On 9-11 September 2019 at the wonderful Hyatt Regency La Jolla in San Diego, 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.
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 Prakash Gupta
Prakash Gupta
Group Vice President and Chief Sales Officer
Capgemini
Image of Helen Fanucci
Helen Fanucci
Global Digital Transformation Sales Leader
Microsoft
Image of Mary Tafuri
Mary Tafuri
Chief Sales Enablement Officer
IBM
Image of Michael McComb
Michael McComb
VP Sales
Pitney Bowes
Image of Robb Harrington
Robb Harrington
VP Sales Operations and Effectiveness NA
Mercer
Image of Todd Hoover
Todd Hoover
Chief Revenue Officer Data-Driven Marketing
Equifax
Image of Ryan Bott
Ryan Bott
SVP of Sales
Sodexo
Image of Tracy E. Nolan
Tracy E. Nolan
President of National Sales & COO
Sprint
Image of Lori Harmon
Lori Harmon
VP of Worldwide Virtual Sales
NetApp
Image of Matt Marino
Matt Marino
VP of Sales
Global Payments Inc
Image of Michael Murphy
Michael Murphy
VP Sales - Trust & Safety
TTEC
Image of Dale Padgett
Dale Padgett
Corporate Vice President of Sales
PharMerica

6 Challenges in Revenue Generation

Our summit is focused on solving your strategic challenges
  • Enabling your sales force with the tools needed to drive success in an increasingly digital age
  • Building an effective buyer-driven sales process in a world where buyers no longer want to be sold to
  • Better aligning sales and marketing teams to ensure efficiencies, reduce costs and drive results
  • Cutting through the complexity of the purchase journey and reducing customer friction
  • Using data to gain greater insight into opportunities, track performance and improve forecast accuracy
  • Ensuring the right organizational structures are in place to attract, retain and develop top sales talent
Apply to attend

Summit Schedule

3 Days - 3 Summit Themes - 2 Workshops
Day 1
Day 2
Day 3
Monday September 9, 2019
Summit registration
1:00pm - 6:00pm
Solution Provider Briefing
2:00pm - 2:30pm
Welcome Remarks and Delegate Briefing
2:30pm - 2:45pm
Panel Discussion
2:45pm - 3:30pm
Keynote Panel: What are you doing to enable your sales leader? 
headshot of Tracy E. Nolan
Tracy E. Nolan
President of National Sales & COO - Sprint
headshot of Kyle Pittenger
Kyle Pittenger
SVP of Sales - Pinnacle Group

Top performing sales reps get promoted to sales leaders, but are they receiving the proper training to be an effective coach? How do you convert a sales person into a people manager? What are the techniques we can use to teach?

Interview
3:30pm - 3:50pm
Out with the Old, Figuring Out the New
headshot of Kevin Johnston
Kevin Johnston
Chief Sales and Revenue Officer - DXC Technology

Details To Follow.

Roundtable
3:50pm - 5:00pm
Understanding the changes of the buyer journey.
headshot of Phil Lurie
Phil Lurie
VP Sales Technology - SAP

The way consumers want to be sold to has changed. 70% of consumers research the product prior to making a purchase. With the increase in information at the customers disposal, how do you react to the changing buyer journey?

1. How can we use social selling to optimize this process?

2. How can we equip our sales reps to reduce prospect churn?

  • Can we identify what are the likely friction points in the buyer journey and how to overcome them?

3. Where is the value?

4. How do we create and manage the refining execution processes to help the customer get to the “why”?

Roundtable
3:50pm - 5:00pm
Defining the sales leader persona.
headshot of Damon Joshua
Damon Joshua
Senior Vice President of Commercial Business - MarketSource Inc.

In a job where we succeed based on performance metrics, are we finding the right sellers to transition to people managers? According to Deloitte, 86% say that developing new leaders is an “urgent” need. 87% say they don’t develop their leaders well. What needs to change?

