Cohabiting with the Machine: Sink or Swim. ​

On 16 – 18 March 2020 at the lovely Grand Hotel Huis ter Duin in Noordwijk, The Netherlands the European edition of our RevGen Insight Summit will bring together senior sales and revenue business leaders from across the continent and beyond to discuss current industry challenges – and how best to tackle them.

Developments in artificially-intelligent, machine-based selling continue to shake the European enterprise selling space. In this landscape, the need to separate hype, conjecture and misinformation from actionable insight has never been greater. The summit brings radical topics into the discussion of accelerating top-line growth, including improving mental well-being on the salesfloor, learning from telephobia and casting out tired decision-making mindsets.

From case studies that lift the lid on operations inside best-in-class organisations, to workshops and collaborative sessions that focus on real challenges and future technology innovations, to one-to-one meetings with industry peers offering practical advice tailored to your specific needs, the summit provides you with everything you need to implement your key projects more effectively.

Our Approach

Every GDS Summit has one stated aim: to help attending executives implement their key projects more effectively. We do this by developing an in-depth understanding of those executives' project needs, the business outcomes they want to achieve, and the challenges they face in terms of hitting those goals.

Who Attends

Our summits are designed for executives looking to take their business to the next level – from market-leading brands to disruptive new entrants. As such, we’ve worked with some of the world’s best-loved and most forward-thinking businesses.
Apply to attend

Past Attendees

At previous events we've helped executives from some the world's most significant firms - as well as the most forward-thinking - to address their project challenges.
Image of Toon Pauwels
Logo of DP World
Toon Pauwels
COO
DP World
Image of Margaret Franco
Logo of Dell Technologies
Margaret Franco
SVP Marketing EMEA
Dell Technologies
Image of Brian Young
Logo of Johnson Controls
Brian Young
Chief Commercial Officer
Johnson Controls
Image of Robert Gaag
Logo of Lufthansa
Robert Gaag
VP Corporate Sales EMEA
Lufthansa
Image of Jordi Vila
Logo of Nissan
Jordi Vila
VP Sales Operations Europe
Nissan
Image of Eric van Antwerpen
Logo of  Manpower Group
Eric van Antwerpen
VP and GM Global Sales
Manpower Group
Image of Soren Marklund
Logo of Ericsson
Soren Marklund
Global VP, Head of Customer Support Strategy Sales
Ericsson
Image of Laurent Saada
Logo of Straumann
Laurent Saada
VP Global Sales Excellence
Straumann
Image of Olaf Akkerman
Logo of Rackspace
Olaf Akkerman
VP Sales EMEA
Rackspace
Image of Kolja Eikelmann
Logo of PPG INDUSTRIES
Kolja Eikelmann
CMO
PPG INDUSTRIES
Image of Frank Taaning Grundholm
Logo of ABB
Frank Taaning Grundholm
VP Global HVACR Sales
ABB

5 Challenges in Revenue Generation

Our summit is focused on solving your strategic challenges
  • Building a future case for sales enablement and operations
  • Creating a positive culture for improved productivity and wellbeing
  • Facilitating outcome-focused conversations with your customers
  • Aligning your sales and marketing teams to invest in customer success
  • Transforming your business through intelligent demand generation
Apply to attend

Past Summit Schedule

Day 1
Day 2
Day 3
Monday March 16, 2020
Summit registration
1:00pm - 6:00pm

Join us at 1.00 pm when registration opens to collect your badge, check-in, meet the on-site team, and start your 2.5 day Summit experience.

Solution provider briefing
2:00pm - 2:30pm

Our VP of Sales will brief you on the next 2 ½ days at the summit, giving you all the information you’ll need for your 1-2-1 meetings, the networking sessions and what to expect to maximise your summit experience.

Welcome remarks and delegate briefing
2:30pm - 2:45pm

Our Master of Ceremonies will kick off the Summit with a welcome brief and orientation session, giving you all the information you need to maximize your Summit experience.

