11 September 2019: 9.00 am – 12.30 pm BST (Toshiba Tec UK, The Monument Building, 11 Monument Street, London   EC3R 8AF) :

   Topics:  1. Business Planning & Revenue Growth.  2. Sales Behaviours.  3. How to build and develop a learning culture to create a progressive sales organisation.  4. Is money the best motivator?

Target Audience:  All APS Membership levels

AGENDA

9.00 am Registration, networking & refreshments
9.30 am Welcome from the APS
Tom Girdham, Revenue Growth and Planning Director at Pladis Global:
Making Strategy and Planning a competitive advantage
David Freedman, Director of Sales, Huthwaite International
The essential ingredients for successful negotiations
Debbie Reynolds, Senior Talent Consultant, Colt:
Sales Behaviours
10.55 am Coffee break and networking
11.15 am Kimberley McClean, Learning and Development Consultant, RS Components:
How to build and develop a learning culture to create a progressive sales organisation
Nick Holbrook, European Sales Training Manager, TOSHIBA TEC Imaging Systems:
Is money the best motivator?
12.10 pm Overview from the APS
12.15 pm Close

Session Details below (more to follow):

Making Strategy and Planning a competitive advantage
 Tom Girdham, Revenue Growth and Planning Director at Pladis Global

Living in a world of mature brands and inflationary pressures, how should we orientate and gear ourselves up to profitably grow our businesses?  Many of the answers can lie in the world of Revenue Growth Management.

Through consumer insights, fact-based analytics and intelligent customer planning, I firmly believe that a Revenue Growth Management presence in an organisation can drive significant benefit for Customers, Suppliers and Consumers alike.  At Pladis, we have firmly embedded this function within our organisation, in turn ensuring it plays leading role in our all parts of our operating model whilst influencing everything we take to our customers.  I look forward to taking you through why and how this provides us with a competitive advantage.

Key takeaways:

  • How to resource an effective Strategy and Planning function
  • Influencing your customers through tailored insights
  • How to driving growth in a mature market

About the presenter:  Tom Girdham
Post a lengthy stint in FMCG Sales, in more recent years Tom has carved out a career in the world of Revenue Growth Management.  As Revenue Growth and Planning Director at pladis Global, he has responsibility for pack, price and promo and shaping the commercial roadmap over the next 3 – 5 years.


The essential ingredients for successful negotiations
David Freedman, Director of Sales, Huthwaite International

Key takeaways:

  • Insights into the behaviours that world class negotiators use most effectively
  • An understanding of the importance of robust preparation and planning
  • A rundown of the top mistakes that can make negotiations fail

About the presenter: David Freedman
David is Huthwaite’s Director of Sales. He is a Fellow of the Association of Professional Sales, sits on the Management Consultancies’ Association Council and is former Chairman of the Chartered Institute of Public Relations MarComs group. He speaks all over the world – at conferences and exhibitions including World of Learning, SAMA, APMP and for many international business organisations.


Is money the best motivator?
Nick Holbrook, European Sales Training Manager, TOSHIBA TEC Imaging Systems

  • “Do you know what motivates your team?
  • Do they know what motivates you?
  • Have you ever discussed this as a group?
  • And do you have people in your teams doing the Top things that motivate them most?
  • Very Few Organisations do

We will do some very practical activity around You and your Motivation, both inside work and outside.

We will also take a peak into the exciting World of Modern Psychology to see what the Big Guy there says about how we Humans are Motivated?

Excited? Motivated, even? You should be, it’s all very interesting and really, really important in a Sales World!”

About the presenter:  Nick Holbrook
Nick has spent the past 15 years building and delivering Sales Training & Sales Leadership Workshops throughout Europe, the US and South America. He worked for 12 years with The Complex Sale Inc. a leading US Sales Methodology Provider as well as with The Mind Gym here in London. Prior to that he learned his Sales craft over 14 years in the Software Industry, working for companies such as Brio Technology, ORACLE, and Visio Corporation. A Modern Linguist & Teacher originally by background he speaks on the Business Circuit and is a published author.


Please note that if you are not a member of Association of Professional Sales and book a ticket, our members will take priority and, in event of reaching full capacity, you may be contacted closer to the event to cancel your booking. To ensure you are able to attend all events, join the APS.

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Tom Girdham
Revenue Growth and Planning Director, Pladis Global

David Freedman
Director of Sales, Huthwaite International

Nick Holbrook,
European Sales Training Manager, TOSHIBA TEC Imaging Systems

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