 10 years of marketing experience in SaaS Enterprise (e.g., Amazon and Microsoft) and Scale Up companies (e.g., Privitar). He's also 7x certified in several marketing automation and CRM platforms (e.g, Marketo and Salesforce) and he’s involved in a number of volunteering and mentorship initiatives (e.g., Digital Boost).
Simon Gaske

Simon Gaske

Ambl CMO
A customer centric and commercially orientated Chief Marketing Officer with extensive experience of working with high profile brands, SMEs and start-ups, across all formats in the hospitality and leisure sector. Offers specific expertise in enhancing customer experience to drive business growth through customer insight, trend analysis, digital first strategies and B2B & B2C relationships. Highly networked across the industry with a successful track record of developing and implementing innovative sales and marketing strategies that place the customer at the heart of every decision. A collaborative leader, passionate about investing in people with the interpersonal and communication skills to lead high performance teams and develop strong relationships with all stakeholders.
Nicole Adarme

Nicole Adarme

ConsenSys Head of Institutional Marketing
Nicole is the Marketing Lead for ConsenSys' institutional products. She leads marketing strategy, product positioning, core messaging creation, and marketing campaign management for MetaMask Institutional, Codefi Staking, and Cryptoeconomics. Prior to joining ConsenSys, Nicole completed her MBA at INSEAD, and directed regional marketing for tech startups in Southeast Asia.
Chantal Reed

Chantal Reed

TTEC Director EMEA Marketing and Market Engagement

Chantal 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

Alan Davis

B2B Marketing Consultant

A 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

Marina Snegirjova

Zendesk Director, EMEA Marketing & Lifecycle Programs
Marina Snegirjova joined Zendesk in 2019 to lead partner and channel marketing in EMEA, but eventually took a broader role of campaign and program management across EMEA Marketing teams. With more than 10 years of experience from FMCG and SaaS industries and international brands like Henkel and Google, Marina’s core passion is building marketing programs and processes across teams for scale and impact.
Jamie MacKenzie

Jamie MacKenzie

Sodexo Engage Chief Marketing Officer
Jamie is an experienced executive board member with over 20 years of marketing exposure across global brands including Toshiba, Samsung, and Sodexo. In his current role of Chief Marketing Officer at Sodexo, he is responsible for the company strategy, brand, proposition and product development, stakeholder communications and business operating model formation. Jamie is also part of Pilotlight, an award-winning social value programme, where he coaches and mentors’ charity leaders to become more efficient, effective, and sustainable. Alongside this, he lives by the seaside, and is blessed with a very supportive family who provide him with energy and happiness, for which Jamie is extremely grateful.
Jennifer Gibson

Jennifer Gibson

EthosEnergy Marketing & Communications Director
A marketing and communications professional with over 14 years' experience. Leading Marketing and Communications for the East Hemisphere at EthosEnergy; focused on delivering marketing strategies that are customer-centric, add value and drive results.
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.
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

Ridgy Lemarier

Ridgy Lemarier

Clickup Regional Director Field Marketing, EMEA
Ridgy Lemarier leads EMEA field marketing at ClickUp, the all-in-one productivity platform. Previous to ClickUp, he helped build the regional marketing function at Segment (now part of Twilio) and lead field marketing for UK&I and Southern Europe at AppDynamics (now part of Cisco). Ridgy is committed to helping others develop in their own careers by sharing his experience, challenging them, and giving them the opportunity to shine. In 2019, he was nominated for the top 30 under 30 marketers by B2B Marketing
Alex Vincent

Alex Vincent

Mindtickle Sale Enablement Specialist
Alex has spent the past 11+ years at hyper-growth tech and SaaS organisations. Alex is passionate about the profession of Sales Enablement, and focused on self development and constant improvement. of sales teams. He is currently leading Enterprise growth in EMEA at Mindtickle, the world’s leading sales and revenue enablement platform.
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. 
Winnie Palmer

Winnie Palmer

Seismic Head of Marketing, EMEA
Winnie Palmer is the EMEA Head of Marketing at Seismic, the number 1 global sales enablement leader. An innovator and strategic marketer known for achieving exceptional business results, Winnie has led and transformed go-to-market functions across a number of the industry’s most prominent technology brands. She is also a Board member at a UK regulator that governs the Phone-paid services market, straddling the telecommunication and payment industries.
Tom Guest

Tom Guest

Mindtickle Enterprise Account Executive
Tom has spent the last 6 years helping to scale high-growth SaaS businesses. During his time in sales, self-development, whether on the job or in personal time, has always been front of mind, so it was a no-brainer to move to Mindtickle 18 months ago to help support new business growth across the EMEA growth.
Mark Ackers

Mark Ackers

Allego Sales Director, EMEA
The average tenure of a sales rep is at a low and research shows it’s still taking organisations up to 9 months to ramp new hires only to lose them 9 months later.  Effective onboarding pays off - reps are more likely to stay, be more successful and hit their milestones when you get it right!
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
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:

Phill Hobden
Phill Hobden
Wolters Kluwer
Head of Sales
With a background over 15 years in financial services & the Fintech accountancy sectors, Phil has worked for some of the largest and most innovative businesses in these industries, including Intuit, Natwest Banking Group, HSBC and now Wolters Kluwer. 

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
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:

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.
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.
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
Winnie Palmer
Seismic
Head of Marketing, EMEA
Winnie Palmer is the EMEA Head of Marketing at Seismic, the number 1 global sales enablement leader. An innovator and strategic marketer known for achieving exceptional business results, Winnie has led and transformed go-to-market functions across a number of the industry’s most prominent technology brands. She is also a Board member at a UK regulator that governs the Phone-paid services market, straddling the telecommunication and payment industries.
13:00-14:00 Lunch & Networking
Head into the Expo Hall to recharge over a hot meal (included in your ticket) and catch up with those you haven't met yet.
STREAM: The Importance of Enablement
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.
14:00-14:20 Compass Group Case Study: NextGen: Engaging and Developing our Growth Community
Discover how Compass Group developed NextGen - a one-year accelerated-learning programme to combat the challenge of developing and retaining first-class sales professionals. Our evidence-based programme harnesses individuals’ energy and creative abilities and leads them along a proven, ethical path to success.
Speakers:

Caroline Rutter
Caroline Rutter
Compass Group
Head 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
Richard Moran
Compass Group
Sales Director
Sales specialist experienced in leading multiple teams across a number of markets both in the UK and internationally, currently responsible for Net Growth across Compass Group UKI’s public sector brands. After joining Compass Group, a FTSE 100 company and the world’s biggest Food and support service provider, Richard progressed through internal talent development programs and has gone on to hold a range of growth roles covering new and current clients. Proven at identifying and capitalising on market conditions, repositioning brand and sector value propositions and enabling teams to achieve high success rates, Richard has always placed the development of others at the forefront of his leadership and alongside his growth role is now responsible for Compass Group UKI’s high performance future Sales & Retention leader programme; Next Gen. Richard is a member of the Institute of Sales Professionals.
14:20-14:40 6 Ways to Onboard and Ramp Your Sales Reps in Weeks vs Months
The average tenure of a sales rep is at a low and research shows it’s still taking organisations up to 9 months to ramp new hires only to lose them 9 months later.  Effective onboarding pays off - reps are more likely to stay, be more successful and hit their milestones when you get it right!
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
Speaker: