Interactive & Highly Collaborative Content

Download 2019 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 Saturday 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 | SKI DAY

9:00AM


Ski Day
Spend the day taking advantage of the beauty of Tahoe’s highest base resort – at Mt. Rose Ski Resort!
Never Skied Before and Always Wanted to Try? Today is the Day!
Learn to Ski Program* – Join fellow adventure seekers and hit the slopes with a morning group lesson. In the afternoon, you’ll be on your own to hit the bunny slopes, or for those more adventurous, the greens and blues (we won’t say, black diamond just yet).
*Learn to Ski Program includes a 2 hour lesson, rentals and a lift ticket for the entire day.
Participant Fee: $195

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

Monday, February 11, 2019 | WORKSHOP, ORIENTATIONS & EVENING OF NETWORKING

*Bring plenty of business cards, relax, meet-and-greet during this fun-filled day devoted to making new contacts and new friends.

9:00 AM


Workshop Registration and Continental Breakfast
Exchange ideas, gain new perspectives, and power up your professional network during this interactive workshop. Registration for the workshop may incur an additional fee. See registration page for details.

9:30 AM


Interactive Workshop Begins
Building a Sales Stack to Fuel Profitable Growth
Workshop Leaders:
Dan Cilley, Co-Founder, Vendor Neutral
Nancy Nardin, Co-Founder, Vendor Neutral
Learn More
New Sales Technologies are emerging at an unprecedented rate, and present numerous opportunities to transform your sales organization. Understanding every aspect of this changing landscape and how best to leverage next-generation capabilities will be key to your success in a new digital age of sales. Join us as we navigate the seemingly unlimited number of choices to determine the best technology path to drive your profitable growth well into the future.
Key Take-Aways:

  • Design a Blueprint for understanding the confusing landscape of SalesTech options
  • Examine Best practices for prioritizing SalesTech purchases and assessing your needs
  • Participate in the Hands-on, interactive development of a SalesTech roadmap based on a sample case-study

12:30 PM


Interactive Workshop Concludes

12:30 PM


Networking Lunch
For Interactive Workshop Participants Only

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
Meet 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.

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

8:15 AM


Registration, Continental Breakfast, and Exhibition

9:00 AM


WELCOME AND OUT OF THE GATE KEYNOTE
Accelerating the Digital Transformation of the Sales Organization

Rakhi Voria, Chief of Staff, Inside Sales, Microsoft
Learn More
This keynote presentation will provide insight into the forces driving digital transformation, and the paradoxes that sales organizations are faced with in meeting changing customer expectations. Learn how Microsoft is leveraging AI to engage customers contextually, harnessing the power of networks to drive innovation, and partnering with customers throughout their digital transformation journey.

Key Take-Aways:

  • An understanding that digitization is more than just a change of tools or technological devices, and that it presents organizations with the opportunity to evolve digital selling to meet customer expectations at scale while still making interactions personal
  • Key learnings from Microsoft Inside Sales on how it transformed its customer engagement and sales platforms to reach customers with the right touch at the right time with the right insights
  • Insight on how to create a culture that unlocks productivity and embraces agility, innovation, and continual evolution

9:50 AM


Navigating Sales Team Alpine Retreat

10:00 AM


FIRESIDE CHAT
Think Customer First!

Steve Riddell, Head of Customer Experience, Casper – Former Chief Sales Officer, Sprint
Learn More
We all know that customer engagement/experience matters and yet much of our thinking about engagement remains elementary at best. We tend to look at it through a very “narrow lens” as someone is either engaged or they’re not. But this is a limited view that hampers our ability to manage engagement in meaningful ways. This session will look at a brief history of “customer experience” and then focus on what the enterprise can do to engage customers in a meaningful way.
Key Take-Aways:

  • A blueprint for how to “define” the customer experience in such a way that the contact center company can actually deliver it
  • Insight on “10 best practices” that were employed at Casper, Blinds.com, Sprint and other companies that were used to achieve 20% year over year growth while at the same time achieving a high level of customer engagement/experience
  • An understanding of why seeing customer engagement through the lens of the customer could make you the “Casper” of your industry

