Header Sales 2.0 Conference
Agenda Overview

 
Monday, July 15, 2013
Tuesday, July 16, 2013
 
7:30 am – 8:45 am Registration and Breakfast – Exhibits Open
8:45 am – 9:15 am
Open
Reaching Maximum Sales Potential: Capitalizing on Sales 2.0 Trends in 2013
Speaker: Gerhard Gschwandtner, Founder & CEO, Selling Power
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Reaching Maximum Sales Potential: Capitalizing on Sales 2.0 Trends in 2013

Since the first Sales 2.0 Conference in 2007, nearly 2,000 sales technology applications have flooded the market. In his kickoff keynote, Gerhard Gschwandtner examines the impact of this growth and outlines practical ways your company can use technology to support a forward-thinking culture and achieve maximum revenue potential. His keynote will include results from the 2013 Sales 2.0 Impact Survey, which examines buying and usage patterns of Sales 2.0 technology solutions in B2B sales organizations across a variety of industries.

Speaker:
Gerhard Gschwandtner, Founder & CEO, Selling Power

Time: 8:45 am – 9:15 am
9:15 am – 9:45 am
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Predict & Manage Sales Success Using Smart Sales Analytics
Speaker: Jim Crisera, President, The TAS Group
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Predict & Manage Sales Success Using Smart Sales Analytics

Only 46 percent of sales reps believe their pipeline gives them an accurate picture of future business. Visualizing sales metrics is key to delivering pipeline, forecast, and revenue insight. Join Jim Crisera to learn how leading organizations predict and manage sales success using smart sales analytics. He'll also demonstrate how to apply scorecards to align, motivate, and manage sales performance.

Speaker:
Jim Crisera, President, The TAS Group

Time: 9:15 am – 9:45 am
9:45 am – 10:15 am
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Case Study: The SunGard Sales 2.0 Transformation
Speakers: Ken Powell, VP, Global Sales Enablement, SunGard
Gerhard Gschwandtner, Founder & CEO, Selling Power
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Case Study: The SunGard Sales 2.0 Transformation

Ken Powell, VP of Global Sales Enablement, shares SunGard's sales transformation journey. Only a year ago, the company invested $4 million in the creation of "Selling the SunGard Way," an internal sales-enablement initiative focused on dramatically increasing the effectiveness of its global sales organization. It began with the idea to create an ecosystem of applications and services that ran on or around the Salesforce platform, allowing for cross-integration of 10 different sales-software, training, and enablement solutions. Learn how the rapid, nine-month deployment of these applications and intensive training is on pace to incrementally grow global sales by $100 million this year.

Speakers:
Ken Powell, VP, Global Sales Enablement, SunGard
Gerhard Gschwandtner, Founder & CEO, Selling Power

Time: 9:45 am – 10:15 am
10:15 am – 10:45 am Morning Break – Exhibits Open
10:45 am – 11:25 am
Open
The New Sales Reality
Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power
Panelists: Anthony Iannarino, Managing Director, B2B Sales Coach & Consultancy
Matt Bertuzzi, Marketing & Operations, The Bridge Group
Devon McDonald, Director, Sales & Marketing Support, OpenView Venture Partners
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The New Sales Reality

Many sales leaders have found that new buyer behavior has completely disrupted the "traditional" sales process. Much of the buying cycle happens before reps speak to a prospect. Prospects read your blog, download white papers, check out your company on LinkedIn, or attend your Webinars. How prepared are your reps to have meaningful conversations by the time prospects connect with them? What tools can enable your sales team to win? How do shifts in the buying process impact how you manage and motivate your team?

