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AGENDA OVERVIEW

October 22, 2012

October 23, 2012

TIME October 22, 2012
7:15–8:45 am Registration & Networking Breakfast – Exhibits Open
8:45–9:20 am Opening Keynote
Speaker: Gerhard Gschwandtner, Founder & CEO, Selling Power
9:20–9:55 am Sales & Marketing: A Digitally Arranged Marriage
Speaker: Lareina Yee, Partner, McKinsey & Company
9:55–10:25 am Keynote – Performance Drivers: Trends and Solutions to Help Your Team Win
Speaker: Chuck Penfield, Vice President, CRM Cloud Applications, Oracle
10:25–10:55 am Keynote – Delivering a Buying Experience That Increases Revenue and Customer Loyalty
Speaker: Peter Stewart, Senior Vice President, Collaboration Technology Services & Partnerships, PGi
10:55–11:30 am Break – Exhibits Open
11:30 am–12:15 pm Breakout Sessions
A – Size Matters
Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power
Panelists: Rick Austinson, Director, Information Technology, Xirrus
Giles House, Vice President, Marketing Communications and Products, CallidusCloud
B – Challenge Your Company to Think Differently about Sales Enablement
Moderators: Jeremy Barnish, CMO/CTO, True Sales Results
Steve Crepeau, CEO, True Sales Results
Panelists: Michael Armistead, Vice President, Inside Sales & Sales Enablement, HP ESP
Jon Gettinger, Senior Vice President, Marketing, Aria Systems, Accept Software
Rob van Es, Vice President, Global Sales, Hearsay Social
Jim Yares, Executive Vice President, Field Operations, AlienVault
12:15–1:15 pm Lunch – Exhibits Open
1:15–2:00 pm Breakout Sessions
A – Transforming into a Dynamic B2B Sales Team
Speaker: Seth Patton, Senior Director, Marketing, Microsoft Dynamics CRM
B – Your Crystal Ball: What This Year's Sales Incentives Tell You about 2013
Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power
Panelists: Brooke Folkerth, Business Operations Manager, Zuora
Lars Nilsson, CEO, SalesSource
Franco Anzini, Director, Sales Operations, Xactly Corporation
2:10–2:55 pm Breakout Sessions
A – Using Social Proximity to Improve Sales Productivity
Speaker: Al Campa, Chief Executive Officer, Reachable
B – Sales, Marketing, and Customer Service: Alignment Strategies That Increase Revenue & Improve the Customer Experience
Speaker: Mark Roberge, Senior Vice President, Sales and Services, HubSpot
2:55–3:25 pm Break – Exhibits Open
3:25–3:55 pm Calling All Sales Leaders: How to Build and Maintain a Successful Sales Organization
Speaker: Mandy Cole, Senior Vice President, Sales, LivingSocial
3:55–4:25 pm Five Customer-Centric Habits to Drive Sales and Marketing Success
Speaker: Bob Thompson, CEO, CustomerThink
4:25–5:05 pm Putting the "and" Back in Sales and Marketing
Speaker: Patrick Sweeney, President, Caliper
5:05–5:10 pm Closing Remarks
Speaker: Gerhard Gschwandtner, Founder & CEO, Selling Power
5:15–6:45 pm Cocktail Reception
TIME October 23, 2012
7:30–8:45 am Registration & Networking Breakfast
8:45–9:15 am Keynote – How Big Data Gives Your Team a Competitive Advantage
Speaker: Chris Jones, Chief Sales Officer, PROS
9:15–9:55 am Sales 2.0 Requires Sales Management 2.0
Speaker: Jim Dickie, Managing Partner, CSO Insights
9:55–10:25 am Sales Coaching 2.0: How Using Scientific Data Leads to Better Sales Performance
Speaker: Nancy Martini, President & CEO, PI Worldwide
10:25–10:55 am Keynote – The Art and Science of Account Planning
Speaker: Donal Daly, CEO, The TAS Group
10:55–11:25 am Break – Exhibits Open
11:25 am–12:10 pm Breakout Sessions
A – How to Use High-Velocity Approaches to Scale a 21st Century Technology Company
Moderator: Stu Schmidt, Chief Revenue Officer, ConnectAndSell, Inc.
