Tag Archives: automation sales

Big Data Challenge: Transforming the Sales Approach From Reactive Selling to Demand Shaping

Join us at the Summit for this presentation by Radhika Subramanian and Kate Laneve.

What’s all the hype around big data? In a recent study, CapGemini reported that leveraging Big Data to solve business problems Internet-Based Business

>will deliver 41% improvement in overall business performance over the next three years. However, most companies are still struggling to figure out how to leverage this data.

Discover how product and marketing managers can tap the power of pattern-based analytics to improve visibility across the product line based on customer buying patterns. The analysis of product data – along with sales, revenue and cost information – improves strategic decision-making because it reveals exactly which configurations customers are actually buying, highly popular feature combinations by segment, and then automatically optimizes the product mix to satisfy the demand most profitably.

Sales and marketing managers can discover how they can leverage these optimal configurations to boost sales, bundle and promote products and services as well as reduce lead times. Leveraging big data to sense and shape demand is already serving as a major competitive advantage for companies in manufacturing, telecommunications, retail and distribution. To see how it’s being deployed across departmental silos, Radhika Subramanian, founder and CEO of Emcien and Kate Laneve Director of Sales Operations for NCR will jointly present a case study that demonstrates how Emcien’s patented pattern-based analytics solutions enabled NCR to break down the functional silos across sales, product management and operations in order to convert Big Data into actionable intelligence. As a result, NCR realized a 25-percent increase in lead-to-win conversion, a 20 percent- reduction in length of sales cycle, and a 33-percent faster quote-to-cash cycle.


Radhika Subramanian is currently CEO of Emcien. She has nearly 20 years of experience helping large, sophisticated organizations optimize their business processes and achieve greater success. She is a leading expert regarding the impact of product complexity on the supply chain and has consulted with numerous Fortune 500 companies to reduce complexity in their organizations. In 1998, she co-founded Idmon Corporation, which specialized in analytical applications for the transportation industry. Idmon was funded by Cordova Ventures and Imlay Investments, and its launch customers were Delta Air Lines, Continental Airlines and South African Airways. The company was sold to Swissair Group in 2001.

Kate Laneve is the Director of Sales Operations for NCR Corporations’
Global Sales team has over 30 years experience in developing innovative approaches to improving sales productivity. Currently, her primary responsibility is to ensure full sales enablement through the deployment
of effective and efficient training, tools and processes.

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This topic will be presented by at the Summit by Maurice Velasquez and John Sherk of Team RealWorld

There are key mistakes that keep you from selling more. This presentation will tell you what mistakes you make during all phases of


e sale. There are mistakes that you can avoid prior to the initial call, during the initial call, during the initial meeting, after the initial meeting and in the closing process. You will learn how to avoid those mistakes and sell more.

First of all, have you assessed your skills and talents to determine if you should be in sales? Not everyone should be. Maybe you do have the skills and talents, but do you know where you are the strongest and what areas you need to work on? Do you have a game plan? Do you have a daily routine and does it really work? Do you know that your customers have different personality types and that there is a way to sell to each one of them? Join us at the Summit and find the answers to these questions and many more.


About Maurice Velasquez

Maurice is currently the President of Real World, which he founded in 2008. In 1989 Maurice became the Project Development Manager for Fifth Generation Systems, a world-wide leader in the software industry. In 1994 he launched a Computer Services Academy and developed over 75 manuals and workshops to help clients with technological efficiency and software solutions. In 2003 he became the Director of Sales with a team of over 200 salespersons in several states. He grew the operations over 60% in 4 years with effective programs, training skills and organizational processes. Since 1994, Maurice has worked with hundreds of small and mid-size companies and helped thousands of professionals and leaders become more effective individually and with their teams. His approach is effective and the tools he provides are innovative and tailored to meet the specific needs of his clients. He develops training programs that are effective and measurable. His approach to training is engaging, lively and inspirational.

Maurice resides in Baton Rouge, LA with Leah, his wife of 17 years and their 3 children. An entrepreneur at heart, he has launched and managed successful training companies, a private classical school and is the Jr. Warden of the church he and his family attend. He is an avid soccer player, movie buff and he enjoys music, history and classical education. You may contact Maurice at [email protected] or 225-772-4357.


