The Other Side of the Table: To Sell is Still Human
Amy Slater - SVP of Worldwide Sales Operations, TiVo
While we've all been on the buyer's side of the table in a sales pitch, not many sales reps have been the decision makers in a B2B sale. In this session, Amy provides insight from the buyers perspective that will transform how you think about selling.
Building an Active Social Engagement Program in Financial Services
John Hauryluke - AVP, Distribution Technology, Oppenheimer Funds
Being part of a social media program may be the only way to survive individual brand notoriety. Learn how to champion and organically grow your firm in three easy steps: seek, share, and live.
Selling the Genesys Way
Diane Demeester - VP of Global Sales & Services Operations, Genesys
At Genesys, social selling is a combination of tools and processes that make it easier for marketers and sales reps to sell for them, and easier for customers to buy from them, not just in North America but across the globe. From the UK to India to Brazil, Diane will share best practices from teams around the world and how they drive the ROI of their social selling investments.
Walk This Way: How Social Selling Put Persado on the Path to Success
Lawrence Whittle - Chief Revenue Officer, Persado
Persado offers a groundbreaking solution that generates the most effective marketing messages for renowned global brands. Find out how Persado uses LinkedIn Sales Navigator to super-charge sales development efforts that have led to rewarding relationships with top-tier companies..
PANEL - Scaling Social: Going beyond tech in North America
Jill Billhorn - VP of Sales, CDW
Bryan Caplin - GM & Head of Sales, Axiom Law
Anthony Robbins - VP of Global Defense & Public Sector Solutions, AT&T
Think social selling is impossible to scale to large global teams or in industries outside of technology? Think again. In this session, sales leaders from legal to software to retail firms share their best practices of how they’ve scaled their social selling efforts.
The Science of Social Selling: Driving success through closed-loop selling at Qualtrics
Rob Stanger - Director of Global Sales Operations, Qualtrics
Charlie Besecker - Head of Enablement, Qualtrics
Qualtrics, a rapidly growing software-as-a-service company and the provider of the world's leading insight platform, invested in social selling and Sales Navigator in 2015. Since then, they've found that Sales Navigator has significantly improved their win rates and increased deal size. Rob will talk about the social selling program they have deployed, successes they've seen and how they plan to use best practices identified through ROI analysis to drive even more results. Learn more about the analysis they recently completed to measure Sales Navigator ROI.
Building a Social Selling Program, One Financial Professional at a Time
Nicole Pesce - Director, Digital & Social Media, AXA US
Phillip Fiore - Financial Professional, AXA Advisors
Dan Halos - Financial Professional, AXA Advisors
At AXA Advisors, building a social selling program includes enabling individual financial professionals to leverage Sales Navigator in the appropriate way to build their businesses. With different customer segments served, financial professionals each have to customize their social selling techniques. In this session, Nicole Pesce, the Director of Digital and Social Media, joined by one of AXA Advisors’ top performing financial professionals, discusses how her team is helping to grow the AXA Advisors social selling program and shares best practices.
Accelerating Growth & Transformation with Modern Marketing
Grad Conn - Lead for Central Marketing Organization, Microsoft
As digital technology quickly transforms the way companies and customers engage with one another, we need to ensure that our Marketing and Sales organizations are keeping up with this fast pace to stay relevant and competitive. The challenges facing businesses today are familiar: engaging customers, empowering employees, optimizing operations, and transforming products. Learn about the Modern Marketing Lifecycle and the role of Social Selling plays to address and business initiatives.
Evolving a Social Selling Ecosystem
Julie Currie - VP of Marketing, IBM
Building a social selling program is a journey - not something that gets put in place and works perfectly overnight. Learn how IBM is helping its sellers adopt the key components of social selling. From social listening, social engagement, sharing, having a professional brand, and using effective communication channels both digital and social, Julie will highlight how her organization has structured their program and the successes and struggles they’ve had along the way.
Breakfast and Registration
Welcome and Intro
Melissa Selcher - Vice President of Corporate Communications, LinkedIn
Hanging On By a Thread
Mike Derezin - Vice President of Sales Solutions, LinkedIn
In the face of today's uncertain economic climate, sales and marketing leaders are faced with the question: is uncertainty an obstacle to growth or can it be an advantage? Join Mike as he presents a framework for business leaders to think about how they can use uncertainty to their benefit.
The Art and Science of Driving Revenue Growth
Woody Driggs - Partner, EY
Janet Balis - Partner, EY
Disruption is hitting businesses constantly from many sources. But winning firms face uncertainty head on by differentiating on content and credibility instead of products and services alone. Building trusted customer relationships is a strategic imperative for the C-Suite and one that requires a stronger tether between marketing and sales. In this session, EY executives discuss how they're building trusted customer relationships from marketing to sales using ART (agendas, relationship, and trust) and science.
Creating an Entrepreneurial Mindset in Your Organization
Rita McGrath - Professor, Columbia Business School
Rita Gunther McGrath is a globally recognized expert on strategy, innovation, and growth with an emphasis on corporate entrepreneurship. Join McGrath as she shares her insights that help CEOs and senior executives chart a pathway to success in today’s rapidly changing and volatile environments.
The Future of Social Selling With Sales Navigator
Doug Camplejohn - Head of Products, LinkedIn Sales Solutions
Uncertainty calls for a new set of tools that allow for unprecedented agility. Tools that allow for real-time visibility into the changes that affect the future of your business, that allow you to nurture and build multiple lasting customer relationships and eliminate single points of failure for your business. Learn the future of Sales Navigator and how it allows sales organizations to navigate uncertainty in their businesses.
Finding Order In Chaos With The Sales Productivity Quotient
Phil Harrell - Service Director, Chief Sales Officer Strategies, SiriusDecisions
During times of uncertainty and disruption, sales leaders need to keep a firm grip on the levers they can pull immediately to change the trajectory of their revenue productivity. That requires a better understanding of the leading indicators of their business in additional lagging indicators like revenue attainment. Join Phil Harrell, as he discusses the Sales Productivity Quotient, a framework that helps sales leaders understand the productivity levers they can control and how Sales Navigator fits into that framework for SiriusDecisions' own salesforce.
Puzzles, Mysteries, and Making Sense of Information
Malcolm Gladwell - Journalist, Bestselling Author, Speaker
Known for his provocative ideas that have taken the business world by storm, Malcolm Gladwell explores ideas, people, and stories at the extremes of society and helps us understand what we can apply from them to improve our businesses and ourselves.
Guiding Organizations Through Times of Uncertainty
Mike Gamson - Senior Vice President, Global Solutions, LinkedIn
Join Mike Gamson in conversation as he shares his techniques and experience guiding dynamic global organizations.
A CMO's Perspective on Driving Growth
Lisa Caputo - Senior Vice President and Chief Marketing and Communications Officer, The Travelers Companies
Lisa Caputo has been at the marketing helm of some of the biggest financial services firms in the country during times of great turmoil. In this fireside chat, she discusses the opportunities that arise as a result of economic uncertainty, her approach to leadership, how she thinks about sales and marketing alignment, and the lasting impact she hopes to have as a marketing leader.
Ideas Worth Spreading
Chris Anderson - Global Curator, TED
As the leader of TED, a global community, welcoming people from every discipline and culture who seek a deeper understanding of the world, Chris Anderson believes passionately in the power of ideas to change attitudes, lives and, ultimately, the world. He's built a clearinghouse of free knowledge from the world's most inspired thinkers — and a community of curious souls to engage with ideas and each other, both online and at events around the world. Learn what it takes to share an idea worth spreading.
*Agenda is subject to change