Sales & Marketing

Middle East Conference

2015

Value through Empowerment:

Best Practices, Emerging Ideas,
And Time-Tested Techniques

19- 20 May 2015

St. Regis Corniche
Abu Dhabi

Sales & Marketing Middle East Conference

About Sales and Marketing Middle East

Sales and Marketing Middle East 2015 focuses on how sales and marketing professionals can empower
their team members and create value for their organizations. Sales and Marketing Middle East 2015 is about
action best practices, emerging ideas, and time-tested techniques. The conference focus will be actionable ideas for creating value today and in the future. The Conference will be a sharing environment where
you can to learn from some of the best in the field as well as an opportunity to share your successes. This
year we will have a
special focus on rethinking technology as a sales and marketing tool.
Bringing together international speakers, academics, leading practitioners, along with
business and government leaders, Sales and Marketing Middle East 2015 promises to be one of the premier
sales and marketing-focused event in the region. The conference will provide an opportunity for business
and government leaders to:
Learn about regional and international sales and marketing projects, past, present, and future.
Assess the business value of empowering sales and marketing teams.
Learn from others successes and failures.
Join us at Sales and Marketing Middle East 2015 where you will have an opportunity to meet and collaborate with other business and government leaders. Key features of the Sales and Marketing Middle East 2015
include:
Talks by leading experts .
Regional case studies of sales and marketing in action .
Examples of sales and marketing tools, techniques, and technology .
Interactive seminars.

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Sales and Marketing Middle East 2015

Sales and Marketing Middle East 2015 is our second annual conference. We are building
on the solid foundation of our first event by providing a world-class event offering an
incredible opportunity to reflect, collaborate, and learn.
Vision: To be the premier sales and marketing event in the Middle East.
Mission: We inspire professionals to become world-class experts in the art of accelerating
your companys sales and marketing results

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Sales Leaders and Executives.

Manager and Government Marketing Officials .

Sales Managers.

Brand Specialists.

Public Relations Managers.

Marketing Directors.

Chief Marketing Officers.

Executive Teams

Corporate CEO.

10 Demand/ Lead Generation Professionals.

11 Post Graduate Students.
12 University Students .
13 Media Specialists .
14 Retail Executives .

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30 % GCC
Residents
40%
UAE
Resident
30%
International
Particpants

SM Middle East 2015 Speakers

Adrian Davis
Adrian Davis is a business strategist and trusted advisor for chief executives and sales leaders.
A President of management consulting firm.
Adrian has the highest distinction in the professional speaking industry - he is a Certified
Speaking Professional (CSP). Adrian is also a certified professional in Business Process Management (P.BPM) and a certified Competitive Intelligence Professional (CIP).

Dr. Cindy Gordon Dr. Cindy Gordon is a global expert in innovation, collaboration, social media, SaaS, CRM,

predictive analytics and Big Data solutions . She has been active in the SaaS next generation of
technology innovations, as a CEO/Founder/Board Director/Advisor or Angel. She is currently
the CEO of Sales Choice Inc, a company that specializes in CRM and in Predictive Analytics solutions. She also is a Senior Partner with Course Peer, with major brand presence in Saudi Arabia,
a company that specializes in eLearning and Collaborative Decision Making.
Cindy is known for designing and developing collaborative business strategies that enable
accelerated growth.

Andrew Evanoff

Andrew Evanoff is a passionate business professional who works successfully in growing businesses on a global scale. Andrew manages the commercial business for Abaxis in many European countries, the Middle East, and Asia. Abaxis is a manufacturer of medical technology that
goes against traditional solutions, making the sales and marketing process challenging, interesting, excitingHaving worked personally in more than 30 countries, Andrew loves to work in
different cultures, and understands the importance of adapting your approach to the local
market. Andrew loves to travel, values family, and believes that a mans word and his handshake are more valuable than any contract.

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SM Middle East 2015 Speakers

Ahmed Refaat
Practical knowledge in internet marketing is the core of Ahmed Refatts (@ahmed_trainer)
experience, as participating in e-Marketing the first Saudi payment service Faturah, Handling
many portals & campaigns in MENA since 2008. Also, he was responsible for handling a public
corporate social responsibility (CSR) project related to Aramco Saudi Arabia. His graduation
from faculty of computer science in 2005 supported him in covering the integration between
Information Technology & Internet Marketing . The e-marketing specialist Ahmed Refaat managed and implemented a lot of e-marketing campaigns in Gulf Area for many clients, this is
done by using the latest e-marketing techniques. And he participated in many specialized
seminars, workshops and exhibitions in the field of information systems e-marketing and sales.

