AGENDA

Interactive & Highly Collaborative Content

For further information or to register, call Adam Geiger at 1-305-807-8134, or email him at events.us@frost.com

01mar7:00 PMSunday, March 1, 2020 | Arrival DayArrive Sunday to participate in Monday’s Workshop and Networking Activities.7:00 PM

02marAll DayFeaturedMonday, March 2, 2020Spend your morning learning and your afternoon and evening networking! Join us for an interactive morning workshop on a critical topic, and then later relax and connect with your peers during special activities devoted to making new contacts and new friends.(All Day: monday)

02mar8:00 AMInteractive Workshop: Registration & Continental BreakfastExchange ideas, gain new perspectives, and power up your professional network.8:00 AM

02mar8:30 AMInteractive Workshop - Simplifying Your Sales Technology Identification and Selection ProcessInteractive Workshop Begins8:30 AM Fab Facilitator: Dan Cilley, Co-Founder, Vendor Neutral Co-Fab Facilitator: Nancy Nardin, Co-Founder, Vendor Neutral

02mar12:00 PMInteractive Workshop & Leadership Council Networking LuncheonPlease note luncheon is restricted to workshop participants and Growth Innovation Leadership Council Members.12:00 PM

02mar12:30 PMSponsor Workshop12:30 PM

02mar12:45 PMLeadership Council Meet 'n' Greet and Roundtable Discussion: Building a Customer Centric Sales Organization*Please note participation is restricted to Council Members and Designees only.12:45 PM Fab Facilitator: John Ruggles, Senior Vice President of Global Sales, Frost & Sullivan

02mar1:45 PMCouncil Roundtable Concludes1:45 PM

02mar2:00 PMSponsor Registration & Orientation Reception2:00 PM

02mar2:45 PMPresenter and Thought Leader Orientation2:45 PM

02mar3:30 PMMeet ‘n’ Greet3:30 PM

02mar4:30 PMScottsdale Scavenger HuntThis great Arizona city celebrates old west and new art. On this fun-filled Scottsdale scavenger hunt, find incredible sculptures, museums and the storied buildings of the Wild West while networking with peers and making new friends. You'll have a blast exploring, competing and learning more about the best sights and hidden gems in the city.4:30 PM

02mar7:30 PMWelcome Networking Reception & Event KickoffMeet your fellow peers and colleagues as we engage in an ice breaker over cocktails to get the conversations started and set you up for an event whose foundation is built on collaboration.7:30 PM

03marAll DayFeaturedTuesday, March 3, 2020GENERAL SESSION AND EXHIBITION(All Day: tuesday)

03mar8:15 AMRegistration & Continental BreakfastRegistration Items & Featured Demonstration Hosted by: Collective[i]8:15 AM

03mar9:00 AMWelcome and Headliner - Driving Revenue and Succeeding Amidst Accelerating Cycles and Escalating Competition9:00 AM Headliner: Renee Joseph, Vice President, Global Customer and Sales Enablement, Johnson Controls

03mar9:50 AMNavigating STAR: Sales Team Accelerator Retreat9:50 AM

03mar10:00 AMExecutive Bulletin - Developing High Performing Sellers: Why Effective Selling Skills are not Enough These Days10:00 AM Rockstar Insights: Marek Wasilewski, Senior Vice President of Global Sales, Mavenir

03mar10:30 AMNetworking, Refreshment, and Exhibition BreakFeatured Demonstration Hosted by: Allego10:30 AM

03mar11:00 AMFeaturedCHOOSE BETWEEN TWO DIFFERENT COLLABORATION ZONES:Customize Your Agenda! Stay the course with one zone or bounce around to the other. All collaboration zones are Power-Point Free,
participant-driven discussions featuring creative thinking and idea generation.

