Interactive & Highly Collaborative Content

The 2019 program is in development and will be released soon.

Download 2018 Brochure

For further information or to register, call Matthew McSweegan at 516-255-3812, or email him at Matthew.McSweegan@frost.com

Jump to: [Sunday, 2/10/19] | [Monday, 2/11/19] | [Tuesday, 2/12/19] | [Wednesday, 2/13/19]

Saturday, February 9, 2019 | ARRIVAL DAY

7:00PM


Suggested Arrival Time Arrive Monday to take advantage of all Lake Tahoe has to offer – whether on your own or with your team

Jump to: [Saturday, 2/9/19] | [Monday, 2/11/19] | [Tuesday, 2/12/19] | [Wednesday, 2/13/19] ]

Sunday, February 10, 2019 | SNOW DAY

Spend the day taking advantage of the beauty of Tahoe’s highest base resort – at Mt. Rose Ski Resort!

Jump to: [Saturday, 2/9/19] | [Sunday, 2/10/19] | [Tuesday, 2/12/19] | [Wednesday, 2/13/19]

Monday, February 11, 2019 | NETWORKING DAY

*Please note Networking Day is open to all event participants and sponsors.

8:00 AM


Enjoy a morning on your own to explore all that Lake Tahoe has to offer!

3:15 PM


Sponsor Workshop

4:45 PM


Sponsor Registration & Orientation Reception

6:00 PM


Speaker & Thought Leader Orientation An essential meeting for speakers, facilitators and confirmed thought leaders to preview the event, highlight your roles and network with fellow peers.

 6:45 PM


Participant Meet ‘n’ Greet This end-user/practitioner networking activity is your opportunity to identify – right out of the gate – those peers who share challenges similar to your own. It’s a great way to find participants who have thought leadership you can benefit from and to facilitate later dialogues throughout the event.

7:30 PM


STAR Welcome Networking Reception and Event Kickoff

Jump to: [Saturday, 2/9/19] | [Sunday, 2/10/19] | [Monday, 2/11/19] | [Wednesday, 2/13/19]

Tuesday, February 12, 2019 | GENERAL SESSION AND EXHIBITION

8:00 AM


Registration, Continental Breakfast, and Exhibition

Didn’t get your badge at last night’s reception? Make sure you’re down in time for breakfast and registration to get your event materials now! Already have your badge? Make sure you pick up your event packet and start networking bright and early.

8:45 AM


WELCOME and Out of the Gate KEYNOTE – Digital Disruption and the Reinvention of Sales

Cate Gutowski, Vice President, Commercial & digitalTHREAD, GE Digital

Learn More

9:45 AM


Marketing Insights – Who’s Steering the Ship in Enterprise Sales: Marketing or Sales?

Moderator: 
Bernie Borges, Chief Marketing Officer, Vengreso

INTERVIEW WITH:
Diana Eadington Reed, Marketing Director & Head of SMB Marketing,
Oracle

Learn More

10:15 AM


Networking, Refreshment, and Exhibition Break

Featured Demonstration Hosted by:

10:45 AM


CONCURRENT COLLABORATION ZONES – CASE HISTORIES WITH
Case Histories explore a specific use case and include informal conversations that draw upon the experience and expertise of the featured executive and participants.
Choose one of the following zones:

Zone 1. Leveraging Sales Intelligence to Identify Profitable Customers, New Opportunities and Quality Leads
Facilitator:
John Healy, Vice President, Factor 8
Case History with:
Jason Blais, Vice President, Inside Sale, ZipRecruiter

Learn More

Zone 2. Enabling Your Team with Tools to Sell Better!
Facilitator:
Greg Holmes, Head of Sales, Zoom

Case History With:
Marc Silberstrom​, Vice President ​of ​Worldwide Sales​, Clari

Learn More

Zone3. Digital Selling – Strategies and Tactics to Grow Your Sales Pipeline!
Facilitator:
Paul Epstein, Former Director of Sales & Business Development, San Francisco 49ers / Levi’s Stadium
Mario Martinez Jr., Chief Executive Officer and Founder, Vengreso

Learn More

11:45 AM


Session to Session Travel Time

11:50 AM


CONCURRENT SESSIONS
Choose one of the following concurrent sessions:

INTERACTIVE – Solutions Wheel – Play the “wheel” to find out which of the industry’s products and services will help you solve your challenges. It is a series of rapid fire, one-on-one meetings with leading sponsors – both intense and fulfilling.