Panelist: Frank Swain, Senior Vice President, Worldwide Sales, AppDynamics
B – Sales & Marketing 2.0: Trends That Will Impact Your Success
Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power
Panelists: Jessica Kaltenbach, CLM & DocuSign System Administrator, McAfee
Doug Landis, Vice President, Sales Productivity, Box.com
David DiStefano, President & Chief Executive Officer, Richardson
12:10–1:10 pm Lunch – Exhibits Open
1:10–1:55 pm Breakout Sessions
A – It's What You Know about Who You Know: Five Steps to Turn Big Data into Revenue
Speaker: Todd McCormick, Senior Vice President, Sales, Silverpop
B – How Gamification Leads to Improved Sales Performance
Moderator: Mike Smalls, CEO & Founder, Hoopla
Panelists: Bill Binch, Senior Vice President, Sales, Marketo
Mike Krilich, Director, Sales Operations, New Relic Inc
Phil LaCorte, Sales Operations Manager, Informatica
1:55–2:25 pm Break – Exhibits Open
2:25–3:05 pm Customer Focus: The Key to Driving Revenue in Any Economy
Speaker: Victor Goodman, Senior Vice President, Sales & Marketing, Brinks Inc.
3:05–3:30 pm The Future of Customer Relationships: How to Prepare for Success
Speaker: Barton Goldenberg, Founder & President, ISM
3:30–4:00 pm Success Strategies to Align People, Process, and Technology for Improved Performance
Speaker: Kristen Hayer, Vice President, Sales & Support, VerticalResponse
4:00–4:40 pm Five Secrets to Success in the Modern Sales Organization
Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power
Panelists: Brett Wallace, Director, Sales, LinkedIn
Ryan Kubacki, President, Holden International
Matt Heinz, President, Heinz Marketing Inc.
Charissa Franklin, Vice President, Customer Success, Reality Works (formerly Phone Works)
4:40–4:45 pm Closing Remarks
Speaker: Gerhard Gschwandtner, Founder & CEO, Selling Power
4:45–5:45 pm Closing Reception – Exhibits Open
TIME October 22, 2012
7:15–8:45 am Registration & Networking Breakfast – Exhibits Open
8:45–9:20 am Opening Keynote
All companies, from small to enterprise, have learned that the good old days of selling are gone. The online and social revolution has officially put the power in your customers' (and competitors') hands. How well are you, as a sales leader, responding to change? Are you making strategic decisions to capitalize on trends in data, social, and Sales 2.0 – or are you sitting on the sidelines? In this opening keynote, learn how you can leverage a combination of people, process, and technology to empower yourself and your team to achieve predictable success, today and beyond.
Speaker: Gerhard Gschwandtner, Founder & CEO, Selling Power
9:20–9:55 am Sales & Marketing: A Digitally Arranged Marriage
The complexity of the customer purchase process in the digital age has made the traditional schism between marketing and sales worse than a hindrance; it's become a business hazard. Given their understanding of and contact with customers, marketing and sales teams are perfectly positioned to become a cohesive force for growth by combining insight to better understand customers; jointly harnessing big data and analytics to better source and administer leads; and building bridges through ride-alongs, cross training, and embedded roles. Those companies that can make the marriage work stand the best chance of powering growth.
Speaker: Lareina Yee, Partner, McKinsey & Company
9:55–10:25 am Keynote – Performance Drivers: Trends and Solutions to Help Your Team Win
To lead a successful sales organization, leaders must make improvements in three key areas: planning, prospecting, and productivity. Hear how new trends in sales planning are allowing teams to intelligently optimize their territory and incentive/compensation plans in order to see more consistent results, deliver more accurate forecasts, achieve quota, and drive more revenue. You'll also learn the latest tactics in leveraging technology and processes to quickly identify the best prospects, develop high-quality leads, and empower reps to close more wins.
Speaker: Chuck Penfield, Vice President, CRM Cloud Applications, Oracle
10:25–10:55 am Keynote – Delivering a Buying Experience That Increases Revenue and Customer Loyalty
Does your sales team deliver a rich customer experience at every connection with prospects and clients? It's very likely that either your reps or your customers (or both) are always on the go, which makes consistent communication challenging. And most customers expect the same experience every time they interact with your sales team. In this session, Peter Stewart will share simple ways to differentiate your sales team in today's highly competitive market. You'll learn how these tactics quickly turn prospects into lifelong customers and enthusiastic brand advocates. According to Frost & Sullivan, you'll walk away with tips to give your sales team a two- to five-year competitive advantage!