Zone 1. Nail the Sale! | Zone 2. Change the Game with AI, Analytics, and Automation

CASE HISTORIES EXPLORE A SPECIFIC USE CASE AND INCLUDE INFORMAL CONVERSATIONS THAT DRAW UPON THE EXPERIENCE AND EXPERTISE OF THE FEATURED EXECUTIVE AND PARTICIPANTS.
11:00 AM

03mar11:00 AMCase History Zone 1: Agile Selling: The New Sales Imperative11:00 AM Rockstar Insights: Sean Goldie, Director of Field Sales Enablement & Inside Sales, Apptio Fab Facilitator: George Donovan, Chief Revenue Officer, Allego

03mar11:00 AMCase History Zone 2: Maximizing Sales through Sales Performance Management (SPM)11:00 AM Rockstar Insights: Patrick Mulkey, US Director of Training and Enablement, Gordon Food Service Fab Facilitator: Robert Blohm, Senior Vice President Sales & Alliances, OpenSymmetry

03mar12:00 PMSession to Session Travel Time12:00 PM

03mar12:05 PMInteractive – Solutions WheelCONCURRENT SESSIONS | Choose one12:05 PM

03mar12:05 PMInteractive – "Shark Tank" Competition: Applying the Latest and Greatest Sales ToolsCONCURRENT SESSIONS | Choose one12:05 PM Rockstar Insights: Mayme Blanton, Senior Director, Global Sales Operations, Rackspace
Gary Silva, Director of Inside Sales, Gannett
Ben Brewster, Senior Director, Sales Operations & Enablement, Kaiser Permanente
Fab Facilitator: John Ruggles, Senior Vice President of Global Sales, Frost & Sullivan

03mar12:45 PMFood For Thought Luncheon – Networking Roundtables Hosted by Industry LeadersPractitioners and solution providers host a menu of luncheon discussions on pertinent industry issues. Dine and dish with industry experts. The list of discussion topics will be available on-site.12:45 PM

03mar1:45 PMSession to Session Travel Time1:45 PM

03mar1:50 PMFeaturedCHOOSE BETWEEN TWO DIFFERENT COLLABORATION ZONES:Customize Your Agenda! Stay the course with one zone or bounce around to the other. All collaboration zones are Power-Point Free,
participant-driven discussions featuring creative thinking and idea generation.

Zone 1. Nail the Sale! | Zone 2. Change the Game with AI, Analytics, and Automation

ROUNDTABLE SESSIONS CAPTURE THE POWER OF ALL PARTICIPANTS’ VOICES, INSIGHTS AND EXPERIENCES VIA GROUP DISCUSSION AND EXPLORATION OF THE ISSUE AT HAND.
1:50 PM

03mar1:50 PMRoundtable Zone 1: Key Accounts: Winning Strategies to Close More Business1:50 PM Fab Facilitator: Jamie Shanks, Chief Executive Officer, SalesforLife

03mar1:50 PMRoundtable Zone 2: AI and Analytics: The Ultimate Playbook for Sales Transformation1:50 PM Fab Facilitator: Marianne Borenstein, Chief Client Officer, Collective[i]

03mar3:20 PMNetworking, Refreshment, and Exhibition BreakFeatured Demonstration Hosted by: ConnectAndSell3:20 PM

03mar3:50 PMThe Fix – Crowdsourcing Tactical Solutions to Our Most Vexing Challenges3:50 PM

03mar4:40 PMHeadliner – It’s All BS! How Your Belief System Keeps You From Winning4:40 PM Headliner: Dr. Jason Richardson, World Champion Athlete and Olympic Psychologist

03mar5:30 PMSTAR’s 3rd Annual Western Olympics & CookoutGear up for a night of Olympic games with Western flair. Dinner will be served throughout the night and our top teams will be draped in Gold, Silver & Bronze, YEEHAW! Saddle up and show us your wild west side!5:30 PM

04marAll DayFeaturedWednesday, March 4, 2020GENERAL SESSION AND EXHIBITION(All Day: wednesday)

