21 October 2021 | 11am - 4pm AEDT | 8am - 1pm SGT | Online

B2B Sales Leaders Virtual Forum APAC 2021

Leading teams in a post-pandemic world, accelerating sales transformation & revenue enablement - the future of B2B sales

Register now

Leading teams in a post-pandemic world, accelerating sales transformation & revenue enablement - the future of B2B sales

Learn how B2B sales leaders are preparing their teams for a post-pandemic world, how they’re accelerating sales transformation and revenue enablement, their plans for 2022 and their thoughts on the future of B2B sales

It’s been a year and a half since the meaning of “normal” transformed. The state of sales has clearly changed and 2020 will be remembered as a watershed moment when B2B buying and selling radically changed forever.

Regardless of the timing or degree to which we return to in-person selling, one thing is for certain: customer preferences for how they engage with vendors will have permanently shifted.

Join us at B2B Sales Leaders Virtual Forum APAC and you’ll learn how B2B Sales Leaders have adapted and how they are planning on leading their sales teams into a post-pandemic world and what the future of sales and sellers will look like.

Learn how sales leaders are keeping their teams productive, motivated and in the right mindset including mental wellness selling from home

The building blocks for high-performing virtual selling engines

How to accelerate revenue growth – The good, the bad, and the best

Building organisational capabilities that support long-term virtual selling and accelerates lead-to-revenue

Will the hybrid sales reps become the most common sales role? If so, how do we re-evaluate the skills sellers will need to be successful? What does re-tooling, re-skilling and re-deploying sales people look like? Will we continue to build resilient teams for the future of digital sales?

Field and Inside/Virtual/Digital selling teams are blurring like never before – What are the emerging roles, new team structures to consider, and the best locations for scaling your growing teams?

Accelerating Sales Transformation & Revenue Enablement - The evolving role and transformation of sales, creating commercial excellence and growth mindsets

How their transformations have driven sustainable performance, achieved predictable sales pipeline and effectively managed the consistent demand for growth in a hyper competitive market

  • 65% of B2B buyers believe the remote model is equally or even more effective than what they were doing before the pandemic.

    McKinsey & Company

    McKinsey & Company

Sales leaders you'll be learning from:

  • Anthony bishop cochlear B2B Sales Leaders Conference

    Anthony Bishop

    President Asia Pacific & Latin America
    Leading sales into a post-pandemic world
  • daniel west MYOB B2B Sales Leaders Conference

    Daniel West

    Chief Sales and Support Officer
    Revenue Operations and Enablement – How MYOB are driving specialization across the full go-to-market model
  • Nick Latham MYOB sales b2b conference

    Nick Latham

    Head of Support, Services and Success
    Strengthening revenue operations through alignment between sales and customer success
  • chris russo B2B Sales Leaders Conference

    Chris Russo

    GM Enterprise & Government Customer Sales & Strategy
    Developing and mobilising sales teams during and post the pandemic
  • Damien Pigott Oracle B2B Sales Leaders Conference

    Damien Pigott

    Global Sales Productivity Manager - JAPAC
    The future of B2B sales: setting up for success post-pandemic
  • Georgia Lee Australia Post_B2B_Sales Leaders Conference

    Georgia Lee

    GM Customer Success
    Accelerating Sales Transformation & Revenue Enablement
  • Carly Rees B2B Sales Leaders Conference

    Carly Rees

    GM - Sales Operations, Enablement and Strategy
    Culture, Engagement and Leadership development. Sales Operations, Enablement and Strategy
  • Melanie ArmstrongB2B Sales Leaders Conference

    Melanie Armstrong

    Head of Sales APAC
    Balancing team performance and mental health
  • Nikolas Gresshoff B2B Sales Leaders Conference

    Nikolas Gresshoff

    Head of Process Industries – Australia & Pacific
    The future of hybrid sales - the blurring of Field and Inside/Virtual selling
  • Allison Pezzullo B2B Sales Leaders Conference

    Allison Pezzullo

    Director, Global Sales Transformation
    Sales Transformation & Revenue Enablement
  • Chris Carey Findex B2B Sales Leaders Conference

    Chris Carey

    Chief Growth Officer
    Inspiring leadership – Developing and mobilising sales teams during and post the pandemic
  • Joshua Mann Hostopia B2B Sales Leaders Conference

    Joshua Mann

    Director, Sales & Partnerships, APJ
    Closing the gaps between buyer priorities and seller effectiveness in the digital-first world
  • Amanda Newton Intuit B2B sales Leaders conference

