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Resource Library For The Sales 2.0 Conference

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OVERVIEW

MONDAY, OCTOBER 17

TUESDAY, OCTOBER 18

TIME Monday – October 17, 2011
7:00–8:40 am Breakfast and Networking
8:40–9:10 am Opening Keynote – The Challenge of Sales and Marketing Alignment
Speaker: Gerhard Gschwandtner, Founder & CEO, Selling Power
9:10–9:40 am Building and Profiting from Sales & Marketing Alignment
Speaker: David Satterwhite, Vice President of Sales, Americas, Good Technology
9:40–10:20 am How Social Learning Translates into Sales Success
Speaker: Jeff Carr, President, Global Field Operations, Saba
10:20–10:50 am BREAK – Exhibit Hall Open
10:50–11:20 am 3 Reasons the Traditional Sales Organization Is Broken (And How to Fix It)
Speaker: Justin Shriber, Regional Vice President, CRM On Demand, Oracle
11:20 am–12:15 pm Metrics That Matter: How to Monitor Activities and Improve Results
Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power
Panelists: Joe Belano, Senior Manager, Salesforce Effectiveness, Gilead Sciences
Bart Fanelli, Senior Director, Worldwide Field Operations, Splunk
Brian Jones, Director, Commercial Function Effectiveness, Dow Corning Corporation
Scott Jones, Director, Sales & Marketing, Ariba
Dustin Markowski, Director of Sales, ShareVault
12:15–1:15 pm Lunch – Exhibit Open
1:25–2:00 pm Breakout Sessions

A – Sales 2.0 and the Window of Opportunity
Speaker: James Cabral, Vice President of Sales, OneSource

B – Your Emails to Prospects, Your Company's Reputation, and Your Campaign's Success
Speakers: Alison Shaffer, Group Manager, Marketing Operations & Analytics, Cisco WebEx
Don Wynns, Director of Business Development, ZoomInfo

C – Sales Metrics: A New Perspective
Speaker: Jason Jordan, Partner, Vantage Point Performance
2:05–2:50 pm Breakout Sessions

A – The Evolution of Field Enablement at Splunk
Speaker: Bart Fanelli, Senior Director, Worldwide Field Operations, Splunk

B – The Art and Science of Accelerating Sales
Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power
Panelists: Jack Alan, Principal, Office Comforts
Greg Brown, Chief Revenue Officer, Extole
Brian Frank, Head of Global Sales Operations, LinkedIn
Jennifer Troutman, Sr. Director, Global Field Readiness, VMware

C – How to Achieve Predictable, Scalable Revenue Growth
Speaker: Mark Roberge, Vice President, Sales, HubSpot
2:50–3:25 pm BREAK – Exhibit Hall Open
3:30–4:05 pm Blurring the Lines with Social Selling
Speaker: Greg Tavalsky, Vice President, Sales, IBM Inside Sales
4:05–5:00 pm Secrets to Driving Improved Sales Performance through Compensation
Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power
Panelists: Tom Kahl, President, GlobalEnglish
Jim Larsen, Sales Operations Manager, Taleo Corporation
Sean Mulvihill, Director of Sales and Marketing Operations, Clairmail
5:00–6:30 pm Cocktail Reception & Networking – Exhibit Hall Open
TIME Tuesday – October 18, 2011
7:15–8:45 am Breakfast and Networking
7:45–8:30 am Sales & Marketing Alignment Breakfast RoundtableRSVP Now.
8:45–9:25 am Do Salespeople Dream of Electric Sheep? Creating & Replicating Excellent Salespeople
Speaker: Leslie Stretch, President & CEO, Callidus Software
9:25–10:00 am Analytics in Action: How Predictive Sales Intelligence Accelerates B2B Sales Growth
Speakers: Andrew Somosi, SVP, Marketing and Business Development, Lattice Engines
Kevin Walker, Marketing Director, Dell Inc.
10:00–10:45 am Sales & Marketing 2.0: How to Use Technology Strategically
Moderator: Aaron Kahlow, CEO, Online Marketing Connect
Panelists: Jim Jhanda, Managing Partner, Vaco Technology
Robert Leach, Chief Information Officer, AAA Western and Central New York
Lars Nilsson, Vice President, Field Operations, ArcSight
Alison Shaffer, Group Manager, Marketing Operations & Analytics, Cisco WebEx
10:45–11:20 am BREAK – Exhibit Hall Open
11:25 am–12:10 pm Breakout Sessions

