The Brewery, London – Wednesday 25th September 2024
Top Sales Professionals are Firmly Focussed on Sales Enablement
Key facts
ONE-DAY EVENT
30 EXCLUSIVE PRESENTATIONS
ROUNDTABLE SESSIONS
CASE STUDY PRESENTATIONS
600+ ATTENDEES
1-2-1 MEETINGS
WHAT TO EXPECT
Liam Chivers
OP Media Managing Director & FounderOne 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
Spotify Head of Sales Training & Enablement, EMEAEdurne'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
Cushman & Wakefield Head of Sales Enablement, EMEACaroline 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
3E Head of Commercial EnablementPrior 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
VMware Director of Portfolio Enablement - Intrinsic SecurityNeeta is passionate about people, in particular growing people, and continuously finds innovative ways to build enablement programs.
Stephen Pegler
Thomas International Head of Sales Enablement
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.
Kate Cash
Gamma Head of Sales and Buyer Enablement- Direct
Jennifer Shaw-Sweet
LinkedIn EMEA Lead B2B Institute
Phil Hobden
Know it Head of Growth & StrategyPhil 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
American Express Director - UK Marketing
Joanna Edwards
Financial Times Marketing & Communications Director, FT Specialist EuropeJo 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
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 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
Finastra Sr Director Marketing and Demand Generation OperationsOver 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
EY Director, Brand & Integrated Go to Market, EMEIA
Lynzi Ashworth
Aon Marketing Director
David Keene
Wipro Chief Marketing Officer, EuropeAt 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
Outreach Sales Director, EMEAMichal 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
Richardson Sales Performance Executive Vice President & EVP of Sales EMEASince 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
Huthwaite International Head of SalesLaura 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
Huthwaite International Head of Learning Innovation
Shantanu Shekhar
Gong Senior Director of GTM OperationsShantanu 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
Linkedin Senior Creative StrategistI 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
Canto Growth Marketing Manager EMEA & APACRoxanne 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
Seismic RVP, Sales Engineering
Catherine Alexander
Corporate Visions VP Training Services
Chandra Stevens
Microsoft Principal Product Manager, D365 Customer Insights
Tim Pitcher
Microsoft Senior Business Applications ExecutiveTim 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
Sprout Social Head of International MarketingAn 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
Brandwatch Principal Solution Strategist and Innovation LeadAlistair 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
MetaRouter GM & VP, EMEAPrior 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
Brainfood Consulting Founder
Andrew Hough
Institute of Sales Professionals CEO and Founder
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
Know itHead 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
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:
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
Speaker:
Mark Ackers
AllegoSales Director, EMEA
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
14:40-15:00
Fireside Chat with Anthony Tripyear, Director, Global Sales Operations & Enablement at StarTech
Join this session to discover:
• Communicating the impact of sales enablement across the business
• The biggest misunderstandings about sales enablement experience
• Balancing the need to build programmes for scale with the need to tailor programmes for global audiences
• How the landscape in the industry will be disrupted over the next five years and how sales enablement can rise to the challenge
Speaker:
Anthony Tripyear
StarTech.comDirector, Global Sales Operations & Enablement
15:00-15:20
Why You'll Win More at Craps Than Betting on Your Committed Pipeline
The problem is, you're flying blind and most likely have no idea - and therefore, you'll never be able to swing the odds back in your favour!
Join this session to discover:
-How AI-powered insights surface deals at risk before they go dark
-Strategies to coach sellers on deals to win now, and skills to keep on winning
-How to transform your forecast health so you're not rolling the dice
Speaker:
Alex Vincent
MindtickleSale Enablement Specialist
15:20-15:40
Amazon Web Services Case Study: Re-think Sales Onboarding
Key topics:
Pre-boarding and Tools
Competency Seller Onboarding Framework
The people in play to onboard a seller
Onboarding measurement
Key Takeaways
Speaker:
Bana Kawar
Amazon Web ServicesSr. Sales Enablement Programme Lead
Bana Kawar puts her passion for data and strategy into practice at Amazon Web Services and runs Leadership Enablement for Startups globally. 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 and Involve foundations to support the next generation of leaders and is an active member in WiSE to empower women in Sales Enablement.
