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| 7:30
AM |
REGISTRATION & CONTINENTAL BREAKFAST |
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| 8:30
AM |
WELCOME
ADDRESS |
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| 9:15
AM |
HOW
TO RECRUIT 'A' PLAYERS |
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Top
experts share how to recruit, select and build a team of 'A'
players
Moderator: Patrick Sweeney, EVP, Caliper
Panelists: Richard Blabolil, President, Marketing
Innovators
Marc Cenedella, CEO, TheLadders.com
Daniel Perry, Senior Vice President of Sales, ARAMARK Uniform
Services |
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| 10:30
AM |
MORNING
BREAK |
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| 10:50
AM |
CREATING
A WINNING SALES CULTURE |
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World-class
leaders reveal their secrets on how they engage every salesperson
in the process of creating greater sales success.
Moderator: Gerhard Gschwandtner, Founder and
Publisher, Selling Power
Panelists: Malcolm Rees, Global Head of Sales,
DHL Express Global Management
Sam Reese, President and CEO, Miller Heiman
Martin Scirratt, Vice President, Sales, Administaff
Jim Steele, Chief Customer Officer & President of International
Operations, salesforce.com |
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| 12:15
PM |
LUNCHEON |
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| 1:15
PM |
THE
CEO - CSO CONNECTION |
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Heartland
Payment Systems CEO Bob Carr and VP of Sales Sanford Brown discuss
the critical issues involved in a successful CEO/CSO collaboration.
Moderator: Gerhard Gschwandtner, Founder and
Publisher, Selling Power
Panelists: Sanford Brown, CSO, Heartland Payment
Systems
Bob Carr, CEO and Chairman, Heartland Payment Systems |
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| 2:20
PM |
COFFEE
BREAK |
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| 2:30
PM |
SALES
TECHNOLOGY 2.0 |
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Top
experts discuss how successful sales organizations approach
investments in sales productivity enhancing technology and compare
best practices.
Moderator: David Thompson, Co-Founder &
CEO, Genius.com
Panelists: Mark Alexander, Executive Vice President,
Sales & Marketing, Premiere Global
Eric Berridge, CEO, Bluewolf Group
David Snow, Vice President, AstraZeneca
Chris Warwick, Vice President, Product Management, D&B |
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| 3:30
PM |
AFTERNOON
BREAK |
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| 3:50
PM |
RAISING
PROFESSIONAL SALES STANDARDS |
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Leading
educators explain the demand for more “science” in
sales and share best practices from innovative corporations
on how to raise the standards of professionalism in selling.
Moderator: Howard P. Stevens, Chairman and
CEO, The HR Chally Group
Panelists: Lynn Schleeter, Director, Center
for Sales Innovation, College of St. Catherine |
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| 5:00
PM |
CONCLUDING
REMARKS |
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| 5:15
PM |
NETWORKING
COCKTAIL RECEPTION |
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Join
our speakers and sponsors for complimentary cocktails and delicious
hors d'oeuvres |
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OPEN
TO COMPANIES OF ALL SIZES |
POST-CONFERENCE
WORKSHOP:
THE 7 IMMUTABLE LAWS OF SALES NEGOTIATION |
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| 8:30
AM |
Tuesday,
June 10, 2008 |
This
optional workshop will run from 8:30 a.m. to 11:30 a.m. in the
Constitution room of The Ritz-Carlton Hotel.
Negotiation is a vital and often misunderstood area of sales.
Many times good sales efforts are crippled by poor negotiation
strategy and tactics resulting in lost opportunities or lost
margins. Corporate profits and sales rep compensation and moral
are needlessly crushed and contentious client relationships
can begin during this process. This session will help demystify
the negotiation process and help you reduce or eliminate discounting
entirely, improve your close rates, accelerate your sales velocity,
create better agreements for both parties and command price
premiums against competitors. We will break down negotiation
into a simple to execute process and science.
How will this benefit you and your career? You will learn how
to:
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- Negotiate and win opportunities in a non-contentious
manner
- Close opportunities even while being the highest
price competitor
- Increase the number of opportunities sold without
any discounting
- Recognize and increase negotiation leverage
- Execute a easy to use seven step negotiation strategy
and tactical plan
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Workshop Leader:
Ron Hubsher is managing director of the Sales Optimization Group,
an international sales consulting organization. The company
accelerates sales by putting discipline and best practices into
clients' sales organizations. Hubsher has over 20 years of experience
in sales, sales management, and business development. |
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Who
Should Attend?
