June 28, 2010

Renaissance Boston Waterfront Hotel
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Conference Agenda - June 28, 2010
7:30 - 8:30 Registration and Breakfast – Exhibits Open
8:30 - 8:45 Opening Remarks: Gerhard Gschwandtner, Founder & CEO, Selling Power
8:45 - 9:30 Morning Keynote – Keys to Sales Success in the Cloud

Polly Sumner will discuss the key success factors for today's sales organizations and review the must have Sales 2.0 tools sales operations need to remain competitive. Keynote topics include: managing the sales pipeline, effective use of social media, improving the sales process, preparing the sales team to win, promoting simplicity and innovation throughout the organization and driving up bottom line results.

Speaker: Polly Sumner, Chief Adoption Officer,
9:30 - 10:40 Sales & Marketing Alignment

Discover how today’s marketers and sales leaders breaking down corporate silos and align their strategies to drive faster and better sales results. This expert panel will share best practices for generating leads, creating opportunities and win more business to ensure above average industry growth. A review of Best Practices will reveal how companies can improve lead generation, drive up effectiveness through lead scoring, lead nurturing and more effective lead management.

Moderator: Andrew Gaffney, Editor/Publisher, DemandGen Report
Panelists: Trish Bertuzzi, President and Chief Strategist, The Bridge Group
Claudine Bianchi, Chief Marketing Officer, NaviSite
Mark Goloboy, Director of Global Data Governance, Monster
Pat Quirk, CEO, Emptoris
John Smits, Global Director, Market Intelligence & Database Marketing, EMC
10:40 - 11:00 Morning Break - Exhibits Open
11:00 - 12:15 Compensation & Sales Performance

In this highly popular session sales leaders will enjoy an expert panel discussing how selling has shifted from a freewheeling organization to a culture of measurement and accountability. Armed with precise data, sales managers will no longer act on hunches, but plan for improved performance based on metrics. The panelists will review the best approaches to performance management, compensation management and executing motivating incentive programs.

Moderator: Peter Ostrow, Research Director Sales Effectiveness Practice, Aberdeen Group
Panelists: Eric Johnson, Director, Commercial Excellence, NBC Universal
Mike Moorman, Managing Principal, ZS Associates
Mark Roberge, VP Sales, HubSpot
12:15 - 1:15 Lunch – Exhibits Open
1:15 - 2:45 Sales Process Management and Metrics

Learn from best practice presentations that drill into the core of sales success: a more efficient sales process. The expert presenters will share their blueprints for leveraging Sales 2.0 tools that a streamline the sales process, and measure the effectiveness of each step with key metrics. You will learn how to select the best tools for accelerating the sales pipeline and enhance revenues. The panel discussion will review how Sales 2.0 tools that enable you to make strategic management decisions that deliver more predictable sales results.

Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power
Panelists: Thereasa Fullmer, Senior Marketing Program Manager,
Tony Murphy, IT Consultant, Acme Packet
David Scalera, Director of Enterprise Sales, Ektron
Anneke Seley, CEO, PhoneWorks
Timothy Sullivan, Director, Sales Performance International
2:45 - 3:15 Afternoon Break – Exhibits Open

Breakout A: Increase Sales Opportunities without Increasing Headcount
Three companies share their challenges with inside sales operations and detail the steps that led to a profitable sales transformation. The result: their sales teams were able to connect with more customers, improved the quality of their conversations, and increased sales while lowering the costs of sales.

Panelists: Mike Damphousse, CEO, Green Leads
Brian Dawson, President & CEO, Tel-Tron
Mark Roberge, VP Sales, HubSpot

Breakout B: Sales Triggers: How to Find Hidden Opportunities & Shorten Sales Cycles
Find out why trigger based selling is becoming the gold standard for sales funnel acceleration, enabling sales teams to create better connections with their prospects, get faster call-backs, create stronger relationships with prospects, find hidden opportunities, and shorten sales cycles.

Presenter: Craig Elias, Creator of Trigger Event Selling™
4:15 - 4:20 Coffee Break
4:20 - 5:15 Concluding Keynote – How to Create a Sales 2.0 Operation that Delivers Double-Digit Growth

Learn from the hard-earned experience of a sales and marketing leader who created a complete transformation of his company’s front office operations (marketing, sales, and services). After extensive planning, research, and evaluation, Dave Fitzgerald’s team selected and implemented a suite of more than fourteen compatible Sales 2.0 tools. This suite of solutions has enabled Brainshark to achieve 30%+ Compound Annual Growth Rate for the past 4 years.

Speaker: Dave Fitzgerald, Executive Vice President, Brainshark
5:15 - 6:30 Networking Reception: Join us for complimentary cocktails and hor d’oeuvres

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