25 September 2019: 7.45 am – 10.35 am BST (The Jaguar Visitor Centre, Castle Bromwich, Chester Road, Castle Vale, Birmingham, B35 7RA) :

   Topics:  1. Understanding the changes in customer buying habits in relation to new technology.  2. The value of apprenticeships in business, the improvements and financial benefits they can bring.  3. The Art and The Science of Selling.

in partnership with

Target Audience:  Manager & Senior Leadership Level

AGENDA

7.45 am Registration, networking & refreshments
8.15 am Sit-down networking breakfast
8.50 am Welcome from the APS & Mercuri International
Chris Steed, Customer Sales Manager (Head of Sales, Digital and Correspondence), E.ON: Understanding Customer Buying Habits in Relation to New Technology
Anne Ashworth, Head of Pearson Employee Apprenticeships:
The power of apprenticeships
9.45 am Coffee break and networking
10.00 am Mat Everitt,  VP of Strategic Sales of Worldpay:
The Art and The Science of Selling
Speaker Q&A panel
10.35 pm Event concludes
10.35 am – 12.00 noon (optional) Manufacturing Tour – The Jaguar Experience Centre of Electrification is an environment where visitors can learn more about electric vehicle ownership. Our knowledgeable team will spend time unscrambling the jargon, explaining how the vehicle works, where and how it can be charged, what the associated costs are and what schemes are available to support ownership. We welcome you to immerse yourself in your electric journey.

Special rate of £29 per person (Standard rate £59). To book please email castlebromwich@jaguarexperience.com and quote APS/Mercuri Breakfast Meeting or call 0121 786 6000.  Book early as spaces are limited.

Session details below (more to follow):

Understanding Customer Buying Habits in Relation to New Technology
Chris Steed, Customer Sales Manager (Head of Sales, Digital and Correspondence), E.ON:

We all know that the way in which customer’s buy products or services has changed. Digital technology and mobile devices have transformed industries in the blink of an eye, opened up new markets and created a host of new communication channels. Organisations are desperately trying to catch up and ensure they meet customers’ changing demands but at times it can often feel like we’re creating solutions to requirements that we don’t truly understand. In this session we’ll not only explore how customers buying habits are changing in the face of new technology, we’ll also consider how their expectations for the service we provide has evolved and the key considerations for businesses trying to compete.

Key takeaways:

  • How customer buying habits have evolved.
  • What customers expect of us in a digital and ‘omnichannel’ world.
  • What we can do to meet the changing market demands.

About the presenter:  Chris Steed
Leading E.ON’s Residential Sales and Digital operations means that Chris is extremely familiar with what the customer is saying and what’s required to meet those customer demands. You have to when you’re literally dealing with hundreds of people completing thousands of digital and voice interactions on a daily basis. He’s also responsible for E.ON’s ‘exploration hub’ where future commercial propositions, customer journeys and operating models are designed, tested and built.

With a background in sales and customer services across financial, utilities, retail and publishing, Chris has a vast amount of experience in the design, building and leadership of large scale operations across both consumer and B2B markets.


The power of apprenticeships
Anne Ashworth, Head of Pearson Employee Apprenticeships:

People are our customers and consumers. They all demand innovative, high-quality products and services delivered when and where they want them, on time every time. Without well-trained, highly-skilled, well-motivated people our business would not be successful. This means that we need to appoint, develop and retain great people to ensure that we keep existing customers and continue to attract new ones. That’s why our apprenticeship programme is strongly aligned to one of our key business goals.  Apprenticeships contribute extensively to our ability to future-proof our talent and to create a climate of innovation, empowerment, personal investment and business benefit. The promotion of our apprenticeship programme throughout the business in the UK has also produced the added benefit of acting as a catalyst to re-energise our employee development programme outside of the apprenticeship programme as employees and line managers recognise the improvement in their teams’ performance that a structured employee development programme can deliver, even in areas of the business where Apprenticeships are not appropriate.

About the presenter:  Anne Ashworth

As Head of Pearson Employee Apprenticeships, Anne has helped Pearson embrace the levy and grow its apprenticeships programmes through her strategic vision since joining the company in 2016. Anne Ashworth has single-handedly set about making apprenticeships an integral part of the UK business’ long-term workforce strategy, ensuring buy-in right from the top level for her vision of enhancement and expansion of apprenticeships.

Drawing on her experience and know-how from a 30-year career in the FE, training and skills sector, Anne’s strategy for apprenticeships means Pearson is embracing the levy and now running 15 different apprenticeship programmes, ranging from level 2 to 6, for over 100 apprentices across its UK business.


The Art and The Science of Selling
Mat Everitt,  VP of Strategic Sales of Worldpay:

Many companies rely on the talent of their individuals to ‘make sales happen’.  Too often the this talent is hidden in a mysterious ‘black box of sales’, unexplainable by the sales person and indecipherable by the sales leader.  Mat will tell you the story of how he applied Mercuri science to the Worldpay sales team art to open and reveal the contents of the box and produce results not seen in years of prior activity.

Key takeaways:

  • How to open your black box of sales.
  • How to increase the accuracy of your sales forecast.
  • How to evolve your sales to include science as well as art.

About the presenter:  Mat Everitt
Mat’s LinkedIn profile describes him as Coach. Sales Scientist. Behaviouralist. Giant. Embarrassing Dad. Marathon Walker.  He is VP of Strategic Sales of Worldpay, responsible for a team tasked with winning new large corporate customers for the world’s largest payments company.  Worldpay are global leaders in online and face to face payments ecosystems.


The Jaguar Experience Centre of Electrification is an environment where visitors can learn more about electric vehicle ownership. Our knowledgeable team will spend time unscrambling the jargon, explaining how the vehicle works, where and how it can be charged, what the associated costs are and what schemes are available to support ownership. Visitors can also engage in the Jaguar electric journey and configure their own car in a non-sales environment. We welcome you to immerse yourself in your electric journey.


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.

The APS are committed to ensure we are fully compliant with GDPR regulation changes.  As a member of the APS, we provide options of segmenting the communication you receive into the topics which you are most interested in, to safeguard that the content we provide to you is useful and interesting. You can access your personal preferences upon registration, or opt-out of these member benefits, should you choose.

Chris Steed
Customer Sales Manager, E.ON

Anne Ashworth
Head of Pearson Employee Apprenticeships

Mat Everitt
VP Strategic Sales, Worldpay

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