EVENT TITLE: CRITICAL STRATEGIES FOR WINNING BIG COMPANY CLIENTS
Strategies Your Team Can Use Right Away

DATE:Tuesday, October 14, 2008

PLACE
The Penn Club
30 West 44th Street (between 5th & 6th Avenues)
New York, NY

PRICE
$35 General Admission
$20 for Wharton Club of New York members

Register Here

AGENDA
6:00 - 6.45 PM Registration & Networking
6.45 - 7.45 PM Presentation and Interactive Discussion
7.45 - 8.00 PM Wrap-Up & Networking

DESCRIPTION
Selling to large corporations today is tough, tough, tough.

As more and more companies are selling to fewer and fewer large, corporate accounts, sales teams at companies of all sizes struggle to consistently hit ever-increasing targets quarter-after-quarter.

It’s the question that keeps every sales leader up at night: How can you accelerate your deal flow? How can you close more revenue, faster?

In today’s hyper-competitive, ‘always on but never available’ selling environment, sales reps and sales managers face equally hard challenges.

Sales reps have to deal with prospects who don't answer phones, all calls are routed to voice mail and no one ever calls back. Even when sales reps do manage to get prospects engaged, the likelihood that the deal would close is anybody’s guess.

Yet, both sales executives and their managers’ careers depend on forecasting and delivering results accurately.

There is light at the end of the tunnel!

Join us for an energetic conversation on the critical strategies and proven tools your teams can use right away to:

• Crack into corporate accounts
• Shorten sales cycles, and
• Differentiate themselves from competitors

These strategies may go against conventional wisdom, but that's why they work.

Moderated by Nigel Edelshain, CEO Sales 2.0, the conversation participants include Jill Konrath, sales expert and renowned author of Selling to Big Companies, and Razi Imam, CEO of Landslide Technologies, an award-winning company recognized for offering an innovative sales management system that goes beyond just technology.

Together with Nigel, they will discuss the key elements of building effective sales teams from the new selling skills needed for closing corporate accounts to the new Sales 2.0 technologies that are helping salespeople win corporate accounts consistently.

First 20 registrants will also receive an autographed copy of Jill Konrath’s best-selling book, Selling to Big Companies.

Register Here

About the Speakers:

Nigel Edelshain, CEO, Sales 2.0
Nigel Edelshain is CEO of Sales 2.0. Companies use Sales 2.0's telesales and consulting services to take their sales to the next level, typically boosting results 3 - 10 times. The company applies the latest Sales 2.0 tools and techniques in its telesales operation and shares resulting breakthroughs in sales methodology with clients through its consulting practice. Nigel is chairman of the Wharton Club of New York and graduated from Wharton’s MBA program in 1993.

Jill Konrath, CEO, SellingToBigCompanies.com
As a thought-leader in the selling and marketing arena and CEO of SellingToBigCompanies.com – a popular web resource focused on helping sellers win big contracts in the corporate market, Jill has been featured in top business magazines including The New York Times, Entrepreneur, Business Journal, Sales & Marketing Management, and Selling Power. Her clients includes 3M, Medtronic, United HealthGroup, Imation, General Mills, RSM McGladrey and Hilton. Prior to starting her consulting firm, she was a highly successful sales executive, regional sales manager and product launch manager for leading technology companies.

Razi Imam, CEO, Landslide Technologies
Razi is the CEO of Landslide Technologies, an award-winning company recognized for offering an innovative sales management system. Razi has over 18 years of global marketing, business development and sales management experience in the high-tech arena. During his years of sales and sales management experience he adopted leading selling processes such as Solution Selling, Conceptual Selling, Power Base Selling and Strategic Selling. He has also worked with experts like Geoffrey Moore, Michael Gerber and Al Ries who helped formulate the foundation for his experience in launching and developing high-tech companies.

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By David Thompson, CEO, Genius.com

I’ll never forget my lunch with Geoffrey Moore at Bucks in Woodside when the Sales 2.0 Conference idea was born. We were brainstorming about the profound changes going on in the Sales profession and Geoff pounded the table exclaiming “Sales IS Social Networking!”, making a point about how so many of the traditional offline behaviors of Sales people are now embodied in and improved by the latest Web 2.0 technologies such as social networks and web conferencing.

During this conversation, we drew a new “Sales 2.0 funnel” (see illustration) showing how many of the Web 2.0 technologies are driving a faster, higher volume, incredibly efficient (measurable!) customer acquisition process, from Google AdWords providing anonymous inquiries to a customer’s web site, to on-demand CRM systems making it easier to track pipeline progress, to real-time web site monitoring helping qualify customers faster and offer personalized service, to online communities of customers and sales people trading leads, and web conferencing making it easier for Sales people to “connect and close” with customers on the Web.


After drawing this funnel, we realized we were onto something really big, but, as I lamented to Geoff, wasn’t well understood by many so players in the market such as press, bloggers (so FEW bloggers talking about SALES!), and most importantly to me, businesses. Too many businesses and journalists just assume that there’s only 2 kinds of Sales people: the Enterprise guy carrying a big bag full of Million Dollar Contracts (“lots of risk in the quarter!”), or a Call Center in India taking $10 orders. The “Sales 2.0 Reality” is there are far more shades of gray between these two extremes, with many many more people and resources being devoted to courting customers online and in many cases handling the entire customer life cycle over the web, using Web 2.0 technologies. I called it the “MySpace Generation meets the Workplace” and Geoff was all over that.

And that’s when Geoff told me we had to “do something” about this knowledge gap, and pull together some kind of forum to help educate the market about all the potential of “Sales 2.0” to transform Sales in businesses of all sizes. He suggested we pull together a group of like-minded companies around the Sales 2.0 theme, and I said as long as he’s the keynote speaker, we’d do it. And thus was born the Sales 2.0 conference…It’s so exciting to see a bunch of forward-thinking companies like Oracle, Cisco/WebEx, Inside View, Landslide, and Genius getting together to make what started out as an overheated brainstorm at Bucks turn into a huge event. Look forward to seeing y’all there!

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By Nigel Edelshain, Sales 2.0

The world is catching on!

The first ever Sales 2.0 Conference has just been announced. It looks like it's going to be one big coming out party for the Sales 2.0 concept.

At the conference in October, a whole host of respected technology firms and top sales and marketing executives are coming together to anoint "Sales 2.0" as an official concept.

Geoffrey Moore, the best-selling author of Crossing the Chasm, is keynoting with Michael Bosworth of Solution Selling. It's Geoffrey himself who is a believer in Sales 2.0

Huge thanks to Genius.com and their CEO, David Thompson, for being the force behind the Sales 2.0 conference and for "seeing the light" that Sales 2.0 is real.

Hallelujah!

Posted by Sales 2.0 at 09:26 AM | Permalink | Comments (0) | TrackBacks (0)