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A F RO S T & S U L L I VA N E X E C U T I V E M I N D C H A N G E

S T A R

REGISTER NOW [email protected] TEL: 1.877.GOFROST (1.877.463.7678) FAX: 1.888.674.3329 WWW.FROST.COM/STAR

February 11 - 13, 2019Hyatt Regency Resort, Spa and Casino Lake Tahoe, NV

BUILDING PEAK PERFORMING SALES ORGANIZATIONS

The People, The Processes, and The Technology

S A L E S T E A M A L P I N E R E T R E AT: A FROST & SULLIVAN EXECUTIVE MIND CHANGE

2ND ANNUAL

www.frost.com/linkedinSTAR#FrostSTAR


Discover an alpine paradise nestled within the scenic Sierra Mountain Range offering outdoor adventure and luxurious amenities - we guarantee you’ll experience an incomparable escape. Relax and take in gorgeous mountain and lake views, a perfect combination of business and pleasure to connect with key players in your sales organization.

LOCATION, LOCATION, LOCATION

18%

Executive (C-Level, VP, Director)

Other

Management

78%

4%

FUEL YOUR COMPANY’S GROWTH: 1The revenue your sales organization delivers is a key driver of enterprise-wide growth. Beat your C-Suite’s expectation and you, your team and your company succeeds; miss them and expect a big shake-up.

CUSTOMERS ARE THE GAME CHANGERS 2They have raised the bar on their needs and expectations, and are now dictating the way they will engage with you. Either continuously adapt to changing customer behavior or die.

TALENT IS EVERYTHING 3A dynamic, vibrant sales team drives revenue, long-term customer relationships, and brand success. You are only as good as your people. And you are competing for them. Be the sales organization that hires, nurtures, empowers, engages and rewards for success.

SALES PROCESSES ARE DEAL MAKERS… OR BREAKERS 4

Dynamic processes drive performance; weak processes drive ineffectiveness. And wherever you may fall on the spectrum, there are always opportunities to enhance or improve upon what you are doing.

NEW TECHNOLOGIES ARE EMERGING 5It’s happening at an unprecedented rate; sales organizations are digitally transforming at warp speed. Understanding how best to leverage and integrate next generation capabilities will be key to your success in a new digital age of sales.

COLLABORATE, COLLABORATE, COLLABORATE Engage in strategic and tactical conversations with key players in cross – industry sales organizations, guaranteed to generate new ideas from unexpected places!

RELAX, HAVE FUN, AND MAKE NEW FRIENDS Keep your contact list building and engines at high rev, while enjoying over a dozen unique networking events!

CONNECT WITH YOUR TEAMGive key members of your sales organization the opportunity to reinvigorate, discover new perspectives and strengthen bonds with one another, ultimately improving communication and productivity.

FIND SOLUTIONS FASTBe sure to sign up for a Frost & Sullivan Exclusive: Solutions Wheel! Collaborate speed date style with leading solution providers and discover who will help you address your business challenges - without a hard sales pitch.

❏ Every member of the sales organization who is an engine of consistent growth in revenue and business opportunities. Network with other forward thinking executives and collaborate on cross-industry best practices with:

Chief Sales/Revenue OfficersVice President/Director of SalesSales Management Business Development Executives Strategic AccountsCustomer Experience Client Success ExecutivesSales Consultant

*Please note this profile is based on past Executive MindXchange events.

EXECUTIVE PROFILE / WHO WILL PARTICIPATE

5 REASONS WHY YOU MUST ATTEND

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YOUR NEW FAVORITE EVENT

STAY AHEAD OF THE TECHNOLOGY CURVEOne-to-one personalized discussions will focus around new services thatexecutives can take advantage of to meet the specific needs of their businesses.

Lake Tahoe, Nevada

Source: TechValidate Survey of Sales Team Alpine Retreat 2018 Executive MindXchange Participants

94% of surveyed participants rate the content received at the Frost & Sullivan Executive MindXchange as timely and relevant.


Sales Operations Sales EnablementSales AutomationInside SalesField SalesChannel Sales Account Executives and Representatives


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Frost & Sullivan extends its appreciation to the following Advisory Board Members for their expertise and valuable support in ensuring the agenda delivers relevant and valuable content.

Toby Carrington Vice President and Head of Global Sales Operations Siemens Healthineers

Cate Gutowski Senior Vice President, Global Sales & Service Panasonic Avionics

Phil Horn Vice President, Service and Sales Sacramento Kings

Joseph Plubell Senior Vice President, Global Strategic Programs Black & Veatch

Brian Schultz Vice President, Sales and Marketing ABB

Gary Robbins PartnerGlobal Brand and Demand SolutionsFrost & Sullivan

John Ruggles Senior Vice President, Global SalesFrost & Sullivan

An event shaped by a community of your peers!

2nd Annual SALES TEAM ALPINE RETREAT EXECUTIVE MIND CHANGE ADVISORY BOARD

Snapshot Of Companies Represented At Previous Executive Mind change Events


SCHEDULE-AT-A-GLANCE

Zone 1. Exceeding Goals with Smart Prospecting and Pipeline Development | Zone 2. Heightening Efficiency and Enablement | Zone 3. Changing the Dynamics of Customer Engagement and Relationships

Customize your agenda! Stay the course with one zone or bounce around to others. All collaboration zones are Power-Point Free, participant-driven discussions featuring creative thinking and idea generation.

SATURDAY, FEBRUARY 9, 2019 | ARRIVAL DAY

7:00pm Suggested Arrival Time Arrive Saturday to take advantage of all Lake Tahoe has to offer – whether on your own or with your team.

SUNDAY, FEBRUARY 10, 2019 | NETWORKING DAY

9:00am SKI DAY

Spend your day taking advantage of the beauty of Tahoe's highest base resort with your peers – at Mt. Rose Ski Resort!

MONDAY, FEBRUARY 11, 2019 | WORKSHOPS, ORIENTATIONS & EVENING OF NETWORKING

Bring plenty of business cards, relax, meet-and-greet during this fun-filled day devoted to making new contacts and new friends.

