http://www.sloansalesconference.com en-us ℗ & © 2007-2008 MIT Sloan Sales Club Media from MIT Sloan Sales Conference MIT Sloan Sales Club The mission of the Sales Club is to promote sales as a fundamental skill of business for every career as well as sales as a rewarding business career itself. This is done through sales training and education, opportunities to practice sales skills, and fostering connections to industry professionals. clean The mission of the Sales Club is to promote sales as a fundamental skill of business for every career as well as sales as a rewarding business career itself. This is done through sales training and education, opportunities to practice sales skills, and fostering connections to industry professionals. MIT Sloan Sales Club organizers@sloansalesconference.com MIT Sloan Sales Club Keynote: Andy Mattes, SVP of Enterprise Sales, Hewlett-Packard Keynote: Andy Mattes, SVP of Enterprise Sales, Hewlett-Packard Keynote from the 2008 MIT Sloan Sales Conference http://www.sloansalesconference.com/media/2008/keynote_-_Andy_Mattes_-_Hewlett_Packard.mp3 Thu, 25 Apr 2008 12:00:00 EDT 52:49 sales, mit, sloan, sales club, panel MIT Sloan Sales Club Keynote: Greg Schofield, EVP of Global Sales, Novartis Keynote: Greg Schofield, EVP of Global Sales, Novartis Keynote from the 2008 MIT Sloan Sales Conference http://www.sloansalesconference.com/media/2008/keynote_-_Greg_Schofield_-_Novartis.mp3 Thu, 25 Apr 2008 12:00:00 EDT 40:03 sales, mit, sloan, sales club, panel MIT Sloan Sales Club Keynote: Steve Provost, Paul Houghton, Regional Vice Presidents, Services and Enterprise, Microsoft Steve Provost - Regional Vice President, Services, Microsoft Paul Houghton - Regional Vice President, Enterprise & Partner Group, Microsoft Keynote from the 2008 MIT Sloan Sales Conference http://www.sloansalesconference.com/media/2008/keynote_-_Steve_Provost_Paul_Houghton_-_Microsoft.mp3 Thu, 25 Apr 2008 12:00:00 EDT 31:39 sales, mit, sloan, sales club, panel MIT Sloan Sales Club Panel: Recruiting, Retaining, and Refreshing the Team Moderator: Howard Anderson, Senior Lecturer, MIT Sloan Bill Barrett, Founder & President, Golden Hire Bill Ghormley, Vice President, Business Development, Xconomy Mark Roberge, Vice President, Sales, HubSpot Max Schelle, Group Manager, Human Resources, Beckman Coulter, Inc. Workshop from the 2008 MIT Sloan Sales Conference http://www.sloansalesconference.com/media/2008/panel_-_Recruiting,_Retaining,_and_Refreshing_the_Team.mp3 Thu, 25 Apr 2008 12:00:00 EDT 50:20 sales, mit, sloan, sales club, panel MIT Sloan Sales Club Panel: Sales Automation and Management Moderator: Robert Buderi, Founder, CEO, Editor in Chief, Xconomy Ken Jakobsen, Director of The Executive Office, CA Sharmila Chatterjee, Visiting Professor, MIT Sloan Mark Woollen, Vice President, Oracle CRM Applications, Oracle David Thompson, CEO, Genius.com Workshop from the 2008 MIT Sloan Sales Conference http://www.sloansalesconference.com/media/2008/panel_-_Sales_Automation_and_Management.mp3 Thu, 25 Apr 2008 12:00:00 EDT 41:07 sales, mit, sloan, sales club, panel MIT Sloan Sales Club Panel: Enterprise Sales: Winning Complex Large Accounts Moderator: Sheldon Sachs, Vice President, Global Business Development, eti Sales Support Lee Levitt, Program Director, Sales Advisory Service, IDC David Chan, COO, Rainbow Global Semiconductor Corp. Steven Meyers, Director of Sales, National Sales Group, Pegasystems Inc. Michael Lock, Director, Enterprise Sales, Google Workshop from the 2008 MIT Sloan Sales Conference http://www.sloansalesconference.com/media/2008/panel_-_Enterprise_Sales-Winning_Complex_Large_Accounts.mp3 Thu, 25 Apr 2008 12:00:00 EDT 42:14 sales, mit, sloan, sales club, panel MIT Sloan Sales Club Panel: The CEOs Role as the Top Salesperson Moderator: Peter Kurzina, Senior Lecturer, MIT Sloan Mark Atkins, Chairman, President & CEO, Invention Machine Frank Reynolds, CEO and Founder, InVivo Therapeutics Brian Halligan, CEO and Co-founder, HubSpot Workshop from the 2008 MIT Sloan Sales Conference http://www.sloansalesconference.com/media/2008/panel_-_The_CEOs_Role_as_the_Top_Salesperson.mp3 Thu, 25 Apr 2008 