A – Building Brand Loyalists: Lessons in Customer Intimacy Using CRM
Moderator: Jason Rushforth, President, Front Office, CDC Software
Panelists: Tom Dobbe, Vice President, Farm Credit Services of America
Robert Leach, Chief Information Officer, AAA Western and Central New York

B – Face to Face in a Sales 2.0 World
Speaker: Todd McCormick, Vice President, Sales, PGi

C – Getting Your Customers to Do Something Different
Speaker: Tim Riesterer, Chief Marketing Officer & Senior Vice President of Products and Consulting, Corporate Visions
12:10–1:10 pm Lunch
1:15–2:00 pm Breakout Sessions

A – The Sales Future
Speaker: Tom Scontras, Vice President, Sales & Marketing, Glance Networks

B – Sales & Marketing: How to Create an Integrated Lead Generation Strategy
Moderator: Matt Heinz, President, Heinz Marketing Inc.
Panelists: Ryan Vong, Director, Online & Marketing Automation, Nimsoft
Ed Youngblood, Director of Multimedia and Video Strategy, Alcatel Lucent

C – Selling Is Social and the Customer Controls the Conversation. Are You Ready?
Speaker: Barbara Giamanco, CEO, Talent Builders Inc.
2:00–2:25 pm BREAK – Exhibit Hall Open
2:30–3:20 pm Breakout Sessions

A – Keystroke or Handshake?
Merging 2.0 Technology to Create a 10.0 Customer Experience

Speaker: Jeff Seeley, CEO, Carew International
Panelists: Penny Hartwell, SVP, Admissions and Career Services, Kaplan Higher Education Campuses
Brian Jones, Director, Commercial Function Effectiveness, Dow Corning Corporation
David Misiak, Vice President, Sales, Patterson Dental

B – Prospecting 2.0
Speaker: Michael Scher, Chief Demand Creation Architect, FRONTLINE Selling
Panelists: Andy Boyd, VP Emerging Market Sales, Agility Recovery Solutions
Scott Jones, Director, Sales & Marketing, Ariba

C – Use the Right Sales Compensation Plan to Drive Exceptional Results
Speaker: David Cichelli, Sr. Vice President, The Alexander Group Inc.
3:30–4:20 pm Breakout Sessions

A – Sales Process in a Buyer 2.0 World
Speaker: Keith Eades, Founder & Chief Executive Officer, Sales Performance International

B – New Customer Acquisition – Sales + Marketing
Moderator: Matt Heinz, President, Heinz Marketing Inc.
Panelists: Barbara Giamanco, CEO, Talent Builders Inc.
Robert Pease, Founder & CEO, Nearstream
Mark Roberge, Vice President, Sales, HubSpot