Nada Bifani
Force Performance and Management Consultancy. She performed missions in diversified business area, from FMCG to Banking.
As a consultant for more than 25 years, she frequently performed strategic diagnosis geared
towards better profitability. Assessing organizations ability to perform better and identifying
the gaps that hamper its progress
As per her dual education diploma and experience background working with companies in
Europe and the middle east, she has gathered an overall strategic and operational view of organizations and helped deeply in setting the adequate management, and operational infrastructure to put companies on track.

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SM Middle East 2015 Speakers

John Girard

Edmon Saadah

Ahmed Al Akber

John Girard is an author, storyteller, and adventurer who has enjoyed the privilege of speaking
to groups on six continents about technology, leadership, and culture. John holds the Peyton
Anderson Endowed Chair in Information Technology at Middle Georgia State Colleges School
of Information Technology.
He is founder and Chief Knowledge Strategist of Sagology (www.sagology.com), a firm dedicated to connecting people, facilitating collaboration, learning , and knowledge sharing
through keynotes, workshops, and consulting.
To learn more about John, visit www.johngirard.net
Mr. Edmond Saadah has extensive industry and academia experiences in his role as a strategic
marketing communication and professional training expert within the Middle East and North
Africa (MENA) region since 1984. By working closely with well-known international/regional
advertising agencies and clients to implement integrated marketing communications (IMC)
strategies that build strong brands and grow businesses, Edmond has developed a strong
analytical skills, teamwork spirit, cross-border experiences, local experience and ability to work
across different cultures in the MENA region.
Edmond is the Group Head of Strategy of Adrenalin Communications .

Ahmed Al Akber is the Managing Director of ACK Solutions, a firm that helps companies to
dramatically improve their marketing and sales results by offering more effective ways attracting customers and significantly better products and services. Ahmed has worked internationally in marketing, sales, and strategic planning at companies such as The Coca-Cola Company,
Philip Morris International and Dell.

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SM Middle East 2015 Talks & Work Shops :

Adrian Davis
Talk: Harness The Power of Storytelling in Sales

Do you and your team wish you could be more persuasive in your sales efforts? Do you ever wonder why
your prospects dont quite get your value when you can see so clearly how you can help them? Do you wish
you had a miracle to help you achieve your sales targets?
In this enjoyable and extraordinarily insightful keynote, aimed at sales professionals and their managers,
Adrian explains how telling better stories is the most effective way to capture attention and motivate prospects to buy. He uses ancient, modern and personal examples to take the audience on an enjoyable and
enlightening journey.

Workshop : 5 Keys to Building Strategic Customer Relationships

In today's faced-paced environment, no customer relationship can be taken for granted. Vendor consolidation is a growing trend. Purchasing departments have become Strategic Procurement and are led by powerful individuals who go unchallenged. The organizations that will succeed are those that carefully select
the customers they do business with. They will invest in building deep and meaningful relationships with
these "right-fit" customers.

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SM Middle East 2015 Talks & Work Shops :

Ahmed Refaat
Talk: How to use Social Media in Internal Marketing

Social Media became one of the most successful tools in advertising for any kind of business. Its the
appropriate time to invest into the internet marketing and know the basic Concepts of that online
world. The core of this speech is increasing the awareness of Dealing with Social Media & How to use it
in organizations Internal Marketing between their Staff.
Workshop : Practical Online Marketing Course Outlines
In this Workshop we will Discuss the most popular online channels used by the targeted customers In
order to reach potential internet customers, and how to create an integrated online marketing plan
putting in
consideration the popular online channels used by each country internet users that will help in building up a reputable online image for your business in the right place with the best ROI.

