Date March 8-9, 2010
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Location

Four Seasons Hotel
San Francisco, CA
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Conference Agenda - Day 1 - March 8, 2010
7:30 - 8:30 Registration & Networking Breakfast
8:30 - 9:00 Welcome Keynote
Opening remarks by conference co-hosts Gerhard Gschwandtner of Selling Power magazine and Umberto Milletti, CEO of InsideView.
9:00 - 9:40 The Sales 2.0 Revolution: How the Future of Enterprise Collaboration Will Change the Way You Sell
A key tenant of Sales 2.0 is ensuring no one in your organization sells alone. Yet despite the billions spent by organizations on enterprise collaboration apps, your people are connecting and sharing far more effectively in their personal lives than in the office. Hear Salesforce SVP Brett Queener talk about how the next wave of enterprise collaboration is being driven by the best of the consumer web and helping companies win more business.

Speaker: Brett Queener, Senior Vice President of Products, salesforce.com
9:40 - 10:50 Innovations in Lead Generation & Customer Acquisition
Learn how to use Sales 2.0 tools to generate better leads and close deals faster. A panel discussion will address how to get better sales leads, help salespeople connect with better opportunities, cut lead acquisition costs, improve data quality and cut wasted time chasing unprofitable prospects. A best practice presentation will review how salespeople can gain instant access to enterprise information as well as social information to improve their leverage with new accounts.

Moderator: Craig Rosenberg, Vice President of Products and Services, Tippit
Panelists: Tina Babbi, Executive Director, Field Operations, TriNet
Laura Guntren, Marketing Manager, Intuit
Tom Masotto, VP Product Management, ON24
Suzette Godwin Romer, Director, Sales Technology, ADP
10:50 - 11:10 Morning Break - Demo Centers Open
11:10 - 12:30 Sales Process: Improving Efficiency in Your Sales Organization
Get an insider’s look at the Sales 2.0 tools that help your sales reps save time, improve their effectiveness during the sales cycle, eliminate repetitive actions, and create greater customer value. A panel discussion will uncover best practices for increased productivity. Includes: Two Best Practice Case Studies: (Sales Enablement & Improved Quoting & Proposal Management)

Moderator: Gerhard Gschwandtner, Publisher and Founder, Selling Power
Panelist: Larry A. Ball Senior Director, Global Sales Development, Polycom, Inc.
Dean Floyd, Director, IT Applications & Compliance, ShoreTel, Inc.
Monte Montemayor, Director, Vendor Sales & Ops, N.A. Tele Sales, Microsoft Corp
Andy Udinski, Director, Sales Enablement, WW Sales Operations, NetApp
12:30 - 1:30 Networking Lunch - Demo Centers Open
1:30 - 2:45 Analytics, Forecasting and Sales Compensation Management
Analytics are increasingly taking the guesswork out of management. Two best practice case studies show 1) how analytics increase forecasting accuracy, and 2) how incentive compensation can boost sales and profits.

Moderator: Pelin Wood Thorogood, Principal, Schulman + Thorogood Group
Panelist: Kirk Nichols, VP of Sales, LaCrosse Footwear, Inc.
Lars Nilsson, VP Field Operations, ArcSight, Inc.
Warren Smith, VP of Worldwide Sales Operations, GuardianEdge
2:45 - 3:30 Defining Value and Measuring Impact of Sales 2.0
A Sales 2.0 strategy isn't just about point solutions implementations. It’s about business transformation that maps to an overall business strategy. What really matters is the impact on the business! A well defined strategy is the starting point, and the key to intelligent choices for solution selection, integrations and utilization by the sales team. Hear from top VPs on the process they followed to transform their organization and maximize the impact of Sales 2.0 on their organizations.

Moderator: Jim Fisher, Director, Sales Effectiveness, Bluewolf
Panelists: Kevin Kern, Vice President WW Sales & Marketing, Innotas
Ben Taft, Senior Director, Strategic Alliances, Brocade
3:30 - 3:50 Afternoon Break - Demo Centers Open
3:50 - 4:45 Mapping Sales Productivity in the Cloud
Sales needs to work smarter and more efficiently for firms to successfully drive a business recovery. More innovations are emerging with cloud computing but sales often fails to leverage automation. We will examine the top processes for accelerating sales and their implications for improving sales planning, execution and technology adoption.