04mar6:45 AMEarly Risers Run/WalkCalling all walkers, joggers and runners! 6:45 AM

04mar6:45 AMSunrise YogaCalling all yogis!6:45 AM

04mar8:00 AMContinental Breakfast and ExhibitionFeatured Demonstration Hosted by: Sales for Life8:00 AM

04mar8:45 AMIce Breaker and Headliner - How I Transformed My Thinking and My Behavior for a Digital World8:45 AM Headliner: Hans-Peter Klaey, Chief Revenue Officer, Hitachi Vantara

04mar9:30 AMSpeed Run - Building an Intentionally Inclusive Sales Culture9:30 AM Rockstar Insights: Lori Richardson, President, Women Sales Pros

04mar9:50 AMSpeed Run - Engaging the Enterprise: Storytelling with Data9:50 AM Rockstar Insights: Rob Beattie, Sales Director, Customer Growth & Retention Lead, Thomson Reuters

04mar10:15 AMBriefing Sessions, Networking, Refreshment and Exhibition BreakFeatured Demonstration Hosted by: Frost & Sullivan's Brand and Demand Solutions10:15 AM

04mar11:15 AMFeaturedCHOOSE BETWEEN TWO DIFFERENT COLLABORATION ZONES:Customize Your Agenda! Stay the course with one zone or bounce around to the other. All collaboration zones are Power-Point Free,
participant-driven discussions featuring creative thinking and idea generation.

Zone 1. Nail the Sale! | Zone 2. Change the Game with AI, Analytics, and Automation

THINKTANK SESSIONS EMPLOY INTERACTIVE TEAM EXERCISES IN A "ROLL UP YOUR SLEEVES" LEARNING ENVIRONMENT.
11:15 AM

04mar11:15 AMThinkTank Zone 1: Next Level Selling: Coaching Your Team to Deliver Sales Empathy11:15 AM Fab Facilitator: Bruce Wedderburn, Chief Sales Officer, Integrity Solutions

04mar11:15 AMThinkTank Zone 2: Human vs Machine: Striking the Balance in Customer Interaction11:15 AM Fab Facilitator: Chris Beall, Chief Executive Officer, Connect and Sell

04mar12:45 PMFood For Thought Luncheon – Networking Roundtables Hosted by Industry LeadersPractitioners and solution providers host a menu of luncheon discussions on pertinent industry issues. Dine and dish with industry experts. The list of discussion topics will be available on-site.12:45 PM

04mar1:45 PMMover & Shaker Interviews – It’s All About Good Sales Data!1:45 PM Moderator: Tara Dunning, Chief Revenue Officer, Avaya Panelists Include: Karen Catlin, Managing Director Sales Effectiveness, United Airlines
Michael Oren, Vice President, US Communications and Digital Services, Xerox
Christina Nichols, Head of Direct Sales, Healthcare US, Sleep and Respiratory Care, North America, Philips
Mayme Blanton, Senior Director, Global Sales Operations, Rackspace
Michelle Silver, General Manager and Global Sales Director, Intel Corporation

04mar2:45 PMInsights and Ideas Roundup – Implementing the Best, Brightest, and Boldest Ideas from the Program2:45 PM Moderator: John Ruggles, Senior Vice President of Global Sales, Frost & Sullivan Panelists Include: Jerry Leisure, Chief Executive Officer, Officium Labs
Rob Beattie, Sales Director, Customer Growth & Retention Lead, Thomson Reuters

04mar3:30 PMContent for STAR – Sales Team Accelerator Retreat: A Frost & Sullivan Executive MindXchange Concludes3:30 PM

WORKSHOP, ORIENTATIONS & EVENING OF NETWORKING
Spend your morning learning and your afternoon and evening networking! Join us for an interactive morning workshop on a critical topic, and then later relax and connect with your peers during special activities devoted to making new contacts and new friends.

