PROGRAMME 2017

 

22 June 2017 - Sandton Edition
Protea Balalaika Hotel, Sandton
(link to venue)
PLEASE NOTE: We reserve the right to make programme changes without prior notice.
Registered delegates will get all updates by e-mail. 

Time     Topic
       
8:30 – 9:00     Registration & Welcome Tea & Coffee
       
9:00 – 9.10
(10 minutes)
    Welcome and introductions
       

9:10 – 9.50
(40 minutes)

 

Make that call!
Thaamir Moerat (Entrepreneur and Author of: Mama I sold you)

Thaamir Moerat, started his sales career as a Tele-Sales agent with no experience and after month one, he was the agent of the month. After  month two, he broke the record with 300 sales averaging 15 a day. He done it by cold calling, referral based sales. He was immediately promoted to Team leader and managed a team of 12 agents averaging 1.2 sales per hour daily. That is 8-10 sales per agent per day. Thaamir will share his secrets and tips to help you be better at selling over the phone, from opening to closing the sale.

Thaamir Moerat lives, eats and sleeps sales… He is a critically acclaimed author and his first sales book “Mama I Sold You” is a training manual designed for training telesales agents. Apart from his love for sales and business, Thaamir also boast a modelling career and was one of the youngest men to date to ever advance to the top 10 finalists of the Mr South Africa competition (in 2000).

       

9:50 – 10:30
(40 minutes)

 

Fish where the fish are
Ed Hatton - The Marketing Director

With a struggling economy and increased competitive activity, many sales organisations find it increasing difficult to meet sales targets. This presentation shows the rate of change and the need to adapt to changing conditions. It gives tips on areas to prospect for business that are likely to produce above average rewards.

Ed is a mentor and coach who has advised SMEs and start-up business for more than 25 years, with an enviable success rate of survival and growth for his clients. He is also a columnist, author and writer. His column My Mentor (formerly The Start Up Coach) has been running in Entrepreneur Magazine for more than five years and he is a frequent contributor to other media. Ed is also a popular conference speaker, especially in his fields of expertise – strategy, marketing and sales.


       

10:30 – 11:10
(40 minutes)

 

Maximising sales through service excellence
Femi Adebanji

Studies show that 86% of customers are willing to pay more for great service and 40% of customers will buy more when they experience great service. The probably of reselling to existing customers is between 50% and 70% as opposed to the probability of finding and selling to new customers which is between 5% and 20%. 

Furthermore, delighted customers are responsible for up to 90% of positive referrals. On the other hand, studies also show that up to 70% of customers will stop doing business with a company after only one poor experience – having a major negative impact on business performance.

There is a distinct difference in the way delighted customers behave when compared to customers that are neutral or merely satisfied. For instance, Mercedes Benz discovered that delighted clients were 86% more likely to purchase or lease a new Mercedes Benz, compared to merely satisfied customers who were only 29% more likely to lease or purchase a new Mercedes Benz.

Successful organisations know that sales and service are inseparable. They know that selling is simply an extension of the service they provide to their customers and by identifying new and creative ways to delight customers in the quality of the service experience they offer, they can take their sales performance to a whole new level.

       
11:10 – 12:00     Coffee / Tea Break
       

11:30 – 12:20
(50 minutes)

 

Business Acumen for Sales Professionals
Grant Forsyth - CEO Voicebridge

Imagine, if as a sales professional, you could read a client’s annual report, interpret their financial statements, and listen to their earnings call. You could present solutions as a business partner, rather than a salesperson. You would be able to discuss your client’s financial goals and and then propose solutions that will help your client achieve success. In tough global economic times more organisations are seeing the value of a financially savvy sales force. As a sales professional you need every tool possible to win in this competitive marketplace.

In this presentation Grant will explain why it is so important to be financially savvy as a sales professional in 2017. You will learn what a Balance Sheet and an Income Statement really are. He will cover key areas like the difference between cash, profit and income but how they all connect.

Grant Forsyth, who has over 20 years’ experience in sales, marketing and sales leadership in the corporate world presents “Business Acumen for Sales Professionals”. He currently works with clients such as Tsogo Sun, Standard Bank, MTN, Webber Wenzel upskilling their teams in financial literacy. His success as a speaker is in large part due to his theoretical knowledge of the subject matter, his vast sales work experience and his ability to engage delegates in a fun and informative way.

       

12:20 – 13:10
(50 minutes)

 

The missing link to sales success
Ray Patterson - Sales Trainer

There is no such thing as a bad economy in sales. Right now buyers are being careful, easy sales are put on hold and this means that average salespeople can’t survive and therefore usually end up blaming the economy for their failure.

Changing sales behaviour is the key to improving sales performance. However, the only person who can successfully change that behaviour is the salesperson themselves. In this talk Ray will cover 3 simple things that salespeople can do to change their sales behaviour and start achieving success in sales in 2017.

Ray is a passionate presenter with a Lifetime’s experience in Sales and Sales Management. Everything Ray speaks about when delivering his presentations comes from personal knowledge and experience and not internet research.

       
13:15 – 14:00     Lunch & Networking
       

14:00 – 14:40
(40 minutes)

 

Growing Sales through Conversion Management
Leon Lategan - CEO: LeonLategan.co.za

Leon is an expert in conversion and will discuss how to use customer lifecycle management to grow your sales and business. He will demonstrate how to better convert prospects into customers and how to best obtain referrals from those customers. Learn how to best use your website traffic to create leads for more sales and up sells to ultimately increase your bottom line.  

Leon is a clear favourite on the conference scene, a highly energetic speaker and a true expert in this field. He cut his teeth at IOL (Independent Newspaper’s digital division) as Marketing & Sales Director and later became MD, responsible for launching a range of websites including 11 newspaper titles. In 2005 he started a Digital Advertising Agency called Purple Cow, which he sold in 2012. He have worked with companies such as Vodacom, Frank.net, Tongaat Hulett, Pam Golding Properties, Jeep, Quickbooks, Tempest Car Hire, Nedbank & many more.

       

14:40 – 15:20
(40 minutes)

 

Negotiating & Closing the Sale
Tim Keys - The Sales Institute

“It aint over til the customer signs” is a practical guide to what it takes to close more sales. Customers are risk averse, make decisions in teams and are spending less money than ever before. Referencing ground-breaking research into human behaviour, economics and neuroscience, Tim will provide you with four things you can do to close and negotiate sales to the benefit of salesperson and customer.

Tim Keys has worked with sales teams of all sizes including at Microsoft, Oracle and the UCT Graduate School of Business. He believes that sales development is a long-term process involving training, coaching and performance evaluation and improvement. Tim is passionate about small business and start-ups, serving as a mentor on several incubation programmes including Microsoft BizSpark.

       

15:20 – 15:30

   

Closure

       
15:30     Afternoon Tea

 

 

 

CADEK Media Sales Summit is owned and organised by CADEK Media:
Tel: 021 854 4700 | Fax: 021 854 4703
www.cadek.co.za | info@cadek.co.za
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