LEADERSHIP PANEL - How do you keep your team productive, motivated and in the right mindset selling from home?

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:

• Motivation and Mental wellness – self and team
• Retaining Sales Talent – Compensation and incentive design models – adjusted compensation models during the Pandemic and what’s in store for 2021
• 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
• Recruitment and on-boarding new team members
• Care, Connected &  Engaged – the foundation for building a post-COVID rebound.

The Transformation of B2B Buyer Behaviour & Market Disruption - Commercial impacts for sales people, sales leaders and organisations

• What are the market forces impacting B2B buyer behaviour
• The impact this is having – risks and opportunities for sales organisations
• Re-inventing the Sales Person – the death of the long lunches
• What is the best approach to take to gain a competitive advantage
• Why now is the best time to invest in developing your sales talent
• How sales leaders and teams need to adapt and change to align to the new buying dynamics.
• Aligning the revenue engine: sales, marketing and customer succes

Outlasting Crisis: Sales Transformation for Business Resilience and Revenue Growth

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:

• • Strategies for sales leaders to build greater business resilience and outlast disruption
  • How to build organisational capabilities that support long-term virtual selling and accelerate lead-to-revenue
  • Telstra’s sales transformation journey to align its B2B frontline revenue engine and drive digital-first customer engagement
  • Key success factors in steering a company-wide transformation towards data-driven selling
  • How Telstra galvanised their salesforce to embrace change and succeed in the next normal

Session sponsored by:

COFFEE BREAK

Panel: The acceleration of B2B Digital Buying and B2B eCommerce

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.

Debate: Can High Performance Sales Behaviour Be Automated?

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:

• High Performance; what it is, how it is recognised, how it is measured, what are its effects
• Sales; redefining the motions and the essential characteristics for the new normal, what the skillset is, who sells, what is involved in a sale, individual contributions, collective resilience
• Behaviour; desirable, undesirable, successful, learned, observed, what can be identified, codified, replicated, democratized?
• Automation; what is automation, what can, cannot, could be, should be or should not be automated, how is automation achieved, in relation to what parts of the sales process, sales behaviours, how can it be shown to duplicate or otherwise augment ‘high performance behaviours’.

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:

Lifting Revenue Performance with Go-to-Market Alignment

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:

• Common symptomsand root causes of mis-alignment in GTM teams
• Shifting business processes, culture, and data strategy to focus on collaboration and shared accountability
• 5 practical “no regret” approaches to aligning your revenue engine
• What to look for in technology to enable and maintain strong GTM alignment
• Examples of how organisations achieved measurable business results with highly effective alignment.
• The role of Sales Enablement in orchestrating cross-functional alignment and integration

LUNCH / COFFEE BREAK

LEADERSHIP & CAREER ADVANCMENT FOR SALES LEADERS

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.

• From the focus of performance, forecasts, numbers, numbers, numbers to the broader role of the MD now with responsibility for creating the unifying culture and performance of extended teams.
• From revenue leadership to CEO – developing the broader business mindset
• Managerial and Leader Enablement – skills, coaching and mentoring for leaders

In addition we’ll also discuss forecasting models and sales methodologies used

Sponsored by Webinar Partner:

From Crisis to Rebound: The Pandemic’s Acceleration to Virtual Selling

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.

• 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

Session sponsored by:

WIN LOSS ANALYSIS STRAIGHT FROM CUSTOMERS AND PROSPECTS - understand why you lose and how to improve your win rate

“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.

• You want real insights into why your company won or lost a deal, direct from your customer
• You want to know how to leverage your sales strengths and reduce your weaknesses
• You want strategic direction on how to ‘close the gap’ and discount less

COFFEE / LUNCH BREAK

APAC LEADERSHIP PANEL

• Sales Leaders in Asia Pacific – Managing teams across countries and cultures
• The positioning of sales in the organisation –  the relevance of sales contribution to company strategy
• Managing motivation and guide extroverted sales people in a work-from-home environment without face-to-face interaction with customers and team members – the disruption of sales methodology by the transition to indirect activities (zoom vs in-person)
• People development and management, from Sales Leader to GM

SALES OPERATIONS PANEL - Sales Strategy, Insights, Forecasting, Tech and Processes - that allow sales leaders to focus on selling

Sales and insight tools. What’s working well in a virtual world?

Our Sales Operations leaders will share how they support Sales Leaders with:

• Change management for sales teams in a virtual world
• The sales trust imperative
• Sales Process Optimisation
• Performance Metrics Analyses
• Formulation of Incentives Program
• Evaluation of Sales Team Training Needs
• Assessment and Adoption of Sales Methodologies
• Selection of Enablement Software and other Technology Tools
• Sales Territory Assignment and Growth Forecasting
•  Support with administrative tasks to allow hard-core sellers to focus and get better on what they do best: selling.
• Selection of Key Sales Metrics to Adopt
• Optimization and Implementation of Sales Process
• Implementation of Sales Frameworks, and Methodologies.
• Optimisation of Sales Tools such as CRM
• Must-have tools and tech to support remote selling
• 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

Sales Talent, Performance and the implications of Covid-19

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.

• Key insights from the Korn Ferry 2020 Sales Performance Study Results
• The 2020 Sales Talent Study
• The newly released Korn Ferry” Intelligence Cloud” which is a unique digital sales talent development platform using over 4 billion data points globally.