12:00:00 EDT 52:05 sales, mit, sloan, sales club, panel MIT Sloan Sales Club Panel: Generating and Nurturing Leads Moderator: Ken Morse, Managing Director, MIT Entrepreneurship Center Murray Owen, Vice President, Marketing, Metamend John Desarbo, Vice President, MarketBridge Peter Ostrow, VP/Group Director, Customer Management Technologies, Aberdeen Group James Rores, Sales Practice Specialist, Dow Jones, Enterprise Media Group Workshop from the 2008 MIT Sloan Sales Conference http://www.sloansalesconference.com/media/2008/panel_-_Generating_and_Nurturing_Leads.mp3 Thu, 25 Apr 2008 12:00:00 EDT 46:25 sales, mit, sloan, sales club, panel MIT Sloan Sales Club Panel: Entrepreneurship: Winning the First Sale Moderator: Stephen Pearse, Principal, Yucatan Rock Ventures Scott Friend, President & Cofounder, Profitlogic Josh Kanner, Founder, Vela Systems Rock Gnatovich, COO, Spotfire Division, TIBCO Software Inc Carter Williams, President, Gridlogix Workshop from the 2008 MIT Sloan Sales Conference http://www.sloansalesconference.com/media/2008/panel_-_Entrepreneurship-Winning_the_First_Sale.mp3 Thu, 25 Apr 2008 12:00:00 EDT 50:48 sales, mit, sloan, sales club, panel MIT Sloan Sales Club Panel: The Power of Women in Sales Moderator: Trish Gildea, Fidelity Laura Wallace, General Manager, New York Metro District, Microsoft Cathy Conley, Senior Professional Representative and Certified Representative Trainer, Merck & Co., Inc. Sarah Waywell, VELCADE Oncology Sales Specialist, Millennium Pharmaceuticals Christa Rimonneau, Vice President, Sales, Dailymotion Workshop from the 2008 MIT Sloan Sales Conference http://www.sloansalesconference.com/media/2008/panel_-_The_Power_of_Women_in_Sales.mp3 Thu, 25 Apr 2008 12:00:00 EDT 49:42 sales, mit, sloan, sales club, panel MIT Sloan Sales Club Panel: Understanding Buyer Values, Drivers, and Behaviors Moderator: Bill Aulet, Senior Lecturer and Entrepreneur-in-Residence, The MIT Entrepreneurship Center Justin Steinman, Director, Marketing, Novell Michael Gerard, Director, CMO Advisory Practice, IDC Damien Balsan, Director, Head NFC Business Development Americas, Nokia Eric Shaver, Director, Sales and Training, Basho Technologies Workshop from the 2008 MIT Sloan Sales Conference http://www.sloansalesconference.com/media/2008/panel_-_Understanding_Buyer_Values,_Drivers,_and_Behaviors.mp3 Thu, 25 Apr 2008 12:00:00 EDT 51:29 sales, mit, sloan, sales club, panel MIT Sloan Sales Club Workshop: Masterful Storytelling for Better Selling - Craig Valentine, The Communications Factory What is the absolute most important skill you need in sales? It is the ability to tell your story and sell your message. This is due to the following truth: "When people buy into your story, they buy into your message. When they buy into your message, you can consider your products and services as sold." In Daniel Pink’s groundbreaking book, A Whole New Mind, he emphasizes we are moving from the "Information Age" into the "Conceptual Age." Prospects need a way to filter through a daily avalanche of information. Hence, they look to concepts as shortcuts. Who wins in this new age? Those who sell concepts win. What’s the best way to sell concepts? Storytelling. In this powerful and interactive workshop, Craig Valentine (the 1999 World Champion of Public Speaking and 3-time Mid-Atlantic Salesperson of the Year for Glencoe/McGraw-Hill) will share tools to help you... + SWAP (Sell Without Annoying People) + Tell your story and sell your message + Use the "Then, Now, and How" Formula for getting the sale on the spot + Use the EDGE Formula for motivating various types of prospects This is one interactive workshop you cannot afford to miss! Turn yourself into a Champion in sales! Workshop from the 2008 MIT Sloan Sales Conference http://www.sloansalesconference.com/media/2008/workshop_-_Masterful_Storytelling_for_Better_Selling_-_Craig_Valentine_-_The_Communication_Factory.mp3 Thu, 25 Apr 2008 12:00:00 EDT 1:02:57 toastmasters, sales, mit, sloan, sales club, workshop MIT Sloan Sales Club Workshop: People Buy You - Jeb Blount, SalesGravy.com What’s most important for your sales and business success? Your