02mar8:00 AMInteractive Workshop: Registration & Continental BreakfastExchange ideas, gain new perspectives, and power up your professional network.8:00 AM

02mar8:30 AMInteractive Workshop - Simplifying Your Sales Technology Identification and Selection ProcessInteractive Workshop Begins8:30 AM Fab Facilitator: Dan Cilley, Co-Founder, Vendor Neutral Co-Fab Facilitator: Nancy Nardin, Co-Founder, Vendor Neutral

02mar12:00 PMInteractive Workshop & Leadership Council Networking LuncheonPlease note luncheon is restricted to workshop participants and Growth Innovation Leadership Council Members.12:00 PM

02mar12:30 PMSponsor Workshop12:30 PM

02mar12:45 PMLeadership Council Meet 'n' Greet and Roundtable Discussion: Building a Customer Centric Sales Organization*Please note participation is restricted to Council Members and Designees only.12:45 PM Fab Facilitator: John Ruggles, Senior Vice President of Global Sales, Frost & Sullivan

02mar1:45 PMCouncil Roundtable Concludes1:45 PM

02mar2:00 PMSponsor Registration & Orientation Reception2:00 PM

02mar2:45 PMPresenter and Thought Leader Orientation2:45 PM

02mar3:30 PMMeet ‘n’ Greet3:30 PM

02mar4:30 PMScottsdale Scavenger HuntThis great Arizona city celebrates old west and new art. On this fun-filled Scottsdale scavenger hunt, find incredible sculptures, museums and the storied buildings of the Wild West while networking with peers and making new friends. You'll have a blast exploring, competing and learning more about the best sights and hidden gems in the city.4:30 PM

02mar7:30 PMWelcome Networking Reception & Event KickoffMeet your fellow peers and colleagues as we engage in an ice breaker over cocktails to get the conversations started and set you up for an event whose foundation is built on collaboration.7:30 PM

GENERAL SESSION AND EXHIBITION

Customize Your Agenda! Stay the Course with one zone or bounce around to others. All collaboration zones are Power-Point Free, participant-driven discussions featuring creative thinking and idea generation.

03mar8:15 AMRegistration & Continental BreakfastRegistration Items & Featured Demonstration Hosted by: Collective[i]8:15 AM

03mar9:00 AMWelcome and Headliner - Driving Revenue and Succeeding Amidst Accelerating Cycles and Escalating Competition9:00 AM Headliner: Renee Joseph, Vice President, Global Customer and Sales Enablement, Johnson Controls

03mar9:50 AMNavigating STAR: Sales Team Accelerator Retreat9:50 AM

03mar10:00 AMExecutive Bulletin - Developing High Performing Sellers: Why Effective Selling Skills are not Enough These Days10:00 AM Rockstar Insights: Marek Wasilewski, Senior Vice President of Global Sales, Mavenir

03mar10:30 AMNetworking, Refreshment, and Exhibition BreakFeatured Demonstration Hosted by: Allego10:30 AM

03mar11:00 AMFeaturedCHOOSE BETWEEN TWO DIFFERENT COLLABORATION ZONES:Customize Your Agenda! Stay the course with one zone or bounce around to the other. All collaboration zones are Power-Point Free,
participant-driven discussions featuring creative thinking and idea generation.

Zone 1. Nail the Sale! | Zone 2. Change the Game with AI, Analytics, and Automation

CASE HISTORIES EXPLORE A SPECIFIC USE CASE AND INCLUDE INFORMAL CONVERSATIONS THAT DRAW UPON THE EXPERIENCE AND EXPERTISE OF THE FEATURED EXECUTIVE AND PARTICIPANTS.
11:00 AM

03mar11:00 AMCase History Zone 1: Agile Selling: The New Sales Imperative11:00 AM Rockstar Insights: Sean Goldie, Director of Field Sales Enablement & Inside Sales, Apptio Fab Facilitator: George Donovan, Chief Revenue Officer, Allego

