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OVERVIEW

MONDAY, MARCH 7

TUESDAY, MARCH 8

TIME Monday - March 7, 2011
7:00–8:30 amRegistration, Breakfast, and Networking
8:30–8:45 amSelling in a Sales 2.0 World
8:45–9:30 amWhy the Future of Sales Is Now: How to Achieve the Perfect Pipeline
9:30–10:15 amThe Next-Generation Sales Operations Team
10:15–10:45 amBreak - Exhibits Open
10:45–11:30 am BREAKOUT A
Improving Sales Productivity by Implementing Sales Playbooks

BREAKOUT B
Data & Leads: What Sales Needs from Marketing
11:40 am–12:30 pmBREAKOUT A
Is Your Sales 2.0 Platform Mobile-Ready?

BREAKOUT B
Reed Elsevier: The Investment, Impact & Results of Shifting to Sales 2.0
12:30–1:30 pmLunch
1:30–2:15 pmHarnessing Sales 2.0 Opportunities: Growing & Accelerating Sales
2:15–3:00 pmSales 2.0: Successes, Failures and Lessons Learned
3:00–3:20 pmBreak
3:20–4:05 pmBREAKOUT A
Accelerate Revenue with Smarter Prospect Data Management

BREAKOUT B
Accelerate Sales and Streamline Your Processes with Smarter Sales Metrics
4:15–5:00 pm BREAKOUT A
Trust, Triggers & Technology: 3 Critical Needs for Sales 2.0 Success

BREAKOUT B
Peer-Powered Sales and Marketing: How Collaborating with Customers Can Revolutionize Your Sales and Marketing Efforts
5:00–6:30 pm Cocktail Reception
TIME Tuesday - March 8, 2011
7:30–8:30 amRegistration, Breakfast, and Networking
8:30–9:15 amPutting the Fan on the Field: A New Approach to Winning Over Your Customers
9:15–10:00 amThe Power of Virtual Selling: The Art of Presenting Online
10:00–10:25 amBreak
10:25–11:10 amCloud 2.0 & the Future of CRM in the New Mobile, Social & Open World
11:10–11:45 amSales 2.0 Industry Panel: Facebook, LinkedIn & Twitter Insights from the Field
11:45 am–12:25 pmSales Management 2.0 Best Practices
12:25–1:30 pmLunch
1:30–2:15 pmBREAKOUT A
Sales 2.0 Practices & Technologies Used by Top-Performing Inside Sales Groups

BREAKOUT B
How Marketing Automation Accelerates Sales
2:15–2:35 pmBreak
2:35–3:10 pmCase Study: The Essentials of Sales Transformation
3:10–4:00 pmThe Social VP
4:00–4:15 pmLeadership That Leads to Profits
4:15–5:30 pmBook Signing & Country-Western Cocktails with Jeff Hayzlett, Best-Selling Author of The Mirror Test
4:30–7:00 pmSocial Selling University – Register Now!
TIME SESSION TITLE
7:00–8:30 amRegistration, Breakfast and Networking
8:30–8:45 amSelling in a Sales 2.0 World
We live in an interconnected world. Sales processes are increasingly moving online and intersecting with the rapidly evolving social-media space. To stay competitive, sales leaders have little choice but to accelerate the selection and adoption of Sales 2.0 innovations. With a dizzying array of Sales 2.0 tools, the alignment between people, process, and technology becomes increasingly challenging. Many sales organizations are still flying blind, facing the huge risk of becoming a victim of change. In his keynote, the CEO and Founder of Selling Power magazine will review key trends and share a blueprint for achieving improved operational efficiency while delivering a better experience to customers.

Speaker: Gerhard Gschwandtner, Founder & CEO, Selling Power
8:45–9:30 amWhy the Future of Sales Is Now: How to Achieve the Perfect Pipeline
Sales organizations worldwide are in a transformative state. As sales managers struggle to adapt to the new communication landscape, there is a sense that the old rules of selling no longer apply. Bluewolf Cofounder Eric Berridge will explore how his company leverages today's technology to retain a leading sales edge amidst the ever-changing demands of today's market. Eric will discuss best practices for moving deals up the pipeline – particularly those that hover in the critical middle (30-70%) zone – and how technologies that we all use today, such as mobile devices, can be used to optimize this process.

