Agenda

Interactive & Highly Collaborative Content

For further information or to register, call Adam Geiger at 1-305-450-1099, or email him at events.us@frost.com

TUESDAY, SEPTEMBER 21, 2021

GENERAL SESSION AND EXHIBITION

SEPTEMBER 21
9:00 AM EDT

Registration, Breakfast, and Exhibition

SEPTEMBER 21
9:30 AM EDT

WELCOME AND HEADLINER - What's Next: Engaging Customers in New Ways Throughout the Buying Journey

SEPTEMBER 21
10:10 AM EDT

THE FIX! – Crowdsourcing Tactical Solutions to Our Most Vexing Challenges

Share your smarts! Choose between four themed brainstorming sessions and crowdsource solutions to the most vexing challenges facing Sales executives today. These are fifteen minute rapid fire sessions with three rotations. First come, first serve, so choose wisely! Each brainstorm group will build upon the other to build a list of readily operationalized ideas to these common challenges.

The Fix on Understanding Your Sales Team

Mike Esterday, Chief Executive Officer, Integrity Solutions

Fab Facilitator:

Mike EsterdayMike Esterday
Chief Executive Officer
Integrity Solutions

 

Why You Should Listen to Mike:
Bio is forthcoming.

The Fix on Sales Collaboration Across Generations

The Fix on Reaching the Right Person, Time, Channel, and Message

The Fix on Training Hybrid Sales Teams

SEPTEMBER 21
11:00 AM EDT

Upside Down Networking Reception: Bloody Marys & Mimosas

Not your average coffee break! Enjoy some morning cocktails and make sure you are ready to network.

SEPTEMBER 21
11:35 AM EDT

EXECUTIVE INSIGHT - Re-Imagining Hybrid Sales Teams

Charles Forsgard, Vice President Global Sales, Honeywell

Rockstar Insights:

Charles ForsgardCharles Forsgard
Vice President Global Sales
Honeywell

 

Why You Should Listen to Charles:
Bio is forthcoming.

SEPTEMBER 21
11:55 AM EDT

Energizer

Take your thinking cap off and break up your day with a fun, five-minute energizing activity.

SEPTEMBER 21
12:00 PM EDT

CASE HISTORY - Personalizing Your Customer Relationships and Sales

SEPTEMBER 21
12:20 PM EDT

Food for Thought Networking Luncheon - Networking Roundtables Hosted by Industry Leaders

SEPTEMBER 21
1:20 PM EDT

STAR Showcase

If you are looking for transformational Sales strategy ideas…this is the session where you may find some! Hear from companies who are amazing catalysts to detail the action they are looking to spark with you.

SEPTEMBER 21
1:45 PM EDT

Energizer

Take your thinking cap off and break up your day with a fun, five-minute energizing activity.

SEPTEMBER 21
1:50 PM EDT

EXECUTIVE BRAINSTORM - Tech Enabled Selling in the New Business as Usual

Michael Aronowitz, Executive Vice President Digital Sales & Strategy, Teleperformance
Jim Broe, Vice President Sales, Aramark
Joanne Hewat, Senior Director Sales and Sales Strategy, McGraw-Hill Education

Rockstar Insights:

Michael AronowitzMichael Aronowitz
Executive Vice President Digital Sales & Strategy
Teleperformance

 

Why You Should Listen to Michael:
Michael oversees all of Teleperformance’s Global sales lines of business working with some of the world’s best brands along with many new business disruptors and unicorns’ companies. He has helped many of them lower their cost per acquisition, increase revenue per transaction and extend the lifetime value of each customer.


Jim BroeJim Broe
Vice President Sales
Aramark

 

Why You Should Listen to Jim:
Bio is forthcoming.


Joanne HewatJoanne Hewat
Senior Director Sales and Sales Strategy
McGraw-Hill Education

 

Why You Should Listen to Joanne:
Bio is forthcoming.

SEPTEMBER 21
2:30 PM EDT

Briefing Sessions, Networking, Refreshment, and Exhibition Break

SEPTEMBER 21
3:05 PM EDT

MAKING THE ROUNDS!

Share your smarts! Choose between three themed brainstorming sessions and crowdsource solutions to the most vexing challenges facing sales executives today. These are fifteen minute rapid fire sessions with two rounds. First come, first serve, so choose wisely! Each brainstorm group will build upon the other to build a list of readily operationalized ideas to these common challenges.

Round 1: Sales & Marketing Collaboration to Drive Resiliency

Round 2: Show Me the Money - What's Your Compensation Strategy

Michael Aronowitz, Executive Vice President Digital Sales, Teleperformance

Rockstar Insights:

Michael AronowitzMichael Aronowitz
Executive Vice President Digital Sales
Teleperformance

 

Why You Should Listen to Michael:
Michael oversees all of Teleperformance’s Global sales lines of business working with some of the world’s best brands along with many new business disruptors and unicorns’ companies. He has helped many of them lower their cost per acquisition, increase revenue per transaction and extend the lifetime value of each customer.

Round 3: Account Based Marketing Strategies, Tactics & Insights to Drive ROI

Joanne Hewat, Senior Director Sales and Sales Strategy, McGraw-Hill Education

Rockstar Insights:

Joanne HewatJoanne Hewat
Senior Director Sales and Sales Strategy
McGraw-Hill Education

 

Why You Should Listen to Joanne:
Bio is forthcoming.

SEPTEMBER 21
3:40 PM EDT

CAPSTONE - Innovative Ideas to Grow Your Customers

Michael Levin, President, Custom Solutions Inc.
Abstract:
Based on Michael’s book “Sitting on the Same Side of the Table: The Art of Collaborative Selling” you will learn how to not only close more business but more profitable business. We’ll discuss the power of influential conversations, moving away from traditional presentations, and how it can transform your organization.

Key Take-Aways:

  • A philosophy that can be used to increase your bottom line profits by 70%
  • A 4 step methodology for overcoming objections and concerns that yields dramatically better results
  • Insights on how to increase your close percentage through collaboration and high impact conversations, as opposed to traditional selling and negotiation

Rockstar Insights:

Michael LevinMichael Levin
President
Custom Solutions Inc.

 

Why You Should Listen to Michael:
Michael has built 4 multi-million dollar companies in a variety of industries and is a former Fortune 50 Senior Executive. He is a #1 best-selling author, has been on TV and radio shows around the country and been featured in Entrepreneur Magazine.

SEPTEMBER 21
4:20 PM EDT

Sip & Savor Networking Reception

A final chance to mix and mingle! Make sure to stand near your designated table while participants make their way around to taste the various beer & wine samplings offered.