C – Prospecting 2.0 (continued)
Speaker: Michael Scher, Chief Demand Creation Architect, FRONTLINE Selling
Panelists: Andy Boyd, VP Emerging Market Sales, Agility Recovery Solutions
Scott Jones, Director, Sales & Marketing, Ariba
4:30–5:00 pm Sales Excellence in a Competitive Market: How HP Creates and Maintains Enduring Customer Relationships
Speaker: Brian Cohen, VP, Enterprise Sales Strategy & Global Accounts, Hewlett-Packard Company
5:00–5:30 pm The Buying Cycle: How Sales and Marketing Can Adapt to New Buying Behaviors
Speaker: John Golden, President and CEO, Huthwaite
5:30–6:00 pm Bruce Lee and the Art of Selling
Speaker: Jacob Morgan, Principal and Co-founder, Chess Media Group
6:00–7:30 pm Closing Reception & Wine Tasting
TIME SESSION TITLE
7:00–8:40 am Breakfast and Networking
8:40–9:10 am The Challenge of Sales and Marketing Alignment
If marketing is from Mars, then sales is here on Earth. Marketing creates a culture of measurement, while the sales culture is based on results. Marketing is about opening minds. Sales is about closing deals. We all know how different these vital functions are, but what we need to know more about is how to bridge our differences. In his keynote, Gerhard Gschwandtner will share how to use new ideas and solutions in fundamentally different ways that will result in significant changes. Learn how Sales & Marketing will finally align to improve your bottom line.
Speaker: Gerhard Gschwandtner, Founder & CEO, Selling Power
9:10–9:40 am Building and Profiting from Sales & Marketing Alignment
Put simply, marketing exists to drive demand, which sales needs to sell product. Then why is the relationship between sales and marketing so often broken? Why does sales so often not see marketing as a strategic and valued partner – and vice versa? In this keynote, Satterwhite will discuss the key barriers that often result in the lack of synergy between these two departments. He'll share ways you can align goals, objectives, and measurements to improve collaboration and drive higher revenues. You'll also learn how to organize your teams, clearly align team objectives, and maintain alignment through periods of growth.
Speaker: David Satterwhite, Vice President of Sales, Americas, Good Technology
9:40–10:20 am How Social Learning Translates into Sales Success
Social learning is all about freely sharing ideas and collaborating across the organization while enhancing formal learning initiatives. Research shows that salespeople spend more than 40 hours a month searching for the information they need to sell. While formal learning depends on the expertise of a few, social learning harnesses the expertise of many for the benefit of all, 24/7, locally and globally. Jeff Carr, President of Global Field Operations at Saba, shares how successful companies have implemented social learning strategies within their sales organizations and achieved spectacular results, such as more sales reps making quota, increased win rates of forecasted deals, and the reduction of sales rep turnover by as much as one-third.
Speaker: Jeff Carr, President, Global Field Operations, Saba
10:20–10:50 am BREAK – Exhibit Hall Open
10:50–11:20 am 3 Reasons the Traditional Sales Organization is Broken (And How to Fix It)
A study by Thomson Reuters revealed that, historically, 81 percent of S&P 500 companies have missed their earnings guidance. While a weak economy and an environment of heightened competition have contributed to this poor performance, there is strong evidence that the biggest challenge to predictable and profitable growth comes from within. Sales practices that have been accepted and even celebrated by sales organizations for many years are, in fact, causing businesses to fall short of expectations. Join Justin Shriber, Vice President of Sales for Oracle CRM, as he discusses what Oracle has learned about where many of today's sales organizations are going wrong and what they need to do to get things right.
Speaker: Justin Shriber, Regional Vice President, CRM On Demand, Oracle
11:20 am–12:15 pm Metrics That Matter: How to Monitor Activities and Improve Results
As the adage goes, you can't manage what you don't measure. And what you don't manage and measure, you certainly can't improve. Whether it's the number of calls made by sales, results from an email marketing campaign, conversions of leads to opportunities, the online behavior of a prospect, or the quality of a customer interaction, there's an overabundance of data points to evaluate. Members of this panel will share the key metrics they monitor, how frequently, and how those numbers influence decisions and actions that lead to improved performance.
Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power
Panelists: Joe Belano, Senior Manager, Salesforce Effectiveness, Gilead Sciences
Bart Fanelli, Senior Director, Worldwide Field Operations, Splunk
Brian Jones, Director, Commercial Function Effectiveness, Dow Corning Corporation
Scott Jones, Director, Sales & Marketing, Ariba
Dustin Markowski, Director of Sales, ShareVault
12:15–1:15 pm Lunch – Exhibit Open
1:25–2:00 pm Breakout Sessions

