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, JUNE 22, 2022

GENERAL SESSION AND EXHIBITION

9:00 AM

Registration, Breakfast, and Exhibition

9:30 AM

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.

10:10 AM

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 Elevating Sales Performance

Donna Horrigan, Vice President of Client Development, Integrity Solutions

Hosted By:

Donna HorriganDonna Horrigan
Vice President of Client Development
Integrity Solutions

 

Why You Should Listen to Donna:
Donna has spent her career in sales and sales leadership roles providing learning and development solutions to clients. She has a passion for excellence in sales, coaching, leadership, and customer service – the critical ‘power’ skills needed in business today. Her experience and wisdom help clients develop and retain their most precious assets – their people and clients.

The Fix on Training Hybrid Sales Teams

Dr. David Solot, Chief Scientist and Vice President of Products, Sciolytix

Hosted By:

Dr. David SolotDr. David Solot
Chief Scientist and Vice President of Products
Sciolytix

 

Why You Should Listen to David:
Dr. David Solot is an industrial-organizational psychologist with 20 years’ experience in the assessment and learning industry. His career is focused on merging psychology and technology, to bring actionable insights to businesses. An award-winning innovator in the assessment and learning space, Dr. Solot’s products have won four Brandon Hall Awards (2 gold, 1 silver, 1 bronze) and most recently the Talent Experience prize in Pitchfest at HR Tech, ahead of over 100 other entrants.

The Fix on Engaging Today’s Virtual Buyer

George Donovan, Chief Revenue Officer, Allego

Hosted By:

George DonovanGeorge Donovan
Chief Revenue Officer
Allego

 

Why You Should Listen to George:
George is responsible for achieving Allego’s customer acquisition and sales goals. A proven sales leader with over 20 years of sales, marketing, operations and management experience, George is a sales enablement enthusiast who loves tools and systems that empower people. Over the past decade, George has worked with many of the world’s top brands to help them achieve their sales and profit goals.

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

Franny Goolsby, Director, Salelytics

Hosted By:

Franny GoolsbyFranny Goolsby
Director
Salelytics

 

Why You Should Listen to Franny:
Franny works intimately with prospects and clients from Fortune 500 Companies to new startups to implement strategic business plans beyond traditional feet on the street sales models – she identifies their go-to-market sales challenges and develops solutions to drive incremental revenue.

11:00 AM

Upside Down Networking Reception: Bloody Marys & Mimosas

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

11:35 AM

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.

11:55 AM

Energizer

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

12:00 PM

CASE HISTORY - Personalizing Your Customer Relationships and Sales

Renee Joseph, Vice President, Global Customer and Sales Enablement, Johnson Controls

Abstract:
Customer expectations have changes significantly over the past ~2 years with an increasing need for a high level of digital engagement to augment personal relationships. This represents an opportunity and a challenge for most companies requiring strategic adjustments and tactical modifications to stay relevant in the marketplace.

Key Take-Aways:

  • Insights on how customer expectations for digital engagement have changed in the past ~2 years
  • Guide for determining the impact this shift has had or will have on customer relationships and your business
  • Examples of how to address this shift strategically and tactically

Rockstar Insights:

Ed ReinerRenee Joseph
Vice President, Global Customer and Sales Enablement
Johnson Controls

 

Why You Should Listen to Renee:
Renee is part of Johnson Control’s executive leadership team and is responsible for Global Customer and Sales enablement. She has a 20+ year career introducing and executing strategies to drive growth within global competitive markets with deep knowledge of customer and sales enablement principles.

12:20 PM

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

1:20 PM

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

Integrity Solutions on the two conversations your sales teams are not having that’s holding them back

Allego on the 3 trends shaping sales enablement today

Pathlight on how performance intelligence improves rep engagement, retention and outcomes

1:45 PM

Energizer

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

1:50 PM

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

Moderator:
Renee Joseph, Vice President, Global Customer and Sales Enablement, Johnson Controls

 

Panelists Include:
Michael Aronowitz, Executive Vice President Digital Sales & Strategy, Teleperformance
Josue Berlanga, Head of Care & Multichannel Sales, Philip Morris International
Jim Broe, Vice President Sales, Aramark
Jacci Grillo, Director of Sales Northeast, Kelley Blue Book ICO, Cox Automotive
Namon Jones, Vice President of Sales, iHeartMedia

Abstract:
As tech-enabled selling becomes more important than ever, B2B sales leaders now recognize that it’s equally as important for businesses to evaluate their tech stack readiness to enable digital selling conversations. The range and complexity of challenges sales leaders face require different skills, techniques, and solutions. Hear from a panel of expert sales leaders on the necessary frameworks, winning techniques, and best practices on how to embrace change and adapt to the new world of selling.

Key Take-Aways:

  • Insight on the benefits of leading from a position of value, not product
  • Tips for thinking strategically and applying best practices in the critical areas of content management, training, playbooks, and sales operations in order to transform your sales effectiveness.
  • Actionable steps for optimizing the selling motion in order to increase pipeline, move opportunities forward, and win bigger deals

Moderator:

Ed ReinerRenee Joseph
Vice President, Global Customer and Sales Enablement
Johnson Controls

 

Why You Should Listen to Renee:
Renee is part of Johnson Control’s executive leadership team and is responsible for Global Customer and Sales enablement. She has a 20+ year career introducing and executing strategies to drive growth within global competitive markets with deep knowledge of customer and sales enablement principles.


Panelists Include:

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.



Josue BerlangaJosue Berlanga
Head of Care & Multichannel Sales
Philip Morris International

 

Why You Should Listen to Josue:
Josue is Head of Multichannel at PMI and is currently developing new ways of selling with and without human interaction by online and remote assistant models, previously Josue deployed Whatsapp as a  Sales channel when he was Sr. Director of Care & Sales at Walmart Mexico.


Jim BroeJim Broe
Vice President Sales
Aramark

 

Why You Should Listen to Jim:
Jim specializes in operations, business planning and budgeting with a demonstrated history working across multiple verticals.


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

 

Why You Should Listen to Jacci:
Jacci 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.


Namon JonesNamon Jones
Vice President of Sales
iHeartMedia
 

Why You Should Listen to Namon:
Namon Jones is a leading media expert and business success coach. He has helped hundreds of organizations ignite their business and accelerate their growth. At iHeart Media he has the responsibility for driving millions of dollars in revenue through iHeart products and services. Namon is committed to creating stories for many businesses to thrive in the new age media landscape.

2:30 PM

Briefing Sessions, Networking, Refreshment, and Exhibition Break

3:05 PM

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

Hosted By:

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

3:40 PM

CAPSTONE - Innovative Ideas to Grow Your Customers

Michael Levin, President, Custom Solutions Inc.
Abstract:
In this session you will learn how to not only close more business but more profitable business through the art of collaborative selling. Michael will show you how to create this atmosphere and how this helps you turn objections, questions and concerns into a mutually beneficial outcome.

Key Take-Aways:

  • A framework that can be used to increase your bottom line profits by 70%
  • A guide 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.

4:20 PM

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.

;