Women In Sales Awards Europe 2016 Magazine

WOMEN IN SALES AWARDS / EUROPE - DECEMBER 2016 1
DECEMBER 2016
T H E M O S T D I S T I N G U I S H E D
S A L E S W O M A N O F T H E Y E A R

2 WOMEN IN SALES AWARDS / EUROPE - DECEMBER 2016

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N O M I N AT I O N S O P E N
1 4 S E P T E M B E R 2 0 1 7
N O M I N AT I O N S D E A D L I N E
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F I N A L I S T S A N N O U N C E D
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J U D G I N G D AY
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A WA R D S D I N N E R

CONGRATULATIONS
TO ALL THE FINALISTS AND THE WINNERS
FROM ZARS MEDIA, PROUD HOST
OF TONIGHT'S CELEBRATIONS

In our fast
moving world
the everyday
BRILLIANCE OF
GIFTED WOMEN
CAN OFTEN GO
UNNOTICED.”
Welcome to 2016 European Women In Sales Awards
magazine.
I have said before that "In our fast moving world, the
everyday brilliance of gifted women can go unnoticed".
We decided to do our bit to correct this by creating
the European Women In Sales Awards magazine. The
magazine showcases the finalists and winners of the
awards. These are professional women on the move,
determined to smash through glass ceilings with no
apologies or excuses, and with the desire to be the best
in their fields.
I suspect future generations may find women-only
awards/honours baffling. However, we hope to make
a small contribution to an ideal society of equal
opportunities, with diverse workforces, by taking the time
now to applaud the incredible contributions of women
whose revenue generating skills are helping companies
and economies all over the globe.
As we celebrate the winners and finalists of the 2016
Women In Sales Awards, I would like to thank the
companies who nominated their employees this year and
all the nominees who took part.
Our sincere thanks to the judges, speakers, mentors and
media partners. We could not have done this without
your support.
Finally congratulations to all the finalists and winners. I
believe you have an amazing adventure ahead of you.
Thank you and see you in 2017.‎
AFI OFORI
Managing Director, Zars Media
Find latest news about
WOMEN IN SALES AWARDS EUROPE
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Bringing Women to
the Forefront of Sales
Leadership
The Next Generation
of Leaders
Do Millennials Make
The BEST Sales People
Why Millennials Make
Great Salespeople
Infographics
The Judging Day
And The WINNERS Are...
7 Sales Mistakes
To Avoid in 2017
Sales is
a Man's Job
Tips to Increase
Leadership Presence
6
10
14
18
Women in Sales Awards
Europe 2016 Finalists
Your Mission Should You
Choose To Accept it....
Success Ability
22
26
34
36
42
44
The Judging
Process
28
72
Europe 2016 Judges
30
Europe 2016 Speakers
32
How the Digital Age is
Transforming the Sales
Process
Is Your B2B
Sales Team On Track
For Success in 2017
76
78
In this magazine
10 14
42
78
40
T H E
W I N N E R S
18

Melissa Di Donato is the Chief Revenue Officer at
SAP. Until recently she was the area vice-president of
Wave Analytics Cloud at Salesforce. Prior to her role at
Salesforce she was the area vice-president of independent
software vendor (ISV) and channel programmes for
Europe, the Middle East and Africa, and Asia-Pacific
(Apac), during which she chaired a European ISV
Advisory Innovation Board. She is a board member and
adviser to various technology companies in the UK and
in Silicon Valley. She is a philanthropist, focusing on
Stem initiatives and mentoring women in business. She
has recently been named leader of the Tech Working
Group of the 30% Club.
MELISSA DI DONATO
Chief Revenue Officer
SAP
OPENING KEYNOTE
Transactional Analysis
the key to Self-Awareness
in Selling
80
How B2B Sales Will
Change in 2017
86
On the Cover:
CECILIA FURNER,
THE MOST
DISTINGUISHED
SALES WOMAN
OF 2016
THE WOMEN IN SALES
AWARDS EUROPE MAGAZINE
JUNE 2016
published by Zars Media
8 Heathfield Court, Fleet,
Hampshire GU51 5DX
England,
United Kingdom
Tel.: 01252612025,
info@wisawards.com
Design by:
Brandbees
design.brandbees@gmail.com
Photography by
Paul Grace
www.paulgrace-eventphotos.co.uk
Printed by:
HART PRESS Ltd
www.hartpress.com
After being a customer of LinkedIn Sales Solutions
and securing millions of pounds worth of deals through
LinkedIn Sales Navigator, Vernon joined the team
where he now leads the organisation in serving its
largest customers across EMEA. Their mission as an
organisation is to "connect the world's professionals to
make them more productive and successful" and sales
professionals are a key participant in this process. Their
vision is to elevate the sale profession.
VERNON BUBB
UK Leadership Team &
Head of Enterprise Sales
Solutions, EMEA
LinkedIn
Are You a Sales
Worker Bee
84
86
CLOSING KEYNOTE
80
DECEMBER 2016
T H E M O S T D I S T I N G U I S H E D
S A L E S W O M A N O F T H E Y E A R
Is 2017 the Year
of Value Selling?
89

Bringing Women to the
Forefront of Sales Leadership
In an industry predominately monopolized by a single gender, women
are finally taking the sales world by storm and jumping into the
driver’s seat for the second half of 2016. From the top females in sales
leadership, to the internal Lady Lofters at SalesLoft, the growth within
the sales community for women is exponential.
BY
L
EAH BELL
Leah is the Content Marketing Specialist for SalesLoft.
Through interesting and informative content, Leah's
goal is to spread the word about modern sales.

W
omen in sales
are not going to
let anyone hold
them back. A
few months ago,
we sat down
with sales leaders Trish Bertuzzi,
CEO of The Bridge Group, Lori
Richardson, B2B Sales Growth
Strategist of Score More Sales, and
Emmanuelle Skala, VP Sales and
Customer Success at DigitalOcean,
to talk about breaking down barriers
and getting the workforce to 50-50.
Unfortunately, there continues to be
a lag in the sales community, where
companies are still hiring without
gender equality in mind. While
tons of organizations are striving
to hit that 50-50 gender mark on
their sales teams, the scales still
lean towards more men, even in the
modern sales organization.
But instead of focusing on the sheer
lack of numbers when it comes to
women in sales leadership, and let’s
talk about the performance of the female
leaders we’re seeing in the community.
Over the past few months we’ve
seen a change the mindsets of these
imbalanced organizations, with a
large focus on diversity, in general.
While this is a great stride for all
modern sales organizations, the
most exciting thing to see has been
the valiant climb to the top some of
our favorite female sales leaders are
making each and every day.
Take SalesLoft Account Executive
Milena Flament, for example. Week
over week, this girlboss has been
at the top of the sales leaderboard,
either first place or close to it. But
the biggest accomplishment thus far:
Milena currently holds the record for
largest deal size in SalesLoft history.
Now, obviously deal size isn’t all
that matters in a modern sales
professional’s performance, but it’s
certainly a tangible measurement
that’s hard to overlook. And
when you take a look just past
the numbers that made up that
deal, what you’ll really see is the
impressive effort, attention to detail,
and intense determination that have
lead Milena to close on deals such
as those over the last few weeks.
It’s because of the determination
and confidence of powerhouses like
Milena that women are stepping up
to the plate and making a name for
themselves in the male dominated
sales leadership industry. The gap
is closing every day within modern
sales teams, and it’s sales leaders
like Trish, Lori, and Emmanuelle
that are leading the charge. Women
in sales are strong, confident, and
impactful, and they should be
empowered as such.
So how can you, a modern sales
leader, help in continuing this
climb to more equality in the
sales organization? Continue to
be intentional about the language
that you use in your marketing, job
descriptions, and your social media
outlets. What is your social presence
saying to women in sales? What does
your interview process say to women?
What does your management page say
about women? You need to be using
language that opens the gate for
both genders from the get go.
And it’s not just on you to close
the gap. Statistics show that men
will apply for a job if they feel
like they’re only 70% qualified for
a specific role, but women won’t
unless they’re at 100%. This is
where women in sales need to start
negotiating their way to leveling up
their career, and taking on bigger
responsibilities and opportunities.
As Trish says, “if you’re not
embarrassed by what you just asked for
at least once a day, then you’re living
in your comfort zone.”
So today’s sales motivation is more
of a rally cry for women in sales
leadership. Ladies, listen up: You’re
not going to get something that
you’ve never asked for. It’s all a
learning experience, and hopefully
the person that tells you no can
educate you on why you’re not
going to get it. Learn for next time.
Get out of your comfort zone — be
brave, step up, and ask for things.
Modern sales is human, and the
more you learn to embrace your
strength as a professional, the
closer we’ll be to becoming a truly
modern industry in 2017.
We’re starting to get
smarter, but we just
have a long way to go.
-TRISH BERTUZZI
“It was the end of Q3 and we were behind quota. And then
in that last week, it was like BOOM email: Danny got a
deal. BOOM email: Tyler got a deal. Gladney got a deal.
Everyone was getting deals. But then Milena walks in and
closes the biggest deal in company history.”
-STEPHEN SETTLE,
SALESLOFT SOFTWARE ENGINEER

BYDEIRD
RE COLEMA
N
Editor at eyeforpharma
Building Leadership
Capability that Creates
Strategic Differentiation