price, collateral, marketing, response times, service guarantees, features and benefits, testimonials, the color of your business cards, job title, territory, or latest press write up? How about none of the above. Your customers don’t buy your products, services, prices, marketing or even your company’s reputation. Do these things matter? Of course they do, but they are only tickets to the game. When all things are equal, and in the competitive world we live in today they almost always are, People Buy You! Your prospects, customers and even your internal support team buy you and from you because they like you, trust you, and believe in you. In this seminar you will learn the five key strategies that are essential to getting your customers and prospects to buy you; giving you the most powerful competitive edge in business and sales today. Workshop from the 2008 MIT Sloan Sales Conference http://www.sloansalesconference.com/media/2008/workshop_-_People_Buy_You_-_Jeb_Blount_-_SalesGravy.com.mp3 Thu, 25 Apr 2008 12:00:00 EDT 52:11 SalesGravy.com, sales, mit, sloan, sales club, workshop MIT Sloan Sales Club Workshop: Sales Champions are Coached, Not Born - Mike Brooks, Divisional Manager, Sales Associates Program, EMC This workshops describes best practices in coaching and feedback for sales people to maximize their performance. In the ever-changing world of sales, it is important to recognize how adaptable management must ensure that each sales person is coached and given proper feedback that best fits their individual needs. Join this workshop to learn practical ways to coach your team to success. Workshop from the 2008 MIT Sloan Sales Conference http://www.sloansalesconference.com/media/2008/workshop_-_Sales_Champions_are_Coached,_Not_Born_-_Mike_Brooks_-_EMC.mp3 Thu, 25 Apr 2008 12:00:00 EDT 52:49 EMC, sales, mit, sloan, sales club, workshop MIT Sloan Sales Club Workshop: Supercharge Your Account - John Wallace, Vice President, Financial Services Industries, Hewlett-Packard We sell in a global economy today - to the local manufacturer who outsources production to the Far East up through to the largest financial institutions who manage cash for their customers across eighty countries. What leadership does it take to be a trusted business advisor to multiple customers-within-a-customer and, behind the scenes, make a global sales team operate seamlessly. John Wallace will discuss the complexity of today’s sales leadership role - being the "trusted growth officer" - a business consultant to your customer, an inspirational team leader across multiple sales cultures, and a P/L manager for your employer. John will share his personal experience leading and managing successful global account teams and lessons learned in helping them be successful. Workshop from the 2008 MIT Sloan Sales Conference http://www.sloansalesconference.com/media/2008/workshop_-_Supercharge_Your_Account_-_John_Wallace_-_Hewlett-Packard.mp3 Thu, 25 Apr 2008 12:00:00 EDT 47:30 Hewlett-Packard, sales, mit, sloan, sales club, workshop MIT Sloan Sales Club Sun Microsystems: Don Grantham, Executive Vice President, Global Sales and Services Executive Speaker Series event on November 29, 2007 featuring Don Grantham, Executive Vice President, Global Sales and Services, Sun Microsystems http://www.sloansalesconference.com/media/speakerseries/speakerseries_don_grantham.mp3 Thu, 29 Nov 2007 12:00:00 EDT 38:48 Don Grantham, Sun Microsystems, sales, mit, sloan, sales club, keynote MIT Sloan Sales Club President and CEO of Boston Scientific Jim Tobin, President and CEO of Boston Scientific. Keynote from the 2007 MIT Sloan Sales Conference http://www.sloansalesconference.com/media/2007/keynote_jim_tobin.mp3 Wed, 13 Jun 2007 19:12:00 EDT 42:39 Jim Tobin, Boston Scientific, sales, mit, sloan MIT Sloan Sales Club President of Advertisting and Commerce, Google Tim Armstrong, President of Advertising and Commerce, Google. Keynote from the 2007 MIT Sloan Sales Conference http://www.sloansalesconference.com/media/2007/keynote_tim_armstrong.mp3 Wed, 13 Jun 2007 19:11:00 EDT 43:28 Tim Armstrong, Google, sales, mit, sloan MIT Sloan Sales Club