12 November 2020 | 9am - 3pm AEST

B2B SALES LEADERS VIRTUAL FORUM APAC

Learn how your fellow B2B Sales leaders have adapted to the pandemic, their plans for 2021 and the future of sales

Focused exclusively on sales prospecting, pipeline, productivity and leadership

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.

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.

During this one day Forum, we are going to explore driving sales performance and revenue growth:

Sales and buyer transformation during the pandemic

The acceleration of B2B Virtual and Digital Selling

Remote Leadership that creates high performing sales cultures

Sales Transformation to Outmaneuvre Disruption and Fast-Track Recovery

How Sales Leaders are Navigating Uncertain Business Conditions to Sustain Revenue

Remote and virtual selling in large accounts with very long sales cycles

Sales enablement and skills development in the new world

The acceleration of B2B Digital Selling - Everyone is now Inside Sales

The Pursuit of Revenue Productivity

Creating Commercial Engines - The Science of Revenue Growth

Emerging technologies and insights that unlock sales performance, succeed in virtual selling and accelerate deals.

Buyers Panel

The death of the long lunches - Age succession – connecting, mentoring, coaching and knowledge/experience transfer

From Crisis to Rebound: Planning for 2021 and the future of Sales

 

First confirmed speakers:

We're currently researching topics and inviting speakers. Please contact us if you've got a success story you'd like to share

  • Joe Craparotta VP Sales, Strategic Customers and Segments, Schneider Electric speaking at b2b sales event in australia

    Joe Craparotta

    VP Sales, Strategic Customers and Segments
    Remote and virtual selling in large accounts with very long sales cycles
  • Jim Burke Director of Sales at juniper Networks speaking at B2B sales leaders forum in Sydney Australia

    Jim Burke

    GM & Director of Sales Australia
    Building a resilient, high-performing, pipeline focused culture
  • Iris chan president of sales enablment society speaking at B2b Sales leaders conference in sydney australia

    Iris Chan

    Chapter President, Australia and Founding Member
    Sales enablement and skills development in the new world
  • Richard Kulkarni VP Sales asia pacific at Seismic is speaking at the b2b sales leaders forum in Australia sydney

    Richard Kulkarni

    VP Asia Pacific
    Sales Transformation to Outmaneuvre Disruption and Fast-Track Recovery
  • Grace Kerrison - LinkedIn - B2B Sales Leaders Forum2

    Grace Kerrison

    Head of Sales Solutions, APAC
    The acceleration of virtual selling
  • 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
    Sales Transformation during the pandemic
  • Adam throp julian midwinter sales consultants speaking at b2b sales leaders conference in sydney australia

    Adam Thorp

    CEO
    The Pursuit of Revenue Productivity

Program: Thursday 12th November 2020

09:00am AEST

APAC VP Sales Keynote

Will share how they’ve reacted, responded and are preparing for 2021

09:45am AEST

The acceleration of B2B Digital Selling and B2B e-commerce

During periods of 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 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.

But even before the pandemic new ways of digital buying was emerging as ways of respond to buyer behavior (and saving head-count sales costs).

During this session we’ll discuss new ways of buying from  the acceleration of B2B e-commerce to large complex sales requiring face-to-face interaction.

10.25am AEST

Richard Kulkarni VP Sales asia pacific at Seismic is speaking at the b2b sales leaders forum in Australia sydney

Richard Kulkarni
VP Asia Pacific
SEISMIC

Sales Transformation to Outmaneuvre Disruption and Fast-Track Recovery

  • Strategies for sales leaders to build resiliency in disruption
  • Research-based insights on virtual/remote selling and world-class sales practices
  • Building trust and confidence in these unstable times
  • Building organizational capabilities to support long-term virtual selling and accelerate lead-to-revenue
  • Aligning the revenue engine: sales, marketing and customer success

11.00am AEST

COFFEE BREAK

11:20am AEST

B2B Virtual Selling

  • Skills needed and to adapt and thrive with remote selling
  • Selling techniques in a all digital environment
  • How to land more virtual meetings
  • Building trust and confidence in these unstable times
  • Strategies for sales leaders to build resiliency in disruption

Complex Sales in Large Enterprise Environments

  • Orchestrating large complex deals – approaches during unstable times
  • Effective management of bids, tenders and proposals

11:20am AEST

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

Name
Job title
Company

Sales and Buyer Transformation

  • Market forces transforming B2B buyer behavior – risks and opportunities for sales organisations.
  • Insights into what buyers expect and how their buying behaviours have changed
  • How sales leaders and teams need to adapt and change to align to the new buying dynamics.
  • How to deliver customer value and relevance during disruption
  • Motivating buyers to take action
  • What is buyer enablement?