O
nly leadership
can bring about
transformational
change and over the
next decade, pharma
leadership will face
two profoundly difficult challenges:
First, reigniting innovation such
that it leads to the creation of cost-
effective, tangible improvements in
healthcare. Second, morphing the
current organization structures into
new forms that nurture collaboration,
discovery, experimentation and
development – and result in new
business models. As global pharma
organizations grapple with a more
technologically intensive and
complex agenda, flaws in traditional
approaches to talent management
and leadership development are
increasingly visible.
BUILDING
LEADERSHIP
CAPABILITY
Building leadership capabilities
is a powerful way of building
competitive value yet the track
record of leadership development
is disappointing. According to the
McKinsey report "How Do I Build
Leadership Capabilities to Drive
Business Performance", organizations
must adopt three core approaches
and avoid three common pitfalls.
First, they should use performance
improvement opportunities within
their organizations as the real-life
context for learning – and avoid
generic, off-the-shelf programs.
Second, they need to build deeper
leadership qualities, not just
functional skills, so leaders have the
resilience and self-awareness to drive
and sustain major change. Third, they
should shape a “leadership engine”
that integrates capability-building
with the organization’s broader
norms and management processes
–as opposed to a series of one-off,
disconnected interventions.
LEADING FROM
THE EDGE
Annmarie Neal, author of “Leading
From the Edge” is well-positioned
to comment on leadership, having
previously held the Chief Talent
Officer role in both Cisco Systems
and First Data Corporation. Neal is
founder of the Center of Leadership
Innovation—a worldwide
consulting firm that specializes
in business innovation and
transformation thought leadership
and organizational excellence. She
brings more than 20 years of global
experience, consulting with business
executives and senior leaders
across a range of industries, to her
writing, speaking engagements,
business management, and
consultation. The book stemmed
from Neal’s frustration with
leadership capability development
and talent management and its
failure to translate into strategic
differentiation for companies.
Current leadership development
practices aren’t working – and in my
opinion won’t work in the future".
“The nature of organizations has
changed, and the leaders they require
in the future will be fundamentally
different from those they require
for today’s business demands. It
is time to recreate leadership for
the requirements of the modern
organization. To do so is a formidable
leadership challenge. Current
leadership development practices
aren’t working – and in my opinion
won’t work in the future. These
practices worked well in an industrial
economy where the challenge was
to scale efficiency, but are failing to
produce the caliber and quantity of
leaders we require for an innovation
economy, where the demands of
leadership are to drive new forms of
value creation.
In 2009, for example, U.S. companies
spent an estimated $12 billion (24
percent of their overall training
budgets) on leadership development.
Yet despite this huge investment,
nearly 60 percent of companies
report that they face leadership
talent shortages that will impede
performance in the next few years.
What’s even more alarming for
most companies is that nearly 40
percent of their home-grown “high
potential leaders” – the people they
are spending hundreds of thousands
of dollars to develop – often fail
within the first 18 months of being
promoted”.
RECREATING
LEADERSHIP
DEVELOPMENT
Organizations that get leadership
development right are able to
accelerate priority projects, drive
major turnarounds, and continuously
improve their execution across the
globe. While addressing current
business needs, they also prepare
themselves to respond to future
challenges and opportunities.
“The unspoken reality is that leaders
cannot be mass-produced. Yet,
current leadership development
practices are an attempt to
mass-produce leaders. It is time
to recognize that the practice of
leadership development as we have
come to understand it is past it’s
‘sell by’ date, if not entirely obsolete.
The question facing many of our
companies around the globe is: what
should take its place?
The field of leadership
development is at
a critical inflection
point. How do our
organizations out-think,
out-strategize, out-
innovate and out-execute
our competitors?
How do we develop
leadership capability
that creates strategic
differentiation, globally?
“To survive in the
twenty first century,
we are going to need
a new generation
of leaders”
– WARREN G. BENNIS.

To be sustainable, any effort to
develop leaders must be viewed as
a business imperative that is deeply
entwined with the organization’s
talent and performance management
processes, as well as with its broader
vision, norms and strategy. In
this way, a “leadership engine”
can be built into the fabric of the
organization – much more powerful
than an outsourced, detached set of
training programs,” states Neal.
Now more than ever, highly
effective leaders can be a powerful
source of competitive advantage.
Yet many attempts to improve
leadership capabilities fail to make a
material impact on an organization’s
performance. By linking leadership
development tightly to strategic,
operational and organizational
performance imperatives, addressing
deeper personal qualities alongside
practical capabilities, and building
a sustainable leadership engine,
companies can unlock perhaps
their greatest hidden asset: the
transformative power of their leaders.
ESSENTIAL TRAITS
Through extensive research,
executive interviews and many years
of experiences working in the field
of leadership, Annmarie Neal has
identified 10 essential traits that
differentiates the next generation of
global leaders from the rest.
“Over the years, serving as a
management consultant and as the
corporate lead in charge of executive
development, I have assessed and
developed thousands of leaders,
most of whom were either preparing
for or already in significant global
assignments. Working closely with
these individuals, I have learned that
there are certain notable traits that
distinguish those who hold global
positions from those who are truly
(deep in their being) global leaders.”
STRONG SENSE OF SELF
An unusually astute sense of
self translates into an ability to
understand the world and the people
around you on many levels and in
many different contexts. Purpose to
‘change the world’ coupled with a
powerful strength of conviction keeps
leaders pushing forward even in the
face of obstacles or when pressured by
others to do something else.
MULTI-MODAL THINKING
Truly exceptional global leaders
possess a rare capability to rapidly
absorb, synthesize, and organize
information that helps them
understand the world around
them, even when that world is
radically different from what they
have experienced before. Almost
simultaneously, they are able to use
that new world view to determine
how best to lead themselves and their
organizations going forward. This
multi-level processing enables them
to respond faster and more effectively
to market changes and opportunities.
The ability to make connections
and interconnections across
industries, technologies, markets,
and geographies is an incredibly
important skill for the global leader,
particularly within the pharma
industry, given the complexities of the
competitive landscape. It is essential
to the process of developing strategies
and collaborative relationships that
keep a company, even an entire
industry, relevant over the long term.
COURAGE TO RECREATE
In order to be continually relevant
we need to continually change,
knowing when that which has
worked in the past is destined for
failure going forward. The dilemma
faced by many leaders is that when
they find a good model, say Dell’s
“Build it to Order,” they have a hard
time letting go. For global leaders,
this dilemma is amplified, given the
need to operate multiple business
models simultaneously around the
world. Truly global leaders need the
intellectual acuity to know what to
keep, what to destroy, and what to
recreate across their organizations,
in order to remain relevant to myriad
markets and constituents. The
health care industry is under massive
reinvention – or at least should be.
How will pharma leaders step back,
consider how industry trends coupled
with market needs will challenge
today’s business models and then
evaluate how to recreate the future.
New forms of value creation are on
the horizon – and if the core industry
doesn’t solve for these opportunities,
new competitors will have room to
enter and disrupt.
EXPERIMENTAL MIND
While more of an operations focus
and engineering mentality may have
been successful in the past, today's
leaders need to be more of an inventor
and an experimenter, willing to try
out a new idea (a hypothesis) and
recognize that failure (disproving the
1
2
3
4

hypothesis) can be just as valuable,
if not more so, than when the
hypothesis turns out to be correct.
Experimentation has traditionally
been a core competence within the
pharma industry which has birthed
brilliant product innovations. How
can these same disciplines be applied
to business models, go-to-market
strategies and operational efficiencies?
FREEDOM TO FAIL, FAST
Failure is a necessary ingredient
to success. Leaders need to learn
how to fail: How to understand
it, learn from it, and importantly
how to recover from it (emotional
resilience). Learning how to fail
is essential if you want to know
how to be successful. Failure is not
the opposite of success but rather
an integral part of the invention,
reinvention, and innovation process.
Within each failure are lessons that
develop experienced judgment to
apply to subsequent reinvention or
innovative projects.
CONSTRUCTIVE
COLLABORATION
Today’s leaders need to see their
corporations as if they are part of
living systems, in which the success
of the individual is dependent upon
the success of the larger whole. In
the business world, they understand
that the success of the corporation
is dependent on the success of the
broader ecosystems. Never before
has the power of collaboration
been so critical to the pharma
industry. Companies will see the
next big innovations and product
opportunities coming less from
their R&D teams and more from
collaboration communities within
the ecosystem.
BALANCE BETWEEN
CONTROL AND CHAOS
Today’s leaders also need to not
only learn to live with, but also to
appreciate, messiness on the outer
edge of their organizations. This
requires co-existing in two worlds,
one that is more reminiscent of the
past, where a certain level of control
and oversight is important to drive
today's performance expectations,
and another where the leader sets
the vision and then gives permission
to those working on the edge to
self-organize and find solutions
- often to problems that have not
even been considered or created.
By understanding and balancing
the needs of both worlds, leaders
can help their organizations stay
profitable today, which can help
financially support innovation for
the future. To do so, leaders need to
be comfortable with the messiness
inherent in a knowledge (versus
industrial) economy.
GLOBAL CHANGE AGENT
Leadership, especially at a global
level, has a tremendous capacity
to change the world, for good
or for bad. Unlike industrial age
thinking that at times disregarded
or diminished the importance
of environmental and social
responsibility, leaders today need
to be much more aware of the
impact their operations have
and are adjusting processes and
policies to promote sustainability.
Pharma leaders are well positioned
to do good with their products,
solutions and services. How will
organizations not only create value
for the capital markets but also
the social environments in which
they serve? How will they use the
power of their intellectual property
to drive economic as well as social
value creation?
EMPATHY AS A BUSINESS
IMPERATIVE
For many business people, a word
like empathy seems too soft for
the fiercely competitive, results-
driven world in which they live.
But empathy can yield some very
tangible business results on many
fronts, from employee engagement
to product design to identifying
new market opportunities.
AUTHENTICITY
Authenticity is even more critical
in a world of social networking,
where anything you do or say can be
captured and shared with the rest
of connected humanity in a matter
of minutes, if not seconds. For Frits
van Paasschen, CEO of Starwood
Properties, transparency is a fact of
life. In his manifesto on leadership,
written in early 2012 for the
employees of his worldwide hotel and
resort network, Frits says, “It is not
enough to have a strong brand or a
great product. People expect to know
about the company behind the brand
and the people behind the product”.
Thanks to Facebook, Wikileaks, and
LinkedIn—there are virtually no
degrees of separation anymore. All
the world’s a digital stage.
Truly exceptional global leaders possess a rare capability
to rapidly absorb, synthesize, and organize information
that helps them understand the world around them, even
when that world is radically different from what they have
experienced before. Almost simultaneously, they are able
to use that new world view to determine how best to lead
themselves and their organizations going forward. This multi-
level processing enables them to respond faster and more
effectively to market changes and opportunities. The ability
to make connections and interconnections across industries,
technologies, markets, and geographies is an incredibly
important skill for the global leader.
5
6
7
8
9
10

Do
millennials
Make the Best Sales People?

