Speakers
Maria G Forte, Director – Emerging Markets Fixed Income Sales, Raiffeisen Bank International AG (London Branch)
Maria has worked in the financial markets in the city of London in some of the major U.S. firms. Starting with Standard Chartered Bank (Milan) for 1 year, then moving to London to work at Lehman Brothers for 9 years, next was Morgan Stanley & Co International for 5 years and currently Maria is working at Raiffeisen Bank International (London Branch) for more than 5 years. Her role as a sales person, selling Fixed Income products from the emerging countries like Romania, Serbia, Croatia and many others from the CEE region has intensified her depth of knowledge in the region
Anouk Vastert, Global Director Change Management Sales CRM, Philips
Anouk joined Philips in 2005 as Senior Business Excellence Manager. Throughout her years in Philips, she has held positions as Program Manager Earn to Invest and Global Director Marketing Excellence. In March 2010 Anouk became Global Director Change Management Sales CRM, where she among other achievements turned the IT CRM project into a business commercial project where sales is the lead. Among other responsibilities she lead the implementation of Sales CRM in the pilots of Lighting in China, US and Europe. Anouk previous worked within the Coca-Cola Enterprises for 10 year.
Anica Djokić, Certified Trainer for the and Former Director of Sales And Marketing, Marriott Hotel
Anica is a certified trainer for the “Sales and Service Foundations and Effective Prospecting” and “Revenue Maximization” both from Marriot Sales Trainings. Anica is a lecturer at the Hospitality Management Institute and a lecturer at the Faculty of Business and Tourism in Prague, Czech Republic. Prior to being a lecturer Anica was Director of Sales and Marketing at the Prague Marriott Hotel, Copenhagen Marriott Hotel and Budapest Marriott Hotel for 7 years.
Allistair Carmichael, European Acquisition Manager, eBay Enterprise Sales
Allistair is European Acquisition Manager - Electronics, Automotive Parts, Home and Garden and Hard Verticals at eBay Enterprise Sales, in Richmond, London, whereby he develop strategic partnerships with major brands, household names and large scale merchants who have the capability to provide large inventory and significant sales in eBay's market place. Before joining eBay, Allistair ran a number of SME's manufacturing and distributing automotive and professional sports products. He has over 25 years' experience in running Automotive retailing businesses in the UK for premium German Automotive brands.
Carl Kallen, Global Head of Sales – Telefonica Group, Sony Ericsson
Carl joined Ericsson in 1997 as Regional Sales Manager – Latin America, being held responsible for operations and sales in Mexico and Miami-based distribution business. He later moved on to be Regional Sales Director – Latin America for Sony Ericsson. In 2004 Carl joined Sony Ericsson in UK, where he was National Account Manager UK and Head of Sales – Carphone Warehouse/Phone House. Carl has held his current position as Global Head of Sales – Telefonica Group for 4 years, leading activities with Global Sales team across all geographies in Telefonica Footprint.
John Ray, Industry Head - Sales/ Business Development, Google
John is an experienced international professional with strong sales, management, marketing, branding and communication skills. Proven track record of creating and maintaining global relationships with C-level Fortune 500 clients and prospects. Ray has over 12 years experience in media sales, strategy and implementation. Thorough understanding of advertising community across digital and traditional as well as media and creative agency planning processes. John has been with Google since 2004, where he was at first Vertical Specialist/Business Development before taking on his current role as Industry Head – Sales/ Business Development.
Ole Buus, Director, Global Document Outsourcing, Xerox Nordic
Ole is one of the pioneers in the Managed Print Service (MPS) marketplace. Ole has many years of experience in creating innovative Business Solutions to large international companies and organizations. He has held several senior management positions within IT companies in Denmark, such as Market Director at Minolta Denmark, Director at WRP Data, and several positions at Xerox as Director Indirect Channel, Director Technical Service and his currently role as Director, Global Document Outsourcing.
Agenda
THE SALES EXPERIENCE
07 May 2012 – Zira Hotelo, Belgrade, Serbia
09.00 Registration And Morning Coffee
10.00 Chairman’s Opening Remarks
SALES COACHING AND TRAINING
10.15 Developing A World-Class Training And Development Program Fit For Your Sales Force
- Key principles how to increase sales productivity and loyalty through effective sales coaching
- How to reshape your current sales environment to be more accepting of coaching
- Learn best practices on when to coach, how often and how long
- How to meet the needs of sales and include peer-to-peer learning, web based tools, coaching, sales training portals, playbooks, etc.
Carl Kallen, Global Head of Sales – Telefonica Group, Sony Ericsson
SOCIAL MEDIA AND ONLINE SELLING
11.00 Tuning Up For The Biggest Sales Trends 2012: THINK SOCIAL – Merging Multi-Channel Into Mega-Channel
- Using the right social media channels to boost your sales performance
- Using social media as a part of your business plan giving your sales people access to quality data where you can research key contacts
- Recognize the opportunity to build relationships and generate new hot leads online
- Creating a personal and trusted relationship via social media networks to beat the competition
- Taking advantage of the social networking sites as practical tools to engage in better quality prospecting and improving conversion rates
John Ray, Industry Head - Sales/ Business Development, Google
CUSTOMER CENTRIC SALES
11.45 Interactive Networking Break
12.30 Strategic Account Management - Holistic Approach To Sales Service
Anica Djokic, Certified Trainer and Former Director of Sales and Marketing,
Marriott Hotel
13.15 Positioning CRM As A Main Sales Strategy And Use It As A Marketing Channel To Reach Top Results
- Sales organizations that win in today's marketplace are customer focused and live 'outside-in'
- Winning ways how to empower your sales team with the right information about your customers: CRM professionalizes Key Account Management and Field Sales Forces
- How to change your sales process to match your customers' buying behavior and how to marry marketing & sales to profitably achieve common goals
- The painful exercise of implementing CRM in your company and change the Sales Way of Working
- The rewarding end result of a professional company & its’ customers embracing CRM
Anouk Vastert, Global Director Change Management Sales CRM, Philips
14.00 Lunch For Speakers and Delegates
COMPETITION AND SALES
15.00 Effective Ways To Beat Your Competition And Become A Market Leader
- Recognizing your strengths and focus on them
- Why winning in sales require that you must compete
- Developing a sales strategy that brings your strengths and bear on the opponent’s weakness will lead you to a competitive advantage
- Having a leading sales strategy means having a strong team executing it effectively
- How to have the mindset of a great sales person
Maria G Forte, Director – Emerging Markets Fixed Income Sales, Raiffeisen Bank International AG (London Branch)
15.45 Ebay's Approach To Online Selling
Allistair Carmichael, European Acquisition Manager, eBay Enterprise Sales
STRATEGIC SELLING
16.30 Tips And Tools How To Move Up The Value Chain With Your Customer
- Understanding the customer pain-chain and address the benefit of having a solution
- Look at the value of what your product can do rather than just the product itself
- Instead of just selling ordinary service and maintenance on equipment, then transform these activities into strategic value adding services
- Make your customer buy a service which include the product and all the competences and skills your company have on top instead of buying just the product
- This is not about how to sell more products but all about making partnership and help customers meeting their objectives
Ole Buus, Director, Global Document Outsourcing, Xerox Nordic
17.15 End of Event