03mar11:00 AMCase History Zone 2: Maximizing Sales through Sales Performance Management (SPM)11:00 AM Rockstar Insights: Patrick Mulkey, US Director of Training and Enablement, Gordon Food Service Fab Facilitator: Robert Blohm, Senior Vice President Sales & Alliances, OpenSymmetry

03mar12:00 PMSession to Session Travel Time12:00 PM

03mar12:05 PMInteractive – Solutions WheelCONCURRENT SESSIONS | Choose one12:05 PM

03mar12:05 PMInteractive – "Shark Tank" Competition: Applying the Latest and Greatest Sales ToolsCONCURRENT SESSIONS | Choose one12:05 PM Rockstar Insights: Mayme Blanton, Senior Director, Global Sales Operations, Rackspace
Gary Silva, Director of Inside Sales, Gannett
Ben Brewster, Senior Director, Sales Operations & Enablement, Kaiser Permanente
Fab Facilitator: John Ruggles, Senior Vice President of Global Sales, Frost & Sullivan

03mar12:45 PMFood For Thought Luncheon – Networking Roundtables Hosted by Industry LeadersPractitioners and solution providers host a menu of luncheon discussions on pertinent industry issues. Dine and dish with industry experts. The list of discussion topics will be available on-site.12:45 PM

03mar1:45 PMSession to Session Travel Time1:45 PM

03mar1:50 PMFeaturedCHOOSE BETWEEN TWO DIFFERENT COLLABORATION ZONES:Customize Your Agenda! Stay the course with one zone or bounce around to the other. All collaboration zones are Power-Point Free,
participant-driven discussions featuring creative thinking and idea generation.

Zone 1. Nail the Sale! | Zone 2. Change the Game with AI, Analytics, and Automation

ROUNDTABLE SESSIONS CAPTURE THE POWER OF ALL PARTICIPANTS’ VOICES, INSIGHTS AND EXPERIENCES VIA GROUP DISCUSSION AND EXPLORATION OF THE ISSUE AT HAND.
1:50 PM

03mar1:50 PMRoundtable Zone 1: Key Accounts: Winning Strategies to Close More Business1:50 PM Fab Facilitator: Jamie Shanks, Chief Executive Officer, SalesforLife

03mar1:50 PMRoundtable Zone 2: AI and Analytics: The Ultimate Playbook for Sales Transformation1:50 PM Fab Facilitator: Marianne Borenstein, Chief Client Officer, Collective[i]

03mar3:20 PMNetworking, Refreshment, and Exhibition BreakFeatured Demonstration Hosted by: ConnectAndSell3:20 PM

03mar3:50 PMThe Fix – Crowdsourcing Tactical Solutions to Our Most Vexing Challenges3:50 PM

03mar4:40 PMHeadliner – It’s All BS! How Your Belief System Keeps You From Winning4:40 PM Headliner: Dr. Jason Richardson, World Champion Athlete and Olympic Psychologist

03mar5:30 PMSTAR’s 3rd Annual Western Olympics & CookoutGear up for a night of Olympic games with Western flair. Dinner will be served throughout the night and our top teams will be draped in Gold, Silver & Bronze, YEEHAW! Saddle up and show us your wild west side!5:30 PM

GENERAL SESSION AND EXHIBITION 

Customize Your Agenda! Stay the Course with one zone or bounce around to others. All collaboration zones are Power-Point Free, participant-driven discussions featuring creative thinking and idea generation.

