Agenda

September 21 – 23
Park Central Hotel
San Francisco

This year we will have two powerful keynotes from noted experts and authors. Once again our customers will be sharing their insights.

September 21, 2015
1:00 – 5:00 p.m. – Pre-conference workshop on Insights with Tim Riesterer
5:30 – 7:00 p.m. – Welcome reception

September 22, 2015
7:00 – 8:15 a.m. – Breakfast
8:30 – 9:00 a.m. – Kickoff with Joe Terry, CEO, Corporate Visions
9:00 – 9:30 a.m. – Tim Riesterer, CSO / CMO, Corporate Visions
9:30 – 11:00 a.m. – Shawn Achor Keynote
11:00 – 11:15 a.m. – Break
11:15 – 11:55 a.m. – Jenny Dearborn, SVP & CLO, SAP
11:55 a.m. – 12:30 p.m. – Amar Amarnath, Head of Strategic Engagements, Wipro
12:30 – 1:30 p.m. – Lunch
1:30 – 3:00 p.m. – Breakout Sessions
3:00 – 3:15 p.m. – Break
3:15 – 4:45 p.m. – Breakout Sessions
5:30 p.m. – Departures for Alcatraz

September 23, 2015
7:00 – 8:15 a.m. – Breakfast
8:30 – 9:45 a.m. – Margaret Neale/Thomas Lys Keynote
9:45 – 10:00 a.m. – Break
10:00 a.m. – 1:00 p.m. – Breakout Sessions
1:00 p.m. – conference ends

For more details on the tracks, see below.

Online Registration is now closed but it’s not too late. You can use your credit card and pay for registration at the conference!

Questions?
We’re a click or a call away.
conference@corporatevisions.com
1.800.360.SELL (US ONLY)
1.415.464.4400

September 21st

Pre-Conference Workshop - Space is Limited!

Struggling to Build an Insights Factory?
Tim Riesterer
1-5 p.m.

Join Tim Riesterer as he leads a half day pre-conference workshop on the afternoon of Monday, September 21. This exclusive opportunity will explore the latest research on developing insights.

  • What are the four types of insights?
  • How do they work?
  • When do they work best?

Attendees will get real world examples and learn how to build their own insights. Send all of your content creators – they don’t want to miss this! Registration is easy – just check that you will be attending the session when you complete the registration form.

September 22nd

Keynote

The Happiness Advantage: Linking Positive Brains to Performance
Shawn Achor
New York Times Bestselling Author of Before Happiness and The Happiness Advantage

Most companies and schools follow this formula: if you work harder, you will be more successful, and then you will be happy. This formula is scientifically backward. A decade of research shows that training your brain to be positive at work first actually fuels greater success second. In fact, 75% of our job success is predicted not by intelligence, but by your optimism, social support network and the ability to manage energy and stress in a positive way. By researching top performers at Harvard, the world’s largest banks, and Fortune 500 companies, Shawn discovered patterns which create a happiness advantage for positive outliers—the highest performers at the company. Based on his new book, The Happiness Advantage (September 2010 from Random House), Shawn explains what positive psychology is, how much we can change, and practical applications for reaping the Happiness Advantage in the midst of change and challenge.

Shawn_you_bio

Morning Main Stage

Leading Advances in Sales Skills and Talent Development
Jenny Dearborn, SVP and CLO
SAP

Recognized as one of the 50 Most Powerful Women in Technology by the National Diversity Council in 2014 and 2015, Jenny Dearborn is a thought leader in learning, human capital management and business culture. A regular contributor to Forbes, Huffington Post and TLNT, Jenny has also written for Fast Company, TechRepublic, USA Today and industry publications including HR Executive and Talent Development magazine. Her book, Data Driven: How Performance Analytics Delivers Extraordinary Sales Results, published by Wiley in February of 2015 was #1 on Amazon.com in the “new business releases” category. Jenny is the Senior Vice President and Chief Learning Officer of SAP, where she is responsible to align and drive all corporate learning and enablement activity for SAP’s 71,000 employees worldwide. This is her fourth Chief Learning Officer role.