Coffee & Networking
STREAM: The Future of Sales and Marketing Enablement
16:10-16:30
The Role of Enablement in Aligning Teams and Driving Success: A Fireside Chat with Viktorija Hartwell, Head of Revenue Enablement at SourceWhale
Join this fireside chat as we discuss:
- The importance of enablement in sales and marketing
- How human experience is still key
- How to fully align your sales and marketing teams
- The role of content in driving success How to successfully scale your enablement strategies
Speaker:
Viktorija Hartwell
SourceWhaleHead of Revenue Enablement
16:30-17:00
Panel Discussion: How Sales and Marketing Can Work in Unison to Achieve Success
Speakers:
Atossa Vaziri
SpendeskDirector Revenue Enablement
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.
Victoria McLeod-Scott
CitiGlobal Head of Sales Enablement, Securities Services
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
ZendeskDirector, EMEA Marketing & Lifecycle Programs
“I can't commend you enough on the quality of speakers. Excellent as ever. Great venue which is central and easy to get to.”Attendee, Marks & Spencers
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Partners
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We understand how technology can change the game for revenue teams. It’s what led us to believe in the power of salespeople to drive innovation. Today, we’re a determined team on a mission to change the way companies engage with their customers throughout their lifecycle.
As hungry craftspeople, we’re obsessed with continuous improvement. Because we know that true champions have the will to break through walls, we have grit and perseverance. We are one with our customers, treating their pain and success as our own. We’re always honest with ourselves, our colleagues and our community.
Working at Outreach means being part of a family where we got your back, no matter what, helping you accomplish ever greater feats and celebrating with you. We take ownership — each of us is responsible for our collective success — and we expect you to represent your authentic self. We go out of our way to find different points of view that challenge our own because we find strength in diversity and inclusion.
Seismic provides sellers with market-defining tools and resources to sell smarter, work faster, and accelerate revenue.
- Boost rep productivity with Seismic’s time-saving Search, content personalization tools, and AI-driven content recommendations, so they can focus on closing the next big deal.
- Provide your buyers with meaningful digital experiences that drive sales cycles forward. Seismic provides a centralized location for sellers and buyers to engage and collaborate on deal relevant collateral throughout the entire sales cycle.
- Say goodbye to disjointed customer journeys. Seismic offers your whole go-to-market organization a single source of truth: all your best stories and all the must-have performance data in one place, so you can stay aligned, learn from what’s working and serve up positive experiences that boost revenue.
Corporate Visions is the leading provider of science-backed revenue growth services for sales, marketing, and customer success. Global B2B companies work with Corporate Visions to articulate value and promote growth in three ways:
- Make Value Situational by distinguishing your commercial programs between customer acquisition, retention, and expansion.
- Make Value Specific by creating and delivering customer conversations that communicate concrete value, change behavior, and motivate buying decisions.
- Make Value Systematic by equipping your commercial engine to deliver consistent and persistent touches across the entire Customer Deciding Journey.
Allego is the future of sales enablement. Our sales enablement, learning, content management, and conversation intelligence products accelerate performance for sales and other teams. Allego is AI-driven and seller-centric, with the power, agility, insight, and ease you need to drive results in a hybrid world—all in a single app. Nearly 750,000 professionals use Allego to equip sellers with intelligent training, coaching, and content that engages and converts buyers. Learn more about sales enablement that wins sellers and buyers at allego.com.
6sense reinvents the way organisations create, manage, and convert pipeline to revenue. 6sense Revenue AI™ captures anonymous buying signals, predicts the right accounts to target at the ideal time, and recommends the channels and messages to boost revenue performance.
Removing guesswork, friction, and wasted sales effort, 6sense empowers sales, marketing, and customer success teams to significantly improve pipeline quality, accelerate sales velocity, increase conversion rates, and grow revenue predictably.
6sense has been recognised for its market-defining technology by Forbes Cloud 100, G2, TrustRadius, Gartner, and Forrester, and for its strong culture by Glassdoor, Inc. magazine, and Comparably. Learn more at 6sense.com.
Creatio is a global vendor of one platform to automate industry workflows and CRM with no-code and a maximum degree of freedom. Millions of workflows are launched on our platform daily in 100 countries by thousands of clients. Genuine care for our clients and partners is a defining part of Creatio’s DNA.
Creatio offerings include a no-code platform (Studio Creatio), CRM applications (marketing, sales and service), industry workflows for 20 verticals and marketplace add-ons. We help our customers digitize workflows, enhance customer and employee experiences, and boost the efficiency of commercial and operational teams. Creatio is recognized as a Leader and Strong Performer in multiple Gartner and Forrester reports. Creatio products receive raving end-user reviews on peer- to-peer portals.
