the people, the processes, and the technology€¦ · higher productivity, sales, and customer...

REGISTER NOW [email protected] TEL: 1.877.GOFROST (1.877.463.7678) FAX: 1.888.674.3329 WWW.FROST.COM/STAR

MARCH 2 – 4, 2020Pointe Hilton Squaw Peak Phoenix, AZ

BUILDING PEAK PERFORMING SALES ORGANIZATIONS

The People, The Processes, and The Technology

S A L E S T E A M AC C E L E R ATO R R E T R E AT: A FROST & SULLIVAN EXECUTIVE MIND CHANGE

3RD ANNUAL

www.linkedin.com/showcase/frost-and-sullivan-events#FrostSTAR

Sales

Team Accelerator Retreat

https://www.starmindxchange.com/


REGISTER NOW [email protected] TEL: 1.877.GOFROST (1.877.763.7678) FAX: 1.888.674.3329 WWW.FROST.COM/STAR 2

5 REASONS WHY YOU MUST ATTEND

1 EMBRACE YOUR CUSTOMERS

Happy customers are the cornerstone to any successful organization. Being consistent and blending the right sales and marketing content to create a seamless customer journey is imperative to your customer’s buying experience.

2 NEW TECHNOLOGIES ARE EMERGING

It’s happening at an unprecedented rate, and they are presenting numerous opportunities to transform the sales organization. Understanding every aspect of this changing landscape and how best to buy and leverage next generation capabilities will be key to your success in a new digital age of sales.

3 ORGANIZATION STRUCTURE IS EVERYTHING

Your sales team structure is the foundation of your operations. If the foundation is weak, the entire sales process will suffer. As such, the way you design and structure your sales organization can have lasting consequences for your business’s long-term success in this digital and inclusive age.

4 SALES PROCESSES FOR NEXT GEN SALES REPS

A comprehensive sales process encompasses all major customer interactions from prospecting to selling to nurturing. Will you and your team embrace the next generation of processes that lead to higher productivity, sales, and customer satisfaction?

5 INSPIRE YOUR PEERS, COLLEAGUES AND YOUR INTELLECTUAL CURIOSITY

Our events are designed for you to open up your most formidable challenges and forge lasting connections with your industry peers. Ultimately, you will leave the event feeling invigorated, inspired and ready to enact purposeful change.

Phoenix, ArizonaFun days by the pool. Relaxing at the spa. Pointe Hilton Squaw Peak Resort, a mountainside Phoenix retreat, offers activities for the whole family. Check out our Hole-in-the-Wall River Ranch, complete with four acres of pools, lazy river, waterslide, miniature golf, and four tennis courts. With all-suite accommodations, you’ll find plenty of space to feel right at home.

EXECUTIVE PROFILE* / WHO WILL PARTICIPATE

Every member of the sales organization who is an engine of consistent growth in revenue and business opportunities. Network with other forward thinking executives and collaborate on cross-industry best practices with:

Chief Sales/Revenue Officers, Vice President/Director of:

• Sales• Inside Sales• Sales Operations• Sales Management• Sales Enablement• Sales Training• Sales Automation• Field Sales

• Channel Sales• Strategic Accounts• Client Success Executives• Sales Consultant• Customer Experience• Account Executives and Representatives• Business Development Executives

* Please note this profile is based on past Executive MindXchange events.

YOUR NEW FAVORITE EVENTCOLLABORATE, COLLABORATE, COLLABORATE Engage in strategic and tactical conversations with key players in sales organizations across a broad industry spectrum, guaranteed to generate new ideas from unexpected places!

RELAX, HAVE FUN, AND MAKE NEW FRIENDSKeep your contact list building and engines at high rev, while enjoying over a dozen unique networking events!

CONNECT WITH YOUR TEAMGive key members of your sales organization the opportunity to reinvigorate their careers, discover new perspectives and strengthen bonds with one another, ultimately improving communication and productivity.

FIND SOLUTIONS FASTBe sure to sign up for a Frost & Sullivan Exclusive: Solutions Wheel! Collaborate speed date style with leading solution providers and discover who will help you address your business challenges - without a hard sales pitch.

STAY AHEAD OF THE TECHNOLOGY CURVEOne-to-one personalized discussions will focus around new services that executives can take advantage of to meet the specific needs of their businesses.

of surveyed organizations would recommend companies send at least 2 team members based on the amount of networking opportunities and range of content being delivered

Source – TechValidate Survey of previous Sales Team Accelerator Retreat Executive MindXchanges.