Jenny-D-2015-pic

Improving Sales and Marketing Alignment for Better Execution
Amar Amarnath, Head of Strategic Engagements
Wipro

Amar Amarnath is part of Wipro’s senior leadership team and leads the Strategic engagements function for Wipro.  Based in Silicon Valley, Amar has a background in IT, finance, venture capital and investment banking. He has worked on large and complex transformation deals for Wipro across 14 countries. Amar has four primary global responsibilities: 1) Head of strategic & mega deals; 2) Lead world-wide teams responsible for analysts, third party advisory & private equity relations, 3) Sales and go-to-market transformation across Wipro and 4) In-charge of Wipro’s business in South & Latin America. Amar has been responsible for leading Wipro’s efforts towards sourcing, pricing, negotiation, and initiation of strategic opportunities globally. This includes providing differentiated approaches to Wipro’s clients for legal, commercial and HR components.

AMAR_high def_Photo.jpg

Afternoon Breakout Tracks

Track 1 - Demand Generation Campaigns and Content

A Method(ology) to the Madness
Leslie Talbot   |   Corporate Visions
Most organizations have embraced some form of sales methodology to help their reps carry a message from lead to close. But when it comes to the way marketing creates those messages, it seems like great messaging happens by accident rather than by design. In this session, you’ll learn how to apply Corporate Visions’ Power Positioning Methodology to create consistent, customer-focused messaging frameworks that fuel great conversations on both sides of the Conversion Gap.

Win Interest with Insight and Unlock Your Customers’ Unconsidered Needs
Amanda Wainer   |   Wiley
Brent Gordon   |   Wiley
Sheila  Ryan   |   Corporate Visions
What if you could develop a message for an industry that was desperate to move from the traditional to the “new”? By creating a new approach to insight generation and management, the Wiley marketing team became a true partner with sales.  They institutionalized the development and delivery of insight driven content for their sales team who was delivering a new and unique Point of View. Their POV not only enabled new and differentiated conversations in a space where cost was the key metric, they discovered an unconsidered need of their own and were able to develop a new methodology to enable their content engine.

Demand Generation Campaign Roundtable
Randi Drinkwater   |   EarthLink
David Hsu   |   CA Technologies
Patti Drach Fiore  |   Corporate Visions
Mary Pacell  |   Corporate Visions
Understand the basics of successful campaign strategy and execution—from foundational messaging through asset development—with marketers from CA Technologies and EarthLink and Corporate Visions’ Content Strategists.  See what good ebooks, videos, infographics, thought leadership, etc. look like and understand what makes them effective. Most importantly, seize the opportunity to discuss your own campaign goals and challenges with a room full of like-minded people!

Campaign and Content Case Study – Learn about Intelsat’s Content Generation Evolution
Lynette Simmons   |   Intelsat
Susan Supernavage   |   Corporate Visions
Intelsat has not only rolled out Power Messaging skills to its sales team, it’s developed a Positioning content generation machine that drives demand and fosters marketing and sales alignment. In this presentation, Intelsat’s director of marketing, Lynette Simmons, talks about the roadmap to more impactful content, lessons learned along the way, and how the organization has refreshed its campaign and content practices to match Power Messaging and Positioning principles.

Track 2 - Sales Enablement Content and Coaching

The Journey from Messaging to Mastery
Yvonne Franks   |  DDI
Joe Collins |   Corporate Visions
So you have a killer message, now what?  Do you know the opportunity areas to propel your sales organization to messaging success?  In this session, you will learn creative ideas to create and sustain a sales learning journey.

“You Want Me to Do What?” A View from the Field: Get the Perspective of a Front Line Sales Leader on What Really Happens When You Roll Out a Message
Kathleen Strukoff  |  AonHewitt
Rob Perrilleon  |   Corporate Visions
After all the work planning, sponsoring, and communicating about your messaging initiative, do you wonder what your sales leaders are really thinking? Hear from a front line sales leader about her experience before, during, and after a Corporate Visions workshop. What happens back in the field after the workshop? Which enablement resources are helpful, and which aren’t?  Kathleen Strukoff is a partner at AonHewitt, a provider of human resources consulting and outsourcing solutions.

Sales Playbooks that Work the Way Salespeople Need to Work
Howard Kamimoto  I   NetApp
Jay Costello   I   NACCO Materials Handling Group
Jeff Fulgham   I   Solenis
Eric Nitschke   I   Corporate Visions
Sellers tell us that Opportunity Creation is the activity that has the most impact on sales quota—yet it’s the conversation they feel least prepared to have. We’ll illustrate some examples and best practices of sales playbooks that equip salespeople with the information they need to gain access to target accounts and develop new opportunities—all packaged in a way that helps them tell a better story.

