Agenda

Monday, November 8, 2010
10:00 am - 5:00 pm

FORUM REGISTRATION
10:30 – 11:45 am
(Sign-In)
12:00 Noon
(Tee-Off)

SPECIAL EVENT

GOLF TOURNAMENT

FORMAT: Scramble.

Cooled by gentle ocean breezes, the Monarch Beach Golf Links, the on-site 18-hole course, provides a year round golf destination and memorable experience. This Robert Trent Jones, Jr. designed masterpiece runs along the dramatic bluffs of the Pacific Ocean and is fashioned in Scottish links tradition. Enjoy panoramic ocean views, and two holes adjacent to the beach. The golf course offers a challenge for all levels of golfers with undulating greens and gathering bunkers.
 

A GUIDE FOR BUILDING & RUNNING EXCEPTIONAL SALES ORGANIZATIONS
8:30 - 11:00 am
Complimentary

Pre-Forum Briefing: Complimentary

Leadership Driven Sales Effectiveness

Sales Leadership is the single most important factor affecting sales effectiveness. But, what does “sales leadership” mean? Examine how sales leaders ensure sales success. Discover the chemistry of sales leadership. Learn how sales leaders capture and communicate the “aspirations of the possible.” Use the Sales Leadership Checklist as a self-diagnostic and take-away action plan.
11:30 – 1:30 pm
Complimentary

Pre-Forum Luncheon Briefing: Complimentary

Sales Eats First: A Fresh Take on the Characteristics of Sales Greatness

Join us for a readout of AGI/Columbia Business School’s research on the characteristics of sales organizations and leadership that consistently produce outstanding results.
2:00 – 4:00 pm
Complimentary

Pre-Forum Briefing: Complimentary

How Smart Sales Investments Make Winners in Today’s Market (Interactive Session)

An inside look at how top companies are preparing their sales organizations to add value by delivering expertise, know-how, and solutions to their customers.

7:00 – 9:00 pm

SPECIAL EVENT

OPENING NIGHT RECEPTION

Meet and network with fellow Attendees, Speakers and Hosts. Join us for a fun-filled evening! Spouses/significant others are welcome (please include in your registration).
Tuesday, November 9, 2010
7:00 - 8:00 am

BREAKFAST
8:00 - 8:50 am

KEYNOTE

Sales Eats First .... Performance Follows

JILL BRANNON, SVP, International Sales
FedEx

With customers demanding more value than ever, investment in a sales organization that can deliver expert-based solutions is the key to long term differentiation.
8:50 - 9:40 am

KEYNOTE

Live the Mission

DAN MILLER, VP & GM, WW Technology Services Sales
HP Enterprise Business

Leaders who inject an overarching mission into their sales culture, a goal that stands beyond making the number next quarter, discover that loyal sellers bring more passion and more value to the table.
10:00 - 11:00 am
 FOCUS SESSIONS – Series 1

80% of Sales is Just Showing Up; The Science and Art of Deployment

--SOLD OUT--


DAVID MANNING
Director, Global Sales Ops
Motorola

Sales & Marketing; Command and Control vs. Fluid Collaboration

   

CRM Adoption & Pipeline Management

 

11:20 - 12:20 pm
 FOCUS SESSIONS – Series 2

Continuous Improvements & Transformational Change

--SOLD OUT--

Silence is Bad


   

CRM Adoption & Pipeline Management

 

12:20 - 2:00 pm

LUNCHEON KEYNOTE

Encourage Innovation

FRANK VAN VEENENDAAL, President, WW Sales & Services
salesforce.com

Great leaders don’t wait for something to fail before they fix it. They encourage their organizations to experiment and innovate. They tolerate the well intended failure while looking for the next big idea that they can scale to broad and lasting success.

2:00 - 3:30 pm FACILITATED INTERACTIVE ROUNDTABLES:   Pick One Topic

1. The Pivotal Role of the Field
    Sales Manager...and How to
    Leverage It

3. Is the Generalist Seller
    Obsolete?

5. The Sales and Marketing
    Interface at Top Performing
    Companies
   

2. Transforming the Med Device
    Sales Model to Cover the
   Emerging Influencers

4. Arming Sellers with the Tools
    to Deliver Value
   

6. It All Starts with Hiring &
    Training (Attitude, Intellect, &
   Integrity)
3:50 - 4:40 pm

KEYNOTE

Advance the Science of Selling

MIKE FASULO, Exec. Vice President & Chief Marketing Officer
Sony Electronics

Sales executives increasingly depend on an array of analytics and data to make informed decisions. Gain insight into the advanced metrics dashboard that one executive depends on and learn where there is simply no substitute for good old fashioned “gut feel.”
4:40 - 5:20 pm

SPECIAL EVENT

The Sponsor Cocktail Hour

Sponsors will be featured in an entertaining event – prefacing the evening’s Networking Reception. Cocktails will be "wheeled" into the keynote room – in a theme-like opening – to kick off the festivities!
7:00 - 9:00 pm

SPECIAL EVENT

Networking Reception

Join us for a memorable evening! Premium cocktails, chef-attended gourmet food stations, live music, and quality cigars featured. Spouses/significant others are welcome (please include in your registration).
Wednesday, November 10, 2010
8:00 - 9:00 am

BREAKFAST
9:00 - 9:50 am

KEYNOTE

Transformational Leadership

BILL LEPAGE, Senior Vice President, Global Sales Operations
Cisco

Top sales leaders take care to communicate strategy in terms that sellers understand, emphasizing actions and consequences. Hear how one sales exec delivers the game plan, and then takes to the road, engaging with sellers and customers to learn first-hand where the challenges lie and where change is needed.

9:50 - 10:40 am

KEYNOTE

Where Sales Leads, Growth Follows

KEVIN MADDEN, VP, Global Sales
Honeywell Building Solutions

“Treat it like it was your own business.” That’s how many sales execs want their sellers to think about territories and accounts. Learn how one leader injects such a spirit of entrepreneurialism into his organization with a combination of training, metrics, coaching, and culture.

10:55 am - 12:00 pm CLOSING KEYNOTE PANEL

Take one last opportunity to ask senior sales leaders about what it takes to assemble and maintain a world-class sales organization. Question and answer format facilitated by The Alexander Group.