About John Sherk

John is currently the Director of Metrics and Measurements for Team Real World. John works with executives, boards and directors on strategic development, board development, leading change, sales development and people skill dynamics to help them build effective change management and financial stability. He is a dynamic facilitator and bottom-line driven. He is also CFO and oversees all aspects dealing with growth, finances, strategy and systems.

John is the president of Fundraising Wisdom and is dedicated to helping non-profut organizations raise funds and improve their capital. He currently resides in Baton Rouge. You may contact John at [email protected] or 225-772-4357.

Team Real World helps clients grow and improve their workplace culture and performance by training them how to work better together with effective tools and processes so they reach their common goals and values.

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Jane Lansing, Vice President of Marketing for Emerson will share her view of Plantlandia during the opening Keynote session of the Summit.

“Plantlandia – are you prepared? Things are shifting every day in business. Plant personnel are

experiencing heavy knowledge loss as more seasoned employees are retiring. How do we help our customers face this loss? And how does it affect marketing and sales?

Compounding that, we have younger personnel emerging on the scene. They do things differently, including the way they buy products, consult their peers, and use social networks. They live off their smart phones, don’t like picking up a phone and they aren’t committed to the 20-year relationships of their predecessors. Old style marketing and sales will not work with this new audience…”

So begins Lansing’s abstract. In her eye-opening keynote address, she will share how marketing and sales professionals can thrive in this new world, navigate the new language of Plantlandese, and put us on the right path to succeed for our respective companies.

“It’s a new and exciting world…do you speak Plantlandese?”


Jane Lansing, Vice-President Marketing, Emerson Process ManagementAbout Jane Lansing

30 years in the process automation business: 9 years as a software engineer and project manager, designing and executing process automation projects; 21 years with Emerson in various technical and commercial marketing positions. Prior to current position spent 4 years overseas as Systems Marketing Director, Europe. Currently responsible for Emerson Process Management marketing, including brand management, cross-divisional marketing coordination, and PlantWeb Marketing of products and solutions across all Emerson divisions globally. BSCE, University of Minnesota, 1976.

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From Cold to Hot: Using Technology to Convert Prospects into Qualified Leads

This topic will be presented by Nicole Monaco, Marketing Manager, Intertek

In the highly competitive, fast-paced market that we operate in today where sales and marketing channels are ever-changing and sometimes uncharted territory (s

ocial media) it’s becoming increasingly difficult to apply traditional and “proven” methods of sales qualification tactics. The days of cold-calling and door knocking are quickly disappearing, replaced with online trade shows and website downloads the new ways in which we communicate with one another are making it more difficult to qualify potential customers based emotional and physical responses – a typical mainstay for industrial and commercial sales.

When email marketing and other web-based forms of communication took off in the early part of the new millennium mass marketing was a clear bet for your marketing ROI. These new forms of communication allowed marketers and sales teams alike to reach audiences like never before with the click of a few buttons. However, as technology moved at speeds most of us did not expect, it was evermore clear that the World Wide Web was going to provide access to game-changing customer intelligence that would allow marketers to pull the “best” potential customers in front of their sales teams who in turn will provide the “best” potential purchases for them to choose from. It seems like I’m talking about old news – hasn’t Amazon.com being doing this since its inception? The answer is yes. However now ask yourself how many business to business companies you know of that are actually taking advantage of the technology and market intelligence available to us today? If the answer you are coming up with is the same as me, now ask yourself why.

This presentation will evaluate how B2B companies can utilize advanced forms of website and email tracking and engagement tools to identify highly qualified prospects, nurture those prospects by providing relevant marketing offers and implement practices that will more quickly convert them into sales. We will not only review the best practices for qualifying prospects and nurturing customers, we will also evaluate some of the tools available today to help facilitate this including Customer Record Management systems and Email marketing tools.

About Nicole Monaco

Nicole is the Marketing Manager at Intertek.

For more than 127 years, companies around the world have depended on Intertek to ensure the quality and safety of their products, processes and systems. Through their services they help clients to minimise the adverse health and environmental impact of their products and processes for the benefit of society as a whole. Intertek is the industry leader with more than 30,000 people in 1,000 locations in over 100 countries. They hold extensive global accreditations, recognitions, and agreements, and knowledge of and expertise in overcoming regulatory, market, and supply chain hurdles is unrivaled.

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