Sales & Marketing Summit

Sales & Marketing Summit

Schedule

Wednesday, SEPTEMBER 26, 2018

9:00 a.m.

Depart from hotel lobby for tour of Nissan

10:00 a.m.

Nissan Plant Tour

Activity Information
11:30 a.m.

Return from Nissan Plant Tour

12:00 p.m.

Box lunch available

1:30 p.m.

Registration

2:30 p.m.

Welcome and Introductions

Program Facilitator

2:35 p.m.

Creating an Atmosphere of Greatness

Tom Black
CEO, Center for Excellence

So many great salespeople do not find or create for themselves an atmosphere of greatness. It’s amazing what happens when you take a salesperson that is ambitious and coachable and put them in an atmosphere focused on their success. They become winners! So what are a few elements of this elusive atmosphere of greatness? Some elements are in the salesperson’s control and some are dependent upon the company where the salesperson works. Dr. Tom Black will discuss what it takes to create an atmosphere for success.

3:40 p.m.

Break

4:00 p.m.

BEST TECHNIQUES FOR MARKETING AND GETTING IN THE DOOR

Jim Huebner
Founder & CEO, HUEBNER Integrated Marketing

Often times, getting your foot in the door is more than half the battle - especially when you wear a size 15 shoe. As a marketing agency owner for 30 years (and owner of size 15 shoes) Jim Huebner will share some best practices for refining your story and getting your proverbial foot in the doors of your most important prospects. Reviewing both traditional and digital techniques, Jim will highlight key points for building awareness, earning trust, and landing the first meeting.

5:15 p.m.

Networking Reception

Thursday, SEPTEMBER 27, 2018

8:00 a.m.

Continental Breakfast

8:30 a.m.

Funnel to Flywheel: Marketing in an On-Demand World

Debbie Farese
Director of Marketing, HubSpot

Customers expect businesses to engage however they want, whenever they want and to anticipate their needs. Viewing your business as a traditional marketing funnel, which views customers as the output of a marketing and sales process, won’t help you keep up with these demands. It’s time to start thinking about your business as a flywheel where you align your entire business around the customer. As you reduce friction in the customer experience, your momentum as a business will accelerate.

9:30 a.m.

Networking Break

9:45 a.m.

Sales Process Management Techniques

Rob Ptacek
President & CEO, Competitive Edge Training and Consulting David Herber
President, Metal Innovations

Learn to sell more with less effort and resources. Rob and Dave will discuss Sales Pipeline best practices, sales-process efficiencies and how to apply Lean to the sales processes.

10:45 a.m.

Networking Break

11:00 a.m.

Inbound Organization: Build & Strengthen your Company's Future

Todd Hockenberry
President, Top Line Results

Inbound organization shows leaders how to build their company’s future around inbound principles and strengthen the structural foundations necessary to deal with changes in buyer behavior.

12:00 p.m.

Networking Lunch

1:00 p.m.

Roundtable Discussion

Do you have a particular challenge you want to dig into further with others who may have faced similar challenges? These roundtable discussions are designed to do just that. Share, brainstorm and grow better together. You will have a choice of three of the available topics to engage in a 25-minute facilitated discussion with your peers. Topics will include: growth strategies, sales goals, contact management tools, developing new markets and selling to next-gen leaders.

2:45 p.m.

Networking Break

3:00 p.m.

Enterprise Selling Strategies

Warren Brown President & CEO, Sandler Sales Institute

In the enterprise sales environment, the number of decision makers, as well as the degree of interaction between them, is typically far greater than what is required in more traditional sales interactions. Competitively pursuing large, complex accounts with multiple constituencies and decision makers is a huge challenge for sales professionals. This presentation will provide a strategic approach for winning business with profitable enterprise clients, serving them effectively and expanding the relationship over time.

4:30 p.m.

Adjourn

6:00 p.m.

Music City Pub Crawl (optional, additional $75)

Music City Pub Crawl is a walking tour that takes place on 2nd Avenue in downtown Nashville. Join us for an evening of networking as we take a pub crawl and be entertained with stories about Nashville’s past, friendly competition, funny toasts, drink specials, Southern food favorites and prizes/souvenirs.

Activity Information

Friday, SEPTEMBER 28, 2018

8:00 a.m.

Networking Breakfast

9:00 a.m.

Economic Outlook

Troy Balthrop
Senior Regional Economic Information Analyst, Atlanta Federal Reserve

Troy will discuss the 2018 economy and trends and provide an outlook on unemployment, inflation, interest rates, oil and gas prices, jobs and how it all will affect the outlook for manufacturing.

10:30 a.m.

Switch On Your Sales!

Chip Eichelberger, CSP Founder, GetSwitchedOn.com

Succeeding in sales is tough. Discover what you can do to consistently stand out from the competition, sell at a premium price, generate customer loyalty and have them refer you to others! When you “Switch On Your Sales” ability, you stand out in dramatic contrast to mediocre sales people! You won’t want to miss this unique, interactive, humorous, high-energy presentation that will leave you energized and renewed and ready to sell!

12:00 p.m.

Adjourn

 


 

Sponsorship Information

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