INTERACTIVE WORKSHOP – Building a Sales Stack to Fuel Profitable GrowthExchange ideas, gain new perspectives, and power up your professional network during this deep dive workshop on technology-enabled sales.9:00am Registration, Continental Breakfast, and Exhibition9:30am INTERACTIVE WORKSHOP BEGINS

12:30pm INTERACTIVE WORKSHOP CONCLUDES

12:30pm Networking LunchFor Interactive Workshop Participants Only

3:15pm SPONSOR WORKSHOP

4:45pm SPONSOR REGISTRATION & ORIENTATION RECEPTION

6:00pm SPEAKER & THOUGHT LEADER ORIENTATION

6:45pm PARTICIPANT MEET ‘N’ GREET

7:30pm STAR WELCOME NETWORKING RECEPTION AND EVENT KICKOFF

TUESDAY, FEBRUARY 12, 2019 | GENERAL SESSION AND EXHIBITION

8:15am Registration, Continental Breakfast, and Exhibition9:00am WELCOME AND OUT OF THE GATE KEYNOTE – Accelerating the Digital Transformation of the Sales Organization9:50am NAVIGATING SALES TEAM ALPINE RETREAT

10:00am FIRESIDE CHAT – Think Customer First! 10:30am Networking, Refreshment, and Exhibition Break11:00am CONCURRENT COLLABORATION ZONES – CASE HISTORIES

Case Histories explore a specific use case and include informal conversations that draw upon the experience and expertise of the featured executive and participants.

Choose one of the following zones:

12:00pm Session to Session Travel Time

12:05pm CONCURRENT SESSIONS – Choose one of the following concurrent sessions:

INTERACTIVE – Solutions Wheel –Play the “wheel” to find out which of the industry's products and services will help you solve your challenges. It is a series of rapid fire, one-on-one meetings with leadingsponsors – both intense and fulfilling.

1:00pm Food For Thought Luncheon – Networking Roundtables Hosted by Industry LeadersPractitioners and solution providers host a menu of luncheon discussions on pertinent industry issues. Dine and dish with industry experts. The list of discussion topics will be available on-site.

2:00pm Session to Session Travel Time2:05pm CONCURRENT COLLABORATION ZONES – ROUNDTABLES

Roundtable sessions capture the power of all participants’ voices, insights and experiences via group discussion and exploration of the issue at hand.


3:20pm Networking, Refreshment, and Exhibition Break

SPEED RUNS – Join us for a burst of expert insight on:

H Savvy Use of Win Loss in Sales H Hiring Peak Performing Sales Talent to Elevate Your BusinessH Global Sales Productivity: How to Grow and Sustain Across Geos, People and Cultures

Zone 1. Developing the Sales Pipeline Zone 2. Pragmatic Ways to Drive Revenue via Sales and Marketing Alignment

CHOOSE BETWEEN THREE DIFFERENT COLLABORATION ZONES:

( OR )

Zone 1. Mastering Account Based Sales Development with Digital Selling

Zone 2. Innovating the Way You Coach: Make Sales Coaching a Core Growth Strategy

Zone 3. Best Practices: Personalize with Analytics and Insights

Zone 3. Incorporating Social Networks in Your Sales Strategy

DENOTES CONTENT SESSIONS

DENOTES NETWORKING EVENTS


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3:50pm

4:45pm THROUGH THE PASS KEYNOTE – Memorable and Meaningful Relationships: Rehumanizing the Sales Process 5:30pm STAR GAZING NETWORKING RECEPTION & 2ND ANNUAL STAR WINTER OLYMPICS

WEDNESDAY, FEBRUARY 13, 2019 | GENERAL SESSION AND EXHIBITION

8:30am Continental Breakfast and Exhibition9:00am ICE BREAKER AND KEYNOTE – Shifting the Mindset: The Journey to Digital Sales Transformation 9:45am GAUGING THE TURNS – Leading a Millennial and Mobile First Sales Organization10:15am Briefing Sessions, Networking, Refreshments, and Exhibition Break11:15am CONCURRENT COLLABORATION ZONES – BEST PRACTICES

Best Practice sessions examine a real world use case, dissect the best practices employed, and explore how to apply them to your own initiative and company.



1:30pm CONCURRENT COLLABORATION ZONES – PEER COUNCILS

Peer Council sessions are participant-driven discussions focusing on your key challenges and concerns.Choose one of the following zones:

2:15pm Networking, Refreshment, and Exhibition Break2:45pm DATA-ENABLED STRATEGY– Using Data & Advanced Analytics to Sense, Interpret and Act with Conviction on Market Trends3:15pm RIDING THE CORNICE – Digital in the Real World 2025: Will We Even Need a Sales Organization? 4:00pm LAST RUN – Mastering Superpowers: Harnessing Your Herculean Leadership Strengths to Avoid Hulk-Worthy Destruction 4:30pm Content for STAR - Sales Team Alpine Retreat: A Frost & Sullivan Executive MindXchange Concludes

THE FIX –Crowdsourcing Tactical Solutions to Our Most Vexing ChallengesShare your smarts! Choose between six themed brainstorming sessions and crowd source solutions to the most vexing challenges facing sales leaders and sales managers today.These are 15 minute rapid fire sessions with three rotations. First come, first serve, so choose wisely! Each brainstorm group will build upon the other to build a list of readilyoperationalized ideas to these common challenges:

THE FIX ON Channel Sales THE FIX ON Retaining Your TalentTHE FIX ON Onboarding THE FIX ON Aligning Your Team’s Email Strategy with Your Sales Objectives THE FIX ON Improving Sales Technology Adoption

Zone 1. Actionable Sales Forecasting Zone 2. Stand Out and Excel with Video Zone 3. Are Your Customer Conversations Sabotaging Your Sales Strategy?

Zone 1. Adapting to Changing Consumer Buying Patterns

Zone 2. Collaborating with Cross Functional Teamsto Win with Customers

Zone 3. Product as a Service: Reinventing the Sale


SCHEDULE-AT-A-GLANCEDENOTES CONTENT SESSIONS


94% of participants wouldrecommend this event to a

colleague and/or industry peer.

