10 October, 2013

The power of persuasion and customer relationships management have always been important components of a sales executive’s capabilities. As sales strategies have evolved recently, the sales environment has simultaneously become exponentially challenging. Sales executives face complex selling situations including multiple decision makers, chief procurement officers, pricing pressures and competition (both local and global). Building key capabilities in negotiation and managing strategic relationships with customers can help combat these challenges. Over two days the Senior Sales Executive Roundtable will share insights on how to build these capabilities in your organization. 

The first day will focus on Negotiation as a Business Process and will cover negotiation strategies, value leakage, procurement and pricing, and high risk/high stakes negotiation. The second day will feature key strategies for Building and Managing Strategic Relationships with Customers focusing on customers as strategic partners, customer management programs, managing difficult customers and re-launching relationships and, strategic segmentation.

Who should attend

Senior executives responsible for sales management, sales operations, inside sales, CRM and sales training and also senior marketing and sales executives.

Partial list of speakers

Kurt Kwok, Vice President, Corporate Marketing, Applied Materials
Jim Mayberry, Vice President, Marketing and Corporate Sales Operations, Boston Scientific Corporation
Brenda Dennis, Senior Director, WW Sales Strategy, Planning, Strategic Insights, Cisco Systems
Bobby Bloom, Vice President, General Manager, Automotive Aftermarket, USA, Robert Bosch
Jeff Weiss, Partner, Vantage Partners

Agenda - Day One

Thursday, October 10, 2013

Beyond Skills: Enabling Sales Negotiation as a Critical Business Process

REGISTRATION AND CONTINENTAL BREAKFAST 8:30–9 AM

WELCOME AND INTRODUCTIONS: 9–9:30 AM

How is Negotiating Capability a Critical Component of Today’s Sales Organization?

Jeff Weiss, Partner, Vantage Partners
Christine Hess, Program Director, The Conference Board

A 9:30–10:30 AM

Avoiding Value Leakage in the Sales Negotiation Process: Leading Edge Practices

Jeff Weiss, Partner, Vantage Partners

NETWORKING REFRESHMENT BREAK 10:30–11 AM

B 11 AM–NOON

Ensuring Systematic Preparation for Consistently Successful Negotiations

Jim Mayberry, Vice President, Marketing and Corporate Sales Operations, Boston Scientific Corporation

NETWORKING LUNCHEON NOON–1 PM

C 1–2 PM

Group Discussion: Transforming a Complex Customer Negotiation

Jeff Weiss, Partner, Vantage Partners
Christine Hess, Program Director, The Conference Board

D 2–3 PM

Enabling Pricing Success through Macro Negotiation Strategies

Jeff Weiss, Partner, Vantage Partners

NETWORKING REFRESHMENT BREAK 3–3:15 PM

E 3:15–4 PM

Extreme Negotiations - Lessons from the Army for Negotiating High Risk, High Stakes Deals

MAJ Neil Hollenbeck, Instructor, Department of Behavioral Science, Unites States Military Academy, West Point and co-Director, West Point - Negotiation Project

F 4–5 PM

Panel: Developing and Enabling Negotiation as an Organizational Discipline

Kurt Kwok, Vice President, Corporate Marketing, Applied Materials
Jim Mayberry, Vice President, Marketing and Corporate Sales Operations, Boston Scientific Corporation

Agenda – Day Two, Click Here.

For speaking and sponsorship opportunities, please contact Mary Beth Reidy at reidymb@conferenceboard.org.