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

WEDNESDAY, MARCH 9, 2022

GENERAL SESSION AND EXHIBITION

MARCH 9
9:00 AM EDT

Registration, Breakfast, and Exhibition

MARCH 9
9:30 AM EDT

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

Darrell Gunter, Professor, Salesmanship & Sales Management
Stillman School of Business, Seton Hall University

Abstract:
COVID-19 has disrupted the tried-and-true customer buying journey. Is your sales organization primed to adapt to the new road map?  Are they agile enough to improvise and adjust to the new digital highway? Join Darrell as he presents the best practices to ensure that your sales team does not trip up on the road to profitability.

Key Take-Aways:

  • Insight on the key analytics that your sales team must command to enhance their customer’s buying experience
  • Key learnings on the best practice of CARDIC to breathe new life in your customer’s buying journey
  • An understanding of the new dynamics of the CSP and the importance of their relationship to your customer

Headliner:

Darrell GunterDarrell Gunter
Professor, Salesmanship & Sales Management, Stillman School of Business
Seton Hall University

 

Why You Should Listen to Darrell:
Darrell has been the architect and innovator at many companies, including Dow Jones, Elsevier, Collexis, AIP, etc. Xerox trained, successfully launched many new industry-leading innovative digital products, and his sales organizations have been renowned for their sales achievement. Since 2009 he has taught many Seton Hall University students the principles of the consultative sales process.

MARCH 9
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:
Over the past 35 years Mike Esterday has experienced a wide variety of success in sales, management and training. In his very first sales position, he was the number one salesperson out of 6,000. Later, he founded several successful companies in the real estate industry. In 1985, he founded the largest distributorship for Integrity Solutions and since then has helped organizations from over 120 countries improve sales, service and coaching skills.

The Fix on Training Hybrid Sales Teams

Nick Rini, Chief Revenue Officer, Sciolytix

Rockstar Insight:

Nick RiniNick Rini
Chief Revenue Officer
Sciolytix

 

Why You Should Listen to Nick:
Nick Rini leads Sciolytix’s Sales and Marketing organizations as Chief Revenue Officer and has extensive leadership experience in revenue development, sales forensics, sales effectiveness, and marketing. As a 3-time tech startup CEO, entrepreneur, and advisor, Nick has delivered strong results for investors and customers.

The Fix on Sales Collaboration Across Generations

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

Franny Goolsby, Director, Salelytics

Rockstar Insight:

Franny GoolsbyFranny Goolsby
Director
Salelytix

 

Why You Should Listen to Franny:
Bio is forthcoming.

MARCH 9
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.

MARCH 9
11:35 AM EDT

EXECUTIVE INSIGHT - Re-Imagining Hybrid Sales Teams

Charles Forsgard, Vice President Global Sales, Honeywell

Abstract:
Changes forced by the pandemic are leading to a new hybridization of our sales forces and how they work. The pandemic forced outside sales forces to move from face to face to virtual selling overnight. While counter intuitive, not seeing customers in person led to salespeople actually seeing customers more often. The better planning and follow-up enabled by more office time drove increased wins with customers. As we move to the “new normal” the role of the outside salesperson will now best be a hybridization of face to face and virtual selling.

Key Take-Aways:

  • Insight on what did and did not work during the pandemic.
  • Lessons learned on the impact that sales leadership’s language will have on their seller’s behavior and focus.
  • A template for an operating system and KPIs to balance the leading and lagging indicators of your sales team as you guide them to be more proactive.

Rockstar Insights:

Charles ForsgardCharles Forsgard
Vice President Global Sales
Honeywell

 

Why You Should Listen to Charles:
Charles leads sales for Honeywell’s Advanced Sensing Technologies business – offering solutions to OEMs making devices ranging from washing machines to dialysis machines to space probes. Charles has driven significant growth with global sales teams at three different Fortune 100 companies by transforming his teams with a sales management system that blends both the art and the science of selling.

MARCH 9
11:55 AM EDT

Energizer

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

MARCH 9
12:00 PM EDT

CASE HISTORY - Personalizing Your Customer Relationships and Sales

Ed Reiner, Director, Business Development, Cytel

Rockstar Insights:

Ed ReinerEd Reiner
Director, Business Development
Cytel

 

Why You Should Listen to Ed:
Bio is forthcoming.

MARCH 9
12:20 PM EDT

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

MARCH 9
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.

Hear from:

Sciolytix on the future of sales hiring using 3D avatar-based simulations and AI

MARCH 9
1:45 PM EDT

Energizer

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

MARCH 9
1:50 PM EDT

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

Moderator:
Cynthia Barnes, Founder & Chief Executive Officer, National Association of Women Sales Professionals
Panelists Include:
Michael Aronowitz, Executive Vice President Digital Sales & Strategy, Teleperformance
Jim Broe, Vice President Sales, Aramark
Jacci Grillo, Director of Sales Northeast, Kelley Blue Book ICO, Cox Automotive
Anita Nielsen, Author, Beat the Bots

Moderator:

Cynthia BarnesCynthia Barnes
Founder & Chief Executive Officer
National Association of Women Sales Professionals

 

Why You Should Listen to Cynthia:
Bio is forthcoming.


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.


Jacci-GrilloJacci Grillo
Director of Sales Northeast, Kelley Blue Book ICO
Cox Automotive

 

Why You Should Listen to Jacci:
As Director of Sales Northeast for Kelley Blue Book/Cox Automotive, Jacci Grillo is responsible for coaching a team of Regional Sales Managers who serve Kelley Blue Book customers spanning thirteen states. In this role, she collaborates with key Cox Automotive business unit partners to help dealers acquire inventory and achieve their automotive industry growth goals.


Anita-NielsenAnita Nielsen
Author
Beat the Bots

 

Why You Should Listen to Anita:
Anita is a Sales Performance Strategist, Consultant, and Coach. She has 20 years of cross industry experience from various roles in B2B Sales and Sales Enablement.

MARCH 9
2:30 PM EDT

Briefing Sessions, Networking, Refreshment, and Exhibition Break

MARCH 9
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

Ross Hosking, Vice President, Sales, Radisson Hotel Group Americas

Rockstar Insights:

Ross HoskingRoss Hosking
Vice President, Sales
Radisson Hotel Group Americas

 

Why You Should Listen to Ross:
Ross leads the Sales Organization for the Radisson Hotel Group Americas and is focused on strategic initiatives to grow revenues across all Brands. The Radisson Sales & Marketing teams work hand in hand to drive customer acquisition and loyalty.

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

Peter Furfaro, Senior Director, LG Electronics

Rockstar Insights:

Peter FurfaroPeter Furfaro
Senior Director
LG Electronics

 

Why You Should Listen to Peter:
Bio is forthcoming.

MARCH 9
3:40 PM EDT

CAPSTONE - Innovative Ideas to Grow Your Customers

Michael Levin, President, Custom Solutions Inc.
Abstract:
Based on Michael’s selling philosophy and 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. He will talk about how you create this atmosphere and how this philosophy helps you turn objections, questions and concerns into a mutually beneficial outcome.

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

Headliner:

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.

MARCH 9
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.

;