(or)

SPEED RUNS Join us for a burst of expert insight on:

  • Sales; an Outward-In Perspective: How Does Sales Culture Play a Role in Your Growth?
    Gordon Littley, Managing Director, Customer Experience Practice, Verizon
    Learn More
  • Collaborating with Customer Service to Capture Voice of the Customer and Drive Retention and Revenue
    Phil Horn, Senior Vice President, Sales & Service, Sacramento Kings
    Learn More
  • Aligning Buyer Personas with Sales Processes
    Steve Paul, Vice President Sales and Commercial Operations, Breg
    Learn More

12:45 PM


Food For Thought – Networking Roundtables

Hosted by Industry Leaders Practitioners 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.

1:45 PM


Session to Session Travel Time

1:50 PM

CONCURRENT COLLABORATION ZONES – ROUNDTABLES

Roundtable sessions capture the power of all participants’ voices, insights and experiences via group discussion and exploration of the issue at hand. Choose one of the following zones:

Zone 1. Hiring and Developing the Kind of Talent and Business Acumen You Need to Grow Your Business
Facilitator:
Mark Hunter, CSP, “The Sales Hunter

Learn More

Zone 2. Superior Pipeline Management and Sales Forecasting
Facilitator:
Larry Warnock, President & Chief Executive Officer, Olono

Learn More

Zone 3. Deploying and Integrating a Modern CRM System
Moderator:
Brian Shultz, Vice President, Sales and Marketing, ABB

Learn More

3:10 PM


Networking, Refreshment, and Exhibition Break

Featured Demonstration hosted by:

3:40 PM


GAUGING THE TURNS – Employing Artificial Intelligence to Revolutionize Your Sales Processes and Sales Organization

Lori Harmon, Vice President, Global Inside Sales, Blackberry
Learn More

4:10 PM


Share your smarts! Choose between five themed brainstorming sessions and crowdsource solutions to the most vexing challenges facing sales organizations today. These are 10 minute rapid fire sessions with three rotations. First come, first serve, so choose wisely! Each brainstorm group will build upon the other to build a list of readily operationalized ideas to these common challenges.

The Fix on Global Team Collaboration
Hosted By: Brian Shultz, Vice President, Sales & Marketing, ABB

The Fix on Sales Manager Coaching Abilities
Hosted By: Robert Wonderlin, National Sales Trainer, Windstream

The Fix on Minimizing Time Spent on Non-Selling Activities
Hosted By: Toby Carrington, Senior Vice President, Head of Global Sales Operations, Siemens Healthineers

The Fix on Transitioning Accounts from the Aging Workforce
Hosted By:Joseph Plubell, Senior Vice President, Global Strategic Programs, Black & Veatch

The Fix on Identifying Talent
Hosted By:Tom Gallagher, President, Port Hawkesbury Sales Services

4:40 PM


CAPSTONE KEYNOTE – Sales is Leadership / Leadership is Sales

Mark Hunter, “The Sales Hunter”, Best-selling Author “High Profit Prospecting”
Learn More

5:15 PM


Star Gazing Networking Reception & Inaugural STAR Winter Olympics

Hors d’oeuvres, buffet dinner and just plain winter Olympics fun! Gear up for a night of winter-themed Olympic games minus the chilling temperatures.

