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March 4-5, 2009


Intercontinental Hotel
888 Howard Street
San Francisco, CA 94103

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2009 Conference Agenda

Agenda Sales 2.0 March 4th 2009
7:30 - 8:30 Registration & Group Breakfast - Demo Centers Open
8:30 – 9:00 Opening Remarks - David Thompson & Gerhard Gschwandtner
9:00 - 9:30 Keynote - Diagnostic Blueprint for a Sales 2.0 Ecosystem
Speaker: Scott Santucci, Senior Analyst, Forrester Research, Inc.
9:30 - 10:30 Sales Lead Management 2.0
Learn how leading companies are generating sales leads and what methods they use to move new prospects through the sales funnel. Three best practice presentations review how sales organizations are moving from human speed to Internet speed. The panel discussion will revolve around specific strategies to help salespeople pursue better opportunities, cut lead acquisition cost, and cut wasted time chasing unprofitable prospects. (Includes Audience Q&A)

Rich Blakeman, Sales Vice President, Miller Heiman
David Holmes, Vice President, Global Sales Operations, Informatica
Cassie McNair, Business Development Manager, Larkspur Hotels & Restaurants of San Francisco
Jason Solinger, Sales Director, Ariba
10:30 - 11:00 Morning Break - Demo Centers Open
11:00 - 12:00 Customer Engagement Strategies
Discover the best practices of three sales leaders who openly share how they engage their customers online and by phone. The presenters will review how their salespeople can launch their own marketing campaign, how their web team reads and responds to a prospect’s digital body language and how they engage customers to collaborate and co-create the sale in a collaborative setting. The panel discussion will highlight how sales and marketing can work synergistically to improve the customer experience. (Includes audience Q&A)

Cliff Dorsey, Vice President Enterprise Sales, LivePerson
Jim Dickie, Partner, CSO Insights
Nigel Edelshain, CEO, Sales 2.0 LLC
David Satterwhite, EVP & Head of Worldwide Sales, newScale
12:00 - 1:00 Luncheon, Demo Centers Open
1:00 - 2:00 Sales Process 2.0
Benefit from three best practice presentations that drill into the core of sales success: the sales process designed to help customers win. The expert presenters will share their blueprints for creating a more successful sales process, how to measure each step and how to deploy technology tools that accelerate the sales pipeline and enhance revenues. The panel discussion will review how Sales 2.0 tools will create a new breed of sales professionals that deliver more predictable results with less human effort. (Plus audience Q&A)

Franco Anzini, Senior Manager Sales Operations, Santur Corporation
Judy Fick, Vice President & General Manager of Worldwide Sales and Operations, Unisys
Mark Sellers, CEO and Founder, Breakthrough SalesPerformance LLC
Nancy Stickney, US Central Region Sales & Marketing Director, Microsoft Corporation
Brett Wallace, Director of New Business, Forrester Research, Inc.
2:00 - 3:00 Analytics and Compensation Management 2.0
In this highly popular session participants will enjoy three quick best practice presentations that all drive home the same message: Selling is shifting from a freewheeling organization to a culture of accountability. Armed with precise data, sales managers will no longer act on hunches, but plan and manage by metrics, and hold their salespeople’s feet to the fire. An engaging panel discussion with the presenters will review best practice approaches to analytics, compensation management and launching motivating incentive programs.

David Holmes, Vice President, Global Sales Operations, Informatica
Alex Scalisi, Director of Business Development, VerticalResponse
Barry Trailer, Partner, CSO Insights
Pelin Wood Thorogood, Managing Partner, Aegean Group
3:00-3:30 Afternoon Break - Demo Centers Ooen

3:30-4:30 Marketing for Sales Success
David Thompson, conference co-host and former CMO of WebEx, leads a panel of marketing leaders who will discuss their role in Sales 2.0 and what today’s marketers are doing to drive sales results. In this lively discussion you’ll learn how their teams are collaborating with Sales, how they are quantifying success and what challenges they still need to overcome.

Moderator: David Thompson, CEO & Co-Founder,

Jeremy Cooper, Vice President, Americas Marketing,
Gail Ennis, CMO, Omniture
Mark Wilson, VP of Marketing, Sybase
4:30-4:45 Wrap up
4:45-6:30 Networking reception
Network with your peers, connect and collaborate with Sales 2.0 experts, and enjoy free drinks
Agenda Sales 2.0 March 5th 2009
8:30-9:10 Keynote – How to Accelerate Sales in a 2.0 World
Speaker: Brett Queener, Senior Vice President, Applications,
9:10-10:10 Sales Management 2.0
Enter the new world of Sales Management 2.0. and discover how world class sales organizations prepare their salespeople for winning in a tough economy. The panelists will share how they have moved sales training online, reduced ramp up time, cut cost and increased the effectiveness of their sales team. The panel discussion will allow participants to explore the best practices for developing top performers.

Thomas Barrieau, Program Manager, IDC Sales Advisory Practice
Ted Girdner, Senior Director Sales Operations, Comcast Business Services
Jeanne Glass, Senior Director, Sales Operations, Education & Training, Fair Isaac Corporation
Brian Lambert, Director of Sales Training Drivers, ASTD
10:10-10:30 Morning Break - Demo Centers Open
10:30 – 11:20 Accelerating Productivity – New Sales 2.0 Tools
Fasten your seatbelt. Three sales experts share their experience with adopting new Sales 2.0 tools that have dramatically accelerated their sales results. Learn about innovative solutions in mobile technology, e-signatures, online appointment setting, online collaboration and more. Each presenter will join a panel discussion designed to set priorities for implementing sales acceleration tools.

Miles Austin, Business Development Executive, MoreDirect
Anneke Seley, Founder & CEO, PhoneWorks
Mark Sellers, CEO and Founder, Breakthrough SalesPerformance LLC Will Stacy, Director of Marketing, Santander Consumer USA Inc.
11:20-12:15 The Foundation of a Sales 2.0 Business
Panel discussion with top executives from Oracle, Unisys, and Forrester.

Learn from this unique team of industry leaders who join forces in a passionate fireside chat of how they have successfully integrated best practice methodologies with productivity enhancing technologies to create a highly competitive and successful sales organization. The panelists will share their “secret sauce” and offer practical advice to the members of the audience.

Thomas Barrieau, Program Manager, IDC Sales Advisory Practice
Judy Fick, Vice President & General Manager of Worldwide Sales and Operations, Unisys
Brett Queener, Senior Vice President, Applications,
Brett Wallace, Director of New Business, Forrester Research, Inc.
12:15-1:30 Luncheon and Best Practice Presentation Awards
The three top rated best practice presentations will be honored with a Sales 2.0 Award
2:00-4:00 Optional Post-Conference Workshop:
How to Use TQM Strategies to Dramatically Improve Bottom-line Sales Performance

Total Quality Management (TQM) and Six Sigma are data-driven methodologies for eliminating defects in organizations based on exact standards, objective measurements, and repeatable processes. Learn how successful sales organizations apply TQM concepts to dramatically increase sales and bottom-line performance. This workshop will detail the five steps for implementing these proven concepts in your organization’s sales operation. Subjects covered will include:

  • applying TQM to talent management,
  • identifying the right talent,
  • shortening sales rep ramp-up time,
  • tracking sales performance,
  • measuring potential versus actual performance,
  • increasing sales force productivity,
  • and gathering valuable feedback from exit interviews.

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