LOCATION, LOCATION, LOCATION

83


18%

Executive (C-Level, VP, Director)

Other

Management

78%

4%

www.frost.com/linkedinSTAR#FrostSTAR







Frost & Sullivan extends its appreciation to the following Advisory Board Members for their expertise and valuable support in ensuring the agenda delivers relevant and valuable content.

3rd Annual SALES TEAM ACCELERATOR RETREAT EXECUTIVE MIND CHANGE ADVISORY BOARD

An event shaped by a community of your peers!

Snapshot Of Companies Represented At Previous Executive Mind change Events

Sales

Team Accelerator Retreat

Rob Beattie Customer Growth and Retention Lead Thomson Reuters Tax & Accounting Professionals

Dave Bethea Executive Vice President, Revenue LanguageLine Solutions

Alejandro Cabral Global Social Selling & Sales Effectiveness Lead Kimberly-Clark Professional

Toby Carrington Senior Vice President & Head of Global Sales Operations Siemens Healthineers

Eric Danetz Chief Business Officer AccuWeather

Keith Hartley Senior Vice President, Sales, Americas ServiceMax

Lori Richardson President Women Sales Pros Chief Executive Officer Score More Sales

Gary Robbins Partner Global Brand and Demand Solutions Frost & Sullivan

John Ruggles Senior Vice President, Global Sales Frost & Sullivan

Bill Sexton Vice President, Sales Operations Systemax




Sunday, March 1, 2020 | arrival day

7:00pM Suggested Arrival Time Arrive Sunday to participate in Monday’s Workshop and Networking Activities.

Monday, March 2, 2020 | WorkShop & netWorking day

Spend your morning learning and your afternoon and evening networking! Join us for an interactive morning workshop on a critical topic, and then later link in, relax, meet-and-greet during special activities devoted to making new contacts and new friends.

Interactive Workshop – Simplifying Your Sales Technology Identification and Selection Process

8:00aM Registration & Continental Breakfast

8:30aM Interactive Workshop Begins Back by popular demand, this not-to-be-missed workshop will guide you in making the RIGHT SalesTech buying decision, the first time. Please note

participation in the workshop is restricted to sales practitioners/end-users.

12:00pM Networking Lunch Please note luncheon is restricted to workshop participants and Leadership Council Members.

12:30pM Sponsor Workshop

12:45pM Leadership Council Meet ‘n’ Greet and Roundtable Discussion: Building a Customer Centric Sales Organization *Please note participation is restricted to Council Members and Designees only.

1:45pM Council Roundtable Concludes

2:00pM Sponsor Registration & Orientation Reception

2:45pM Presenter & Thought Leader Orientation An essential meeting for Headliners, Moderator presenters, Fab Facilitators, and confirmed thought leaders to preview the event, highlight your roles, and

network with fellow peers.

3:30pM Meet ‘n’ Greet This end-user/practitioner networking activity is your opportunity to identify – right out of the gate – those peers who share challenges similar to your own.

It’s a great way to find participants who have thought leadership you can benefit from and to facilitate later dialogues throughout the event.

4:30pM Scottsdale Scavenger Hunt

7:30pM Welcome Networking Reception & Event Kickoff

tueSday, March 3, 2020 | general SeSSion and exhibition

8:15aM Registration, Continental Breakfast, and Exhibition

9:00aM WelcoMe and headliner – Driving Revenue and Succeeding Amidst Accelerating Cycles and Escalating Competition

9:50aM Navigating Star: Sales Team Accelerator Retreat

10:00aM executive bulletin – Developing High Performing Sellers: Why Effective Selling Skills are not Enough These Days

10:30aM Networking, Refreshment, and Exhibition Break

11:00aM concurrent SeSSionS – Case Histories Case Histories explore a specific use case and include informal conversations that draw upon the experience and expertise of the featured executive

and participants.

Choose one of the following zones:

Zone 1. Agile Selling: The New Sales Imperative Zone 2. Maximizing Sales through Sales Performance Management (SPM)

12:00pM Session-to-Session Travel Time12:05pM concurrent SeSSionS – Choose one the following concurrent sessions:

INTERACTIVE – Solutions Wheel – Play the “wheel” to find out which of the industry’s products and services will help you solve your challenges. It is a series of rapid fire, one-on-one

meetings with leading sponsors – both intense and fulfilling. (OR)

INTERACTIVE – “Shark Tank” Competition: Applying the Latest and Greatest Sales Tools

chooSe betWeen tWo different collaboration ZoneS:Customize your agenda! All collaboration zones are Power-Point Free, participant-driven discussions featuring creative thinking and idea generation.

