An understanding of the complexity that makes up buyers and sellers in the current environment. The potential impact of technology on the different generations. Motivational forces in the context of staff retention and recruitment. Jon Nicholson FF.ISP, UK Sales Director, Royal Mail & Parcelforce Jon Nicholson is the UK Sales Director for Royal Mail and Parcelforce, two prominent brands under the Royal Mail Group. Jon leads a team of c.400 people who drive revenues of £4bn across a base of c. 250,000 B2B customers, which accounts for roughly half of the carrier spend in the UK. Justin Leigh L.ISP: How to stay relevant in an ever-changing world: In this session Justin will share key insights from many of the innovative, market leading clients he works with and how they stay well informed about the evolution and change in their marketplace. He will explore how a focus on communication, development and growth throughout sales teams, leaders and organisational culture helps companies to stay relevant in an ever-changing world. As a result of joining this session the participant will know how to integrate future market insights into their sales cycle which will enable them to be more relevant to customers in future. Key takeaways: Practical tips to improve sales team and customer communication. How to easily incorporate development, growth and improvement into the sales cycle. Access to templates for Sales team development. Justin Leigh L.ISP, Founder of Focus4Growth Justin Leigh is the Founder of Focus4Growth. A Sales and Leadership Training Company specialising in B2B markets. He's the bestselling Author of INSPIRE, INFLUENCE, SELL (Master the psychology, Skills and Systems of the world’s best sales teams) and finalist in the National SME Business Awards 2022. Justin has over 25 years' experience in Sales and Leadership roles and has trained thousands of sales professionals throughout his career in amazing companies like 3M, Vitality, NTT DATA, Align Technology, Odeon Events and many more. He's invited to speak for many business organisations including the Institute of Sales Professionals and The Institute of Directors. He's on a mission to show Sales Leaders and teams how to achieve market leading sales growth and make a more positive impact in the world. Gavin Scott: Creating a memorable sales experience: This unique and interesting seller-specific presentation will be looking at how salespeople need to create a memorable sales experience for customers. Using his experience as a professional football referee, Gavin will illustrate how the most effective salespeople facilitate a great buying experience for their customers in the way that a referee facilitates and enables a great game of football for players and spectators alike. Gavin Scott, World-Class Customer Experience Coach, Memory Expert & Author Gavin Scott Is passionate about bringing out the best in others. He has a mission to help businesses create memorable experiences for their customers. To facilitate exceptional customer service and make customers central to everything a company does. He has written a successful book, "Finding Gold Dust," which made #1 Best Seller in Customer Service, Public Relations, and Secretarial and Office Skills. His book teaches people how to create exceptional customer experiences. Gavin has spent over 20 years helping industry giants such as Virgin Media, O2, and BMW and a diverse range of small to medium businesses to help them create World-Class Customer Experiences. He does this through Workshops, Event Speaking and Online Training. Gavin has a podcast, "Customer Service Gold Dust Podcast." Gavin’s genuine, motivational, and inspirational in all the work he creates. Panel Discussion led by Angie Vaux B2B buyer behaviour has changed. The rise in digital interactions between buyers and sellers coupled with market volatility has forced organisations to change their traditional sales models. To drive revenue growth, sales leaders need to build adaptive sales models that enable their teams to succeed in a hybrid world. In this interactive panel discussion with senior sales leaders, we'll be discussing how the traditional sales model has changed, and how to equip your sales teams with the right tools, sales processes and resources to win in the new environment. Angie Vaux, Founder of Women in Tech forum | Winner 'Women's Business Initiative of the Year Angie is the Founder and CEO of Women in Tech forum, a global membership and coaching platform to help people accelerate and grow their career in tech. Prior to founding her company, Angie held senior leadership positions for world-leading tech companies including SAP, TripAdvisor and Mimecast. Angie has spent 11 years working in Asia and is now based in London, UK where her company is headquartered. Angie has received international acclaim for her work and has most recently been awarded the '10 Most Impactful Women in Tech 2021' by Analytics Insight magazine. Patrick Joiner, FF.ISP - Managing Director of ISP (Institute of Sales Professionals) Highly experienced facilitator, coach and trainer Specialising in sales, sales management, leadership and customer service Experienced sales professional and sales leader Worked across many sectors and global markets Highly facilitative and engaging trainer Patrick Joiner has more than 30 years' experience working in the sales profession. After more than 10 years in sales and sales management in the publishing and exhibitions sectors, he spent 7 years as Chief Executive of The Institute of Sales and Marketing Management. For the last 16 years he has worked as a trainer, facilitator and coach, specialising in sales, sales management, and leadership. He has designed and delivered development programmes for companies across a wide range of sectors in more than 20 countries world-wide. A self-confessed 'sales geek' he keeps himself abreast of the latest research in sales force effectiveness and sales best-practice which he shares with his clients in highly pragmatic, interactive, and stimulating development programmes. His focus is on providing delegates with proven tools and approaches and challenging them to find ways to put them into practice when working with their customers. He was appointed MD of the Institute of Sales Professionals in September 2021.