During this panel discussion, you'll learn about the trends you need to monitor today to ensure success in the future. In particular, the panel will share
  1. ways to help reps have more relevant interactions with prospects,
  2. how you can more effectively manage and motivate your sales team,
  3. tools that help reps stay one step ahead of prospects (and the competition),
  4. how to enable reps to communicate with prospects in a way that moves deals forward.
Moderator:
Gerhard Gschwandtner, Founder & CEO, Selling Power

Panelists:
Anthony Iannarino, Managing Director, B2B Sales Coach & Consultancy
Matt Bertuzzi, Marketing & Operations, The Bridge Group
Devon McDonald, Director, Sales & Marketing Support, OpenView Venture Partners

Time: 10:45 am – 11:25 am
11:25 am – 11:55 am
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R.I.P. Marketing: Sales 2.0 Must Move up the Funnel
Speaker: Ric Riddle, Vice President, Sales, Sales Engine International
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R.I.P. Marketing: Sales 2.0 Must Move up the Funnel

The internet has fundamentally changed buyer behavior making traditional top-of-funnel marketing ineffective while Sales 2.0 has focused on productivity at the bottom of the funnel. Marketing must now become a proxy for Sales engaging in tens of thousands of 1:1 digital conversations with early stage buyers. Learn why you need to change the way you see the sales and marketing funnel.

Speaker:
Ric Riddle, Vice President, Sales, Sales Engine International

Time: 11:25 am – 11:55 am
11:55 am – 12:30 pm
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Developing a World-Class Sales Organization
Speakers: Patrick Sweeney, President, Caliper
Tom Gartland, President, North America, Avis Budget Group
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Developing a World-Class Sales Organization

In this special interview, Patrick Sweeney, President of Caliper, will interview Tom Gartland, President, North America, of Avis Budget Group. Tom Gartland is a visionary leader who started his sales career at the age of 14, and now, 28 years later, he sets a tone that is demanding, understanding, compassionate, clear, and determined. He is passionate about developing true talent and fostering a positive culture within his organization. He'll reveal his secrets about how sales leaders can more effectively
  • identify sales reps' potential, play to their strengths, and get them to excel;
  • retain top performers and help them grow, whether or not they are an ideal fit for management;
  • develop a culture of success that fosters greater contributions from the team.
Speakers:
Patrick Sweeney, President, Caliper
Tom Gartland, President, North America, Avis Budget Group

Time: 11:55 am – 12:30 pm
12:30 pm – 1:30 pm
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Lunch + Keynote: The Mind-Set for Success
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The Mind-Set for Success

David Laroche, the youngest motivational speaker in France – and one of the most talented – will join Gerhard Gschwandtner on stage to discuss how successful sales leaders can get better results from themselves and their salespeople. In this fireside chat, David will share his insights on how you can:
  1. create an action-focused sales process,
  2. use failure as a tool for success,
  3. take baby steps to reach big goals,
  4. manage your energy,
  5. consistent and persistent.
Speaker:
David Laroche, President, Attitudes Gagnantes

Time: 12:50 pm – 1:20 pm
1:35 pm – 2:10 pm
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Breakout A - Leading Strategic Change: Walking the Walk or Talking the Talk
Speaker: David DiStefano, President & CEO, Richardson
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Breakout A - Leading Strategic Change: Walking the Walk or Talking the Talk

Creating value in an uncertain global economy is high on most CEOs' agendas. Companies are redirecting investments to drive organic growth, focus more on their customers, and achieve greater operational effectiveness.

The sales leader's job is to execute on these strategies and drive the necessary change within the sales organization, focus on organizational readiness and the individual development of the salespeople. Sales leaders often overlook, the link between the intended organizational changes and the individual behavior changes. Sales leaders must create and communicate a consistent message about the purpose of change strategy in order to ensure achievement of the vision. In this session, you will learn what a sales leader must do to: implement strategic change, effectively convey the strategy and engage the salespeople in its execution, own responsibility, and inspect the intended change in the organization (i.e. behavioral or structural).