A – Sales 2.0 and the Window of Opportunity
Attend this session and learn key strategies to identify exactly the right time to connect with prospects. We will also explore tactics and strategies for organizational collaboration to maximize close rates.
Speaker: James Cabral, Vice President of Sales, OneSource

B – Your Emails to Prospects, Your Company's Reputation, and Your Campaign's Success
It's surprisingly easy to damage your company's email reputation. Sending messages to invalid addresses can get your company blacklisted as a "spammer", make it harder for your carefully crafted messages to make it to in-boxes. And it can happen easily, whether you send to contact lists you create yourself or prospect lists you buy from data vendors. Using case studies, this session will help you understand the role that data quality plays in prospecting and protecting your reputation. You'll leave with a list of important steps to take to help you validate your entire prospect database and get your messages to prospects.
Speakers: Alison Shaffer, Group Manager, Marketing Operations & Analytics, Cisco WebEx
Don Wynns, Director of Business Development, ZoomInfo

C – Sales Metrics: A New Perspective
Your organization very likely has invested in a CRM solution with which you can create endless reports with an overwhelming amount of data. But how is that data used in the field? Does it make your managers more effective or your sellers more productive? Recent research shows that even companies with sophisticated reporting capabilities struggle to use data proactively and constructively. In this session, Jason Jordan, author of Cracking the Sales Management Code, will reveal a new measurement framework discovered in his groundbreaking study of the metrics that are being used to manage today's sales forces. Learn the three levels of sales metrics that you need to be tracking, the management value of each, and how to focus your sales force on the few numbers that truly drive sales performance.
Speaker: Jason Jordan, Partner, Vantage Point Performance
2:05–2:50 pm Breakout Sessions

A – The Evolution of Field Enablement at Splunk
If we're good, we grow. Splunk is great. And it's growing by leaps and bounds. Last year alone, the size of Splunk's field organization and channel partner ecosystem doubled – and it's on pace to exceed this growth by the end of the year. But with growth comes growing pains, and Splunk realized the need to identify and implement methodologies and repeatable processes for on-boarding new reps, managing sales execution, and improving solution and technical enablement. Join Bart Fanelli, Director of Worldwide Field Enablement for Splunk, as he discusses how Splunk designed and implemented a growth-ready sales enablement strategy that supports a worldwide, integrated, and channel-friendly sales force. You'll learn how Splunk uses Sales 2.0 applications, like Sales Playbooks, to ramp up new reps quickly and equip them with the right content, tools, and coaching needed to work their opportunities at each stage of the sales cycle – and win more often.
Speaker: Bart Fanelli, Senior Director, Worldwide Field Operations, Splunk

B – The Art and Science of Accelerating Sales
To win in business, sales needs to reach prospects before the competition, move opportunities faster through the pipeline, and get contracts finalized faster. What sets winning sales organizations apart is that their teams move more swiftly than the competition's. Accelerating sales is not the result of just better processes and technology, but also of a well-thought-out strategy for sales acceleration. These experts will share how they increased the speed of their sales operations. You'll learn their techniques, including how to connect and engage with prospects instantly, accelerate the pipeline, and close more business faster. The panel members will discuss which tools they use to accelerate sales, marketing, and customer service.
Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power
Panelists: Jack Alan, Principal, Office Comforts
Greg Brown, Chief Revenue Officer, Extole
Brian Frank, Head of Global Sales Operations, LinkedIn
Jennifer Troutman, Sr. Director, Global Field Readiness, VMware