Speaker: Eric Berridge, Cofounder, Bluewolf
9:30–10:15 amThe Next-Generation Sales Operations Team
The sales-operations function will be the driving force for productivity improvements in 2011; however, significant organizational and structural changes will be required within these teams. In this session, Michael Gerard, VP of IDC's Sales Advisory Practice, will share the steps needed within a sales organization to create a best-in-class sales operations function. Michael will provide best-practices insight from sales-operations teams at the technology industry's largest and best-performing companies; a framework to help identify key weaknesses and gaps in your sales operation's current structure; and essential guidance to enable the transition to the next-generation sales operations team.

Speaker: Michael Gerard, VP, Sales Advisory Practice, IDC
10:15–10:45 amBreak - Exhibits Open
10:45–11:30 am BREAKOUT A
Improving Sales Productivity by Implementing Sales Playbooks
Today, improving sales productivity is more important than ever. It isn't enough to just train your salespeople; you need to equip them with the right content, tools, and coaching they need as they work their opportunities during each stage in the sales cycle. Jennifer Rakiey, Sales Operations Manager for Mercury Computer Systems, will share with you how they implemented Kadient Sales Playbooks in their sales organization and share a framework designed to help your selling strategy. During her presentation you will learn the following:
  • What is an interactive sales playbook?
  • How do sales playbooks significantly impact overall sales performance, such as improving forecast accuracy and cross-selling/up-selling, reducing ramp-up time, and reinforcing sales processes?
  • Why do playbooks work? (They bring together the buying and selling process to deliver just-in-time information for a sales rep, specific to the selling situation they're working.)

Moderator: Rich Berkman, VP, Sales Enablement Strategies, Qvidian
Speaker: Jennifer Rakiey, Sr. Business Operations Specialist, Mercury Computer Systems

BREAKOUT B
Data & Leads: What Sales Needs from Marketing
In today's overconnected world, there's no end to information, leads, and data for sales reps to use as they pursue new prospects and up-sell current clients. The challenge quickly becomes how marketing can help sales get access to the right data and the right leads. By improving the collaboration between these two teams, companies can quickly accelerate the pace at which they find and close new prospects. This panel of VPs will share best practices, including how they've overcome these challenges, how sales can get more qualified leads from marketing, and best practices for ensuring that sales reps have access to accurate data.

Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power
Panelists: Renee Gellatly, Marketing Manager, Demand Creation, NetApp Inc.
Wendy Williams, Director, Demand Generation, MKS
11:40 am–12:30 pmBREAKOUT A
Is Your Sales 2.0 Platform Mobile-Ready?
By 2013, more people will be accessing the Web via mobile devices such as smartphones and tablets than by PC. Each month, two to three new devices are launched, and US tablet sales alone are projected to double this year, reaching 24 million or more in 2011. As many organizations purchase tablets by the thousands, employees everywhere are conducting business on the personal devices they bring into the workplace. Your prospects and customers are no different. If you want to reach your audience, your sales and marketing communications and interactions are going to have to be optimized for a variety of ever-changing mobile platforms just to keep pace in the next 12 months.

Learn how one organization built a Sales and Marketing 2.0 platform to enable double-digit revenue growth, how mobile is changing the demands on enabling technologies and the expectations of your customers, and key considerations so your sales and marketing 2.0 strategy won't be left behind in the mobile explosion.


Speaker: Dave Fitzgerald, Executive VP, Brainshark Inc.

BREAKOUT B
Reed Elsevier: The Investment, Impact & Results of Shifting to Sales 2.0
Reed Construction Data, a division of Reed Elsevier and the Inaugural Strategic Partner of the AIA, is a leading North American provider of construction information through a diverse portfolio of innovative products and services. Join Derek Dean, Director of Sales Strategy at RCD for this in-depth review highlighting his organizations migration of over 150 sales professional into a progressive Sales 2.0 process. In his presentation, Derek will review the business objectives behind RCD's 2010 investment and corresponding shifts required within sales methodology, culture, and execution.

