Alexander Group’s 2017 Annual Forum

Agenda

November 8

Briefings

8:30 am – 11:00 am

Consequential Leadership – The critical role of the sales executive as an agent of transformation in the “era of the empowered customer”

Hallmarks of Today’s High Performance Sales Organization – Where top sales organizations are investing time and funds to support growth ambitions in multiple revenue segments

Sales Operations & Sales Enablement: Defining the Partnership – What Sales Ops functions are doing to sharpen the skills, expand the capabilities and increase the impact of sales organizations in the “age of the customer”

Luncheon and Panel Discussion

11:30 am – 1:45 pm

2018 Sales Pulse Survey Early Findings –  Growth Strategies for Next Year – Get a sneak preview on the growth ambitions, strategies and plans of Fortune 1000 companies for 2018. See what your peers in the audience think with real-time on-site polling.

Executive Panel Discussions

2:00 pm – 4:00 pm

Harnessing the Digital Sales Phenomenon – Explore how companies are harnessing digital sales to better serve customers in all segments before, during and after the sale. Discussion will include where digital sales is making an impact and how such organizations build, expand and transform.

Reaching New Buyers: Panel Discussion – New buyers are emerging in just about every industry. What must the sales organization do to identify, reach and influence buyers who care more about business impact than price? Explore how sales organizations are preparing and deploying the talent needed to both sell and deliver business impact to customers…effectively.

Leveraging Sales Enablement in the Go-to-Customer Era – This panel will examine actions companies are taking to build out a high impact sales enablement capability. Emphasis will be on discussing objectives, strategies, challenges and outcomes of Sales Enablement and how these relate to Sales Operations.

Evening Keynote

5:30 pm – 6:30 pm

The Role of the Revenue Leader in Aligning Resources to Ignite Growth – Product-centric marketing and sales motions miss the growth opportunity defined by customers who seek results, often the largest and fastest growing segment. Some revenue leaders are moving to seize this growth opportunity. Hear how one such leader is aligning marketing and sales resources to package and deliver customer value and change the competitive landscape in his industry.

Opening Night Reception

6:30 pm – 8:30 pm

November 9

Keynotes

8:00 am – 9:40 am

A GM’s Perspective on the Revenue Generation Engine – If reaching customers with compelling solutions is the objective, how should general managers align marketing, sales and service resources to accomplish this? This keynote will explore how organizations use planning, processes, metrics and culture to transform formerly siloed functions into a cohesive, fighting revenue generation team.
Speaker: Cate Gutowski, VP, Commercial Digital Thread, GE Digital

Unlocking Value By Listening to Customers – The mandate for Sales in the era of “empowered customers” is both clear and critical. Reach and influence new buyers, serve their interests and help them succeed. Hear how Cisco is listening to customers for deeper insight into what they really need and how they are deploying game-changing new capabilities to transform the Sales function into a “success engine” for the customers they serve.
Speaker: Brian Marlier, SVP, Global Architectures & Enterprise Transformation, Cisco

Focus Sessions

10:00 am – 11:00 am
11:20 am – 12:20 pm (repeat session)

Interactive, small-group sessions will explore strategies to align resources that find and reach new customers and unlock revenue. Each session runs twice. Choose any two.

Put Resources and Decision-Making Closer to the Customer – Hear how Schneider Electric pushed resources out of HQ and into the regions to create a more agile sales organization…better able to serve the needs of different customers in multiple revenue segments.
Speaker: Susan Uthayakumar, VP, National Sales, Schneider Electric

Challenge Marketing and Sales to Make 1+1=3 – No more silos. Hear how Lenovo Software created a sales and marketing ecosystem that encourages out-of-the-box thinking and over-the-top results.
Speaker: Sal Patalano, Chief Revenue Officer, Lenovo

Sales and Service Fusion – Discover how Sales works more closely with Service to fuse high impact messages with post-implementation customer care to create customer success and loyalty.

Harnessing Digital Sales – From pipeline management to key account penetration/service to SMB coverage, find out how one company is using digital sales technology to align customer-facing resources and deliver more value to more customers at a cost that even the CFO will love.

Luncheon Keynote

12:30 pm – 2:10 pm

Simply Brilliant: How Great Organizations Do Ordinary Things in Extraordinary Ways – From his book of this same title, Bill Taylor, founder of Fast Company magazine and best-selling author, talks about how to pinpoint opportunities for breakaway performance. He will hone in on specific wisdoms from sales and marketing executives and provide additional insights that didn’t make it into the book.
Speaker: Bill Taylor, Author of Simply Brilliant: How Great Organizations Do Ordinary Things in Extraordinary Ways

Executive Roundtables

2:10 pm – 3:40 pm

The Emerging Revenue Leader – Discover how sales leaders interact productively with their colleagues in the C-suite to build a sustainable revenue growth engine

Sales Operations Transforms Market Segments to Revenue Segments – Sometimes teamed with Marketing, Sales Ops builds the skills to find, size and target growth opportunity in underserved markets and customers

Harnessing Digital Sales – Get the most out of digital sales assets to both grow current accounts and tap underserved segments

Sales Enablement in the Age of Tectonic Change – Learn how companies build robust capability to deliver value through Sales amidst tectonic changes in technology, competitors and customers

Delivering Customer Success – Explore the emergence of the Service function as a full-fledged partner with Marketing and Sales

Afternoon Keynote

4:00 pm – 5:00 pm

A New Role for Sales Leadership in the Go-to-Customer Era – Customers are the source of value, and Sales is responsible for both mining it AND delivering it. Today’s sales organizations are leading the impact game and have become both tactically AND strategically critical. Discover how sales leadership transformed to do both and brought the rest of the organization along for the ride.
Speaker: Chris Toth, President, Oncology Systems America, Varian

Sponsor Hosted Cocktail Hour

4:50 pm – 5:30 pm

Networking Reception

7:00 pm – 9:00 pm

November 10

Keynote Panel and Interactive Roundtable Sessions

8:30 am – 10:50 am

The wrap-up of this year’s event will help you crystalize the great ideas you have gathered during the Forum to fuse integration with practical takeaways you can put into action. Together, we will examine the strategies and tools sales leadership can leverage to build an organizational commitment to change that is essential to successful transformation. This session will feature insight into:

  • Engaging general management and peers in finance and marketing
  • Learning from sellers and customers
  • Articulating quantitative and qualitative business objectives
  • Building a change-friendly culture

The session includes three parts:

  1. Keynote Panelists: Senior executives from different industries will describe transformation challenges they faced and strategies they used to address those challenges.
  2. Fireside Chat: Panelists will reveal in-depth experiences and examples in a facilitated discussion
  3. Interactive Roundtables: Audience will divide into teams to brainstorm change management issues while engaging the panel with interactive Q&A

Panelists:

  • Warren Stone, SVP, Research & Applied Solutions NA, MilliporeSigma
  • Paul Mountford, Chief Sales Officer, Riverbed Technology

Close of Conference

10:50 am – 11:00 am