C – How to Achieve Predictable, Scalable Revenue Growth
Achieving predictable, scalable revenue growth requires a well-designed strategy that ensures each rep knows what sales process to follow in order to reach his or her goal. In this session, Mark Roberge will explain four strategies he leverages at HubSpot to achieve predictable, scalable revenue growth. You'll benefit from a better understanding of how to
  • hire the same type of salesperson who will be successful in your organization
  • train all salespeople in the same way
  • provide each rep with the same quantity and quality of leads
  • organize sales and marketing so each rep works the leads using the same process
Speaker: Mark Roberge, Vice President, Sales, HubSpot
2:50–3:25 pm BREAK – Exhibit Hall Open
3:30–4:05 pm Blurring the Lines with Social Selling
Two billion people and one trillion objects are connected through the Web today. Executing your sales and marketing operations in today's interconnected, intelligent, and transforming world gives you new opportunities to expand your business's footprint, capture hidden markets, and connect with your clients. Throwing away the old, sequential ways of sales and marketing for an integrated approach between your company and clients unlocks great potential for ROI. In this session, Greg will explain how to refocus on using science to create the art of marketing that is truly combined with sales. And you will see why the debates about marketing versus sales and art versus science quickly become obsolete. The result is a well-oiled sales and marketing machine by which the handoff between each is so seamless, your customers don't ever notice.
Speaker: Greg Tavalsky, Vice President, Sales, IBM Inside Sales
4:05–5:00 pm Secrets to Driving Improved Sales Performance through Compensation
Learn how this panel of expert practitioners leverages sales compensation programs as a competitive tool to drive superior results for their companies. This session will provide insight on what works and what to avoid when automating sales compensation. This session will help you understand how to align individual and corporate objectives, reduce payment errors, make strategic management decisions to improve bottom-line results, and help good reps turn into great reps. Moderated by Sales 2.0 Conference host Gerhard Gschwandtner, this session will deliver actionable insights that will lead to improved sales performance.
Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power
Panelists: Tom Kahl, President, GlobalEnglish
Jim Larsen, Sales Operations Manager, Taleo Corporation
Sean Mulvihill, Director of Sales and Marketing Operations, Clairmail
5:00–6:30 pm Cocktail Reception & Networking – Exhibit Hall Open
TIME SESSION TITLE
7:15–8:45 am Breakfast and Networking
7:45–8:30 am Sales & Marketing Alignment Breakfast Roundtable
Join conference host Gerhard Gschwandtner and Mark Roberge, VP of Sales at HubSpot for a Roundtable Discussion about sales and marketing alignment. Find out how HubSpot and other leading companies leverage inbound marketing, quickly qualify sales leads, and covert deals from opportunity to close, faster. SPACE IS LIMITED, RSVP Now.
8:45–9:25 am Do Salespeople Dream of Electric Sheep? Creating & Replicating Excellent Salespeople
Do the best salespeople march to a different beat? Can we test for predictable sales performance before we hire? What are some of the characteristics of high-performing salespeople? Building an excellent sales team remains one of the biggest challenges for sales leaders. This keynote address by Leslie Stretch, President & CEO of Callidus Software, will outline the unique DNA of an excellent sales team and how to build one in a Sales 2.0 world. Stretch will also discuss how to make the most of the current sales performance management processes, tools, and solutions that today's top sales leaders are using to maintain a competitive edge.
Speaker: Leslie Stretch, President & CEO, Callidus Software
9:25–10:00 am Analytics in Action: How Predictive Sales Intelligence Accelerates B2B Sales Growth
Sales reps are overwhelmed by a deluge of internal, external, and social data about their customers and prospects. But how do you transform enormous amounts of data into intuitive, simple, ongoing, account-specific recommendations for when and how to engage with each account? Armed with sales intelligence software, reps can "predict" which of their accounts are most likely to purchase and what messaging will increase the odds of closing the deal. Learn how Fortune 5000 companies are harnessing the power of data and predictive analytics to achieve double-digit gains in sales productivity.
Speakers: Andrew Somosi, SVP, Marketing and Business Development, Lattice Engines
Kevin Walker, Marketing Director, Dell Inc.
10:00–10:45 am Sales & Marketing 2.0: How to Use Technology Strategically
Most Sales 2.0 or CRM solutions, with good reason, promise to deliver ROI, accelerate results, improve efficiency, and reduce the cost of sales. But how do you know if those tools will work and resolve the challenges your team faces? How do you know if those solutions will scale for future growth? Hear from panel members about their decisions to implement Sales 2.0 solutions. Learn which questions to ask so that you can make wise investments for your company. You'll also benefit from understanding how to successfully align technology with processes for the best result.
Moderator: Aaron Kahlow, CEO, Online Marketing Connect
Panelists: Jim Jhanda, Managing Partner, Vaco Technology
Robert Leach, Chief Information Officer, AAA Western and Central New York
Lars Nilsson, Vice President, Field Operations, ArcSight
Alison Shaffer, Group Manager, Marketing Operations & Analytics, Cisco WebEx
10:45–11:20 am BREAK – Exhibit Hall Open
11:25 am–12:10 pm Breakout Sessions

