Salesmarketing ME 2015

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Sales & Marketing Middle East Conference

Sales & Marketing

Middle East Conference 2015

Value through Empowerment:Best Practices, Emerging Ideas,

And Time-Tested Techniques

St. Regis – Corniche19- 20 May 2015

Abu Dhabi


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Sales and Marketing Middle East 2015 is our second annual conference. We are building

on the solid foundation of our first event by providing a world-class event offering an

incredible opportunity to reflect, collaborate, and learn.

Vision: To be the premier sales and marketing event in the Middle East.

Mission: We inspire professionals to become world-class experts in the art of accelerating

your company’s sales and marketing results

www.sm-me.com

Sales and Marketing Middle East 2015


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Sales Leaders and Executives.

Manager and Government Marketing Officials .

Sales Managers.

Brand Specialists.

Public Relations Managers.

Marketing Directors.

Chief Marketing Officers.

Executive Teams

Corporate CEO.

Demand/ Lead Generation Professionals.

Post Graduate Students.

University Students .

Media Specialists .

Retail Executives .

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W h o w i l l

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30%

International

Particpants

30 % GCC

Residents

40%

UAE

Resident

www.sm-me.com


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Dr. Cindy Gordon

Andrew Evanoff

Dr. Cindy Gordon is a global expert in innovation, collaboration, social media, SaaS, CRM,predictive analytics and Big Data solutions . She has been active in the SaaS next generation of

technology innovations, as a CEO/Founder/Board Director/Advisor or Angel. She is currently

the CEO of Sales Choice Inc, a company that specializes in CRM and in Predictive Analytics solu-

tions. She also is a Senior Partner with Course Peer, with major brand presence in Saudi Arabia,

a company that specializes in eLearning and Collaborative Decision Making.

Cindy is known for designing and developing collaborative business strategies that enable

accelerated growth.

Andrew Evanoff is a passionate business professional who works successfully in growing busi-

nesses on a global scale. Andrew manages the commercial business for Abaxis in many Europe-

an countries, the Middle East, and Asia. Abaxis is a manufacturer of medical technology that

goes against traditional solutions, making the sales and marketing process challenging, inter-

esting, exciting…Having worked personally in more than 30 countries, Andrew loves to work in

different cultures, and understands the importance of adapting your approach to the local

market. Andrew loves to travel, values family, and believes that a man’s word and his hand-

shake are more valuable than any contract.

Adrian Davis is a business strategist and trusted advisor for chief executives and sales leaders.A President of management consulting firm.

Adrian has the highest distinction in the professional speaking industry - he is a Certified

Speaking Professional (CSP). Adrian is also a certified professional in Business Process Manage-

ment (P.BPM) and a certified Competitive Intelligence Professional (CIP).

Adrian Davis

www.sm-me.com

SM Middle East 2015 Speakers


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Practical knowledge in internet marketing is the core of Ahmed Refatt’s (@ahmed_trainer)experience, as participating in e-Marketing the first Saudi payment service “ Faturah”, Handling

many portals & campaigns in MENA since 2008. Also, he was responsible for handling a public

corporate social responsibility (CSR) project related to Aramco Saudi Arabia. His graduation

from faculty of computer science in 2005 supported him in covering the integration between

Information Technology & Internet Marketing . The e-marketing specialist Ahmed Refaat man-

aged and implemented a lot of e-marketing campaigns in Gulf Area for many clients, this is

done by using the latest e-marketing techniques. And he participated in many specialized

seminars, workshops and exhibitions in the field of information systems e-marketing and sales.

Ahmed Refaat

Force Performance and Management Consultancy. She performed missions in diversified busi-

ness area, from FMCG to Banking.

As a consultant for more than 25 years, she frequently performed strategic diagnosis geared

towards better profitability. Assessing organization’s ability to perform better and identifying

the gaps that hamper its progress

As per her dual education diploma and experience background working with companies in

Europe and the middle east, she has gathered an overall strategic and operational view of orga-

nizations and helped deeply in setting the adequate management, and operational infrastruc-

ture to put companies on track.

