Sales & Revenue
Insight Summit
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.
The summit has given me exposure to a lot of interesting technologies that I would not have otherwise found out about.
I feel better equipped to approach these projects because I’ve come across some opportunities I didn’t know about before.
We have struck up many conversations and a couple of transformation projects with suppliers GDS have introduced us to.
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
Attendees Include
6 Challenges in Revenue Generation
- 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
Summit Schedule
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.
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.
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.
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?
It’s easy to develop the tech stack when you’ve got a few key tools to work with, but what about when you completely overhaul your tech stack in a modern sales organization. We speak with Terry Coutsolioutsos to find out about the challenges he has faced as he builds out the tech stack within Siemens Healthineers.
a. What are the first considerations for building the tech 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?
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.
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?
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?
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?
Research from McKinsey 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.
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?
A casual setting to network and meet the rest of the attendees and discuss relevant topics at your leisure.
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.
Please come down and join us for breakfast and prepare for a day of workshops, keynotes, debates and panels.
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.
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?
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?
Employee and customer crowdsourcing is emerging as a core competency for change management in organizations around the world. In this interactive session we will meet Bugs and Elmer, discuss margaritas, ponder crowd wisdom and beta test cutting edge crowdsourcing software. Sound like fun? We think so too.
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.
Take a break and refuel whilst networking and socializing with your peers.
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?
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.
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.
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
Join us for a sit-down lunch, and a chance to catch up on emails and get ready for the afternoon.
- The Modern Buyer Journey: Enabling the Seller to Meet The Informed Buyer
- The Omnichannel Approach: Optimizing Selling Practices to Empower Your Reps
- The Tech Stack: Identifying and Implementing Transformative Sales Technologies
- Train and Retain: Building The Multi-Generational Sales Force
- Unlocking The Power Of Data In Sales
- The Silo Mentality: Breaking Down The Barriers Between Sales and Marketing
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.
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.
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.
Everyone has an opinion on what works best when it comes to prospecting. Outreaching on LinkedIn and email, or stick to the phone?
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.
A casual setting to network and meet the rest of the attendees and discuss relevant topics at your leisure.
Join us for our night two Gala Dinner, which will be in a casual and inviting setting.
Please come down and join us for breakfast and prepare for a day of workshops, keynotes, debates and panels.
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.
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.
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.
Take a break and refuel whilst networking and socializing with your peers.
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.
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?
- The Modern Buyer Journey: Enabling the Seller to Meet The Informed Buyer
- The Omnichannel Approach: Optimizing Selling Practices to Empower Your Reps
- The Tech Stack: Identifying and Implementing Transformative Sales Technologies
- Train and Retain: Building The Multi-Generational Sales Force
- Unlocking The Power Of Data In Sales
- The Silo Mentality: Breaking Down The Barriers Between Sales and Marketing
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?
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.
Before you head home, make sure you grab something from our buffet-style lunch for your journey ahead.
Summit Location
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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