1. How do you differentiate between top performers and future leaders

2. What processes can we put in place to prepare our new managers?

3. What other metrics can we look at to see if a manager is performing?

Roundtable
3:50pm - 5:00pm
Building the ultimate tech stack.
headshot of Lars Wold
Lars Wold
SVP Sales - DialSource

Technology is a vital component of the modern sales environment, but how do we understand which technologies are going to increase sales productivity & efficiency?

1. How can you truly understand if you’re using your technology to the best of its ability?

2. How do you utilise AI and still offer that human aspect?

3. What technology can accelerate the path to revenue?

4. Many sales reps are adverse to new technology being introduced to the business. How do we change the mindset?

Roundtable
3:50pm - 5:00pm
Recruiting the dream sales force.
headshot of Prakash Gupta
Prakash Gupta
Group Vice President and Chief Sales Officer - Capgemini

The new generation of the employee is changing the way we recruit. Needs, wants and expectations are evolving. The decreasing number of tenured sales reps and limited pool of suitable candidates cause companies to question how to adapt.

1. How can you ensure you’re an employee of choice?

2. What is the criteria for your next set of sellers? Educated or trainable?

3. What are the attributes for your best sales reps?

4. What incentives can we use to promote loyalty?

Roundtable
3:50pm - 5:00pm
Best practices for pipeline management

In a data-driven environment, the access to a wealth of information assists the sales rep more than ever before.  72% of sales managers hold multiple pipeline review meetings with their sales reps every month. Are pipeline management issues related to the work ethic or the seller, or the management skills or the sales leader?

1. What are the best practices for managing your pipeline?

2. How important is a CRM system for helping pipeline management?

3. What do our sales leaders need to be doing to facilitate the sales reps?

4. How can we use pipeline management to promote forecast accuracy?

Roundtable
3:50pm - 5:00pm
Effective methods of training and career progression. 

A sports team needs to understand their game play. A doctor trains to improve their technique. Teachers learn the new tips for engaging a class. What about sales reps? They’re performing, consulting and educating the customer. Why are we not ensuring they’re frequently honing their skills?

1. Evaluating which methods of training are most effective.

2. How do you retain your top sales people?

3. How do you keep your workforce motivated? 

  • What motivates the various generations?
Roundtable Feedback
5:00pm - 5:30pm
Networking Drinks
6:00pm - 7:00pm
Gala Dinner
7:00pm - 10:00pm
Keynote
8:00pm - 8:30pm
Gala Dinner Keynote, Q&A: Sales Imperatives for Today's Digital World
headshot of Helen Fanucci
Helen Fanucci
Global Digital Transformation Sales Leader - Microsoft

When brand health can be destroyed by tweets, security breaches or mis-use of private data, customer relationships are more important than ever and directly impact corporate wellbeing. Customers are changing how they buy and evaluate products. Sales leaders and those closest to the customer are uniquely positioned to provide strategic insight and influence product and corporate strategies for competitive advantage. The role of the seller is changing. Organizations are demanding that those who sell to them provide insight and value-add.

What actions should sellers and sales leaders consider to harness the power of digital technology to better serve customers? How do sellers stand out and create innovative sales strategies that enable their customers to have a competitive edge?

This presentation will provide new ways of thinking about the impact of digital transformation for sellers. We will also explore the role of cultural transformation and the role it plays in delivering on the promise of digital transformation. Microsoft’s digital and cultural transformation will be discussed to provide relevant examples to illustrate sales transformation in real life. The session is designed to give you tools and practical guidance that will inspire you to take action to move your business and results forward into a stronger digital future.

Tuesday September 10, 2019
Breakfast
7:00am - 7:50am
Welcome Remarks
7:50am - 8:00am
Keynote
8:00am - 8:20am
Creating Togetherness
headshot of Jeff Davis
Jeff Davis
Founder/Business Coach - JD2 Consulting Group
Keynote
8:20am - 8:50am
CRM is a DEAD-END
headshot of Matthew Langie
Matthew Langie
Chief Marketing Officer - InsideSales.com

Hosted By: InsideSales.com

Did you know that although CRM adoption is virtually universal, the average sales rep achieves only 53% quota attainment? While there are many factors at play here, we have to ask-is CRM not the golden ticket we thought it would be?