Speaker: Peter Stewart, Senior Vice President, Collaboration Technology Services & Partnerships, PGi
10:55–11:30 am Break – Exhibits Open
11:30 am–12:15 pm Breakout Sessions
A – Size Matters
When it comes to improving sales productivity, however, it doesn't. Companies of all sizes can improve results with the right technology. Xirrus now produces higher-value quotes in just seconds, eliminating a manual, time-consuming process. Hear from Xirrus's IT Director, Rick Austinson, and industry thought leaders on how to improve sales results.
Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power
Panelists: Rick Austinson, Director, Information Technology, Xirrus
Giles House, Vice President, Marketing Communications and Products, CallidusCloud
B – Challenge Your Company to Think Differently about Sales Enablement
It can take 9 to 12 months to fully ramp up a new enterprise sales rep. Attrition means you can lose a third of those reps every year. Shaving just a few weeks off of ramp-up time for new sales-team hires, compressing sales cycle times, or improving deal sizes and win rates through more effective selling could translate into millions in additional revenue. So how do you get the sales enablement right in support of this?
Attend this executive roundtable to learn how to get beyond the chatter about product slides, Web sites, and sales methodologies that achieve lukewarm results and don't address the core problem. Senior sales and marketing executives from some of the world's fastest-growing companies in open source, software security, social media, and PLM will share what made their sales enablement programs work and how they measured the results. You'll learn
  • why most sales enablement efforts fail or achieve lukewarm results,
  • how to attack the ampersand between sales and marketing,
  • the best-practices framework for execution and measuring results,
  • how to capture field sales tribal knowledge and best practices and leverage them with progressive techniques and tools,
  • effective sales-content development methods that communicate in a language salespeople understand.
Moderators: Jeremy Barnish, CMO/CTO, True Sales Results
Steve Crepeau, CEO, True Sales Results
Panelists: Michael Armistead, Vice President, Inside Sales & Sales Enablement, HP ESP
Jon Gettinger, Senior Vice President, Marketing, Aria Systems, Accept Software
Rob van Es, Vice President, Global Sales, Hearsay Social
Jim Yares, Executive Vice President, Field Operations, AlienVault
12:15–1:15 pm Lunch – Exhibits Open
1:15–2:00 pm Breakout Sessions
A – Transforming into a Dynamic B2B Sales Team
Business and customer relationships are changing faster than ever. With the explosion of new channels from the Web, social media, search, and digital marketing, customers are more empowered and competition is fierce. The best B2B sales organizations are modifying how they sell in order to outsmart and outpace their competition, win as a team, and close more deals faster. Today, marketing and sales teams need to be highly productive, prepared and insightful, collaborative and connected, quick and mobile. In this session, you will learn about the four characteristics of dynamic sales organizations that are making this transformation and how business applications such as Microsoft Dynamics CRM can help you become a dynamic sales and marketing team.
Speaker: Seth Patton, Senior Director, Marketing, Microsoft Dynamics CRM
B – Your Crystal Ball: What This Year's Sales Incentives Tell You about 2013
Learn how businesses use information about sales compensation (e.g., who was paid how much and on what), as well as data from CRM (e.g., what industries and types of companies closed most often) to plan for a successful year. With good information, you can create a sales incentive plan and introduce special incentives to drive profitable sales behavior. Find out how!
Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power
Panelists: Brooke Folkerth, Business Operations Manager, Zuora
Lars Nilsson, CEO, SalesSource
Franco Anzini, Director, Sales Operations, Xactly Corporation
2:10–2:55 pm Breakout Sessions
A – Using Social Proximity to Improve Sales Productivity
Relationships are key for effective selling, and most salespeople try to leverage their connections to get the inside track on deals. New technologies that let organizations leverage all of the relationships within their company, including employees, customers, and partners, have recently become available. This enables an approach by which sales opportunities and territories can be assigned based on the strength of personal relationships, or "social proximity" to accounts. In this session, you will be introduced to "social-proximity selling" and its benefits, and you will learn how it can change the way your organization sells and markets its offerings.