President of the Whiteley Group and best-selling author of "The Customer Driven Company: Moving from Talk to Action" Richard Whiteley, CEO of the Whiteley Group and best-selling author of "The Customer Driven Company: Moving from Talk to Action". Keynote from the 2007 MIT Sloan Sales Conference http://www.sloansalesconference.com/media/2007/keynote_richard_whiteley.mp3 Wed, 13 Jun 2007 19:10:00 EDT 1:04:13 Richard Whiteley, sales, mit, sloan MIT Sloan Sales Club Challenges of High Tech Sales The challenge of high tech sells lies in selling not just a box, but rather a complex solution and a service. Success in the world of high tech sales requires a diverse range of skills, from using proactive listening to understand the customer's pain, to guiding the engineering organization to develop an effective cure for that pain, to enabling the sales force to sell the solution to the customer. This team effort requires seamless coordination between the sales, marketing, and engineering teams. What is the most effective way to compensate, motivate, and lead your organization to effectively sell your products? What particular techniques are effective to sell hardware, software, systems, and services? How can you stay focused on selling valuable solutions and avoid resorting to selling faster and better features? Panelists: David Skok, General Partner, Matrix Partners (moderator) Ron Belanger, Vice President of Yahoo Search, Yahoo John Belle, Director of North American Inside Sales, Symantec Chris Kelley, Vice President of Tech Sales, Forrester Research Jeremy Kirsch, Vice President of Sales and Business Development, Viisage http://www.sloansalesconference.com/media/2007/panel_challenges_of_high_tech_sales.mp3 Wed, 13 Jun 2007 19:09:00 EDT 49:04 high tech, sales, mit, sloan MIT Sloan Sales Club Panel: Pathway to Partner in Service Organizations The client service business presents unique challenges. Companies are selling a high-end service, providing their customers with intangible, non-patentable information and knowledge. Partners at these firms are constantly focused on client development, spending as much time competing for new business as they are executing the already in hand business. These talented executives are responsible for employees who are highly talented and highly mobile working in non-hierarchical organizations. In this exciting panel, partners from the world's top firms discuss the practical skills and strategies necessary to succeed and get to the top of a high-end service organization. Panelists: Robert Pozen, Chairman, MFS Investment Management, Former Vice Chairman of Fidelity and former President of Fidelity Management (moderator) Pascal Acquire, Partner, McKinsey and Co Max Hernstein, Managing Director, Morgan Stanley Scott McDermott, Managing Director, Goldman Sachs Massimo Russo, Partner and Director of the Boston Office, Boston Consulting Group http://www.sloansalesconference.com/media/2007/panel_pathway_to_partner_in_service_organizations.mp3 Wed, 13 Jun 2007 19:08:00 EDT 57:45 consulting, investment banking, sales, mit, sloan MIT Sloan Sales Club Panel: Sales and Entrepreneurship Entrepreneurial firms can have the greatest products, but without an effective sales strategy and crisp sales execution the firm is doomed to failure. Startups face numerous challenges from demonstrating a proven technology solution to building a sustainable brand reputation. Some challengers strive to replace the larger, more established defender companies while others face countless startup competitors with similar (or better) technology. How can startups thrive and grow by winning business in such a competitive environment? How can a startup establish credibility and outsell the "big guys"? Is it possible (or necessary) to innovate continuously with your sales force as well as with your novel technology? This panel focuses on the critical importance of sales skills to entrepreneurs and the particular challenges of selling as a young company. Panelists: Peter Bell, Venture Partner, Highland Capital, Senior Lecturer, MIT Sloan (moderator) Mike Grandinetti, Chief Marketing Officer, Virtual Iron