Most sales leaders know that their CRM has maxed out its value-adding potential. The CRM is a great system of record used to look at past data, but it can’t help your sales team prioritize to achieve their quota. Unless, that is, you add a next-generation sales technology that works hand-in-hand with your CRM.

Panel Discussion
8:50am - 9:20am
Keynote: Shiny Object Syndrome: How to identify the effective technologies for your business needs.
headshot of Phil Lurie
Phil Lurie
VP Sales Technology - SAP
headshot of Nicholas Zabikow
Nicholas Zabikow
VP of National Accounts - XPO Logistics
headshot of Viren Agrawal
Viren Agrawal
Head of Sales - Fujitsu America

It’s easy to see the newest, upcoming piece of sales technology on the market and say “I need that”. But, does that mean it’s the right fit for your sales team?

1. What is the best way to identify compatibility between your organisation and a technology?

2. How can you measure the ROI?

3. When should we be incorporating new tools into the sales process?

4. What future solutions should we be adopting to the sales process?

Oxford Style Debate and Live Polling
9:20am - 10:00am
Customer Success: Sales or Marketing?

Customer success is the process of ensuring that the customer need is fulfilled by their purchase to increase the Customer Lifetime Value. 86% of marketers believe that customer success will be their responsibility by 2020. Should customer success fall to marketing or sales?

1. Customer success, not customer support. Does customer success generate revenue?

2. Does continuing the relationship built between sales and the customer need to stay within the sales function?

3. Should marketing be using the post-sales function to nurture brand advocates?

4. Should customer success be a bridge between sales and marketing?

Coffee & Networking Break
10:00am - 10:15am
Keynote
10:15am - 10:55am
The Human Factor of Sales
headshot of Mary Tafuri
Mary Tafuri
Chief Sales Enablement Officer - IBM

Technology this, CRM system that. We can continue to drive change in organizations with the implementation of solutions, but are we assessing the human factor of our sales team?

Workshop
11:00am - 11:40am
Title TBC
headshot of Chris Beall
Chris Beall
CEO - ConnectAndSell, Inc.

Details To Follow.

Panel Discussion
11:45am - 12:25pm
Field Sales vs. Inside Sales: The Pros & Cons
headshot of Lori Harmon
Lori Harmon
VP of Worldwide Virtual Sales - NetApp

With busier calendars and more ways of connecting with prospects, are field sales becoming less valuable? Inside sales reps are more cost effective, but do they have that personal touch?

1. Does the importance of work/life balance affect the attraction of a field sales position?

2. Omnichannel opens more avenues for discussion between the sales rep and a prospect. How is this affecting both field and inside sales?

3. Should we put more emphasis on personalisation in inside sales to keep up with developments in AI?

Keynote
12:30pm - 1:00pm
Title TBC

Details To Follow.

Lunch
1:00pm - 1:45pm
Roundtable
1:45pm - 2:30pm
Drill Down Roundtables

1. Understanding the changes of the buyer journey.

2. Defining the sales leader persona.

3. Building the ultimate tech stack.

4. Recruiting the dream sales force.

5. Best practices for pipeline management

6. Effective methods of training and career progression. 

Workshop
2:35pm - 3:15pm
Title TBC

Hosted By: Collective[i]

Details To Follow.

Case Study
3:20pm - 4:00pm
Enabling a Turnaround through Sales Transformation
headshot of Bob Melk
Bob Melk
Chief Comercial Officer - Monster.com
headshot of Roxanne Tashjian
Roxanne Tashjian
SVP Global Sales Effectiveness and Optimization - Monster.com

Details To Follow.

Panel Discussion
4:00pm - 4:40pm
Building the Bridge: Sales and Marketing

Sales and marketing have always been separated into two functions of the organisation. For success, we need to bridge the gap and translate the language from strategy to execution. How do we align the two departments to ensure cohesion?