Millennials could easily be compared to Marmite, either
you like them or you don't! Some people do believe that
this generation are different and are having a huge
impact on the world today where as others don't want
to stereotype or group people together.
BYDA
N
DISNEY
Founder - The Daily Sales
Social Selling Evangelist, Sales Trainer
@TheDailySales

M I L L E N N I A L S W A N T
T O U N D E R S TA N D T H E
science of
selling
Millennials have been bought up in
the information age where content
and data is thrown at them each and
every second. This encourages them
to look at their jobs in a far more
analytical way which is great for sales.
By breaking down sales processes,
understanding trends and utilizing
technology to enhance it they
stand a much greater chance of
succeeding. They're not afraid
to challenge the status quo and
will always look for faster more
effective ways to achieve results.
T H E Y L I V E A N D B R E AT H E
I N T H E
digital world
One of the key attributes associated
with millennials is their knowledge
and understanding of digital and
technology. Millennials are the
generation that have been bought up
on rapidly evolving technology and
social platforms.
With 78% of sales people who use
social media outselling their peers
this knowledge of social, digital
and tech has a huge advantage for
them. Customers are now giving
away so much information and
so many buying signals on social
media and significantly stronger
sales relationships can be built by
utilizing that.
M I L L E N N I A L S
A R E FA R M O R E
adaptive
It's been found that millennials
adapt twice as fast as the rest of the
world to new technologies. With the
sales landscape changing along with
the way in which customers buy this
ability to adapt quickly is crucial.
This ability to adapt also has a huge
impact on being able to mirror your
prospects and customers. The most
successful sales people are able to
change the way they engage to
mirror the people they speak too.
T H E Y believe
I N W H AT T H E Y ' R E
S E L L I N G
Millennials are more interested in
making a difference than selling a
product and so are far more likely to
believe in what they're selling. Instead
of going with the stereotypical
aggressive sales approach they are
more focused on being seen as an
expert or thought leader and guiding
customers to the right solution.
You see more and more sales
relationships with millennial
sales people being built on trust,
understanding and respect. They're
not worried about whether or not
the customer buys but about finding
the best solution and building long
lasting relationships.
M
illennials can often
be seen as either
high maintenance
and lazy or digitally
advanced and savvy.
To be fair the same
could probably be said for sales
people, either you love them or you
hate them. They're either pushy and
arrogant or informative and helpful.
Could it be then that perhaps
Millennials may make the BEST
sales people...?
Let's look at the common attributes
associated with millennials:
M I L L E N N I A L S A R E
entrepreneurial
Over 50% of millennials that have
been surveyed hoped to start their
own business one day or already
had done. On top of that over 90%
of millennials believe that being an
entrepreneur is a mindset and not
just something limited to someone
starting a company.
This passion for business and
entrepreneurial thinking is a huge
advantage if they are working in
sales and is often a key attribute
for success in sales. Working
in sales is the closest thing to
running your own business, your
actions have a direct link to what
you achieve and earn.
All of this may not always mean
that millennials make the best sales
people, there are plenty of millennials
who aren't good sales people!
However the attributes that are
associated with millennial workers
are certainly very transferable to the
sales profession and if followed could
certainly create some of the best sales
people in the industry.
One of my biggest passions at
the moment is to transform the
perception of sales people. I do not
believe that sales people are in any
way like the stereotype that they
are perceived as. Modern sales
people are passionate professionals
who are focused on helping people
and businesses.
When you look at the above
attributes they represent this
change and they represent what
sales people should be.
I N S U M M A R Y. . .

www.UniversalSalesSkillsAudit.com
T: +44 (0) 1244 680 222 E: info@ussa.email
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RACHEL ZHANG, HR
DEPARTMENT MANAGER, VNU
EXHIBITIONS ASIA
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available in multiple languages
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pay-as-you-go, assess yourself
or a team of 5,000. You decide
how much and when.
The Universal Sales Skills
Audit is a 30 minute assessment that
will compare your sales staff’s skills
performance profile with over 23,000
previous candidates.
Conducted online from your own
licensee portal, the USSA is easy to
use, reliable, economical and makes an
immediate improvement to your team’s
sales performance.

Why millennialsMake Great Salespeople
Millennials get a bad rap. Many employers have been
quick to dismiss this generation as lazy, vain and
self-concerned. But there are two sides to every story,
especially when it comes to building a 21st century
sales organization.
Let’s explore how why a millennial might just be your
next best hire.
Being native to digital tools is not just for marketers
anymore. Social platforms (Twitter, LinkedIn, &
Facebook) are now keystones in the sales game, set-
ting top performers apart from their competition.
LinkedIn and Twitter are invaluable for listening, engaging, and building relationships with prospects. While
social selling is a relatively new buzz term for the industry as a whole, it is second nature to millenials.
That includes tools like Salesforce, Google
Drive and Evernote is second nature. The
smooth transition to digital tools and
automation saves time and helps streamline
the entire sales process around speciﬁc tools.
Thanks to Chief Revenue Officer of Inbound Sales at Hubspot,
Mark Roberge, who wrote an article for Sales & Marketing
Management on which this infographic is based.
78%
of salespeople are using
social media to outsell
colleagues & peers
They’re Digital Natives
Millennials adopt new technologies
2x faster than the
rest of the world

Millennials and your customers have
one vital thing in common: they’re
drawn to a company’s mission ﬁrst and
foremost.
Instead of using aggression, millennials
succeed because they know everything
prospects ever need to know about
your product or service and then some.
Millennials don’t skip a beat when it comes to gearing themselves with product knowledge and
going above and beyond the FAQ page, which helps them sell to more informed buyers. Their
commitment to your company creates valuable interactions for your prospects and business.
They’re Entrepreneurial
They Live & Breathe Your Product
57%
of the buyer’s purchase
decision is made before they
even talk to sales
Younger reps don’t just
sell your product, they
believe in it.“
The Millennial generation has
entrepreneurialism in their DNA.
50%
of millennials surveyed hope
to start their own business one
day (or already have).
Their entrepreneurial nature makes them
solution-oriented, creative, and hungry.
Whether it’s responding to emails with a
creative meme, building relationships
through personal branding, or working with
theirteam to create unorthodox discounts,
creativity and problem solving have
replaced traditional sales methods.

Thanks to their digital disposition, millennial salespeople are quick to dive into the metrics that
determine key differences between a top performer’s efforts and the rest of the pack.
Since the buying behavior of prospects has changed drastically in recent years, millennials’ solu-
tion driven approach meshes well with more informed buyers. Rather than controlling
conversations, using empathy and data are hugely important (and millennials do them
exceptionally well).
Millennials approach selling as a science.
They test everything from subject line, to time of day, length of email,
etc. This A/B testing is crucial and made possible because millennial
salespeople embrace data and technology and innately use it to their
advantage on the sales field.
They’re Data Driven
50%
What’s it all mean?
A B
Your next best hire.
Millennials are free of bad habits,
motivated by your product, and able to fit in
to today’s world of evolving technology and
might just be...
Thanks to their digital disposition, millennial salespeople are quick to dive into the metrics that
determine key differences between a top performer’s efforts and the rest of the pack.
Since the buying behavior of prospects has changed drastically in recent years, millennials’ solu-
tion driven approach meshes well with more informed buyers. Rather than controlling
conversations, using empathy and data are hugely important (and millennials do them
exceptionally well).
Millennials approach selling as a science.
They test everything from subject line, to time of day, length of email,
etc. This A/B testing is crucial and made possible because millennial
salespeople embrace data and technology and innately use it to their
advantage on the sales field.
They’re Data Driven
50%
What’s it all mean?
A B
Whether it’s responding to emails with a
creative meme, building relationships
Your next best hire.
Millennials are free of bad habits,
motivated by your product, and able to fit in
to today’s world of evolving technology and
might just be...

The UK’s Leading Sales Development & Training Day
The NSC is a great community for sales
people of all levels. The opportunity
to hear from leaders in the field, to
exchange best practice with fellow
delegates and to participate in improving
the sales discipline is invaluable
Maggie Buggie Global Sales Officer,
Digital - Capgemini
“
”
Super Saver Ticket available until the
23rd
December 2016 - only £195+vat
Book now: www.sales-expo.co.uk
Organised by:Official CRM Partner:
EDUCATE • MOTIVATE • INNOVATE
NATIONAL SALES
CONFERENCE 2017
30th
November
Ricoh Arena

Tips to Increase
Leadership Presence
L
eadership presence, that illusive but “we know
it when we see it” quality, is a blending of
personal and interpersonal skills that when
combined, send all the right signals. It’s how
we show up, how we make others feel, and how
effectively we communicate both verbally and
nonverbally. It's the "wow" factor that sets you up for the
next promotion and gives your career that extra boost.
That's what it is. Here is what leadership presence is not:
• It is not an attribute that is automatically assigned to
you because of your business results.
• It is not necessarily reflective of your true qualities
and potential.
Instead, it depends entirely on how other people in the
workplace evaluate you. The first key to building leadership
presence is to realize that it is all about impression
management. As Suzy Monford, CEO Andronico’s, told
me: “You need to show up each day the way you want
to be perceived – which is simple to say, but difficult to
accomplish unless you do your homework and really know
yourself.”
I agree. Leadership presence needs to be rooted in your
basic values – and the “homework” of knowing your
strengths, weaknesses, talents and biases is crucial
to aligning people’s impression of you with your best
authentic self. But I am also aware that small attitudinal or
behavioral changes can have an instant and powerful effect
on how others perceive you.
BY
CAROLKI
N
SEY GOMA
N
,PH.D.
International keynote speaker and
leadership presence coach. Author
of "The Silent Language of Leaders:
How Body Language Can Help - or
Hurt - How You Lead"
Carol@CarolKinseyGoman.com
www.CarolKinseyGoman.com