Not Just a Class: Enablement Best Practices to Improve the Customer Conversation
Charles Jones   |   CenturyLink
Mike Finley  |   Corporate Visions
You will hear about CenturyLink’s journey from a highly commoditized, product oriented company to one that is in the midst of transforming to a differentiated IT solutions provider.  They will talk about the challenges of finding and communicating their differentiation in a highly competitive and dynamic market, and how to combine transformational learning programs and supportive approaches to improve the customer conversation.

Track 3 - The Three Value Conversations in Action

Power Messaging – Starting and Sustaining the Fire
Laurel Ley  |   Thomson Reuters
Matt Etzell  |   Thomson Reuters
Paul George  |   Corporate Visions
How does an organization successfully implement, drive adoption, and maintain their overall messaging efforts?  In this session, you will gain insight on how to…
· Fan the embers of early support
· Get the dollars needed to drive the effort
· Lock in the dedication necessary from stakeholders
· Effectively roll out to key constituencies across the organization
· Hone in quickly on what is and isn’t working to drive rapid improvement

Elevate Value Case Study
Larry Shurtz  |  Salesforce.com
Conrad Smith  |   Corporate Visions
According to Gartner, Salesforce.com’s market share for customer relationship management software increased from 14 percent to 18 percent over the last two years. During this session, you’ll hear why Salesforce.com choose Executive Conversations to provide their sales professionals with the skills needed to meet and address challenges to maintain their high growth momentum.

Capture Value Case Study
Shelley Robins  |   United Rentals
Cheryl Geoffrion |   Corporate Visions
Hear from United Rentals about how they are radically changing the culture of selling in their company with exceptional results.  They will show you how their commitment to Active Sales Leadership at the beginning of 2015 resulted in a complete shift in their training philosophy, allowing them to drive Situational Sales Negotiations into their very DNA. You will learn the 2 top money making skills now practiced by everyone in the company.

Justification ROI
Dave Jenkins  |   IBM
Conrad Smith  |   Corporate Visions
Elevating the conversation to senior executives is becoming a necessity to assure decisions are made and deals are won. Getting sales professionals to cross the business acumen gap and to have the confidence to have the right executive conversations can be a daunting undertaking. This session will highlight some of the challenges encountered in crossing the gap and the remarkable return realized by the investment.

Track 4 - Technology Ideas for Enabling Your Strategies

Virtual Coaching for Reinforcement
Chanin Ballance   |  MobilePaks
Eric Beckman |  Corporate Visions
MobilePaks will show you how you can provide just-in-time, deal stage-specific virtual skills coaching inside your CRM.

Video Practice, Coaching and Certification
Paul Ironside  |   CommercialTribe
Melissa Hereford  |   Corporate Visions
CommercialTribe explains how you can enforce better practice, feedback and even certification of messaging and skills using video to drive learning.

Sales Enablement – SAVO Shows You How to Support Your Sales Teams with the Right Enablement Tools
Rachel Shaub  |   SAVO
Jim Moliski  |   Corporate Visions
SiriusDecisions research shows that average B2B enterprise organizations spend $17.5M on content, yet 65% of it goes to waste because it’s unfindable or unusable. To get more from content investments, salespeople need to know what content exists, where to find it, and when to leverage it during each step of the sales process. In this session, you’ll learn how you can deliver content-in-context to increase sales productivity and drive a higher content ROI.

Clone your TOP Performers, Using Behavioral Change Data to Improve Coaching
Adam Birenbaum |   CUNA Mutual Group
Susan Trumpler |   Beyond ROI
Wendy Brache |   Corporate Visions
Understanding which skills your top performers are using more frequently than others can give you insights into the ideal behaviors for your selling environment.  Join Susan Trumpler, the Managing Partner of Beyond ROI, to dive into how valuable information like this can be used to coach and support any seller to reach their full potential.  Adam Birenbaum will join this session to describe how CUNA Mutual Group has used Beyond ROI’s insights to support and reinforce their recent Sales Effectiveness initiative.