10:30 AM


Networking, Refreshment, and Exhibition Break

Featured Demonstration hosted by:

CHOOSE BETWEEN THREE DIFFERENT COLLABORATION ZONES:
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.
Choose one of the following zones:
Zone 1. Exceeding Goals with Smart Prospecting and Pipeline Development
Zone 2. Heightening Efficiency and Enablement
Zone 3. Changing the Dynamics of Customer Engagement and Relationships

11:00 AM


CONCURRENT COLLABORATION ZONES – CASE HISTORIES
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. Developing the Sales Pipeline
Zone 2. Pragmatic Ways to Drive Revenue via Sales and Marketing Alignment
Zone3. Incorporating Social Networks in Your Sales Strategy

12:00 PM


Session to Session Travel Time

12:05 PM


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 quick burst of insight on:
Global Sales Productivity: How to Grow and Sustain Across Geos, People and Cultures

Philippe Le Baron, Vice President World Wide Sales, CATIA, Dassault Systèmes
Learn More
Salespeople are some of the most resistant to change professionals you can encounter. Yet, the success of the execution of your sales strategy relies on how fast they will embrace the changes that are thrown at them every other quarter : Change of quotas, change of territories, change of sales manager, change of team, change of line of products, change of Go To Market Models, change of social selling strategies, you name it…Yet you can not afford to have sales execution silos developing across Geos without a consistent framework that guarantees consistency of message, self sustainability of your growth and scalable results across the world.
Key Take-Aways:

  • Insight on one process that binds all execution processes together that gives you both the pulse of the business in any GEO as well as the platform for you to make that pulse beat faster across the world wherever you are
  • Fresh perspectives on one skill that’s independent of countries, people and culture and which is the cornerstone of your sales execution skills
  • An understanding of the one metric that tells the truth about the performance at each level of your sales organization, regardless of GEOs, how they do business or which language they speak and that you can improve through 3 simple questions

Savvy Use of Win Loss in Sales: Leverage Your Win / Loss Data to Drive Business Strategy

Bill Sexton, Vice President Sales Operations, Systemax
Learn More
In a world of “big data” it can be difficult to filter out the noise from the data that will drive true business insights. There is no better data then the insights your sales team captures when they win, and even more so, when they lose a deal. In this session we will discuss how to best capture and leverage your sales team’s wins and losses to drive business critical decisions and give you an edge against competition.
Key Take-Aways:

  • An understanding of why capturing loss data is so critical to the success of your company
  • Examples of methods to encourage your sellers to accurately capture loss data (WIIFM)
  • Insight on how to best capture win and loss data to provide clear insights to the business

Hiring Peak Performing Sales Talent to Elevate Your Business

Jamie Crosbie, Founder and Chief Executive Officer, ProActivate
Learn More
Sharpen your skills to source, attract, qualify and build a rock star sales team with peak performers.  In this session we will also explore which is more important in qualifying top talent – skill set or mindset and will help you identify key characteristics that illustrate a peak performer.
Key Take-Aways:

  • Insight on a strategic approach to hire the best and upgrade the rest
  • Fresh perspective on the challenges sales organizations face in hiring top sales talent
  • Examples of methods to qualify candidates for sales grit (mindset) in the hiring process
  • Uncover the secret sauce for boosting sales as it relates to talent

1:00 PM


Food For Thought Luncheon – 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.