Panel Discussion
2:45pm - 3:30pm
The perspectives of 4-5 industry experts into one of the key challenges we're all facing today. This will be moderated to create a session of different perspectives, opinions and tangible takeaways of how our panelists are tackling them.
The legacy DNA in your sales leadership –and how to overcome it
  • Risk is a key element in every decision-making process. But a sales leader today must balance the interactors and disruptors that change the status quo. ​
  • Burdening your business projects with a conservative strategy, built upon a nostalgia for the past or an indifference to the future, can harm your revenue growth for years to come. ​
  • How can a sales leader drive not only predictable and repeatable growth, but leverage the best people and practices to overcome the unknown with confidence?
Interview
3:30pm - 3:50pm
A one on one interview diving into the details of how to prepare yourself for the realities of one of the industry's top challengers.
Delivering Proven Business Impact and ROI Through Behaviour Change
  • Stakeholders need to continually reinforce sellers’ skills and assess program results to ensure they are consistently meeting organizational goals.
  • That means implementing strategically aligned learning with both quantitative and qualitative measures to document and expand upon program successes.
  • In this session, you’ll see proven, measurable business results and learn how to utilise re-useable tools and apply similar measurement techniques to make your own training stickier.
Roundtable Track 1
Session 1 - Challenges
3:50pm - 5:30pm
It’s all about identifying your challenges. What are the key questions that keep you up at night? What solutions are you looking for? Find common ground.
Building a future case for sales enablement and operations

Are C-suite decision makers emotionally attached to what made them successful, and slow to change?

Roundtable Track 2
Session 1 - Challenges
3:50pm - 5:30pm
It’s all about identifying your challenges. What are the key questions that keep you up at night? What solutions are you looking for? Find common ground.
Creating a positive culture for improved productivity and wellbeing

Are sales reps afraid to open up about their mental well-being for fear of looking weak in a performance environment – even if it is harming their productivity?

Roundtable Track 3
Session 1 - Challenges
3:50pm - 5:30pm
It’s all about identifying your challenges. What are the key questions that keep you up at night? What solutions are you looking for? Find common ground.
Facilitating outcome-focused conversations with your customers

Is CRM is still too often used as a management or tactical monitoring tool? How can CRM empower reps to work with more efficiency and agency?

Roundtable Track 4
Session 1 - Challenges
3:50pm - 5:30pm
It’s all about identifying your challenges. What are the key questions that keep you up at night? What solutions are you looking for? Find common ground.
Aligning your sales and marketing teams to invest in customer success

Do Chief Marketing and Chief Sales Officers increasingly have the same set of responsibilities and scope?

Roundtable Track 5
Session 1 - Challenges
3:50pm - 5:30pm
It’s all about identifying your challenges. What are the key questions that keep you up at night? What solutions are you looking for? Find common ground.
Transforming your business through intelligent demand generation

Is segmenting your customer base into finer and finer brush strokes is the only way to understand your leads better?

Networking drinks
5:30pm - 7:00pm

A casual setting to network and meet the rest of the attendees and discuss relevant topics at your leisure.

Gala dinner
7:00pm - 10:00pm

Join us for our Gala Dinner & Keynote Speaker. An opportunity to network with your peers in a social environment with a three course dinner and wine whilst listening to an industry leader discuss a key topic.

Tuesday March 17, 2020
Breakfast
7:00am - 7:50am

Please come down and join us for breakfast and prepare for a day of workshops, keynotes, debates and panels.

Welcome Remarks
7:50am - 8:00am

Our Master of Ceremonies will brief you into the day 2 program to make sure you are in the right place at the right time.

Panel Discussion
8:00am - 8:30am
A brand exec takes you behind the scenes, providing insight into a successful project implementation – what worked, what didn’t and which pitfalls to avoid.
Detoxifying unhealthy selling cultures: give your reps cause and purpose
  • PayScale found that 73% of respondents ranked Sales Account Managers as their second most stressful job option. Paul Zogby in a recent Forbes article also said “85% [of millennials] want work that makes a difference and is enriching to themselves but also enriching to the world” ​
  • Robert Kegan writes that only 1% of adults reach stage 5 of their adult development: “self transformation”. This is the ability to be self-authoring and be willing to work with the authority of others – crucial for a sales rep to empathise with the different needs and perspectives of their customers. ​
  • With all the hype and conjecture around digital transformation, how can the sales rep learn to be present in the moment, with mindfulness and without judgement, in a way that stimulates healthy productivity?
Keynote
8:30am - 9:00am
A brand exec takes you behind the scenes, providing insight into a successful project implementation – what worked, what didn’t and which pitfalls to avoid.
CRM is a Dead-End!

