Conference Date

May 21, 2009

Conference Location

Fairmont Copley Plaza
138 St. James Avenue
Boston, MA 02116

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2009 Conference Agenda

Agenda - May 21, 2009
7:30 - 8:30 Registration & Group Breakfast - Demo Centers Open
8:30 – 9:00 Opening Remarks - Gerhard Gschwandtner
9:00 - 9:30 Keynote - Accelerating Sales in a Slow Economy
Speaker: Eric Berridge, Co-Founder and CEO, Bluewolf
9:30 - 10:30 Sales Lead Management 2.0
Learn how leading companies are generating sales leads and what methods they use to move new prospects through the sales funnel. Three best practice presentations review how sales organizations are moving from human speed to Internet speed. The panel discussion will revolve around specific strategies to help salespeople pursue better opportunities, cut lead acquisition cost, and cut wasted time chasing unprofitable prospects. (Includes Audience Q&A)

Moderator: Gerhard Gschwandtner, Publisher and Founder, Selling Power
Panelists: Travis Fore, SVP of Sales & Service, Network Solutions
Daniel Maier, VP of Worldwide Inside Sales & North America Mathcad Sales, PTC
Albert Springall, Senior Marketing Manager, Microsoft
Glenn W. Haertel, Executive Vice President, SynQ Solutions
10:30 - 11:00 Morning Break - Demo Centers Open
11:00 - 12:00 Customer Engagement Strategies
Discover the best practices of three sales leaders who openly share how they engage their customers online and by phone. The presenters will review how their salespeople can launch their own marketing campaign, how their web team reads and responds to a prospect’s digital body language and how they engage customers to collaborate and co-create the sale in a collaborative setting. The panel discussion will highlight how sales and marketing can work synergistically to improve the customer experience. (Includes audience Q&A)

Moderator: Gerhard Gschwandtner, Publisher and Founder, Selling Power
Panelists: Keith Matthews, Executive VP and Co-Chairman, Kelron Logistics
Barry Trailer, Partner, CSO Insights
Thomas J. Gaydos Jr., Director of Marketing, Evolve IP
Stephen Drake, Program Vice President, Mobility and Telecom, IDC
12:00 - 1:00 Luncheon, Demo Centers Open
1:00 - 2:00 Sales Process 2.0
Benefit from three best practice presentations that drill into the core of sales success: the sales process designed to help customers win. The expert presenters will share their blueprints for creating a more successful sales process, how to measure each step and how to deploy technology tools that accelerate the sales pipeline and enhance revenues. The panel discussion will review how Sales 2.0 tools will create a new breed of sales professionals that deliver more predictable results with less human effort. (Plus audience Q&A)

Moderator: Gerhard Gschwandtner, Publisher and Founder, Selling Power
Panelists: Jim Dickie, Partner, CSO Insights
Kelli Stephenson, Vice President, Sales Effectiveness, Experian
Jeffrey S. Kaufman, Partner, PricewaterhouseCoopers
Mark Myette, Director of the Sales Center of Learning & Performance, Pitney Bowes
Ryan Bott, Acting Director, Inside Sales Strategies, Cymphonix
2:00 - 3:00 How to Replace Management by Hunches With a Culture of Measurement
In this highly popular session participants will enjoy three quick best practice presentations that all drive home the same message: Selling is shifting from a freewheeling organization to a culture of accountability. Armed with precise data, sales managers will no longer act on hunches, but plan and manage by metrics, and hold their salespeople’s feet to the fire. An engaging panel discussion with the presenters will review best practice approaches to analytics, compensation management and launching motivating incentive programs.

Moderator: Gerhard Gschwandtner, Publisher and Founder, Selling Power
Panelists: Joe Dawe, Senior Director, Sales Operations, Akamai
Mike Moorman, Managing Principal, ZS Associates
Dave Stein, Founder, Chairman & CEO, ES Research Group
James Oldroyd, Professor, SKK Graduate School of Business (in collaboration with MIT Sloan)
3:00-3:30 Afternoon Break - Demo Centers Open

3:30-4:30 Social Networking in a Sales 2.0 World
Learn how to leverage the power of social networking to increase your sales volume and velocity. These experts will show you how to use social networking sites so you can make more money off your personal and professional connections.

Moderator: Gerhard Gschwandtner, Publisher and Founder, Selling Power
Panelists: Trish Bertuzzi, President, The Bridge Group
Kady Chiu, Founder, Kadidid Marketing Consulting
Nigel Edelshain, CEO, Sales 2.0 LLC
Anneke Seley, CEO, PhoneWorks
4:30-4:45 Concluding Remarks
4:45-6:15 Networking reception
Network with your peers, connect and collaborate with Sales 2.0 experts, and enjoy free drinks

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