2:00 PM


Session to Session Travel Time

2:05 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. Mastering Account Based Sales Development (ABSD) with Digital Selling
Facilitator:

Jamie Shanks, Chief Executive Officer, Sales for Life
Learn More
Are you achieving the industry benchmarks: pipeline coverage ratios and deal conversion ratios from your outbound sales motion?
Where does your sales team stack rank against your competition, or best-in-class?
In this highly interactive session we will discuss the 5 core pillars of ABSD sales strategy that highly influence sales objectives:
– Selection of Accounts
– Planning & Storyboarding
– Engaging
– Activation
– Run or Replacing Accounts
Key Take-Aways:

  • Best practices for re-engineering your account selection process, even within an existing territory or vertical model
  • Insight on why stepping back to plan stories and conversations in advance will hyper-accelerate account activation
  • Examples of digital tools that best-in-class sellers are using to engage customers in a bold & different way
  • An understanding of how a properly defined account segmentation process helps sellers get in and out of accounts more rapidly
Zone 2. Innovating the Way You Coach: Make Sales Coaching a Core Growth Strategy
Facilitator:

Andy Smith, Senior Vice President, Sales & Marketing, Axiom Sales Force Development
Learn More
In reality, too many sales executives treat coaching as an optional activity for their sales leaders and not as one of their primary growth strategies. Yet, research shows sales coaching can increase sales productivity by 19% or better. In this session we’ll discuss the reasons sales executives under-value coaching and identify actionable solutions to initiate, sustain, and measure the impact of sales coaching as a core growth strategy.
Key Take-Aways:

  • A fresh perspective and actionable insights to turn sales coaching into a growth strategy
  • A template to assess the potential ROI of improved sales coaching in your organization
  • A recommended cadence for improving the relevance, efficiency, and measurable results from sales coaching
Zone 3.Personalize with Analytics and Insights

3:20 PM


Networking, Refreshment, and Exhibition Break

Featured Demonstration hosted by:

3:50 PM


THE FIX –

Crowdsourcing Tactical Solutions to Our Most Vexing Challenges
Share your smarts! Choose between six themed brainstorming sessions and crowd source solutions to the most vexing challenges facing sales leaders and sales managers today.

These are 15 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 Retaining Your Talent
Hosted By:
Tim Ryan, Regional Vice President Sales, Grainger

THE FIX ON Channel Sales
Hosted By:
Philippe Le Baron, Vice President World Wide Sales, CATIA, Dassault Systemes

THE FIX ON Improving Sales Technology Adoption

THE FIX ON Aligning Your Team’s Email Strategy with Your Sales Objectives
Hosted By:
Steve Riddell, Head of Customer Experience, Casper – Former Chief Sales Officer, Sprint

THE FIX ON Onboarding
Hosted By:
George Donovan, Chief Revenue Officer, Allego

THE FIX ON Territory Management

4:45 PM


THROUGH THE PASS KEYNOTE
Memorable and Meaningful Relationships: Rehumanizing the Sales Process

Shari Levitin, Chief Executive Officer, Shari Levitin Group
Learn More
One of the biggest challenges facing sales reps and sales leaders is the failure to effectively connect, share and listen to our customers. Attention span has decreased from thirty to eight seconds. Salespeople must create interest span to combat lower attention span. The tendency for young people to flee from meaningful conversation results in loss of rapport and connection. This makes objection handling more difficult than ever before. The solution? Rehumanize the Sales Process.
Key Take-Aways:

  • Insight on how anything that can be told can be asked
  • An example of The CALL Method: CONNECT, ASK, LISTEN AND LINK method to sales
  • Best practices on how leveraging first, second and third level questions will get to the heart of why people buy your product or service
  • An understanding of how to listen to the emotion behind the words
  • Examples of how to unpack three methods for linking what’s important to the customer to your offering to build urgency

5:30 PM


STAR GAZING NETWORKING RECEPTION & 2ND ANNUAL 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. Dinner and cocktails will be served throughout the night and our top teams will be draped in Gold, Silver & Bronze. Experience what will be the most fun you’ve ever had at an event while making lifetime connections.

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

8:30 AM


Continental Breakfast and Exhibition

9:00 AM


Shifting the Mindset: The Journey to Digital Sales Transformation

Keith Hartley, Senior Vice President Sales, Americas, ServiceMax from GE Digital
Learn More
Transforming your sales team into a quota-busting organization today requires a successful digital transformation. This keynote presentation will discuss how to bridge the gap between aspiring to “go digital” and the capability needed for a successful transformation, including a change in the mindset, process and tools for your sales team.

