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 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
Mary Tafuri
Chief Sales Enablement Officer
IBM
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 Tracy E. Nolan
Logo of Sprint
Tracy E. Nolan
President of National Sales & COO
Sprint
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
  • Identifying the differences between a top performer and a sales leader
  • Understanding the changes in the buyer journey and how to react to the prospect
  • Choosing the effective and productive sales technologies for your organizational needs
  • Enabling your sales force to adapt with the digitally transforming landscape
  • Exploring inclusion strategies and generational changes within the sales force
  • Overcoming the barrier of aligning sales and marketing functions to drive results
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

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
Keynote Panel: Leading Digital Sales Transformation
headshot of Lars Wold
Lars Wold
SVP Sales - DialSource
headshot of Philippe Le Baron
Philippe Le Baron
VP Sales CATIA - Dassault Systemes
headshot of Kyle Pittenger
Kyle Pittenger
SVP of Sales - Pinnacle Group
headshot of Bryan Gauch
Bryan Gauch
MD - Accenture

Digital transformation has given sales organizations a raft of technologies. It’s a ongoing process, that requires the right leadership and people to steer the path. Digital transformation isn’t just about technology, but how it’s been harnessed to drive transparency, collaboration and growth.

  1. What are the major trends, concerns and challenges with sales and digital innovation?
  2. How do you unlock strategies to improve the success rate of digital transformation across mid-market and enterprise sales organizations?
  3. What is standing in the way of digital transformation in sales?
  4. How can digital transformation innovate leadership enablement?
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

Following the merge of HPE and CSC in 2017, DXC Technology has been navigating the field of growing a new organization with the components of two companies and dealing with the large complexity of DXC’s portfolio. We speak with Kevin Johnston, the Chief Sales and Revenue Officer, to find out more about how DXC is transforming their sales process. ​

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?
  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.
headshot of Philippe Le Baron
Philippe Le Baron
VP Sales CATIA - Dassault Systemes

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 and efficiency?

  1. How can you truly understand if you’re using your technology to the best of its ability?
  2. How do you utilize 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
Aligning Sales and Marketing Functions

Misalignment of sales and marketing functions can be detrimental to the growth success of an organisation. Disjointed strategies lead no wasted resources and benefits neither side.

  1. What are the foundations to a successful alignment?
  2. What can both functions contribute to creating the single customer journey?
  3. What tools can assist in aligning the functions?
  4. How can we track joint KPI’s?
Roundtable
3:50pm - 5:00pm
Best Practice for Pipeline Management
headshot of Matthew Langie
Matthew Langie
Chief Marketing Officer - InsideSales.com

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 of 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?
    1. What motivates the various generations?
Roundtable Feedback
5:00pm - 5:30pm

Details To Follow.

Networking Drinks
5:30pm - 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
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 well being.

  • How has the role of cultural change impacted its deliverance on the promise of digital transformation?
  • 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?
Tuesday September 10, 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.

Keynote
8:00am - 8:20am
Creating Togetherness
headshot of Jeff Davis
Jeff Davis
Founder/Business Coach - JD2 Consulting Group

Digital disruption has changed the game for all B2B companies as the modern buyer has access to almost an unlimited amount of information, is socially connected, and demands a superior customer experience.

The only way that B2B companies can meet the demands of this modern buyer is to strategically align their sales and marketing efforts to ensure they can provide what the buyer needs when they need it to make a decision about whether to work with them. Failure to align these teams leads to a significant loss of opportunities and revenue.

Keynote
8:20am - 8:50am
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? While there are many factors at play here, we have to ask – is CRM not the golden ticket we thought it would be?

Panel Discussion
8:50am - 9:20am
Keynote: Shiny Object Syndrome: Identifying 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

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
Sales Pipelines: Quantity or Quality?
Quality
headshot of Kyle Pittenger
Kyle Pittenger
SVP of Sales - Pinnacle Group
Quantity
headshot of Bob Carney
Bob Carney
Vice President of Sales - ePlus Payment Solutions

A discussion as old as the first ever sale: should sales reps be pushing for quantity or quality? Targets are set, but do we book “booters” and meet the numbers, or strive for quantity but fall short of our expectations?