ZONE 1: Nail the Sail | ZONE 2: Change the Game with AI, Analytics, and Automation

Schedule-at-a-glanceSchedule-at-a-Glance is preliminary and will be updated as further information is available.

DENOTES CONTENT SESSIONS

DENOTES NETWORKING EVENTS




12:45pM Food For Thought Luncheon – Networking Roundtables Hosted by Industry Leaders Practitioners and solution providers host a menu of luncheon discussions on pertinent industry issues. Dine and dish with industry experts. The list of

discussion topics will be available on-site.

1:45pM Session-to-Session Travel Time

1:50pM concurrent collaboration ZoneS – Roundtables

Roundtable sessions capture the power of all participants’ voices, insights and experiences via group discussion and exploration of the issue at hand.


Zone 1. Key Accounts: Winning Strategies to Close More Business Zone 2. Using AI and Predictive Analytics to Drive Your Forecasting, Insights, and Prioritization

3:20pM Networking, Refreshment, and Exhibition Break

3:50pM the fix – Crowdsourcing Tactical Solutions to Our Most Vexing Challenges Share your smarts! Choose between four themed brainstorming sessions and crowd source solutions to the most vexing challenges facing sales leaders and

sales managers today. These are 15 minute rapid fire sessions with three rotations. first come, first served, 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 Building an Accelerated Sales Training Program

the fix on Hiring the Right Fit for Your Sales Team

the fix on Reaching Buyers

the fix on Structuring Account Teams for Growth

4:40pM headliner – It’s All BS! How Your Belief System Keeps You From Winning

5:30pM STAR’s 3rd Annual Western Olympics & Cookout

WedneSday, March 4, 2020 | general SeSSion and exhibition

6:45aM Sunrise Yoga

Calling all yogis! Get energized while building strength and flexibility with us. This upbeat, creative yoga practice, will link breath and movement to keep you present and centered. We’ll utilize Sun Salutations, strength building and connected movements to help you face the day with a courageous spirit.

6:45aM Early Risers Run/Walk

Calling all walkers, joggers and runners! Lace up your sneakers and get your endorphins flowing with a little exercise. It’s the perfect start to a great day of content and networking!

8:00aM Continental Breakfast and Exhibition

8:45aM ice breaker and headliner – How I Transformed My Thinking and My Behavior for a Digital World

9:30aM Speed runS

Sales Essentials: Driving an Inclusive Sales Culture Change

How High Performing Sellers Use Data as their Most Powerful Sales Tool

10:15aM Briefing Sessions, Networking, Refreshment and Exhibition Break11:15aM concurrent collaboration ZoneS – ThinkTanks

ThinkTank sessions employ interactive team exercises in a “roll up your sleeves” learning environment.


Zone 1. Next Level Selling: How to Elevate Coaching to Build Engagement, Retention and Revenue

Zone 2. Human vs Machine: Striking the Balance in Customer Interaction

12:45pM Food for Thought Networking Luncheon – Networking Roundtables Hosted by Industry Leaders

Practitioners and solution providers host a menu of luncheon discussions on pertinent industry issues. Dine and dish with industry experts. The list of discussion topics will be available on-site.

1:45pM Mover & Shaker intervieWS – It’s All About Good Sales Data!

2:45pM inSightS and ideaS roundup – Implementing the Best, Brightest, and Boldest Ideas from the Program

3:30pM Content for STAR – Sales Team Accelerator Retreat: A Frost & Sullivan Executive MindXchange Concludes

Schedule-at-a-glance

DENOTES CONTENT SESSIONS

DENOTES NETWORKING EVENTS




MAXIMIZE YOUR NETWORKINGMonday, March 2, 2020

Meet ‘n’ Greet 3:30pM

This end-user/practitioner networking activity is youropportunity to identify – right out of the gate – those peerswho share challenges similar to your own. It’s a great way to find participants who have thought leadership you can benefit from and to facilitate later dialogues throughout the event.

Scottsdale Scavenger Hunt4:30pM

This great Arizona city celebrates old west and new art. On this fun-filled Scottsdale scavenger hunt, find incredible sculptures, museums and the storied buildings of the Wild West while networking with peers and making new friends. You’ll have a blast exploring, competing and learning more about the best sights and hidden gems in the city. Additional fee applies.

