2017 Agenda

Monday, 16 October

While no content will be delivered today, registration will open in the afternoon and CEB invites those interested in a round of golf to join the pre-conference golf outing.

11:45 a.m. – 6:00 p.m.

Optional Pre-Conference Golf Outing at TPC Las Vegas

CEB, now Gartner’s Sales and Marketing Summit is an incredible opportunity to connect with fellow senior sales and marketing executives from leading organizations. Get a head start on your Summit networking and join us for a round of golf and friendly competition.

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11:45 AM - Complimentary transportation from The Cosmopolitan

12:30 PM - Arrival at TPC Las Vegas, Complimentary boxed lunch provided by Seismic logo

Register Now

Price $149 (includes green fees, shared cart, bag gratuity, taxes and practice balls)

3:00 p.m. – 6:00 p.m.

Registration Opens

Beat the Tuesday morning rush at registration, come by and pick up everything you need for the conference.

In addition, we encourage you to stop by the CEB Mobile Support desk, located directly next to Registration. Our staff will be able to help you download CEB Mobile, our event app that will help you navigate your way through the Summit.

Registration will reopen at 7:00 a.m. on Tuesday and will remain open for the duration of the event.

5:00 p.m. – 6:00 p.m.

Speed Networking

We're making it easier than ever to make a few quick, meaningful connections before the event begins. Many businesses rely on who they know - their network of suppliers, partners and, of course, customers. Meet a new person (every seven minutes) from different industries and backgrounds to help enthuse and inspire you to do business together. Short of winning a big jackpot payout on the casino floor, those who attended the speed networking reception last year said it was one of the most beneficial experiences at the Summit.

Tuesday, 17 October

7:00 a.m.

Registration Reopens

7:00 a.m. – 9:00 a.m.

Ice Breaker Breakfast

Start making new Summit connections right away at this informal networking breakfast. Get to know fellow conference attendees who share your areas of interest, including hobbies, favorite sports, travel, pets and more. Tables will be arranged by interest area, so select your favorite and join the conversation! Pre-registration is not required.

9:00 a.m. – 9:15 a.m.

Welcome

Presented by Rick DeLisi

9:15 a.m. – 10:15 a.m.

CEB Insight Session

Presented by Brent Adamson

10:15 a.m. – 10:45 a.m.

Networking Break & Exhibitor Showcase

Join us for coffee and refreshments while you connect with attendees and visit with our sponsoring partners to explore how their solutions can help you tackle today’s most difficult challenges.

10:45 a.m. – 11:45 a.m.

CEB Insight Sessions

Panel Conversation: Driving Growth from a Challenger Strategy

Facilitated by Adam Cole

Double Digit Growth - we all want it, but how do we achieve it in an increasingly complex and competitive market? Learn from companies that have implemented a Challenger™ commercial strategy with growth in mind. We’ll discuss how their teams are engaging customers in better conversations and winning more deals.
 

Accelerating Marketing’s Digital Proficiency

Presented by Brent Adamson:

Few marketing organizations have adequately updated their structure, capabilities and operations to keep up with customers who use digital information channels at every stage of the purchase. Join us to learn how the most digitally proficient marketers are evolving their functions.

 

The Evolution of Customer Buying Behavior

Presented by Scott Collins

Want to better guide diverse customer buying groups towards more commercially advantageous outcomes? Join this session covering CEB’s new and existing research on customer buying behavior to learn more about how customers are approaching buying decisions today. You’ll take away strategies for avoiding costly and disappointing opportunity pursuits.

 

Simplifying the Buying Journey

Presented by Dave Anderson

Today’s customers require more information, involve more people, and have more options available to them throughout their buying journey than they ever have in the past. Join us for a session to evaluate your existing sales process and learn how to better reflect customer buying behavior in order to identify and overcome customer “stalls.”