September 23rd

Almost every interaction involves negotiation, yet we often miss the cues that would allow us to make the most of these exchanges. In Getting (More of) What You Want, Margaret Neale and Thomas Lys draw on the latest advances in psychology and economics to provide new strategies for anyone shopping for a car, lobbying for a raise, or simply haggling over who takes out the trash. Getting (More of) What You Want shows how inexperienced negotiators regularly leave significant value on the table—and reveals how you can claim it.

Join Margaret A. Neale, Professor Organizational Behavior at Stanford University and Thomas Z. Lys, Professor of Accounting Information and Management and Professor of Law (by courtesy) at the Northwestern School of Law as they discuss their new book. Not only do you get to hear them speak, you get a complimentary copy of their new book!

book

Breakout Tracks Repeat

Track 1 - Demand Generation Campaigns and Content

A Method(ology) to the Madness
Leslie Talbot   |   Corporate Visions
Most organizations have embraced some form of sales methodology to help their reps carry a message from lead to close. But when it comes to the way marketing creates those messages, it seems like great messaging happens by accident rather than by design. In this session, you’ll learn how to apply Corporate Visions’ Power Positioning Methodology to create consistent, customer-focused messaging frameworks that fuel great conversations on both sides of the Conversion Gap.

Win Interest with Insight and Unlock Your Customers’ Unconsidered Needs
Amanda Wainer   |   Wiley
Brent Gordon   |   Wiley
Sheila  Ryan   |   Corporate Visions
What if you could develop a message for an industry that was desperate to move from the traditional to the “new”? By creating a new approach to insight generation and management, the Wiley marketing team became a true partner with sales.  They institutionalized the development and delivery of insight driven content for their sales team who was delivering a new and unique Point of View. Their POV not only enabled new and differentiated conversations in a space where cost was the key metric, they discovered an unconsidered need of their own and were able to develop a new methodology to enable their content engine.

Demand Generation Campaign Roundtable
Randi Drinkwater   |   EarthLink
David Hsu   |   CA Technologies
Patti Drach Fiore  |   Corporate Visions
Mary Pacell  |   Corporate Visions
Understand the basics of successful campaign strategy and execution—from foundational messaging through asset development—with marketers from CA Technologies and EarthLink and Corporate Visions’ Content Strategists.  See what good ebooks, videos, infographics, thought leadership, etc. look like and understand what makes them effective. Most importantly, seize the opportunity to discuss your own campaign goals and challenges with a room full of like-minded people!

Campaign and Content Case Study – Learn about Intelsat’s Content Generation Evolution
Lynette Simmons   |   Intelsat
Susan Supernavage   |   Corporate Visions
Intelsat has not only rolled out Power Messaging skills to its sales team, it’s developed a Positioning content generation machine that drives demand and fosters marketing and sales alignment. In this presentation, Intelsat’s director of marketing, Lynette Simmons, talks about the roadmap to more impactful content, lessons learned along the way, and how the organization has refreshed its campaign and content practices to match Power Messaging and Positioning principles.

Track 2 - Sales Enablement Content and Coaching

The Journey from Messaging to Mastery
Yvonne Franks   |  DDI
Joe Collins |   Corporate Visions
So you have a killer message, now what?  Do you know the opportunity areas to propel your sales organization to messaging success?  In this session, you will learn creative ideas to create and sustain a sales learning journey.

“You Want Me to Do What?” A View from the Field: Get the Perspective of a Front Line Sales Leader on What Really Happens When You Roll Out a Message
Kathleen Strukoff  |  AonHewitt
Rob Perrilleon  |   Corporate Visions
After all the work planning, sponsoring, and communicating about your messaging initiative, do you wonder what your sales leaders are really thinking? Hear from a front line sales leader about her experience before, during, and after a Corporate Visions workshop. What happens back in the field after the workshop? Which enablement resources are helpful, and which aren’t?  Kathleen Strukoff is a partner at AonHewitt, a provider of human resources consulting and outsourcing solutions.

Sales Playbooks that Work the Way Salespeople Need to Work
Howard Kamimoto  I   NetApp
Jay Costello   I   NACCO Materials Handling Group
Jeff Fulgham   I   Solenis
Eric Nitschke   I   Corporate Visions
Sellers tell us that Opportunity Creation is the activity that has the most impact on sales quota—yet it’s the conversation they feel least prepared to have. We’ll illustrate some examples and best practices of sales playbooks that equip salespeople with the information they need to gain access to target accounts and develop new opportunities—all packaged in a way that helps them tell a better story.