    Amanda Newton

    Sales & Marketing Lead
    Is the industry ripe for disruption or has it already disrupted?
  • Fraser McNaughton Grant_Thornton B2B sales Leaders conference

    Fraser McNaughton

    Head of Sales & Marketing
    Increased information gathering for buyers – re-calibrating the sales pitch to close a deal
  • Heather Cook Seismic B2B Sales Leaders Conference

    Heather Cook

    VP Asia Pacific
    Sales enablement for strengthening revenue operations and Go-to-Market effectiveness
  • Tim Nelson Korn Ferry B2B Sales Leaders Conference

    Tim Nelson

    Managing Director ANZ
    Leadership - Keeping teams productive, motivated and in the right mindset including mental wellness
  • David Bell Xero B2B Sales Leaders Conference

    David Bell

    Executive GM, Partner Sales (Global)
    How do you sell to those you can’t connect with?
  • Karen powell Mccorkell B2B Sales Leaders Conference

    Karen Powell

    Managing Director
    Debate: Can High Performance Sales Behaviour Be Automated?
  • Gabriel Tsavaris Head of Sales Transformation APAC at Korn Ferry Sales Advisory speaking at B2B Sales leaders Forum in sydney Australia

    Gabriel Tsavaris

    Head of Sales Transformation APAC
    Accelerating Revenue Growth – The Good, The Bad, and the Best
  • Charles Kinsella Qualtrics_2B_Sales Leaders Conference

    Charles Kinsella

    Director, Sales Development APJ
    How to adjust your performance metrics for the new era of work
  • fred viet aircall sales b2b conference

    Fred Viet

    ANZ Sales Director
    How to Coach Your SDRs to be the ultimate growth engine in a hybrid workforce
  • Carol Johnson Salesforce_B2B_Sales Leaders Conference

    Carol Johnson

    Senior Director Sales Enablement
    Leads vs. Insights – What’s realistic when it comes to growing your business?
  • Dylan Verrier On24 B2B_Sales Leaders Conference

    Dylan Verrier

    Head of Sales Development APJ
    Coaching your SDRs to focus on agility and connection in a virtual sales environment
  • Adam throp julian midwinter sales consultants speaking at b2b sales leaders conference in sydney australia

    Adam Thorp

    CEO
    The future of omni-channel selling - The acceleration of B2B digital buying and B2B eCommerce

Program: Thursday 21 October 2021

11am AEDT | 8am SGT

Leading sales into a post-pandemic world

It’s been a year and a half since the meaning of “normal”. During this leadership session we’ll hear how our panellists have adapted and how they’re planning on leading their sales teams into a post-pandemic world.

During this chat, leaders will share their experience in:

  • Inspiring leadership – How they’re developing and mobilising their sales teams during and post the pandemic.
  • How they keep their teams productive, motivated and in the right mindset including mental wellness selling from home?
  • How have they sustained virtual selling and overcome digital fatigue from both buyers and sellers
  • How have they balanced managing and motivating their hybrid and remote teams, what about their own wellbeing?
  • What are some key success factors they’ve seen emerging in their teams during the last 18 months including accelerate lead-to-revenue and managing stalled deals?
Anthony bishop cochlear B2B Sales Leaders Conference

Anthony Bishop
President Asia Pacific & Latin America
Cochlear

chris russo B2B Sales Leaders Conference

Chris Russo
GM Enterprise & Government Customer Sales & Strategy
TPG Telecom

Chris Carey Findex B2B Sales Leaders Conference

Chris Carey
Chief Growth Officer
FINDEX

Tim Nelson Korn Ferry B2B Sales Leaders Conference

Tim Nelson
Managing Director ANZ
Korn Ferry

11:45am AEDT | 8:45am SGT

Joshua Mann Hostopia B2B Sales Leaders Conference

Joshua Mann
Director, Sales & Partnerships, APJ
Hostopia

Heather Cook Seismic B2B Sales Leaders Conference

Heather Cook
VP Asia Pacific
Seismic

Building blocks for a high-performing virtual selling engine

More than a year since the pandemic, 93% of sales reps are still experiencing significant challenges in virtual selling in spite of coaching, Gartner’s research found. A study by Bain also found execution by commercial organisations have fallen short on win rates and revenue per sales rep. So what has been missing? How do sellers deliver exceptional experiences for digitally oriented buyers in this crowded landscape? In this fireside chat, Joshua Mann will share the foundational capabilities Hostopia built to create a high-performing virtual selling engine. We will explore emerging tech trends in virtual selling that give your business a competitive advantage. Let’s discuss:

  • Closing the gaps between buyer priorities and seller effectiveness in the digital-first world
  • The role of data analytics in virtual customer engagements and deal progression
  • Delivering connected, personalised experiences that differentiate your value and activate buyers
  • Driving adoption of virtual selling practices
  • What’s next in virtual selling – emerging trends and technologies

12:20pm AEDT | 9:20am SGT

Gabriel Tsavaris Head of Sales Transformation APAC at Korn Ferry Sales Advisory speaking at B2B Sales leaders Forum in sydney Australia

Gabriel Tsavaris
Head of Sales Transformation APAC
Korn Ferry

Accelerating revenue growth – The good, the bad, and the best

In this session Korn Ferry will cover the following items:

  • The changing B2B Sales & Buying Dynamics
  • The Good, The Bad and The Best
  • Focus for High Performers & World Class Sales Organizations

 

Korn Ferry will provide the key findings form the 2020-21 Sales Performance Study where they examined the sales practices of 1500 organizations globally. What did world class sales organizations prioritize to outperform others. In this session Korn Ferry will also share the Sales Relationship Process matrix underpinning the correlation between client relationship status and sales process maturity and how this links to key performance metrics. Delegates will also receive an executive overview of the Korn Ferry 2021 Buyer Preferences Study.

12:50pm AEDT | 09:50am SGT

Debate: The future of sales — ripe for disruption or already disrupted?

Not so long ago, the channel to sales was clear and defined. Marketing shared leads, proposals were drawn, relationships built, and products sold. Today however, like many other industries, that channel is as blurred as it is busy.

What was once straight-forward is now a minefield of faceless buyers, challenging environments and endless opportunities, leaving many questioning what the future of ‘sales’ really looks like.

Find out when you join us for this exciting and useful discussion as part of the annual Great Sales Debate.

As we unpack what the future of sales really looks like, find out how each team makes a case for or against “Is the industry ripe for disruption or has it already disrupted?”

  • Faceless buyers – How do you sell to those you can’t connect with?
  • Increased information gathering for buyers – How to re-calibrate the sales pitch to close a deal?
  • Responsibilities – How much ownership over leads should sales have and who is responsible for the buyer experience?
  • Skills – What really carries weight in today’s landscape, and will they hold up tomorrow?
  • Leads vs. Insights – What’s realistic when it comes to growing your business?

Who wins? You decide! We look forward to seeing you there for a fun filled debate

Fraser McNaughton Grant_Thornton B2B sales Leaders conference

Fraser McNaughton
Head of Sales & Marketing
Grant Thornton

Amanda Newton Intuit B2B sales Leaders conference

Amanda Newton
Sales & Marketing Lead
Intuit

Carol Johnson Salesforce_B2B_Sales Leaders Conference

Carol Johnson
Senior Director Sales Enablement
Salesforce

David Bell Xero B2B Sales Leaders Conference

David Bell
Executive GM, Partner Sales (Global)
Xero

Karen powell Mccorkell B2B Sales Leaders Conference

Moderated by:

Karen Powell
Managing Director
McCorkell

1:30pm AEDT | 10:30am SGT

Charles Kinsella Qualtrics_2B_Sales Leaders Conference

Charles Kinsella
Director, Sales Development APJ
Qualtrics

fred viet aircall sales b2b conference

Fred Viet
ANZ Sales Director
Aircall

Dylan Verrier On24 B2B_Sales Leaders Conference

Dylan Verrier
Head of Sales Development APJ
ON24

How to Coach Your SDRs to be the ultimate growth engine in a hybrid workforce

Is your sales development team struggling to adapt to the hybrid workforce? The secret might lie in coaching your SDRs to focus on agility and connection (especially when communicating over Zoom and using other virtual business tools). In this panel hosted by Aircall, leading sales experts will dive into their best tips and tricks on coaching and training, how to structure your team, and how to adjust your performance metrics for the new era of work.

2:05pm AEDT | 11:05am SGT

daniel west MYOB B2B Sales Leaders Conference

Daniel West
Chief Sales and Support Officer
MYOB

Nick Latham MYOB sales b2b conference

Nick Latham
Head of Support, Services and Success
MYOB

Heather Cook Seismic B2B Sales Leaders Conference

Heather Cook
VP Asia Pacific 
Seismic

How MYOB’s SaaS Transformation is driven by the needs of the customer

During this session Daniel and Nick will discuss how MYOB’s sales transformation always starts with the customer.