Speaker: Michael Dunne, Research Vice President, Gartner Inc.
4:45 - 5:00 Day One, Concluding Remarks
5:00 - 6:30 Sales 2.0 New Products Launch Party & Networking Reception
Join us for this exclusive networking reception that will feature product launches and enhancements by some of our Sales 2.0 Sponsors. Stop by these sponsors exhibits for a chance to win an Apple iPad, $250 gift card, or iPod nano then visit the bar to try one of their specialty drinks:

The Hoover’s “Hooverita”
The OneSource “OneSourcito”
The Brainshark “Sharktini”
The SpatialKey “Margaheato”
The Leadforce1 “CosmoForce”
The ZoomInfo “Cape Zoomer”
Conference Agenda - Day 2 - March 9, 2010
8:30 - 9:15 Drive Increased Sales Productivity with Sales 2.0
In today’s economic environment, improving sales productivity has become more critical than ever. New strategies for uncovering hidden demand, identifying the right prospects, and driving every qualified opportunity can enable you to outsmart your competition. Listen to Oracle VP Mark Woollen discuss the innovations around CRM at Oracle and share best practices for improving your sales organization’s results.

Speaker: Mark Woollen, Vice President of Social CRM Products, Oracle
9:15 - 10:15 Sales & Marketing Alignment
Discover how today’s marketers and sales leaders are aligning to drive faster and better sales results. An expert panel will share best practices for generating leads, creating opportunities and win more business to ensure above average industry growth. A Best Practice Case Study will reveal how companies can improve sales and marketing effectiveness through lead scoring, lead nurturing and more effective lead management.

Moderator: Gerhard Gschwandtner, Publisher and Founder, Selling Power
Panelist: Kirk Crenshaw, Director of Marketing, Appirio
Nicolas Draca, Director, Marketing, Infoblox
Brian Frank, Director, Global Enterprise Operations, Linkedin
Alison Lee, Product & Marketing, Muzak
Tim Riesterer, CMO and SVP Strategic Consulting, Corporate Visions Inc.
10:15 - 10:45 Morning Break - Demo Centers Open
10:45 - 12:00 Sales 2.0 Training
Hear how successful companies integrate Sales 2.0 technologies with sales training to optimize sales performance. Panelists will explore how to help salespeople thrive in a Sales 2.0 world while reinforcing fundamental selling skills.

Moderator: Gerhard Gschwandtner, Publisher and Founder, Selling Power
Panelists: Kevin Biggs, SVP Worldwide Sales, Blue Coat
Sharon Little, Director, Global Field Communications, VMware
Tim Oden, Managing Director, Business Development, Charles Schwab & Co., Inc.
12:00 - 1:15 Networking Lunch – Demo Centers open
1:15 - 2:15 Kodak's Successful Fight for Survival in the Digital Age
Jeffrey Hayzlett, an irreverent and high profile speaker will share the story of Kodak's painful recovery from missing the transition into the digital age to moving into the lead by engaging customers to co-create the company's future. Learn how Kodak has become a leader in social media sales and marketing.

Speaker: Jeffrey Hayzlett, Chief Marketing Officer and Vice President, Eastman Kodak Company
2:15 - 3:30 Social Networking & Sales: Definitive Success Strategies for the Facebook Era
Companies need to be where customers are, and with over 350 million members on Facebook and 50 million each on Twitter and LinkedIn, chances are good your customers and prospects are logging into social networks every day. Learn how to use social networks to find and qualify prospects, build stronger relationships with customers, and increase sales volume and velocity.

Speaker: Clara Shih, Author, The Facebook Era
3:30 - 4:00 Concluding Comments: Key Sales 2.0 Ideas & Strategies Presented at the Conference

Speaker: Gerhard Gschwandtner, Publisher & Founder, Selling Power magazine
4:00 - 5:30 Beer Bash, Video Shoot & Book Signings
Enjoy complimentary beer and appetizers. Get a chance to win a two-day trip to the Fairmont Mission Inn in Sonoma. Meet with Authors Clara Shih (The Facebook Era) and Anneke Seley (Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology). Catch demos of the latest Sales 2.0 solutions from our sponsors. You’ll also get the chance to be interviewed by our video crew and share your own Sales 2.0 best practice.



Sponsor Opportunities:
Reach Sales decision makers and influencers at the Sales 2.0 Conference. Contact larissa@salesdottwoinc.com.
     
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