Speaker: Al Campa, Chief Executive Officer, Reachable
B – Sales, Marketing, and Customer Service: Alignment Strategies That Increase Revenue & Improve the Customer Experience
How well do you know your buyers' personas? Do your sales, marketing, and customer service teams align their processes with the way your customers buy and use your solutions? Most companies have experienced significant shifts in customers' buying patterns, but they have yet to adapt their effort at some point along the lead-to-close cycle to match their buyers' needs. Mark Roberge will share the reasoning behind HubSpot's decision to shift from a model in which sales, marketing, and service were organized by function to a new method based on cross-functioning teams that match buyers' personas. He'll also share the results of that shift:
  • How and why Hubspot transitioned its approach to internal alignment
  • How to foster more useful communication among sales, marketing, and service
  • The metrics he used to hold his teams accountable for practicing the right behaviors
  • How the transition improved revenue and customer experiences
Speaker: Mark Roberge, Senior Vice President, Sales and Services, HubSpot
2:55–3:25 pm Break – Exhibits Open
3:25–3:55 pm Calling All Sales Leaders: How to Build and Maintain a Successful Sales Organization
In January of 2010, LivingSocial was a Washington, D.C.-based start-up with just 33 employees. Fast forward 2 years later, and the company now employs more than 5,000 people across the world, thousands of whom are part of the company's global sales force. During this session, Mandy Cole, LivingSocial's Senior Vice President of Sales, will share her strategy for developing a world-class sales team for a company growing at such a rapid pace. She'll highlight the various programs and tools her team has put in place to ensure LivingSocial is constantly attracting, hiring, and retaining the right salespeople. It's not about just finding good salespeople; it's about attracting the best salespeople for your company, arming them with effective sales tools, and creating a positive sales culture that fosters company pride. Mandy will also offer tips on how any organization, big or small, can freshen up its current operations to foster even more effective selling.
Speaker: Mandy Cole, Senior Vice President, Sales, LivingSocial
3:55–4:25 pm Five Customer-Centric Habits to Drive Sales and Marketing Success
In many organizations, "customer-centricity" refers to a vague, do-good philosophy or providing great service to its more valuable customers. Others think it means more targeted marketing or saying yes to every customer request. Sales teams are rarely part of the discussion, because their main goal is to close deals, right?
The reality is far different from these characterizations. More than a decade of CustomerThink research shows that the most customer-centric organizations outperform their peers, not because they have a better strategy, but because they treat customer-centricity as the systematic execution of five organizational habits.
This session will reveal the five customer-centric habits of industry-leading organizations, the subject of Bob Thompson's new book, to be published in late 2012. You'll learn why focusing on the marketing and sales experience – as your prospective buyers perceive it – is critical to revenue performance and building your brand and why just optimizing the processes you already have is a recipe for competitive parity, not leadership.
Speaker: Bob Thompson, CEO, CustomerThink
4:25–5:05 pm Putting the "and" Back in Sales and Marketing
What are the key personality qualities that distinguish top-performing marketing executives and the most successful sales executives? What do they have in common? What are some of the major differences? And how can they understand each other better and collaborate more effectively? Sales and marketing leaders thrive on being creative and persuasive. So why do they so often appear to be at odds with one another? In this intriguing presentation, you will gain insight into why, in so many organizations, marketing and sales executives seem to live in completely different worlds. We'll share best practices from organizations that have broken down the walls that often separate sales and marketing. You will come away with new ideas on how sales and marketing executives can truly connect – with each other and with their prospects and clients.
Speaker: Patrick Sweeney, President, Caliper
5:05–5:10 pm Closing Remarks
Speaker: Gerhard Gschwandtner, Founder & CEO, Selling Power
5:15–6:45 pm Cocktail Reception
TIME October 23, 2012
7:30–8:45 am Registration & Networking Breakfast
8:45–9:15 am Keynote – How Big Data Gives Your Team a Competitive Advantage
Salespeople know their jobs have never been harder. Every day they face savvy procurement teams whose power is growing, competition that will do anything to win business, and an economy in which uncertainty has become the new norm. In the midst of it all, salespeople are left to navigate a rough road and find new ways to beat their quota. They're unarmed without the insight to help them shift the balance of power in their favor, and, if they're selling based purely on their own past experiences and gut instincts, they're dinosaurs. Top-performing sales organizations harness the collective intelligence of their organizations to shift the selling odds back in their favor. They do this with the help of actionable insight from their data – data about their markets, customers, contracts, products, and historical sales. In this session, we'll help salespeople understand how to use big data to determine opportunities that will close, offers that will sell and prices that will win through the use of insight based on big data. They'll learn the secrets to stop winning ugly and start winning big.
