For registered attendees only.
Learn from fellow B2B Sales Leaders as they share how they have reacted, responded, adapted to the pandemic, their plans for 2021 and the future of sales
Motivating teams, building pipeline and closing revenue is harder (for most) than ever before.
The pandemic has seen a huge acceleration and migration to remote and digital selling.
Amid the COVID-19 pandemic, the way companies buy from and sell to each other now looks very different than it used to—perhaps permanently. To thrive in the future B2B buying world, B2B Sales Leaders will need to continue adapting to the new economic reality.
During this one day virtual forum, Sales Leaders will share their thoughts on the challenges and how they actively monitor and adapt to the major shifts and swings.
Learn practical insights and real life examples how local and regional Sales Leaders reacted, responded, adapted to the acceleration of digital and virtual selling, their plans for 2021 and their thoughts on the future of sales.
Now, amid the continuing economic uncertainty and the need to begin thinking about 2021, it’s time to take stock of lessons learned and set priorities for 2021.
During this one day virtual event, our B2B Sales Leaders will explore the most important lessons learned from the last eight months of driving sales performance and revenue growth and the essential priorities for the next six and beyond.
Ruairi Conroy
Global Vice President Inside Sales
SiteMinder
Joe Craparotta
Vice President
Schneider Electric
Dean Hosking
General Manager, Australia
Konica Minolta
Inspiring Leadership – Developing and mobilising the most powerful sales team for your organisation – and during the pandemic!
During this session we’ll dive deeper into creating the “hum on the salesfloor – boiler room motivation up” when sales team working from home are getting tired and de-motivated.
You’ll hear from:
SiteMinder – Australia’s latest tech Unicorn selling software to hotels – scaling and growth through the pandemic
Konica Minolta – Getting promoted to National Sales Leader due to excellent team management during Covid
Schneider Electric – High-value-selling – Remote and Virtual selling into large accounts with long, complex sales cycles
The panelists will discuss:
Gabriel Tsavaris
Head of Sales Transformation APAC
Korn Ferry
Jim Burke
GM & Director of Sales Australia
Juniper Networks
Jeffrey Sheard
Head of Enterprise Sales
PureStorage
Gretchen Cooke
VIC/TAS State Director, Enterprise and Government
Telstra
Richard Kulkarni
VP Asia Pacific
Seismic
With B2B buying behaviours becoming more unpredictable in the wake of COVID-19, how do sales organisations drive relevance and trust with customers amid lingering market uncertainty? To stay resilient and sustain revenue in the new economic reality, business leaders must adapt their sales execution models and increase sellers’ digital readiness.
In this fireside chat, we will discuss:
Session sponsored by:
Anna McLiesh
Head of Business Direct and Business Services
Chief Transformation Office
Westpac Group
Kevin Teoh
Executive Director, Head of Business Customer Sales
Telstra
Adam Thorp
CEO
Julian Midwinter
According to a recent McKinsey & Company survey of 3,600 B2B decision makers, the pandemic has seen a huge shift in preferences of B2B buyers to digital channels away from traditional interactions.
At the same time, Forrester reported the increased demand for B2B self-service and eCommerce options were compounding at almost 10% per annum and at the same time purchases through sales reps had declined at a similar percentage.
But even before the pandemic, new ways of digital buying and B2B eCommerce were emerging as ways of respond to shifting buyer behaviour and reducing the cost of sale. The pandemic has exponentially accelerated these trends.
In addition, economic uncertainty, slow growth and ensuring cost reduction, we’re faced with buyers that are either not buying at all, only buying necessity / operations critical or re-negotiating existing contract and terms. Pipelines are stalling and deals are not closing.
Even so, sales leaders are still held accountable as if business as usual during the pandemic, putting even harder pressure on an already head-count heavy sales force to deliver revenue and growth.
During this session we’ll discuss the unprecedented shift in buyer behaviour from the acceleration of B2B eCommerce to large complex sales requiring face-to-face interaction.
Asanga Wanigatunga Jennifer Ham
Vice President Cloud & Service Providers – APJ
Veeam Software
Jennifer Ham
Managing Vice President, APAC
Gartner
Vannessa McCamley
Neuroscience of Leadership, Performance, Sales, Coach
Link Success
Matthew Verity
Head of Business Consultancy Services
Artis
Samantha Marks
APAC Head of Content
McCorkell & Associates
What happens when Sales and Neuroscience go up against Marketing and Technology to argue the question “Can High Performance Sales Behaviour Be Automated?”