As a leader (or a potential leader)
you are constantly being evaluated
on how well you display confidence,
composure, credibility, connection,
and charisma. Here are the simple
strategies that can influence people’s
impression of you and dramatically
increase your leadership presence:
POWER UP YOUR
CONFIDENCE BY PRIMING
YOUR BRAIN
Self-confidence is the personality
trait most responsible for an
individual being seen as having
leadership presence. In “The
Confidence Effect: Every Woman’s
Guide to the Attitude that Attracts
Success,” author Grace Killelea sees
the lack of confidence in business
women as a major obstacle to their
career progression: "While men are
prone to overestimate their abilities,
all too often women sell themselves
short and needlessly languish in
marginalized careers. Realizing a
high level of achievement requires
women to speak out, take risks and
assume leadership positions with
perceptible self-assurance, but too
many otherwise qualified women are
not living up to their full potential.
Aspiring women must become more
inherently confident with the kind
of authenticity that will get them
noticed and take their careers to
new heights.”
Confident people (male and female)
attract followers by being self-
motivated, assured, and willing
to take risks. But even the most
confident people may suffer a crisis of
self-doubt, and that’s where having a
personal strategy becomes crucial.
One key to displaying confidence
is to change your physical posture
by standing straight, holding your
head up and pulling your shoulders
back - or even holding a “Superman”
or “Wonder Woman” pose for two
minutes to elevate your testosterone
(the power hormone) level.
But another, equally effective
strategy, is to prime your brain for
higher confidence by recalling a time
when you had power over another
person or performed a task extremely
well. Focus on what happened, how
you felt, and what that experience
was like. This doesn’t have to be
a business-related event. It’s the
emotional memory you are tapping
into. Research shows that even
thinking about a time when you felt
physically attractive can increase
your level of confidence.
RETAIN YOUR
COMPOSURE WITH
THIS MANTRA
On the popular U.S. television show
Shark Tank, entrepreneurs pitch
their companies/products/ideas to a
panel of potential investors. One of
those investors, Barbara Corcoran,
describes how the contestants have
to stand in front of the “sharks” for
a full five minutes without saying a
word as studio lighting is adjusted.
Corcoran says, “When I watch
someone who’s under tremendous
pressure, that is a great test. Even
before they open their mouth I
know who I’m out on. I just sort of
come up with a reason ‘why’ that
I can say on camera. But the truth
is I know when I’m out fight away
because the guy takes his hands out
of his pockets, then he’s shifting,
he’s no longer making eye contact,
he’s sweating bullets, his knees are
jiggling. I mean is this a guy I’m
going to give my money to?”
You may never be a contestant
on Shark Tank, but in any job
interview, sales presentation or
important business conversation,
your emotions (and subsequently
your performance) can get high-
jacked by high levels of stress.
1.
You need to
show up each day the
way you want to be perceived
– which is simple to say, but
difficult to accomplish unless
you do your homework and
really know yourself.
- CAROL KINSEY
GOMAN
2.
Carol Kinsey Goman at Women In Sales Awards Europe 2015

John Sudol, author of “Acting: Face
to Face,” coaches actors on how
to prepare for an audition, and he
offers an interesting insight that
applies equally well to business
professionals: “One of the things
that can throw you off a well-
prepared game plan might surprise
you. It’s the snap judgments you
make about what you read on the
interviewer's face. In an audition,
that automatic judgment can
provoke a variety of unwanted
feelings and thoughts, such as
anxiety, self-doubt, and insecurity.
If enough stress is produced it can
trigger a limbic response and put
you into a freeze-fight-or-flee state.
But when we view someone's face
from a place of inner security, we
know that what’s on their face is
about them, so I’ve adopted the
mantra ‘What’s on their face is
not about me!’ These words have
saved me numerous of times when
speaking in large rooms looking out
and seeing facial billboards flashing
judgment, criticism, boredom,
doubt, suspicion. Most often, and
ironically, those are the very same
people who will approach me after
the lecture to thank me for my work
and their favorable experience in the
audience that day!”
GAIN INSTANT CREDIBILITY
WHEN YOU SAY THE
WORD BECAUSE
Credibility is all about how you
communicate. It’s about body
language that’s aligned with your
verbal message and it’s about being
truthful, diplomatic, empathetic,
succinct, and decisive. But certain
words and phrases have almost
magical powers to instantly increase
your credibility. The word because is
one of them.
A study at Harvard, asked people
to break into a line of strangers
waiting to make photocopies. When
asked simply if they could use the
photocopier (“Excuse me, I have 5
pages. May I use the machine?”),
research subjects were successful
60% of the time. However, when
a reason beginning with the word
because was added (“May I use the
photocopier because I’m in a rush”),
the request gained instant credibility,
and compliance skyrocketed to 94%.
What’s more amazing, it didn’t
seem to matter what the given
reason was (“May I use the
photocopier because I need to make
copies”), compliance remained at
about the same level, 93%.
CONNECT MORE POWERFULLY
BY INCREASING YOUR
NETWORKING SAVVY
Capital is defined as "accumulated
wealth, especially as used to
produce more wealth." Social capital
is the wealth or benefit that exists
because of your social relationships.
I think of social capital as the
value created by your connection to
others. There is no more valuable
commodity in today's business
environment, and no more valuable
use of your time than to build your
professional network, within and
external to your organization.
Gayle Hallgren-Rezac and Judy
Thomson, networking masters and
the co-authors of WORK THE
POND! Use the Power of Positive
Networking to Leap Forward in
Work and Life told me the “secret”
to optimizing any opportunity to
network: Networking is not about
promoting yourself or getting new
business. It’s about creating or
deepening professional relationships.
Try this at your next networking
event: Enter each conversation with
the goal of finding something that
you can do for the other person.
The minute you take the focus off
3. 4.
‘What’s on their face
is not about me!’
These words have saved me numerous of
times when speaking in large rooms looking
out and seeing facial billboards flashing
judgment, criticism, boredom, doubt,
suspicion. Most often, and ironically, those
are the very same people who will approach
me after the lecture to thank me for my
work and their favorable experience
in the audience that day!

promoting yourself and put it on
assisting others, you dramatically
improve your ability to connect.
TO DISPLAY YOUR NATURAL
CHARISMA, WARM UP YOUR
BODY LANGUAGE.
It’s well known that people won’t
always remember what you say, but
they will never forget how you make
them feel. I’ve found that when I
speak with a successful executive,
I get the feeling that he or she is
wonderful – but when I speak with a
charismatic leader, I’m made to feel
that I am wonderful! My emotional
reaction has a lot to do with the
body language of the two types of
leaders: The first embodies nonverbal
cues of confidence and power (which
accentuates their prestige and status),
while the second radiates charisma
through warm, inclusive, and open
body language. You will have the
most impact if you can send both
sets of signals, remembering that
studies show leaders with warm
body language are perceived more
positively and are more persuasive.
The body language of warmth
includes positive eye contact, smiles
(which we don’t see enough of in
the workplace) and open postures in
which legs are uncrossed, and arms
are held away from your body, with
palms exposed or resting comfortably
on the desk or conference table.
Mirroring is another nonverbal sign
of genuine warmth and empathy.
You may not realize it, but when
you are dealing with people you like
or agree with, you’ll automatically
begin to match their stance, arm
positions and facial expressions.
It’s a way of signaling that you are
connected and engaged.
And when it comes to charismatic
body language, facing people
directly when they’re talking is
crucial. It shows that you are totally
focused on them. Even a quarter
turn away signals a lack of interest
and makes the other person feel
discounted. Of course, giving others
your complete attention when they
are speaking is one of the warmest
signals you can send.
While there are many behavioral
and attitudinal steps you can take to
dramatically increase your leadership
presence, these five simple strategies
are a good place to start.
5.
The body language of
warmth includes positive
eye contact, smiles (which
we don’t see enough of in the
workplace) and open postures in
which legs are uncrossed, and arms
are held away from your body,
with palms exposed or resting
comfortably on the desk or
conference table.

Sales is a Man’s Job!
In B2B sales I think
people believe in this
myth, I have observed this
while conducting sales
interventions wherein, on an
average there is less than 5%
representation of women.
What’s keeping women away
from these roles?
Y
ear on year we see more
and more women pass
out from universities
and join the corporate
ranks, then where
do they go? Most of
them choose not to go in for sales as
a profession and the hand full who
do face an uphill battle against the
unconscious bias we all carry.
I remember a senior leader in one of my
previous organisations once commented
“Oh! women don’t have to sell…they
just have to look good and ask for the
deal and they get it”. I have been in
sales for almost two decades now but
I was really upset at that comment
because, to me as a woman you have to
try harder to break this bias! Every time
I win a deal I have tried harder to add
value to the client situation rather than
just winning it because I am a woman.
I have had the opportunity to recently
interact with many diversity and HR
leaders and confirmed our belief that
women just don’t want to take on sales
roles as much as men do. Maybe it’s
because we are stuck in viscous cycle
where, because we don’t have woman
in the team there are strong biases
which in turn leads to a set up no
women wants to join!
SO WHAT CAN WE DO TO
BREAK THIS CYCLE?
Firstly, we should stop educating our
organizations on diversity and start
educating them on inclusion. It may
seem like a play of words but, the
word diversity stands for respecting
differences which is the root cause
of the biases. Inclusion is about
respecting everyone and including
them for who they are irrespective
of gender, age, culture etc. Yes,
women are different but so are men,
so are millineals and our Gen Z.
Our cultures need to be inclusive to
identify the strengths each brings
to the table. As a women in sales I
take pride in the fact that I have high
situational awareness, being a mother
sharpens that within you. I have also
realised that while men don't want to
think differently in certain situations,
women tend to be more creative. I
have noticed many of my women
peers have these strengths.
Secondly, we need to look within
the organisation to identify women
willing to be groomed in sales roles
because; they will find it easier to
connect with the team. Mostly one
sees women in marketing, pre sales
and product teams and for them the
transitions into pure sales roles will be
quick and easy. Providing platforms
to groom just like the high potential
leadership tracks, needs to advocated
for account managers, business
acquisition roles as well.
Finally, as an organisation we need to
build pursuit teams with an equal mix
of men and women working together
leveraging the synergy of their
strengths rather than putting any one
of them on a spot. Many of the World
Class Organizations we partner with
have strong pursuit teams working on
large deals. This is where the account
manager brings together enabling
function representatives to work
cohesively to win opportunities. We
don't always need to mash our stregths
up to make marmalade, often being a
fruit salad allows you to leverage in the
strong flavors of each persona.
It is not about being feminist, let’s stop
this lip service for diversity and take
concrete steps in breaking biases and
creating an ethos where everyone can
get an opportunity to grow.
Sales is a job. We are all stronger
together when we respect and
celebrate our differences and leverage
each others strengths.
BYPRIY
A
SACHDEV
CRO, Business Salt
@JillofAll

