DAY 1 – September 17
|4-8 p.m.||Early check-in (outside Rouge Room, lobby level)|
|6-7:30 p.m.||Welcome Reception (Rouge Room, lobby level)|
DAY 2 – September 18
|6:30 a.m.||Check-in begins (Imperial Ballroom foyer, B2 level)|
|7-8:15 a.m.||Breakfast (International Ballroom, second level)|
|8:30-9 a.m.||Executive Welcome (Imperial Ballroom, B2 level)||Joe Terry, chief executive officer, Corporate Visions Tim Riesterer, chief strategy and marketing officer, Corporate Visions|
|9-10:30 a.m.||Keynote: “Freakonomics”||Steven Levitt and Stephen Dubner, co-authors of “Freakonomics” Master storytellers Steven Levitt and Stephen Dubner, authors of the best-selling books “Freakonomics” and “SuperFreakonomics,” will be kicking off the conference. Levitt and Dubner take on common assumptions about our world that we all take for granted, and turn them upside down in an unexpected, fascinating and often shocking way. You are sure to think about how you tell your story in a completely different way after hearing them.|
|10:45-11:30 a.m.||How Marketing Lives the Story||Eduardo Conrado, senior vice president, marketing & IT, Motorola Solutions Learn about the journey taking place at Motorola Solutions as they bring their strategy to life. How is Motorola Solutions structured organizationally? What processes did they consider to address customer needs? How did they implement these solutions on the systems side? Eduardo will explain the intersection of people, process, and systems and how they work together to deliver their message to all audiences including customers, channel partners, and their sales teams.|
|11:30 a.m.-12:15 p.m.||How Sales Lives the Story||Kate Gutmann, president, worldwide sales, UPS UPS has recognized that their salespeople, with their lips moving, are the final link in the sales process. Kate will share how UPS’ salespeople developed conversation skills to improve customer dialogue in a way that expanded the perceived value of the UPS offering, helped create differentiation in a very competitive market, and protected their desired pricing while avoiding unnecessary discounting.|
|(International Ballroom, second level)|
|1:15-1:45 p.m.||Results of Marketing and Sales Alignment Survey (Imperial Ballroom, B2 level)||Tim Riesterer, chief strategy and marketing officer, Corporate Visions and Paul Nolan, editor in chief of Sales and Marketing Management magazine Presentation of results of new marketing and sales alignment survey conducted by the magazine that will shed light on how differently or similarly marketing and sales professionals view the challenges, issues and opportunities facing both teams.|
|1:45-2:30 p.m.||Aligning Marketing, Sales and Training to Prioritize Enablement Investments||Barb Vlacich, vice president of presales operations and sales effectiveness, Kronos Effectives sales enablement training doesn’t come in a one-size-fits-all program, but is best when it’s tailored to specific needs within the sales organization. Hear how Kronos brought its sales and marketing teams together to identify and prioritize sales enablement needs and in the process, developed a new mechanism, the sales leadership council, to ensure those needs were met.|
|2:45-3:30 p.m.||Revamping and Standardizing Global Marketing and Sales Content||Thierry van Herwijnen, executive sales enablement strategist, Cisco Systems Find out what happens when a company with thousands of salespeople and channel partners, and tens of thousands of pieces of marketing content, created by hundreds of different product groups and business units, decides to create content that is consistent and supports the right actions in the field. Thierry will discuss Cisco’s global effort to create less, but more relevant content, in order to help deliver better sales impact.|
|3:30-4:15 p.m.||Benchmarking the Buying Process: The Foundation of Marketing and Sales Alignment||Greg Alexander, chief executive officer, Sales Benchmark Index At the core of marketing and sales alignment is a common understanding and agreement on the structure of your customer’s buying process. This includes how your company engages at each step in the process, determining the roles and responsibilities of marketing and sales at each step, the conversations that take place, the agreements that are documented, and the activities each group performs cooperatively during the process.|
|4:15 p.m.||Recap and day 3 preview|
|5:30 p.m.||Buses to evening event start leaving (meet in the Imperial Ballroom foyer, B2 level)|
|6-9 p.m.||Evening Event||Co-hosted by Brainshark Dueling pianos at the House of Blues!|
DAY 3 – September 19
|7:30 a.m.||Late check-in (Imperial Ballroom foyer, B2 level)|
|7:30-8:30 a.m.||Breakfast (International Ballroom, second level)|
|8:45-9 a.m.||Executive Welcome (Imperial Ballroom, B2 level)||Tim Riesterer, chief strategy and marketing officer, Corporate Visions|
|9-10:30 a.m.||Keynote: Little Big Things||Tom Peters, author of “The Little BIG Things” Tom Peters is the author of the business management bible, “In Search of Excellence,” as well as more than a dozen additional international bestsellers – the most recent of which is “The Little BIG Things: 163 Ways to Pursue Excellence.” As the most brazen and engaging management guru of our time, he’s best known for cutting through the clutter of tired, fluffy business mantras and providing daring, unconventional insights into how to run your business.|
|10:45-11:45 a.m.||Status Quo-Busting Awards: Top Point of View Pitches of the Year||Erik Peterson, executive vice president of strategic consulting, Corporate Visions Consulting Team This is your opportunity to see some of the most provocative, visual stories created and delivered by Corporate Visions’ clients during the past year. These will be real-world examples with real results that will give you some concrete ideas on how you can continue to improve the impact of your content.|
|11:45 a.m. -1 p.m.||
|(International Ballroom, second level)|
|Track 1: Conversations That Defeat the Status Quo and Differentiate (Imperial Ballroom, B2 level)||Track 2: Conversations That Maximize Deal Size and Profitability (Gold Room, second level)||Track 3: Technologies That Enable You to Live the Story (Crystal Room, third level)|
|1:00-1:30 p.m.||Aligning Marketing and Sales Through Messaging to Create a Common Approach and Collaboration
Adam Birenbaum, sales enablement manager
Sue Racine, director credit union product marketing
CUNA Mutual Group
Learn how CUNA Mutual Group influenced change throughout all levels and areas of a 75-year-old conservative financial services company. The team made the change sustainable through clear expectations, continuous communications, enhanced processes, strong alignment, courage, vision and commitment.
