On 2-4 March 2020 at the wonderful Fairmont Mayakoba in Riviera Maya, Mexico, our RevGen Insight Summit will bring together senior sales and revenue business leaders from across North America to discuss current industry challenges – and how best to tackle them.

The summit will look at key topics such as: the buyer journey; productive and effective sales technologies; diversity and inclusion in the sales force; and aligning the sales and marketing functions.

From case studies that lift the lid on operations inside best-in-class organisations, to workshops, panels, oxford-style debates and other 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.
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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 Phil Lurie
Logo of SAP
Phil Lurie
VP Sales Technology
SAP
Image of Helen Fanucci
Logo of Microsoft
Helen Fanucci
Global Digital Transformation Sales Leader
Microsoft
Image of Mary Tafuri
Logo of IBM Cloud
Mary Tafuri
Chief Sales Enablement Officer and VP
IBM Cloud
Image of Michael McComb
Logo of Pitney Bowes
Michael McComb
VP Sales
Pitney Bowes
Image of Robb Harrington
Logo of Mercer
Robb Harrington
VP Sales Operations and Effectiveness NA
Mercer
Image of Todd Hoover
Logo of Equifax
Todd Hoover
Chief Revenue Officer Data-Driven Marketing
Equifax
Image of Ryan Bott
Logo of Sodexo
Ryan Bott
SVP of Sales
Sodexo
Image of Pam Abel
Logo of AT&T
Pam Abel
VP Sales Ops, Enablement and Tooling
AT&T
Image of Lori Harmon
Logo of NetApp
Lori Harmon
VP of Worldwide Virtual Sales
NetApp
Image of Matt Marino
Logo of Global Payments Inc
Matt Marino
VP of Sales
Global Payments Inc
Image of Michael  Murphy
Logo of TTEC
Michael Murphy
VP Sales - Trust & Safety
TTEC
Image of Dale  Padgett
Logo of PharMerica
Dale Padgett
Corporate Vice President of Sales
PharMerica

6 Challenges in Revenue Generation

Our summit is focused on solving your strategic challenges
  • The Modern Customer Journey: Enabling the Seller to Meet The Buyer
  • Digital vs Social: Optimising Selling Practices for Your Sales Organization
  • Shiny Object Syndrome: Identifying and Implementing Transformative Sales Technologies
  • Train and Retain: Building The Multi-Generational Sales Force
  • Pipelines and Funnels: Leveraging Technology for Your Frontline Reps to Battle for Success
  • The Silo Mentality: Breaking Down The Barriers Between Sales and Marketing
Apply to attend

Summit Schedule

Day 1
Day 2
Day 3
Monday March 2, 2020
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 maximize 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.

Keynote
2:45pm - 3:30pm
Sales in 2020: How Clear Is Your Vision?
headshot of Lars Wold
Lars Wold
SVP Sales - DialSource

A new year, a new decade, a new expectation of transformation. 2019 predicted a massive number of shifts in sales trends, including the increase in social selling, more power to the informed buyer and a wealth of data. What is 2020 bringing to the table? At the end of Q1, are you on the way to delivering the 2020 vision?

Interview
3:30pm - 3:50pm
Avoiding "Shiny Object Syndrome" In A Growing Organization

It’s easy to develop the tech stack when you’ve got a few key tools to work with, but what about when you enter a smaller organization with too many tools? We speak with [TBC] to find out about the challenges of moving from an established organization to a smaller company with a lot of room for growth.

a. What are the first considerations for building the teck stack?

b. What factors contribute to a worthwhile solution?

c. What areas of tooling are necessary for every organization?

d. What type of solution is the most important to include in the stack?

Roundtable Track 1
Session 1 - Challenges
3:50pm - 5:00pm
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.
The Modern Buyer Journey: Enabling the Seller to Meet The Informed Buyer

One of the biggest challenges for sales in the 21st century is the informed buyer. With access to information being at the fingertips, sellers need to become more educated than the buyer. But how do you do that when the customers knowledge can range from being limited to expertise? What are the pitfalls? Where is the gap of knowledge for the customer? Using “People, Process and Technology”, how can we ensure real sales engagement?

a. How are we enabling our sellers currently?

b. What is your current enagement strategy, and what are you looking to change?

c. How to benchmark and improve sales engagement: people, process and technology.

d. How to provide personalized content of both digital strategy and sales engagement to your sellers in real-time.