Moderator: Tom Scontras, VP, Sales & Marketing, Glance Networks
Speaker: Derek Dean, Director, Sales Strategy, Reed Construction Data
12:30–1:30 pmLunch
1:30–2:15 pmHarnessing Sales 2.0 Opportunities: Growing & Accelerating Sales
Today's "new normal" has turned the sales cycle upside down. Today, 80% of new sales are driven by customers searching for sellers – not by sales reaching prospects. Are you in the right places to be "found"? And if you are, can you close the deal quickly – or are you, like most of your colleagues, spending twice the amount of time in the contracting cycle than you need to? Join Ariba's Vice President of sales and alliances, Paul Melchiorre, to learn exciting new tips on how to optimize your prospecting, messaging, and sales-contract management efforts. You will learn best practices for differentiating your business, demonstrating responsiveness, and showcasing your collaborative capabilities for accelerated revenue generation. Paul will also share the results of a definitive, sales-contracting study, conducted by Selling Power, IACCM, and Ariba, discussing the impact of the failings of today's sales-contracting processes and how they can be improved.

Speaker: Paul Melchiorre, VP Sales & Alliances, Ariba Inc.
2:15–3:00 pmSales 2.0: Successes, Failures and Lessons Learned
While sales 2.0 and CRM technologies have the potential to help an organization make great advances in operational efficiency and reduce cost, the implementation of new processes always creates some additional unforeseen challenges. Panelists will share their experiences in evaluating, purchasing and implementing sales 2.0 into their organizations. You'll save time and money by learning from their successes and failures.

Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power
Panelists: Jennifer Rakiey, Sr. Business Operations Specialist, Mercury Computer Systems
Eitan Saban, Director of Client Success, EchoSign
Cliff Pollan, Cofounder & CEO, VisibleGains
3:00–3:20 pmBreak
3:20–4:05 pmBREAKOUT A
Accelerate Revenue with Smarter Prospect Data Management
How intelligent is your customer data? If your're like most enterprises, your sales reps spend 20% of their time chasing dead-end leads. B2B data changes by the minute and the industry is challenged to keep up. How can you keep dirty data from plaguing your CRMs and lists? Find out how marketers are putting vendors to the test before they purchase lists, and how a robust data management strategy can result in "smarter" prospect data that fuels revenue growth.

Speakers: Alison Shaffer, Group Manager, Marketing Operations & Analytics, Cisco WebEx
Brett Wallace, Vice President of Sales, ZoomInfo

BREAKOUT B
Accelerate Sales and Streamline Your Processes with Smarter Sales Metrics
In sales, time is money. Accuracy is also money. Smart sales leaders know that you can't change what you don't measure. If you reduce the time in your sales cycles and improve the accuracy of your quotes, proposals, and order data through measurements and metrics, then you can help your sales team succeed and improve your bottom line. Today's sales leaders have access to solutions that track every stage of the sales cycle (starting with inbound marketing) and metrics to evaluate sales rep performance. This instant data leads to faster decisions on how to ensure the team stays on track to meet quota. The panelists in this session will share which metrics they use, how to use data to make more informed decisions, which tools they use to accelerate sales cycles, why sales needs to understand marketing metrics, and how sales and marketing can work more collaboratively through shared metrics.

Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power
Panelists: Brian Frank, Head of Global Sales Operations, LinkedIn
Tyler Sloat, CFO, Zuora
Kamlesh Gandhi, Director of Global Deal Operations, Brocade
4:15–5:00 pm BREAKOUT A
Trust, Triggers & Technology: 3 Critical Needs for Sales 2.0 Success
In this breakout, we'll explore the critical nature of relationships and network building and how your relationships can allow you to capitalize on time-sensitive trigger events. We'll explore different solutions and technologies that enable better selling practices, allowing salespeople to connect with the right person at the right time with the right message.

Moderator: James Cabral, VP Sales, OneSource
Panelists: Craig Elias, Chief Catalyst, Trigger Event Selling
Rob Begg, Director of Product Marketing, Radian6

BREAKOUT B
Peer-Powered Sales and Marketing: How Collaborating with Customers Can Revolutionize Your Sales and Marketing Efforts
More than 60% of business and technology professionals cite their peers as their preferred source of information when it comes to making considered purchases. If that's the case, why don't more vendors make existing customers integral parts of their sales and marketing efforts? In this discussion, Rosenberg will discuss the irreversible trend of peer-powered decision making and how sales and marketing organizations can leverage customers to help with a variety of activities, such as market planning, content marketing, campaigns, and sales execution.

