11:30am - 12:00pm
Registration
Thursday, October 29
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12:00pm - 12:10pm
Welcome & Lunch Served
- Mark Dick, Director, LinkedIn Sales Solutions ANZ, LinkedIn
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12:10pm - 12:30pm
The LinkedIn Social Selling Journey
- Vicky Skipp, Director, LinkedIn Sales Solutions APAC, LinkedIn
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12:30pm - 12:55pm
The Challenger Customer
- Jonathan Tabah, Senior Executive Director, CEB
CEB research reveals that B2B sales and marketing teams need more than just a great product or service to win over often sceptical and disparate buying groups. Now that big, complex deals increasingly require consensus among a wide range of players across the organization, the best marketing and sales teams will leverage a very unlikely stakeholder, different to the traditional advocate, to help drive healthy consensus.
Hear the latest research behind The Challenger Customer that will help you distinguish the “Talkers” from the “Mobilizers” in any organisation. Learn how to engage them with disruptive insight, and equip them to effectively challenge their own organisation. -
1:15pm - 1:35pm
How buyer behaviors have changed
- Louisa Francis, COO, Client Coverage Group, IB&M, Commonwealth Bank
In today’s world change is the only thing that is constant. We are operating in a truly global marketplace where Buyers are spoilt for choice. RogenSi conduct research every three years on ‘What it takes to win business’. The 2015 findings show that the bar has been raised when it comes to winning business. There is a shift in Buyer expectations and indicates the need for increased discipline in sales. In this session, Louisa Francis will share some insights from this research and how this is relevant to her role and making buyer decisions.
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1:35pm - 2:00pm
The Marketing Leader - A Catalyst in the Social Selling Transformation
- Justin Shriber, Head of Marketing LinkedIn Sales Solutions, LinkedIn
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2:00pm - 2:25pm
Building a sales and marketing engine through social media
- Dave Anderson, Senior Marketing Director, APAC, Dynatrace
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2:25pm - 2:50pm
The Science of Social Selling: Measuring Adoption and Results With LinkedIn
- Stuart White, Enterprise Marketing Lead, Microsoft
The social selling movement finally has its defining metric, the Social Selling Index (SSI). See real world examples of how sales teams are embracing SSI to promote strong social selling behaviors, and learn how companies are quantifying and proving the impact to their results.
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3:30pm - 3:55pm
The habits of highly successful sales reps panel
- David Watson, Head of SMB LinkedIn Sales Solutions, LinkedIn
- Daniel Brown, Business Development Manager, Optus
- Alex Gleeson , Account Manager, DHL Express
- Nick Teulon, Cloud Video Producer, 90 Seconds
- Anne Nicole, Relationship Manager, LinkedIn Sales Solutions, LinkedIn
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3:55pm - 4:20pm
Implementing the right metrics that empower high performing sales teams
- Tim Courtright, Executive General Manager, Sales, Veda
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4:20pm - 4:45pm
Your next steps to social selling success panel
- Dana Feldman , Head of Enterprise, LinkedIn Sales Solutions
- Mike Wingfield, Head of Sales Development, APAC, Marketo
- Elena Shestovsky, Head of Marketing, ANZ, Staples
- Gavin Devane, Head of Sales, ANZ, American Express
- John Dougan, Director of Sales Advisory, SalesITV
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4:45pm - 4:50pm
Closing Comments
- Clifford Rosenberg, Managing Director S.E. Asia & Australia NZ, LinkedIn