Roundtable Track 2
Session 1 - Challenges
3:50pm - 5:00pm
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.
The Omnichannel Approach: Optimizing Selling Practices to Empower Your Reps

Digital transformation has enabled the seller with multiple mediums of outreach. However, why are 53% of sales reps not cold calling, and 38% still not harnessing social media effectively? Three major challenges when it comes to lead generation and account relationships stems from the management of the pipeline and funnel. Whether it begins with the inability to reach the decision makers, a poor quality lead database or just being unable to reach your prospects, leveraging the right technology can simplify the process, enable your reps and set the foundation for effective sales.

a. What methods of outreach are you finding effective in your organization?
b. What main technology areas are necessary for pipeline management?
c. What solutions out there are best aligned to hitting these areas?
d. How can we stop the “telephobia” of the millenial generation?

Roundtable Track 3
Session 1 - Challenges
3:50pm - 5:00pm
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.
The Tech Stack: Identifying and Implementing Transformative Sales Technologies

Sales managers often pick the latest technology on the market and implement it into the organization without the consideration whether it is compatible to the organizations needs.

a. What key areas in your sales organization can be assisted with sales technologies?
b. What current technologies do you use in your tech stack?
c. What functionalities are essential to the sales process and what are not necessary?
d. What factors can be used to evaluate vendors?
e. What are the first steps we can take to improve the tech stack?

Roundtable Track 4
Session 1 - Challenges
3:50pm - 5:00pm
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.
Train and Retain: Building The Multi-Generational Sales Force

The average turnover cost per sales rep is over $97,000 according to DePaul University, with the average time of replacing a rep between 4-6 months. Good sales reps leave for multiple reasons, but there are three main causes of bad retention: poor management, limited career growth and job boredom. How can you retain your investment in these reps, whilst also providing them enough room to grow in your organization?

a. What are the biggest causes for reps leaving your organization?
b. What are the positive and negatives of the multi-generational sales force?
c. What solutions and processes are you currently implementing for training and retention?
d. How can you use the multi-generational sales force as a positive for implementing change?
e. What are the immediate changes you can make in your organization to drive improvement in retaining and training your sales reps?

Roundtable Track 5
Session 1 - Challenges
3:50pm - 5:00pm
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.
Unlocking The Power Of Data In Sales

Research from McKnsey shows that 57% of sales organizations do not view themselves as effective users of analytics, and that most companies are struggling to benefit and utilize basic analytics. Successful use of data and analytics in fast-growing companies are focusing on four primary sales areas: lead generation, pipeline mangement, customer lifetime value and getting the right price.

a. How are you currently using data and analytics in your organization?
b. What technologies are in your tech stack to help manage your data, and what is currently missing to help you do this effectively?
c. Discuss methods of implementing and change our strategy towards the use of data in our organizations.

Roundtable Track 6
Session 1 - Challenges
3:50pm - 5:00pm
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.
The Silo Mentality: Breaking Down The Barriers Between Sales and Marketing

Silos: seperate structures with few points of entry and difficult to access. Whilst vital to protect grain on a farm, the silo mentality damages the opportunity for collaboration, cuts off communication and destroys the reminents of trust between departments in business. Breaking down the resistance and building the bridge creates the first steps to aligning sales and marketing departments.

a. What are the biggest restrictions to aligning sales and marketing functions?
b. What key responsibilities does sales have that marketing can benefit, and vice versa?
c. You break down the silo, but what are the next steps to making impact in the business?
d. What can leadership do to build and manage new bridges?
e. What are the first changes we can make to implement an alignment strategy?

Networking drinks
5:00pm - 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.

Keynote
8:00pm - 8:30pm
Our Keynote speaker will be addressing the entirety of Summit attendees during our Gala Dinner. They will be going beyond the 'brand story' and sharing their experience and the real truths of tackling a challenge that is shaping the industry.
Gala Dinner Keynote, Q&A

Details To Follow.

Tuesday March 3, 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.