A – Building Brand Loyalists: Lessons in Customer Intimacy Using CRM
Join these three CRM experts and discover how they have achieved enviable customer relationships that are not only enduring but increasingly profitable. Learn about the "reverse pipeline" and how it can help you gain a significant competitive advantage in any market.
Moderator: Jason Rushforth, President, Front Office, CDC Software
Panelists: Tom Dobbe, Vice President, Farm Credit Services of America
Robert Leach, Chief Information Officer, AAA Western and Central New York

B – Face to Face in a Sales 2.0 World
Over the past several years, companies have hunkered down to survive the recession, reducing costs and making strategic investments in operational efficiencies. Though these technologies were intended to free up people's time, they have accomplished this objective at the expense of relationships – the real fuel in any business engine. Fortunately, today's savvy enterprise has the unprecedented opportunity to skyrocket its profitability by empowering Sales and Marketing with tools aligned to their aggressive revenue goals. In this breakout session, PGi VP of Sales Todd McCormick will discuss what can happen to your numbers when you use technology that puts the human back into the business equation.
Speaker: Todd McCormick, Vice President, Sales, PGi

C – Getting Your Customers to Do Something Different
Today, the status quo – not your arch-rival – is your number-one competitor. If you want to grow your business, you need to develop a prospect's buying visions before they may be ready to buy. And you need to turn more opportunities from "no decision" into decisions that favor you. Tim Riesterer, coauthor of the Conversations that Win the Complex Sale (McGraw Hill 2011), will reveal secrets that transform sales conversations into compelling stories that create more opportunities, differentiate from competitive alternatives, and win more deals. In this presentation, you'll learn how to
  • loosen the status quo with your "Distinct Point of View"
  • create urgency and communicate value that customers care about
  • spike customer attention and create differentiated "wow" in your conversations
Speaker: Tim Riesterer, Chief Marketing Officer & Senior Vice President of Products and Consulting, Corporate Visions
12:10–1:10 pm Lunch
1:15–2:00 pm Breakout Sessions

A – The Sales Future
The sales world is changing, and as sales professionals, we must change, too. Long-time innovator and sales and marketing leader Tom Scontras will share his perspective on what the sales professional of the future will look like and the required skill set needed to thrive.
Speaker: Tom Scontras, Vice President, Sales & Marketing, Glance Networks

B – Sales & Marketing: How to Create an Integrated Lead Generation Strategy
In this session, you'll learn key tactics to help create and sustain an integrated sales and marketing lead generation strategy. This panel will share insights on how to
  • generate more qualified leads
  • enhance leads with accurate information and key prospect intelligence
  • align marketing campaigns with sales efforts
  • quantify and measure results
  • improve the quality of prospect data
  • create a strategic plan that satisfies the needs of sales and marketing
Moderator: Matt Heinz, President, Heinz Marketing Inc.
Panelists: Ryan Vong, Director, Online & Marketing Automation, Nimsoft
Ed Youngblood, Director of Multimedia and Video Strategy, Alcatel Lucent

