Cohabiting with the Machine: Sink or Swim. ​

On 30 October -1 November 2019 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

Attendees Include

The upcoming summit will welcome executives from some of the world's biggest and most recognisable firms - as well as the most forward-thinking - as they look to address their project challenges.
Image of Frank Hattann
Logo of Microsoft
Frank Hattann
Director Inside Sales
Microsoft
Image of Margaret Franco
Logo of Dell Technologies
Margaret Franco
SVP Marketing EMEA
Dell Technologies
Image of Ritesh Agrawal
Logo of Accenture
Ritesh Agrawal
MD Sales Lead Nordics
Accenture
Image of Nils Dreifuss
Nils Dreifuss
Former VP Sales Excellence Academy
Schneider Electric
Image of Jaewoo Hyun
Logo of Accenture
Jaewoo Hyun
Sales Director
Accenture
Image of Olaf Akkerman
Logo of Rackspace
Olaf Akkerman
VP Sales EMEA
Rackspace
Image of Sergey Smykov
Logo of Huawei
Sergey Smykov
Advisor
Huawei
Image of Matthew Griffin
Logo of 311 Institute
Matthew Griffin
Founder/CEO
311 Institute

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

Summit Schedule

Day 1
Day 2
Day 3
Wednesday October 30, 2019
Summit registration
1:00pm - 6:00pm

Grab your name badge, say hello, activate the onsite app and prepare to leave the office behind for two-and-a-half days of networking, learning and intelligence gathering.

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

Details To Follow.

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

What? When? How? Where? Join our Master of Ceremonies for a brief welcome and orientation session, where we’ll explain your itinerary for the next few days.

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
headshot of Frank Hattann
Frank Hattann
Director Inside Sales - Microsoft
headshot of Nils Dreifuss
Nils Dreifuss
Former VP Sales Excellence Academy - Schneider Electric
headshot of Volker Roessler
Volker Roessler
Director of Sales Germany North - UPS
headshot of Andrew Hough
Andrew Hough
Chief Executive Officer - Association of Professional Sales
headshot of Melanie Zevenbergen
Melanie Zevenbergen
Vice President, Sales & Channel Enablement - CommScope
  • 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
headshot of Melody Astley
Melody Astley
Vice President Sales - Finlistics
headshot of Dave Jenkins
Dave Jenkins
Global Progam Owner - Financial Selling Portfolio - IBM
  • 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 - 5:00pm
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.
Building a future case for sales enablement and operations
headshot of Nils Dreifuss
Nils Dreifuss
Former VP Sales Excellence Academy - Schneider Electric

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

Roundtable Track 2
Session 1 - Challenges
3:50pm - 5:00pm
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.
Creating a positive culture for improved productivity and wellbeing
headshot of Andrew Hough
Andrew Hough
Chief Executive Officer - Association of Professional Sales

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 - 5:00pm
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.
Facilitating outcome-focused conversations with your customers
headshot of Frank Hattann
Frank Hattann
Director Inside Sales - Microsoft

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 - 5:00pm
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.
Aligning your sales and marketing teams to invest in customer success
headshot of Melanie Zevenbergen
Melanie Zevenbergen
Vice President, Sales & Channel Enablement - CommScope

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

Roundtable Track 5
Session 1 - Challenges
3:50pm - 5:00pm
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.
Transforming your business through intelligent demand generation
headshot of Volker Roessler
Volker Roessler
Director of Sales Germany North - UPS

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

Networking drinks
5:00pm - 7:00pm

Time to kick off your heels, loosen those ties and get to know your fellow summit attendees. Relax, drinks are on us.

Gala dinner
7:00pm - 10:00pm

Time for some fun; you’ve earned it. Join us for our night’s dinner and entertainment. Details to follow.

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: Expanding your sales culture beyond the salesfloor ​
headshot of Kimberly Matenchuk
Kimberly Matenchuk
Senior Director, European Sales - GE Digital
  • “Half of the sales and marketing professionals that Forrester surveyed last year said their sales enablement budgets increased in 2018 relative to 2017, with 27% reporting investment increases of more than 15% compared to the prior year.” Learn to leverage your whole business as a sales team through existing investments.​​
  • Do your account executives and customer success teams have aligned priorities, accountabilities and mentalities?​​
  • How can you move away from a culture of sales vs. Non-sales within your business model?
Thursday October 31, 2019
Breakfast
7:00am - 7:50am

The most important meal of the day. Get yourself set for a productive day by joining us for coffee, croissants and more.

Welcome Remarks
7:50am - 8:00am

Details To Follow.