STAR Welcome Networking Reception & Event Kickoff 7:30pm

Meet your fellow peers for some cocktails, conversations and cheers to a perfect start of what is sure to be a unique event.

Tuesday, March 3, 2020

STAR’s 3rd Annual Western Olympics & Cookout 5:30pm

Gear up for a night of Olympic games with Western flair. Dinner will be served throughout the night and our top teams will be draped in Gold, Silver & Bronze, YEEHAW! Saddle up and show us your wild west side!

Wednesday, March 4, 2020

Sunrise Yoga6:45am

Calling all yogis! Get energized while building strength and flexibility with us. This upbeat, creative yoga practice, will link breath and movement to keep you present and centered. We’ll utilize Sun Salutations, strength building and connected movements to help you face the day with a courageous spirit.

Early Risers Run/Walk6:45am Calling all walkers, joggers and runners! Lace up your

sneakers and get your endorphins flowing with a little exercise. It’s the perfect start to a great day of content and networking!



REGISTER NOW [email protected] TEL: 1.877.GOFROST (1.877.763.7678) FAX: 1.888.674.3329 WWW.FROST.COM/STAR 7REGISTER NOW [email protected] TEL: 1.877.GOFROST (1.877.763.7678) WWW.FROST.COM/GIL 7

SPEND TIME WITH THE BEST TO BECOME THE BEST.

JOIN ONE OF OUR PREMIER

COMMUNITIES FOR EXECUTIVES

IN STRATEGY, MARKETING,

CUSTOMER ENGAGEMENT,

GROWTH, AND INNOVATION

Are the people in your world today bringingnew perspectives and sharing insights from other industries?

To stay competitive in your world of business,

Frost & Sullivan‘s Customer Engagement and Growth Innovation Leadership Councils offer a unique opportunity to connect year-round with action takers and forward thinkers from

spend time with others who have charted the course.

across industries.

Join a Frost & Sullivan Leadership Council to:

Gain best practice learning based on real-world scenarios.

Build an exclusive, executive network of peers in other industries.

Develop your executive leadership capabilities.

Remain a relevant and high-performing leader well into the future.

“You are the average of the five people with whom you spend the most time.”

–Jim Rohn, Entrepreneur

Learn more and inquire about membership. Visit www.customerleadershipcouncil.com or www.gilcouncil.com

[email protected]:

Growth • Innovation • Leadership CouncilCustomer EngagementL e a d e r s h i p C o u n c i l



https://www.growthinnovationleadership.com/register

https://www.growthinnovationleadership.com/register


Allego’s modern sales learning and readiness platform elevates sales team performance by combining training, practice, coaching and knowledge sharing into one app, streamlined for the rapid pace of sales. With Allego, sales teams onboard faster, confidently deliver the right

messaging, rapidly adopt best practices, coach and practice more frequently, and collaborate better with peers and the home office.www.allego.com

Collective[i] has amassed one of the world’s largest networks capturing data around B2B sales activities. Using artificial intelligence and predictive analytics, Collective[i] merges client CRM and other relevant sources of data into our network to generate intelligence used by the world’s leading sales organization to generate

revenue, streamline/automate non-revenue producing activities, and enable enterprises to be customer-centric and data-driven. Our patent-pending technology and applications designed for sales managers, operators and professionals are essential to the modern sales force.www.collective-i.com

ConnectAndSell’s cloud sales-acceleration platform and highly trained agents relieve B2B customers of the work of navigating

through gatekeepers, IVR systems, phone trees, and voicemail. ConnectAndSell gets decision makers on the phone, allowing reps to have more conversations in 90 minutes than in a week of conventional dialing.www.connectandsell.com

We enable B2B companies to attract, engage and convert prospects into customers at an

accelerated rate; by delivering an end-to-end turnkey, integrated, solution, built on the foundation that a strategically planned, focused and integrated program will yield the greatest return. These fully customized and integrated marketing solutions can take the form of nurturing, demand generation and/or pipeline development programs. Your goals are our goals.www.frost.com/brandanddemand

Integrity Solutions, the performance experts, equips sales

teams to rise up and lead by building trusted customer relationships with integrity at their core. As the partner of choice for values-driven organizations, the firm specializes in innovative sales, service and coaching training solutions that fuel performance, grow talent, lift up customers and elevate leaders. www.integritysolutions.com

OpenSymmetry is a global consulting company that specializes in the planning,

implementation and management of sales performance management (SPM) solutions supported by the industry’s leading technology suppliers. Since 2004, OpenSymmetry has enabled its customers, ranging in size and industry, to achieve greater operational efficiency and get better sales results.www.opensymmetry.com

Sales for Life is the world’s leading Digital Selling/Social Selling training & consulting firm for mid-market and enterprise companies.

