Annual Forum Speakers

Sales Ops/Enablement Focused Track

Agenda

WEDNESDAY, NOVEMBER 16

7:30 am – 8:30 am Breakfast Briefing
Hire to Retire – Adapting Your Sales Talent Strategy to Changing Customer Expectations
Acquiring, developing and retaining the right sales talent is more challenging today than it has ever been. Buyers are getting more sophisticated, stakeholders involved in decisions are increasing, deals are becoming more commoditized, budgeting and funding models are changing, and sales cycles are more complex. However, the approach to driving sales productivity through talent-related efforts has not changed substantially in the last 30 years. Learn why a siloed approach to managing sales talent does not work in this modern economy and what strategy you should pursue. The Alexander Group will present its Hire to Retire approach to managing the overall talent development experience over the entire lifecycle of an employee’s tenure. Participants in this interactive session will receive a guide on how to set up a Sales Enablement function to execute this program.
8:30 am – 11:00 am Interactive Briefings

  • Sales Leadership Imperative: How to Be Consequential
    What makes a great sales leader? What activities, methods and focus should drive such a leader? Move from being managed by the situation to providing Consequential Leadership. Your customers are changing and have new expectations from you as a vendor. Your business unit general managers seek exceptional sales results for their products. Your field talent and customer contact resources want to be successful. Explore how to take your leadership skills to the next level.
  • Build a Successful Cloud/Subscription Revenue Engine
    As more tech offerings are delivered through the Cloud, legacy marketing/sales/services models are under stress. Mature companies are trying to profitably transition from traditional product selling to technology as a service. Result; two marketing/sales/service models must be run simultaneously. While “born-in-the-Cloud” companies pursue strategies to rapidly scale and gradually normalize costs with brand new marketing/sales/service functions. For each type of business, this session will provide critical insight on the fast changing role of marketing, sales and service. Both client cases and our recently completed Cloud Sales Index study will be featured, including quantitative and qualitative data from 50+ legacy and pure play Cloud vendors. Also available will be fresh insights from our August 2016 Cloud Sales Symposium.
  • The Digital Revolution Is Transforming Everything … How to Get Your Salesforce Ahead of the Curve
    Manufacturing, media, med devices…you name it, they are all being transformed by the digital revolution. What must leadership do to transform the sales force from pushing product to delivering solutions and results to demanding and sophisticated customers?
10:00 am – 5:00 pm Forum Registration
12:00 pm – 5:00 pm Special Event: Golf Tournament
11:30 am – 1:45 pm Luncheon: 2017 Sales Growth Forecast Readout & Panel Discussion
2:00 pm – 4:00 pm Executive Panel Discussions

  • Keys to Success for Today’s Global Sales Leader
  • Women in Revenue Growth:  Uniting Across Functions to Improve Business Results
  • Preparing the Salesforce for a New Role
5:30 pm – 6:30 pm CHIEF REVENUE OFFICER (CRO) PANEL:
A Position Whose Time Has Come
Sal Abbate – SVP, Chief Sales & Marketing Officer, Andersen
Larry Dunivan – Chief Revenue Officer, Ceridian
Kim Kelleher – Publisher & Chief Revenue Officer, WIRED Media

Sal Patalano – Chief Revenue Officer, Lenovo Software
6:30 pm – 8:30 pm Special Event: Opening Night Reception

 

THURSDAY, NOVEMBER 17

 

7:00 am – 8:00 am Reserved Networking Tables:  Sales Enablement Leaders
8:00 am – 8:50 am Keynote
Become Your Customers’ No. 1 Business Partner
Woody Sessoms – SVP, Global Service Provider, Cisco
8:50 am – 9:40 am Keynote
Driving Growth Amid Tectonic Change
Maurizio Carli – EVP, Worldwide Sales, VMware
10:00 am – 11:00 am Focus Sessions

  • A New Role for Sales: Technology Viewpoint
    Chris Donato – VP, Global Sales, Hewlett Packard Enterprise
  • The Journey from Product-Focused to Customer-Centric Selling
    Kevin Hardage – VP, Sales | RMS, Medtronic
  • Delivering Value Through Inside Sales in Transformational Industries
    Tim Killenberg – SVP, Sales & Marketing, N3
11:20 am – 12:20 pm REPEAT of Focus Sessions Above
12:30 pm – 2:00 pm Luncheon Keynote
“Pre-suasion”
Dr. Robert Cialdini – President, INFLUENCE AT WORK, Author of “Pre-suasion”
2:00 pm – 3:30 pm Executive Roundtable
Hire to Retire – Get the Most from Your Talent by Keeping It longer
3:50 pm – 4:40 pm Keynote
Driving Bold New Value Through the Digital Channel
Judy Buchholz – General Manager, Digital Sales, IBM Digital Group
6:00 pm – 7:00 pm Special Event: Sponsor-Hosted Cocktail Hour
7:00 pm – 9:00 pm Special Event: Evening Reception

 

FRIDAY, NOVEMBER 18

 

7:30 am – 8:30 am Attendee Breakfast
8:30 am – 9:20 am Keynote Panel
The Courage to Change
Tom Davis – Chief Marketing Officer, Forbes Media
Sylvia Escobar – VP & GM, Americas Field Operations, Agilent Technologies
Bill Griffin – EVP, Global Sales & Services, Aspen Technology
Christina Kosmowski – SVP, Revenue Lifecycle Management & Customer Success, Salesforce
9:20 am – 10:50 am Interactive Executive Roundtables
Integrated roundtables will address three questions:
1) What value and results do “connected” marketing/sales/service functions enable?
2) What programs/processes/approaches are needed to enable such connections?3) If culture starts from the top, how do you engage the CEO in building a “customer first” culture?

Each roundtable will be facilitated by an AGI leader. Participants will interact directly with Panelists on each question. Output: advice from veterans on the steps you can take to get more leverage and improved results from your “customer touching” resources.

INAUGURAL SALES ENABLEMENT SOCIETY NATIONAL MEETING
Immediately following the Forum, join a group of sales enablement leaders for the first national meeting of this Society. This newly formed organization is dedicated to elevating the sales enablement function, creating best practice standards and a community of like-minded leaders. Our agenda includes:
12:00 pm – 12:30 pm Review of the Society’s Mission
12:30 pm – 1:00 pm Group Exercise Validates and Gains Buy In On the Mission
1:00 pm – 1:30 pm Overview of the “Business within a Business” Operating Model for Running a Best in Class Sales Enablement Function
1:30 pm – 2:15 pm Group Discussion About Practical Application and Creating “Stickiness”
2:30 pm – 3:00 pm Sales Enablement Services Primer: What are They and How Do You Create Them?
3:00 pm – 3:45 pm Group Discussion About Practical Application
3:45 pm – 4:00 pm National Society Proposal
4:00 pm – 4:30 pm Break-out: Small Groups to Discuss National Society Plan Implementation
4:30 pm – 5:00 pm Review findings and Agree on Recommendations
5:00 pm Formally Enact National Sales Enablement Society