Conference Date

September 10, 2009

Conference Location

Fairmont Hotel
200 North Columbus Drive
Chicago, IL
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Past Conferences
» 2009 - Boston
» 2009 - San Francisco
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2009 Conference Agenda

Agenda - September 10, 2009
7:30 - 8:30 Registration & Group Breakfast - Demo Centers Open
8:30 - 9:00 Opening Remarks - Gerhard Gschwandtner, Publisher & Founder, Selling Power magazine
9:00 - 9:30 Keynote – Creating a More Productive Sales Pipeline
In the Olympic relay, each athlete focuses on his or her segment and a flawless hand-off to the next team member. While only one of those teammates will "bring it home," everyone shares in the win. Creating a winning sales pipeline has many of the same attributes. Levitt will outline the key steps for creating a high-performance sales pipeline and how management can enhance it with a measurement framework. With this framework, every participant in marketing, administration, and sales will understand both his or her role on the team and the effective hand-offs necessary for winning.

Speaker: Lee Levitt, Program Director, Sales Advisory Service, IDC
9:30 - 10:30 Sales Lead Management 2.0 – Best Practices for a Profitable Lead Pipeline
Learn how leading companies are generating sales leads and what methods they use to move new prospects through the sales funnel. These best practice presentations review how sales organizations are helping their salespeople connect with more prospects. 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.

Moderator: Gerhard Gschwandtner, Publisher and Founder, Selling Power
Panelists: Dan Demko, President,
Dave Fitzgerald, Executive Vice President, Brainshark, Inc.
Jeff Koser, Founder, Selling to Zebras, LLC
Richard Stokes, CEO and Founder, AdGooroo, LLC
10:30 - 11:00 Morning Break - Demo Centers Open
11:00 - 12:00 Customer Engagement Strategies
Discover the best practices of sales leaders who openly share how they engage their customers online, by phone, and in person. The presenters will review how their salespeople launch their own marketing campaign, read and responds to a prospect’s digital body language, and how their reps leverage business intelligence to engage customers in a more collaborative and productive way to move the sale forward. The panel discussion will highlight how sales and marketing can work synergistically to improve the customer experience.

Moderator: Gerhard Gschwandtner, Publisher and Founder, Selling Power
Panelists: Elliott Baretz, Director of Business Development, SWC
Jake Freivald, Vice President of Corporate Marketing, Information Builders
Don Gushurst, Director of Global Lead Generation, Molex
Andy Stanis, Executive Director of Sales, SPR Companies
12:00 - 1:00 Luncheon, Demo Centers Open
1:00 - 1:20 Best Practices from Hewlett-Packard on Effectively Leveraging Sales 2.0
Learn how HP leverages CRM technology to track and measure sales opportunities to build predictable sales forecasts. Mr. Hooper will also share questioning methods that will help you uncover the real story behind CRM data. You will learn how these questioning methods will help you uncover new business opportunities within your current customer database.

Speaker: Kevin Hooper, VP, Technology Solutions Group, Hewlett-Packard Company
1:20 - 2:10 How to Measure, Predict & Reward Sales Performance
Benefit from a best practice presentation that drills into core of sales success: sales performance. 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, to improve sales performance and effectiveness. An engaging panel discussion following the best practice presentation will review best practice approaches to key sales management metrics, compensation management and reward programs.

Moderator: Gerhard Gschwandtner, Publisher and Founder, Selling Power
Panelists: Dave Egloff, Commissions Manager, Motorola
Kevin Hooper, VP, Technology Solutions Group, Hewlett-Packard Company
Pelin Wood Thorogood, Managing Partner, Aegean Group
2:10 - 2:15 Coffee Break
2:15 - 3:15 The Sales 2.0 Driven Sales Process
Discover how successful sales organizations continually improve their sales process with the help of innovative Sales 2.0 tools that accelerate the sales pipeline, drive up sales productivity, enhance salespeople’s performance and corporate 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.

Moderator: Gerhard Gschwandtner, Publisher and Founder, Selling Power
Panelists: Byron Matthews, Global Sales Leader, Mercer Consulting
Paul Robert, Director, Professional Development Services, BAI
Barry Trailer, Partner, CSO Insights
3:15 - 3:45 Afternoon Break - Demo Centers Open
3:45 - 5:00 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 practical examples how to use social networking sites so you can make more money off your personal and professional connections.

Moderator: David Thompson, CEO & Co-Founder,, Inc
Panelists: Nigel Edelshain, CEO, Sales 2.0 LLC
Kevin Popović, Founder / Communications Director, Ideahaus
Anneke Seley, CEO, PhoneWorks®
5:00 - 5:15 Concluding Remarks
5:15 - 6:30 Networking reception
Network with your peers, connect and collaborate with Sales 2.0 experts, and enjoy free drinks

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