MARKETING & SALES OPTIMIZATION

OVERVIEW

SEPTEMBER 17-19, 2017 | PHILADELPHIA, PA

Marketing and sales professionals attending the Marketing & Sales Focus Conference learn from joint sessions that help them align their strategies and improve synergy between the departments. Attendees also expand their core skills through concurrent sessions tailored to either marketing or sales. Topics range from leveraging emerging technologies and utilizing various marketing channels to executive sales planning and other sales boosting techniques.

EXECUTIVE $600 | SOCIAL $150

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SPONSORS

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LOCATION

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Hotel Cut-Off: August 28
Room Rate: $209/night

Courtyard Marriott Philadelphia Downtown
21 N. Juniper Street
Philadelphia, PA 19107
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KEYNOTE SPEAKER

Tim David “The Magic of Human Connection – A Dying Art in a Noisy World”

The Magic of Human Connection – A Dying Art in a Digital World presentation uncovers the keys to creating more human connection at work and in life in a world that has forgotten how. After experiencing engaging stories and humor, provocative science, Tim’s incredible “brain science magic,” and yes, his show-stopping “backwards poem”, attendees will leave feeling refreshed and with a renewed sense of what is really important – bringing that sense of purpose and meaning into the workplace with astonishing bottom-line results.

FEATURED SPEAKERS

Jamie Turner “7 B2B Consumer Behavior Secrets to Help You Improve the Impact of your Next Sales and Marketing Campaign”

Join internationally recognized author and CNN commentator Jamie Turner as he takes you on an information-packed tour of some of the more advanced and effective B2B sales and marketing techniques. If you’re interested in learning what works and doesn’t work in the world of B2B sales and marketing, then you won’t want to miss this fast-paced, fun, and upbeat presentation from one of the world’s leading experts.

David Richardson “B2B Branding – Be Better than your Industry”

Differentiating your B2B brand has never been more challenging. David Richardson, Director of Strategic Marketing at B2B agency Spire Agency, will discuss the obstacles B2B brands must overcome and how to tackle each one head on. In this fast paced session, you’ll learn best B2B branding practices that you’ll be able to implement into your current marketing strategy immediately.

Kevin McGirl “Your Sales Team is Making Junk Calls!”

Too many salespeople are making junk calls that lack purpose. We’re here to put a stop to that. Join sales-i for this year’s Sales and Marketing Session, as we look to end junk sales calls once and for all.

Eddie Bluff & Brian Bluff “What Every HVACR Marketer Needs To Know”

For the past year, HARDI members have participated in an effort to map out the ideal HVACR distributor marketing program. Survey data has been collected, personas developed, tactics identified, and expert opinion collected. In this session we’ll review our findings, address the “why”, and provide tools and tips to cover the “how to”. Attendees will leave this session with an understanding of how to more effectively compete in today’s complex digital world. You’ll learn the role of big data and which technologies apply to your situation and audience.

Paul Reilly “Value-Added Selling”

Sales organizations are facing several challenges. Sales organizations are providing similar solutions using the same message. Products, companies, and even salespeople have become a commodity. Sales organizations fail to stand out. Organizations are too quick to say, “Me too,” instead of “Surprise, we’re different.” Customers are left thinking all the solutions are the same. To be different and succeed, sales organizations have to compete on the total value of their solution. Value-Added Selling is a content-rich message of hope: You can compete aggressively and outsell the competition while maintaining your profitability. The theme of this customer-oriented philosophy is Add value, not cost; sell value, not price. Value-added salespeople are more focused on making a difference than just making a deal; they know that a cheap price is not the only way to compete—they compete with their total value-added solution.

Cindy Mann “The Marketing and Sales Optimization Fit: What Makes Sense for your Business and the Keys to User Adoption”

Join us for a panel discussion to see how an HVACR wholesaler, manufacturer and manufacturer’s rep are using marketing and sales optimization in the field right now and where they see it going in the future. We can use sales and marketing automation for almost every aspect of our business to increase organization and effectiveness. Some organizations struggle to finally pick something that will work and for other’s it has become a core of their operation. When everything is connected through powerful CRM it truly makes a difference. Learn first-hand from industry peers on what is working today and what to expect.

Lincoln Smith & Travis Smith “How to Architect a Dealer Incentive Program using Performance-Based Budgeting”

Seeking to accelerate sales? Take market share? Further, penetrate existing accounts? Create a robust customer engagement marketing platform? Performance incentives can lay the groundwork to drive growth. This session will detail the steps needed to launch a robust strategy that engages customers and drive sales. And if you offer a trip program, this presentation will reveal how to enhance your program to power you to the next level. Learn what it takes to engage customers and appeal to their psychological needs and business interests. We’ll cover program structures, communications, program administration, analytics and performance-based budgeting.

Barry Wright “NEGOTIATE to Drive Revenue and Profitability”

Join Barry Wright in a fast-paced, interactive and expansive workshop guaranteed to improve commercial outcomes. Avoid mistakes that frequently impact the bottom line. Examining the bad habits we may have created and learn how to avoid them in the future by using reliable and proven creative techniques.

Tama Williamson “Going Live with Your Own Signage Network”

Simply stated, you have more to offer the buyers in your market and yet you struggle to get this message understood in a way that changes how purchases are made.  Learn how to build a digital signage network that generates conversations, revenue and can be validated with your top-level executives and supplier partners. Digital Signage is taking over how customers are being serviced, products are being promoted and how corporate is communicating to the field. Deploying digital signage can be done without costly mistakes making it a low cost, effective marketing solution. Learn where to place digital signage for optimal exposure, what content works and why, what software solutions should offer you as an end user, and how not to overpay for implementation.

AGENDA

Monday, September 18th

Breakfast & Program 7:30 – 8:30 AM
Keynote Speaker: Tim David 8:45 – 10:00 AM
Break 10:00 – 10:10 AM
Speaker: Jamie Turner 10:10 – 11:00 AM
Marketing Speaker: David Richardson 11:10 AM – 12:00 PM
Sales Speaker: Kevin McGirl 11:10 AM – 12:00 PM
Lunch 12:00 – 1:00 PM
Marketing Speakers: Bluff Brothers 1:00 – 4:15 PM
Sales Speaker: Paul Reilly 1:00 – 4:15 PM

Tuesday, September 19th

Speaker: Cindy Mann 8:30 – 9:50 AM
Marketing Speaker: Lincoln Smith & Travis Smith 10:00 – 10:50 AM
Sales Speaker: Barry Wright 10:00 – 11:50 AM
Marketing Speaker: Tama Williamson 11:00 – 11:50 AM