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The Judging Process
THE JUDGES
A group of 18 senior executives from various industries
were carefully selected as an evaluation panel of
independent judges. Their objective was to review the
nominations and interview each of the finalists.
WHY AN INTERVIEW WITH THE JUDGES?
A face-to-face interview allows the judges to further
assess each finalist’s sales skills, strategies and process
etc. The interview also complements their review of the
submitted nomination forms.
THE JUDGING DAY
The judges were organised into 6 groups; each group was
made up of 3 judges and interviewed a number of finalists
within their assigned categories. Nomination forms and
any supporting documents were reviewed by the judges
prior to a nominee being selected as a finalist. Each
nomination was evaluated and scored out of a total of 5
points. The next stage of the process was a face to face
interview with the judges.
THE FINALISTS TIME WITH THE JUDGES
This was an opportunity for the finalists to engage the
judges by telling them the story of their success. Each
judge awarded points across the same criteria. After the
interview, all finalists answered one final question: “why
they should win the award in their category?”
All the 18 judges scored each finalist on the final question.
Each finalist’s overall score was the sum of the scores from
the interview with the 3 judges in their category plus the
scores from all 12 judges on the final question. The finalist
with the highest score in each category was selected as the
winner in that category.
THE DISTINGUISHED SALES WOMAN
OF THE YEAR AWARD
This award is for the finalist who impressed the judges
the most and scored the highest among all the finalists.
The standard of
finalist at the Women
In Sales Awards continues
to set a bench for all sales
professionals to aspire to. A
real privilege to meet so many
outstanding individuals from
all industries.
- MATTHEW GODDARD
WISA EUROPE
2016 JUDGE

WHO ARE THE JUDGES?
WHERE DO THEY COME FROM?
Zars Media invites judges from countries all over
Europe. Judges may be executives with social innovation
expertise, business people, educators and university
administrators and leading practitioners in the field.
HOW DO YOU CHOOSE THE JUDGES?
We usually look for executives with sales backgrounds
and with more than 15 years sales experience. We
actively recruit and also take suggestions from partners,
mentors and past judges.
WHAT DO THE JUDGES EVALUATE?
Judges review all the entries within their assigned
categories and give their scores as per the guidelines.
This will include reviewing the nomination forms and
any confidential supplemental documents and project
information that is included in the application.
IS THE JUDGING BY INVITATION ONLY, OR
CAN I APPLY TO BE A JUDGE?
We recruit judges after screening their profiles using
LinkedIn and other news sources. We are happy to
consider suggestions. If you'd like to be considered, or
suggest future judges, please email
judges@wisawards.com
FAQs
“It’s great to see such prestigious
awards going from strength to
strength and providing such great
candidates a forum to shine. Sales
is a skilled profession and we
need more pedestals like WISA to
promote this to the masses.”
- IAN MOYSE
WISA EUROPE 2016 JUDGE
“Amazing female talent across
all categories, which made
judging day difficult and
wonderful in equal measure!”
- KARINA GARCIA CASIL

2016 Judges
1 2
3 4 5
7 86
9 101 AMANDA ABERNETHY
Formerly Director, European Business
Transformation, Xerox Europe
2 CLAIRE CURZON
Managing Director,
Brighter Directions
3 GARETH ROBERTS
Regional Sales Director
Jelf Insurance Brokers
4 IAN MOYSE
Sales Director
Axios Systems
5 JANE OREMOSU
Sales Director, Legal, UK&I
Thomson Reuters
6 JEREMY ALDERTON
MD Independent & Private Schools ,
UK & Ireland, Sodexo
7 KARINA GARCIA CASIL
Director, Global Sales Processes,
Adobe
8 LIZ EMMOTT
UK Sales Director
Amadeus IT
9 LORNA (DAKERS) LECK
Managing Director
The Sales Activator Ltd
10 MALCOLM STOODLEY
CEO,
Media Locum

11 MARTIN MORAN
GM and SVP of EMEA
InsideSales.com
12 MATTHEW GODDARD
Head of Field Sales
PepsiCo UK
13 MIRIAM MEIJERS VAN MAASDEIJK
Director Sales Strategy
Verizon Enterprise Solutions
14 NICOLA ROBINSON
UK & International Sales Director
Kettle Foods UK
15 PHIL HOLVEY
Director of Direct Sales and Consultancy
Services Konica Minolta
16 RAVLEEN BEESTON
Head of Sales,
Bing UK Microsoft
17 STUART ALLEN
Managing Director,
The Sales Performance Company
18 TEDROY NEWELL
Commercial Director Responding to
Climate Change, RTCC
19 TIFFANY WILLIAMS
Sales & Marketing Consultant
formerly at LinkedIn
We are thrilled that the event is growing. This year we had to increase
the number of judges from the 12 to 19. We would like to thank the
event judges for so generously taking time out of their busy schedules to
participate in the 2016 Women In Sales Awards. Without your support,
dedication and effort, the event would not have been possible.
11 12
13 14 15
16 17
18 19

2016 Speakers
1 2
3 4 5
7 98
11 12
1 CATHERINE SCHALK
Operations Director
Conversation Intelligence
2 IAN MILLS
CEO,
Transform People International
3 JACQUES SCIAMMAS
President, Selling to Executives and
Executive Resources Group
4 JAVAID IQBAL
C-Suite Advisor on Digital Customer
Transformation, Global Keynote
5 KATIE DAY
Director,
RDPI
6 KUNAL MEHTA
Senior Director of Sales Strategy and
Operations, Infoblox
7 LEE COTTLE
Director, GM & VP Global Head of Sales
Push Technology
8 MARIA ANTONIOU
Managing Director,
Prothos
9 RACHEL FORGHAM
Director of Customer Success,
InsideSales.com
10 SAS HUNTWOOD
Sales & Creative Director, Sales
Acceleration Strategies
11 TONI REDMAN
Director, Account Development – EMEA,
Adobe Systems
12 VAL AGNEW
Managing Client Partner, Global Sales
Team, EMEA, Verizon
6
10

The judging day comprised more than the judging itself. Finalists
were engaged throughout the day in panel discussions made possible
by this year’s speakers. The speakers kept the finalists engaged in
thought provoking debates when outside of the judging room and we
would like to express our sincerest thanks and gratitude to them for
contributing to the judging day forum.

“To succeed in advancing to your own
company's Executive Suite, learn the
various goals and challenges of the
different executives and see how you can
help them. Not only you'll get a macro
view of your own company, but you'll
also differentiate yourself, get recognized
and likely rewarded”
- JACQUES SCIAMMAS
WISA EUROPE 2016 SPEAKER

10N O V E M B E R
2 0 1 6
“All I can say is WOW! The standard
of the amazingly talented women
grows and grows every year. It’s a
privilege to be involved as a judge and
I’m so excited to see that the Women
In Sales Awards is playing such a
great part in positively influencing
the sales talent we’ll have across many
industries in the future”
- NICOLA ROBINSON
“A truly remarkable
experience, the future of
sales and business is in good
hands with the extremely
high calibre of the finalists
at the Women in Sales
Awards”
- SAS HUNTWOOD
WISA EUROPE 2016 SPEAKER

M E E T
T H E 2 0 1 6
finalists
OVER
100NO
M
IN
AT
I
O
N
S
50 F I N A L I S T S
12 W I N N E R S
1
D
ISTIN
GUISHEDWINNER
C O N G R AT U L AT I O N S
from Zars Media proud organiser
of the Women In Sales Awards
Europe 2016

ABIGAIL DAVIS
"I never
dreamed
about success.
I worked for it."
- ESTÉE LAUDER
"If you spot an
opportunity and
are really excited
by it, throw
yourself into it
with everything
you've got."
– RICHARD BRANSON
"Fear is the cheapest
room in the house.
I would like to see
you live in better
conditions"
- HAFIZ
“A leader is one
who knows the
way, goes the
way, and shows
the way”
- JOHN MAXWELL
ALEXANDRA EVANS ANAMARIA MAIOR
“More powerful
than you can
possibly image”
CHLOE HOLLOWAY
CLAIRE LADDS
ANGELA MOFFITT ANITA BROOK CAROLINE EVANS
“Carpe Diem”
“No matter what,
having the drive
and desire to
succeed can push
you forward to
success”
CECILIA FURNER
“I always believed
that one women’s
success can only
help another
women’s success”
- GLORIA
VANDERBILT
CELINE GAIGNE
"Your attitude,
not your aptitude,
will determine
your altitude."
- ZIG ZIGLAR
CHRISTINA BRONSCH
“Be empathetic,
think positive,
leverage all
your resources
and lead with
passion”
CLAIRE EDMUNDS
“I've learned that
people will forget
what you said,
people will forget
what you did, but
people will never
forget how you
made them feel.”
- MAYA ANGELOU
“Always
challenge the
status Quo”

FRANCESCA DUGGER
ALEXIA CLEMENTS
SHAMALA BALASUBRAMANIAM
CLAIRE PHILLISKIRK
“When writing
the story of your
life, don't let
anyone else hold
the pen”
DOMINIQUE BERTSCH
“Think big!”
EMILY ORGAN
“You ask,
who am I to be
brilliant, gorgeous,
talented, fabulous?
Actually, who
are you not to be?”
- MARIANNE WILLIAMSON.
GILL BLINKHORN
“Here’s to
strong women.
May we know
them, may we
be them, may
we raise them”
- UNKNOWN
HILDE HOORNENBORG
“Dance like
nobody's
watching”
– ANN LANDERS
IRIS BOEKHOUT
“I strongly
believe success
is accelerated
via teamwork”
JANE SNOWDEN
“Shoot for the
moon. Even if
you miss, you’ll
land amongst
the stars.”
- NORMAN VINCENT
PEALE
JESSICA GISSING
“For me, the most
important thing to
remember is that
people sell to people
and by using this
methodology I have
found you can never
go far wrong”
JOANNA HYDE
“Maybe
sometimes
it's riskier not
to take a risk.
Sometimes
all you're
guaranteeing is
that things will
stay the same.”
- DANNY WALLACE,
YES MAN
JOANNE BRIDGE
“Do unto others
as you would
have them do
unto you”
JULES CLARK
“My philosophy
is that not
only are you
responsible for
your life, but
doing the best
at this moment
puts you in the
best place for the
next moment."
- OPRAH WINFREY
JULIE FEDYK
“If people like
you they’ll
listen to you,
if people trust
you they’ll
do business
with you”
- ZIG ZIGLAR