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
headshot of Olaf Akkerman
Olaf Akkerman
VP Sales EMEA - Rackspace
headshot of Angie Vaux
Angie Vaux
Founder/CEO - OutsideIn Performance
headshot of Nicole-Poepsel Wunderlich
Nicole-Poepsel Wunderlich
VP Indirect Sales DACH - Xerox
  • 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!
headshot of Matthew Langie
Matthew Langie
Chief Marketing Officer - InsideSales.com

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?
headshot of Matthew Griffin
Matthew Griffin
Founder/CEO - 311 Institute
headshot of Peter Bom
Peter Bom
VP Global Head of Sales - T-Systems
  • 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 advantage of time to network with fellow summit attendees and further discuss your business transformation projects.

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
headshot of Ritesh Agrawal
Ritesh Agrawal
MD Sales Lead Nordics - Accenture
  • 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 Bheaviour your Commercial Transformation Must Address
headshot of Zachary Gropper
Zachary Gropper
Managing Director, International - Challenger

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
headshot of Christophe Bostyn
Christophe Bostyn
Enterprise Sales Director - Showpad
  • 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.
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.
Details to follow

Details To Follow.

Networking Lunch
1:00pm - 1:45pm

Worked up an appetite? Recharge those batteries with our buffet-style lunch, and prepare to meet the afternoon head-on.

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. 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
headshot of Barry Porter
Barry Porter
Director Global Sales Transformation - Ingenico Group
  • 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
headshot of Nick Mason
Nick Mason
CEO & Founder - Turtl

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?
headshot of Sue Waller
Sue Waller
Global Sales Director - The Addecco Group
headshot of Margaret Franco
Margaret Franco
SVP Marketing EMEA - Dell Technologies
headshot of Thomas Valjak
Thomas Valjak
VP EMEA Channel - Lexmark
headshot of Olaf Akkerman
Olaf Akkerman
VP Sales EMEA - Rackspace
  • 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
4:45pm - 5:40pm
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
headshot of Thomas Valjak
Thomas Valjak
VP EMEA Channel - Lexmark
headshot of Jaewoo Hyun
Jaewoo Hyun
Sales Director - Accenture
headshot of Ciarán Regan
Ciarán Regan
Senior Global Director – Digital, Web and Cloud Technology - Zendesk
  • 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
5:40pm - 7:00pm

Time for a well-deserved break in your busy schedules.

Networking drinks
7:00pm - 7:30pm

Time to kick off your heels, loosen those ties and get to know your fellow summit attendees. Relax, drinks are on us.

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

Time for some fun; you’ve earned it. Join us for our second night’s dinner and entertainment. Details to follow.

Friday November 1, 2019
Breakfast
7:00 am - 8:20 am

The most important meal of the day. Get yourself set for a productive day by joining us for coffee, croissants and more.

Welcome Remarks
8:20 am - 8:30 am

Details To Follow.

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
headshot of Mariette Pepping
Mariette Pepping
Senior Manager Digital Marketing EMEA - ServiceNow
headshot of Nick Butrym
Nick Butrym
AVP Northern Europe - ServiceNow
  • 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
headshot of Sergey Smykov
Sergey Smykov
Advisor - Huawei
headshot of George Shatirov
George Shatirov
Head of TS Cloud RND - Technoserv
  • 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.
Roundtable
Session 3 - Outcomes
9:20 am - 10:10 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

Coffee & Networking Break
10:10 am - 10:25 am

Take advantage of time to network with fellow summit attendees and further discuss your business transformation projects.

Case Study
10:25 am - 11:05 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
headshot of Umair Malik
Umair Malik
Director Marketing Insights - Cisco
  • 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
11:10 am - 11:50 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
headshot of Richard Lane
Richard Lane
Co-Founder & Managing Partner - DurhamLane
headshot of Steve Russell
Steve Russell
Executive VP - Alliances and Partnerships - Cyance Ltd

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.

Panel Discussion
11:50 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: EU prospecting and Brexit: coping with market fragmentation
headshot of Frank Hattann
Frank Hattann
Director Inside Sales - Microsoft
headshot of Nils Dreifuss
Nils Dreifuss
Former VP Sales Excellence Academy - Schneider Electric
headshot of Volker Roessler
Volker Roessler
Director of Sales Germany North - UPS
headshot of Andrew Hough
Andrew Hough
Chief Executive Officer - Association of Professional Sales
  • From the high-tech industries to SaaS, Europe has always been a fragmented market to do business within. Brexit adds another layer to this complexity.​
  • What political, economic and cultural insight will position complex and enterprise sellers in the best place in the first 12 months of Brexit? The panel discusses the leadership mindset needed to expect the unexpected, and to embrace the challenge of the unknown.
Buffet lunch
1:00 pm - 2:00 pm

Worked up an appetite? Recharge those batteries with our buffet-style lunch for your journey home.

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.

Join us at the Upcoming Event

Don't miss out

Apply now