Sales and Marketing Excellence in Mining

ATTEND TO LEARN HOW YOU CAN:• Drive down your cost per lead• Significantly increase your warm sales leads• Increase existing client spend• Improve communications and team synergy between marketing and sales

Media Partners:

BOOK NOW! T: +61 29229 1000 � F: +61 29223 2622 � E: [email protected] � W: www.sales-marketing-mining.com.au

MAIN CONFERENCE: 26 NOVEMBER 2014VENUE: HILTON, BRISBANE, QLD

INSPIRING INNOVATION FOR THE 2015 TURNAROUND

Michael Lang, Managing Director,SG Partners

Ben JohnsonSenior Marketing Manager: Applications & Strategic Industries, SAP

Roland WeberGlobal Business Manager - Hydrau Flo®, Weir Minerals Multiflo

Greg SchultzBHP Account Manager, Rockwell Automation South Pacific

Paul AveyGM Mineral Processing Australia, FLSmidth

Cameron Kirkwood, Director Development Resources, ANZParsons Brinckerhoff

Megan Edwards, General ManagerMining IQ

YOUR EXPERT SPEAKER PANEL:

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THE ONLY SALES AND MARKETING EVENT FOR THE MINING INDUSTRY IN AUSTRALIA!

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Dear Sales and Marketing Professional,

Many mining industry professionals are predicting 2015 to be the year that mining starts to come back strong in Australia.

To make sure your organisation is positioned to capitalise on the next boom from the very start, your sales and marketing teams and messaging need to be ready.

The next boom will be different, with miners learning from their past mistakes, so they will expect you, their equipment and solutions companies, to be different.

The challenges of more complex DMUs, higher up DMs, more criteria, tougher KPIs in SLAs and contracts will all still exist, making it even more important to have your sales, marketing and communications teams working cohesively and proactively.

That is why Mining IQ is organizing our 2nd Sales and Marketing Excellence in Mining event, taking place on 26th November 2014, in sunny Brisbane, QLD. In our expert led speaker panel we will cover:

• Leveraging all marketing channels to improve sales• Developing a world class sales team• Jumping on the social media band wagon

– how can you harness its potential?• Working with major clients to deliver what they need

and increase your sales at the same time

This packed event will only require one day out of the office, and will give you numerous marketing, communications and sales strategies to take back to the office the next day and start implementing.

I hope to see you at this much needed event in November!

Best Wishes,

Megan EdwardsGeneral Manager – Mining IQ

WHO WILL YOU MEET AT SALES AND MARKETING EXCELLENCE IN MINING?From METS, major contractors, consultants and EPCMs:• Head of Sales and/or Marketing• Head of Communications• Head of Business Development• Head of Corporate Strategy• Mining Industry Manager• Product Line Manager• Key Account Manager

EXPAND YOUR LEARNING OPPORTUNITIES

Mining IQ is your one-stop mining community offering mining news, whitepapers, audio podcasts,

webinars, training manuals, world-wide jobs and the latest in mining events and conferences.

As a Mining IQ member you will have access to premium content and the opportunity to engage with your mining peers via our Linkedin, Facebook and Twitter pages. With over 33,000 members globally – you can network with mining professionals across all sectors of mining.

All members receive a weekly newsletter featuring the latest content and also first access to free webinar training and exclusive event offers.

Best of all, membership is free!www.miningiq.com/join/

Join the conversation- #salesmarketingmining

www.linkedin.com/groups/Mining-IQ


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8.30 Registration and Welcome Coffee

8.50 Opening Remarks from the Chairman

Michael Lang, Managing Director, SG Partners 9.00 The Mining Industry in 2015 – Opportunities for Suppliers

• Summarising the overarching market outlook for 2015 and beyond

• What will the main opportunities be for suppliers and contractors?

• How can the industry work together to create a more competitive market in a global context?

• How have decision making criteria shifted in the last 24 months? What can suppliers do to overcome this?

Speaker to be confirmed

9.30 Embracing Social Media – Linkedin, Twitter, Facebook, SlideShare and Beyond!

• Using a combination of social media platforms to promote thought leadership and your company brand

• Exploiting the potential of Linkedin groups for active, warm lead generation for sales teams

• Engaging with existing clients and prospects in a professional and encouraging manner

Roland Weber, Global Business Manager - Hydrau Flo®, Weir Minerals Multiflo

10.00 Mining IQ Exchange: Speed Networking Session A valuable session we introduced last year, the purpose of this session is a quick icebreaker that gets people talking right from the get go. Forming alliances and partnerships between technology and equipment providers can be key to survival and peer networking is a vital start to getting new alliances off the ground.

10.30 Morning Refreshments and Networking Break

11.00 Continuous Improvement in Sales Communications – An Engineering Company’s Perspective

• 12 months on – lessons learned• Applying continuous improvement principles to

sales messaging, branding and communications• What key takeaways have Parsons Brinckerhoff

gathered over the last 12 months in a constantly shifting mining economy?

