Agenda – 11 October, 2012

Registration And Morning Coffee

Chairman’s Opening Remarks
CUSTOMER CENTRIC SALES

Positioning CRM As A Main Sales Strategy And Use It As A Marketing Channel To Reach
Top Results

- Identifying
your company through the customers’ eyes and then reshape the sales process accordingly: Sales organizations that win in today’s marketplace seize the customer’s point of view

- Shifting your sales process to match your customers’ buying behavior
- Integrating sales, customer focus and marketing to profitably
achieve common goals

Anouk Vastert, Global Director Change Management Sales CRM, Philips
SOCIAL AND ONLINE SELLING

Identifying The Right Social Media Channels To Boost Your Sales Performance: Why Social
Media Is A Gold Ticket For Sales?

- Using social media as a part of your business plan giving your sales people access to quality data where you can research key contacts
- Recognizing the opportunity to build relationships and generate new hot leads online
- Creating a personal and trusted relationship via social media networks to beat the competition
- Gaining Insight On Brand And Product Positioning Through Google+, Facebook, Twitter and YouTube

John Ray, Industry Head - Sales/ Business Development,
Google

Networking And Refreshment Break

Creating A Mobile Platform To Boost Your Sales

- Getting your sales information out of your office and into the hands of your customers
- Why mobile is becoming one of the most critical sales and marketing channel for any business
- Successful tips and tools to keep you focused and up-to-date with the new connected world
- What can your organization do to enable more mobile sales force?
Tobi Kuhlang, VP Indirect Sales And Payment Systems, Accor
POTENTIAL SALES CLIENTS

Becoming Your Commerce Partner of Choice: eBay’s Approach To Online Selling

- Market opportunities at commerce: How eBay is positioned to work with major brands and retailers to maximize the market present
- The changing shoppers market: A shopping revolution of multichannel retail environment
- Enhancing the seller’s experience as a part of your multichannel strategy
- The continuous support of marketing:
Driving buyers to great deals


Allistair Carmichael, European Acquisition Manager, eBay Enterprise Sales

Lunch For Speakers And Delegates
SALES COACHING AND TRAINING

Developing A World-Class Training And Development Program Fit For Your Sales Force

- Reshaping
your current sales environment to be more accepting of coaching
- Learning best practices in when to coach, how often and how long
- How to meet the needs of sales and include peer-to-peer learning, web based tools,
sales training portals, playbooks, etc.


Carl Kallen,
Global Head of Sales – Telefonica Group, Sony

MAXIMIZING REVENUE

Ensuring A Positive ROI While Creating More Sales: Tracking Every Stage And Metric Of
The Sales Cycle To Ensure The Team Stays On Track To Meet Quota

- Getting the most relevant information in the right format to the right person at the right time of the sales cycle for maximum revenue
- How can sales and marketing work more collaboratively to successfully boost your sales
- Investing
in customer retention


Helen Piper, Head Of Global Sales Operations, EAN, Expedia
SALES PITCH

Effective Tips And Tools How To Ditch The Perfect Pitch

- Improve your contacts with new prospects and exciting customers
- Effective ways to reduce the buyer resistance and move the sales process forward
- Emails and social media is crucial!
- Research- before starting your pitch, take time to do it
- Specific messages for specific segment

Anna Skrzypek, Head of Direct Sales Yahoo! Expansion Markets, Yahoo!
SALES PROCESSES

Foreign Exchange: The Sales Process

- Characteristics of the sales process
- The clients: Commercial companies, Central banks, Hedge funds, Investment management firms “real money”
- Booking and follow up: Evaluate financial value at risk when booking, client follow up; is the client happy?

Raul Maranon, Director, FX Southern Europe and Central Europe

Institutional Sales, Barclays
And
Felipe Gutierrez, Analyst, FX Institutional Sales, Barclays

Networking And Refreshment Break
FUTURE SALES

Franchise Your Sales Organization
– Build It Once, Leverage And Duplicate For Achieving Operational Scale

- Learn how to counterbalance the increasing complexity in today’s Sales Organizations in a multi-country scenario
- Concrete examples along 3 key areas: Pipeline Management, Deal Qualification/Review and Sales Forecasting
- Sales operating principles & practices

Andy Froemmel, Head of Go-to-Market Operations EMEA, Director Sales Operations - EMEA Cluster Emerging & South, SAP
SALES AND MARKETING

Using Shopper Marketing To Help You Boost Your Sales – A Henkel Case Study
Steffen Ruebke, Vice President Sales Germany, HENKEL Cosmetics

End Of Event