Jump to: [Saturday, 2/9/19] | [Sunday, 2/10/19] | [Monday, 2/11/19] | [Tuesday, 2/12/19]

Wednesday, February 13, 2019 | GENERAL SESSION AND EXHIBITION

7:45 AM


Continental Breakfast and Exhibition

8:15 AM


ICE BREAKER AND COACHING SESSION

Embracing Change: The Three Critical Dimensions You’re Not (But Should Be) Thinking About
Michael O. “Coop” Cooper, Founder, Innovators + Influencers

Learn More

9:30 AM


Briefing Sessions, Networking, Refreshments, and Exhibition Break

10:30 AM


BLACK DIAMOND – Ask the Experts! It’s All About the Millennials

MODERATOR:
Michael O. “Coop” Cooper, Founder, Innovators + Influencers

PANELISTS INCLUDE:
Chad Burmeister, Co-Founder & Chief Executive Officer, ScaleX.ai
Diana Eadington Reed, Marketing Director & Head of SMB Marketing, Oracle
Cody Gilland, Director of Strategic Sales, Lucid Software, Inc.
Phil Horn, Senior Vice President, Sales & Service, Sacramento Kings

11:15 AM


Session to Session Travel Time

11:20 AM



CONCURRENT COLLABORATION ZONES – BEST PRACTICES

Best Practice sessions examine a real world use case, dissect the best practices employed, and explore how to apply them to your own initiative and company.
Choose one of the following zones:

Zone 1.Developing a Coaching and Incentive System to Increase Sales

Co-Facilitators:
Bruce Wedderburn, Chief Sales Officer, Integrity Solutions

Jim Bateman, Partner, B2B CFO

Learn More

Zone 2. Creating Value-Based Consultative Conversations for Sales

Facilitator:
Bob Sanders, Chief Executive Officer, Axiom Sales Force Development

Co-Facilitator:
Laurie Oswald, Global Vice President Sales, Enterprise Strategic Accounts, CommScope

Learn More

Zone 3. Best Practices, from Presentation to Close
Bob Wonderlin, National Sales Trainer, Windstream

Learn More

12:20 PM


Food For Thought – Networking Roundtables

Hosted by Industry Leaders Practitioners 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.

Hosted by:

1:25 PM


Session to Session Travel Time

1:30 PM


CONCURRENT COLLABORATION ZONES – PEER COUNCILS

Peer Council sessions are participant-driven discussions focusing on your key challenges and concerns.
Choose one of the following zones:

Zone 1. Leadership: Designing a Sales Organization Structure Made for You
Joseph Plubell, Senior Vice President, Global Strategic Programs, Black & Veatch

Learn More

Zone 2. Tools and Best Practices for Supercharging Your Account Based Planning and Sales Strategy
Moderators:
Mike Kunkle, Vice President, Sales Transformation Services, Digital Transformation, Inc.
Craig Jones, Managing Partner, PMI

Learn More

Zone 3. Balancing Resources to Meet Increasing Demand for Operational Support
Toby Carrington, Senior Vice President, Head of Global Sales Operations, Siemens Healthineers

Learn More

2:30 PM


Networking, Refreshment, and Exhibition Break

Featured Demonstration Hosted by:

3:00 PM


RAMPING UP – Onboarding for Efficiency, Effectiveness, and Engagement

Manish Choudhary, Senior Vice President and Business Group Head, Payments & Strategic Accounts, Tech Mahindra
Learn More

3:30 PM


THE CASE – Crowdsourcing a Business Case for Investing in Next Generation Sales Technology Capabilities Moderator:

Purnima Jandial, Vice President Global Sales & Professional Services, Genesys
Learn More

4:00 PM


The Four Pillars of An Effective Training and Coaching Program

Shari Levitin, Founder and Chief Executive Officer, Shari Levitin Group
Learn More

4:30 PM


Content for STAR – Sales Team Alpine Retreat Concludes