11 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 Two

Friday, October 11, 2013

Beyond Skills: Building & Managing Strategic Relationships with Customers

REGISTRATION AND CONTINENTAL BREAKFAST 8:30–9 AM

WELCOME AND INTRODUCTION 9–9:30 AM

Should and Can Customers Really Become Partners?

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

A 9:30–10:15 AM

Developing Customers as Strategic Partners

Jeff Weiss, Partner, Vantage Partners

NETWORKING REFRESHMENT BREAK 10:15–10:45 AM

B 10:45 AM–NOON

Successful Customer Management Programs: A View from Procurement and Sales

NETWORKING LUNCHEON NOON–1 PM

C 1–2:15 PM

Group Discussion: Managing Difficult Customers

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

D 2:15–3 PM

Re-launching Broken Relationships with Customers

Bobby Bloom, Vice President, General Manager, Automotive Aftermarket, USA, Robert Bosch

NETWORKING REFRESHMENT BREAK 3–3:15 PM

E 3:15–4 PM

Linking Strategic Segmentation and Customer Management Strategies

F 4–5 PM

Organizational Approaches to Building and Sustaining Strategic Relationships with Customers

Moderator
Jeff Weiss, Partner, Vantage Partners

CONCLUSIONS 5 PM

 Agenda – Day One, Click Here.

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