“I really enjoyed the variety of content and presenters. The platform of interactive workshops, then presentations and networking breaks was a

welcome change from other events.” – Senior Analyst, DAIMLER TRUCKS NORTH AMERICA | “Great event. Thank you for organizing!” –Sales

Director, BREG, INC. | “The overall experience was really good. Good to network with other leaders.” – Vice President, Global Sales & Services

Operations, GENESYS | “Loved it, kept me in the know of what’s next.” –Vice President, Sales Group, DENSO PRODUCTS AND SERVICES AMERICAS,INC. | “Our field is evolving like every other. In order to keep up or to preferably stay ahead, sessions like this are incredibly valuable.” –Vice President, Sales& Marketing, ABB | “Your team did a really great job! Hard to improve it was so thorough.” – Vice President, GlobalInside Sales, BLACKBERRY, LTD. The value for me was to see how other sales leaders in different industries manage theirsales teams, Director of Corporate Accounts, BREG, INC.

Great ideas, better solutions across different industries and the

networking opportunity is unlike anything I have experienced. Highly recommended. Sales Manager, INFINITY AUTO INSURANCE

“Understanding the pains and solutions faced across other large / established organizations, as well as what best practices are coming from rapid

growth-stage organizations.” – Director of Strategic Sales, LUCID SOFTWARE, INC. | “It was amazing to see different industries experiencing almost identicaloperational issues. Learning from people with experience and hearing about their trial and error in their practices gives a great perspective on what can be

achieved.” – Director of Sales Planning & Compensation, STRAUMANN | “Opportunities and insight are the key to creating

real world value from these events. Building strong relationships that you can call upon and having access to dynamic research allow

me to evaluate my business challenges in a different context.” – Assistant Vice President, Customer Service, INFINITY PROPERTY & CASUALTY

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Memorable and Meaningful Relationships: Rehumanizing the Sales ProcessShari LevitinFounder and Chief Executive OfficerShari Levitin Group

Shari Levitin is an energetic, wickedly funny sales guru, who helps sales teams bridge the gap between beating quota and selling with an authentic heartfelt approach. As the founder of the Shari Levitin Group, Shari has helped create over 1 billion dollars in increased revenue for companies in over 40 countries. Shari is the bestselling author of Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know, a contributor to Forbes, CEO Magazine, and Huffington Post.

Mastering Superpowers: Harnessing Your Herculean Leadership Strengths to Avoid Hulk-Worthy DestructionCarlann FergussonOwner & Leadership Change ExpertPropel Forward

Leadership expert and author Carlann Fergusson inspires leaders to erase self-doubts and discover their best leadership. Using thirty years of experience, she guides them in discovering their unique strengths, crushing limiting beliefs, abolishing self-sabotaging behaviors and leading their teams with vision. Carlann uses a blend of behavioral coaching, strategic mentoring and years of experience as a corporate leader and executive. She is author of the highly acclaimed book The Insightful Leader: Find Your Superpowers, Crush Limiting Beliefs and Abolish Self-Sabotaging Behaviors (Praeger, June 2018 ). Carlann has been cited in CBS MoneyWatch, International Business Times, Newsday and The Boston Globe.

Accelerating the Digital Transformation of the Sales OrganizationRakhi VoriaChief of Staff, Inside SalesMicrosoft

As one of the first employees on the Inside Sales team, Rakhi Voria played a key role in building a new digital sales force for Microsoft, growing the team to 2,000 sellers globally and the business to over $5B in under 3 years. She helped develop foundational elements of Microsoft’s inside sales model — everything from recruiting and interviewing new hires, to providing input into the programs, processes, and tools that they needed to be successful. She partnered with the leadership team to drive and land Microsoft’s inside sales strategy and global implementation across all commercial segments, geographies and product lines, digitally transforming Microsoft’s sales GTM and moving it into a new digital era. Rakhi has a strong passion for advancing women and millennials and serves as the Co-Chair of Women@Microsoft, leading a group of over 20,000 women across 15 regional chapters globally. This group is designed to help women grow their professional skills and expand career options through access to resources and tools.

Shifting the Mindset: The Journey to Digital Sales TransformationKeith HartleySenior Vice President Sales, Americas ServiceMax from GE Digital

Keith Hartley is the Senior Vice President of Sales for Servicemax from GE Digital, with responsibility for the Americas field selling organization and go-to-market strategy. He has a proven track record of sales strategy and sales execution in the business application space including Field Service Management, ERP, CRM and Human Capital Management. Prior to Servicemax, Keith served as Vice President of Sales at Oracle, where his team led the company’s sales efforts into large strategic accounts. During his 8 years at Oracle, Keith also led the sales strategy team focused on business applications, where he built and drove sales operational best practices for ac-count planning and deal strategy. Keith has held sales management roles with leading companies such as IBM and Red Hat software.


MAXIMIZE YOUR NETWORKINGSunday, February 10, 2019

Monday, February 11, 2019

7:30pm

Welcome to Lake Tahoe! Meet your fellow peers for some cocktails, conversations and cheers to a perfect start of what is sure to be a unique event.

Tuesday, February 12, 2019

Star Gazing Networking Reception & 2nd Annual STAR Winter Olympics5:30pm

Ski Day9:00am

Ski Day - Arrive early to take advantage of the beauty of Tahoe’s highest base resort and fantastic conditions at Mt. Rose Ski Resort! We’ll start with breakfast before hitting the slopes, and then match you with up to three other skiers or snowboarders who share your same level of experience. A great way to kickoff networking. Transportation from the Hyatt Regency Lake Tahoe Resort, Spa and Casino and the lift ticket will be provided.

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STAR Welcome Networking Reception & Event Kickoff

Never Skied Before and Always Wanted to Try? Today is the Day!

Learn to Ski Program* - Join fellow adventure seekers and hit the slopes with a morning group lesson. In the afternoon, you’ll be on your own to hit the bunny slopes, or for those more adventurous, the greens and blues (we won’t say, black diamond just yet). *Learn to Ski Program includes a 2 hour lesson, rentals and a lift ticket for the entire day.


Hors d’oeuvres, buffet dinner and just plain winter Olympics fun! Gear up for a night of winter-themed Olympic games minus the chilling temperatures. Dinner and cocktails will be served throughout the night and our top teams will be draped in Gold, Silver & Bronze. Experience what will be the most fun you’ve ever had at an event while making lifetime connections.

Participant Fee: $195

Participant Meet ‘n’ Greet 6:45pm

This end-user/practitioner networking activity is youropportunity to identify – right out of the gate – those peerswho share challenges similar to your own. It’s a great way to find participants who have thought leadership you can benefit from and to facilitate later dialogues throughout the event.