Andrew Evanoff

Talk: Building your Product Portfolio: How Disruptive Technology Manufacturers

Choose Regional Distribution and Sales Partners .
Through the work of specialized business partners in each region, companies can gain access to valuable contacts, introduce our products and solutions, and really drive the business through a focused
approach. The question is: How do we find the right partners? The majority of wholesale distributors
lack the necessary skills and focus to really change a market; it is especially important for specialty product manufacturers to identify, train, and support the most capable partners in order to achieve at the
highest level. In this program, we will discuss what specialty manufacturers are looking for in local business partners, and how we decide on the distribution partners that we will grow our Business with .

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SM Middle East 2015 Talks & Work Shops :

Cindy Gordon
Talk: Why Sales and Marketing Professionals will become Data Scientists
The world is rapidly evolving. Nations are leap frogging leveraging agile modernization practices. Intelligent Cities are the new Norm. The Internet of Things with smart sensors will pervade our human existence
and create a new order of insatiable hunger to collect, analyze and interpret. Open Data policies will
reshape international relations. Marketing and Sales Professionals jobs will become tougher. Acting smarter will leverage smarter technology solutions. We thought CRM & ERP were core foundations. We now are
learning that they are a step in the human journey to achieve predictive intelligence. Today, our smart
phones advise us where to shop; our running shoes alert us to our heart rates; our watches give us our
news feeds, our glasses are now cameras, our marketing automation solutions can predict better leads for
higher conversion rates, and advanced sales automation solutions can predict future outcomes better
than humans can.
Workshop : The Predictive Advantage: Accelerating Sales Growth Leveraging Big Data
Todays CEO, Chief Sales Officer, Chief Marketing Officer, and Chief Financial Officer have increasingly a
difficult job in securing profitable top line revenue growth. In the 2014 Survey by CSO Insights and Accenture (2014), global Chief Sales Officers confidence in their ability to achieve their revenue goals was only
14%. Companies have bought heavily into CRM since the 1990s, creating a market worth Billions. Compounding this reality is that over the last thirty years, Sales & Marketing organizations have been amassing
data from diverse sources. Organizations have created masses of data inside and outside our organizations.
One of the emerging promises to provide insights from these diverse data sources is predictive analytics.
Predictive analytics is the practice of extracting information from existing data sets in order to determine
patterns and predict future trends.

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SM Middle East 2015 Talks & Work Shops :

Edmond Saadah
Talk: Marketing Strategies Derive from Strategic Plans
Strategic marketing planning is the process a company goes through to create and implement effectivemarketing strategies. The aspects that contribute to strategic marketing planning include identifying and
evaluating the marketing opportunities; analyzing and identifying the target markets; developing a strategic marketing position for the company to pursue; preparation and implementation of the marketing plan;
and measuring and evaluating the results of the marketing efforts of the company. Effective strategic marketing planning requires companies to conduct a great deal of research and planning to really get to know
its target market.

Workshop : Strategic Business and Marketing Planning Tools at the Service of Marketing Strategists
Companies do not work in isolation; they provide their products/services within an industry full of
competitors. To survive, each company should develop a competitive advantage that will answer the
market needs and demands by satisfying their customers and build a loyal customer base. Business decisions should be well planned ahead and based on market understanding, trends and consumers consumption habits and purchasing power. The companys business strategy platform is based on the cross analysis
of the companys corporate and or business strength vs. the attractiveness level of it industry. This cross
analysis formula is provided by GE/McKinsey Business Strategy Platform Matrix that was developed for GE
in the 1970s by McKinsey as an improvement on the Boston Matrix and is now one of the classic market
analysis matrices taught at business schools around the world. The GE/McKinsey matrix generalizes the
axes as Industry Attractiveness and Business Unit Strength and the cross analysis of both axes provides a
set of 9 cells that highlight the corresponding business strategy direction for each combination of Business
Strength and Industry Attractiveness axes level.

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SM Middle East 2015 Talks & Work Shops :

John Girard
Big Data: Marketers Friend or Foe
In the past three years there has been a 10-fold increase in Google searches for the term Big Data. Clearly
there is considerable interest in the term; however, is Big Data helping sales and marketing executives make
better decisions? Does Big Data empower, liberate, or overwhelm sales and marketing DECISION MAKERS?
Join John Girard for an engaging and entertaining gallop through the fields of Big Data.