Did you know that although CRM adoption is virtually universal, the average sales rep achieves only 53% quota attainment? So that means we have to ask—is CRM not the golden ticket we thought it would be?

Too many sales leaders know that CRM has maxed out its value-adding potential. CRM is a great system of record used to look at past data, but it can’t help your sales team look forward and prioritize how they achieve quota. Join this session to hear how you can go beyond CRM to better qualify leads, build pipeline and achieve quota by focusing on revenue acceleration.

Interview
9:00am - 9:20am
The perspectives of 4-5 industry experts into one of the key challenges we're all facing today. This will be moderated to create a session of different perspectives, opinions and tangible takeaways of how our panelists are tackling them.
The benefits of intrapreneurship and redistributing change agency down the seniority chain
  • Intrapreneurship applies the mentality and ‘start-up’ management style of the of entrepreneur within an established organisation. This allows for the fast-tracking of product development, quicker go-to-market and more effective piloting of solution providers – crucial elements to surviving in a digitally-disruptive landscape. ​
  • If sales management believe their reps will fail without micro-management, then they will. Learn to foster autonomy and independence within your sales reps to uncover hidden efficiencies, growth strategies and prospects. ​
  • In other words, create a business environment that encourages them to take risks on your behalf – and to treat failure as a game.
Oxford Style Debate and Live Polling
9:20am - 10:00am
One Topic. Two experts. Two opinions. You'll get the chance to vote on where you stand before the session starts. We'll then hear from our two experts, to see if they can sway your opinion when you participate in the closing vote.
What telephobia can teach you about selling to millennials - is cold calling a dead art?
  • Hillel Fuld found that 75% of millennials found phone calls to be time-consuming and intrusive. 46% also disliked verbal confrontation. ​
  • Are the younger generation scared of verbal negotiation, or is there something to be learnt from a deft warm-up message? ​
  • The panel discusses telephobia as symptom of a larger paradigm shift within sales, and how it can teach your reps to (re)define their personal brand to optimise their outward B2B presence.
Coffee & Networking Break
10:00am - 10:15am

Take a break and refuel whilst networking and socializing with your peers.

Case Study
10:15am - 10:55am
A brand exec takes you behind the scenes, providing insight into a successful project implementation – what worked, what didn’t and which pitfalls to avoid.
Driving growth through subscription sales and renewals
  • Retention and repeat business are now under a microscope in B2B project management. Every action should now be treated as a pre-sales action. ​
  • Align your sales reps with account executive priorities, and increase your revenue from subscriptions and renewals to 80-90%. ​
  • Draw upon the historical capital of your company and its business memory to consider your salespeople as customer success executives. In your leadership vision, treat every closed deal as potential new opening.
Workshop
11:00am - 11:40am
An industry expert will lead an interactive workshop tackling common challenges and scenarios, engaging the audience to confront the issues and discuss ideas. What will your proposed solutions be?
4 Big Changes in Customer Buying Behaviour your Commercial Transformation Must Address

Buyers have evolved. They now look for a different-in-kind experience from what sellers provided in the past. Unfortunately increasing “sales machine activity” does not equal progress – fewer sales people are hitting targets and conversion rates are down significantly. Use Challenger as a diagnostic strategy to answer the biggest question of your customer: “what’s keeping you up at night?”

Workshop
11:45am - 12:25pm
An industry expert will lead an interactive workshop tackling common challenges and scenarios, engaging the audience to confront the issues and discuss ideas. What will your proposed solutions be?
Death of the transactional salesman & why sales enablement technology has become business-critical
  • Why do salespeople still exist if only 15% of their meetings are perceived as valuable? (Forrester)
  • In this interactive session, we’ll provide more insight into this reality and provide specific examples of a successful sales transformation. We’ll zoom into how Sales Enablement Technology came to initially drive sales-efficiency and further down the road drive buyer-centricity.
  • What you’ll get out of this session: Firstly, a broader insight in the trends of the Sales Enablement Industry (why this market is growing 20% YOY) and secondly specific examples & ideas how to get started as of tomorrow.
Networking Lunch
12:30pm - 1:45pm

Join us for a sit-down lunch, and a chance to catch up on emails and get ready for the afternoon.