C – Selling Is Social and the Customer Controls the Conversation. Are You Ready?
Social media has brought with it a profound shift in communication that favors trusted relationships and vendor transparency over transactional selling approaches. In today's social-selling world, customers own the conversation and start the sales process without a salesperson. Today's decision makers want salespeople to understand their business, provide honest information about capabilities, and be accountable for the results promised. If salespeople merely pitch or push what they have to sell, they lose. During this session, capitalize on practical how-to tactics that will help your team engage with buyers in a social world. You will learn
  • what decision makers want salespeople to know – how to become a trusted advisor;
  • how to leverage top social sales tools, like LinkedIn, Twitter, blogging, Facebook and more;
  • how to use social media for lead generation, presales call research, and planning;
  • how and when to approach and engage decision makers on their own turf
Speaker: Barbara Giamanco, CEO, Talent Builders Inc.
2:00–2:25 pm BREAK – Exhibit Hall Open
2:30–3:20 pm Breakout Sessions

A – Keystroke or Handshake?
Merging 2.0 Technology to Create a 10.0 Customer Experience

The 2.0 technology wave brings opportunity to enhance both efficiency and effectiveness in customer relationships. But like any high-powered tool, if the customer experience is not considered by sales professionals and leadership, its full potential is never realized – nor its limitations understood. Carew International CEO Jeff Seeley will lead this discussion with executive sales leaders regarding the role of personal interaction in today's dynamic sales process, how to merge human touch and tech touch into a differentiating strategy, and the long-term role of humans and technology in the customer experience. Panelists will share their own experiences in pursuing the perfect 10.0 customer experience.
Speaker: Jeff Seeley, CEO, Carew International
Panelists: Penny Hartwell, SVP, Admissions and Career Services, Kaplan Higher Education Campuses
Brian Jones, Director, Commercial Function Effectiveness, Dow Corning Corporation
David Misiak, Vice President, Sales, Patterson Dental

B – Prospecting 2.0
Prospecting for new opportunities in today's business climate is not only different from how it used to be, it's critical to sales success. Michael Scher, a noted industry leader in building sales pipelines and Chief Demand Creation Architect at FRONTLINE Selling, will lead this dynamic, hands-on session. In addition to learning how successful companies have increased their prospecting productivity by 200 to 400 percent, you will witness a real, LIVE prospecting demonstration from which you can take away proven, 21st-century techniques to quickly identify key decision makers, turn gatekeepers into tour guides, and effectively locate sales opportunities within organizations of any size or vertical market.
Speaker: Michael Scher, Chief Demand Creation Architect, FRONTLINE Selling
Panelists: Andy Boyd, VP Emerging Market Sales, Agility Recovery Solutions
Scott Jones, Director, Sales & Marketing, Ariba

C – Use the Right Sales Compensation Plan to Drive Exceptional Results
What makes a great sales compensation program? Why do many sales departments change their sales compensation plans on an annual basis? What is the best way to motivate sales personnel and reward the achievement of company sales objectives? Learn the answers to these and other questions during this session on effective sales compensation solutions. Your phase of growth will provide the right direction for selecting winning sales compensation plans. Avoid the annual tweaking and tinkering. Redesign your sales compensation plans to produce the right sales results and achieve – and exceed – company objectives.
Speaker: David Cichelli, Sr. Vice President, The Alexander Group Inc.
3:30–4:20 pm Breakout Sessions

A – Sales Process in a Buyer 2.0 World
The world of buying and selling is in a state of constant change. Instant access to information on the Web has changed the way buyers buy and how sellers must sell. Organizations must adapt and provide their sales channels with multiple sales models and sales processes to align with the new buyer behavior. A single sales process or a "one size fits all" approach no longer works in the 2.0 world. In this timely presentation, Keith Eades, Founder and CEO of Sales Performance International, will define the distinction between sales models, processes, and methodologies, as well as how they relate together to drive world-class sales execution. He will reveal how new buyer patterns impact various sales models and discuss real-world examples of winning sales processes in a buyer 2.0 world.
Speaker: Keith Eades, Founder & Chief Executive Officer, Sales Performance International