Workshop : Your brand speaks for your COMPANY and its products and/or services.
In todays online-focused world, its important that your brand has a definitive, consistent, and responsive
presence. Whether youre looking to build a brand from scratch, or strengthen an existing brand, this course
will help you build a brand using social media. Well cover how to build a social media strategy, identify
social media platforms that fit your brand, craft strong messages that will engage your audience, and evaluate and revise your strategy.

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SM Middle East 2015 Talks & Work Shops :

Nada Bifani
Talk: From Order Takers to Money Makers
The economy is taking its toll on people's attitudes and behaviors. Sales professionals, sales managers and
business owners are having a very difficult time trying to meet goals and remain profitable. Every day, CEOs
and Sales management teams face the urgency of meeting their target numbers because of globalization
and their customers' changing needs. Their daily operation can be stressful and challenging, to say the
least.Companies face challenges that are more complex and demanding than yesterday's. Changing your
methodology and adopting new processes will make your strategic sales plan work and remain sustainable
over the coming years. Resistance to change today will only result in breaking companies within the
coming 5 to 10 years. It is time to look at the information provided by the market and the customers and
integrate their needs into a Sales Force Development strategy.

Workshop : Optimizing sales effectiveness to achieve high performance

Whether you need to accelerate your growth, reverse flat or declining sales, reduce your cost of sales, hire
a key sales executive, select stronger salespeople, change your sales model, implement a sales process,
incorporate CRM, conduct training or coaching, or simply need a good sounding board, you should ask the
right questions to identify the real issues and provide a sound solution.Your organization is different and
you want a solution thats right for you. Youll learn about the effect that hidden strengths and weaknesses
have on your sales and profits. Youll hear real world case histories that will shed light on lost opportunities,
slipping margins, rising cost of sales, compensation, complacency, market share and turnover. Youll learn
the truth about so-called top producers. Youll discover the top five things on which sales managers should
be spending 85% of their time.

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SM Middle East 2015 Talks & Work Shops :

Ahmed Al Akber
Talk: The One Page Marketing Plan
This session is designed to help you significantly improve your marketing and sales results.
The main objective of the speech is to help you develop a clear idea of where you should focus to grow
your organizations customer or client base as soon as you return to your office. The topics to be covered
include how to:

Significantly increase your chances of attracting more customers or clients

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

Minimize the time it takes to market your business using a variety of accessible tools
Workshop : Close That Sale! Sales Strategies To Win You More Business
This workshop gives you all the tools you need to close more business. This is a new method of selling, with
a focus on differentiating your sales approach from the competition by using effective influence techniques and focusing less on deliverables and more on value. If a large portion of your time is spent on closing business (or managing those that do), then this is workshop will be of considerable benefit.
Overview:
1. Getting to the economic buyer: Learn to identify and get in front of economic buyers (those in the
client organization that can sign your cheque!)
2. The sales meeting: Sales meetings are a vital part of selling. The more successful you are with them, the
more money you can make for your business. So taking the time to have a structure in place for your sales
meetings will save you time, increase your closing rate, and allow you to better predict the outcome of your
sales efforts. Well go through each step of the sales process and share valuable tips, as well as giving you
the time to tailor the approach to your own industry and business.

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Alongside Activities:

Alongside Activities:
Exhibition
Sales and Marketing 2015 exhibition is a unique feature of the SM2015 where representatives of leading
retail enterprises, brand names, Marketing IT Solution companies, Shopping malls, SMES, as well as representatives of governmental marketing departments, and Universities gather at one place to show case,
exchange insights and present up- to date techniques.
Training and Consultation
The conference offers training opportunities and consultation services along with the conference sessions
and workshops to individuals, organizations and departments , handled by experts .
B to B Meetings,
SM Middle East 2015 is offering the opportunity for Business Development leaders to meet and Share
Insights of new Projects and Cooperation.

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Attendance

Join us at park St. Regis Corniche - Abu Dhabi

Tuesday and Wednesday 19- 20 May 2015

Conference Registration Fees including

workshops attendance 1560$

20%

discount on registration fees for Early bird Before 12 May .

50% discount on registration fees for University students

Early Bird registration includes IPhone 6+ for the first

50 participants

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Marketing & Sales Conference

For more information contact us through:
0097126355527 00971503827841- 00971504415480
marketing@sm-me.com
For registration send an email to sec@sm-me.com
Or visit www.sm-me.com