Software Tom Jones, Serial Entrepreneur, Founder Exit 411 and former HBS Professor Edward Walsh, President and CEO, Sanovi Gil Rapaport, Former Executive Vice President, XOSoft http://www.sloansalesconference.com/media/2007/panel_sales_and_entrepreneurship.mp3 Wed, 13 Jun 2007 19:07:00 EDT 51:09 entrepreneurship, sales, mit, sloan MIT Sloan Sales Club Panel: Global Sales, Global Impact The advent of globalization has already impacted various aspects of the modern business. This movement has significantly affected the sales management function in every global organization. How should sales teams plan to operate globally, with limited resources? What challenges and opportunities does globalization bring to those that manage sales forces? How can managers most effectively track and motivate their teams 24/7 to continue to excel? Panelists: Howard Anderson, William Porter Distinguished Lecturer, MIT Sloan, Founder of Yankee Group and Battery Ventures (moderator) Tom Francese, Executive Vice President of Worldwide Sales, Novell Michael Hasco, Vice President of Global Accounts, HJ Heinz Bill LePage, Vice President of Worldwide Inside Sales, Cisco Systems Dave Myers, Vice President and General Manager of Americas, Agilent Technologies Chris Perry, Executive Vice President of Sales, Americas, Thomson Financial http://www.sloansalesconference.com/media/2007/panel_global_sales_global_impact.mp3 Wed, 13 Jun 2007 19:06:00 EDT 57:19 global, sales, mit, sloan MIT Sloan Sales Club Panel: The Power of Women in Sales "Women may be better suited to handle sales positions than their male counterparts...Recent studies have found that some females have better selling skills." - Ramon Avila, Ball State University There are more women in professional sales roles today than ever before at Fortune 500 companies. Are women better salespeople? Debate and discuss this interesting topic with successful female executives from a cross-section of industries - the challenges they face, moving up fast, and how they manage all aspects of their diverse careers. Panelists: Shari Loessberg, Senior Lecturer and Entrepreneur, MIT Sloan (moderator) Colleen Honan, Vice President of Sales, InfoUSA Heather Loisel, Vice President Global Marketing Operations, SAP Laura Mayo, National Director of Inside Sales, Akamai Becky Thomas, Senior Vice President, North America Operations, Meridio http://www.sloansalesconference.com/media/2007/panel_the_power_of_women_in_sales.mp3 Wed, 13 Jun 2007 19:05:00 EDT 50:33 women, sales, mit, sloan MIT Sloan Sales Club Panel: Sales and Marketing: Working Together Senior managers often describe the working relationship between sales and marketing as unsatisfactory - these teams under-communicate, under-perform and over-complain. In many companies, sales forces and marketers feud, often with disastrous results. Two sources of common friction between sales and marketing are economic and culturally related. Marketing spends money on three of the four Ps (pricing, promotion and product) where results are harder, and therefore often not, measured. Marketing teams say they are all about building a competitive advantage for the future while sales teams have their noses to the grindstone every quarter. How can marketing and sales get along? Is it necessary for them to be more aligned? A lively debate will explore this highly relevant yet often brushed aside topic. Panelists: Tien Tzuo, Chief Strategy Officer, Salesforce.com (moderator) Earl Galleher, CEO, Gaga Marketing Chris Perkins, Executive Vice President and Group Account Director, Arnold Worldwide Brian Quinn, Vice President of Sales and Marketing, Dow Jones Online Robert Rizika, President and CEO, Acinion http://www.sloansalesconference.com/media/2007/panel_sales_and_marketing_working_together.mp3 Wed, 13 Jun 2007 19:04:00 EDT 51:20 marketing, sales, mit, sloan MIT Sloan Sales Club Panel: Sales Force Building and Management "Missionary sales people" are worth their weight in gold in every firm, but especially in early stage companies, before a product or a market has been fully developed. Can this missionary sales approach scale with rapidly growing revenue