08:30 - 09:05
Arrival, registration & breakfast networking
09:05 - 09:15
Introduction from The Network Group & Chairperson
A brief introduction to the event software, SNS — this software, unique to the industry, empowers our attendees to make the most effective use of their time at the event by maximising networking opportunities. The software designs a personalised agenda & enables attendees to arrange one-to-one meetings with each other. This will be followed by a welcome from the chairperson.
Paul Helmore, Executive Vice President Of Sales, Wood Mackenzie
09:15 - 09:50
The evolution of the CRO role
- Understanding the difference between the CRO and the VP of Sales
- Exploring the duties and responsibilities of a CRO
- Explaining how the CRO role filters through to the consumer
09:50 - 10:20
Forecasting & managing revenue that’s at risk
- The perils, pitfalls and solutions of forecasting revenue
- Estimating the level of demand by forecasting sales
- Methods that can aid in successful forecasting
10:20 - 10:50
Thriving under the pressure of the role
- Implementing habits to stay calm and succeed under pressure
- Force yourself to do things that scare you
- Visualising your success
- How to give yourself a post-game review
Wayne Keble OBE, Senior Sales Staff Director EMEA, GE Aviation
10:50 - 11:00
Coffee break & networking
11:00 - 11:25
Workshop 1
Hosted by Xactly
11:25 - 11:50
Networking
11:50 - 12:15
Workshop 2
Hosted by 6sense
12:15 - 12:40
Networking
12:40 - 13:05
Workshop 3
Hosted by Outreach
11:00 – 13:05
One-to-One meetings
Intelligently matched one-to-one meetings:
- Sales Enablement
- Content Usage
- Sales Automation
- Big Data Capture
- Digital Document Tracking Technology
- AI Adoption
- Marketing Collaboration
- Telemarketing
- Customer Revenue Optimisation
- CRM
- Sales Outsourcing
- Recruitment
- Sales Training
- Sales Performance Consulting & Technology
13:05 - 14:00
Networking Lunch hosted by Outreach
Stream 1 - Sustainable growth
14:00 - 14:35
Finding new paths to revenue & company growth
- Evaluating sustainably ways to grow revenue
- Choosing the right path to success for you
- Exploring new innovations and strategies for growth
- Sequencing the growth journey
Joy Wong, Head of Commercial Transformation, Investec Wealth & Investment UK
Stream 2 - Leadership
14:00 - 14:35
Driving the revenue leadership revolution
- Driving the revenue leadership revolution
- What are the characteristics of a strong, successful leader?
- Creating the company culture from the top-down
- Being aware of how your leadership impacts those around you
Paul Helmore, Executive Vice President Of Sales, Wood Mackenzie
Stream 1 - People, people, people
14:40 - 15:15
People and why it is all that matters
- Why should people be the top priority for every leader?
- What are the most common mistakes?
- What are some practical suggestions?
Luigi De Curtis, Commercial Director, UK and Ireland, Deliveroo
Stream 2 - Planning for the future
14:40 - 15:15
How to project confidence to other C level individuals through rigid planning
- The best way to create confidence within your employees is to lead by example
- Why futurists avoid long-term timelines
- After all, if you fail to prepare, you prepare to fail
Judith Hogan, Senior Director EMEA Sales Acceleration, Poly
15:15 - 15:25
Coffee break & networking
15:25 - 15:50
Workshop 4
Hosted by SalesLoft
15:50 - 16:15
Networking
16:15 - 16:40
Workshop 5
Hosted by Clari
16:40 - 17:05
Networking
15:25 – 17:05
One-to-One meetings
Intelligently matched one-to-one meetings:
- Sales Enablement
- Content Usage
- Sales Automation
- Big Data Capture
- Digital Document Tracking Technology
- AI Adoption
- Marketing Collaboration
- Telemarketing
- Customer Revenue Optimisation
- CRM
- Sales Outsourcing
- Recruitment
- Sales Training
- Sales Performance Consulting & Technology
17:10 - 17:50
Panel discussion: Attracting & retaining high-demand talent
- Addressing what the business can offer to entice new talent
- Questioning what you can do to incentivise your current team
- Discussing how to develop, train & grow your ‘A+’ players
- Creating a diverse and inclusive workplace culture
Ravi Vegad, Head of SME Sales, Barclaycard Payments
Nick McClelland, Chief Growth Officer, Mercer UK
Enrico Bonatti, SVP Global Sales Strategy, Operations & Customer Experience, Tata Communications
19:00
Networking dinner & drinks reception
08:30 - 09:05
Morning registration & breakfast
09:05 - 09:10
Chairperson’s opening remarks
A welcome from the Chairperson
Paul Helmore, Executive Vice President Of Sales, Wood Mackenzie
09:10 - 10:15
Roundtable discussions
Join group discussions with your peers on some of the most challenging & significant revenue topics—please confirm attendance prior to the session. Each host will facilitate the discussion & give a short presentation of key findings in the wrap up session.