Speaker:
David DiStefano, President & CEO, Richardson

Time: 1:35 pm – 2:10 pm
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Breakout B - Beyond Social: Why Traditional Relationships Matter
Speakers: Rob Begg, Vice President, Marketing, Introhive
Mark Bergen, Executive Vice President, Sales, Vision Critical
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Breakout B - Beyond Social: Why Traditional Relationships Matter

Social media has done a great job of reminding businesses about the power of relationships. Social has changed how we connect, where we connect, and with whom. It also reminds us that our connections with customers can happen anywhere in business, not just in sales. But social connections are only a piece of a company's relationship strength. To be successful, sales needs to be able to unlock relationships in social, business, and corporate networks.

This panel of sales and marketing leaders from leading technology companies will share how they engage the entire organization to support the sales process. Panelists will explain how they use their internal networks to map accounts and gain intelligence. They'll also discuss and share examples of how they use collaboration, social media, technology, and training to increase market reach and create a competitive advantage based on relationships.

Speakers:
Rob Begg, Vice President, Marketing, Introhive
Mark Bergen, Executive Vice President, Sales, Vision Critical

Time: 1:35 pm – 2:10 pm
2:15 pm – 3:00 pm
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Breakout A - The Five Failure Points of Today's Selling System
Speaker: Diane Gillespie, Vice President, Marketing Communications, SAVO
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Breakout A - The Five Failure Points of Today's Selling System

There's not just one big gap impacting sales effectiveness, there's actually a series of gaps. There's a big one separating how a buyer buys and your sellers sell, and another between your marketers' output and your sales force's needs. There's typically a big gap between how your organization trains and how much your sales reps actually retain, and another between revenue forecasts and how your sales force actually delivers. Failing to close all these gaps is what keeps businesses from achieving optimal success. In this session, Diane Gillespie will highlight the selling system points of failure and identify the kinds of fixes – the thinking and the advanced technological tools – that will enable long-term success.

Speaker:
Diane Gillespie, Vice President, Marketing Communications, SAVO

Time: 2:15 pm – 3:00 pm
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Breakout B - Select, Align and Develop Your Sales Team
Speaker: Paul Glatzhofer, Senior Project Consultant, Select International
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Breakout B - Select, Align and Develop Your Sales Team

What does a successful sales person look like for your organization? What style, competencies and drivers are necessary for success? Identifying these important factors will allow you to select high performing sales personnel, and enable you to transform your sales team by understanding which areas need development. By setting a profile of success that takes into account competencies, styles and drivers to match the needs of the job, it's possible to achieve outstanding results in predicting sales success, regardless of the position or industry.

In this breakout session you will learn:
  • How to hire better sales reps and sales managers
  • The core competencies that predict sales success
  • Why the competencies by themselves are not enough
  • How competencies, sales style, and sales drivers combine to form a complete profile for salespeople
  • How to use a complete profile to select and develop your salespeople
Speaker:
Paul Glatzhofer, Senior Project Consultant, Select International

Time: 2:15 pm – 3:00 pm
3:00 pm – 3:30 pm Afternoon Break – Exhibits open
3:30 pm – 4:00 pm
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Sales Forecasting through Process & Technology: No Crystal Ball Required
Speaker: Peter Ostrow, Vice President & Research Group Director, Customer Management/Sales Effectiveness, Aberdeen Group
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Sales Forecasting through Process & Technology: No Crystal Ball Required

Sales teams have long deployed customer relationship management (CRM) and sales force automation (SFA) solutions to support a variety of chronologically ordered questions within the organization:
  • What did the customer purchase? (the past)
  • What is in our pipeline? (the present)
  • When is the deal likely to close, for how much, and at what probability to seal the deal? (the future)
Yet the elusive "truth" about a company's revenue health, measured by a more accurate sales forecast, may require more predictive analytics than CRM tools can provide, along with intelligence from other silos within the enterprise. Peter Ostrow will share new research from the Aberdeen that takes a broad look at forecasting's influence on additional metrics, such as corporate profit margins, sales reps' achieving quota, revenue per sales rep, and profit margin per deal. These timely vital signs will be supported by a checklist that organizations should utilize for sourcing and integrating sales analytics and forecasting solutions.