 

Building the Next Generation Sales Leaders (Invite-Only)

Presented by Rick Karlton

Sales managers have a significant impact on your business performance – a strong, focused sales management bench will drive quota attainment, reduce turnover, and improve seller engagement. Are you optimizing their role in your organization to focus and reward the management activities and outcomes that drive performance? Join us for a discussion and explore the tactics of other sales leaders to refine your sales managers’ focus to drive 2018 growth.

 

Leading Digital Marketing Transformation (Invite-Only)

Presented by Martha Mathers

Nearly 100% of B2B buyers use digital – yet many marketing leaders continue to hire specialists for digital roles, bolting them on to their existing team versus pursuing a true transition. Join us for a discussion focused on how leading CMO’s are building out their digital transition plans and evolving their teams for a digital buying world.

 

11:45 a.m. – 1:00 p.m.

Lunch

1:00 p.m. – 2:00 p.m.

Sponsored Insight Session

Presented by LinkedIn logo

2:00 p.m. – 2:30 p.m.

Break

2:30 p.m. – 3:30 p.m.

Sponsored Insight Sessions

Presented by    Brainshark logo    DemandBase logo    Microsoft logo    Showpad logo

3:30 p.m. –4:00 p.m.

Networking Break & Exhibitor Showcase

Join us for coffee and refreshments while you connect with attendees and visit with our sponsoring partners to explore how their solutions can help you tackle today’s most difficult challenges.

4:00 p.m. – 5:00 p.m.

CEB Insight Sessions

Winning the War for Entry Level Talent

Presented by Nick Toman

Is your organization effectively recruiting and sourcing the best fit, sales-ready entry level talent? Watch a live role play with Sales competition-winning university students, and gain an insider’s edge into how to attract this caliber of talent to your organization.

 

Building Playbooks for Growth

Presented by Scott Collins

Are your sellers getting the most out of account planning and reviews? Understanding your customers’ challenges is a crucial first step in identifying high-quality growth opportunities, yet sellers often come short. Learn how National Instruments simplified difficult and risky moments in opportunity identification and pursuit.

 

The State of Digital Buyer Behavior in 2017

Presented by Carlos Guerrero

Customers spend more time learning through digital channels than any other buying activity – including meetings with Sales. Join us to learn how, where, and why B2B buying groups engage with digital information along their purchase journeys. Hint: social media is not the future, and your website matters even more than you think. 

 

High Impact Content Marketing - Art and Science

Presented by Peter Pickus

Does your marketing content disrupt the buyer's purchase path - and lead them to you? Learn from a panel of marketing leaders how to improve your content marketing capability to shift customers' thinking in your favor and improve lead quality in early buying journey stages.

 

The Impact of Changing B2B Buying Behavior on the Commercial Organization (Invite-Only)

Presented by Brent Adamson

Join Brent Adamson for a small-group CSO and CMO roundtable, during which he will lead an interactive exploration of key changes in customer behavior and facilitate discussion around what those changes mean for Sales, Marketing, and the overall commercial organization.

5:00 p.m. – 7:00 p.m.

Opening Reception

Join us as we unwind the day - meet the CEB, now Gartner team, other attendees and sponsors over cocktails and hors d'ouevres. This is a great opportunity to broaden your professional network and discover the unique tools and resources available to you through our sponsoring partners.

Wednesday, 18 October

7:45 a.m. – 9:00 a.m

Breakfast & Sponsored Roundtable Discussions

Our sponsoring partners have specific expertise and unique business perspectives that cover a broad range of sales and marketing issues. The roundtable discussions have been designed to bring our members together to discuss and uncover solutions with our sponsoring partners. Attendees are invited to attend a roundtable of their choice. Please know these breakfast discussions are optional and space is limited.

Registration for roundtable discussions will be available in October.

9:00 a.m. – 9:15 a.m.

Welcome

Presented by Rick DeLisi

9:15 a.m. – 10:15 a.m.

