PROGRAMME 2017

 

 

29 March 2017 - Cape Town Edition
(see Sandton Edition below)
Park Inn Hotel, Cape Town
(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)

 

Stand out Selling
Andy Preston - International Sales Coach

From Andy's key-note presentation you will learn....How sales is changing - and what you need to do to keep up, Why some of the things you currently do are LOSING you customers, How to tap into the way people make buying decisions, Learn the mistakes the average salesperson makes (and how to avoid them), How to truly stand out from your competition and understand why you need to adapt - or risk being left behind.

Andy is an ex-professional buyer and top-selling salesperson in his industry and is widely recognised as an International expert on selling, modern-day sales techniques and ‘digital selling’. He is a regular speaker at conferences and events all over the world and the creator of the “Stand Out Selling’ System, designed to give you the edge over your competition.
       

9:50 – 10:30
(40 minutes)

  Understanding buyer behaviour
Grant Courtney - MD: The Sales Coach

Many salespeople have a single style of selling. Dealing with customers that are highly responsive, but not very assertive; or who are not responsive but are assertive. In this session, Grant will explain how to read people / buying signals better.

Grant Courtney runs The Sales Coach providing customized sales training, development and mentoring to his clients. He started his career in sales selling oil paintings and worked his way to the National Sales Director for a manufacturer, leading sales teams for 25+ years.  

       

10:30 – 11:10
(40 minutes)

 

Fish where the fish are
Ed Hatton - The Marketing Director

There are only three sources of more turnover: Sell more to your customers, acquire new customers or increase prices. This presentation shows how you can rapidly increase sales at little cost by focusing on the customer base which is potentially the best and most accessible market to make new sales. Creative use of price increases can work effectively to increase turnover while adding value for customers and not upsetting them, and Ed gives ideas on how to do this. Gaining new customers is already widely discussed but Ed touches on this aspect as well.

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.

 

       
11:10 – 12:00     Coffee / Tea Break
       

11:30 – 12:20
(50 minutes)

 

Master your Elevator Pitch
Chantaul Jordan - Professional Speaker

It is a natural desire to want to do better at the start of each year. Instead of thinking ‘change’, what if we think ‘progress’? Every year we want to improve our business strategy…and a persuasive elevator pitch is an essential tool for achieving our goals. As a sales professional, your success depends on your ability to focus on creating a really succinct and impactful pitch. Time is precious. How can you better engage your listener, in less than a minute and be more successful at ‘business networking’? Chantaul will share how you can instantly improve your elevator pitch, to get to the essence of your unique business, and how to continue enjoying this process. 

Chantaul is a professional in the field of communication training and personal development, with 20 years experience. Chantaul provides education and inspiration in communication and personal development, to organisations expecting new levels of breakthrough performance. She inspires gaining wisdom, by practically applying knowledge, so that there is a deep “knowing” as opposed to the mere study of theoretical concepts. Chantaul passionately shares her expertise, providing guidance and practical strategies to assist you achieve the results you wish for yourselves, your teams and your organisations.

       

12:20 – 13:00
(40 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.

       
13:00 – 14:00     Lunch & Networking
       

14:00 – 14:40
(40 minutes)

 

Social Selling & Prospecting
Felicia De Agrela - Brand Strategist, Ad Dynamo

What is Social Selling? Can it help you find new customers and fill the sales pipeline?  In this session Felicia De Agrela will teach you how to create a social sales strategy, reach your target audience and take them through the digital sales funnel to grow your sales and ultimately grow your business. 

Felicia is a brand strategist within the Ad Dynamo Twitter Team. With a background in marketing, her current role entails helping brands develop a deeper connection with their audience by showing them how to be more engaging and create content that is valuable.

       

14:40 – 15:20
(40 minutes)

 

Effective prospecting skills
Tim Keys - The Sales Institute

Finding new pospects can be a challenge. Tim Keys will show us how to build a “Prospecting System” that will allow you to get in front of the right prospects in less time and create more selling opportunities without the anxiety associated with cold calling.

Tim 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

 



21 April 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)

 

Maximizing sales through service excellence
Femi Adebanji - Keynote Speaker

At the core of this keynote, Femi shares how we can increase sales when we have an exceptional service attitude. We must take complete ownership and responsibility for our own attitudes, actions and responses. Femi will share how we as sales people can increase our sales through service excellence towards our customers.

With over 15 years’ experience in building successful businesses (both within the corporate space and as an entrepreneur), leading diverse teams and working with businesses to unlock their performance potential, Femi now shares his insights with corporates and organizations all over South Africa and abroad, on how to design and develop high-performance customer-focused cultures, motivate their employees to deliver better services experiences and ultimately unleash business greatness!  Femi holds a Master’s Degree in Financial Economics and a Post-Graduate degree in Economics.