Speaker: Craig Rosenberg, Leader, Focus Expert Network, Focus.com
5:00–6:30 pmCocktail Reception
TIME SESSION TITLE
7:30–8:30 amRegistration, Breakfast and Networking
8:30–9:15 amPutting the Fan on the Field: A New Approach to Winning Over Your Customers
Over the past several decades, athletic franchises have successfully transformed spectator sports into mega-experiences that put the fan at the center of the action. In doing so, they've grown their audience base and discovered new and extremely lucrative sources of revenue. Now savvy companies are taking a page out of the play book of America's most successful sports teams. Their effort to put the "fan on the field" represents a new and more sophisticated approach to customer interaction. And the results speak for themselves: heightened levels of customer loyalty, a stronger presence across social networks, faster growth, and an ability to capitalize on progressively larger opportunities. Join Justin Shriber, Oracle CRM Vice President, as he rolls footage of today's winning companies and provides color commentary on the teams they are building and the plays they are running to take their game to the next level.

Speaker: Justin Shriber, Regional Vice President, CRM On Demand, Oracle
9:15–10:00 amThe Power of Virtual Selling: The Art of Presenting Online
Online meetings have become an integral piece of most sales and marketing processes. From the one-on-one demo with a client to a Webinar attended by a few hundred of your closest prospects, the \"digital sale\" is something every sales and marketing leader needs to address with the team. The key challenge is how to keep audience members engaged and interested. Tom Drews is an expert in digital interactions and has presented for companies including Google, Symantec, Wikipedia, CLIF Bar, and Cisco. In his entertaining and informative presentation, Tom will discuss ways you can gain measurable and impressive growth in your team's ability to present effectively and confidently in the virtual environment using WebEx, GoToMeeting, or any comparable tool. You will learn THE number one, most important strategy for presenting online; the five biggest mistakes people make; and 10 of the best practices for engaging your audience when selling and presenting with Webinars and virtual meetings.

Speaker: Tom Drews, CEO, What Works! Communications
10:00–10:25 amBreak
10:25–11:10 amCloud 2.0 & the Future of CRM in the New Mobile, Social & Open World
Customers today are spending an increasing amount of time on mobile devices and social networks. Which means they're learning about your products and services in new ways and through new channels. Is your company engaged in these conversations? Are your employees using the latest mobile and social tools to respond at the speed of your customers? Hear from Alex Dayon, Salesforce.com EVP of CRM Products, how the latest Cloud 2 mobile and social technologies are delivering to businesses the same tools your customers are using in their personal lives, and how it's resulting in new customer growth and higher customer loyalty.

Speaker: Alex Dayon, Executive Vice President of CRM, Salesforce.com
11:10–11:45 amSales 2.0 Industry Panel: Facebook, LinkedIn & Twitter Insights from the Field
2011 is all about social-media execution and achieving measurable results. Learn how real companies are winning on Facebook, Twitter, and LinkedIn, including the latest opportunities, challenges, and best practices from B2C that B2B companies can apply. Hear from leaders representing a cross section of industries.

Moderator: Clara Shih, Bestselling author, The Facebook Era & CEO, Hearsay Corporation
Panelists:Tony Mitchell, VP, Sales, Hearsay Corporation
Christian Sutherland-Wong, Product Manager, LinkedIn Premium Subscriptions, LinkedIn
11:45 am–12:25 pmSales Management 2.0 Best Practices
One of the sales manager's roles is to keep a sales operation simple and effective. In the daily preoccupation with driving up sales, simplicity erodes, sales processes become obsolete, the old KPI's become meaningless and the amount of dirty data keeps swelling while salespeople slip back to unproductive behaviors. The seasoned sales experts on this panel will share their best practices for designing, refining and maintaining a highly effective sales operation.

Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power
Panelists: Brent Holloway, Regional Sales Director, Verint Systems, Inc.
Alison Shaffer, Group Manager, Marketing Operations & Analytics, Cisco WebEx
Barry Trailer, Cofounder, CSO Insights
12:25–1:30 pmLunch
1:30–2:15 pmBREAKOUT A
Sales 2.0 Practices & Technologies Used by Top-Performing Inside Sales Groups
Inside sales organizations often lead their company transformation from Sales 1.0 to Sales 2.0 because they are by nature process and metrics-driven. Because they rely solely on the phone and technology to engage with customers, their investments and success with Sales 2.0 are much more critical. Anneke Seley and a panel of senior inside sales executives will discuss the following:
  • the top 3 Sales 2.0 practices and technologies that have increased performance and results
  • approaches that haven't worked and challenges faced in implementing Sales 2.0
  • advice for the audience on how to get started
Moderator: Anneke Seley, Founder & CEO, Phone Works, Coauthor, Sales 2.0
Panelists: Jennifer L. Brandenburg, Vice President Corporate Sales, Good Technology
Brent Holloway, Regional Sales Director, Verint Systems Inc.
Matt Benelli, Group Vice President - Sales, OracleDirect

BREAKOUT B
How Marketing Automation Accelerates Sales
Marketing automation is one of the fastest-growing and most talked about software applications among marketers today. But what does marketing automation mean for sales? We've brought together top experts who are both proficient in marketing automation and at helping organizations drive revenue through process. This interactive conversation will cover why sales should care about marketing automation, the questions sales should be asking about the technology and process, and some real-world corporate examples of successes and failures.

Moderator: Craig Rosenberg, Leader, Focus Expert Network, Focus.com
Panelists: Carlos Hidalgo, CEO, The Annuitas Group
Steve Gershik, CEO, 28Marketing
Adam B. Needles, Vice President, Demand Generation Strategy, Left Brain Demand Generation Agency
2:15–2:35 pmBreak
2:35–3:10 pmCase Study: The Essentials of Sales Transformation
As a leader, how do you come up with the best strategy for keeping pace with evolving customer demands and rapid economic shifts? As VP of Business Sales of Bell Mobility, Inc., Michael Weening has developed proven ways to assess the revenue engines of a business and appraise and enhance existing capabilities within the sales organization. Weening has successfully completed company-wide sales transformation projects in high-growth companies. As a result, his sales teams have been able to adopt change successfully, deliver consistently on revenue goals, and fulfill the expectations of customers.

Speaker: Michael Weening, Vice President, Business Wireless, Radio & Paging, Bell Mobility Inc.
3:10–4:00 pmThe Social VP
It's often difficult for executives to navigate the social-media space on a personal level. How can you use Facebook and Twitter to convey who you are to a general public that includes not just your friends and family, but also your colleagues, employees, and customers? Get advice about how to express yourself online, both personally and professionally, from former Kodak CMO Jeff Hayzlett, who is widely recognized in the business world for his engaging and prolific use of social-media platforms like Twitter, as well as for his media and marketing savvy. Best-selling author Jeff Hayzlett will address such key points as how to draw the line between the formal and the informal and what topics make for the best tweets and status updates.

Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power
Speaker: Jeff Hayzlett, Best-Selling Author of The Mirror Test, Celebrity CMO, Cowboy
4:00–4:15 pmLeadership That Leads to Profits
Speaker: Gerhard Gschwandtner, Founder & CEO, Selling Power
4:15–5:30 pm
Book Signing & Country-Western Cocktails with Jeff Hayzlett, Best-Selling Author of The Mirror Test
Join us for Jeff Hayzlett's favorite cowboy cocktail and all-American appetizers. Jeff will be signing copies of his book, The Mirror Test. Fifty lucky attendees will get a free copy of Jeff's best-selling book, The Mirror Test.
MirrorTest-BookImage
4:30–7:00 pmSocial Selling University
Join us for this complimentary workshop where you'll learn about the benefits and the best practices of using social networking sites – LinkedIn, Twitter, Facebook, and blogs – to increase your sales team's performance. We'll conclude with an hour-long cocktail reception and a great raffle! Register Now!

Location: Muir Suite