Cameron Kirkwood Director Development Resources, ANZ, Parsons Brinckerhoff

11.30 Understanding the Client’s True Pain Points and Tailoring your Solution to Match Those

• Developing lines of questioning that will reveal true pain points

• Utilising VLM to link their problems back into your product offerings

• Working with clients past the point of sale to make sure your solution really does help with that problem – an unhappy client means no repeat business!

Michael Lang, Managing Director, SG Partners

12.00 Collaborating With Other Solution Providers in the Industry to Increase Brand Awareness and Market Opportunity It’s better to be great at your offering, than a jack of all trades, but master of none. However, creating strategic partnerships with other METS can help you increase your product offering without stretching your company too thin.

• Identifying gaps in your solution range and ideal companies who would sit in that gap

• Building a business case for a strategic partnership with another solution provider on particular projects

• Creating a multi-company marketing message to promote both interests and expertise areas

Greg Schultz, BHP Account Manager, Rockwell Automation South Pacific

12.30 Lunch and Networking Break

13.30 Smart Content Creation and Marketing Content is king – the well-known mantra of marketers around the globe. It’s true; there is a whole range of free content available online, on any topic. The key is understanding how you can create content that will help you increase sales.

• Exploring the range of content available online and the benefits/restrictions of each

• Understanding the goal for each piece of content creation – branding vs. lead generation

• Making the most of your content opportunity – it is not a sales pitch!

• Why does some content fail? Common pitfalls and how to overcome them

Megan Edwards, General Manager, Mining IQ

14.00 Effective Sales Messaging to Reinvigorate your Brand With 2015 looking to be the year mining starts to bounce back, many suppliers are in need of a sales model overhaul. What’s worked for the last 24 months will not necessarily work moving forward.

• Re-thinking your sales model for a new, but uncertain, mining economy

• Understanding what your clients really want from you – and how to convey that in the message out to prospects


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• Case studies and client testimonials – how can you use these to convey the sales message in a different way?

Paul Avey, GM Mineral Processing Australia, FLSmidth

14.30 Connecting your Audience Marketing with your Sales Team

• Understanding your audience and tailoring empathetic marketing messages accordingly

• Evaluating your different customer touch points and what needs to be adjusted for each

• Design thinking for sales teams: moving from transactional selling to a more strategic approach

Ben Johnson, Senior Marketing Manager: Applications & Strategic Industries, SAP

15.00 Afternoon Refreshments and Networking Break

15.30 Event Partner Session: Exploring Customer Data Analytics to Help Improve Retention and Sales per Customer

• Integrating customer analytics software to your existing CRM database

• Identifying the right type of data to collect and collate in order to help generate useful results that can impact on business strategy

• Communicating data results and key findings to sales and marketing teams to shape their market approach

• Understanding buying cycles of key clients by analyzing past purchase patterns

16.00 Understanding an Increasingly Mobile Customer Base and What that Means for your Customer Service and Sales Mobile workforces are common in all industries now, but in mining it has been an inherent role for years. A mobile customer can be trickier to engage with and typically has more touch points with a vendor than most.

• Understanding the impact BYOD/BYOA can have on sales and customer service

• Creating your own App to increase sales and service• Leveraging your customer data through mobile

devices and apps to improve upselling and results

16.30 Networking Session: Sales and Marketing Pub Quiz (followed by Networking Reception) The pub quiz is a beloved Aussie tradition and has newly come to Mining IQ conferences. How does it work? Attendees will work in groups of 6- 8 to answer a series of questions – some sales and marketing focused, some more general knowledge!

The team with the most points at the end wins. The Mining IQ pub quiz is a fun and light hearted way to get to know your fellow attendees. Prizes on offer for the winning team!

18.00 Close of conference


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SALES & MARKETING RESOURCE CENTREFind interesting articles, interviews, presentations and podcasts in our Resource Centre.

FREE DOWNLOADS

http://www.sales-marketing-mining.com.au/MediaCenter.aspx

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WHERE Hilton Brisbane, 190 Elizabeth StreetQueensland 4000, AustraliaWebsite: www.brisbane.hilton.comPhone: +61 7 3234 2000

WHEN? 26 NOVEMBER 2014

IQPC recongise the value of learning in terms.Take advantage of one of these special rates:

mBook 2 people = 5% off prevailing price



mBook 5 people = 20% off – 1 comes free

mAsk about multi-event discounts. Call +61 2 9229 1000 for more detailsPlease note: Only one discount applies

ACCOMMODATIONHilton Brisbane is the official hotel for the Sales and Marketing Excellence in Mining conference and they have negotiated event rates specifically for attendees of this event.

To take advantage of these rates, or for a unique HotelMap that shows our discounted hotel deals at nearby hotels, go to www.sales-marketing-mining.com.au and click on the Venue & Accommodation page.

QUICK and EASY WAYS to REGISTER

TELEPHONE +61 2 9229 1000

FAX +61 2 9223 2622

EMAIL [email protected]

WEBSITE www.sales-marketing-mining.com.au

MAIL IQPC, Level 6, 25 Bligh Street, SYDNEY NSW 2000

MAIN CONFERENCE: 26TH NOVEMBER 2014VENUE: HILTON, BRISBANE, QLD

THE ONLY SALES AND MARKETING EVENT FOR THE MINING INDUSTRY IN AUSTRALIA!

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