Find out when you join us for a fun, fast exchange of opinion as part of the inaugural Great Enablement Debate!
Find out how each team defines the variables to calculate in making a case for or against automation:
As the automation mega-trend surges and matures across many sectors, this is a vital and timely discussion for all Sales Leaders. This debate will tackle the limitations of technology, the essential value of talent and how a business determines the case for or against automation in sales.
Who wins? You decide! Don’t miss this fun and informative session.
Session sponsored by:
Bianca Bates
Chief Client Officer
Cuscal
Tori Starkey
Head of CX, Marketing and Training
Class
Iris Chan
CMO and Head of Business Development, APJ
Seismic
Aligning your go-to-market (GTM) functions across sales, marketing, customer success and channel partners is mission-critical in revenue attainment. In fact, mis-alignment of sales and marketing cost companies an average of 10% or more of their revenue per year, IDC found. Conversely, when organisations are aligned across the revenue engine they achieve 19% faster revenue growth, according to SiriusDecisions. This focus on alignment – of people, processes, data and technology — is even more important now than ever as we navigate the increasingly complex buying landscape.
Our panelists will share their experiences and perspectives on:
Will Griffith
VP & GM APJ
Tealium
Tim Sleep
MD
Odgers Berndtson
Michaela Wareing
Senior Sales Enablement Manager, JAPAC
MuleSoft
Daniel Harrison
VP & MD – APAC and Japan
ON24
The path from Sales Leader to All-Revenue Leader (MD) to CEO
What makes a great Regional Sales Director – skills, coaching and mentoring for leaders
In high growth companies, often with the aim of a IPO, VP of Sales are ideal candidates for driving the “growth and revenue focused business” in the capacity of Managing Director. During this session we’ll discuss career paths for sales leaders and hear from Sales Leaders having made the move to MDs.
In addition we’ll also discuss forecasting models and sales methodologies used
Sponsored by Webinar Partner:
David Coventry
VP Enterprise and Government
Optus Business
Nicole Cadet
Inside Sales Director, AP&J
VMware
Grace Kerrison
Head of Sales Solutions, APAC
LinkedIn
Andy Springer
Chief Client Officer
Rain Group
According to a recent McKinsey & Company report, 96% of world wide B2B Selling has fully or partly shifted to remote selling. 65% of B2B buyers believe the remote model is equally or even more effective than what they were doing before the pandemic.
During this panel, our sales leaders will share examples of their successes and lessons learnt from how they re-skilled their salesforce to be proficient in virtual selling at the speed of light.
Session sponsored by:
Cian McLoughlin
CEO
Trinity Perspectives
“Our customers will teach us how they want to buy from us, if we ask them in the right way”
There’s nothing more frustrating in business, than pouring your heart and soul into a tender response or customer proposal and discovering your customer has picked someone else’s solution. All that wasted effort, all those nights and weekends spent crafting your value proposition, honing your solution offering … and in the end you walk away with nothing!
There’s no such thing as a silver bullet in sales, but our Win Loss Analysis and Sales Transformation get right to the heart of your customers decision making process.
Learn how Win/Loss Review (WLR) survey and interview questions, to extract the specific feedback you need, from the only source that really matters, your customers and prospects.
Andy Vargoczky
Senior Vice President Asia Pacific
Agility Logistics & Supply Chain
Mark Saunders
Head of Sales and Client Partnerships, APAC
JLL
Mabelle Reyes
Head of B2B Sales Operations
Ampol
Gina McCartney
Executive Manager Customer Excellence
REA Group
Grant Bowman
Head of Business Development ASIA
Mercer
Sales and insight tools. What’s working well in a virtual world?
Our Sales Operations leaders will share how they support Sales Leaders with:
Gabriel Tsavaris
Head of Sales Transformation APAC
Korn Ferry
In this session Korn Ferry will share the results of their annual global sales performance study with a strong focus this year on the impact of Covid-19 and the implications for sales talent.
Purchase recordings for the B2B Sales Leaders Forum 2020