Agenda « MIT Sloan Sales Conference

WHEN?		WHAT?

7h30	8h30	Registration and Breakfast

8h30	8h45	OPENING REMARKS:
8h30	8h45	Bill Aulet Managing Director MIT Entrepreneurship Center

8h45	9h45	KEYNOTE:
8h45	9h45	Polly Sumner Chief Adoption Officer, Salesforce.com

10h00	10h45	PANELS:
		Masters of Tech Sales: How the “Big Dogs” Get Sales Right Moderator: Bill Aulet, Managing Director, MIT Entrepreneurship Center Marc Aldrich, Vice President of Sales Cable Segment, Cisco Guy Yehiav, Vice President of Sales and Strategy, Oracle Bob Sacco, Senior Location Executive, IBM Connor Marsden, US Director, CRM Online, Microsoft Corporation
		Startup CEOs: How to Sell to Your First Customers Moderator: Howard Anderson, Senior Lecturer MIT Sloan Nitzan Shaer, Co-Founder, High Start Group Dave Balter, CEO, BzzAgent, Inc. Tom Pincince, President and CEO, Digital Lumens Sam Zales, President, ZoomInfo
		Selling Money: How Financial Services are Successfully Sold Moderator: Glenn Cunningham- Advisor of Masters of Finance at MIT SLOAN Matthew Witkos, President, Eaton Vance Distribution Doug Miller, EVP and Head of Global Relationship Management, State Street Bank Adam Broun, Principle in Financial Services, Deloitte Consulting LLP

11h00	11h50	WORKSHOPS:
		Connecting With Leads: Using Storytelling to Drive Sales Craig Valentine, Motivational Speaker and Speech Coach, 1999 World Champion Public Speaking
		People Buy You: The Real Secret to Success in Business Jeb Blount, Founder and CEO of SalesGravy.com
		21 Core Competencies to be a Sales Superstar Rick Roberge and Frank Belzer, Sales Development Specialists, Kurlan & Associates

12h15	13h15	LUNCH & KEYNOTE:
12h15	13h15	Bob Hoey,General Manager, IBM

13h30	14h20	PANELS:
		Babson Sales Professionals Present… Moderator: Bob Caspe, Strategic Consultant Andy Frawley, President of Marketing Technology, Epsilon Maureen Ford, President, Venue Network Sales, Live Nation John Lewis, VP, East Coast Sales. athenahealth
		Biotech Sales: Navigating the New World Moderators: Allison Marshall, Product Manager, Lytics Franchise, and Tamara Conant, Genentech Eric Kimble, Senior Director, National Sales and Market Access, Cubist David Hallal, SVP of Commercial Operations, Americas, Alexion Pharmaceuticals William Darnall, Executive Director – US Sales, Novartis Vaccines and Diagnostics Thierry Bernard, Corporate Vice President Commercial Operations, bioMerieux
		Selling and Entrepreneurship: Stages of Sales Moderator: Jeffrey Glass, Managing Director, Bain Capital Ventures Jon McNeill, Chief Executive Officer, Enservio James Glover, Senior Vice President & General Manager, Memento Corey Thomas, EVP Sales Marketing & Service, Rapid7

14h30	15h20	WORKSHOPS:
		Networking: Connecting to Close for Sales Warriors Jeff Hoffman, Founder of Basho and MIT Sloan Sales Trainer
		Marketing Transformation & Its Impact On Sales Brian Halligan, CEO, HubSpot
		Structuring Your Sales Process: Key Metrics Needed to Quantify Results Chris Mott, President of Corporate Training, Kurlan & Associates

15h30	16h00	CLOSING KEYNOTE:
15h30	16h00	Gregg Dixon Senior Vice President of Marketing, EnerNOC
16h00		Networking Hour and Cocktails

Agenda

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