Keynote
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.
Check Your Inbox: How Should Reps Be Connecting With You?

As sales leaders, we tell our sales force to reach the right managers to implement these products. But are we answering the messages coming to us?

a. Cold-call, inmail, text, email. What’s the best way of reaching on each medium?
b. What catches your eye as a sales leader?
c. How often are you reading or answering your incoming messages?
d. What single piece of advice can we take back to the office, to tell our sales reps?

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.
The Next Generation of CRM Applications

The sales technology landscape is evolving and growing, and so are CRM applications. The variety of software used in business today puts a large amount of importance on CRM and customer engagement in enterprises today. With this pivotal role in an organization’s digital transformation, what do we see coming from the next generation of CRM applications?

Keynote
9:00am - 9:20am
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.
Now Is the Time: Customer Success and Sales Need to Align

To make a business succeed, make sure your customers succeed. The sales landscape today is becoming more customer-centric, but what function of your business is truly focused on delivering value to your accounts? This session will focus on the key customer success challenges, and how to face them.

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.
"Organizations Must Adopt Non-Commission Sales Teams To Progress"

Sales quotas and commissions don’t align with the “customer-centric” approach that most businesses are claiming. Measuring and rewarding your sales performance with revenue attainment comes across as disingenuous and moving to non-commission sales teams can promote a healthier work environment, and no concern of the customer being overpromised and under-delivered just to make a sale.

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.
What Technologies Empowered Our Reps - And What Hindered Their Performance

Choosing the right systems, solutions and technologies are important, but deciding what is there for the rep and what is there for management are two very different things. How do you find the balance between enabling the reps and communicating the metrics to management?

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?
It's About Time - and Therefore Money

Get your sales team to master time, and they can master sales. But making the most of their precious selling time is impossible if you and they don’t know the time cost and information impact of the core Inside Sales activities that compete for their time: phone, email, social outreach, and online research.

a. Whose time matters most? The sales reps’ or their prospects’?
b. Time illusions and how they trick your reps into spinning their wheels when they could be making deals.
c. How to get your team to organize and sequence their selling day to break free of their time traps and make the most of their most powerful asset — selling time.

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?
Gladiators and Spartans: Building the Multi-Generational Team for the Sales Arena

Today’s sales environment shows a large amount of diversity across generations, and sales managers face challenges and opportunities in harnessing a high-performing, multi-generational sales force. From rewards and recognition, supervision and training to the overall sales culture, managers can leverage these to enhance team success, with the intention to train and retain their investment.

Keynote
12:30pm - 1:00pm
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.
Data vs Intel: The Sales and Marketing Transformation You Need To Know About

In an increasingly complex landscape of sales and marketing data providers, the terms data and sales intelligence can often be interchangeable.

This session will cover:

a. Defining data vs. intelligence
b. Understand how data is transformed into intelligence
c. Learn how the right intelligence can take your growth to the next level

Networking Lunch
1:00pm - 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
1:45pm - 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. The Modern Buyer Journey: Enabling the Seller to Meet The Informed Buyer
  2. The Omnichannel Approach: Optimizing Selling Practices to Empower Your Reps
  3. The Tech Stack: Identifying and Implementing Transformative Sales Technologies
  4. Train and Retain: Building The Multi-Generational Sales Force
  5. Unlocking The Power Of Data In Sales
  6. The Silo Mentality: Breaking Down The Barriers Between Sales and Marketing
Panel Discussion
2:35pm - 3:15pm
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.
Fusing Field and Inside Sales for Optiimum Results

Traditionally, field sales and inside sales had their own domains, but technology has given field sales the opportunity to tap into the same tools that inside sales reps are using today. At the same time, inside sales reps have advanced to invading the turf of field sales. The blending of field and inside sales has driven a digital revolution in three ways:

a. Data and analytics to inform decisions for salespeople, managers and leaders.
b. Communication tools – email, phone, social and live video for sharing information, developing relationships and completing sales transactions.
c. Flexible organizational structures to connect field sales, inside sales and digital channels simultaneously.

