On Demand

Webinar Week: Sales

Sales Teams Adapt & Reinvent

Frost & Sullivan is excited to announce our Monthly Webinar Week Series, complimentary to you. Daily, at 11:00am EDT, Monday, July 20 through Thursday, July 23, we will present a 45-minute webinar to help sales teams adapt & reinvent.These daily webinars will help inspire your leadership teams to re-invigorate your sales and growth strategies during these turbulent times.

This month will feature leading industry thought leaders sharing their insight and use cases on organizations taking on the very real challenges we face at this moment in time. Now more than ever, the ability to adapt to all that has and will continue to change is paramount.

Agenda

Monday, July 20, 2020 | 11AM EDT

The Future of Customer Engagement

Mark Dean

Chief Strategy Officer
LegalBreeze
Former Head of Sales Development North America
LinkedIn

In the post-COVID-19 world, sales professionals must explore new ways of capturing the hearts and minds of customers and prospects. How will technology enable sales teams to forge meaningful relationships with customers, feed the pipeline, and secure business? Moving forward, if face to face meetings will be more limited, what are the best practices for communicating, collaborating, and developing trust in an online environment?

 

Key Take-Aways:

  • Best practices for leveraging technology to enable/enhance engagement with prospects
  • Insight on helping sales, marketing, and product teams (aka “The Value Chain”) strategize, prioritize and plan in a virtual environment
  • Tips on building “virtual trust” between sales professionals and customers

Tuesday, July 21, 2020 | 11AM EDT

Three Perspectives for Hiring, Onboarding and Training Successful Sales Teams in the Wake of COVID-19

Moderator:

John Ruggles

Senior Vice President, Global Sales
Frost & Sullivan

Panelists Include:

Patrick Mulkey

Director of Training and Enablement
Gordon Food Service

Kyle Pottinger

Senior Vice President, Ticket Sales and Service
Phoenix Suns

Marek Wasilewski

Senior Vice President of Global Sales
Mavenir

Traditional hiring practices have gone out the window in the world of COVID-19. How do sales leaders effectively hire, onboard, train, and develop the kind of sales talent that succeeds in an at-home and virtual sales environment?

 

Key Take-Aways:

  • Guide to identifying and securing the “right talent” for the virtual sales environment
  • Tips and tricks for helping sales and client facing teams ‘adapt and thrive’
  • Approaches and tactical ways of operating so client engagement stays on track

Wednesday, July 22, 2020 | 11AM EDT

Streamlining for Success – Leveraging COVID-19 Best Practices for Operational Efficiency & Effectiveness

Robert Beattie

Vice President, Sales, Tax & Accounting Professionals Mid/Small Firms
Thomson Reuters

As the economy begins to recover following the pandemic, how can organizations audit how they operate, streamline processes and operations to become more efficient and effective? In this period of disruption, which changes are tactical and which will be strategic with lasting impact on business practices in the future?

 

Key Take-Aways:

  • Insight on what you can be doing now as a leader to evolve into the Post-COVID-19 world
  • Examples of how you can apply the learnings about your organization and apply it to the future state
  • Tactical action items to enhance and make your strategy happen

Thursday, July 23, 2020 | 11AM EDT

Looking Ahead: Three Best Practices for Driving Revenue in the New Normal

Moderator:

John Ruggles

Senior Vice President
Global Sales
Frost & Sullivan

Panelists Include:

Rakhi Voria

Director, IBM Global Digital Sales Development
IBM

Dave Goes

Senior Vice President
Morningstar Financial

William Sexton

Vice President, Sales Operations
Global Industrial

As businesses and the economy begin to reopen, competition is poised to skyrocket as organizations attempt to recover the revenue lost in the wake of the pandemic. This will open up new issues for teams selling in tough times, including willingness to discount, price competition, and lowering the price of products and services without killing the value of the product.

 

Key Take-Aways:

  • Tips and tricks for creating an attitude of flexibility with your customers in order to build longer-term relationships
  • Guide to retaining revenue despite top-line losses
  • Insight on identifying which products to sell now, and how those decisions can drive revenue after the pandemic is over

Speakers

Robert Beattie

Vice President, Sales, Tax & Accounting Professionals Mid/Small Firms
Thomson Reuters

Mark Dean

Chief Strategy Officer
LegalBreeze
Former Head of Sales Development North America
LinkedIn

Dave Goes

Senior Vice President
Morningstar Financial

Patrick Mulkey

Director of Training and Enablement
Gordon Food Service

Kyle Pottinger

Senior Vice President, Ticket Sales and Service
Phoenix Suns

John Ruggles

Senior Vice President
Global Sales
Frost & Sullivan

William Sexton

Vice President, Sales Operations
Global Industrial

Rakhi Voria

Director, IBM Global Digital Sales Development
IBM

Marek Wasilewski

Senior Vice President of Global Sales
Mavenir

Snapshot of Who’s Participating

ABB
Air Liquide
Analog Devices, Inc.
BBVA Compass
Becton Dickinson
Black & Veatch
Blackberry
Breg
CenturyLink
Cicero Inc.
Cisco
Comcast
CommScope
Communitech
Conduent
Cummins
Cypress Semiconductor
Daimler Trucks North America
Deere Employees Credit Union

Del Monte
Denso
Dimension Data
eDataSource
Facebook
Fairchild Semiconductor
GE Digital
Genesys Labs
Genzyme Corporation
Gordon Food Service
Hunter Engineering Company
Hydraforce Inc.
Infinity Insurance
Ingersoll Rand
Inktel Contact Center Solutions
Intel Corporation
Jabra
JC Penney
Johnson Controls

Kaiser Permanente
Lucid Software Inc.
McAfee
Panasonic Avionics
PayPal
Pentair
Pfizer
Pharma International
Philips
Phoenix Suns
Rackspace
Raytheon
reLogistics Services LLC
Rockwell Automation
Sachem Inc.
Sacramento Kings
Samsung
San Francisco 49ers / Levi’s Stadium
Schneider Electric

Sentient Technologies
ServiceMax from GE Digital
Siemens
SmartAction
Straumann Group
talentReef
Tech Mahindra
Teletech
The Northern Trust Company
Thomson Reuters
Upstream Works
Verizon
W. L. Gore & Associates
West Linn Paper Company Inc.
Windstream
XEROX
Yorktel
ZipRecuiter

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