Roundtable 1: Sales Enablement & Automation
Roundtable 4: CRM
Sam Jones, Head of Commercial Excellence, Associated British Ports
Roundtable 2: Sales Training
Roundtable 5: AI Adoption
Iqbal Adjali, Director of Data & Analytics, Commercial Strategy and Operations, Illumina
Roundtable 3: Customer Revenue Optimisation
Roundtable 6: Marketing Collaboration
10:15 - 10:50
Wrap-up session
Each host gives a short overview of key findings from their discussion & creates an ideas board to be distributed post event with the presentations.
10:50 - 11:00
Coffee break & networking
11:00 - 11:25
Workshop 6
Hosted by Gong
11:25 - 11:50
Networking
11:50 - 12:15
Workshop 7
Hosted by Highspot
12:15 - 12:40
Networking
12:40 - 13:05
Workshop 8
Hosted by Varicent
11:00 – 13:05
One-to-One meetings
Intelligently matched one-to-one meetings:
- Sales Enablement
- Content Usage
- Sales Automation
- Big Data Capture
- Digital Document Tracking Technology
- AI Adoption
- Marketing Collaboration
- Telemarketing
- Customer Revenue Optimisation
- CRM
- Sales Outsourcing
- Recruitment
- Sales Training
- Sales Performance Consulting & Technology
13:05 - 14:00
Networking Lunch hosted by Varicent
Stream 1 - Sealing the deal
14:00 - 14:35
How to influence deal structure?
- How to value your business for an earnout agreement
- Ensuring that pricing management is targeted for growth
- Using digital technology to reduce the gap between sales and marketing
Stream 2 - Technology
14:00 - 14:35
Using tech to maximise pricing & product strategy
- The four steps to turn data into profits
- Utilising the flood of data available for customer interactions
- Identifying the technology that can target poor pricing decisions
Emmanuel Rindiro, Commercial Strategy & Planning VPL, Visa Direct
Stream 1 - Customer value
14:40 - 15:15
Identifying what your customer values
- Breaking down the customer value formula
- How to focus marketing on the target customer
- Creating a customer-centric company
Martin Arnold, Commercial Director – Fashion, Retail & Lifestyle, EV Cargo Global Forwarding
Stream 2 - Buyer preference
14:40 - 15:15
Adapting strategy to suit the modern buyer’s preferences
- What is agile commerce?
- Staying ahead of new technology and how this can influence buyer preference
- Ensure you have the necessary tools to track trends in buyer behaviour
15:20 - 15:55
Panel discussion: Staying open to change
- Continuing to deliver a connected, personalised experience through rising business complexity
- Introducing new revenue models, such as subscriptions, and cross channel strategies
- Discussing the advantages/ disadvantages of hybrid working
David Lynchehaun, Group Sales Director, Morson Group Ltd
Richard Solly, Director Commercial Solutions, Stanley Black & Decker Inc. Europe
15:55 - 16:00
Closing remarks from Chairperson