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
Afternoon pre-conference workshop on Insights with Tim Riesterer (1-5pm)
Evening Welcome Reception

September 22, 2015
All Day Sessions
Evening Event at Alcatraz

September 23, 2015
Half Day Sessions
Conference Ends Around 1pm

register-here

We’re limiting registration this year to 500 attendees so make sure you register to get your spot!

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.

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Afternoon Breakout Tracks

Track 1 – Demand Generation Campaigns and Content

  • Building your Insights Factory – how to create a steady stream of fresh, exclusive insights that set your company apart
  • Messaging to Unconsidered Needs – creating urgency and uniqueness that breaks the status quo bias and favors you
  • Successful Campaign Content – see examples of great infographics, eBooks, videos and other demand generation assets
  • Campaign Case Study – Learn about a leading company’s demand generation center of excellence

Track 2 – Sales Enablement Content and Coaching

  • Why Change Whiteboard Examples – see a range of point of view whiteboards that have proven successful to break the status quo
  • Why You Whiteboard Examples – see a range of solution whiteboards that have proven successful at differentiating from competition
  • Playbook Examples – see examples of prep and coaching tools that enable salespeople to me more successful across the buying cycle
  • Enablement Case Study – learn about a company’s sales enablement center of excellence

Track 3 – Three Value Conversations in Action

  • Create Value Case Study – hear from a company that is demonstrating great success with early-stage value creation conversations
  • Elevate Value Case Study – hear from a company that is showing great progress in executive-level business impact conversations
  • Capture Value Case Study – hear from a company that is maximizing deal size and profitability in difficult markets
  • Improving Coaching Through Data – learn how behavioral outcome surveys are being used to customize and improve front-line coaching on skills

Track 4 – Technology Ideas for Enabling Your Strategies

  • Virtual Coaching for Reinforcement – see how you can provide just-in-time, deal stage-specific virtual skills coaching inside your CRM
  • Practice, Coaching and Certification – see how you can enforce better practice, feedback and even certification of messaging and skills
  • Virtual Content Launch – see how you can launch ongoing new content to the field, post skills training
  • Behavioral Change Data Improves Coaching – see how you can improve skills adoption with personalized coaching

September 23rd

Keynote

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

  • Building your Insights Factory – how to create a steady stream of fresh, exclusive insights that set your company apart
  • Messaging to Unconsidered Needs – creating urgency and uniqueness that breaks the status quo bias and favors you
  • Successful Campaign Content – see examples of great infographics, eBooks, videos and other demand generation assets
  • Campaign Case Study – Learn about a leading company’s demand generation center of excellence

Track 2 – Sales Enablement Content and Coaching

  • Why Change Whiteboard Examples – see a range of point of view whiteboards that have proven successful to break the status quo
  • Why You Whiteboard Examples – see a range of solution whiteboards that have proven successful at differentiating from competition
  • Playbook Examples – see examples of prep and coaching tools that enable salespeople to me more successful across the buying cycle
  • Enablement Case Study – learn about a company’s sales enablement center of excellence

Track 3 – Three Value Conversations in Action

  • Create Value Case Study – hear from a company that is demonstrating great success with early-stage value creation conversations
  • Elevate Value Case Study – hear from a company that is showing great progress in executive-level business impact conversations
  • Capture Value Case Study – hear from a company that is maximizing deal size and profitability in difficult markets
  • Improving Coaching Through Data – learn how behavioral outcome surveys are being used to customize and improve front-line coaching on skills

Track 4 – Technology Ideas for Enabling Your Strategies

  • Virtual Coaching for Reinforcement – see how you can provide just-in-time, deal stage-specific virtual skills coaching inside your CRM
  • Practice, Coaching and Certification – see how you can enforce better practice, feedback and even certification of messaging and skills
  • Virtual Content Launch – see how you can launch ongoing new content to the field, post skills training
  • Behavioral Change Data Improves Coaching – see how you can improve skills adoption with personalized coaching