CEB Insight Session

Presented by Brent Adamson

10:15 a.m. – 10:45 a.m.

Networking Break & Exhibitor Showcase

Join us for coffee and refreshments while you connect with attendees and visit with our sponsoring partners to explore how their solutions can help you tackle today’s most difficult challenges.

10:45 a.m. – 11:45 a.m.

Sponsored Insight Sessions

Presented by    Domo logo

11:45 a.m. – 1:00 p.m.

Lunch

1:00 p.m. – 2:00 p.m.

Keynote Presentation: A Conversation with Dan Heath

Dan co-wrote three of the most-loved business books of the past decade: Made to Stick, Switch, and Decisive. All three were New York Times bestsellers. Together the Heath brothers' books have sold over two million copies worldwide and been translated into 33 languages. Dan is a senior fellow at Duke University’s CASE center, which supports entrepreneurs who fight for social good. He is also an entrepreneur himself, having founded Thinkwell, an innovative education company that will celebrate its 20th anniversary in 2017.

2:00 p.m. – 2:30 p.m.

Break

2:30 p.m. – 3:30 p.m.

Sponsored Insight Session

Presented by    Seismic logo
3:30 p.m. – 4:00 p.m.

Networking Break & Exhibitor Showcase

Join us for coffee and refreshments while you connect with attendees and visit with our sponsoring partners to explore how their solutions can help you tackle today’s most difficult challenges.

4:00 p.m. – 5:00 p.m.

CEB Insight Sessions

Right-Sizing Your Account-Based Marketing Strategy

Presented by Shelley West

Unsure how to move forward with your ABM strategy in a sea of vendor information? This session will identify the most common approaches to account-based marketing – and associated benefits – and help attendees chart the right path forward for their commercial organization.

 

Rethink Your Account Teams for Retention and Growth

Presented by Rick Karlton

Do your account team members have clarity in their role and ownership over the account management activities that drive account retention and growth? Joins us for a discussion of the role of customer improvement in account management and an interactive exercise to help evaluate the effectiveness and future structure of your account teams.

 

Building an Organization of Challenger Account Managers

Presented by Victoria Koval

Account managers may resist Challenger™ selling, thinking they don’t need it because they don’t sell. But new research and field experience proves this idea false. Join a panel discussion of Challenger sales leaders who have established Challenger transformation cultures that include account management roles and who actively help these individuals better manage accounts using Challenger skills.

 

Panel Conversation: Sharpen Your Customer Centricity

Facilitated by Spence Wixom

You’ve developed a great commercial insight, but will it really engage the customer? Our panel of cutting-edge Challenger™ marketers will discuss specific tactics they use to enrich their customer understanding and improve the relevance and performance of their messaging and content marketing.

 

Planning Marketing Bets for 2018 (Invite-Only)

Presented by Carlos Guerrero

In the face of 5000+ marketing technologies, emerging channels, and constantly shifting customer buying behavior, CMOs struggle to place high-impact bets with limited resources. This discussion will use data describing several hundred marketing leaders’ martech and staffing bets, digital capability investments, and overall budget trends for the coming year to shape an interactive group discussion on high-potential bets for the marketing function.

 

Rethinking Account Planning for Growth (Invite-Only)

Presented by Dave Anderson

Do your sellers see the ROI of account planning? Join a facilitated discussion to learn how your peers are taking different approaches to account planning in order to drive higher value for both sellers and the organization, injecting critical thinking in the process to uncover opportunities for growth.

 

7:00 p.m. – 10:00 p.m.

Networking Night Out at The Cosmopolitan

Please join us poolside for a casual evening of networking, fun, and delicious fare at Boulevard Pool at The Cosmopolitan conveniently located right in the heart of the famed Las Vegas Strip. Claim a cabana to relax in luxury with a specialty cocktail, check out the live DJ, or simply take in the lights and sounds of the Strip from the rooftop pool deck. After a full day of ground-breaking insights this party is not to be missed!

