OPENING ACT: Illusionist, Wolfgang Riebe KEYNOTE: Selling to the C-Suite by Nic Read WORKSHOP: Selling to the C-Suite by Nic Read WORKSHOP: Advanced Customer Communication Workshop by Steve W. Martin
DAY 1: Monday, 26 September
07:00 – 07:55 REGISTRATION: Tea, Coffee and Snacks
08:00 – 08:05 WELCOME ADDRESS: Ivor Jones, Chairman, ThinkSales Corporation
08:05 – 08:55
This opening session will take you on a journey of magic and intrigue, highlighting how leaders in High Performance Sales Organisations are able to influence positive results through self-belief and a winner mindset. Be ready to be entertained!
09:00 – 10:15
The Challenge: As the economy goes down so the buying decisions go up to the executive level more than ever before. But how do you get on the radar of senior executives and build ‘trusted advisor’ relationships to stand out from the pack?
Key Outcomes: You will gain clarity on:
• What an effective sales process looks like today
• How to get noticed by more executive buyers
• What your sales people should say and do in front of them
10:15 – 10:40 BREAK: Tea Break & Exhibitor Viewing
10:45 – 12:00
This workshop will equip sales leaders in practical ways to reach out to C-Suite executives, using ideas from executives themselves. You will understand what executives want, utilising the drivers of executive decision-making that include:
1.Ways of getting past the roadblocks
2.How to create value at the executive level
3.How to cultivate loyalty at the C-Suite
12:00 – 12:15 SPONSOR MESSAGE: Unveiling of Prizes & Exclusive Special Delegate Offers
12:15 – 12:45 HIGHLIGHT: 30-minute highlight: TBA
12:45 – 13:40 LUNCH: Break for Lunch & Exhibitor Viewing
13:45 – 15:00 KEYNOTE: Build a Winning Sales Force Using Sales Linguistics by Steve W. Martin
The Challenge: Since product differentiation is at an all-time low, all the sales people competing for the customer’s business make the same claims. In addition, today’s customers are more sophisticated and better informed than ever. The winning sales person skillfully uses language to build a deeper relationship and persuade the customer to buy.
Key Outcomes: Successful customer communications is at the foundation of all sales. In this session we introduce “Sales Linguistics,” the revolutionary new field of study on how sales people and customers use language during the decision-making process.
15:00 – 15:25 BREAK: Tea Break & Exhibitor Viewing
15:30 – 17:00
This workshop will equip sales leaders with linguistic strategies to differentiate their solution from the competition and enable them to create a call to action that convinces the customer mentally and emotionally to buy.
17:00 – 18:00 NETWORKING & OPEN BAR
ELECTIVE SESSION OR
DAY 2: Tuesday, 27 September
07:00 – 07:55 ARRIVAL: Tea, coffee and snacks
08:00 – 08:10 REVIEW: Day One & Day Two Agenda
MC Douglas Kruger will provide a summary of Day One’s key outcomes and a brief overview of the agenda for Day Two.
08:15 – 09:30 CASE STUDIES: Ivan Epstein & Cy Edmondson
Lessons from the trenches: real-life stories from one entrepreneur and one corporate South African
The Challenge: Finding ways to deliver high growth sales in a ‘take no prisoners’ environment, while simultaneously attracting and retaining the best sales talent.
Key Outcomes: This session will give you insights into how two exceptionally talented individuals achieve results in their own unique styles.
Panel Discussion: The talks will be followed by a panel discussion and Q&A, facilitated by MC Douglas Kruger.
09:30 – 10:00 HIGHLIGHT: 30-minute highlight: TBA
10:00 – 10:25 BREAK: Tea Break & Exhibitor Viewing
10:30 – 11:45 KEYNOTE: The New Rules of Selling to Extremely Busy Executives by Jill Konrath
The Challenge: It’s tough selling to decision-makers who are expected to do more, in less time and with fewer resources. They’re stressed out, don’t want to change unless absolutely necessary and see minimal difference between competitors. Most sellers and sales organisations are woefully unprepared for these radically new customers. Making more calls is not the answer, nor is a better “pitch.”
Key Outcomes: By implementing the new rules of selling, your sales people will:
• Win more sales faster
• Sell at higher margins
• Be involved in fewer competitive situations
11:45 – 12:40 LUNCH: Lunch Break & Exhibitor Viewing
12:45 – 14:00 WORKSHOP: Fresh Strategies for Frazzled Prospects by Jill Konrath
This session focuses on very specific prospecting strategies your sales people can use to capture the attention of and set up meetings with busy decision-makers. By using these strategies, your sales people will make fewer calls, but set up more appointments.
14:00 – 14:10 BREAK: Tea Break & Exhibitor Viewing
14:15 – 15:45
Choose the best option from one of these two sessions for the topic that suits your position and role in your company. Note: Select your session when booking but you do have until 31 August to change your decision.
Strategic Session with Nic Read: The Science of Sales Transformation
This session is for an executive who can truly impact on their organisation across all levels of the enterprise. Ideal for CEOs, CFOs COOs, GMs and Sales Directors
Challenge: Do you know if your company is engineered to grow? Is sales success a part of your Corporate DNA? Most leaders are not absolutely certain and selling is often seen as ‘a dark art’ instead of a science. But what if revenue growth was distilled into a formula you could follow to achieve predictable and sustainable results?
Key Outcomes: Utilising the blueprint for growth scorecard, a lead indicator into the extent to which your company’s organisational DNA is geared for growth, this strategy session will give you:
• A look at your own ‘Revenue Growth Scorecard’ (completed online before the
conference)
• Insight into how a ‘Revenue Growth Scorecard’ works
• How to build a sustainable revenue growth model
• A roadmap for aligning sales training to business ROI
Management Session with Steve W. Martin: Sales Strategy and the Psychology of the Complex Sale
The session is for a Sales Manager who has to assist their sales teams to outsmart and out-manoeuvre competitors. Ideal for hands-on Sales Managers
Challenge: Sales is an intense hand-to-hand battle fought between two people or two groups of people who are each trying to win over the customer. Your competitors have educated themselves about your products and sales tactics, and they’re focused on defeating you more than ever. The deciding difference between winning and losing today is your ability to create a strategy that outsmarts, outmanoeuvres and overwhelms your enemies.
Key Outcomes: Based upon thousands of customer interviews as part of the win-loss studies Steve has conducted on behalf of his clients, this session provides the models behind organisation politics along with the practical sales advice that will help you become a master sales leader.
• Formulating the Grand Strategy to Win the Complex Sale
• Political Account Structure and the Psychology of Organisational Buying
• Tactics to Defeat the Competition
• Winning Over Key Decision-makers at all Levels of the Company
15:45 – 16:15 WRAP-UP & PRIZE DRAW: Unveiling Sales Leader Tools & Lucky Draw