The Sales Leadership Conference series is reserved for sales
leaders from companies with $30 million in annual revenue and
a minimum of 25 salespeople employed. Click
here to Request Your Invitation now.
The Post-Conference Workshops are open to Sales Managers from
all companies. Please contact Kim Ulrich Montgomery at 540-752-7000
x26 or Events_SD@SellingPower.com
to register. |
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Early
Bird
Expires 5/8/2008 |
Standard
Rate |
| Conference |
$475 |
$575 |
Conference
& Post-
Conference Workshop |
$670 |
$770 |
Post-Conference
Workshop Only
(Open to companies of
all sizes) |
$295 |
$295 |
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| All
registration fee cut-off dates expire at 12 midnight CST on
the day indicated. The new rate goes into effect at 12:01 am
CST the following day. |
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GROUP
REGISTRATIONS
Group
registration discounts are offered for three or more registrations
from one company. Please email Events_SD@SellingPower.com
if you are interested in multiple registrations.
CONFERENCE POLICIES
Conference Cancellations/Substitutions
Cancellations received by email on or before 12:00 noon EST
on Thursday, May 1, 2008, will receive a refund, less a $75
processing fee. Cancellations after that deadline will result
in a forfeiture of the conference fee. All cancellations must
be sent via email to Events_SD@SellingPower.com.
Substitutions are subject to approval based on our attendance
criteria (see above requirements) and may be made up to three
business days prior to the event (June 4, 2008). All requests
for substitutions must be sent via email to Events_SD@SellingPower.com.
Hotel Cancellations
Please note that cancellations for reservations at The Ritz-Carlton,
Philadelphia are subject to the hotel's cancellation policy.
Please contact The Ritz-Carlton directly at 1-800-241-3333 to
cancel your hotel room reservation. |
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| Attendees
and sponsors are responsible for their own travel arrangements.
Rooms at the rates listed below are limited. |
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| HOTEL |
RATE
INFO / DEADLINE |
HOW
TO BOOK YOUR ROOM |
The
Ritz-Carlton Hotel
Ten Avenue of the Arts
Philadelphia, PA 19102
215/523-8000 or 1-800-241-3333
Map
this location. |
$299
+ tax. Room rate expires Monday, May 5, 2008 – Rooms
available at this rate may sell out prior to the expiration
date so please book early. |
Please
call The Ritz-Carlton directly at 215/523-8000 or 1-800-241-3333.
Reference "Selling Power Sales Leadership Conference
to ensure the rate listed. |
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CONFERENCE
LOCATION
The
Ritz-Carlton Hotel
Ten Avenue of the Arts
Philadelphia, PA 19102
215/523-8000 or 1-800-241-3333
Map
this location.
Walk in the footsteps of America’s forefathers and become
a part of history. Stay in one of America’s most venerable
cities and absorb the character of landmark buildings as you
spend your day contemplating Independence Hall, the Liberty
Bell and Philadelphia’s other cultural treasures. Making
its mark in a spectacular historic building in Center City,
The Ritz-Carlton, Philadelphia offers easy access to fine dining,
shopping, and the city’s business district.
TRANSPORTATION
Airport
Philadelphia International Airport (PHL)
8000 Essington Avenue
Philadelphia, PA 19153
215/683-9840
30 airlines provide 700 daily departures to more than 120 cities,
including 52 daily nonstop flights to 31 international destinations.
Transportation cost to and from the hotel is $26.25 flat rate
for a taxi.
For details please visit http://www.phl.org/index.html.
Travel Time – about 20-25 minutes, depending on traffic
and weather. Driving
directions from Philadelphia International Airport to The Ritz-Carlton.
Amtrak
Market Street Station (PHL)
30th and Market Streets, Floor 5
Philadelphia, PA 19104
215/349-1069
Amtrak rail transportation is also available; the 30th Street
exit is closest to the hotel, distance is approximately 15 blocks
(1.2 miles = 3 minutes).
For details please visit http://www.amtrak.com.
Travel Time – about 5-10 minutes, depending on traffic
and weather. Driving
directions from Market Street Station to The Ritz-Carlton. |
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