Nada Bifani

www.sm-me.com



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Ahmed Al Akber is the Managing Director of ACK Solutions, a firm that helps companies to

dramatically improve their marketing and sales results by offering more effective ways attract-

ing customers and significantly better products and services. Ahmed has worked international-

ly in marketing, sales, and strategic planning at companies such as The Coca-Cola Company,

Philip Morris International and Dell.

Mr. Edmond Saadah has extensive industry and academia experiences in his role as a strategic

marketing communication and professional training expert within the Middle East and North

Africa (MENA) region since 1984. By working closely with well-known international/regional

advertising agencies and clients to implement integrated marketing communications (IMC)

strategies that build strong brands and grow businesses, Edmond has developed a strong

analytical skills, teamwork spirit, cross-border experiences, local experience and ability to work

across different cultures in the MENA region.

Edmond is the Group Head of Strategy of Adrenalin Communications .

John Girard is an author, storyteller, and adventurer who has enjoyed the privilege of speaking

to groups on six continents about technology, leadership, and culture. John holds the PeytonAnderson Endowed Chair in Information Technology at Middle Georgia State College’s School

of Information Technology.

He is founder and Chief Knowledge Strategist of Sagology (www.sagology.com), a firm dedi-

cated to connecting people, facilitating collaboration, learning , and knowledge sharing

through keynotes, workshops, and consulting.

To learn more about John, visit www.johngirard.net

Ahmed Al Akber

Edmon Saadah

John Girard

www.sm-me.com



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Do you and your team wish you could be more persuasive in your sales efforts? Do you ever wonder why

your prospects don’t quite get your value when you can see so clearly how you can help them? Do you wish

you had a miracle to help you achieve your sales targets?

In this enjoyable and extraordinarily insightful keynote, aimed at sales professionals and their managers,

Adrian explains how telling better stories is the most effective way to capture attention and motivate pros-

pects to buy. He uses ancient, modern and personal examples to take the audience on an enjoyable andenlightening journey.

Workshop : 5 Keys to Building Strategic Customer Relationships

In today's faced-paced environment, no customer relationship can be taken for granted. Vendor consolida-

tion is a growing trend. Purchasing departments have become Strategic Procurement and are led by pow-

erful individuals who go unchallenged. The organizations that will succeed are those that carefully select

the customers they do business with. They will invest in building deep and meaningful relationships with

these "right-fit" customers.

Adrian DavisTalk: Harness The Power of Storytelling in Sales

www.sm-me.com

SM Middle East 2015 Talks & Work Shops :


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Social Media became one of the most successful tools in advertising for any kind of business. It’s the

appropriate time to invest into the internet marketing and know the basic Concepts of that online

world. The core of this speech is increasing the awareness of Dealing with Social Media & How to use it

in organization’s Internal Marketing between their Staff.

Through the work of specialized business partners in each region, companies can gain access to valu-

able contacts, introduce our products and solutions, and really drive the business through a focused

approach. The question is: How do we find the right partners? The majority of wholesale distributors

lack the necessary skills and focus to really change a market; it is especially important for specialty prod-

uct manufacturers to identify, train, and support the most capable partners in order to achieve at the

highest level. In this program, we will discuss what specialty manufacturers are looking for in local busi-

ness partners, and how we decide on the distribution partners that we will grow our Business with .

Workshop : Practical Online Marketing Course Outlines

In this Workshop we will Discuss the most popular online channels used by the targeted customers In

order to reach potential internet customers, and how to create an integrated online marketing plan

putting in

consideration the popular online channels used by each country internet users that will help in build-

ing up a reputable online image for your business in the right place with the best ROI.