Key Take-Aways:

  • A Top-10 guide to digitally transforming the sales organization
  • Lessons learned from successful and unsuccessful transformations
  • Tools to consider when digitally transforming the sales organization

9:45 AM


GAUGING THE TURNS
Leading a Millennial and Mobile First Sales Organization

Toby Carrington, Senior Vice President of Global Sales Operations, Siemens Healthineers
Learn More
Generational change in the salesforce brings nuanced challenges – especially how to motivate, engage and drive high performing teams with a new breed of sellers. This session will draw on research and a case study showing the process, culture and mobile first technological change necessary to enable a modern sales organization.
Key Take-Aways:

  • Fresh perspectives on the specific challenges organizations face with the demographic change of the salesforce
  • Pragmatic ways to introduce mobile first tools into an existing sales technology landscape
  • Success factors in collaboration and community building across sales teams

10:15 AM


Briefing Sessions, Networking, Refreshments, and Exhibition Break

11:15 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. Actionable Sales Forecasting
Zone 2. Stand Out and Excel with Video
Facilitator:

Mario Martinez Jr., Chief Executive Officer & Founder, Vengreso
Learn More
Is video just a tool for marketers?
No! Video has great potential to deepen a salesperson’s engagement with the customer. But, how do you get salespeople to create video that is on brand and advances their sales conversations? How do you implement training and processes to support video in your sales process? How do you know if your salespeople are generating positive results through video? How do you drive adoption? This interactive session combines lessons learned in the trenches with proven best practices in process and training in effective use of video in modern selling.

Key Take-Aways:

  • Proven insights that your buyer wants to engage with video
  • Insight on how to develop the mindset shift needed before a salesperson presses the record button
  • Framework for use cases that will deliver ROI through video in your sales process
Zone 3. Are Your Customer Conversations Sabotaging Your Sales Strategy?
Co-Facilitators:

Brian Thomas, Global Director of Client Development, The Northern Trust Company
Bruce Wedderburn, Chief Sales Officer, Integrity Solutions
Learn More
The job of sales leader has never been more challenging. Aggressive growth targets in a commoditized marketplace…prospects more informed and demanding than ever before…buying decisions being made on price while your team struggles to differentiate…and you know your sales team is still too product-focused. If you’re feeling the pressure, you’re not alone. To deal with them, you’ll need to make substantial shifts in the execution of your strategies – one customer conversation at a time.
In this interactive session you will learn how a leading financial services organization is addressing these challenges and turning their sales strategies into business results.
Key Take-Aways:

  • Examples of the key reasons why your sales conversations may be unconsciously increasing your sales cycle time and cost of sale.
  • An understanding of how your sales reps are selling the one thing your clients don’t want – and what to do about it
  • Insight on why selling the “value” of your offerings leads your customers to price-shop
  • A “Pipeline Reality Checklist” – a practical how-to for measuring the true value of your pipeline that you can use immediately

12:15 PM


Food For Thought Networking Luncheon – 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.

1:30 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. Adapting to Changing Consumer Buying Patterns
Moderator:

Marek Wasilewski, Vice President Sales, Symantec
Learn More
Whilst the number of available products is exponentially increasing, consumers are seeking experience over functionality. It appears that with the new generation Emotion trumps Logic. The purpose of this interactive session is to brainstorm and share how organizations have to adapt and change their approach to facilitate the needs of the consumer.
Key Take-Aways:

  • Insight on what is the most logical point of departure and will culture have to eat strategy for breakfast in this new world
  • Best practices for utilization of complimentary tools like Analytics and AI to increase efficiency and to better serve the customer
  • Pragmatic ways to structure brands to offer hyper-personalized products and services
Zone 2. Collaborating with Cross Functional Teams to Win with Customers
Moderator:

