APAC VP Sales Keynote

Will share how they’ve reacted, responded and are preparing for 2021

The acceleration of B2B Digital Selling and B2B e-commerce

During periods of uncertainty, slow growth and ensuring cost reduction, we’re faced with buyers that are either not buying at all, only buying necessity/operations critical or re-negotiating existing contract and terms, pipelines are stalling and deals not closing.

Even so, sales leaders are still held accountable as if business as usual during the pandemic, putting even harder pressure on an already head-count heavy sales force to deliver revenue and growth.

But even before the pandemic new ways of digital buying was emerging as ways of respond to buyer behavior (and saving head-count sales costs).

During this session we’ll discuss new ways of buying from  the acceleration of B2B e-commerce to large complex sales requiring face-to-face interaction.

Sales Transformation to Outmaneuvre Disruption and Fast-Track Recovery

• Strategies for sales leaders to build resiliency in disruption
• Research-based insights on virtual/remote selling and world-class sales practices
• Building trust and confidence in these unstable times
• Building organizational capabilities to support long-term virtual selling and accelerate lead-to-revenue
• Aligning the revenue engine: sales, marketing and customer success

COFFEE BREAK

B2B Virtual Selling

• Skills needed and to adapt and thrive with remote selling
• Selling techniques in a all digital environment
• How to land more virtual meetings
• Building trust and confidence in these unstable times
• Strategies for sales leaders to build resiliency in disruption

Complex Sales in Large Enterprise Environments

• Orchestrating large complex deals – approaches during unstable times
• Effective management of bids, tenders and proposals

Sales and Buyer Transformation

• Market forces transforming B2B buyer behavior – risks and opportunities for sales organisations.
• Insights into what buyers expect and how their buying behaviours have changed
• How sales leaders and teams need to adapt and change to align to the new buying dynamics.
• How to deliver customer value and relevance during disruption
• Motivating buyers to take action
• What is buyer enablement?

Sales Tech - That helps you sell more

• Must-have tools and tech to support remote selling
• Building the commercial growth machine: The sales tech you need to drive revenue
• Emerging technologies and insights that unlock sales performance, succeed in virtual selling and accelerate deals.
• The Data-Driven Sales Leader: Measure and Optimise:
  • What analytics/metrics should you be tracking?
  • How win-loss analysis and voice of customer can help you improve sales results

Buyers Panel

Hear from three buyers, CIO, CFO, Head of Procurement and CMO

Today’s buyers are budget constrained and risk-averse. Reaching consensus across large buying groups is even more difficult during WFH resulting in deferred decision making and stalled pipeline for sales.

Buyer insights that’ll help your close more revenue, faster

Fast tracking  deals stuck in the pipeline

LUNCH

Creating Commercial Engines - The Science of Revenue Growth

Skill-sets, mind-sets and tool-sets

The death of the long lunches…?

• The profile of today’s most successful sales people.
• How to re-invent if you’re becoming a sales dinosaur
• The future buyer and the need for sales culture transformation
• How the most senior sales reps  and new emerging sales leaders are coaching and mentoring each other
• Leading an agile millennial salesforce
• Age succession – connecting, mentoring, coaching and knowledge/experience transfer

Acquisition Machines

• Profile and mindset of today’s most successful sales leaders
• Understanding and managing the ‘drivers’.
• Curiosity and the ability to teach.
• Key considerations to look for in your sales teams.

Leadership that creates high performing sales cultures

Inspiring Leadership – Developing and mobilising the most powerful sales team for your organisation – what about during the pandemic!

• Motivation and Mental wellness – self and team
• Recruitment and on-boarding new team members
• Retaining Sales Talent – Compensation and incentive design models
• Practical advice and examples of high performing Work From Home Leaders and Reps
• Remote coaching and performance management
• Building organisational capabilities to support long-term virtual selling and accelerate lead-to-revenue
• Aligning the revenue engine: sales, marketing and customer success

From Crisis to Rebound: Planning for 2021 and the future of Sales

During this final networking drinks session well be discussing:

• Priorities heading into 2021
• Strategies for reducing costs
• Inspiring sales force performance during prolonged WFH
• Customer Retention and Customer Acquisition in the ‘New World’
• The future of in-person events and C-suite engagement