Sales Enablement.
Buyer Engagement.
Business Impact.

October 8-9, 2019 I London, Queen Elizabeth Hall

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London Agenda

Both days 08 October09 October

08 October

Registration and Welcome Coffee

Introduction and Opening

Opening Guest Keynote - Steven Van Belleghem, InSites Consulting

Steven van Bellegem
Managing Partner, InSites Consulting

Executive Keynote

Pieterjan Bouten
Co-Founder and CEO, Showpad

Coffee Break

Sales Enablement 2020: Are You Ready for What’s Next?

Since Sales Enablement burst on the scene a few years ago, it’s made a dramatic impact. What’s next? How should your organization take a more complete approach to sales engagement? What should you keep in mind as you build your programs? In this session, you’ll learn the trends leading companies see in the space - which will stick and which will fizzle. You’ll walk away better prepared to prepare your organisation for the future.

Portraits of Sales Enablement Success: How Companies - Big and Small - Impacted Revenue

Many Sales Enablement teams start as lone internal resources, while others have morphed into large teams with disparate goals. No matter where you are on the Sales Enablement spectrum, you are challenged to show business impact. In this session, you’ll learn from practitioners who’ve elevated Sales Enablement to a strategic function. They’ll share tips for securing alignment and building support for the resources they need to be successful. You’ll walk away with a better understanding of how to grow from an “army of one” to a fully aligned Sales Enablement machine that fuels your revenue machine.

Tim Heinz
Senior Marketing Manager, MED-EL Medical Electronics

Edwin Kuiper
Manager of Sales Enablement, Goodyear Tires EMEA

Paul Saleme
Global Head of Sales Enablement , Showpad

Lunch

Guest Keynote

Tamara Schenk
Research Director, CSO Insights

From Onboarding to Coaching: the Continuous Cycle of Driving Sales Excellence

Onboarding Sales reps is a battle against time - you need to get them onboarded quickly and effectively so they can make quota. Once they’re in the field, your products, market conditions, and customer use cases constantly change. How can you help them keep up? Attend this session to learn how these Sales leaders fuel their teams’ success, both at the start and throughout the journey.

Carly Lehner
Senior Manager of Sales Enablement , Axiom Law

Emily Fitzpatrick
Sales Enablement and Training Manager , Showpad

Stop the ”Sales vs. Marketing” Battle: Tips for Delighting Your Sales Team

Is your Marketing team seen as an important contributor to Sales’ success? Or are you fighting a battle for respect and relevance every day? This session will show you how experts build valuable programs and content to arm your #1 customer: Sales. The relationship between sales and marketing doesn’t need to be a battle. You’ll leave this session with a better understanding of how to take the first steps toward delighting your sales team.

Coffee Break

BREAKOUT: Demo Track

BREAKOUT: Herding Cats: Easing the Cross Collaboration Headache

Sales Enablement faces the tall task of aligning Sales and Marketing teams, each with different goals, resources - and personalities. Working with different departments doesn’t have to be frustrating. In this session, Sales Enablement professionals will outline how they define team needs and deliver value. You’ll be armed with first steps toward building a cross-functional collaboration approach.

BREAKOUT: Courting the Customer: Building a Relationship that Lasts

Every quarter, you’ve got a number to tackle. You need every trick in the book to engage buyers, to make sure you hit quota. But how do you lay the foundation for a relationship that lasts beyond signing on the dotted line? How do you align with Marketing and Customer Success to make sure you’re using keeping the buyer at the center of your strategy? In this session, Sales leaders will share how they work collaboratively with Customer Success and Marketing to build customer relationships that continually grow revenue through better buyer and customer engagement.

BREAKOUT: It’s All About the Deal: Measuring Marketing’s Impact at the Bottom of the Funnel

Measuring success is always top of mind for Marketing leaders. With the proliferation of data and tools, marketers can easily measure the impact of programs at the top and middle of the funnel. However, for many marketers, the usage and impact of content by sales is still a black box. In this session, Marketing leaders will outline how they measure and optimize the impact of content throughout the entire funnel.. You’ll walk away with an understanding of how to optimize the buyer experience to drive revenue success.

BREAKOUT: Measuring What Matters -- Before it’s Too Late

Today, Sales managers don’t have a way to easily track and measure how their new hires are ramping. That can lead to them not finding out if they’re effective for two quarters and by then, their annual targets are shot. In this session, you’ll learn how to measure training progress, sales skills, sales call quality, and much more. You’ll also see how to quickly correct the course so your revenue targets aren’t at risk.

BREAKOUT: More than Just Adoption: Understanding the True ROI of Sales Enablement

As Sales Enablement has evolved, so have the metrics for measuring its impact. Reporting on deliverables only shows part of the picture. Sales enablement and marketing teams need to know what content and courses being consumed and which are connected to won revenue. To show the value of Sales Enablement, professionals should share a complete view of the program. In this session, Sales Enablement professionals will outline the reports and benchmarks that matter to the C-suite - and the bottom line. You’ll walk away with a better understanding of how and what to measure for a holistic view of your program’s success.

Demos-Exhibition Hall

Closing Session and Awards Ceremony

Happy Hour

End of the Day

09 October

Welcome and Coffee

Product Keynote

Louis Jonckheere
Co-Founder and Chief Product Officer, Showpad

Coffee Break

General Session

Why Bet Your Career on Sales Enablement?

Jason Holmes was a leader at Marketo when demand generation and marketing operations titles barely existed. Today, Marketo is a multi-billion-dollar category leader, and thousands of people have built exciting careers in Marketing Automation. Jason sees close parallels with Sales Enablement, and you are uniquely poised to take advantage of its increased importance. In this session, he’ll share his unique perspective on how to capitalize on an emerging role and market category as you advance your career.

Jason Holmes
President and COO, Showpad

Closing Keynotes

Lunch

Accelerate Strategy Workshop (registration is required)

Accelerate, the global community of sales enablement professionals,  is hosting an exclusive strategy workshop that will allow you to put your TRANSFORM learnings into action. During this 2 ½ session, learn from a C-level executive how to effectively partner with the leadership team and why building a professional network can help you become an enablement champion. You will leave the workshop with a tangible blueprint to assess the current state of your program and outline next steps.  

The number of available seats is limited.  To attend, please fill out the separate ticket registration form.

End of the day

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