Speaker: Chris Jones, Chief Sales Officer, PROS
9:15–9:55 am Sales 2.0 Requires Sales Management 2.0
A lot of the focus on the topic of Sales 2.0 has focused on what salespeople should be doing differently and the tools they can leverage to increase their sales performance. But there is another element to the equation: sales managers are going to have to change how they lead their sales teams, as well. In this session, using case-study examples, Jim Dickie will profile the seven cornerstones of Sales Management 2.0 and show how companies that are adopting these best practices are optimizing sales performance by
  • Increasing revenue per rep by 52 percent
  • Increasing win rates by 17 percent
  • Increasing cross-selling and up-selling by 220 percent
  • Improving margins by 7 percent
  • Decreasing turnover by 32 percent
Speaker: Jim Dickie, Managing Partner, CSO Insights
9:55–10:25 am Sales Coaching 2.0: How Using Scientific Data Leads to Better Sales Performance
Sales leaders have the awesome responsibility of driving individual performance in an increasingly complex marketplace. Reps need to simultaneously master product knowledge, sales process, sales skills, customer intelligence, and sales strategy. They also need to execute flawlessly on the plan. The role of coach can often be the leverage point between a good performer and a top performer. Today's sales leaders have access to human analytics and scientific data that enables them to streamline their coaching with extreme accuracy. Aided by proven tools and concrete data, they can increase efficiency, precision, and overall sales performance – for an individual, a team, and a sales force. In this session, learn the power of
  • Self-Awareness (yours and your reps'),
  • Benchmark Sales Skills Assessment,
  • Psychometrics & Behavioral Assessment,
  • Coaching Process at the Individual Level,
  • Putting Analytics into Action.
Speaker: Nancy Martini, President & CEO, PI Worldwide
10:25–10:55 am Keynote – The Art and Science of Account Planning
Maximizing revenue from key accounts is critical to maintaining revenue growth. Effective account planning is a team sport, particularly relevant to the synergy between sales and marketing. In this session, Donal will explore the essential aspects of account planning: understanding the customer's business, visualizing "white space" to expand sales, identifying and building strategic relationships, collaborating on business strategy, identifying and winning new opportunities, increasing solution and account penetration, and automating account plans within the CRM.
Speaker: Donal Daly, CEO, The TAS Group
10:55–11:25 am Break – Exhibits Open
11:25 am–12:10 pm Breakout Sessions
A – How to Use High-Velocity Approaches to Scale a 21st Century Technology Company
This discussion will detail how high-velocity sales and marketing can help your business drive exponential growth. Frank Swain, SVP of Worldwide Sales at AppDynamics, has in numerous tech companies created sales and marketing organizations that drive explosive, year-over-year growth. AppDynamics, an application performance management solution that is breaking new ground, is the latest company where he is leading the charge in delivering mind-blowing results. Can your system keep pace with huge growth? Are you ready to take off? Most of all, do you have the systems, tools, and structure in place for liftoff? Come to this session to learn from a seasoned, high-tech professional who has answered these questions at Makara, Splunk, Wily Technology, Mercury Interactive, and currently at AppDynamics.
Moderator: Stu Schmidt, Chief Revenue Officer, ConnectAndSell, Inc.
Panelist: Frank Swain, Senior Vice President, Worldwide Sales, AppDynamics
B – Sales & Marketing 2.0: Trends That Will Impact Your Success
In this session, you will hear from a panel of sales leaders who will share the steps they have taken to ensure their sales teams remain successful, their customers are happy, and revenues stay healthy, even during a rapidly changing and competitive selling environment. They will discuss tools and processes they use to identify and qualify targeted prospects, influence winning sales behaviors, motivate reps, and more. You will learn the trends that you should ignore and the ones that will impact the future success of your team.
Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power
Panelists: Jessica Kaltenbach, CLM & DocuSign System Administrator, McAfee
Doug Landis, Vice President, Sales Productivity, Box.com
David DiStefano, President & Chief Executive Officer, Richardson
12:10–1:10 pm Lunch – Exhibits Open
1:10–1:55 pm Breakout Sessions
A – It's What You Know about Who You Know: 5 Steps to Turn Big Data into Revenue
Companies are collecting a ton of information about buyers and their behaviors, but too many aren't using it to improve the sales process and ultimately drive more revenue. In addition to missing a big opportunity, they risk being shunned by more educated, sophisticated, and demanding customers and prospects who expect to be marketed to as individuals. In this session, you will learn more about what sales and marketing can do to deliver amazing buying experiences that convert. Specific areas to be covered include building a centralized database, segmenting, personalizing the Website experience, using dynamic content, and getting personal via automation.