1. What are the biggest factors affecting current misalignment between sales and marketing?

2. How can leadership promote a settled relationship?

3. How can we use technology to bridge the gap?

4. Would implementing joint KPIs promote a better unified environment?

Coffee & Networking Break
4:40pm - 4:45pm
Oxford Style Debate and Live Polling
4:45pm - 5:40pm
Is the Hunter-Farmer Model Still A Viable Sales Organisational Structure?
headshot of Sherri Horowitz
Sherri Horowitz
VP Sales and Relationship Management - Marsh & McLennan
headshot of Jason Santana
Jason Santana
Sr. Director, Sales Strategy & Operations - Paychex

Hunters create new sales opportunities, and farmers manage and sell to exisiting relationships. Many are questioning whether this is still a valid framework for a sales force.

1. Is this model designed for the modern sales process?

2. Should we be pushing all sales reps to find new leads?

3. Are sales reps adopting a hybrid role using these frameworks?

Attendee Downtime
5:40pm - 7:00pm
Networking drinks
7:00pm - 7:30pm
Gala Dinner, Silent Auction, Quiz/Trivia
7:30pm - 10:00pm
Wednesday September 11, 2019
Breakfast
7:30 am - 8:20 am
Welcome Remarks
8:20 am - 8:30 am
Keynote
8:30 am - 8:50 am
Recruiting Diversity in the Sales Force
headshot of Ryan Bott
Ryan Bott
SVP of Sales - Sodexo

Details To Follow.

Keynote
8:50 am - 9:20 am
Title TBC

Details To Follow.

Roundtable
9:20 am - 10:10 am
Drill Down Roundtables

1. Understanding the changes of the buyer journey.

2. Defining the sales leader persona.

3. Building the ultimate tech stack.

4. Recruiting the dream sales force.

5. Best practices for pipeline management

6. Effective methods of training and career progression. 

Coffee & Networking Break
10:10 am - 10:25 am
Case Study
10:25 am - 11:05 am
The Six Crimes of Sales Coaching
headshot of Matt Marino
Matt Marino
VP of Sales - Global Payments Inc

The US Bureau of Labor Statistics has estimated that millennials will make up 75% if the workforce by 2025. This shift is urging organizations to consider their sales coaching strategies and how they need to be adapted. But what are some of the biggest mistakes that managers are making? People join companies, but leave managers.

The session will be able six common mistakes in sales coaching:

  1. Inconsistency
  2. Data ambushing
  3. Flogging the forecast
  4. Lack of individualization
  5. Combining deal/forecast reviews with professional development
  6. Delayed feedback
Case Study
11:10 am - 11:50 pm
From Farming to Cruise Lines

Caterpillar holds a portfolio of some of the most advanced, commericially implemented use of IoT and has been selling into 20 different industries, including marine, oil and gas. Find out about how Caterpillar uses value selling to stretch their products across multiple industries and execute their selling strategy.

Panel Discussion
11:50 pm - 1:00 pm
Closing Panel & Wrap Up: The Future of Sales
headshot of Phil Lurie
Phil Lurie
VP Sales Technology - SAP
headshot of Damon Joshua
Damon Joshua
Senior Vice President of Commercial Business - MarketSource Inc.
headshot of Lars Wold
Lars Wold
SVP Sales - DialSource
headshot of Prakash Gupta
Prakash Gupta
Group Vice President and Chief Sales Officer - Capgemini
headshot of Matthew Langie
Matthew Langie
Chief Marketing Officer - InsideSales.com

What have been the main take-aways from the last two days? Where do we need to be looking and what can we start implementing now?

1. What have been the main take-aways from the last two and a half days?

2. Where do we need to be looking and what can we start implementing now?

3. Where does the conversation go from here?

Lunch & farewells
1:00 pm - 2:00 pm

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

Summit Location

Hyatt Regency La Jolla, San Diego, California

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.

Latest Case Study

Senior executives love our summits because of the unparalleled opportunity to meet people with ideas on how to move their key projects forward. But don’t just take our word for it…

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