       

9:50 – 10:30
(40 minutes)

 

Fish where the fish are
Ed Hatton - The Marketing Director

There are only three sources of more turnover: Sell more to your customers, acquire new customers or increase prices. This presentation shows how you can rapidly increase sales at little cost by focusing on the customer base which is potentially the best and most accessible market to make new sales. Creative use of price increases can work effectively to increase turnover while adding value for customers and not upsetting them, and Ed gives ideas on how to do this. Gaining new customers is already widely discussed but Ed touches on this aspect as well.

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)

 

Stand out Selling
Andy Preston - International Sales Coach

From Andy's key-note presentation you will learn....How sales is changing - and what you need to do to keep up, Why some of the things you currently do are LOSING you customers, How to tap into the way people make buying decisions, Learn the mistakes the average salesperson makes (and how to avoid them), How to truly stand out from your competition and understand why you need to adapt - or risk being left behind.

Andy is an ex-professional buyer and top-selling salesperson in his industry and is widely recognised as an International expert on selling, modern-day sales techniques and ‘digital selling’. He is a regular speaker at conferences and events all over the world and the creator of the “Stand Out Selling’ System, designed to give you the edge over your competition.
       
11:10 – 12:00     Coffee / Tea Break
       

11:30 – 12:20
(50 minutes)

 

Master your Elevator Pitch
Chantaul Jordan - Professional Speaker

It is a natural desire to want to do better at the start of each year. Instead of thinking ‘change’, what if we think ‘progress’? Every year we want to improve our business strategy…and a persuasive elevator pitch is an essential tool for achieving our goals. As a sales professional, your success depends on your ability to focus on creating a really succinct and impactful pitch. Time is precious. How can you better engage your listener, in less than a minute and be more successful at ‘business networking’? Chantaul will share how you can instantly improve your elevator pitch, to get to the essence of your unique business, and how to continue enjoying this process. 

Chantaul is a professional in the field of communication training and personal development, with 20 years experience. Chantaul provides education and inspiration in communication and personal development, to organisations expecting new levels of breakthrough performance. She inspires gaining wisdom, by practically applying knowledge, so that there is a deep “knowing” as opposed to the mere study of theoretical concepts. Chantaul passionately shares her expertise, providing guidance and practical strategies to assist you achieve the results you wish for yourselves, your teams and your organisations.

       

12:20 – 13:00
(40 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.

       
13:00 – 14:00     Lunch & Networking
       

14:00 – 14:40
(40 minutes)

 

Social Selling & Prospecting
Crayg Hitzeroth – Managing  Director, Ad Dynamo

What is Social Selling? Can it help you find new customers and fill the sales pipeline?  In this session Crayg Hitzeroth will teach you how to create a social sales strategy, reach your target audience and take them through the digital sales funnel to grow your sales and ultimately grow your business. 

Crayg is a digital native and he has worked in various digital roles in the past. Business strategy is his passion and he firmly believes that any brand can be innovative as long as there is a good mix of bravery and strategic planning involved. He heads up the content strategy division for Ad Dynamo's Twitter team.

       

14:40 – 15:20
(40 minutes)

   

Topic to be confirmed
Speaker to be confirmed

 

       

15:20 – 16:00
(40 minutes)

 

In Pursuit of the Deal
Alex Granger - Personal & Business Development Expert and Keynote Speaker

How can you equip yourself to become that sale professional, that sales guru, that deal magnet? How do you deliver value, engage with your customers, influence decision makers, and not only close the deal, but at higher profit margins than most? In this new sales keynote, Alex will show you the “how” of engagement, influence, value, and relevance so that you can improve your selling ability and grow your business. Key take home value: A new approach on selling strategies in the new economy, tactics that really work, and an improved sales skill set.

Alex has delivered keynote presentations to thousands of delegates internationally, inspiring ordinary individuals to accomplish their goals and dreams. He is considered to be a think shifter, inspirer, helping businesses and individuals to adopt a new, more meaningful and purposeful vision. He qualified in Executive Leadership (ELDP) from the Gordon‘s Institute of Business Science with a distinction in Leadership, and has been fortunate to work in executive and senior leadership positions for blue chip companies such as the Bidvest Group, Imperial Group, Standard Bank, Altech Group, G4S Secure Solutions, and Tsogo Sun. Alex also shares the insights he learnt over his 25 year career in three books that he penned.

1. “FIND KEEP GROW: The Radical Art of Sales”
2. “The Possibility of YOU: What Shapes You?”
3. “Expert Mavericks: Journeys To Success” (Amazon Best Seller)

       
16:00     Closure and 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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