KATIE NILAND
“Remember
that failure
is an event,
not a person.
Yesterday
ended last
night.”
– ZIG ZIGLAR
KAYLEIGH BOTTOMLEY
“Get closer than
ever to your
customers.
So close that you
tell them what
they need well
before they realize
it themselves.”
- STEVE JOBS
KELLIE KWARTENG
"Success
is not an
accident,
success is
a choice"
KLÁRA PAULOČÁKOVÁ
“To do a thing
we fear is the first
step to success”
LAURA McKINLAY
"The only place
where success
comes before
work is in the
dictionary."
- VIDAL SASSOON
LAURA MONIZ DE ARAGAO
“How you think
when you lose
determines how
long it will be
until you win”
– GILBERT K.
CHESTERTON
LORRAINE TWIGG
“Creating a diverse
workforce is more
than just ‘the right
thing to do’, it’s a
business imperative”
LUCY ADAM
“People will
forget what you
said, people will
forget what you
did, but people
will never forget
how you made
them feel”
- MAYA ANGELOU
MARY KAY
“Work hard
and have
integrity with
everything
you do”
MIELISA EVANS
“Invest time,
encourage
ownership, be
consistent, build
credibility and
execute”
NIKKI LEWIS
“You never fail
until you stop
trying”
- ALBERT EINSTEIN
NIKKI RICHARDS
“If someone offers
you an amazing
opportunity and
you’re not sure
you can do it,
say yes then
learn how
to do it later”
- RICHARD BRANSON

ALEXIA CLEMENTS
SHAMALA BALASUBRAMANIAM
ROWAN JAMESON
“I don’t see sales as
selling, but more as
enabling my clients
in getting ahead in
their businesses”
RUPINDER BAHRA
“Customer
satisfaction
is my passion in
sales, and if you
do something you
are passionate
about, then the
success will follow”
SAMANTHA ATKINSON
"I didn't get
there by wishing
for it or hoping
for it, but by
working for it."
- ESTÉE LAUDER
SANDRINE SCHNEIDER
“You never lose.
You either win or learn”
- NELSON MANDELA
“The only reason
to look down on
another woman?
If you’re helping
them up”
- KARREN BRADY
SARAH CALASCIONE
“The joy of
leaning in, is
once you can do
it and you get
good at it, you
bring others
with you”
– MELINDA GATES
SARAH DAVIES
“Great things in
business are never
done by one person.
They're done by a
team of people”
- STEVE JOBS
TANYA LUCAS
“Your attitude
is the librarian
of your past,
the speaker of your
present and
the prophet
of your future”
- JOHN MAXWELL
VERONA VULCANO
“You can make
a difference –
in your own
company
and in your
customer's
organizations!”
YVONNE KUSCHILL
“Start where you are.
Use what you have.
Do what you can”
ZOE HARRIS
“Smile,
take a chance,
and don’t
be afraid of
your freedom”
SARA BIBBY

Congratulations to everybody
involved with this year’s
Women In Sales Awards
WE’LL BE SEEING YOU NEXT YEAR IN OUR FEBRUARY 2017 EDITION…
Look out for interviews with many of tonight’s participants plus a full report of this year’s Awards.
THE INTERNATIONAL
Journal of Sales
Transformation
is the leading publication exclusively
focused on the promotion of sales
excellence among global corporates.
Our content is a mix of quality
journalism, insightful opinion
and research by current sales
leaders and academics.
Our mission is to help enhance
the professionalism of sales
organisations by bridging the gap
between businesses and academic
research to offer the best of both
worlds.
Find out more at: www.journalofsalestransformation.com
To receive a free trial copy, please email editor@journalofsalestransformation.com
ASSOCIATION OF
PROFESSIONAL SALES

A
h, the inner game
of success. A
fascinating topic
that has confused
and frustrated us
for many years and
one which I have pondered over
for most of my 20 year career. So
here’s my take on success-ability,
or how to be more successful:
Simple is usable and that’s why
I believe it is important to break
things down to easy, practical
levels especially when it comes to
how to be more successful. I have
always worked that way because
I want my clients to ‘pick up and
run’ with my success techniques,
otherwise, what’s the point? No
one needs more information,
there is already too much of that
available on and offline…no, what
we need more of and what really
makes the difference are insights
– so here are my xxx ways to get
on and move ahead quickly.
YOUR ENERGY
LEARN HOW TO NOW
BE FULLY ENERGISED
WHEN IT COUNTS…AND IT
COUNTS MOST OF THE TIME.
When you’re feeling energised, you
give off good vibes and people sense
this. It is an attractive, appealing and
contagious state to be in and most
importantly, it is a vital addition to
your overall image. And yes, image
is everything. So be aware of your
energy levels and do more to increase
them because successful people are
highly energetic people.
YOUR FOCUS
DOING WHAT
MATTERS
THE MOST
In every day you live there is ONE
thing, above all others, that is THE
most important thing for you to do.
What is it? Doing what counts every
So how do you become
more successful without
overwhelm and burnout?
The secret is, it is an
inside job…
Your Mission
Should You Choose to Accept it…
Success-Ability
BYALEX
A
NDRA WATS
O
N
Leading Success Mentor, a Best-
Selling Author and creator of The
Successful Mind Method

day means you are making progress.
You ae moving toward your goal at a
faster pace, building momentum and
feeling a sense of real achievement.
Focusing on what matters and getting
it done is probably one the most
positive things you can do each day for
your success-ability.
YOUR ACTIONS
THEY ALWAYS SPEAK
LOUDER
Don’t get distracted or sidelined,
ever! Your actions create your success
MORE than your good intentions do.
So if you are bad a time management,
get the help you need. If you are bad
at saying no and therefore end up with
too much on your plate, then get the
help you need. What you say you are
going to do and what you actual do,
should be one of the same. Walk the
talk with no excuses.
YOUR MAGNETISM
THE ATTRACTOR
FACTOR
You know when someone walks in
the room and they seem to attract
everyone’s attention with no effort at
all? They appear confident, assured,
in control and exciting. That is
magnetism and it can be learnt. First
you have to not care what people
think of you but without being
arrogant. It is a subtle humility/
confidence thing that comes only
when you believe in yourself and are
happy in your own skin. I teach this
all the time and believe me when I
say it is super powerful. Begin by
letting go of self-doubt, this is where
you start. Then focus only on your
strengths. Doing these two things
alone will change things for you.
YOUR
INSPIRATIONAL
QUALITIES
WHY PEOPLE SHOULD
LOOK TO YOU
I bet you never considered yourself to
be a guru…someone that people went
to for answers? Well, why not? Why
shouldn’t you spread your wisdom
and help others and become the main
inspirational energy in your team? The
truth is that we all have inspirational
qualities and these can be certain
tasks that we find very easy to do, or a
natural skill that others struggle with.
In essence - whatever you are good at
is your special quality so bring it out
and let it shine! When you help others
this way you are inspiring them to do
the same, and before you know it you
have a stronger, more focused and
dynamic team.
BE ON A MISSION
AND INSPIRE OTHERS
TO FOLLOW YOU
Most of the sales people I talk to or
train want to know how to make a
bigger impact at work. This mainly
comes from inspiring others, and
you can only work that magic when
you have it ‘going on’. Your Focus,
Your Action, Your Magnetism and
Inspirational Qualities all come from
being on a mission.
Your mission, needs to be two things;
• A BIG picture goal
• A plan to get there
Your main goal has to be inspired and
worthy of your efforts and your plan
needs to be focused. Do the heavy
lifting first with your vision by making
it clear and solid, then simply pick out
the main steps one by one.
COMMUNICATE
LET EVERYONE KNOW
EVERYTHING
Force or ‘active power’ is you in action,
on the go and on track to succeed.
You may have noticed when someone
seems to be ‘on a mission’ – the force
of their presence is quite something.
You notice it because it is like they
are buzzing. This is because they are
using their energy, seeing what is
working and it makes them feel good.
They are on a roll, moving from good
thing to next good thing and this
has the magical ability of generating
something quite rare and that’s
MOMENTUM.
RESOLVE
CONTROLLED
APPLIED POWER
This is the ability to push and keep
pushing until you get the result you
want. It is like an insistence that you
shall be successful no matter what.
It is about being on your Success
Journey for the long run – the full
experience of success instead of just
the occasional taster.
Resolve gives you super-human
strength. It can help you to be
consistent, resourceful and creative –
all elements that success needs. It can
help you focus and build upon each
success (or failure) along the way. Set-
backs to this element are par for the
course, in other words inconsequential.
Resolve stops us form being overly
emotional because it hasn’t got the
time, it just wants to get the job
done. It fully understands the ‘why’
of your success AND the reward of
achievement. This deep understanding
is what fuels it. It gets all its power
from knowing exactly what the success
you desire will give you.
IF YOU LACK
RESOLVE, YOU
LACK AN
UNDERSTANDING
OF WHY YOU WANT
SUCCESS, OF
WHAT IT REALLY
MEANS TO YOU
AND ULTIMATELY
GIVES YOU.
DECISIONS
DAILY POWER MOVES
Each day of your life from
here on in can be enhanced by making
powerful decisions. It is applying your
power regularly that matters and will be
the driving force of your success.