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?
I Heard It Through The Pipeline: Optimizing Your CRM with AI

Your CRM is the vascular system for your business. But why are business today still inputting copious amounts of bad data into their CRM? AI represents one of the biggest opportunities for enterprises to drive productivity and optimize operations, and a tectonic shift in the way businesses operate today. This session will share the real experiences on how AI has been used to gain the best advantages of a CRM, from capturing data, providing sales management guidance and sharing actionable insight.

Workshop
4:05pm - 4:45pm
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?
Developing A Sales Strategy To Win Over The Modern Buyer

Today’s buyers are no longer waiting to be educated by sellers. They do their own homework, understand the market and what’s being offered. According to Highspot, 74% of buyers choose the sales rep that was first to add value and insight. Walk through the three important steps to start creating, developing and delivering that strategy.

a. Defining the buyer’s journey and what point the seller needs to meet them.
b. What technologies and tools to harness to understand the modern buyer.
c. Define what content is needed for each stage fo the buyer’s journey and how this can be curated and delivered.
d. How to use analytics to learn the effectiveness and engagement of that content.

Oxford Style Debate and Live Polling
4:45pm - 5:30pm
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.
"Social Selling Is More Effective Than Cold Calling"

Everyone has an opinion on what works best when it comes to prospecting. Outreaching on LinkedIn and email, or stick to the phone?

Attendee downtime
5:30pm - 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
7:00pm - 7:30pm

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

Dinner and Entertainment
7:30pm - 10:00pm

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

Wednesday March 4, 2020
Breakfast
7:00 am - 8:15 am

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

Welcome Remarks
8:15 am - 8:25 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.

Keynote
8:30 am - 8:50 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.
Stop Kidding Yourself: You're Not Using Your CRM To Help Your Salespeople

In 2019, spending on CRM reached an estimated $42 billion, but to fit the needs to sales management, not the salespeople. As prevalent as they’ve become today, most CRM systems are being implemented in the wrong direction. To get true ROI on a system, reps need to implement this into their daily lives, and not just general compliance with company directives for inputting data. Using three key dimensions: people, place and process, find detailed solutions that will allow sales managers to help focus on getting the results.

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.
Articulating Value: Equip Your Reps To Have Better Conversations

Organizations focus on equipping and enabling reps to have better conversations. But are you teaching your reps to articulate the value of your product? There are competitors, alternatives and cheaper versions of what you’re offering. How do you distinguish yourself in the market? Discover a framework that has identified and codified 4 moments of true value in both customer acquisition and account expansion.

Coffee & Networking Break
9:20 am - 9:35 am

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

Case Study
9:35 am - 10:15 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.
Ride Along: The Importance of Spending Face-to-Face Time With Your Reps

Executives are busy being executives, that is a fact. But it is vital that leaders spend time on the floor with their reps and keep an eye on what is happening. Spending significant personal time in the rank of your front-line reps can be eye-opening to managers and using these interactions can mobilize an entire organization.

Workshop
10:20 am - 11:00 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?
Building a Framework for Successful Revenue Operations

Revenue Operations is considered the latest directive for B2B companies to accelerate growth. This new go-to-market approach bridges the silos between sales, marketing and customer success. But what does this model look like? Where do we start?

Roundtable
Session 3 - Outcomes
11:05 am - 11:45 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. The Modern Buyer Journey: Enabling the Seller to Meet The Informed Buyer
  2. The Omnichannel Approach: Optimizing Selling Practices to Empower Your Reps
  3. The Tech Stack: Identifying and Implementing Transformative Sales Technologies
  4. Train and Retain: Building The Multi-Generational Sales Force
  5. Unlocking The Power Of Data In Sales
  6. The Silo Mentality: Breaking Down The Barriers Between Sales and Marketing
Keynote
11:50 am - 12:10 pm
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.
Closing Keynote: Closing Q1, Achieving H1 and Driving 2020

Encompassing the 6 challenges of the summit, we finish the event with looking at what we can take away today. How can we begin to implement change in our organizations once we leave the summit?

Panel Discussion
12:10 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 : Access All Areas: Roundtable Round-Up

Stay to hear the feedback from each of the roundtable tracks. Share the wisdom and hear the final takeaways of each conversation from our roundtable moderators.

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

Fairmont Mayakoba, Riviera Maya, Mexico

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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