1. How Collaboration Between
Sales and Marketing Has
Changed the Lead Generation
Game

2. Your • Jon Miller
Presenters – Marketo, Co-Founder and VP of Marketing

3. • How Collaboration Between Sales and Marketing
Agenda
Has Changed the Lead Generation Game

4. Selling More With the Right
Incentives and Sales
Intelligence

5. Your • Bill Hu
Presenters – Manager, Corporate Sales, Xactly
• Jake Hofwegen
– VP Global Sales Operations, NetSuite

6. • Selling More With the Right Incentives and Sales
Agenda
Intelligence

7. Social Selling Best
Practices With
InsideView

8. Your • Koka Sexton
Presenters – InsideView, Director Social Strategy
– @kokasexton
• Barbara Giamanco
– Social Centered Selling, EVP Sales
– @barbaragiamanco
• Don Otvos
– Yammer, Manager, Sales Operations
– @donnyo
• Dave Vacanti
– Senior Manager, Cornerstone On Demand

9. Increasing Lead Quality &
Conversion by Building a
Sales Intelligence Culture

10. • Ralf VonSosen
Your
Presenters – InsideView, VP of Marketing
• Richard Terry-Lloyd
– Zuora, VP for Emerging Markets
• Brian Falkner
– Big Machines, Regional VP – West
• Paul Jones
– FranklinCovey Sales Performance Practice, Senior
Director, Business Development

11. Increasing Lead Quality & Conversion by Building a
Agenda Sales Intelligence Culture
• Prospecting – Finding the RIGHT person.
– Richard Terry-Lloyd, Zuora
• Converting – Having the RIGHT message, at the RIGHT time.
– Brian Falkner, Big Machines
• Culture/Methodology – Making it part of the culture.
– Paul Jones, FranklinCovey
• Discussion with Question & Answers

12. How Today’s Marketers
Are Using Social Media

13. • Joe Lucas
Your
Presenters – InsideView, Senior Marketing Manager
• Cynthia Countouris
– Accolo, VP Marketing
• Ellen Valentine
– SilverPop, Evangelist
• Koka Sexton
– InsideView, Director Social Strategy

14. How Today’s Marketers Are Using Social
Agenda
Media
• What are they using it for?
• How are they going about it?
• What results are they seeing?
• What are the best practices?
• Discussion with Question & Answers

15. So, you have a $500k
Forecast?

16. Your • Donal Daly
Presenter – The TAS Group, Founder and CEO

17. • So, you have a $500k Forecast?
Agenda • What are they using it for?
• How are they going about it?
• What results are they seeing?
• What are the best practices?
• Discussion with Question & Answers

18. Proven Techniques to
Increase Prospect
Response Rates

19. Your • Joanne Black
Presenters – No More Cold Calling®, Founder
• Mike Hack
– InsideView, Account Executive
• Apryl Hanson
– Blytheco, Director Customer and Partner Strategy
• Brett Gabel
– Symplified, Regional Sales Manager

20. Discussion • Proven Techniques to Increase
Topics Prospect Response Rates
• Why referrals are gold
• What it takes to adopt referral selling
• Leveraging your connections to get to the right people
• Using referrals throughout the sales funnel
• Linking InsideView and social media for referrals

21. How Sales Intelligence
Can Make You a Better
Sales Executive

22. Your • Larry Reeves
Presenters – AA-ISP, Chief Operating Officer
• Brook West
– Fuze Box, VP Sales
• Greg Brush
– InsideView, VP Sales
• Michael Lodato
– Network Hardware Resale, SVP Sales & Marketing

23. Discussion • How Sales Intelligence Can Make You a
Topics Better Sales Executive
• Top Challenges and Priorities
• Using social intelligence
• Tools and Technologies
• Processes and Methodologies
• People and Training
• Open Q&A

24. 9 Social Selling Tools You
Should Not Go Without
#IS12

25. Your • Greg Brown
Presenters – Extole, Chief Revenue Officer
– @gregsbrown
• Eric Boocock
– Microsoft, Senior Product Marketing Manager
– @eboocock
• Patrick Culp
– Sprout Social, Director Sales
– @talk2pculp

26. Discussion • Social Selling Tools You Should Not Go
Topics Without
• Tools
• Measuring social engagement
• Is social media is a time waster?
• Benefits of social media
• Role of CRM
• Open Q&A

27. 21st-century Sales Warriors:
Work Smarter, Sell Better and
Win More

28. Your • Nicholas Kontopoulos
Presenter – SAP, Director Global Marketing, CRM LoB Customer

29. • 21st-century Sales Warriors: Work Smarter, Sell
Agenda
Better and Win More

30. The New Rules of Social CRM

31. Your • Chuck Coulson
Presenter – SugarCRM, VP Business Development

32. • The New Rules of Social CRM
Agenda
• What are the New Rules?
• How to compete and win
• Open Q&A

33. Why Downturns Break Sales
Orgs (And What To Do About
It)

34. Your • Justin Shriber
Presenter – Oracle, Regional VP, SaaS CRM Sales

35. • Why Downturns Break Sales Orgs (And What To
Agenda
Do About It)