AGENDA


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Saturday, February 9, 2019 | Arrival Day7:00pm Suggested Arrival Time Arrive Saturday to take advantage of all Lake Tahoe has to offer – whether on your own or with your team.

Sunday, February 10, 2019 | Networking Day 9:00am Ski Day Spend your day taking advantage of the beauty of Tahoe’s highest base resort with your peers – at Mt. Rose Ski Resort! Lunch & transportation provided.

Monday, February 11, 2019 | Workshops, Orientations & Evening of NetworkingBring plenty of business cards, relax, meet-and-greet during this fun-filled day devoted to making new contacts and new friends.

9:00am Registration, Continental Breakfast, and Exhibition Exchange ideas, gain new perspectives, and power up your professional network during this deep dive workshop on technology-enabled sales.9:30am Interactive Workshop – Building a Sales Stack to Fuel Profitable Growth WORKSHOP LEADERS: Dan Cilley Nancy Nardin Co-Founder Co-Founder Vendor Neutral Vendor Neutral

12:30pm Interactive Workshop Concludes 12:30pm Networking Lunch For Interactive Workshop Participants Only3:15pm Sponsor Workshop4:45pm Sponsor Registration & Orientation Reception6:00pm Speaker & Thought Leader Orientation An essential meeting for speakers, facilitators, and confirmed thought leaders to preview the event, highlight your roles, and network with fellow peers. 6:45pm Participant Meet ‘n’ Greet This end-user/practitioner networking activity is your opportunity to identify – right out of the gate – those peers who share challenges similar to your own. It’s a great way to find participants who have thought leadership you can benefit from and to facilitate later dialogues throughout the event.

7:30pm STAR Welcome Networking Reception and Event Kickoff Welcome to Lake Tahoe! Meet your fellow peers for some cocktails, conversations and cheers to a perfect start of what is sure to be a unique event.

SESSION ABSTRACT: New sales technologies are emerging at an unprecedented rate, and present numerous opportunities to transform your sales organization. Understanding every aspect of this changing landscape and how best to leverage next-generation capabilities will be key to your success in a new digital age of sales. Join us as we navigate the seemingly unlimited number of choices to determine the best technology path to drive your profitable growth well into the future.

KEY TAKE-AWAYS:• Design a blueprint for understanding the confusing landscape of salestech options• Examine best practices for prioritizing salestech purchases and assessing your needs• Participate in the hands-on, interactive development of a salestech roadmap based on a sample case-study

ABOUT YOUR WORKSHOP LEADERS:Dan helps companies clear the fog surrounding the SalesTech selection process. He strives to deliver more than just systems knowledge and expertise. Dan understands how to maximize today’s sales and marketing tools to improve customer engagement without unneces-sary disruption. From planning and integration to training and support, he helps enterprise-level organizations leverage modern technology to achieve their goals and objectives.

Nancy, knows sales. She’s been a salesperson since the early ‘80s in Silicon Valley, when she sold for the world’s first laptop computer manufacturer, GRiD Systems. Laptops, she says, gave rise to the need for sales software. She’s sold technology and services to large enterprises ever since. During her 30 year career, she provided sales leadership to several well-known analyst firms. In 2009 she took her passion for sales technology and entrepreneurship and launched Smart Selling Tools, which offers free resources to learn about sales technologies. Nancy has been recognized in Forbes as one of the Top 30 Social Sales Influencers in the World, and has won numerous top industry sales thought leadership awards.

AGENDATuesday, February 12, 2019


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Tuesday, February 12, 2019 | General Session and Exhibition

8:15am Registration, Continental Breakfast, and Exhibition MASTER OF CEREMONIES: Brian Fitzpatrick Partner, Senior Vice President & General Manager, Events Division Frost & Sullivan

9:00am WELCOME AND KEYNOTE – Accelerating the Digital Transformation of the Sales Organization

Rakhi Voria Chief of Staff, Inside Sales Microsoft

9:50am Navigating Sales Team Alpine Retreat 10:00am FIRESIDE CHAT – Think Customer First!

Steve Riddell Head of Customer Experience Casper Former Chief Sales Officer, Sprint

AGENDA

SESSION ABSTRACT: We all know that customer engagement/experience matters and yet much of our thinking about engagement remains elementary at best. We tend to look at it through a very “narrow lens” as someone is either engaged or they’re not. But this is a limited view that hampers our ability to manage engagement in meaningful ways. This session will look at a brief history of “customer experience” and then focus on what the enterprise can do to engage customers in a meaningful way.

KEY TAKE-AWAYS:• A blueprint for how to “define” the customer experience in such a way that the contact center company can actually deliver it• Insight on “10 best practices” that were employed at Casper, Blinds.com, Sprint and other companies that were used to achieve 20% year over year growth while at the same time achieving a high level of customer engagement/experience• An understanding of why seeing customer engagement through the lens of the customer could make you the “Casper” of your industry

SESSION ABSTRACT: This keynote presentation will provide insight into the forces driving digital transformation, and the paradoxes that sales organizations are faced with in meeting changing customer expectations. Learn how Microsoft is leveraging AI to engage customers contextually, harnessing the power of networks to drive innovation, and partnering with customers throughout their digital transformation journey.

KEY TAKE-AWAYS:• An understanding that digitization is more than just a change of tools or technological devices, and that it presents organizations with the opportunity to evolve digital selling to meet customer expectations at scale while still making interactions personal• Key learnings from Microsoft Inside Sales on how it transformed its customer engagement and sales platforms to reach customers with the right touch at the right time with the right insights• Insight on how to create a culture that unlocks productivity and embraces agility, innovation, and continual evolution

Featured Demonstration Hosted by: www.frost.com/linkedinSTAR

#FrostSTAR

SCHEDULE-AT-A-GLANCE

Zone 1. Exceeding Goals with Smart Prospecting and Pipeline Development | Zone 2. Heightening Efficiency and Enablement | Zone 3. Changing the Dynamics of Customer Engagement and Relationships

Customize your agenda! Stay the course with one zone or bounce around to others. All collaboration zones are Power-Point Free, participant-driven discussions featuring creative thinking and idea generation.

SATURDAY, FEBRUARY 9, 2019 | ARRIVAL DAY

7:00pm Suggested Arrival Time Arrive Saturday to take advantage of all Lake Tahoe has to offer – whether on your own or with your team.