Speaker: Todd McCormick, Senior Vice President, Sales, Silverpop
B – How Gamification Leads to Improved Sales Performance
Successful sales leaders realize that motivating a team today requires more than the typical sales incentives. Today, sales leaders are taking their teams to the next level by leveraging gamification solutions, encouraging sales reps to continue to excel by using real-time rankings to indicate exactly how their performance compares to that of the rest of the team. In this breakout session, the panelists will share how they use gamification as a strategic tool to improve sales performance, motivate the team, and deliver on revenue goals. You'll gain an understanding of how to incorporate gamification in the sales process and how to best leverage it to benefit your sales organization.
Moderator: Mike Smalls, CEO & Founder, Hoopla
Panelists: Bill Binch, Senior Vice President, Sales, Marketo
Mike Krilich, Director, Sales Operations, New Relic Inc
Phil LaCorte, Sales Operations Manager, Informatica
1:55–2:25 pm Break – Exhibits Open
2:25–3:05 pm Customer Focus: The Key to Driving Revenue in Any Economy
Does your company have a clear customer focus? Is customer satisfaction and retention the responsibility of sales, service, or marketing? In this session, Victor Goodman, SVP of Sales at Brinks Inc., will share key insights and strategies his team has leveraged to improve revenue by reorienting how sales and marketing work together to address the needs and priorities of the customer. He'll will share a methodology for defining and measuring customer focus, key performance indicators, and leveraging social media, and he'll discuss the influence of Apple's customer focus profile and how that helped shaped the vision for the Brinks customer focus profile. You'll also learn ways to
  • identify which customers you most value and want to engage with,
  • develop long-term relationships and trust with your most valuable customers,
  • adapt to and influence the customer's needs and expectations,
  • identify 10 risks to customer focus – and why customers are lost.
Speaker: Victor Goodman, Senior Vice President, Sales & Marketing, Brinks Inc.
3:05–3:30 pm The Future of Customer Relationships: How to Prepare for Success
In 2012 and beyond, social networking and mobility will continue to be integrated into daily business practices. Using examples from global, best-in-class companies (e.g., Macmillan, Kraft Foods, AAA, Marriott, ExxonMobil)and gathered from his 27 years of experience, Barton Goldenberg will describe how social applications allow organizations to create and sustain a two-way dialog with customers/prospects, and how these companies are harvesting "social insight" to improve their sales and marketing efforts. Barton will review how these companies leverage mobile devices and applications to drive up productivity of their "always-on/always-connected" sales and marketing teams, as well as help sell more products and services to customers. Lastly, he'll examine the increasingly important use of gamification to improve adoption of sales and marketing applications as well as engage customers to secure increased satisfaction, loyalty, and advocacy.
Speaker: Barton Goldenberg, Founder & President, ISM
3:30–4:00 pm Success Strategies to Align People, Process, and Technology for Improved Performance
The success rate of leveraging a CRM or Sales 2.0 solution in your sales and marketing process will largely depend on how that system integrates into your current processes and how well your team adopts the new technology. So which comes first, defining the process your people will follow and having the technology match that, or setting up the technology and aligning your people to work around it? In this fireside chat, Kristen Hayer, Vice President of Sales & Support at VerticalResponse, will discuss the methodology she has used to integrate technology systems to "human" systems – while achieving 100 percent user adoption among her team. She'll share the challenges encountered, how they resolved those challenges, and her secrets for success using technology to improve sales, marketing, and customer service.
Speaker: Kristen Hayer, Vice President, Sales & Support, VerticalResponse
4:00–4:40 pm Five Secrets to Success in the Modern Sales Organization
This panel consists of experts and thought leaders in sales, sales operations, and marketing. They will discuss key trends impacting the success of your organization and will share insider secrets that you can leverage to take your team to the next level of success. The strategies they will share will help you streamline the sales process, align marketing outreach with sales efforts, ensure that sales and marketing tactics align with corporate goals, effectively manage Gen Y, and establish a clear vision for how you can create a sales organization that consistently meets or exceeds quota. This will be an interactive panel, and audience questions are highly encouraged.
Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power
Panelists: Brett Wallace, Director, Sales, LinkedIn
Ryan Kubacki, President, Holden International
Matt Heinz, President, Heinz Marketing Inc
Charissa Franklin, Vice President, Customer Success, Reality Works (formerly Phone Works)
4:40–4:45 pm Closing Remarks
Speaker: Gerhard Gschwandtner, Founder & CEO, Selling Power
4:45–5:45 pm Closing Reception – Exhibits Open
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