Insider Summit Breakout Session #IS12

How Collaboration Between Sales and Marketing Has Changed the Lead Generation Game

Your Presenters

• Jon Miller– Marketo, Co-Founder and VP of Marketing

Agenda • How Collaboration Between Sales and Marketing Has Changed the Lead Generation Game

Selling More With the Right Incentives and Sales Intelligence

Your Presenters

• Bill Hu– Manager, Corporate Sales, Xactly

• Jake Hofwegen– VP Global Sales Operations, NetSuite

Agenda • Selling More With the Right Incentives and Sales Intelligence

Social Selling Best Practices With InsideView

Your Presenters

• Koka Sexton– InsideView, Director Social Strategy– @kokasexton

• Barbara Giamanco– Social Centered Selling, EVP Sales– @barbaragiamanco

• Don Otvos– Yammer, Manager, Sales Operations– @donnyo

• Dave Vacanti– Senior Manager, Cornerstone On Demand

Increasing Lead Quality & Conversion by Building a Sales Intelligence Culture

Your Presenters

• Ralf VonSosen – InsideView, VP of Marketing

• Richard Terry-Lloyd – Zuora, VP for Emerging Markets

• Brian Falkner – Big Machines, Regional VP – West

• Paul Jones – FranklinCovey Sales Performance Practice, Senior

Director, Business Development

AgendaIncreasing Lead Quality & Conversion by Building a Sales Intelligence Culture

• Prospecting – Finding the RIGHT person.– Richard Terry-Lloyd, Zuora

• Converting – Having the RIGHT message, at the RIGHT time.– Brian Falkner, Big Machines

• Culture/Methodology – Making it part of the culture.– Paul Jones, FranklinCovey

• Discussion with Question & Answers

How Today’s Marketers Are Using Social Media

Your Presenters

• Joe Lucas– InsideView, Senior Marketing Manager

• Cynthia Countouris – Accolo, VP Marketing

• Ellen Valentine – SilverPop, Evangelist

• Koka Sexton– InsideView, Director Social Strategy

AgendaHow Today’s Marketers Are Using Social Media• What are they using it for?• How are they going about it?• What results are they seeing?• What are the best practices?

• Discussion with Question & Answers

So, you have a $500k Forecast?

Your Presenter

• Donal Daly– The TAS Group, Founder and CEO

Agenda• So, you have a $500k Forecast?• What are they using it for?• How are they going about it?• What results are they seeing?• What are the best practices?

• Discussion with Question & Answers

Proven Techniques to Increase Prospect Response Rates

Your Presenters

• Joanne Black– No More Cold Calling®, Founder

• Mike Hack– InsideView, Account Executive

• Apryl Hanson– Blytheco, Director Customer and Partner Strategy

• Brett Gabel– Symplified, Regional Sales Manager

Discussion Topics

• Proven Techniques to Increase Prospect Response Rates

• Why referrals are gold• What it takes to adopt referral selling• Leveraging your connections to get to the right people• Using referrals throughout the sales funnel• Linking InsideView and social media for referrals

How Sales Intelligence Can Make You a Better Sales Executive

Your Presenters

• Larry Reeves– AA-ISP, Chief Operating Officer

• Brook West– Fuze Box, VP Sales

• Greg Brush– InsideView, VP Sales

• Michael Lodato– Network Hardware Resale, SVP Sales & Marketing

Discussion Topics

• How Sales Intelligence Can Make You a Better Sales Executive

• Top Challenges and Priorities• Using social intelligence• Tools and Technologies• Processes and Methodologies• People and Training

• Open Q&A

9 Social Selling Tools You Should Not Go Without

#IS12

Your Presenters

• Greg Brown– Extole, Chief Revenue Officer– @gregsbrown

• Eric Boocock– Microsoft, Senior Product Marketing Manager– @eboocock

• Patrick Culp– Sprout Social, Director Sales– @talk2pculp

Discussion Topics

• Social Selling Tools You Should Not Go Without

• Tools• Measuring social engagement• Is social media is a time waster?• Benefits of social media• Role of CRM

• Open Q&A

21st-century Sales Warriors: Work Smarter, Sell Better and Win More

Your Presenter

• Nicholas Kontopoulos– SAP, Director Global Marketing, CRM LoB Customer

Agenda • 21st-century Sales Warriors: Work Smarter, Sell Better and Win More

The New Rules of Social CRM

Your Presenter

• Chuck Coulson– SugarCRM, VP Business Development

Agenda • The New Rules of Social CRM• What are the New Rules?• How to compete and win

• Open Q&A

Why Downturns Break Sales Orgs (And What To Do About It)

Your Presenter

• Justin Shriber– Oracle, Regional VP, SaaS CRM Sales

Agenda • Why Downturns Break Sales Orgs (And What To Do About It)