the winners
are...
A N D

MY ROLE
I have the privilege of working for O2 (Telefonica UK), as
the Managing Partner of the Business Services Practice.
The Business Services Practice includes sectors such as
construction, manufacturing and logistics.
I have been in this role for 1.5 years, previous to this role I was
a sales manager and I was promoted within 12 months to my
current position, due to my commitment and dedication to the
customers within the sector.
Within my role as a Managing Partner, I take responsibility
in delivering both short and long-term strategy into the
Business Services Sector within the UK. For me the best way
to serve the customers within the Business Services practice
is to deliver against the following key performance indicators
to ensure that we are serving the customers to the highest
standard possible:
• CUSTOMER SATISFACTION
• GROWTH
• PROFITABILITY
• INNOVATION
I am supported by a number of Client Directors, Client
Managers Acquisition Managers and Sales Specialists, who
have day to day responsibilities of our customers and prospects.
A key part of my role as a Managing Partner is to meet with
key stakeholders and executives within our client base, to
ensure we are exceeding expectations across all touch points.
I take responsibility to ensure that the team is supported in
all the areas necessary to allow them to meet their customer
requirements and meet our performance targets. As well as
ensuring they have clear career paths and progression within
their roles. As a result we are on of the highest performing
sectors within the organisation.
THE WOMEN IN SALES AWARD NOMINATION
I was delighted and overwhelmed in finding out that I had
been nominated for the Sales Director category in the Women
in Sales Awards. The nomination in itself is rewarding as it
was a nomination by my line manager, and secondly, to be
recognised as a successful women in sales, is a real honour. My
Rowan Jameson
personal belief is to work hard in order to achieve set targets
and it’s a great feeling for this to be recognised especially in an
external awards process.
Honestly, speaking I didn’t know what to expect from the
process as for me it was a reward in itself to be nominated
for such a prestigious award, but to then find out I had been
shortlisted for the finals, I was ecstatic to say the least! This
meant even more to me especially when I saw the other
finalists in my category, which made me realise the calibre of
individuals that I had been down selected with. I was proud
and excited to share the news of getting to this stage with my
family, colleagues and team.
JUDGEMENT DAY
I spent time preparing for the judging day, in working to distil
down the key messages into short and succinct pitches. I
gained feedback from my peers from all parts of the business
from various levels, as I felt it was important to incorporate this
in my presentation.
I practiced and practiced again to ensure that my messages
landed well, and that I was getting across the relevant points
from my role.
I also connected with the judges beforehand which was helpful in
knowing who I would be meeting and presenting to on the day.
On the actual judging day, the 10th November, I woke up
with mixed emotions but looking forward to the day which
promised to be eventful and insightful. The venue was set in
a wonderful location and the agenda was set in a constructive
way, so no matter what the outcome, everyone would leave the
day with some great insights and takeaways. At the same time,
the nerves were creeping in at the thought of presenting to the
panel. I managed to put the nerves at bay knowing it was going
to be a great day no matter what the outcome and I would have
the pleasure to spend it with a group of successful women from
all different parts of business.
And I was right, it was great to meet the other finalists
during the judging day, I had a great table with a mix of
ladies from different categories. We heard from some very
inspiring presenters about topics that will help with personal
development, the panel discussions were very informative and a
great chance to get involved and ask questions and have further
discussions on our tables.
Although feeling slightly anxious going into the interview the
nerves were soon point at ease as the judges created a relaxed
atmosphere, as well getting asked questions which made me
think beyond the typical scenarios I am faced with.
The whole process provides an opportunity for reflection on the
great things that you have done as an individual, for me (and I
know for lots of others) this is something that we don’t do often.
The awards offer you an opportunity to meet with other sales
people from different organisations and gain a broader network
as well as offering the opportunity to win your category, which
as sales people we all like to do! You do
need to commit time to preparing, but it is
worth doing.
Reflecting on the day, it was a great pleasure
and honour to be part of the whole process
from being nominated to being shortlisted,
to participating in the judging day.
Managing Partner, Telefonica O2

Best
Woman
Sales
Director

Best
Woman
Sales
Manager

My journey has been a challenging and exciting one, allowing
me to work in different brands within the SThree group and
working the public sector, technology and Oil and Gas market in
Africa. I began my career in management 2.5 years ago leading
and managing the Africa Oil and Gas team. This was my first
taste of success in management and all was going extremely well
until the Oil price decided to plummet. At this time there was
another business in my brand that had been underperforming for
nearly 2 years. I was asked to take on this team to see if I could
create a turn around. I am proud and excited to say we are well on
our way, 2016 has yielded 200% YOY growth and we now have
some excellent relationships to build on and grow in 2017. I am
a true believer in “Sales through Service” providing an excellent
customer experience is, in my opinion, fundamental to success.
I believe that diversity allows us to be truly innovative and that
is why I pride myself on having a diverse team, that work in
an inclusive speak up environment that allows innovation and
creativity to shine through.
Kayleigh Bottomley
When I found out I had been nominated for the Sales
Manager award, I was genuinely really proud. It’s been a
tough year for recruitment businesses, especially one that’s
trying to achieve a turn around, so to have been recognised
for the hard work and strategic decisions I had made was
incredible. I found the application process really rewarding,
it was a really good chance to reflect on mine and the teams’
strengths and achievements this year. Unfortunately there
had been a communication issue, so I actually filled in my
application on the plane on the way to Vegas for my 30th! One
way to spend a 9 hour plane journey!
When I found out I’d made it to the finals, I was absolutely
over the moon and thought it must be how contestants on
the X Factor feel when they get to the live shows. When they
handed me the microphone to do my 60 second showcase on,
“Why should you win?” I think I would have preferred to have
been on the X Factor stage. It was quite scary, but I enjoyed
the challenge and the day was an incredible experience. There
was an expert panel of speakers throughout the day, discussing
things like digital disruption and effective mentoring, which
were incredible and gave me a lot of food for thought walking
away. The best part of the experience was meeting all of the
incredible finalists, who all had their own story, challenges,
success and personalities. These women were an inspiration
and I’m so glad I got to be there with them. Win or lose an
excellent experience and an achievement I’m very proud of.
My advice to any company out there is to use these awards
to recognise and reward their top performing female talent.
Not only will it be a huge motivational boost to the nominee,
it will inspire other females in the business, attract female
talent to your organisation and it will
challenge already high achievers to dig
even deeper within themselves.
Associate Business Manager, Progressive
I BEGAN MY CAREER IN
RECRUITMENT 7 YEARS
AGO, LEAVING A CAREER IN
FINANCIAL ADVICE TO START
A BRAND NEW CAREER AS
A TRAINEE RECRUITMENT
CONSULTANT.

Best
Woman in
Professional
Services Sales

I am fortunate enough to be a Partner at an organisation that
believes in me, and I believe in them. At Transform People
International we work with organisations to deliver bottom
line results and culture change through people by transforming
attitudes, mind-sets, beliefs, behaviours and skills. I am sure
you have now realised a common theme; I am interested in
organisations, performance and their people! I am a firm
believer in reciprocity; by giving value, giving time and giving
leadership you will in turn be rewarded. In my day- to- day
work, I am more than just a successful sales woman; I am an
intrapreneaur, a business psychologist, a psychometrician, a
people leader. I have worked hard to create a personal brand
and to become a trusted adviser to my clients, my peers and
my team. I look to share value, insight, vision and make a
difference to people’s careers and their success.
When I found out I had been nominated by my organisation, I
was delighted and extremely honoured. Above all, I noted the
belief my organisation had in me. I meet many talented women
every day in my role and I had been shortlisted as a finalist
among Europe’s top female talent; what an achievement in
Tanya Lucas
itself! I took the time to reflect and recognise the journey I
had been on in 2016; and what a great one it has been! For
me, one of my strongest lessons was ‘we have within us all the
resources we need’ and I made my success happen.
When I received the judging day guidelines, I was relieved to
see that they really wanted to see ‘me’ as ‘me’. There were no
strict guidelines, but this was an opportunity to share success,
tell my story and be authentic. I started by doing what I do for
any important meeting; research! Who would be the industry
leaders I would present to? What questions may they have for
me? What did I want them to know about me? And what did
I want to know about them? I also tried to put myself in their
shoes, ‘If I were a CEO of a professional services sales team,
what would I like to see from my people?’
The judging day arrived and it was held at a beautiful country
park just outside Reading; Wokefield Park. This was an
opportunity to meet many talented, inspirational women and
I was extremely excited. The day consisted of great insight
from thought leaders on emotional intelligence, mentoring
and sales technology to name a few. There were many
opportunities to network and hear about common challenges
in sales across industries and how others address these. Taking
part in the panel presentation and discussion was a fantastic
opportunity; in particular, I gained great insight and advice on
how I could address a future ambition I have to contribute to
the professionalising of sales. We also delivered a one minute
pitch; the adrenaline kicked in and it was my opportunity to
share my passion for sales and why I do, what I do.
I would highly recommend organisations to support their
women in sales and nominate your them for the Women
In Sales Awards. Not only is it a great experience, it is an
opportunity to network with other successful women and the
motivation and inspiration is invaluable. It a great way to
show recognition and improve confidence. The process is not
only one of reflection but it also teaches
you so much about your own behaviour,
attitude, mind-set and belief.
Consultant, Transform People International
THE BEST SALES PEOPLE IN
THE WORLD DON’T JUST HIT
THEIR NUMBER, THEY BUILD
LONG TERM PERFORMANCE
AND SUSTAINABILITY FOR THEIR
ORGANISATIONS.