Jason Blais, Vice President, Inside Sales, ZipRecuiter
Learn More
Winning in a VUCA (Volatile, Uncertain, Complex, and Ambiguous) world, requires break neck speed of innovation and responsiveness to changing market dynamics and/or customer needs. If you can’t collaborate with cross functional teams at a world class level, you can’t compete as a world class organization.
In this interactive session, we’ll use a common, everyday scenario as a backdrop to work together and synthesize a world class model for internal cross functional collaboration that delivers winning solutions to customers quickly and efficiently.
Key Take-Aways:

  • A blueprint for the stages from collecting/generating ideas to go live of a new solution/service/product
  • Best practices for clearly defining the challenges inherent in each stage
  • An interactive platform to share and/or develop solutions to overcome those challenges
  • A working model that can be shared with our teams to improve the effectiveness of our cross functional collaboration
Zone 3. Product as a Service: Reinventing the Sale
Moderator:

Joe Plubell, Senior Vice President, Global Strategic Accounts, Black & Veatch
Learn More
The razor or the blades—which to sell? Well, the answer is both. Many companies put their full weight behind selling a differentiated product, at least in their mind, and neglect the potential and opportunity of an attractive after market. This interactive session will speak to tactics and approaches to extending the sale beyond the original “Widget”.
Key Take-Aways:

  • Keys to understanding what your customers want in the total life cycle of a product
  • Examples of organizational levers that can be used to develop a successful service approach
  • Methods to structure and incentivize service selling

2:15 PM


Networking, Refreshment, and Exhibition Break
Featured Demonstration Hosted by: Brand and Demand Solutions

2:45 PM


BLACK DIAMOND
Data-Enabled Strategy – Using Data & Advanced Analytics to Sense, Interpret and Act with Conviction on Market Trends

Bernhard Ries, Senior Director Corporate Market Intelligence, Intel Corporation
Learn More
Data and advanced analytics are transforming every industry. While most of us would likely expect the formulation of strategy to continue to be the domain of experts in the C-Suite and their strategy offices, there are new ways of leveraging AI, machine learning, natural language processing and associated techniques to make better strategy decisions. This session will focus on how Intel is evolving its processes for sensing market trends and interpreting data in new ways to act with conviction on market trends to capture growth opportunities
Key Take – Aways:

  • An understanding of why market sensing and strategy formulation is and will continue to be part art, part science. But new capabilities that are available to strategy leaders make it essential to transform your strategy function into a data-enabled strategy office in order to compete effectively
  • Insight into methods and processes that Intel is deploying to detect market trends, predict M&A activity and act with conviction on these findings

3:15 PM


RIDING THE CORNICE
Digital in the Real World 2025: Will We Even Need a Sales Organization?

Moderator:

John Ruggles, Senior Vice President of Global Sales, Frost & Sullivan

Panelists Include:

Toby Carrington, Senior Vice President of Global Sales Operations, Siemens Healthineers
Urvish Thakkar, Vice President Sales Strategy & Operations, Americas, HP
Learn More
With the advent of e-commerce, artificial intelligence and other advanced digital sales technologies that will emerge in time, will the sales team of 2025 be entirely digital? Join this 1v1 debate to find out who will be crowned the champion of sales in 2025, the software or the salesperson.

4:00 PM


LAST RUN
Mastering Superpowers: Harnessing Your Herculean Leadership Strengths to Avoid Hulk-Worthy Destruction

Carlann Fergusson, Owner & Leadership Change Expert, Propel Forward
Learn More
In today’s social media world leaders are fearful of saying or doing the wrong thing and self-sabotaging their career. This session uses real leader’s stories to help you uncover the leadership Superpower that is the source of your most enviable leadership strengths and your most cringeworthy leadership moments.
Key Take-Aways:

  • A guide to gain awareness of your primary leadership Superpower and the incredible gifts you bring to the organization
  • Insight into the negative perceptions created by overusing your greatest strength that unwittingly sabotage your leadership
  • Action steps for bringing your superpower back into balance to eliminate self-sabotaging behaviors and increase your influence

4:30 PM


Content for STAR – Sales Team Alpine Retreat: A Frost & Sullivan Executive MindXchange Concludes
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