Sales for Life has trained over 100,000 sales leaders and professionals, for brands such as Microsoft, Thomson Reuters, Oracle & Intel. www.salesforlife.com

Advisory PartnerNew Sales Technologies are emerging at an unprecedented rate. Understanding this changing landscape and how best to leverage next-generation capabilities are

key to success in a new digital age of sales. Join us to determine the best technology path to drive your profitable growth well into the future.www.vendorneutral.com

Source – TechValidate Survey of previous Sales Team Accelerator Retreat Executive MindXchanges.

97%

of surveyed sponsors would recommend sponsorship of the Frost & Sullivan Executive MindXchange to a peer.

BECOME A SPONSOR

Research by

of surveyed participants would be more likely to

inquire about future services if a solution

provider sponsored the Frost & Sullivan

Executive MindXchange

90%

of surveyed participants would be more likely to inquire about future services if a solution provider sponsored

the Frost & Sull ivan Executive MindXchange

90%Research by

BECOME A SPONSOR

For information on sponsorship, please contact:

Lauren Bisset at 843.763.2150or via email: [email protected]

For information on sponsorship, please contact:

Lauren Bisset at 843.763.2150or via email: [email protected]

For information on sponsorship,please contact:

Adam Geiger at 305.807.8134or via email: [email protected]%

.



http://www.allego.com

http://www.connectandsell.com

http://www.frost.com/brandanddemand

http://www.integritysolutions.com

http://www.salesforlife.com


S A L E S T E A M AC C E L E R ATO R R E T R E AT: A FROST & SULLIVAN EXECUTIVE MIND CHANGE

REGISTER ONLINEwww.frost.com/star

REGISTRATION | PRICING SCHEDULE

Complete Series $2,540 (Includes Event Registration, Workshop, Scottsdale Scavenger Hunt) General Session Only $1,995

A-LA-CARTE OPTIONS:

Scottsdale Scavenger Hunt $150

Workshop $495

GROUP DISCOUNTS AVAILABLEContact: 1.877.GO FROST for details

PAYMENT PROCEDURES

Payment in full is required immediately upon registration and is non-refundable and also must be received by Frost & Sullivan prior to the event start date. If payment has not been received by Frost & Sullivan prior to the event start date you will not be able to attend the Executive Event. If, for any reason, you are unable to attend the Executive Event for which you are registered, and notify Frost & Sullivan in writing more than 3 weeks prior to the event start date, a one-time credit will be issued for use toward registration at any other Frost & Sullivan Executive Event. ]The credit must be used within 90 days of the original registration date and can be applied to any Executive Event scheduled up to one calendar year from the event for which you originally registered. Credits may not be transferred more than once, and all unused credit(s) will be forfeited after 90 days. Cancellation within 1 days prior to the event will incur a one time fee of $500. The remaining balance can be applied to any Executive Event up to one calendar year from the event for which you originally registered. Notification must be received by Frost & Sullivan in writing. If you do not attend the event and fail to notify Frost & Sullivan PRIOR to the event, no credit will be issued. Every effort is made to ensure that the speakers noted in this brochure are present, but changes beyond the control of Frost & Sullivan may occur. The program agenda will be updated biweekly and can be downloaded from www.frost.com/star

02-05-20

March 2 – 4, 2020 | Pointe Hilton Squaw Peak | Phoenix, Az

REGISTRATION3RD ANNUAL

VENUE INFORMATION

Pointe Hilton Squaw Peak Resort 7677 North 16th StreetPhoenix, AZ 85020Phone: 1-602-997-2626

[email protected]

PHONE1.877.GO FROST (1.877.463. 7678)

Frost & Sullivan will be reserving a limited number of discounted rooms at the event property. Please contact the property directly for rates, availability, and to book your accommodations. Be sure to mention you will be participating in the Frost & Sullivan event.



the people, the processes, and the technology€¦ · higher productivity, sales, and customer...

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