SUNDAY, FEBRUARY 10, 2019 | NETWORKING DAY

9:00am SKI DAY

Spend your day taking advantage of the beauty of Tahoe's highest base resort with your peers – at Mt. Rose Ski Resort!

MONDAY, FEBRUARY 11, 2019 | WORKSHOPS, ORIENTATIONS & EVENING OF NETWORKING

Bring plenty of business cards, relax, meet-and-greet during this fun-filled day devoted to making new contacts and new friends.

INTERACTIVE WORKSHOP – Building a Sales Stack to Fuel Profitable GrowthExchange ideas, gain new perspectives, and power up your professional network during this deep dive workshop on technology-enabled sales.9:00am Registration, Continental Breakfast, and Exhibition9:30am INTERACTIVE WORKSHOP BEGINS

12:30pm INTERACTIVE WORKSHOP CONCLUDES

12:30pm Networking LunchFor Interactive Workshop Participants Only

3:15pm SPONSOR WORKSHOP

4:45pm SPONSOR REGISTRATION & ORIENTATION RECEPTION

6:00pm SPEAKER & THOUGHT LEADER ORIENTATION

6:45pm PARTICIPANT MEET ‘N’ GREET

7:30pm STAR WELCOME NETWORKING RECEPTION AND EVENT KICKOFF


8:15am Registration, Continental Breakfast, and Exhibition9:00am WELCOME AND OUT OF THE GATE KEYNOTE – Accelerating the Digital Transformation of the Sales Organization9:50am NAVIGATING SALES TEAM ALPINE RETREAT

10:00am FIRESIDE CHAT – Think Customer First! 10:30am Networking, Refreshment, and Exhibition Break11:00am CONCURRENT COLLABORATION ZONES – CASE HISTORIES

Case Histories explore a specific use case and include informal conversations that draw upon the experience and expertise of the featured executive and participants.


12:00pm Session to Session Travel Time

12:05pm CONCURRENT SESSIONS – Choose one of the following concurrent sessions:

INTERACTIVE – Solutions Wheel –Play the “wheel” to find out which of the industry's products and services will help you solve your challenges. It is a series of rapid fire, one-on-one meetings with leadingsponsors – both intense and fulfilling.


2:00pm Session to Session Travel Time2:05pm CONCURRENT COLLABORATION ZONES – ROUNDTABLES

Roundtable sessions capture the power of all participants’ voices, insights and experiences via group discussion and exploration of the issue at hand.



SPEED RUNS – Join us for a burst of expert insight on:

H Savvy Use of Win Loss in Sales H Hiring Peak Performing Sales Talent to Elevate Your BusinessH Global Sales Productivity: How to Grow and Sustain Across Geos, People and Cultures

Zone 1. Developing the Sales Pipeline Zone 2. Pragmatic Ways to Drive Revenue via Sales and Marketing Alignment

CHOOSE BETWEEN THREE DIFFERENT COLLABORATION ZONES:

( OR )

Zone 1. Mastering Account Based Sales Development with Digital Selling


Zone 3. Best Practices: Personalize with Analytics and Insights

Zone 3. Incorporating Social Networks in Your Sales Strategy

DENOTES CONTENT SESSIONS



10:30am Networking, Refreshment, and Exhibition Break

11:00am CONCURRENT COLLABORATION ZONES – CASE HISTORIES Case Histories explore a specific use case and include informal conversations that draw upon the experience and expertise of the featured executive and participants.


Zone 1. Developing the Sales Pipeline Zone 2. Pragmatic Ways to Drive Revenue via Sales and Marketing Alignment Zone 3. Incorporating Social Networks in Your Sales Strategy

FACILITATOR: Eric Fuessel Senior Account Executive EveryoneSocial

12:00pm Session-to-Session Travel Time


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What Inspired You?

“Conversations were natural and the relationships really built over

the 3 days.”

“Sense of community.

Great connections made!”

“The transparency of participants to

share challenges & solutions.”

“Great insights from the speakers with actionable takeaways. This event

re-energized me!”

“The passion of participants, guests and the

Frost & Sullivan team.”

“I loved the inspire pins!”

SESSION ABSTRACT: Want to increase your sales pipeline? Win-rates? Deal size? These big three make a HUGE difference in fueling your company’s growth. And one way to achieve these things is through social selling. Of course, social selling isn’t new. But it’s much more than simply posting some content on social media and viola! You got sales! Join this interactive session to discover how to excel at social selling and the best ways to utilize social networks to boost your sales strategy.

KEY TAKE-AWAYS:• Insight on why social selling is not blindly posting con-

tent to social networks; you need a strategy• Key factors for why social networks must play a major

role in your sales efforts• Examples of how a world class organization dominated

their sales with a social selling strategy and program


12:05pm Concurrent Sessions – Choose one of the following concurrent sessions:

Interactive – Solutions Wheel – Play the “wheel” to find out which of the industry’s products and services will help you solve your challenges. It is a series of rapid fire, one-on-one meetings with leading sponsors – both intense and fulfilling. (OR) Speed Runs Join us for a burst of expert insight on: H Savvy Use of Win Loss in Sales: Leverage Your Win Loss Data to Drive Business Strategy Bill Sexton Vice President, Sales Operations Systemax

H Hiring Peak Performing Sales Talent to Elevate Your Business Jamie Crosbie Founder and Chief Executive Officer ProActivate

H Global Sales Productivity: How to Grow and Sustain Across Geos, People and Cultures

Philippe Le Baron Vice President World Wide Sales, CATIA Dassault Systèmes

SESSION ABSTRACT: In a world of “big data” it can be difficult to filter out the noise from the data that will drive true business insights. There is no better data then the insights your sales team captures when they win, and even more so, when they lose a deal. In this session we will discuss how to best capture and leverage your sales team’s wins and losses to drive business critical decisions and give you an edge against competition.

KEY TAKE-AWAYS:• An understanding of why capturing loss data is so critical to the success of your company• Examples of methods to encourage your sellers to accurately capture loss data (WIIFM)• Insight on how to best capture win and loss data to provide clear insights to the business


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SESSION ABSTRACT: Salespeople are some of the most resistant to change professionals you can encounter. Yet, the success of the execution of your sales strategy relies on how fast they will embrace the changes that are thrown at them every other quarter: Change of quotas, change of territories, change of sales manager, change of team, change of line of products, change of Go To Market Models, change of social selling strategies, you name it…Yet you can not afford to have sales execution silos developing across Geos without a consistent framework that guarantees consistency of message, self sustainability of your growth and scalable results across the world.