Roundtable
Session 2 - Discovery
1:50pm - 2:30pm
Learning and sharing with your group. What are the solutions? Are they readily available? What path are you going to take?
Drill Down Roundtables

1. Building a future case for sales enablement and operations

2. Creating a positive culture for improved productivity and wellbeing

3. Facilitating outcome-focused conversations with your customers

4. Aligning your sales and marketing teams to invest in customer success

5. Transforming your business through intelligent demand generation

Case Study
2:35pm - 3:15pm
A brand exec takes you behind the scenes, providing insight into a successful project implementation – what worked, what didn’t and which pitfalls to avoid.
Driving digital excellence in community-based selling
  • Selling to a shared knowledge economy, rather than to discrete prospects, can boost customer success, loyalty and retention.​
  • Proactively engaging new prospects through community-based marketing has been high on the agenda for years. Learn to foster a digital environment where your prospects can autonomously identify their own needs, to collaborate and feedback on your value proposition proactively, rather than reactively.
Workshop
3:20pm - 4:00pm
An industry expert will lead an interactive workshop tackling common challenges and scenarios, engaging the audience to confront the issues and discuss ideas. What will your proposed solutions be?
Be more Steve Jobs

Who calls the shots in your business? We’re all used to marketing being sidelined as finance, sales and other departments drive the agenda, but the data and insights gained by marketing are becoming harder and harder to ignore. Join Nick Mason from Turtl to learn how senior marketers at businesses as diverse as Cisco, Willis Towers Watson and Baker McKenzie have channelled Steve Jobs to raise the profile of marketing and influence conversations at the highest level.

Panel Discussion
4:05pm - 4:45pm
The perspectives of 4-5 industry experts into one of the key challenges we're all facing today. This will be moderated to create a session of different perspectives, opinions and tangible takeaways of how our panelists are tackling them.
The center of your universe: share holder or customer?
  • Drawing upon use-cases, anecdotes and experience, the panel discusses when defined business strategy and sales direction may be catering to the demands of your share holders, rather than prioritising the needs of your customer.
Panel Discussion
4:50pm - 5:30pm
The perspectives of 4-5 industry experts into one of the key challenges we're all facing today. This will be moderated to create a session of different perspectives, opinions and tangible takeaways of how our panelists are tackling them.
Cohabiting with an artificially intelligent CRM system
  • Is CRM a tactical-monitoring tool for management rather than an intelligent assistant that empowers your reps?​
  • The panel discusses how you can CRM (dis)empower your sales reps, and (mis)align with your marketing team’s priorities. ​
  • Learn to leverage recent developments in artificial intelligence and machine learning to drastically transform the efficiency and effectiveness of your CRM strategy and processes. Learn to cohabit with the machine.
Attendee downtime
5:35pm - 7:00pm

A needed break after a content filled day. Please use this time as you wish prior to joining us for our night 2 seated dinner.

Networking drinks
7:05pm - 7:45pm

A casual setting to network and meet the rest of the attendees and discuss relevant topics at your leisure.

Dinner & Entertainment
7:45pm - 10:00pm

Join us for our night two Gala Dinner, which will be in a casual and inviting setting.

Wednesday March 18, 2020
Breakfast
7:30 am - 8:20 am

Please come down and join us for breakfast and prepare for a day of workshops, keynotes, debates and panels.

Welcome Remarks
8:20 am - 8:30 am

Our Master of Ceremonies will brief you into the day 3 program to make sure you are in the right place at the right time.