Ahmed Refaat

Talk: How to use Social Media in Internal Marketing

Andrew EvanoffTalk: Building your Product Portfolio: How Disruptive Technology Manufacturers

Choose Regional Distribution and Sales Partners .

www.sm-me.com



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The world is rapidly evolving. Nations are leap frogging leveraging agile modernization practices. Intelli-

gent Cities are the new Norm. The Internet of Things with smart sensors will pervade our human existence

and create a new order of insatiable hunger to collect, analyze and interpret. Open Data policies will

reshape international relations. Marketing and Sales Professionals jobs will become tougher. Acting smart-

er will leverage smarter technology solutions. We thought CRM & ERP were core foundations. We now are

learning that they are a step in the human journey to achieve predictive intelligence. Today, our smartphones advise us where to shop; our running shoes alert us to our heart rates; our watches give us our

news feeds, our glasses are now cameras, our marketing automation solutions can predict better leads for

higher conversion rates, and advanced sales automation solutions can predict future outcomes better

than humans can.

Workshop : The Predictive Advantage: Accelerating Sales Growth Leveraging Big Data

Today’s CEO, Chief Sales Officer, Chief Marketing Officer, and Chief Financial Officer have increasingly a

difficult job in securing profitable top line revenue growth. In the 2014 Survey by CSO Insights and Accen-

ture (2014), global Chief Sales Officers confidence in their ability to achieve their revenue goals was only

14%. Companies have bought heavily into CRM since the 1990s, creating a market worth Billions. Com-

pounding this reality is that over the last thirty years, Sales & Marketing organizations have been amassing

data from diverse sources. Organizations have created masses of data inside and outside our organizations.

One of the emerging promises to provide insights from these diverse data sources is predictive analytics.

Predictive analytics is the practice of extracting information from existing data sets in order to determine

patterns and predict future trends.

Cindy Gordon

Talk: Why Sales and Marketing Professionals will become Data Scientists

www.sm-me.com



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Strategic marketing planning is the process a company goes through to create and implement effective-

marketing strategies. The aspects that contribute to strategic marketing planning include identifying and

evaluating the marketing opportunities; analyzing and identifying the target markets; developing a strate-

gic marketing position for the company to pursue; preparation and implementation of the marketing plan;

and measuring and evaluating the results of the marketing efforts of the company. Effective strategic mar-

keting planning requires companies to conduct a great deal of research and planning to really get to know

its target market.

Edmond SaadahTalk: Marketing Strategies Derive from Strategic Plans

www.sm-me.com


Workshop : Strategic Business and Marketing Planning Tools at the Service of Marketing Strategists

Companies do not work in isolation; they provide their products/services within an industry full of

competitors. To survive, each company should develop a competitive advantage that will answer the

market needs and demands by satisfying their customers and build a loyal customer base. Business deci-

sions should be well planned ahead and based on market understanding, trends and consumers consump-

tion habits and purchasing power. The company’s business strategy platform is based on the cross analysis

of the “company’s corporate and or business strength” vs. the “attractiveness level of it industry”. This crossanalysis formula is provided by GE/McKinsey Business Strategy Platform Matrix that was developed for GE

in the 1970s by McKinsey as an improvement on the Boston Matrix and is now one of the classic market

analysis matrices taught at business schools around the world. The GE/McKinsey matrix generalizes the

axes as “Industry Attractiveness” and “Business Unit Strength” and the cross analysis of both axes provides a

set of 9 cells that highlight the corresponding business strategy direction for each combination of “Business

Strength” and “Industry Attractiveness” axes level.


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In the past three years there has been a 10-fold increase in Google searches for the term “Big Data.” Clearly

there is considerable interest in the term; however, is Big Data helping sales and marketing executives make

better decisions? Does Big Data empower, liberate, or overwhelm sales and marketing DECISION MAKERS?

Join John Girard for an engaging and entertaining gallop through the fields of Big Data.

Workshop : Your brand speaks for your COMPANY and its products and/or services.

In today’s online-focused world, it’s important that your brand has a definitive, consistent, and responsive

presence. Whether you’re looking to build a brand from scratch, or strengthen an existing brand, this course

will help you build a brand using social media. We’ll cover how to build a social media strategy, identify

social media platforms that fit your brand, craft strong messages that will engage your audience, and evalu-

ate and revise your strategy.