|Creating and Capturing Value by Avoiding Unnecessary Discounting
Jeff Cristee, vice president, worldwide sales and partner training
The smallest change in discounting can have a huge impact on operating profits, both negative or positive, depending on how well prepared your sales teams are to communicate value and handle pricing pressure. A lack of confidence when engaging with savvy buyers can turn into a slippery slope of unwanted price concessions. Find out how Cisco Systems avoids unnecessary discounting and turns sales negotiations back in their favor.
|Using Video to Improve Demand Generation and Sales Enablement
Andrew Zimmerman, chief marketing officer
The power of video allows companies to tell their unique story and communicate their value proposition in a way that grabs attention and ensures greater retention – both for prospects and for salespeople. In this session we’ll show you how leading companies are using video to clearly demonstrate their value, drive successful demand generation campaigns, train their sales reps and partners, and help close more business. *Attendees will have a chance to win an iPad mini
|1:45-2:15 p.m.||Differentiating in a Commoditized Market: Improving Your Story With Channel Partners and End Customers Lindsay Allen, vice president of marketing Superior Essex
Learn how Superior Essex revamped its sales messaging to more effectively tell its story in the crowded and commoditized communications wire and cable manufacturing market. By arming its sales team with effective messaging, Superior Essex created double digit sales growth while the industry was experiencing a decline.
|Creating Your Own Profitable Growth When the Market and Economy Won’t Do It for You
Boz Malik, vice president of sales, engineered insulation systems
It’s easy to grow when your market is booming and competitors are few. But, most companies are still stuck in sluggish markets with hungry, comparable competitors. In this situation, your company needs to make a decision whether to lead or follow market dynamics. Find out how Owens Corning took control of its destiny and drove growth faster.
|Providing Mobile, Situational Access to Content Promotes Smarter Selling Scott Eidle, director of solutions marketing, mobile apps
In a complex selling situation, professional sales skills are an implied asset. One can even argue that iPads are also an implied asset. But arming your sales team with valuable tablet applications can mean the difference between winning a prospect’s attention and being shown the door. This session will discuss how world-class sales organizations are using iPads and mobile devices to drive consistent, winning messaging through their sales teams and to their customers. Integrated features like whiteboarding, annotations, and presentation kits means prospects and customers have everything they need before you say goodbye to catch your flight. *Attendees will have a chance to win a Bose headset
|2:30-3 p.m.||Don’t Fire Them, Fire Them Up
Joe Mischler, senior vice president Americas
After reading a book by this same title, Joe set out to transform a company that was at 49 percent of plan when he took over. Believing that the problem was more than just a sales issue, Joe rallied the entire organization, from marketing and sales ,to finance, operations and legal, around a new approach. Since then, he has achieved 120 percent of plan for the last three years, while retaining 92 percent of the original salesforce. Joe proved that sometimes poor performance comes from not providing the right programs, plans and processes.
|Differentiation With Corporate Visions and Maximization With BayGroup: How They Work Together
Gregg Christensen, vice president, sales force effectiveness
United Rentals Inc.
Hear from a leader who has applied both Corporate Visions’ and BayGroup’s solutions together to improve the sales teams’ conversations and performance. No matter which solution you currently use, you’ll want to find out how the sum of these two companies is greater than the individual parts.
|Live Your Story Online: Automating Content Creation with Messaging Manager
Leslie Talbot, senior consultant, Corporate Visions
You’ve brought Power Positioning in house because you believe it’s the best way to unite sales and marketing around a common, differentiated, customer-focused story. But how can you make message creation faster and easier? And how will you ensure all that great content remains fresh and accessible to everyone who needs it? Meet Messaging Manager — Corporate Visions’ new online message creation and collaboration platform. In this live demo, you’ll learn how you can use the system to streamline content capture, expedite Roadmap creation, and keep your story alive after the hard work of message creation is done.
Featured Keynote Speakers
Dueling Pianos at the House of Blues!
What would a Corporate Visions conference be without a legendary evening event? This year, we’re taking over the House of Blues, so get ready to really “live your story” by getting your groove on to dueling pianos at the coolest, funkiest venue in Chicago. This event is co-hosted by Brainshark.