KEY TAKE-AWAYS:• Insight on one process that binds all execution processes together that gives you both the pulse of the business in any GEO as well as the platform for you to make that pulse beat faster across the world wherever you are• Fresh perspectives on one skill that’s independent of countries, people and culture and which is the cornerstone of your sales execution skills• An understanding of the one metric that tells the truth about the performance at each level of your sales organization, regardless of GEOs, how they do business or which language they speak and that you can improve through 3 simple questions

SESSION ABSTRACT: Sharpen your skills to source, attract, qualify and build a rock star sales team with peak performers. In this session we will also explore which is more important in qualifying top talent - skill set or mindset and will help you identify key characteristics that illustrate a peak performer.

KEY TAKE-AWAYS:• Insight on a strategic approach to hire the best and upgrade the rest• Fresh perspective on the challenges sales organizations face in hiring top sales talent• Examples of methods to qualify candidates for sales grit (mindset) in the hiring process• The secret sauce for boosting sales as it relates to talent

SESSION ABSTRACT: In reality, too many sales executives treat coaching as an optional activity for their sales leaders and not as one of their primary growth strategies. Yet, research shows sales coaching can increase sales productivity by 19% or better. In this session we’ll discuss the reasons sales executives under-value coaching and identify actionable solutions to initiate, sustain, and measure the impact of sales coaching as a core growth strategy.

KEY TAKE-AWAYS:• A fresh perspective and actionable insights to turn sales coaching into a growth strategy• A template to assess the potential ROI of improved sales coaching in your organization• A recommended cadence for improving the relevance, efficiency, and measurable results from sales coaching

SESSION ABSTRACT: Are you achieving the industry benchmarks: pipeline coverage ratios and deal conversion ratios from your outbound sales motion?

Where does your sales team stack rank against your competition, or best-in-class?

In this highly interactive session we will discuss the 5 core pillars of ABSD sales strategy that highly influence sales objectives:• Selection of Accounts• Planning & Storyboarding• Engaging• Activation• Run or Replacing Accounts

KEY TAKE-AWAYS:• Best practices for re-engineering your account selection process, even within an existing territory or vertical model• Insight on why stepping back to plan stories and conversations in advance will hyper-accelerate account activation• Examples of digital tools that best-in-class sellers are using to engage customers in a bold & different way• An understanding of how a properly defined account segmentation process helps sellers get in and out of accounts more rapidly


1:00pm Food For Thought Luncheon – Networking Roundtables Hosted by Industry Leaders Practitioners and solution providers host a menu of luncheon discussions on pertinent industry issues. Dine and dish with industry experts. The list of discussion topics will be available on-site.

2:00pm Session-to-Session Travel Time

2:05pm CONCURRENT COLLABORATION ZONES – ROUNDTABLES Roundtable sessions capture the power of all participants’ voices, insights and experiences via group discussion and exploration of the issue at hand.


Zone 1. Mastering Account Based Sales Development (ABSD) Driven Through Modern Digital Selling FACILITATOR: Jamie Shanks Chief Executive Officer Sales for Life


FACILITATOR: Andy Smith Senior Vice President, Sales & Marketing Axiom Sales Force Development

Zone 3. Personalize with Analytics and Insights

REGISTER NOW [email protected] TEL: 1.877.GOFROST (1.877.763.767) FAX: 1.888.674.3329 WWW.FROST.COM/STARREGISTER NOW [email protected] TEL: 1.877.GOFROST (1.877.463.7678) FAX: 1.888.674.3329 WWW.FROST.COM/STAR

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3:50pm THE FIX – Crowdsourcing Tactical Solutions to Our Most Vexing Challenges Share your smarts! Choose between six themed brainstorming sessions and crowd source solutions to the most vexing challenges facing sales today. These are 15 minute rapid fire sessions with three rotations. First come, first serve, so choose wisely! Each brainstorm group will build upon the other to build a list of readily operationalized ideas to these common challenges: THE FIX on Channel Sales Hosted By: Philippe Le Baron, Vice President World Wide Sales, CATIA, Dassault Systèmes THE FIX on Retaining Your Talent Hosted By: Tim Ryan, Regional Sales Vice President, Grainger THE FIX on Onboarding Hosted By: George Donovan, Chief Revenue Officer, Allego THE FIX on Aligning Your Team’s Email Strategy with Your Sales Objectives Hosted By: Steve Riddell, Head of Customer Experience, Casper - Former Chief Sales Officer, Sprint THE FIX on Improving Sales Technology Adoption Hosted By: Rakhi Voria, Chief of Staff, Inside Sales, Microsoft

4:45pm THROUGH THE PASS KEYNOTE – Memorable and Meaningful Relationships: Rehumanizing the Sales Process

Shari Levitin Chief Executive Officer Shari Levitin Group


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SESSION ABSTRACT: One of the biggest challenges facing sales reps and sales leaders is the failure to effectively connect, share and listen to our customers. Attention span has decreased from thirty to eight seconds. Salespeople must create interest span to combat lower attention span. The tendency for young people to flee from meaningful conversation results in loss of rapport and connection. This makes objection handling more difficult than ever before. The solution? Rehu-manize the Sales Process.

KEY TAKE-AWAYS:• Insight on how anything that can be told can be asked• An example of The CALL Method: CONNECT, ASK, LISTEN AND LINK method to sales• Best practices on how leveraging first, second and third level questions will get to the heart of why people buy your product or service• An understanding of how to listen to the emotion behind the words• Examples of how to unpack three methods for linking what’s important to the customer to your offering to build urgency


5:30pm

Hors d’oeuvres, buffet dinner and just plain winter Olympics fun! Gear up for a night of winter-themed Olympic games minus the chilling temperatures. Dinner and cocktails will be served throughout the night and our top teams will be draped in Gold, Silver & Bronze. Experience what will be the most fun you’ve ever had at an event while making lifetime connections.

