Like many people Adam Cartledge never knew what he really wanted to do when he left school. Whilst he was figuring it out, he got a job in sales and discovered he was quite good at it! Fast forward to today, and as Director of Sales Enablement Adam’s role is to ensure that RX’s global sales team have the systems,  knowledge, and training they need to succeed and grow.

“What’s really cool about my job is working with fellow salespeople and seeing them have those breakthrough moments” he said. “Helping them to succeed, and by extension helping their customers succeed, gets me up in the morning and gives me a real sense of purpose.”

Adam reveals that RX’s strong sales culture comes right from the top. “Our global CEO Hugh Jones has a background in sales and has been pivotal in helping to define and drive our customer-focused sales culture. He gets how incredibly satisfying it is for our salespeople to sit down with a customer, talk to them about what they want to achieve, agree a way forward, and be there at the event to share in their customer’s success. At RX you really do get the full end-to-end sales experience.”

Adam also praises the global nature of RX’s sales culture. “When you join RX, you learn and work alongside people from different countries, continents, cultures, and diversity dimensions. You also have the opportunity to network with customers from junior execs to c-suite leaders, across all kinds of industries. It’s a great way to develop your sales skills while expanding your mind. If you’re reading this and thinking, do I meet the criteria, am I fully qualified for a sales role at RX, why not get in touch? We’d love to talk to you!”

Charlie has been in Event Sales since 2016 and first came to work with RX in 2019. Following a brief stray into financial tech sales, Charlie rejoined us earlier this year as a Strategic Account Manager working on our beauty and retail events.

Charlie takes great pride in building strong customer relationships: “I am a big people person, who is always looking for ways to grow my knowledge and strive for the best outcomes” they explained. “I enjoy creating connections between humans, and love being part of an event team that is constantly looking for new ways to connect creatively with our industries.”

When asked what influenced their decision to return to RX, Charlie said: “I find the sales culture at RX very supportive. We are all looking out for each other and wanting each other to do well - with a healthy sprinkle of competition in there too! I love that I can jump into a meeting and say "hey, I have an idea" and it is listened to and given time.”

Above all, they explained, “RX feels like a family, a place where I can show up exactly as I am and be respected for it. As a trans non-binary neurodivergent, it’s amazing that I feel safe to be me in a work environment. At RX we always look to help and support each other and that hasn't changed.”

Having joined RX from the healthcare industry in October 2023, it didn’t take long before Indiya Okam was sold on face to face events. “Feeling the tremendous energy in the halls was truly magical,” she said, on attending her first RX event three weeks into her new role. 

As Group Vice President of Sales Indiya is responsible for driving sales and revenue transformation in the US. She was attracted to the role by RX’s focus on value-based selling, a customer-centric approach to sales which is about getting to understand what outcomes the customer is looking to achieve then tailoring a solution that will help them to achieve those outcomes.

“Through a deep discovery, sales teams are trained to be efficient at asking questions to better understand the customer’s business and value drivers, their industry, the challenges they face, and what success looks like,” she explained.

Indiya works closely with RX’s Global Sales Enablement team to ensure her team have the tools, resources and training they need to effectively engage with customers to drive value while also developing their own skills and careers.

“RX is an inspiring place to work. You are around people here that really want to grow and learn. The company invests a lot of time and resources into training and developing people. When I think back to my sales career, those were the things that propelled me to the next level, and at RX you get the chance to build your sales experience across many different industries.”

Laura worked for herself and then a small telemarketing company before joining RX’s International Sales Group (ISG) in 2017. When she arrived she had no experience of working in events or using CRM platforms like Salesforce. Just a year later she won the ISG’s Rising Star Award which she collected at their sales conference in Cape Town, an experience she described as “hands down the trip of a lifetime!”

Based in RX locations around the world, the International Sales Group help our customers to forge global connections and unlock export opportunities by participating in events beyond their own border. Travel and working collaboratively with colleagues from around the world are amongst the aspects of her sales role Laura says she enjoys the most.

Today as Senior Sales Manager, she is responsible for training and developing junior members of the  international sales team. She currently leads the sales for RX’s global jewellery, optical and bar & beverage events. Developing close and collaborative relationships with the show teams is the key to her sales success, she said – along with RX’s supportive sales structure and culture.

“You have the answers to every sales scenario you will ever face within RX’s global knowledge network,” Laura explained. “There is no way I could perform at the standard I have over the last seven years if I couldn’t lean on the different departments, teams and individuals I’m blessed to work with in order to provide an excellent value-based opportunity for each and every one of my clients.”  

Travel and teamwork aside, Laura said “I really love the buzz of a customer who goes from knowing nothing about me or my show to signing up to exhibit. Watching them succeed with their export exhibition plan is pretty spectacular. Apparently if you love what you do, you will never work a day in your life …. Preach to that!

Lanny’s career at RX has spanned 20 years. Today, as Senior Vice- President leading six events across four industry sectors, she is at the forefront of implementing RX’s Value-Based Selling strategy. In fact, her Aluminium event team are recognised as champions in the art!

“The VBS approach has proven to be a game-changer for our sales culture. It’s a truly collaborative effort where sales, marketing, support teams, and project leaders all contribute to the value creation cycle. This ensures that every team member is invested in our mission, fostering a strong sense of purpose and achievement.”

Lanny says that the sales culture at RX is deeply rooted in the company’s mission to build businesses and create value for our clients: “It is a culture that empowers us to be innovative, to think beyond traditional sales tactics, and to focus on the long-term success of our clients. This culture has been instrumental in enhancing my performance, as it encourages continuous learning, adaptability, and a deep understanding of our clients' needs.”

“What I love most about my job is the profound impact we have on our clients' businesses,” she continued. “Every day, I am part of a team that is not just selling products but is building solutions that empower our clients to succeed. The joy of seeing the positive impact our work has on our clients' lives and the environment is immeasurable. This passion for our work and the drive to innovate are what keep me and my team motivated and committed to excellence.”

Keval started his sales career in the world of entertainment and hospitality, selling everything from birthday parties to corporate team building events, before transitioning to sales training and joining RX in 2019. Asked to sum up the sales culture at RX, Keval replies in an instant: “passionate, innovative, driven, unafraid - and fun!”

As part of our Global Sales Enablement Team, Keval works closely with our global technology teams and regional businesses to identify, upskill and share global best practices in sales process, technology, and talent development. It’s his job to ensure our salespeople get the robust and consistent training, tools and support they need to grow and excel.  

“One of things I love most about RX is the global sales perspective it gives you” Keval explained. “At any one time I can be coaching colleagues from all around the RX world, giving us all valuable insights into each other’s cultures. I also love how, through value-based selling, our people are getting the tools and training to really up their game by developing deeper relationships with customers. For example, our RX Business Builder suite of digital tools enable our sales teams to drill down into each customer’s event data and talk to them at a granular level about how they are performing. The opportunities to learn and progress here are second to none.”