Day Two Thursday 5 December

08:30
Network, drink coffee

08:50
MC kicks off proceedings

Sue Barrett
Founder & Managing Director
Barrett Consulting Group

A NEW KIND OF LEADERSHIP
09:00
What got you to here, won't get you to there

The transition from expert salesperson to people leader can be emotionally and psychologically challenging, and shatter even the most capable person's confidence; it requires a completely different skillset (and mindset). This keynote deals at a high level with the practical steps that determine success (or failure) for a leader rising through an organisation. Marty will cover, amongst other things:

  • Understanding and thriving through the two major career transitions
  • Winning the trust and respect of your people...fast
  • Defining what a high performing team really is, and how to get serious about building one
  • Driving execution excellence through strong accountability and empowerment

Martin Moore
Founder
Your CEO Mentor

09:40
Case study: Winning leadership strategies

In May, MCN now Foxtel Media appointed leading industry figure David Roddick as Chief Sales Officer, making him responsible for its 200 strong salesforce.
Discover how his leadership style fused with strategy and commercial decision-making will refresh the business' innovation proposition in the market.

David Roddick
Chief Sales Officer
Foxtel Media

10:15
Mind over matter: Equipping leaders to succeed

Working with companies including Google, M&C Saatchi and Lendlease, Future Minds Lab turns evidence-based insights of the human mind, brain and behaviour into best practices for business and individuals. Join Joel and learn how to:

  • Effectively manage energy, stress and resources
  • Harness cognitive tools for tackling anxiety, worry and limiting self-beliefs
  • Create a simple framework for sustainable task management

Joel Pearson, Phd
Director
Future Minds Lab, UNSW

10:45
Stretch your legs, network, drink tea

One team, one dream
11:15
Level up your team

Discover how to build happy, productive, engaged teams, through leadership training and executive coaching.

Claire Turner
Leadership Development - Leadership Trainer and Executive Coach
Engaged Leaders Australia

11:35
Converting sales people into future leaders

Your best salespeople can fail miserably as sales managers. Or they can grow to become spectacular sales managers. The choice is yours. Hear from Reece the best strategies to convert your sales reps into top leaders.

Reece Appleton
New Customer Acquisition Sales Manager
Datto

12:05
STOP recruiting sales victims and START recruiting sales virtuosos
  • Building a killer sales talent pipeline
  • Getting rid of your generic sales job descriptions
  • Ditching paid testimonials aka references
  • Eliminating candidate slippage

Kara Atkinson
Chief Executive Officer / Founder
The Sales Recruiter / SPARC

12:30
Breathe, network, eat

Generate!
13:30
Case study: Bunnings’ B2B sales journey
  • How do you change an embedded sales culture?
  • How do you prioritise what to transform within an established framework?
  • How do you transform sales reps into trusted advisors?
  • How do you add value to business engagement?

Neil Hockley
State Sales Manager NSW/ACT – Commercial
Bunnings

14:00
Start-ups’ point of view – How to negotiate with big players
  • Identifying the techniques to create successful business collaborations with established companies
  • Revenue generation for start-ups – highlighting the strategies to adopt when approaching big businesses
  • Lessons learned – Why do negotiations fail?

Co-presentation:
Thomas Dufraisse

Co-Founder and Director
BananaLab

Eric Amiel
Co-Founder and Director
BananaLab

14:20
Driving exceptional customer experience through data intelligence
  • Uncovering hidden opportunities for Sales and Marketing to help business growth
  • Identifying new markets, new clients and new products via data management excellence
  • Offering practical tips to better manage data and the positive impact on CX

Martin Soley
Group General Manager Data Services
DCA - Database Consultants Australia

14:40
Group talk: The finish line

Wrap-up Generate 2019 in an interactive group discussion which will help you join all the dots, overcome your own business challenges and formulate your blueprint for what’s next.  

Facilitators:

Ciaran McGuigan
Owner / Director
Strike Force Sales

Sue Barrett
Founder & Managing Director
Barrett Consulting Group
 

15:25
MC sum up
15:30
End of Generate 2019