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7:15 AM
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Registration & Networking Breakfast
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8:25 AM
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Welcome Keynote: Sales Leadership in Today’s Economy
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Speaker: Gerhard Gschwandtner, Founder & CEO, Selling Power/@gerhard20
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8:45 AM
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Best Practice Case Study: The Long Term Approach to Sales Development
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Benefit from an inside look at the long-term sales training approach that Bell Mobility has taken to build a development program that is measurable and regularly adjusts to ensure that it has the maximum impact.
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Speaker: Michael Weening, Vice President, Business Wireless, Radio & Paging, Bell Mobility Inc.
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9:05 AM
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Sales Talent Development and Continuous Improvement
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The twin drives for sales success are people and processes. To keep moving forward in the market, sales leaders need to create a sustainable system for continuous improvement. This panel of experts is lead by Patrick Sweeney, President of Caliper, who is an expert on the how to identify sales talent potential. Learn how Xerox successfully adopted LSS (Lead Six Sigma) to improve efficiency. This panel will also explore new ways ideas to improve sales talent and process.
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Moderator: Patrick Sweeney, President, Caliper/@CaliperPatrick
Panelists: Joe Batista, Director & Chief Creatologist, Hewlett-Packard
Pat Elizondo, Senior Vice President - Global Sales Integration, Xerox Corporation
Emmanuelle Skala, VP Global Sales Operations, Sophos
Michael Weening, Vice President, Business Wireless, Radio & Paging, Bell Mobility Inc.
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10:30 AM
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Best Practices from ADP: A Systematic Approach to Accelerating Sales
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In today’s complex economy, getting the right number of opportunities, at the right level, is a major challenge for many VPs of Sales. Benefit from an inside look at how ADP’s resolves these obstacles, and get tangible tactics that you can deploy with your sales team tomorrow – to drive more revenue, faster.
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Speaker: Ken Powell, Vice President, World-Wide Sales Enablement, ADP
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11:00 AM
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Sales Management 2.0: How to Leverage Technology to Optimize Results
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Innovations in technology have dramatically altered the way customers buy and companies sell. While technology brings great potential for sales organizations, many challenges exist, including how to match new technologies with existing sales processes, training and user adoption, and implementing the right tools that will help your company both today – and in the long run. You’ll also learn why some companies have chosen to embrace more traditional sales methods to optimize results.
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Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power/@gerhard20
Panelists: Jason Greene, Director of Customer Acquisition & Retention Marketing, uShip
Craig Jones, Vice President Sales & Marketing, ADS-Americas
Ken Powell, Vice President, World-Wide Sales Enablement, ADP
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1:05 PM
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How to Become Indispensable to Your Customers and Your Company
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Hear innovative and inspiring insights from Seth Godin about why the new economy rewards risk-takers, plus action steps for becoming an indispensable asset to your customers and your company. Godin’s ideas about change, technology, and marketing have been a transformative influence on companies like Google, Disney, eBay, and Microsoft. He is consistently ranked in the top 1% of all speakers at events he attends, and he has spoken twice at the prestigious TED conferences. To date, he has leveraged the power of the Internet to turn all of his 12 books into New York Times and Amazon bestsellers.
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Speaker: Seth Godin, Author, Blogger & Entrepreneur
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2:25 PM
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Innovation and Customer Creation: How leading companies leverage collaboration tools, customer communities and social media
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Innovations in technology have dramatically altered the way customers buy and companies sell. Experts on this panel will share how to create success for your company and your customers by harnessing social media, improving internal collaboration, and fostering a richer dialogue with customers. Find out how leading organizations use information gathered from customers to drive innovation in how they manage sales, marketing and customer service.
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Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power/@gerhard20
Panelists: Robert Brown, Senior Vice President of Client Services, Jive Software
Justin Fogarty, Online Community Manager, Ariba
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3:50 PM
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Continuous Learning and Sustained Coaching: A formula where the whole is greater than the sum of the parts
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The combination of continuous learning and a commitment to coaching culture is a powerful and proven formula to improve skills and knowledge, sustain behavior change and drive results. Join David DiStefano, President and CEO of Richardson for this interactive panel discussion. Panelists will share how successful organizations have discovered that learning and coaching individually both drive improvement, yet when properly implemented in tandem, the results are profoundly greater. In other words 1 plus 1 can equal 3.
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Moderator: David DiStefano, President, Richardson
Panelists: Clint Fairweather, Director, Organizational Effectiveness, SunGard Financial Systems
Kevin Hannan, Assistant Vice President, Talent Strategies Group, Chubb Group of Insurance Companies
Diane Tiger, Manager Talent Acquisition & Development, Vanguard
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5:00 PM
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Concluding Remarks
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Speaker: Gerhard Gschwandtner, Founder & CEO, Selling Power/@gerhard20
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5:15 PM
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Cocktail & Networking Reception
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