Friday, Nov 14, 2008

W Hotel, San Francisco
Great Room – 3rd Floor

» Visit the W Hotel website
» More About the Venue

Sales 2.0 Features

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Who Will Attend
• CEOs
• Presidents
• CSOs
• Executive VPs
• VP of Sales
• Division VPs
• Sales Operation Managers
• Sales Managers

2008 Conference Agenda

Join us for a jam-packed day of informative and interactive keynotes, presentations and panel discussions, preceded by an evening cocktail reception and followed by an informal beer bust where attendees and speakers can talk over the day’s events. The conference agenda is still evolving, with more speakers and panel discussions to come, so please check back soon for more details.

All events will be held at the W Hotel in San Francisco.

Friday, November 14, 2008
7:30 - 8:30 Registration and Group Breakfast
8:30–8:40 Opening Remarks: David Thompson & Gerhard Gschwandtner
8:40-9:30 Welcome, Keynote Address Barton Goldenberg, CEO, ISM Group: The New Digital Client – How to Accelerate Sales in a 2.0 World
Speaker: Barton Goldenberg, Founder and President, ISM Inc.
Sales Lead Management 2.0
9:30-9:45 Recent Trends in Sales Lead Management
Speaker: Jim Dickie, Partner, CSO Insights
9:45-9:55 Best Practices for Lead Generation
Speaker: Lars Nilsson, VP Sales Operations, ArcSight
9:55-10:05 Best Practices for Lead Generation
Speaker: James Zagelmeyer, Executive VP, Advantage
10:05-10:30 Panel Discussion: Sales Lead Management 2.0
Jim Dickie, Partner, CSO Insights
Lars Nilsson, VP Sales Operations, ArcSight
James Zagelmeyer, Executive VP, Advantage
Brett Wallace, Director of New Business, Forrester Research, Inc.
10:30-11:00 Morning Break - Demo Centers Open
Customer Engagement 2.0
11:00-11:15 Current Trends in Customer Engagement Strategies
Speaker: Barry Trailer, Partner, CSO Insights
11:15-11:25 How to Connect with More Prospects in Less Time
Speaker: Andre Anderson, Director Territory Development, Aruba Networks
11:25-11:35 How New Sales Tools Accelerate Success
Speaker David Satterwhite, EVP Worldwide Sales, newScale, Inc.
11:35-12:00 Panel Discussion: Customer Engagement 2.0
Barry Trailer, Partner, CSO Insights
Andre Anderson, Director Territory Development, Aruba Networks
David Satterwhite, EVP Worldwide Sales, newScale, Inc.
Anneke Seley, Founder and CEO, Phone Works
12:00-1:00 Luncheon
Sales Process 2.0
1:00-1:15 How the Internet Shifted from the Traditional Sales Funnel to a Buy-Cycle Funnel
Speaker: Mark Sellers, CEO, Breakthrough SalesPerformance LLC
1:15-1:25 How Process Improvement Leads to Business Improvement
Speaker: Russ Dworshak, VP Sales, Compressor Systems
1:25-1:35 The Value of Automating the Proposal Process
Speaker: Kim Holmes, Director Global Proposal Management, Nortel
1:35-2:00 Panel Discussion: Sales Process 2.0
Mark Sellers, CEO, Breakthrough SalesPerformance LLC
Russ Dworshak, VP Sales, Compressor Systems
Kim Holmes, Director Global Proposal Management, Nortel
Analytics & Compensation Management 2.0
2:00-2:15 Creating a Culture of Measurement
Speaker: Veronica O'Shea, VP, Oracle
2:15-2:25 How to Replace Hunches with Analytics-Based Sales Management
Speaker: Mike Triantos, VP Sales, TriNet
2:25-2:35 How to Create a Flexible Compensation Management System
Speaker: Matt Gorniak, VP Sales North America, Big Machines
2:35-3:00 Panel Discussion - Analystics & Compensation 2.0
Veronica O'Shea, VP, Oracle
Mike Triantos, VP Sales, TriNet
Matt Gorniak, VP Sales North America, Big Machines
3:00-3:30 Afternoon break – Demo Centers open
3:30-4:45 The Foundation of a Sales 2.0 Business
Panelists:
Veronica O'Shea, VP, Oracle
Jim Steele, Chief Customer Officer & President, International Operations, Salesforce
David Thompson, Co-founder and CEO, Genius.com, Inc.
Brett Wallace, Director of New Business, Forrester Research, Inc.
4:45-5:00 Concluding Remarks
5:00-6:30 Cocktails & Networking Reception








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