They will share:

  • Organising based on customer segments and an understanding of their stage and maturity
  • Introduction of go-to-market function at segment level to drive customer focused GTM initiatives
  • Role specialisation aligned with customer journey (demand gen, sales, success, support)
  • Taking a full lifecycle view to provide an holistic approach to maximising lifetime value
  • Differences in working with SME and Enterprise segments and what this means for organisation set-up

2.40pm AEDT | 11.40am SGT

The future of B2B sales: Setting up for success post-pandemic

The state of sales has clearly changed and 2020 will be remembered as a watershed moment when B2B buying and selling radically changed forever.

Regardless of the timing or degree to which we return to in-person selling, one thing is for certain: customer preferences for how they engage with vendors will have permanently shifted.

As we look into the future this session will discuss how sales leaders are refining seller skills for a post-pandemic world and what the future of sales and sellers will look like?

This panel will discuss:

  • Will the hybrid sales reps become the most common sales role? If so, how do we re-evaluate the skills sellers will need to be successful? What does re-tooling, re-skilling and re-deploying sales people look like? Will we continue to build resilient teams for the future of digital sales?
  • Field and Inside/Virtual/Digital selling teams are blurring like never before – What are the emerging roles, new team structures to consider, and the best locations for scaling your growing teams?
  • The future of  Omni-Channel Selling

Damien Pigott Oracle B2B Sales Leaders ConferenceDamien Pigott
Global Sales Productivity Manager – JAPAC
Oracle Netsuite

Melanie ArmstrongB2B Sales Leaders ConferenceMelanie Armstrong
Head of Sales APAC
SAI Global

Nikolas Gresshoff B2B Sales Leaders ConferenceNikolas Gresshoff
Head of Mining – Process Industries APAC
ABB

Adam throp julian midwinter sales consultants speaking at b2b sales leaders conference in sydney australiaAdam Thorp
CEO
Julian Midwinter & Associates

3:20pm AEDT | 12:20pm SGT

Accelerating sales transformation & revenue enablement

The evolving role and transformation of sales, creating commercial excellence and growth mindsets

The case for change now could not be clearer. Business leaders face pressure to deliver above-market growth at the best of times and the pandemic has had a profound impact on the buying and selling process. An exponential rise in digital interactions between buyers and suppliers is making traditional sales models obsolete.

During this session our sales leaders will share how they’ve transformed their sales teams and focused on long-term success that better enable their revenue engines to perform in today’s environment including go-to-market strategy, the way their teams are structured, their people, processes and their technology:

  • How their transformations have driven sustainable performance, achieved predictable sales pipeline and effectively managed the consistent demand for growth in a hyper competitive market
  • How they’ve ensured their teams stay relevant and drive revenue, by implementing adaptive sales models that engage the customer when and how they want and enable sellers’ digital skills
  • How they’ve overcome the challenges for sales teams around training, coaching and enablement especially to minimise the transformation’s impact on productivity and revenue.
  • Customer obsession that puts the customer at the center of all decision making.
  • Revenue enablement across the entire buyer journey, not just the sales process.
  • Examples of enablement strategies, the implementation strategies and how they’ve measured success, including the metrics used.
Allison Pezzullo B2B Sales Leaders Conference

Allison Pezzullo
Director, Global Sales Transformation
Cochlear

Georgia Lee Australia Post B2B Sales Leaders Conference

Georgia Lee
GM Customer Success –  Business, Government & International
Australia Post

Carly Rees B2B Sales Leaders Conference

Carly Rees
GM – Sales Operations, Enablement and Strategy
Vocus

Gabriel Tsavaris Head of Sales Transformation APAC at Korn Ferry Sales Advisory speaking at B2B Sales leaders Forum in sydney Australia

Gabriel Tsavaris
Head of Sales Transformation APAC
Korn Ferry

Registrations are Open!

Join us for a half day of insightful sales learning.

REGISTER NOW!

$25.00
  • Access to all sessions LIVE
  • View confirmation email to receive your personal link to join
Book Now!

THANK YOU TO OUR SALES PARTNERS:

Platinum Partner:

Seismic at b2b marketing conference in melbourne australia

Gold Partner:

Gold Partner:

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Silver Partner:

McCorkell b2b marketing conference Sydney Australia 2020

Video Partner:

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Register your team today!

  • 65% of B2B buyers believe the remote model is equally or even more effective than what they were doing before the pandemic.

    McKinsey & Company

    McKinsey & Company