B – New Customer Acquisition – Sales + Marketing
This panel of industry leaders will help you understand how sales and marketing teams can work together to increase awareness, generate demand, uncover sales opportunities, and turn prospects into customers faster. They will discuss the latest trends in sales and marketing strategies that focus on new customer acquisition, including in-bound marketing, blogging, social media, lead qualification, lead nurturing, and effective hand-off tactics from marketing to sales. Whether your main scope is sales or marketing, this session will help focus your activities on one of the most vital element of your business, acquiring new customers.
Moderator: Matt Heinz, President, Heinz Marketing Inc.
Panelists: Barbara Giamanco, CEO, Talent Builders Inc.
Robert Pease, Founder & CEO, Nearstream
Mark Roberge, Vice President, Sales, HubSpot

C – Prospecting 2.0 (continued)
Join Michael Scher, a noted industry leader in building sales pipeline and Chief Demand Creation Architect at FRONTLINE Selling, for an informal Q & A about prospecting productivity in a 2.0 world.
Speaker: Michael Scher, Chief Demand Creation Architect, FRONTLINE Selling
Panelists: Andy Boyd, VP Emerging Market Sales, Agility Recovery Solutions
Scott Jones, Director, Sales & Marketing, Ariba
4:30–5:00 pm Sales Excellence in a Competitive Market: How HP Creates and Maintains Enduring Customer Relationships
Sales leaders today face a difficult environment. Customers are dealing with a changing business environment. Demands and competition are at an all-time high. To adapt, sales leaders need to help their teams act as a strategic business partner while maintaining excellence in customer service despite a tightening market. In this session, Brian Cohen, VP Enterprise Sales Strategy & Global Accounts at Hewlett-Packard, will share how his team creates and maintains strategic relationships with a global customer base. Cohen will explain how his team wins more business by working with customers to develop a business partnership plan that aligns with the customer's visions and goals. Through this approach, HP's team is able to foster enduring customer relationships that are nearly impenetrable to the competition. The lessons shared in this session will help you focus your team's efforts on delivering true value to the customer and establishing a non-penetrable customer base. Cohen will also discuss how sales enablement platforms help with collaboration that drives sales success.
Speaker: Brian Cohen, VP, Enterprise Sales Strategy & Global Accounts, Hewlett-Packard Company
5:00–5:30 pm The Buying Cycle: How Sales and Marketing Can Adapt to New Buying Behaviors
Companies rely on the collective efforts of sales and marketing to create demand, generate revenue and leverage a competitive advantage in the industry. Together, these teams comprise the organization's revenue engine, which is essential for ongoing success. However, the customer buying cycle is evolving, so organizations today have to re-think how sales and marketing teams interact with prospects and customers. Bridging this divide is now an organization's greatest opportunity for improved engagement with the buyer and increasing revenue. In this session, Golden will discuss the changes in today's buyer, and how sales and marketing can adapt their process to fit with the customer's new buying behaviors. He'll also explain how organizations can streamline efforts to create more direct focus on the buyer.
Speaker: John Golden, President and CEO, Huthwaite
5:30–6:00 pm Bruce Lee and the Art of Selling
Selling used to be about doing business with people you knew and had relationships with. Sales were made based on trust. But with the rise of the Internet and the popularity of social channels, sales professionals are faced with a challenge: how can they continue to build trust in a world that is now digital? In the movie Enter the Dragon Bruce Lee described his fighting style as "fighting without fighting." This session is going to explore what sales professionals can do to sell, build trust, and connect with people who believe what they believe, so that they can develop relationships with customers and "sell without selling."
Speaker: Jacob Morgan, Principal and Co-founder, Chess Media Group
6:00–7:30 pm Closing Reception & Wine Tasting