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

Details Coming Soon!

CEB'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.

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

9:00 a.m. – 9:15 a.m.

Welcome

9:15 a.m. – 10:15 a.m.

CEB Insight Session

10:15 a.m. – 10:45 a.m.

Break

10:45 a.m. – 11:45 a.m.

CEB Insight Sessions

Driving Growth from a Challenger Strategy: How We've Done It

Growth - we all want it, but how exactly do you achieve it? Learn from companies that have implemented a Challenger commercial strategy as they share how they focused their commercial team on challenging customer thinking to accelerate business results.

 

Accelerating Marketing’s Digital Proficiency

Few marketing organizations have adequately updated their mindsets and day-to-day operations to keep up with customers who use digital information channels at every stage of the purchase. Explore emerging trends in digital and how the most digitally proficient marketers are evolving their functions.

 

The New Sales Imperative (Invite-only)

This discussion-based session will focus on the new sales imperative: making it easy for your customers to buy. Learn the principles sales leaders must manage towards to avoid “no decision” losses and prescriptively manage customer buying groups.

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.

Break

4:00 p.m. – 5:00 p.m.

CEB Insight Sessions

Hiring and Engaging the Best Millennial Sales Talent

Is your company attracting the best millennial sales talent? Join us for a panel discussion and watch our live role play to illustrate how to fine-tune your interviewing and onboarding approaches to attract (and engage) early-career sellers.

 

The State of Digital Buyer Behavior in 2017

Customers spend more time learning through digital channels than any other buying activity – including meetings with Sales. This session will focus on the specific activities for which buyers use digital information and showcase digital marketing best practices.

 

Developing Marketing Talent in a Digital Buying World: Panel Discussion (Invite-Only)

Only 30% of marketing leaders are confident that they have the skills and capabilities required to successfully execute a digital marketing transition. Learn from our panel of marketers who are actively investing in boosting the entire marketing function’s digital proficiency, and explore the tactics that are (and are not) working today.

5:00 p.m. – 7:00 p.m.

Opening Reception

Join us as we unwind the day - meet the CEB 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

9:15 a.m. – 10:15 a.m.

CEB Insight Session

10:15 a.m. – 10:45 a.m.

Break

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

2:00 p.m. – 2:30 p.m.

Break

2:30 p.m. – 3:30 p.m.

CEB Insight Session

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

Break

4:00 p.m. – 5:00 p.m.

CEB Insight Sessions

Building the Foundations for Account-Based Marketing

With increasing demand on commercial organizations to grow existing accounts, Sales is looking to Marketing to help support that growth. Learn tactics for laying the foundations for a successful account-based marketing strategy.

 

Simplifying the Buying Journey

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. Learn how to build a customer-focused journey map that highlights critical opportunities to ease customer buying.

 

Rethinking Account Planning for Growth (Invite-Only)

Do your sellers see the ROI of account planning? Learn how leading organizations are taking a different approach 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

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.

9:00 a.m. – 10:00 a.m.

CEB Insight Sessions

Keeping Customers at the Center of Marketing Content

How can you ensure marketing messages remain customer-focused? In this panel discussion, marketing leaders will discuss specific tactics they’ve deployed to enrich their customer understanding and how that learning has improved their messaging and content marketing performance.

 

Optimize Your Sales Management Team (Invite-Only)

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? Discuss research on performance drivers (and barriers), and explore the tactics of other sales leaders to refine your sales managers’ focus.

10:00 a.m. – 10:15 a.m.

Break

10:15 a.m. – 11:15 a.m.

CEB Insight Sessions

Gaining the Talent Advantage: Gender Diversity in Sales

Filling sales roles at all levels is incredibly difficult. Today, women make up half of the potential talent pool but are underrepresented in Sales. Learn how to gain the talent advantage by investing in recruiting, hiring, developing, and retaining high performing female sales professionals and leaders.

 

Planning for 2018 (Invite-Only)

In the face of new technology, emerging channels, and constantly shifting customer buying behavior marketers struggle to place high-impact bets with limited resources. This discussion will feature data describing several hundred CMOs’ martech and staffing bets, digital capability investments, and overall budget trends for the coming year.

11:15 a.m. – 11:45 a.m.

Break

11:45 a.m. – 12:15 p.m.

The Path Ahead