targets, or does the optimum mix of sales skills vary at different stages of company growth? This exciting session will look at best practices in building a sales force, based on practical, real life experiences. A variety of methods will be discussed for improving the skills and effectiveness of the sales force and attracting the right people into the organization. Finally, we will look at key factors that bring "cash to the register" most effectively. Panelists: Bill Aulet, Senior Lecturer and Entrepreneur in Residence, MIT Sloan (moderator) Woody Benson, Partner, Prism VentureWorks Don Hunt, Senior Vice President of Worldwide Sales, Nuance Communications Chris Reisig, Senior Vice President of Sales, Endeca Brian Zanghi, President and CEO, Pragmatech Software http://www.sloansalesconference.com/media/2007/panel_sales_force_building_and_management.mp3 Wed, 13 Jun 2007 19:03:00 EDT 50:53 management, sales, mit, sloan MIT Sloan Sales Club Jim Bagnola, Senior Partner, The Leadership Group This interactive, thought provoking and fast moving workshop challenges the major myths about leading, and counters with a new mindset. Age-old questions about leaders and leadership are discussed through small group discussions, video clips, and other exercises and simulations to get participants involved and learning experientially. Purpose: Erase the mythology surrounding leading and leadership and introduce new knowledge so that authentic leadership is reflected and multiplied at every level of the organization, thereby increasing productivity and lowering stress. Goal: To take the individual and team to its next level of success by focusing on the improvement of communication, leadership and influence skills. Key Topics: + Are there natural born leaders? What one element is required to be a leader? + Is 'followership' a derogatory term? + Are there characteristics that identify a leader in every situation? + Does a person's title automatically confer leadership? + Can you develop influence without, in spite of, or beyond authority? + What is the role of feedback in the process of leading? + What are the fundamental principles that enable one to upgrade their influence skills to a 360-degree status? + What function does competence, caring and trust play in the discipline of leadership? + Is leadership the responsibility of the management team alone or is it truly everybody's business? + Is there scientific research available to assist the organization in improving its individual and team leadership skills? http://www.sloansalesconference.com/media/2007/workshop_jim_bagnola.mp3 Wed, 13 Jun 2007 19:02:00 EDT 1:16:50 leadership, sales, mit, sloan MIT Sloan Sales Club Jeff Hoffman, CEO and Founder, Basho Strategies Today's modern sales professional has a large variety of tools available including search engines like Google and Yahoo!, social networking tools like LinkedIn, CRM technologies like Salesforce.com and global business information resources like OneSource and Dow Jones Online. But do you know how to use these tools to drive more revenue into the pipeline? Learn how to leverage the technology that is available to you to drive activity, connect with prospects, gain referrals through your network and quickly advance the sales cycle. Through participation in this workshop, you will discover how to: + Find new leads with Google and Yahoo!; + Develop email communications that immediately generate interest and inspire curiosity; + Take advantage of OneSource and Dow Jones Online to connect with the right people at the right time; + Use Salesforce.com to track your activity and streamline communications; + Use Web conferencing tools like WebEx to advance the sales cycle. http://www.sloansalesconference.com/media/2007/workshop_jeff_hoffman.mp3 Wed, 13 Jun 2007 19:01:00 EDT 1:02:12 training, sales, mit, sloan MIT Sloan Sales Club David Spector and Allison Marshall interviewed on WBIX Boston David Spector and Allison Marshall interviewed on WBIX Boston http://www.sloansalesconference.com/media/2007/silver_talks_money_sales_club_interview.mp3 Wed, 13 Jun 2007 19:00:00 EDT 15:41 interview, sales, mit, sloan