Thursday, 19 October

7:45 a.m. – 9:00 a.m.

Breakfast & Optional CEB Roundtable Discussions

To help you meet and share ideas with peers who are in the midst of the same initiative, or who are undergoing similar challenges, we've set up roundtable discussions during breakfast on topics of interest. During these discussions, CEB will not be presenting content, but rather facilitating discussion amongst peers. If you're interested in both sharing your own "lessons learned," as well as meeting your colleagues who are engaged in similar activities, please sign up for a topic of your choice. Please know these breakfast discussions are optional and space is limited.

Registration for roundtable discussions will be available in October.

9:00 a.m. – 10:00 a.m.

CEB Insight Sessions

Gaining the Talent Advantage: Gender Diversity in Sales

Presented by Peter Pickus

Sales organizations gain the talent advantage by investing in recruiting, hiring, developing, and retaining high-performing female sales professionals and leaders. What’s the business case for taking action, and how can sales leaders create an environment where diversity thrives? Join this session to hear our panelists discuss the impact of a more gender-diverse sales organization and tactics that support the advancement of women in sales leadership.

 

Winning the Consensus Sale

Presented by Ann Winstead-Derlega

A key challenge in B2B selling today isn’t improving suppliers’ ability to connect with customers – it’s addressing customers’ inability to connect with each other. Join us to understand why large customer groups struggle to reach consensus and to learn strategies to overcome this challenge and bring in new deals.

 

Marketing's Role in Simplifying the B2B Buying Journey

Presented by Alex Gash

Today’s customers require more information, involve more people, and have more options available to them throughout their buying journey than they ever have in the past. Join us for a session focused on what’s missing from the typical buying journey map and how marketers can deploy that map to shape content strategy and boost sales effectiveness.

 

A Blueprint for Content Marketing Success

Presented by Shelley West

More than 50% of marketing organizations plan to invest significantly more in content marketing across the coming 5 years, but only 27% are confident that their investments are paying off. Learn what types of content are proven to deliver business results, and how to focus your organization's priorities.

10:00 a.m. – 10:15 a.m.

Break

10:15 a.m. – 11:15 a.m.

CEB Insight Sessions

GDriving Sales Productivity in the New Work Environment

Presented by Liam Kelly

While customer and product complexity are burdensome, sellers are more likely to attribute burdens to their company, not their customers. This “internal burden” is a key cause of stalled and lost deals—yet attempts to alleviate it are only exacerbating the situation. Join us to learn how to simplify the seller experience and increase the overall productivity of the sales force.

 

Measuring the Impact of Challenger Transformation

Presented by Charlie Dorrier

You’ve made a significant investment to transform your team’s capability, but how do you confidently measure your return on that investment? Join us to explore the best methods and short / long-term metrics to determine Challenger™ impact on individual accounts, individual sales people and your full commercial organization.

 

Designing the Structure and Capability in a Challenger Marketing Team

Presented by Dan Ericksen

Customers don’t just ignore unwanted marketing contact, they actively punish suppliers for it. To avoid this, your marketing team should understand foundational Challenger™ concepts and recognize that not all marketers have the same Challenger role to play. Learn about best practice Challenger marketing structure and capability involving both Insight Designers and Insight Activators.

 

Building Value Propositions Customers Value

Presented by Michael McCune

Buying groups are growing, making consensus-building one of the most important commercial priorities for today’s commercial organizations. Learn how progressive companies create value propositions that go well beyond communicating business value to help overcome buyer dysfunction and guide customers to consensus.

11:15 a.m. – 11:45 a.m.

Networking Break & Exhibitor Showcase

Join us for coffee and refreshments while you connect with attendees and visit with our sponsoring partners to explore how their solutions can help you tackle today’s most difficult challenges.

11:45 a.m. – 12:15 p.m.

The Path Ahead

Presented by Brent Adamson