The
variety of communication options continues to expand, almost as quickly
as your quota! How do savvy salespeople leverage the new social media
to drive revenue? What works? What's absolutely off-limits for a sales
person?
Lee Levitt,
Director of the IDC Sales Advisory Practice, and a 25 year industry
veteran, will provide a framework for considering social media as a
selling tool. He will provide specific recommendations regarding how
salespeople can significantly improve their sales results by leveraging
these tools, and outline those which salespeople should avoid.
Our panel of experienced salespeople will then further explore specific
wins and best practices in the use of social media. Attendees will come
away with a solid understanding of social media and how it can
significantly affect a salesperson's efficiency and effectiveness.
Event Keynote
Lee Levitt – Director, Sales Advisory Practice, IDC
Lee Levitt works with IDC's technology clients to improve their overall
sales productivity and effectiveness. Leveraging extensive sales
benchmarking work, best practices research and deep industry
background, Lee helps to identify, prioritize and address
organizational and operational issues that constrain sales
productivity. Lee manages all aspects of the practice, leading the
sales performance analytics research, conducting the group's best
practices research, and overseeing the buyer experience research.
Lee has more than 25 years experience in technology sales and
marketing. He has held senior marketing, business development, channel
development and sales operations positions for a variety of publicly
held and venture-backed hardware, software, SaaS and services
companies. He held a senior strategic marketing position at Novell,
driving the positioning of the company's professional services and
industry-focused organizations. He ran sales operations for Phase
Forward, where he initiated, formalized and managed the company's lead
development and management processes, and selected and implemented the
company's first sales force automation application. Lee is a member of
the Sales 2.0 Community and a member of the Strategic Account
Management Association (SAMA). He holds a Bachelor degree in economics
from Colgate University.
Event Panelists
Brian Halligan – CEO and Founder, HubSpot
Brian Halligan is founder and CEO of HubSpot, an Internet marketing
company dedicated to helping small businesses leverage the Internet to
get found by qualified prospects and convert more of them into leads
and customers. Previously, Brian worked as a venture partner at
Longworth Ventures and held senior sales and marketing roles at Groove
Networks and Parametric Technology Corporation. Brian holds an MBA from
the MIT Sloan School of Management and now frequently lectures at MIT
and Harvard on the science of selling and marketing. Brian coined the
term "inbound marketing" and is author of an upcoming book entitled "Inbound Marketing: Get Found in Google, Blogs, and Social Media" to be published by Wiley in the Fall 2009.
Dan Miller – EVP, Business Strategy, Neighborhood America
Dan Miller is EVP of Neighborhood America, a leading provider of
enterprise social software solutions to businesses and government
agencies. He brings to our panel extensive experience and vision in
enterprise social networking, Web 2.0, mobile, and multi-platform
engagement. Prior to joining Neighborhood America, Dan was President
and CEO of MOVO Mobile, and founded BizTank, Startup Florida Ventures,
Pongo Software and PlanetResume.com. He earned his Bachelors Degree
from Brandeis University and completed the Birthing of Giants program
at MIT. Dan Miller is a nationally recognized speaker and expert on
leveraging technology to strengthen competitive positioning.
Wat Tyler – VP Sales, Eastern Region, SAVO
Wat
Tyler is VP Sales, Eastern Region for SAVO, a leading provider of
on-demand Sales Enablement solutions. Wat is charged with managing a
high-performance sales team to accelerate customer and revenue growth
and cement SAVO's leadership position in the Sales Enablement space.
Since taking the role, the Eastern Region has seen double digit growth
each quarter. Bringing sales and sales management experience, Wat has
helped enterprise-level software firms develop new sales processes,
close lighthouse accounts, and manage long and complex sales cycles
targeted to the Fortune 500 marketplace. Wat received his BA from
Trinity College where he majored in English and Economics. He sits on
the board of Docutribe, a not-for-profit film production company
dedicated to celebrating and promoting cultural diversity through film.
Bob Tuohey – Director, Oblicore Inc.
Bob Tuohey is Director of Oblicore, a leading provider of Service Level
Management software that aligns IT operations to business objectives.
He is responsible for driving sales and revenue growth in the New
England region—and he practices and advocates the use of social media
tools for identifying and qualifying new prospects, and accelerating
them through the sales cycle. Bob has broad management background as
both an end user and sales/marketing executive of IT solutions for
Fortune 1000 companies—both domestic and abroad. A business graduate of
Northeastern University, Bob has held VP-level positions at Proxima
Technology, RiverSoft, Visual Networks, Avesta Technology, and
Cabletron Systems.