Case Study
8:30 am - 8:50 am
The perspectives of 4-5 industry experts into one of the key challenges we're all facing today. This will be moderated to create a session of different perspectives, opinions and tangible takeaways of how our panelists are tackling them.
T​he science of perfect cadencing for scalability and growth
  • Long-winded spam messaging and barraging your prospects when they show a modicum of interest will only decimate your conversion rate. ​
  • Yet cadencing is not necessarily an art. It deserves some science behind it, and psychology can teach you more about the optimal time to engage leads, or when it is best to hold back.​
  • Can new intelligent technology help predict how your prospect will respond to your low-touch or high-touch methodology? Or better still, can AI proactively learn to engage leads with a hyper-personalised touch, consistently and accurately?
Keynote
8:50 am - 9:20 am
A brand exec takes you behind the scenes, providing insight into a successful project implementation – what worked, what didn’t and which pitfalls to avoid.
Defining the international sales rep of the future
  • The digital age is setting aggressive challenges to humanity. New technologies are automating manual, laborious tasks and displacing millions of talented, specialised salespeople into the unemployment market.
  • To compete with artificial intelligence, augmented human intelligence will be needed to sell complex solutions in international markets. What qualities will define the sales rep of the future? And what methodologies can you, the sales leader of today, use to enable the salesforce of the next decade?
  • Huawei have recently established an RnD centre to boost their AI solutions presence in the Russian telcos market. Hear from a senior executive and a local partner driving disruptive change within this arena – and the transferable insights for the European B2B space.
Coffee & Networking Break
9:20 am - 9:30 am

Take a break and refuel whilst networking and socializing with your peers.

Case Study
9:30 am - 10:10 am
A brand exec takes you behind the scenes, providing insight into a successful project implementation – what worked, what didn’t and which pitfalls to avoid.
Using AI for proactive and bespoke lead generation
  • Understand your funnel and how to best segment your rep responsibility to drive more effective lead conversions​
  • Utilise intelligent methods to determine your acceptable average deal size​
  • Adapt to the time frames of ever-increasing sales cycle, and shift gears from organic to proactive growth.​
Workshop
10:15 am - 10:55 am
An industry expert will lead an interactive workshop tackling common challenges and scenarios, engaging the audience to confront the issues and discuss ideas. What will your proposed solutions be?
Supercharge your Account-Based Marketing and Sales with Buyer Intent

Steve and Richard will share how harnessing buyer intent through the careful implementation of best practice technology will help you engage best fit sales opportunities at the optimum time and with minimum effort:

• Identify your active market, those companies in a relevant buying window and deliver the right messages at the right time to accelerate growth.

• Identify competitive threats and churn risk as well as new opportunities within your existing customer base.

Whether you are looking to win more new business or retain and expand across your Key Accounts, this workshop will provide you with insight, ideas and practical ways of achieving increased sales success.

Roundtable
Session 3 - Outcomes
11:00 am - 11:40 am
What does it all mean. Tracing back through two days of work, where are we? What you are bringing back to the office with you.
Drill Down Roundtables

1. Building a future case for sales enablement and operations

2. Creating a positive culture for improved productivity and wellbeing

3. Facilitating outcome-focused conversations with your customers

4. Aligning your sales and marketing teams to invest in customer success

5. Transforming your business through intelligent demand generation

Panel Discussion
11:45 pm - 1:00 pm
The perspectives of 4-5 industry experts into one of the key challenges we're all facing today. This will be moderated to create a session of different perspectives, opinions and tangible takeaways of how our panelists are tackling them.
Closing panel & wrap up: Coping with EU market fragmentation
  • What’s your biggest takeaway from the summit?
  • What are you most excited to implement, as soon as possible?
  • What is your industry prediction for 2020?
Buffet lunch
1:00 pm - 2:00 pm

Before you head home, make sure you grab something from our buffet-style lunch for your journey ahead.

Summit Location

Grand Hotel Huis ter Duin, Noordwijk, The Netherlands

Our events take place at some of the most prestigious venues in the world. Five-star accommodation, dining and amenities make attending one of our summits both business and pleasure. Being productive has never been so much fun.

Popular content from our Sales and Revenue Summits

GDS Summits host experts to help experts. Our speakers are leading executives willing to share their insight to change the industry and the world in critical ways.

To discuss how GDS Summits can help you solve your project challenges contact us on: 0117 921 4000 or email sayhello@gdsgroup.com.

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