The 2012 Chief Sales Executive Regional Forums tackle the big questions surrounding what sales leaders are doing NOW with bold solutions that pivot their sales teams from pushing product to delivering growth through competitive advantage.
Keynote and breakout session topics will include:
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Wednesday, April 25th |
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6:00 pm―7:30 pm |
Dinner Keynote
Valerie Mason Cunningham, Senior Vice President - Xerox |
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7:30 pm―8:00 pm |
Dinner Panel - Facilitated by Gary Tubridy, Senior VP - Alexander Group |
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8:00 pm―8:30 pm |
Cocktails and Networking |
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Thursday, April 26th |
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8:00 am―9:00 am |
Networking Breakfast |
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9:00 am―10:00 am |
Bold Solutions Briefings - Choose one of the following: |
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New Rules for Sales Compensation |
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Medical Sales Viewpoint: You Can No Longer Afford Your Legacy Sales Model
Historically, double-digit growth allowed medical companies to spend lots of money to cover up sales execution gaps. Moreover, hospitals painlessly swallowed price increases, cushioning vendor P&L's. Now the game has changed, with many medical vendors predicting only 4-6% growth...so they can no longer afford these sales inefficiencies. This briefing will explore how winning vendors are succeeding with today's increasingly cost- and value-conscious buyers.
Mike Miller, Alexander Group |
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10:00 am―10:15 am |
Break |
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10:15 am ― 11:15 am |
Medical Sales Keynote: New Rules | Bold Solutions For Medical Sales
The rules for Medical Sales are changing radically. Physicians have a lesser role in buying decisions, while VACs, hospital administrators and IDNs have increasing influence. For sustained growth, Medical Sales leaders need creative strategies to adapt to these new rules. Selecting the right mix of clinical and non-clinical sales resources and deploying a new mix of resources in a new cost profile can greatly influence sales growth potential.
Bob White, President of Respiratory and Monitoring Solutions - Covidien |
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11:15 am―12:15 pm |
Keynote: Sales Jobs; Balancing Value Expectations and Bandwidth Limitations
Tom Pojero, SVP / GM – Merchant Acquisition & Optimization - American Express |
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12:15 pm―12:30 pm |
Break |
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12:30 pm―2:15 pm |
Luncheon Program
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Keynote Panel – Facilitated by Gary Tubridy, Senior VP - Alexander Group |
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2:15 pm―2:30 pm |
Break |
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2:30 pm―4:15 pm |
Executive Roundtables - Choose one of the following:
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Selling to the Whole Hospital
The rules for Medical Sales are changing radically. Physicians have a lesser role in buying decisions, while VACs, hospital administrators and IDNs have increasing influence. For sustained growth, Medical Sales leaders need creative strategies to adapt to these new rules. In this session Medical Sales Executives, sales experts and industry leaders will discuss the bold solutions needed to address the new rules for today's fast changing medical marketplace.
Mike Miller / Mark Metzner, Alexander Group |
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Talent x (Metrics + Goals + Comp) = Value Selling
The components of value selling start with sales talent. Multiply that by the right mix of measurement, inspiration and incentive and you will ensure that the sales organization is positioned at the core of your company's growth strategy. This discussion will explore how to adapt metrics, goals and compensation to support the transformation to value centric selling required by the new rules for sales. |
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Deliver ROI to the CxO
More than ever, the sales role requires the ability to craft and deliver high impact messages, make inroads to the C-suite and prove the ROI of your product of solution to an increasingly skeptical consortium of buyers. This session will explore strategies to engage 'executives that matter' and the resources, processes and tools required to create and deliver high impact value messages. |
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