04mar6:45 AMEarly Risers Run/WalkCalling all walkers, joggers and runners! 6:45 AM

04mar6:45 AMSunrise YogaCalling all yogis!6:45 AM

04mar8:00 AMContinental Breakfast and ExhibitionFeatured Demonstration Hosted by: Sales for Life8:00 AM

04mar8:45 AMIce Breaker and Headliner - How I Transformed My Thinking and My Behavior for a Digital World8:45 AM Headliner: Hans-Peter Klaey, Chief Revenue Officer, Hitachi Vantara

04mar9:30 AMSpeed Run - Building an Intentionally Inclusive Sales Culture9:30 AM Rockstar Insights: Lori Richardson, President, Women Sales Pros

04mar9:50 AMSpeed Run - Engaging the Enterprise: Storytelling with Data9:50 AM Rockstar Insights: Rob Beattie, Sales Director, Customer Growth & Retention Lead, Thomson Reuters

04mar10:15 AMBriefing Sessions, Networking, Refreshment and Exhibition BreakFeatured Demonstration Hosted by: Frost & Sullivan's Brand and Demand Solutions10:15 AM

04mar11:15 AMFeaturedCHOOSE BETWEEN TWO DIFFERENT COLLABORATION ZONES:Customize Your Agenda! Stay the course with one zone or bounce around to the other. All collaboration zones are Power-Point Free,
participant-driven discussions featuring creative thinking and idea generation.

Zone 1. Nail the Sale! | Zone 2. Change the Game with AI, Analytics, and Automation

THINKTANK SESSIONS EMPLOY INTERACTIVE TEAM EXERCISES IN A "ROLL UP YOUR SLEEVES" LEARNING ENVIRONMENT.
11:15 AM

04mar11:15 AMThinkTank Zone 1: Next Level Selling: Coaching Your Team to Deliver Sales Empathy11:15 AM Fab Facilitator: Bruce Wedderburn, Chief Sales Officer, Integrity Solutions

04mar11:15 AMThinkTank Zone 2: Human vs Machine: Striking the Balance in Customer Interaction11:15 AM Fab Facilitator: Chris Beall, Chief Executive Officer, Connect and Sell

04mar12:45 PMFood For Thought Luncheon – Networking Roundtables Hosted by Industry LeadersPractitioners and solution providers host a menu of luncheon discussions on pertinent industry issues. Dine and dish with industry experts. The list of discussion topics will be available on-site.12:45 PM

04mar1:45 PMMover & Shaker Interviews – It’s All About Good Sales Data!1:45 PM Moderator: Tara Dunning, Chief Revenue Officer, Avaya Panelists Include: Karen Catlin, Managing Director Sales Effectiveness, United Airlines
Michael Oren, Vice President, US Communications and Digital Services, Xerox
Christina Nichols, Head of Direct Sales, Healthcare US, Sleep and Respiratory Care, North America, Philips
Mayme Blanton, Senior Director, Global Sales Operations, Rackspace
Michelle Silver, General Manager and Global Sales Director, Intel Corporation

04mar2:45 PMInsights and Ideas Roundup – Implementing the Best, Brightest, and Boldest Ideas from the Program2:45 PM Moderator: John Ruggles, Senior Vice President of Global Sales, Frost & Sullivan Panelists Include: Jerry Leisure, Chief Executive Officer, Officium Labs
Rob Beattie, Sales Director, Customer Growth & Retention Lead, Thomson Reuters

04mar3:30 PMContent for STAR – Sales Team Accelerator Retreat: A Frost & Sullivan Executive MindXchange Concludes3:30 PM

Contact Us

Sales Team Accelerator Retreat (STAR)

7550 IH 10 West, Suite 400
San Antonio, TX 78229-5616

Phone: +1-877-463-7678
Email: events.us@frost.com

About the Event

Sales Team Accelerator Retreat (STAR): A Frost & Sullivan Executive MindXchange is a remarkable setting for key members of the sales organization to come together to strengthen their bonds and improve communication, productivity, and effectiveness. The unique format also delivers robust opportunities to collaborate with other sales organizations to tackle shared challenges around C-Suite expectations; talent; sales tools; best practices and processes; changing customer behavior; and game-changing emerging technologies.

© 2019 Sales Team Accelerator Retreat. All Rights Reserved | Privacy Policy | GDPR Compliance Statement

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