Our customers enjoy the freedom to own their automation. Freedom is provided through unlimited customization, the ability to build apps without a line of code and a universe of ready-to-use templates and connectors. Our platform empowers knowledge workers to build applications with no-code while increasing organizational capacity.
We believe in genuine care. We build sincere relationships with our clients and partners by giving a hand first and then thinking about business, communicating transparently and openly, and listening, adjusting and bringing value.
Creatio is headquartered in Boston, MA. We have 700 employees in six offices and a local presence in 14 countries. Creatio has long-lasting relationships with some of the world’s most successful organizations including AMD, Bayer, Kraft Heinz, Visteon, Société Générale Group, BNP Paribas Group and many others. Creatio partners with 700 GSIs and local integrators.
Our culture is about genuine care for our clients and partners, passion, going the extra mile and staying positive.
Brandwatch is the world’s premier social suite, empowering over 5,000 of the world’s most admired companies to understand and engage with customers at the speed of social.
Combining pioneering, AI-enriched digital consumer intelligence with industry-leading social media management tools, Brandwatch offers a complementary suite of specialized, best-in-class products and services that support intelligently connected workflows. With Brandwatch, brands and agencies can adapt and thrive in today’s fast moving digital world by making smarter decisions and executing data-driven social strategies at every customer touchpoint.
Operating and serving clients the world over, Brandwatch has 15 offices across the globe and more than 1,000 employees worldwide. Brandwatch is a Cision Company.
Sprout Social is a global leader in social media management and analytics software. Sprout’s intuitive platform puts powerful social data into the hands of more than 30,000 brands so they can deliver smarter, faster business impact. With a full suite of social media management solutions, Sprout offers comprehensive publishing and engagement functionality, customer care, influencer marketing, advocacy, and AI-powered business intelligence. Sprout’s award-winning software operates across all major social media networks and digital platforms. For more information about Sprout Social (NASDAQ: SPT), visit sproutsocial.com.
Canto is a global leader in digital asset management (DAM) software, giving organizations a visual way to centralize, organize, find, and share all their digital brand assets. Our platform empowers brands to push the boundaries with digital content, creating on-brand and innovative digital experiences to compete in today's landscape. Canto fuels many of today's most iconic brands as a content hub in their technology ecosystem, allowing them to save time and move faster.
For far too long, companies have had to deal with a big disconnect between their training and their actual sales strategy, culture, systems, and customers. To make real change happen, you need more adaptable content so you can build agility with a wider range of relevant capabilities. You also need more useful technology that integrates with your CRM and helps your reps get better deal by deal. And you need more visible progress with helpful metrics connected to your systems so you can see in real-time how your reps are impacting business outcomes. That’s why industry leaders all rely on Richardson. And it’s how our clients find more customers, win more opportunities, and grow their most strategic accounts.
By eliminating the use of 3rd-party tags and moving digital advertising and marketing server-side, our clients not only keep customer data more private and secure but also see a dramatic increase in website performance, which leads to improved SEO, better return on advertising, and increased revenue.
Our approach is based on research into what effective sellers and communicators do. We’ve spent decades learning which key behaviours deliver outstanding performance, identifying what separates successful people from their less effective peers. And we have a flexible learning approach to help ensure successful behavioural change appropriate to each client. These components, along with our expert team, combine to help our clients achieve their goals. It is a model we call Change Behaviour. Change Results.™
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Take the Northern Line towards Morden on the London Underground
Depart at Moorgate Station
Walk north on Moorgate/A501 for 7 minutes
Turn left on to Chiswell St
The Brewery will be on your left
Take the Heathrow Express to Paddington Station
Take the Elizabeth Line on the London Underground towards Abbey Wood
Depart at Liverpool Street Station
Walk West on Liverpool Street
Turn left onto Eldon St
Continue straight on South Pl, Ropemaker St and Moor Ln
Turn left onto Chiswell St
The Brewery will be on your left
Take the Thames Link towards Cambridge
Depart at London Bridge
Take the Northern Line on the London Underground towards High Barnet
Depart at Moorgate
Walk North on Moorgate/A501
Turn left onto Chiswell St
The Brewery will be on your left
Take the Stansted Express to Liverpool Street Station
Head South toward Liverpool St
Turn right onto Liverpool St
Turn right onto Broad St
Turn left onto Eldon St
Continue onto South Pl, Ropemaker St and Moor Ln
Turn left onto Chiswell St
The Brewery will be on your left
