Agenda

terrific-quoteInspiring main-stage keynotes and a plethora of deep-dive track sessions gives you two full days of inspiration, interaction, and practical application. From developing compelling messages and tools to enabling value-based selling conversations, there’s plenty for everyone interested in creating better customer conversations. You’ll hear from industry-leading brands on how to:

Wednesday, September 24

 

4 – 8 p.m. Early Check-in
5:30 – 7 p.m. Cocktail Reception

 

Thursday, September 25

 

7 – 8 a.m. Breakfast
7 – 8:15 a.m. Check-in
8:15 – 8:30 a.m. Executive WelcomeJoe Terry, chief executive officer, Corporate Visions
8:30 – 9:30 a.m. The Three Value Conversations That WinTim Riesterer, chief strategy and marketing officer, Corporate Visions
9:30 – 10:30 a.m. Building Certainty (and Uncertainty) to Promote Persuasion – Zak Tormala, Ph.D., professor, Stanford Graduate School of Business
10:3010:45 a.m.

BREAK

10:4511:30 a.m. Transforming the Commercial Engine: Aligning Marketing, Enablement and Sales Training – Brian McGuire, senior director of marketing communications; Patrick Flanigan, senior director, sales enablement; and Audra Scheer, senior director, sales training, ADP; and Tim Riesterer, chief strategy and marketing officer, Corporate VisionsToo often big initiatives fail because they are the product of one department or a siloed part of a company. In the case of Customer Conversations That Win, it takes an alliance between all key parts of the “commercial engine” – marketing, enablement and sales training – to drive true transformation. ADP is an example of a company working every angle for the past few years to make this part of its DNA. In this panel discussion, Tim Riesterer will moderate a discussion among executives from each of these three areas to show you how they come together to execute the messages, tools and skills needed for Conversations That Win.
11:30 a.m.12:15 p.m. A Chief Operating Officer’s View of Why and How Marketing and Sales Alignment Drives Commercial SuccessLisa DeCarlo, managing director, chief operating officer, government & institutional banking, Wells Fargo & Company; and Tim Riesterer, chief strategy and marketing officer, Corporate Visions
12:151:15 p.m.

LUNCH

1:304:15 p.m. Track Sessions* (see details below)
5:30 p.m. Buses Leave for Evening Event
69 p.m. Evening Event (co-hosted by Brainshark)

 

Friday, September 26

 

7 – 8:15 a.m. Breakfast, Late Check-in
8:3010 a.m. Predictably Irrational: The Hidden Forces That Shape Our Decisions Dan Ariely, author
10:0010:15 a.m.

BREAK

 

10:15 a.m.1 p.m. Track Sessions Repeat* (see the sessions you didn’t catch on thursday)
1 p.m. Depart: grab-and-go boxed lunches provided

*Track Sessions (Choose Your Favorite or Mix and Match):

 

Differentiation-ConversationTrack 1: Create Value – Differentiation ConversationsCome to this track if you are struggling to differentiate in commoditized markets or can’t convince customers to budge from their status quo. Justification-ConversationTrack 2: Elevate Value – Justification ConversationsChoose this track if you are finding it hard to get executive buyers to create budget or believe your business case to release budget. Maximization-ConversationsTrack 3: Capture Value – Maximization ConversationsVisit this track if your deal sizes are shrinking or you are doing too much unnecessary and painful discounting. Maximization-ConversationsTrack 4: Reinforce Value – Tools and ContentChoose this track if you need to turn your messages into high-impact content and tools for both buyers and sellers.
Creating Insights: Turning Research, Facts and Stats into Provocative Messaging
Adam Birenbaum
CUNA Mutual Group
Paul George, Corporate Visions

See the description

Know Me Before You Meet Me: Enabling the Executive Conversation
April King
, OpenText
Conrad Smith, Corporate Visions

See the description

Avoiding the Trap of the Commodity Conversation
Craig Spencer
, HP
Cheryl Geoffrion, Corporate Visions

See the description

Playbooks: The Hottest Tool for Getting Your Direct and Indirect Channels to Deliver Consistent, High-Quality Conversations
Steve Block
, NetApp
Eric Nitschke, Corporate Visions

See the description

Replacing PowerPoint With Pictures for Conversational Selling
Fran Wilson
, Red Hat
Scott Weinhold, Corporate Visions

See the description

You Get Delegated to Whom You Sound Like: Building Business and Financial Acumen
Avery Lerner
, Oracle
Conrad Smith, Corporate Visions

See the description

Taking (and Keeping!) Control of the Buying Process
Cheryl Geoffrion, Corporate Visions

See the description

Insight-Driven Campaigns: Create Content for Demand Generation That Provokes and Engages
Genevieve Cross
, Iron Mountain
Jody Canavan, Corporate Visions

See the description

Creating a Common Company Messaging Discipline for More Powerful Content
Matt McBreen
, ADP
Paul George, Corporate Visions

See the description

I Sponsor NASCAR, Not Salespeople: How to Gain Customer Executive Support
Joanne Moretti
, Jabil
Conrad Smith, Corporate Visions

See the description

Expanding the Range of Reason to Get More of What You Want
Cheryl Geoffrion, Corporate Visions

See the description

Feeding the Content Beast:  Re-engineering Content for Multi-Purposes That Expand the Reach and Return on Your Investment
André Pino
, CloudBees
Jody Canavan, Corporate Visions

See the description

Delivering Differentiated Conversations to Buyers Who Think They Are Mostly Done With the Buying Cycle
Kevin Joyce
, Piksel
Scott Weinhold, Corporate Visions

See the description

Be Right, When It Counts: The First Five Minutes of a Business Conversation
Jim Ford
, TestAmerica
Conrad Smith, Corporate Visions

See the description

Increasing Your Power in Negotiations by Embracing Tension
Christy Kallinger
, Dell
Cheryl Geoffrion, Corporate Visions

See the description

Marketing Engagement: 3 Keys to Entangling Your Audience
Chuck Dulde
, SAVO
Lisa Cummings, Corporate Visions

See the description

Check back for more details and speakers!

To view last year’s agenda, click here. To see last year’s speakers in action, check out these videos.

 

The BIG Evening Event

navy-howlWe’ve rocked Wrigley, we’ve dined with the fishes, we’ve shut down the House of Blues…that’s nothing compared to this year’s BIG evening event. This year we’ll be partaking in the best that Chicago has to offer at a rollicking street party at Navy Pier! We’ll be dining on Chicago’s favorite goodies from a bevy of food trucks, taking in the Chicago skyline from the world-famous venue, and…back by popular demand…dancing and singing to the tunes from the dueling pianos of Howl at the Moon! Last year Howl at the Moon went down in infamy, as party goers took control of the House of Blues and demanded more, more and then some more. The dueling pianists will be back in action trying to top the hilarity and raucousness of last year. As everyone who’s attended the BIG evening event in the past will tell you, this event – co-hosted by Brainshark – cannot be missed.