Conference Agenda

Welcome and overview of the conference program.

Learn how leading companies are finding their ideal sales candidates and what methods they use to attract successful recruits. Find out best recruiting practices, why it is preferable not to hire from within your industry and new strategies for building a more successful team. Panelists will share the seven questions you must ask during a job interview and why.

Moderator: Patrick Sweeney, EVP, Caliper
Panelists: Jerry Acuff, CEO, Delta Point-The Sales Agency
Alan Cervasio, VP Sales, Marriott Vacation Club International
Mary Delaney, CSO, CareerBuilder.com

Learn how to analyze each element of the sales process and measure your sales team’s effectiveness with each step. Work smarter by knowing which elements need your critical attention. Each audience member will sketch a blueprint for sales process improvement within their company.

Moderator: Mike Bosworth, Founding Partner, CustomerCentric Systems
Panelists: Ron Hubsher, Managing Director, Sales Optimization Group
Howard P. Stevens, Chairman and CEO, The HR Chally Group
Donna Walker, VP Sales Operations and Training, Corporate Express

Selling Power founder and publisher Gerhard Gschwandtner will interview Bob Carr, CEO and Chairman, Heartland Payment Systems about his views on successful leadership. Bob Carr created a billion-dollar NYSE-listed company, (HPY), in less than a decade. Carr started Heartland Payment Systems in 1997; today it is one of the largest processors of debit and credit card payments in the United States - processing nearly $40 billion of payments per year. Carr’s unique vision of selling and managing over 600 salespeople has redefined success in a highly competitive marketplace. Audience questions are encouraged.

Moderator: Gerhard Gschwandtner, Founder and Publisher, Selling Power
Panelists: Bob Carr, CEO and Chairman, Heartland Payment Systems

This panel of distinguished experts will focus on the collaboration between sales and marketing. Learn how successful companies establish an information pipeline from the customer to the thought leaders inside the company. Participants will share their experiences of how to collaborate for creating a successful customer-facing sales organization. Panelists will share some of the common traps to avoid and preventive steps you can take to win.

Moderator: Jim Dickie, Partner, CSO Insights
Panelists: Joseph Batista, Chief Creatologist, Hewlett Packard
Dale Hayes, Vice President, Customer Relationship Management, UPS
Bob Schmonsees, Principal, RJS Associates

This top expert panel will discuss how to put the latest advances in technology to work for your sales organization. Learn how you can create better customer interactions and a competitive advantage deploying the right online tools and software solutions. Panelists will also share how to implement the best technologies faster and achieve greater user adoption.

Moderator: Ian R. Gilyeat, Senior Vice President Marketing, Direct Alliance Corporation
Panelists: Albert F. Case, Research Fellow and principal analyst, ES Research Group
Rick Snyder, President, Tandberg Americas
Julie Thomas, President & CEO, ValueVision