John GirardBig Data: Marketer’s Friend or Foe

www.sm-me.com



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The economy is taking its toll on people's attitudes and behaviors. Sales professionals, sales managers andbusiness owners are having a very difficult time trying to meet goals and remain profitable. Every day, CEOs

and Sales management teams face the urgency of meeting their target numbers because of globalization

and their customers' changing needs. Their daily operation can be stressful and challenging, to say the

least.Companies face challenges that are more complex and demanding than yesterday's. Changing your

methodology and adopting new processes will make your strategic sales plan work and remain sustainable

over the coming years. Resistance to change today will only result in breaking companies within the

coming 5 to 10 years. It is time to look at the information provided by the market and the customers and

integrate their needs into a Sales Force Development strategy.

Workshop : Optimizing sales effectiveness to achieve high performance

Whether you need to accelerate your growth, reverse flat or declining sales, reduce your cost of sales, hire

a key sales executive, select stronger salespeople, change your sales model, implement a sales process,

incorporate CRM, conduct training or coaching, or simply need a good sounding board, you should ask the

right questions to identify the real issues and provide a sound solution.Your organization is different and

you want a solution that’s right for you. You’ll learn about the effect that hidden strengths and weaknesses

have on your sales and profits. You’ll hear real world case histories that will shed light on lost opportunities,

slipping margins, rising cost of sales, compensation, complacency, market share and turnover. You’ll learn

the truth about so-called top producers. You’ll discover the top five things on which sales managers should

be spending 85% of their time.

Nada Bifani Talk: From Order Takers to Money Makers

www.sm-me.com



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This session is designed to help you significantly improve your marketing and sales results. The main objective of the speech is to help you develop a clear idea of where you should focus to grow

your organization’s customer or client base as soon as you return to your office. The topics to be covered

include how to:

• Signicantly increase your chances of attracting more customers or clients

• Maximize your value in the buyers eyes so you can charge more

• Minimize the time it takes to market your business using a variety of accessible tools

Workshop : Close That Sale! Sales Strategies To Win You More Business

This workshop gives you all the tools you need to close more business. This is a new method of selling, with

a focus on differentiating your sales approach from the competition by using effective influence tech-

niques and focusing less on deliverables and more on value. If a large portion of your time is spent on clos-

ing business (or managing those that do), then this is workshop will be of considerable benefit.

Overview:

1. Getting to the economic buyer: Learn to identify and get in front of economic buyers (those in theclient organization that can sign your cheque!)

2. The sales meeting: Sales meetings are a vital part of selling. The more successful you are with them, the

more money you can make for your business. So taking the time to have a structure in place for your sales

meetings will save you time, increase your closing rate, and allow you to better predict the outcome of your

sales efforts. We’ll go through each step of the sales process and share valuable tips, as well as giving you

the time to tailor the approach to your own industry and business.

Ahmed Al Akber Talk: The One Page Marketing Plan

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Alongside Activities:

Exhibition

Sales and Marketing 2015 exhibition is a unique feature of the SM2015 where representatives of leading

retail enterprises, brand names, Marketing IT Solution companies, Shopping malls, SMES, as well as repre-

sentatives of governmental marketing departments, and Universities gather at one place to show case,

exchange insights and present up- to date techniques.

Training and Consultation

The conference offers training opportunities and consultation services along with the conference sessions

and workshops to individuals, organizations and departments , handled by experts .

B to B Meetings,

SM Middle East 2015 is offering the opportunity for Business Development leaders to meet and Share

Insights of new Projects and Cooperation.

Alongside Activities:


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50% discount on registration fees for University students

Attendance

20% discount on registration fees for Early bird Before 12 May .

Conference Registration Fees includingworkshops attendance 1560$

Join us at park – St. Regis – Corniche - Abu DhabiTuesday and Wednesday 19- 20 May 2015

Early Bird registration includes IPhone 6+ for the first 50 participants


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www.sm-me.com

For more information contact us through:0097126355527 – 00971503827841- 00971504415480

[email protected]

For registration send an email to [email protected]

Or visit www.sm-me.com

Marketing & Sales Conference

Salesmarketing ME 2015

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