STAR Gazing Networking Reception & 2nd Annual STAR Winter Olympics

Featured Demonstration Hosted by:

AGENDAWednesday, February 13, 2019


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Wednesday, February 13, 2019 | General Session and Exhibition

8:30am Continental Breakfast, and Exhibition9:00am ICE BREAKER AND KEYNOTE – Shifting the Mindset: The Journey to Digital Sales Transformation

Keith Hartley Senior Vice President Sales, Americas ServiceMax from GE Digital

9:45am GAUGING THE TURNS – Leading a Millennial and Mobile First Sales Organization

Toby Carrington Senior Vice President of Global Sales Operations Siemens Healthineers

10:15am Briefing Sessions, Networking, Refreshments, and Exhibition Break

11:15am CONCURRENT COLLABORATION ZONES – BEST PRACTICES Best Practice sessions examine a real world use case, dissect the best practices employed, and explore how to apply them to your own initiative and company.


Zone 1. Actionable Sales Forecasting

SESSION ABSTRACT: Generational change in the salesforce brings nuanced challenges - especially how to motivate, engage and drive high performing teams with a new breed of sellers. This session will draw on research and a case study showing the process, culture and mobile first technological change necessary to enable a modern sales organization.

KEY TAKE-AWAYS:• Fresh perspectives on the specific challenges organizations face with the demographic change of the salesforce• Pragmatic ways to introduce mobile first tools into an existing sales technology landscape• Success factors in collaboration and community building across sales teams

SESSION ABSTRACT: Transforming your sales team into a quota-busting organization today requires a successful digital transformation. This keynote presentation will discuss how to bridge the gap between aspiring to “go digital” and the capability needed for a successful transformation, including a change in the mindset, process and tools for your sales team.

KEY TAKE-AWAYS:• A Top-10 guide to digitally transforming the sales organization• Lessons learned from successful and unsuccessful transformations• Tools to consider when digitally transforming the sales organization



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Zone 2. Stand Out and Excel with Video Your Sales Process CO-FACILITATORS: David Goad Kurt Shaver Director of Training and Coaching and Associate Partner Chief Sales Officer & Co-founder Vengreso Vengreso

Zone 3. Are Your Customer Conversations Sabotaging Your Sales Strategy?

CO-FACILITATORS: Brian Thomas Bruce Wedderburn Global Director of Client Development Chief Sales Officer The Northern Trust Company Integrity Solutions

12:15pm Food For Thought Luncheon – Networking Roundtables Hosted by Industry Leaders Practitioners and solution providers host a menu of luncheon discussions on pertinent industry issues. Dine and dish with industry experts. The list of discussion topics will be available on-site.

1:30pm CONCURRENT COLLABORATION ZONES – PEER COUNCILS Peer Council sessions are participant-driven discussions focusing on your key challenges and concerns.


Zone 1. Adapting to Changing Consumer Buying Patterns

MODERATOR: Marek Wasilewski Vice President Sales Symantec

SESSION ABSTRACT: The job of sales leader has never been more challenging. Aggressive growth targets in a commoditized marketplace…prospects more informed and demanding than ever before…buying decisions being made on price while your team struggles to differentiate…and you know your sales team is still too product-focused. If you’re feeling the pressure, you’re not alone. To deal with them, you’ll need to make substantial shifts in the execution of your strategies – one customer conversation at a time.

In this interactive session you will learn how a leading financial services organization is addressing these challenges and turning their sales strategies into business results.

KEY TAKE-AWAYS:• Examples of the key reasons why your sales conversations may be unconsciously increasing your sales cycle time and cost of sale.• An understanding of how your sales reps are selling the one thing your clients don’t want – and what to do about it• Insight on why selling the “value” of your offerings leads your customers to price-shop• A “Pipeline Reality Checklist” - a practical how-to for measuring the true value of your pipeline that you can use immediately

SESSION ABSTRACT: Whilst the number of available products is exponentially increasing, consumers are seeking experience over functionality. It appears that with the new generation Emotion trumps Logic. The purpose of this interactive session is to brainstorm and share how organizations have to adapt and change their approach to facilitate the needs of the consumer.

KEY TAKE-AWAYS:• Insight on what the most logical point of departure is and will culture have to eat strategy for breakfast in this new world• Best practices for utilization of complimentary tools like Analytics and AI to increase efficiency and to better serve the customer• Pragmatic ways to structure brands to offer hyper- personalized products and services

SESSION ABSTRACT: Is video just a tool for marketers? No! Video has great potential to deepen a salesperson’s engagement with the customer. But, how do you get salespeople to create video that is on brand and advances their sales conversations? How do you implement training and processes to support video in your sales process? How do you know if your salespeople are generating positive results through video? How do you drive adoption?

This interactive session combines lessons learned in the trenches with proven best practices in process and training in effective use of video in modern selling.

KEY TAKE-AWAYS:• Proven insights that your buyer wants to engage with video• Insight on how to develop the mindset shift needed before a salesperson presses the record button• Framework for use cases that will deliver ROI through video in your sales process


Zone 2. Collaborating with Cross Functional Teams to Win with Customers

MODERATOR: Jason Blais Vice President, Inside Sales ZipRecuiter

Zone 3. Product as a Service: Reinventing the Sale

MODERATOR: Joe Plubell Senior Vice President, Global Strategic Accounts Black & Veatch


2:45pm BLACK DIAMOND – Data-Enabled Strategy – Using Data & Advanced Analytics to Sense, Interpret and Act with Conviction on Market Trends

Bernhard Ries Senior Director Corporate Market Intelligence Intel Corporation

SESSION ABSTRACT: The razor or the blades – which to sell? Well, the answer is both. Many companies put their full weight behind selling a differentiated product, at least in their mind, and neglect the potential and opportunity of an attractive after market. This interactive session will speak to tactics and approaches to extending the sale beyond the original “Widget”.

KEY TAKE-AWAYS:• Keys to understanding what your customers want in the total life cycle of a product• Examples of organizational levers that can be used to develop a successful service approach• Methods to structure and incentivize service selling


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Featured Demonstration Hosted by:

SESSION ABSTRACT: Data and advanced analytics are trans-forming every industry. While most of us would likely expect the formulation of strategy to continue to be the domain of experts in the C-Suite and their strategy offices, there are new ways of leverag-ing AI, machine learning, natural language processing and associated techniques to make better strategy decisions. This session will focus on how Intel is evolving its processes for sensing market trends and interpreting data in new ways to act with conviction on market trends to capture growth opportunities.

