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Elevate 2017 logo

2017 Sales and Service Summit Series

Nashville, Tennessee

May 2, 2017

Welcome to the New Innovative

Miller Heiman Group logo

2017 Sales and Service Summit Series

Nashville, Tennessee

May 2, 2017

Become a 2017 Elevate Your Game Conference Sponsor

Early Bird Special Rate of $500

Register by April 17 to attend Elevate Your Game for just $500. Don’t miss out on this exclusive opportunity to save hundreds off the normal rate.

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Attending the conference is as easy as 1-2-3

1. Register for the conference

2. Book your hotel

3. Make your travel arrangements

Special events and networking opportunities

Join us for our Welcome Reception the evening of May 1, 2017 at Sky Bar to kick off the event. Spend the evening networking with other sales and service professionals and get ready to Elevate Your Game.

Agenda – Sessions and Presentations

This year we’re featuring a one-day event on May 2, with networking opportunities the evening of May 1. Join us for renowned speakers and collaborative sessions—packed full of content that focuses on the future of the industry through three specific lenses: Training, Technology and Talent. Where you’ll discover how sales and service will evolve over the next decade. And where you’ll learn how to be successful for the long-term.

This is one event where you’ll learn by doing, not just by attending. With fast-paced, interactive presentations, our agenda topics reflect the New Innovative Miller Heiman Group and prepare you for the impending shift in our industry, including:

  • The Three T’s of the Future: Training, Technology and Talent
  • Using Technology to Sell More and Service Better for the Future
  • The Impact of Artificial intelligence on How We Sell and Who is Successful at Selling
  • Learning from Experts in the Room—An Example of Future Speed Ideation
  • Talent Traits That Predict Future Success
  • Social Selling for Success
  • The Future is Successful Sales Enablement—Making the Pain Worth the Gain

Monday, May 01, 2017

5:30 PM – 7:30 PM

Welcome Reception
Location: Pinnacle Sky Bar – 28th Floor, Sheraton

Join us for our Welcome Reception the evening of May 1 at Sky Bar to kick off the event. Spend the evening networking with other sales and service professionals and get ready to Elevate Your Game.

Tuesday, May 02, 2017

7:15 AM – 8:15 AM

Breakfast
Location: Ballroom

8:30 AM

ELEVATE 2017 Welcome
Location: Ballroom
Speaker: Allen Mueller, Managing Director, Miller Heiman Group

Allen Mueller brings a wealth of knowledge and a history of driving double-digit sales growth to Miller Heiman Group, where she leads the team of sales professionals in North America, and is responsible for the management of Strategy Ready and Talent Ready. Before joining the organization, she served as Managing Director of Sales and Account Management for The Corporate Executive Board (CEB). In this position, she was responsible for sales and renewals across two highly competitive practice areas—Information Technology and Financial Services, where she consistently exceeded growth targets.

8:45 AM

Opening Keynote: The Three T’s of the Future: Training, Technology and Talent
Location: Ballroom
Speaker: Byron Matthews, President and CEO, Miller Heiman Group

Byron MatthewsDuring this introductory keynote, Byron Matthews, President and CEO, Miller Heiman Group, will examine what the future of sales and service looks like through three lenses—Training, Technology and Talent. He will provide insight into the shift the industry will experience over the next decade by exploring key trends, recent research and data—all which forecast where the future of sales and service are headed. Specifically, he will highlight the ways your training approach must shift, explore technology that will enable your organization to keep up with changes in the market, and examine the new types of talent needed to be successful in your sales organization. His engaging presentation will demonstrate how these three areas are intertwined, and are critical for sales leaders and sellers to prepare for the future.

9:30 AM – 10:00 AM

Technology Focus: Using Technology to Sell More and Service Better for the Future
Location: Ballroom
Speaker: Dana Hamerschlag, Chief Product Officer, Miller Heiman Group

In this interactive session, Dana Hamerschlag will examine the essential role that technology will play in selling more and servicing better for the future. As the new Chief Product Officer of Miller Heiman Group, Ms. Hamerschlag brings a fresh, innovative perspective and wealth of insight that translates into new vision for both our existing and new product offerings. During this presentation, she will explore the continuing evolution of technology and digital transformation for sales and service organizations, examine the changing market demand for integrated technology, and highlight the importance of creating a cutting-edge experience that fits each company, team and culture—both now and over the next decade.