12:00pm AEST

Sales Tech - That helps you sell more

  • Must-have tools and tech to support remote selling
  • Building the commercial growth machine: The sales tech you need to drive revenue
  • Emerging technologies and insights that unlock sales performance, succeed in virtual selling and accelerate deals.
  • The Data-Driven Sales Leader: Measure and Optimise:
    • What analytics/metrics should you be tracking?
    • How win-loss analysis and voice of customer can help you improve sales results

12:40pm AEST

Buyers Panel

Hear from three buyers, CIO, CFO, Head of Procurement and CMO

Today’s buyers are budget constrained and risk-averse. Reaching consensus across large buying groups is even more difficult during WFH resulting in deferred decision making and stalled pipeline for sales.

Buyer insights that’ll help your close more revenue, faster

Fast tracking  deals stuck in the pipeline

1:15pm AEST

LUNCH

1:45pm AEST

Creating Commercial Engines - The Science of Revenue Growth

Skill-sets, mind-sets and tool-sets

The death of the long lunches…?

  • The profile of today’s most successful sales people.
  • How to re-invent if you’re becoming a sales dinosaur
  • The future buyer and the need for sales culture transformation
  • How the most senior sales reps  and new emerging sales leaders are coaching and mentoring each other
  • Leading an agile millennial salesforce
  • Age succession – connecting, mentoring, coaching and knowledge/experience transfer

Acquisition Machines

  • Profile and mindset of today’s most successful sales leaders
  • Understanding and managing the ‘drivers’.
  • Curiosity and the ability to teach.
  • Key considerations to look for in your sales teams.

2:25pm AEST

Leadership that creates high performing sales cultures

Inspiring Leadership – Developing and mobilising the most powerful sales team for your organisation – what about during the pandemic!

  • Motivation and Mental wellness – self and team
  • Recruitment and on-boarding new team members
  • Retaining Sales Talent – Compensation and incentive design models
  • Practical advice and examples of high performing Work From Home Leaders and Reps
  • Remote coaching and performance management
  • Building organisational capabilities to support long-term virtual selling and accelerate lead-to-revenue
  • Aligning the revenue engine: sales, marketing and customer success

3:05pm AEST

From Crisis to Rebound: Planning for 2021 and the future of Sales

During this final networking drinks session well be discussing:

  • Priorities heading into 2021
  • Strategies for reducing costs
  • Inspiring sales force performance during prolonged WFH
  • Customer Retention and Customer Acquisition in the ‘New World’
  • The future of in-person events and C-suite engagement

REGISTER NOW!

Registrations close 11 November

Register 1-2 People (price per person)

AUD50
  • Access to all sessions 12 November 2020
  • Discounts apply for team bookings
  • View confirmation email to receive your personal link to join
Book Now!

Register 3-5 People (price per person)

AUD40
  • Access to all sessions 12 November 2020
  • Discounts apply for team bookings
  • View confirmation email to receive your personal link to join
Book Now!

Register 6-9 People (price per person)

AUD30
  • Access to all sessions 12 November 2020
  • Discounts apply for team bookings
  • View confirmation email to receive your personal link to join
Book Now!

Register 10+ People (price per person)

AUD20
  • Access to all sessions 12 November 2020
  • Discounts apply for team bookings
  • View confirmation email to receive your personal link to join
Book Now!

THANK YOU TO OUR SALES PARTNERS:

Headline Partner:

Seismic at b2b marketing conference in melbourne australia

Gold Partner:

Silver Partner:

McCorkell b2b marketing conference Sydney Australia 2020

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