KEY TAKE-AWAYS:• An understanding of why market sensing and strategy formulation is and will continue to be part art, part science. But new capabilities that are available to strategy leaders make it essential to transform your strategy function into a data-enabled strategy office in order to compete effectively • Insight into methods and processes that Intel is deploying to detect market trends, predict M&A activity and act with conviction on these findings

SESSION ABSTRACT: Winning in a VUCA (Volatile, Uncer-tain, Complex, and Ambiguous) world, requires break neck speed of innovation and responsiveness to changing market dynamics and/or customer needs. If you can’t collaborate with cross functional teams at a world class level, you can’t compete as a world class organization.

In this interactive session, we’ll use a common, everyday scenario as a backdrop to work together and synthesize a world class model for internal cross functional collaboration that delivers winning solutions to customers quickly and efficiently.

KEY TAKE-AWAYS:• A blueprint for the stages from collecting/generating ideas to go live of a new solution/service/product• Best practices for clearly defining the challenges inherent in each stage• An interactive platform to share and/or develop solutions to overcome those challenges• A working model that can be shared with our teams to improve the effectiveness of our cross functional collaboration



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3:15pm RIDING THE CORNICE – Digital in the Real World 2025: Will We Even Need a Sales Organization?

MODERATOR: John Ruggles Senior Vice President of Global Sales Frost & Sullivan

4:00pm LAST RUN – Mastering Superpowers: Harnessing Your Herculean Leadership Strengths to Avoid Hulk-Worthy Destruction

Carlann Fergusson Owner & Leadership Change Expert Propel Forward

4:30pm Content for STAR - Sales Team Alpine Retreat: A Frost & Sullivan Executive MindXchange Concludes

SESSION ABSTRACT: With the advent of e-commerce, artificial intelligence and other advanced digital sales technologies that will emerge in time, will the sales team of 2025 be entirely digital? Join this 1vs1 debate to find out who will be crowned the champion of sales in 2025, the software or the salesperson.

SESSION ABSTRACT: In today’s social media world leaders are fearful of saying or doing the wrong thing and self-sabotaging their career. This session uses real leader’s stories to help you uncover the leadership Superpower that is the source of your most enviable leadership strengths and your most cringeworthy leadership moments.

KEY TAKE-AWAYS:• A guide to gain awareness of your primary leadership Superpower and the incredible gifts you bring to the organization• Insight into the negative perceptions created by overusing your greatest strength that unwittingly sabotage your leadership• Action steps for bringing your superpower back into balance to eliminate self-sabotaging behaviors and increase your influence

Urvish Thakkar Vice President Sales Strategy & Operations, AmericasHP

PANELISTS INCLUDE:Toby Carrington Senior Vice President of Global Sales OperationsSiemens Healthineers

SPEND TIME WITH THE BEST TO BECOME THE BEST.

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Allego’s modern sales learning and coaching platform elevates sales performance by

combining training, practice, coaching and knowledge sharing into one app. With Allego,

sales teams onboard faster, confidently deliver the right messaging, rapidly adopt best practices, coach and practice more frequently, and collaborate better with peers and the home office.www.allego.com

At Axiom, we help our clients win more business at higher margins than their competitors. We do this by transforming how their sales people engage with

prospects and customers, how their managers coach and develop sales people, and how leaders measure and drive sales performance. www.axiomsfd.com

We enable B2B companies to attract, engage and convert prospects into customers at an accelerated

rate; by delivering an end-to-end turnkey, integrated, solution, built on the foundation that a strategically planned, focused and integrated program will yield the greatest return. These fully customized and integrated marketing solutions can take the form of nurturing, demand generation and/or pipeline development programs. Your goals are our goals.www.frost.com/brandanddemand

Integrity Solutions develop unparalleled excellence in sales performance, coaching, leadership, and customer service by igniting a passion among sales and service

professionals with a specific focus on their attitudes, values, motiva-tions, and beliefs. Our core solutions are grounded in values, trust, and ethics. Integrity aims to change the perspectives and mindsets of selling and coaching in order to help clients win more customers, keep more customers, and grow profitable revenue. www.integritysolutions.com

ProActivate partners globally with forward thinking leaders of organizations to achieve their revenue goals. They provide top-shelf talent that is needed to amplify your message, leverage your position, and expand your base. Their unique model is the next generation of talent acquisition. They qualify talent through an in-depth precise methodology based on behavioral modeling, digging deep into both skill-set, mindset and simulation evaluations. This allows them to offer only the most qual-ified sales professionals for your continuing strong growth. www.ProActivate.com

Sales for Life is the world’s leading Digital Selling/Social Selling training

& consulting firm for mid-market and enterprise companies. Sales for Life has trained over 100,000 sales leaders and professionals, for brands such as Microsoft, Thomson Reuters, Oracle & Intel. www.salesforlife.com

New Sales Technologies are emerging at an unprecedented rate. Under-

standing this changing landscape and how best to leverage next-generation

capabilities are key to success in a new digital age of sales. Join us to determine the best technology path to drive your profitable growth well into the future.www.vendorneutral.com

Vengreso delivers revenue acceleration for B2B companies through digital sales transf- formation. Content Marketing –

Publish content that salespeople use to generate leads and engage with authority. Personal Branding - Convert LinkedIn profiles from a resume to a resource that appeals to the buyer. Digital Sales Training - Empower salespeople to engage buyers in digital channels. www.vengreso.com

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❏ Complete Series + Ski Day $2,585 (Includes Event Registration, and Workshop) $2,335*

❏ Complete Series $2,400 (Includes Event Registration, and Workshop) $2,150* ❏ General Session Only $1,995 $1,745* *This includes a $250 early bird savings which expires on December 28th, 2018! This savings can’t be combined with any other offers.

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12-26-18

February 11 - 13, 2019 | Hyatt Regency Lake Tahoe Resort, Spa & Casino | Lake Tahoe, Nevada

REGISTRATION2ND ANNUAL

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VENUE INFORMATION

Hyatt Regency Lake Tahoe Resort, Spa & CasinoLake Tahoe, Nevada 111 Country Club Dr.Incline Village, NV 89451(775) 832-1234

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Frost & Sullivan will be reserving a limited number of discounted rooms at the event property. Please contact the property directly for rates, availability, and to book your accommodations. Be sure to mention you will be participating in the Frost & Sullivan event.

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