Speaker:
Peter Ostrow, Vice President & Research Group Director, Customer Management/Sales Effectiveness, Aberdeen Group

Time: 3:30 pm – 4:00 pm
4:00 pm – 4:30 pm
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Sales-Leadership Tales from the Field: 3 Ways Hewlett-Packard Is Creating a New Culture of Success
Speakers: Kevin Purcell, Americas Director, Storage Business Unit, Hewlett Packard
Gerhard Gschwandtner, Founder & CEO, Selling Power
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Sales-Leadership Tales from the Field: 3 Ways Hewlett-Packard Is Creating a New Culture of Success

In this one-on-one conversation between Gerhard Gschwandtner and Kevin Purcell, hear how global giant Hewlett-Packard (HP) is leveraging new strategies to improve sales performance and grow revenue. Specifically, Purcell will share details on HP's latest initiatives to cultivate a socially savvy sales team, improve sales compensation plans, improve CRM user adoption, and get maximum ROI on its investment in Salesforce. You'll walk away with insight on how you can adopt similar leadership strategies to help your team sell more effectively.

Speakers:
Kevin Purcell, Americas Director, Storage Business Unit, Hewlett Packard
Gerhard Gschwandtner, Founder & CEO, Selling Power

Time: 4:00 pm – 4:30 pm
4:30 pm – 5:00 pm
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How I Learned to Stop Worrying and Love Sales Change: A Case Study
Speakers: Trish Bertuzzi, President & Chief Strategist, The Bridge Group
Ross Kramer, CEO, Listrak
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How I Learned to Stop Worrying and Love Sales Change: A Case Study

Learn how Listrak evaluated, disrupted & rebuilt their sales approach. By capitalizing on emerging trends that optimize both process and technology Listrak rejuvenated their business resulting in huge revenue growth. Join us as Trish Bertuzzi will explain the theory behind critical, emerging trends while Ross Kramer shares the specifics of what changes he made to sales and marketing that built a bigger, stronger, more profitable company.

Speakers:
Trish Bertuzzi, President & Chief Strategist, The Bridge Group
Ross Kramer, CEO, Listrak

Time: 4:30 pm – 5:00 pm
5:00 pm – 5:10 pm Concluding Remarks
Speaker: Gerhard Gschwandtner, Founder & CEO, Selling Power
5:10 pm – 6:30 pm Networking Reception
8:45 am– 11:45 am Post-Conference Workshop

Sales Transformation: How to Streamline Operations and Increase Sales Effectiveness

In this workshop, Ken Powell, Vice President of Sales Enablement at SunGard, will share in detail how his company has designed and created a complete Sales 2.0 transformation that led to the "SunGard Way of Selling," with the goal of dramatically increasing the effectiveness of a leading global-sales organization. This transformation included evaluating and selecting solution providers to improve how the company trains, enables, and compensates sales reps.

You will learn:
  • How to get buy-in from management for a fundamental shift in front-line selling
  • Tips on designing the basic blueprint for sales transformation
  • How to select the best providers and align their solutions with your vision
  • Suggestions for creating a plan to integrate all solutions into one cohesive sales-technology ecosystem
  • Why it's important to train the sales organization to maximize user adoption of the technology
  • Ways to align sales processes with new technology
  • How to measure the ROI of your sales transformation and investments
  • During the workshop you will also hear from experts in sales coaching, training, and strategy.
Speakers:
David DiStefano, President & CEO, Richardson
Thomas Eorgan, Managing Director, Client Services, Launch International, Inc.
Andrea Grodnitzky, Senior Vice President, Global Performance Solutions, Richardson
Gerhard Gschwandtner, Founder & CEO, Selling Power
Jim Kirby, Vice President Enterprise Sales, Xactly
Ken Powell, Vice President, Global Sales Enablement, SunGard
Ashish Vazirani, Principal, ZS Associates