Create, Elevate & Capture Value at Every Stage of the Customer Conversation

Nearly two-thirds of sales leaders rank the customer conversation as the most important driver of competitive differentiation—way higher than product quality and innovation. But what does it take to actually articulate value throughout the buying cycle, in the "moments of truth" most pivotal to your success?

The Conversations That Win Conference addresses that question head-on, giving you an in-depth look at the skills you need to master to create real differentiation, elevate the dialogue to an executive level, and capture more value for your deals.

Agenda At A Glance

8:00 | Registration Opens / Tea / Coffee

9:00 | Welcome & Opening Keynote: Becoming a Selling Triple Threat
The classic "triple threat" of show business could act, dance and sing at world class levels. Similarly, salespeople have a set of three performance skills they need to master to excel in the most important moments of the sales cycle. In this session, Corporate Visions' Tim Riesterer explores the three value conversations you need to master to become a sales triple threat, and discusses how sales training must evolve to give reps the skills they need, when and where they need them.

9:45 | Practitioner Stories: Creating Value Through Differentiation  
Differentiation is one of the most enduring challenges for salespeople. But what many reps don't realize is that they often miss the chance to differentiate themselves by starting with the wrong conversation at the wrong time. In this session, discover how the most pivotal differentiation story isn't about why buyers should choose you instead of your competitors; it's about why they should do something different than what they're doing today.

10:45 | Break

11:15 | Practitioner Stories: Elevating Value With Executive Stakeholders
Executive decision-makers want business conversations, not product presentations. But more often than not, salespeople aren't equipped to have the business-focused conversations that C-level executives are demanding. In this session, find out what it takes to close the business value gap and increase your confidence and competence in engaging executive buyers.

12:15 | Lunch

13:45 | Practitioner Stories: Capturing Value for Maximum Profitability
It's no secret that in today's selling environment, buyers have all the power. But that doesn't mean you can't negotiate effectively from the low-power position—it just means you have to get a little creative. In this session, discover how to tap into your low-power advantage, using counterintuitive skills and techniques that expand the value of—and need for—your solutions.

14:45 | Break

15:00 | Decision-Making Science Research
"Best practices" and traditional approaches to the customer conversation are great for getting you to sound like your competitors. But that's not what you want—you want differentiation breakthroughs. Believe it or not, it's often the most counterintuitive approaches to your sales conversations that have the greatest potential to distinguish you—and there's new research to prove it. In this session, Corporate Visions' Tim Riesterer and Erik Peterson, along with Nick Lee from the Warwick Business School explore new research that challenges conventional approaches to the customer conversation...and will make you question the wisdom of so-called "best practices."

17:00 | Reception / Networking
Join us for a Gourmet Burger, Tapas & Eton Mess Bar with complimentary drinks while networking with like-minded professionals.

                  A Note from Our Partner: Association of Professional Sales (APS)

In partnership with Corporate Visions, we are proud to welcome world-class speakers from commerce and academia to share their insight and science-backed research on topics relevant to all sales leaders. There will also be the opportunity to network with your peers from across the sales profession.

The Association of Professional Sales is a not-for-profit organisation run by the profession, for the profession. 2017 has already become a pivotal year for the sales industry with many organisations adopting the APS Sales Code of Conduct. At the same time, individual salespeople are choosing to differentiate themselves by passing an online assessment and becoming Registered Sales Professionals. The APS is also delighted to be leading the creation of the B2B Sales Professional Apprenticeship, the first degree-level apprenticeship in the UK and approved for funding though the apprenticeship levy.

The APS is now recognised in the UK as the credible voice of the sales profession, putting important topics including education, development, ethics and diversity on the agenda. I look forward to exciting announcements that will be made during the conference regarding the sales professionalism agenda. We hope you enjoy our event and if you are not yet a member of The Association of Professional Sales please contact us and join the sales revolution.