10:00 AM – 10:30 AM

Break and Demos
Location: Foyer

10:30 AM – 11:00 AM

Technology and Talent Focus: How Artificial Intelligence (AI) Will Change How We Sell and Who Is Successful at Selling
Location: Ballroom
Speaker: Jim Dickie, Co-founder, CSO Insights

The world of B2B sales will be hit by an impending tsunami—the likes of which we’ve never seen. Companies like Alibaba, through its global training platform, are taking over many tasks that salespeople do today, at a fraction of the cost. Based on this, some organizations are starting to ask the legitimate question, ‘What is the value-add that salespeople deliver if we are going to keep selling the way we’ve always sold?’

During this engaging session, Jim Dickie, Co-founder and Independent Research Fellow, CSO Insights, will discuss how advances in AI are fundamentally changing what sales people do and how they do it. The presentation will also examine how AI is poised to serve as a virtual research assistant, lead generator, sales coach, product configurator, ROI business case builder and more, allowing sales professionals to co-create innovative solutions. You won’t want to miss out on learning how AI is fundamentally changing the profile of who is successful at selling.

11:00 AM – 12:15 PM

Technology and Training Focus: Learning from Experts in the Room—An Example of Future Speed Ideation
Location: Ballroom

This highly collaborative ideation session will allow you to engage with top experts during guided, interactive discussions. Industry leaders will facilitate conversations on future trends and topics that are central to the evolution of the sales and service industry. Join in these discussions, where best practice sharing and crowd sourcing will be facilitated through the cutting-edge Intrepid platform. Learn from the experiences of experts who understand where the industry is headed and can help you get prepared for the future.

12:15 PM – 1:15 PM

Lunch
Location: Legislative Terrace, 2nd Floor

1:15 PM – 1:45 PM

Talent Focus: Talent Traits That Predict Future Success
Location: Ballroom
Speaker: Kris Erickson, Executive Consultant

During this revealing session, Kris Erickson, Executive Consultant and former long-tenured Executive at IBM, will examine one of the biggest challenges that organizations face for the future—how to predict success in individual sellers. With extensive experience in behavioral science, Ms. Erickson will examine how finding and attracting top sales talent requires more than gut instinct. It requires understanding the right talent traits that will meet the needs of a different selling experience in future sales organizations. Because when you find top talent with the right traits for every organization, your sellers will be more engaged in their own jobs and make your business more successful for the future.

1:45 PM – 2:30 PM

Technology Focus: Social Selling for Success
Location: Ballroom

Social selling is the first wave of the future of selling. Millennials already have this figured out, but the rest of us don’t. So this session will examine the ins and outs of social selling—what it is and how it works. As a buzz phrase today, you have encountered social selling before. But what does it actually entail and how do you go about doing it? During this collaborative session, discover and discuss practical tips from leading practitioners who have made social selling an essential part of their sales organization—and who will help the rest of us take advantage of the future to sell more and service better.

2:30 PM – 3:00 PM

Break and Demos
Location: Foyer

3:00 PM – 3:30 PM

Training Focus: The Future is Successful Sales Enablement—Making the Pain Worth the Gain
Location: Ballroom

The growth of the sales enablement function is up nearly 70 percent since 2013. Yet only one-third of organizations have met or exceeded their sales enablement outcomes in the last two years. So why are companies spinning their wheels with little to show for it? The answer—while many organizations have instituted a sales enablement function, they are still struggling through its execution. With the inevitable ‘pain’ that results in sales enablement in most companies, this presentation will offer a glimpse into the future gain that results from an effective sales enablement function and give insight into shaping its success for the next decade. We will also provide a Sales Enablement Performance Model that will shape enablement in a way that is useful to the future your organization.

3:30 PM – 4:00 PM

Conference Wrap & Close
Location: Ballroom
Speaker: Allen Mueller, Managing Director, Miller Heiman Group

Meet our Speakers

Hosted by our North American head of sales, Allen Mueller, who has a wealth of knowledge and history driving double-digit sales growth—and a proven track record of success. Allen, along with other industry experts and leaders will uncover insights for sales organizations that are invaluable to maximizing growth and revenue.

Byron Matthews

Byron Matthews

President and CEO, Miller Heiman Group

Jim Dickie

Co-founder, CSO Insights

Allen Mueller

Managing Director, North America, Miller Heiman Group

ARE YOU READY?

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Location—Where it all happens

Nashville Music City! Rated the best place to go in 2017 and the best place to travel. A city full of legend, music amazing culinary experiences and continuous entertainment. It’s a slice of America you won’t ever forget. That’s why we’ve chosen a hotel located just steps from Broadway and in the heart of Music City, so you can enjoy your stay in the newly renovated Sheraton Nashville Downtown Hotel—and be just steps away from the heart of Nashville.

Register Today