Coffee & Networking Break
10:00am - 10:15am

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

Interview
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
Connecting Strategy and Scripting To Drive Pipeline
headshot of Chris Beall
Chris Beall
CEO - ConnectAndSell, Inc.

The relationship between business strategy and sales messaging holds a crucial element to ensuring the pipeline is filled with high-potential opportunities. The first words spoken to prospects are key to building the pipeline; but often left to a junior sales rep or a marketing committee.

  1. A clear understanding of how effective conversation-scripting contributes to go-to-market execution.
  2. A “breakthrough script” your own sales organization can use to drive more high-potential opportunities.
  3. Four ways to maximize the impact of breakthrough scripts on visibility and control at the top of the sales funnel.
Panel Discussion
11:45am - 12:25pm
Field Sales vs. Inside Sales: The Pros & Cons
headshot of Clark Brown
Clark Brown
VP Sales - LG Electronics
headshot of Lori Harmon
Lori Harmon
VP of Worldwide Virtual Sales - NetApp
headshot of Mike Petroff
Mike Petroff
Vice President, Inside Sales - HealthEquity

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 personalization in inside sales to keep up with developments in AI?
Keynote
12:30pm - 1:00pm
Moneyball for Sales: Automating Customer Contact and Activity

Hosted By: People.ai

Lack of consistency in capturing contacts and assigning the correct opportunities can lead to major challenges in measuring optimal touch points in the customer journey. Utilizing AI in this process can improve the sales productivity, marketing attribution and uncover signals for customer health and retention.

  1. Identifying the areas where AI can assist data entry from pre-to-post sales functions.
  2. Using surface insights from go-to-market activity in order to optimize the sales pipeline.
  3. Finding customer related activity that can be used in the retention and expansion of customers.
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
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. Aligning Sales and Marketing Functions
  5. Best Practice for Pipeline Management
  6. Effective Methods of Training and Career Progression.
Workshop
2:35pm - 3:15pm
Title TBC

Hosted By: DecisionLink

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.

Interview
4:05pm - 4:45pm
TBD

Details to follow.

Oxford Style Debate and Live Polling
4:45pm - 5:30pm
Is the Hunter-Farmer Model Still A Viable Sales Organisational Structure?
For
headshot of Sherri Horowitz
Sherri Horowitz
VP Sales and Relationship Management - Marsh & McLennan
Against
headshot of Jason Santana
Jason Santana
Sr. Director, Sales Strategy & Operations - Paychex

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

Attendee Downtime
5:30pm - 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 and 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.

Wednesday September 11, 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.

Keynote
8:30 am - 8:50 am
Recruiting Diversity in the Sales Force
headshot of Ryan Bott
Ryan Bott
SVP of Sales - Sodexo

Sodexo is ranked #6 in the world for diversity in its organisation, for promoting onboarding and recruiting of people from minorities, refugees and those previously incarcerated. This shift has transformed top line growth and bottom line revenue. The session will outline the processes so you can achieve the same.

Keynote
8:50 am - 9:20 am
What Does Every Modern CRO Need To Know About AI, Transformation and Sales?
headshot of Steve Denton
Steve Denton
President & CRO - Collective[i]

AI is no longer a buzzword, but an essential tool in the sales process for winning. Sales has always been a competitive sport, but with more educated buyers, sales teams need to bring their ‘A’ game every day.

  1. What do you think of AI and its relevance to your sales organization?
  2. How do we engage internal users and encourage AI adoption?
  3. What frameworks can we use to evaluate what applications are essential?
  4. What metrics can we use to measure its success?
Roundtable
9:25 am - 10:05 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 Practice for Pipeline Management

6. Effective Methods of Training and Career Progression

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
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% of 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.

Case Study
11:10 am - 11:50 pm
Title TBC

Details To Follow.

Interview
11:50 am - 12:10 pm
Q&A with Best Rated Speaker

Details to follow.

Panel Discussion
12:10 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 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.

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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