Not Just a Class: Enablement Best Practices to Improve the Customer Conversation
Charles Jones   |   CenturyLink
Mike Finley  |   Corporate Visions
You will hear about CenturyLink’s journey from a highly commoditized, product oriented company to one that is in the midst of transforming to a differentiated IT solutions provider.  They will talk about the challenges of finding and communicating their differentiation in a highly competitive and dynamic market, and how to combine transformational learning programs and supportive approaches to improve the customer conversation.

Track 3 - The Three Value Conversations in Action

Power Messaging – Starting and Sustaining the Fire
Laurel Ley  |   Thomson Reuters
Matt Etzell  |   Thomson Reuters
Paul George  |   Corporate Visions
How does an organization successfully implement, drive adoption, and maintain their overall messaging efforts?  In this session, you will gain insight on how to…
· Fan the embers of early support
· Get the dollars needed to drive the effort
· Lock in the dedication necessary from stakeholders
· Effectively roll out to key constituencies across the organization
· Hone in quickly on what is and isn’t working to drive rapid improvement

Elevate Value Case Study
Larry Shurtz  |  Salesforce.com
Conrad Smith  |   Corporate Visions
According to Gartner, Salesforce.com’s market share for customer relationship management software increased from 14 percent to 18 percent over the last two years. During this session, you’ll hear why Salesforce.com choose Executive Conversations to provide their sales professionals with the skills needed to meet and address challenges to maintain their high growth momentum.

Capture Value Case Study
Shelley Robins  |   United Rentals
Cheryl Geoffrion |   Corporate Visions
Hear from United Rentals about how they are radically changing the culture of selling in their company with exceptional results.  They will show you how their commitment to Active Sales Leadership at the beginning of 2015 resulted in a complete shift in their training philosophy, allowing them to drive Situational Sales Negotiations into their very DNA. You will learn the 2 top money making skills now practiced by everyone in the company.

Justification ROI
Dave Jenkins  |   IBM
Conrad Smith  |   Corporate Visions
Elevating the conversation to senior executives is becoming a necessity to assure decisions are made and deals are won. Getting sales professionals to cross the business acumen gap and to have the confidence to have the right executive conversations can be a daunting undertaking. This session will highlight some of the challenges encountered in crossing the gap and the remarkable return realized by the investment.

Track 4 - Technology Ideas for Enabling Your Strategies

Virtual Coaching for Reinforcement
Chanin Ballance   |  MobilePaks
Eric Beckman |  Corporate Visions
MobilePaks will show you how you can provide just-in-time, deal stage-specific virtual skills coaching inside your CRM.

Video Practice, Coaching and Certification
Paul Ironside  |   CommercialTribe
Melissa Hereford  |   Corporate Visions
CommercialTribe explains how you can enforce better practice, feedback and even certification of messaging and skills using video to drive learning.

Sales Enablement – SAVO Shows You How to Support Your Sales Teams with the Right Enablement Tools
Rachel Shaub  |   SAVO
Jim Moliski  |   Corporate Visions
SiriusDecisions research shows that average B2B enterprise organizations spend $17.5M on content, yet 65% of it goes to waste because it’s unfindable or unusable. To get more from content investments, salespeople need to know what content exists, where to find it, and when to leverage it during each step of the sales process. In this session, you’ll learn how you can deliver content-in-context to increase sales productivity and drive a higher content ROI.

Clone your TOP Performers, Using Behavioral Change Data to Improve Coaching
Adam Birenbaum |   CUNA Mutual Group
Susan Trumpler |   Beyond ROI
Wendy Brache |   Corporate Visions
Understanding which skills your top performers are using more frequently than others can give you insights into the ideal behaviors for your selling environment.  Join Susan Trumpler, the Managing Partner of Beyond ROI, to dive into how valuable information like this can be used to coach and support any seller to reach their full potential.  Adam Birenbaum will join this session to describe how CUNA Mutual Group has used Beyond ROI’s insights to support and reinforce their recent Sales Effectiveness initiative.