THE SALES EXPERIENCE
May 7th 2012 – Zira Hotelo, Belgrade, Serbia

Registration And Morning Coffee

Chairman’s Opening Remarks
SALES COACHING AND TRAINING

Developing A World-Class Training And Development Program Fit For Your Sales Force

- Key principles how to increase sales productivity and loyalty through effective sales coaching
- How to reshape your current sales environment to be more accepting of coaching

- Learn best practices on when to coach, how often and how long

- How to meet the needs of sales and include peer-to-peer learning, web based tools, coaching, sales training portals, playbooks, etc.


Carl Kallen,
Global Head of Sales – Telefonica Group, Sony Ericsson
SOCIAL MEDIA AND ONLINE SELLING

Tuning Up For The Biggest Sales Trends 2012: THINK SOCIAL – Merging Multi-Channel Into Mega-Channel

- Using the right social media channels to boost your sales performance
- Using social media as a part of your business plan giving your sales people access to quality data where you can research key contacts

- Recognize the opportunity to build relationships and generate new hot leads online

- Creating a personal and trusted relationship via social media networks to beat the competition

- Taking advantage of the social networking sites as practical tools to engage in better quality prospecting and improving conversion rates


John Ray, Industry Head - Sales/ Business Development, Google
CUSTOMER CENTRIC SALES

Interactive Networking Break

Strategic Account Management - Holistic Approach To Sales Service
Anica Djokic, Certified Trainer and Former Director of Sales and Marketing, Marriott Hotel

Positioning CRM As A Main Sales Strategy And Use It As A Marketing Channel To Reach Top Results

- Sales organizations that win in today's marketplace are customer focused and live 'outside-in'
- Winning ways how to empower your sales team with the right information about your customers: CRM
professionalizes
Key Account Management and Field Sales Forces
- How to change your sales process to match your customers' buying behavior and how
to marry marketing & sales
to profitably achieve common goals
- The painful exercise of implementing CRM in your company and change the Sales Way of Working
- The rewarding end result of a professional
company & its’
customers embracing CRM

Anouk Vastert, Global Director Change Management Sales CRM, Philips

Lunch For Speakers and Delegates
COMPETITION AND SALES

Effective Ways To Beat Your Competition And Become A Market Leader

- Recognizing your strengths and focus on them

- Why winning in sales require that you must compete

- Developing a sales strategy that brings your strengths and bear on the opponent’s weakness will lead you to a competitive advantage

- Having a leading sales strategy means having a strong team executing it effectively

- How to have the mindset of a great sales person



Maria G Forte, Director – Emerging Markets Fixed Income Sales, Raiffeisen Bank International AG (London Branch)

Ebay's Approach To Online Selling
Allistair Carmichael, European Acquisition Manager,
eBay Enterprise Sales
STRATEGIC SELLING

Tips And Tools How To Move Up The Value Chain With Your Customer

- Understanding the customer pain-chain and address the benefit of having a solution
- Look at the value of what your product can do rather than just the product itself
- Instead of just selling ordinary service and maintenance on equipment, then transform these activities into strategic value adding services
- Make your customer buy a service which include the product and all the competences and skills your company have on top instead of buying just the product
- This is not about how to sell more products but all about making partnership and help customers meeting their objectives
Ole Buus, Director, Global Document Outsourcing, Xerox Nordic

End of Event