Are you presenting at a breakout session?

Make sure your title slide is the right color.

To swap the slide master...

On the View tab, click Normal.

In Normal View, in the thumbnail pane on the left, click the

slide that you want to apply a layout to.

On the Home tab, click Layout, and then select the layout

that you want.

Keynotes & general

sessions

The Future of Sales

and Marketing

breakout track

Habits of High

Performing Reps

breakout track

How to Build a Social

Selling Organization

breakout track

title title title title

Blueprints for Success: Transforming Your Sales Organization

Alix Mc Cabe

Global Head of Marketing, CMO, Euler Hermes

Xavier Monty

Social Media Strategy Leader, Sage

Tony Finn

Head of Solution Sales – Northern Europe, Vodafone

Glenda Kirby

Head of Sales Product Consulting EMEA Linkedin

Closer look at Awareness, Education & Reinforcement

Passionate

World Champions

Team Players

Pride

Executive

Sponsorship Education

Measure and

Reinforce

Awareness, Education & Reinforcement

Are you presenting at a breakout session?

Make sure your title slide is the right color.

To swap the slide master...

On the View tab, click Normal.

In Normal View, in the thumbnail pane on the left, click the

slide that you want to apply a layout to.

On the Home tab, click Layout, and then select the layout

that you want.

Keynotes & general

sessions

The Future of Sales

and Marketing

breakout track

Habits of High

Performing Reps

breakout track

How to Build a Social

Selling Organization

breakout track

title title title title

Blueprints for Success: Transforming Your Sales Organization

Alix Mc Cabe

Global Head of Marketing, CMO, Euler Hermes

Xavier Monty

Social Media Strategy Leader, Sage

Tony Finn

Head of Solution Sales – Northern Europe, Vodafone

Glenda Kirby

Head of Sales Product Consulting EMEA Linkedin

Are you presenting at a breakout session?

Make sure your segue slides are the right color.

To swap the slide master...

On the View tab, click Normal.

In Normal View, in the thumbnail pane on the left, click the

slide that you want to apply a layout to.

On the Home tab, click Layout, and then select the layout

that you want.

Keynotes & general

sessions

The Future of Sales

and Marketing

breakout track

Habits of High

Performing Reps

breakout track

How to Build a Social

Selling Organization

breakout track

title title title title

Alix Mc Cabe Global Head of Marketing Euler Hermes

Awareness is the first principle of success that will allow you to build a healthy and sustainable social selling program.

Awareness

3 Key Components to Building Awareness

1. Executive Sponsorship + Engagement

2. Targeted Test + Learn

3. Dedicated Resources +

Active Promotion

An Active Executive Sponsor:

• Facilitated Internal Decision-making

• Secured Board Approval and Budget

• Championed Social Selling

Executive Sponsorship + Engagement

Top-leadership Engagement: • Held an Interactive CEO Workshop

• Partnered with Linkedin: Executive Playbook

• Issued a Social CEO Challenge!

Targeted Test and Learn

Pilot

Marketing + Sales Engagement

Geographic Expansion

Dedicated Resources:

• Program Managers

• Strong Communication Plan

• Not Necessarily a Full-time Job

Active Promotion:

• Internal Newsletters and Announcements

• Intranet Site

• Gamification: SSI Contests

Dedicated Resources + Active Promotion

Agent of the month: Regional SSI Figures:

Keys to Success:

• Involve Executives Early

• Leverage Wins to Gain Support

• Shamelessly Promote

• Make Your Program About People

Best Practices To Build and Maintain Awareness

Are you presenting at a breakout session?

Make sure your segue slides are the right color.

To swap the slide master...

On the View tab, click Normal.

In Normal View, in the thumbnail pane on the left, click the

slide that you want to apply a layout to.

On the Home tab, click Layout, and then select the layout

that you want.

Keynotes & general

sessions

The Future of Sales

and Marketing

breakout track

Habits of High

Performing Reps

breakout track

How to Build a Social

Selling Organization

breakout track

title title title title

Xavier Monty Social Media Strategy Leader Sage

Through consistent education and learning, your sales professionals will instill a social selling culture into their daily sales workflow.

Education

We energize the success of businesses around the world through the imagination of our people and smart technology

At Sage, the social gig is opened to everyone!

Connecting Sage Leaders to the World

Activating 14,000 Social Sellers in 1 Day #Sociable Day

At Sage, we have 14000 Social Sellers!

Sage Social Selling Champions Education

Getting the Leaders Socially active is attracting the right Customers!

Are you presenting at a breakout session?

Make sure your segue slides are the right color.

To swap the slide master...

On the View tab, click Normal.

In Normal View, in the thumbnail pane on the left, click the

slide that you want to apply a layout to.

On the Home tab, click Layout, and then select the layout

that you want.

Keynotes & general

sessions

The Future of Sales

and Marketing

breakout track

Habits of High

Performing Reps

breakout track

How to Build a Social

Selling Organization

breakout track

title title title title

Tony Finn Head of Sales Solutions Northern Europe Vodafone

Transforming a sales team into a social selling organization requires an adoption plan that is thorough and flexible. Reinforcement through management will be critical for driving accountability.

Reinforcement

Sales & marketing management are entering a new paradigm.

Tony Finn

Are you presenting at a breakout session?

Make sure your title slide is the right color.

To swap the slide master...

On the View tab, click Normal.

In Normal View, in the thumbnail pane on the left, click the

slide that you want to apply a layout to.

On the Home tab, click Layout, and then select the layout

that you want.

Keynotes & general

sessions

The Future of Sales

and Marketing

breakout track

Habits of High

Performing Reps

breakout track

How to Build a Social

Selling Organization

breakout track

title title title title

Control; Direction; Follow Up

Control – Centre of Excellence (CRM)

Resource and Knowledge

Centre

Direction - Accounts, Leads, Activity (ALA)

Calling Lists / Lead

generation Activity Matters

Follow Up - Turning it into Pipeline

Adam Blackwell 1,950,000€ 6,676,575€ 342%

Awais Ahmed 1,400,000€ 3,265,069€ 233%

David Sims 1,400,000€ 2,135,828€ 153%

Gerard O'Grady 1,400,000€ 1,737,866€ 124%

Graham Foster 1,500,000€ 929,738€ 62%

Huw Thomas 1,400,000€ 3,620,000€ 259%

Jit Mistry 1,500,000€ 920,000€ 61%

Dermot Christie 500,000€ 79,546€ 16%

Follow Up - Navigator is a Privilege – Use IT!

Sales activity & productivity has to increase as there is truly

no place to hide…

Tony Finn

Transform your sales organisation

Awareness

Reinforcement Education

Are you presenting at a breakout session?

Make sure your title slide is the right color.

To swap the slide master...

On the View tab, click Normal.

In Normal View, in the thumbnail pane on the left, click the

slide that you want to apply a layout to.

On the Home tab, click Layout, and then select the layout

that you want.

Keynotes & general

sessions

The Future of Sales

and Marketing

breakout track

Habits of High

Performing Reps

breakout track

How to Build a Social

Selling Organization

breakout track

title title title title

Blueprints for Success: Transforming Your Sales Organization

Alix Mc Cabe

Global Head of Marketing, CMO, Euler Hermes

Xavier Monty

Social Media Strategy Leader, Sage

Tony Finn

Head of Solution Sales – Northern Europe, Vodafone

Glenda Kirby

Head of Sales Product Consulting EMEA Linkedin