So after investing a significant amount of time and energy
to try and be “even more successful”, I was extremely
happy, grateful and honored to find out that I had achieved
my goal to be nominated for a WIS award. Knowing the
high-caliber of women that are considered for these awards
every year, I couldn’t quite believe it when I was then
shortlisted to the final 6 for the whole of Europe.
Preparing for the judging day was one of the most
emotionally taxing things I have ever done. Having made
the final 6, the realization set in that there was now a
chance of actually winning an award. My family and
friends seemed convinced I would win, so the fear of
letting everyone down by not winning certainly made the
process a lot more difficult. But I wanted to make sure
that I tried my best and if my best wasn’t good enough,
then it was not meant to be. So I immediately set about
planning for the day. I read (and re-read about 100 times)
the brief for the day and also spoke to my colleagues that
went through the process the previous year. I then thought
about how I would present the information required in a
unique way that would have my personal stamp on it, and
worked on it with every spare moment I had.
The judging day itself was amazing but also a day of mixed
emotions: excitement and joy coupled with nervousness and
worry. But the judges and other candidates were amazing
at making everyone feel at ease and the day as a whole was
great. I got to meet some fantastically talented people and
the opportunity to network with them was truly inspiring.
Going forward I would love to not only help others
within MetLife, but also work towards helping the next
generation of talented women in sales.
E
UROPE
2
016 WIN
N
ER
I am also a devoted wife and mother to two very active
boys aged 7 and 4, so my days are certainly busy. I have
always been driven to succeed and always strive to be the
best I can for both my employers, clients and my family.
In 2015, I was invited to join my MetLife colleagues
at the WIS Awards being held at The Savoy, London.
Now, although I knew what the WIS Awards were and
how prestigious they were, I didn’t realise just how life-
changing the experience of attending the awards would
be. I was in awe of all the great women in the room, from
the candidates being recognized for their achievements
to the wonderful and inspirational speakers. To top it all
off, a couple of MetLife colleagues actually won awards
that evening. I left that room on cloud nine, totally
inspired and with one goal in mind…….to be nominated
for an award in 2016!
Rupinder BahraBusiness Development Manager, Metlife
I AM ONE OF METLIFE’S
BUSINESS DEVELOPMENT
MANAGERS AND HAVE BEEN
WORKING AT METLIFE FOR
THE LAST 5 YEARS AND IN
FINANCIAL SALES FOR THE
LAST 20. I AM PROUD OF THE
FACT THAT IN EVERY ONE OF
THESE YEARS IN SALES I HAVE
BEEN ABLE TO DELIVER ABOVE-
TARGET SALES GROWTH.

Best
Woman
in Field
Sales

E
UROPE
2
016 WIN
N
ER
The very next day I was told there was a job in the Bank’s
Head Office, and that the job was mine if I was prepared to
move to London. I relocated within a month! It was at this
point that I realised my career progression was completely
in my own hands. Making this step and pushing myself
out of my comfort zones and seeking opportunities and new
challenges was the best thing I ever did.
After becoming a people leader, by request, for the bulk
of my career, and specialising in Merchant Acquiring/
cards acceptance for over 25 years, I decided to try
something new…..
Angela Moffitt
VocaLink is a fantastic growing company to work for, the
culture is great and the people are also great.
It was a delight to learn that I had been nominated for a
Women in Sales Award. It’s most rewarding to know that
I’m valued by my employer in this way. And especially
since I have only worked for VocaLink for just over a year.
Then, when I learned I had been short listed as a finalist,
I was really surprised.
Judgement day took place in a great setting at Wokefield
Park which was very well organised, and it was an
informative and enjoyable day. The speakers and the
judges were all super people, and I have no idea how
they were able to give their valuable time to help make
the event such a success. Very dedicated to the cause and
much appreciated.
The thoughts taken away from judgement day were mostly
of positivity and that I could have done so much better (but
we were told this is what us Women naturally think!); also,
what a great bunch of people to meet and connect with.
Wishing everyone a great end to 2016, and being
refreshed and re-set for an exciting 2017.
Account Manager, Vocalink
AT THE AGE OF 17, MY FIRST JOB
WAS AS A JUNIOR CLERK IN A
BANK BRANCH IN THE NORTH
EAST OF ENGLAND. THEN ONE
DAY, AS A SHY TEENAGER, I
FOUND MYSELF ASKING THE
MANAGER IF THERE WERE ANY
OPPORTUNITIES IN LONDON.

Best
Woman
in Financial
Sales

Best
Woman
in Insurance
Sales& Most Distinguished
Sales Woman of 2016

E
UROPE
2
016 WIN
N
ER
Financial Services and Insurance have always been a very
male dominated industry, and it is so important to show
that females can succeed and thrive in this environment.
We definitely need more women to come to the fore.
Being nominated will inspire other ladies in my Industry
to break the glass ceiling we set ourselves and allow
ourselves to aspire to more.
The judging day was such an amazing experience,
certainly more than I expected and much more than only
being “judged “. I have met some very inspiring ladies
from all over Europe. It was a day of sharing experiences,
Cecilia Furner
realising our common goals and struggles and sharing
our success. I will be in touch with some of the ladies for
the rest of my career and have certainly made some good
friends! I have taken so much away from the break-out
sessions – maybe most of all the importance of a good
mentor (or 2!) in your career and I will certainly follow
the advice and guidance.
I will definitely encourage companies to nominate
successful and talented women for the WISA. It inspires
individuals to create even more success and not only that,
to go back to their work place and lead by example.
This whole experience has made me excited and proud to
be a woman in Sales, to set an example to my peers (male
and female!) and to inspire other females in the industry
– and most of all to my 2 beautiful daughters…to lead by
example and see them grow into confident women who
can achieve whatever they set their minds to!
Business Development Manager, Metlife
I WAS THRILLED TO HEAR THAT I
WAS NOMINATED AS A FINALIST.
BEING NOMINATED BY METLIFE
WAS A GREAT HONOUR AND
SUCCESS IN ITSELF – AND
IT HAS BEEN A WONDERFUL
MOTIVATION TO ACHIEVE EVEN
MORE IN MY CAREER. I HAVE SET
MYSELF SOME VERY HIGH GOALS
AND CANNOT WAIT TO SEE WHAT
THE FUTURE WILL BRING!

Best
Woman in
Technology
Sales

E
UROPE
2
016 WIN
N
ER
With a keen interest in technology and innovative ways of
selling, the role at O2 is a perfect fit for me. It allows me
to work consultatively and collaborate with some fantastic
businesses, to support them along their digital journey.
In the past 18 months at O2, I have never missed a target
and secured, as quoted by one of O2's Board Members
and Sales Director 'the most significant deal ever seen in
Mid-Market'.
I was surprised and delighted at my nomination for the
Women in Sales Awards. When I got the phone call from
Head of Business Sales, I remember feeling that being
nominated for doing something you are fiercely passionate
about has got to be the ultimate recognition.
Claire Philliskirk
In preparing for the judging day, my main aim was
to ensure that the real 'Me' shone through in my
presentation. I truly believe that this is the key to my
success. My passion for sales stems right back to grass
roots and the values I have been brought up with, which
I hold true to this day in my career. I was always told as
a child that we work hard, we help others and we don't
forget who we are!
The judging day unbelievable. I left there feeling inspired
and motivated. The panel discussions were fantastic
and made me grateful to be surrounded my some of the
most distinguished sales people in business. Not just the
speakers and judges, but my fellow finalists.
Being a part of the Woman in Sales Awards has been
a pivotal moment in my career. It has given me the
confidence to go on and help other women in business
achieve their goals. The opportunities it has opened
up for me already, just being nominated, has been
overwhelming.
My advice to other women and businesses considering
taking part in 2017 – as I say to anyone considering a
career in sales, it's an absolute no brainer!
Digital Sales Channel Manager, O2
MY NAME IS CLAIRE PHILLISKIRK,
I AM A DIGITAL BUSINESS
CONSULTANT AT O2 / TELEFONICA.
I AM LUCKY TO HAVE ENJOYED A
VARIED CAREER IN SALES, WITH
EXPERIENCE IN MANY INDUSTRIES
FROM LEGAL, CONSTRUCTION AND
NOW TELECOMS.

Best
Woman
in Software
Sales

E
UROPE
2
016 WIN
N
ER
As the curtain closed, I wondered whether my decision
to move from the stage to sales was a crazy one, doubting
myself hugely if I would ever succeed. On reflection, whilst
stage school was not the most conventional route to enter
a software sales career, I could not have wished for a better
training ground to succeed. Through all the shows, auditions,
costumes and injuries, my experiences on and off stage have
taught me so many things about myself and how to apply
these to drive personal and business success. Whether it is
the resilience to handle the no’s, continual perfection of my
sales craft or the passion to drive an emotional connection
with my clients, I believe like performing on the stage,
performing in sales is all about the application of your
technique, blended with your art.
When my manager told me I had been nominated for the
Women in Sales Awards, I was of course incredibly grateful
and proud for the recognition. However, just like that moment
eight years ago on stage, I was extremely nervous and unsure
how I would be able to complete against some of Europe’s top
sales women. Despite the nerves I looked at what an amazing
experience this would be and focussed on the job in hand, in
this instance how to wow the judges in order to win!
I treated the entire process like I would a client sale. Firstly,
I applied sales rigour to de-risk the opportunity, gaining as
Laura Moniz
De Aragao
much knowledge and understanding as I could on all aspects
of the awards including past winners, the judges and the
scoring criteria. Secondly, I strengthened my application with
client and key stakeholder testimonials. Lastly, once I found
out I had been shortlisted I focussed on how I could showcase
my story, my passion and my sales strengths to the judges in
the five-minute presentation to truly come across as ‘me’ rather
than someone who had swallowed a lot of sales books!
The finalists’ day was an incredible experience and instantly
you could sense the pride, passion and comradery. Being in a
room with Europe’s most talented sales women, networking,
participating in topical panel discussions and hearing how
cross-industry we are all facing similar challenges inspired
me to continually drive the development of up and coming
female sales talent in my own organisation. Whilst, part of
the day was the formal judging process, throughout there
really was a sense of celebrating success.
My advice for the 2017 finalists is to embrace and most
importantly enjoy the experience. The ability to surround
yourself with other successful women, and the motivation
that will bring you is invaluable. For organisations
considering the awards, put your leading ladies forward,
because like me, the confidence and drive it provides
can only help the organisations that we sell for. Whilst
currently women make up a small percentage of sales teams
– that small percentage can unlock a lot of value for the
companies that employ us. Let’s continually raise awareness
of the value saleswomen can bring and make these awards
bigger and bigger each year.
Business Development Director EMEA, Thomsons Online Benefits
EIGHT YEARS AGO, I TOOK MY
FINAL BOW ON THE WEST END
STAGE AS A CAST MEMBER IN
THE MUSICAL WEST SIDE STORY.

Best
Woman
in Travel
& Leisure Sales

Women In Sales Awards Europe 2016 Magazine

Women In Sales Awards Europe 2016 Magazine

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