26th and 27th April 2023 in Hamburg
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Programm 2023 in Vorbereitung

3rd May 2022 Sales Summit

  1. Main Stage
  1. Masterclasses
  1. 08:30
     

    Admission

    The doors open at 8:30 am - so you can start networking over your first coffee or find yourself a good seat.
  1. 09:10
     

    Opening

    Event opening and welcome from organizers.

  2. 09:15
    Presentation

    How to set up hybrid pharma sales at lightspeed

    BioNTech has established a hybrid sales force in record time. It was an inspiring learning journey; from onboarding through to training with hybrid learning concepts, to the digital learning platform. It also involved the first carbon-neutral electric vehicle fleet in pharma sales. Digital systems and data-driven activities enhanced the employee experience that effectively translated into a significant customer experience. Employee and customer feedback showed a successful outcome of the project.

  3. 09:45
    Presentation

    Coffee break & guided stadium tour

    An especially popular place of interest in Hamburg that the majority of Hamburg's citizens are yet to see; discover the inner workings of the FC St. Pauli stadium.

    Millerntour

    Free guided tour of the stadium
    Meeting point: in front of the elevator in the exhibition area

  4. 10:15
    Presentation

    Digital Transformation of a technical Service Provider

    Digital transformation is high on the strategic agenda of most companies. But what does this transformation mean for a traditional, technical Service Provider ? Which implementation opportunities exists to bring technical services to the client?

    Robert Kees, CEO Global Sales & Marketing TÜV Süd AG, takes you on the journey, which TÜV Süd undergoes, a 150 year old company with globally 1000 locations and 25000 employees, to bring E-Commerce, client portals and Hybrid selling activities to life.

  5. 10:45
    Panel discussion

    Digitalization in Sales

    How can the new digital tools and services in Sales to help achieve better results and become more efficient? A discussion with experts on the topic.

  6. 11:30
    Panel discussion

    Zoom, telephone or face-to-face conversation – how much customer contact does modern B2B sales require?

    Can video calls replace telephone calls or face-to-face meetings? Leading sales managers discuss their experiences and strategies.

  7. 12:15
    Presentation

    Between tradition and digitalization - credit unions in transition

    Change cycles are becoming shorter and shorter. This brings opportunity and risk for companies. Ms Herbers, Member of the Board of Hamburger Volksbank, talks about the changes within the banking industry and how Hamburger Volksbank - as a rather traditional company - deals with change.

  1.  
  2. 10:00
    Presentation

    5 SaaS tools: How fast-growing B2B marketing and sales teams organise themselves using tools

    Fast-growing organisations need leads, which are then handled by the B2B sales team. From our own start-ups and working with over 40 organisations, similar challenges regularly emerge. In this session, we will look at 5 typical challenges and illustrate how organisational and tool-based solutions are applied in practice.

  3. 10:30
    Presentation

    Sales success through configuration along the Buyer's Journey

    Do your prospects and customers get the product information they want along the buyer's journey? As we see it, sales in 2022 is all about speeding up quotation processes, digitising customer requests and making your business processes more efficient.

    Topics in our master class: • Digital sales along the buyer's journey - the important role of a configurator tool
    • Added value of Guided Selling, product configuration and co.
    • Impressing customers anew - visual configuration with 3D & AR

  4. 10:45
    Presentation

    Unlocking the Marketing Boost - How to make marketing and sales successful together

    Digital marketing expert Erik Siekmann will take you into the world of online marketing. The significance of digital marketing measures in B2B continues to increase. The mechanics of how marketing and sales work together have also changed drastically in recent years. This talk will present efficient online marketing strategies, describe how to reach B2B target groups online, and look at organisational cooperation between marketing and sales.

  5. 11:15
    Presentation

    How sales teams can regain time to close more deals

    The number one priority for sales teams is closing deals. But in reality, they spend much of their valuable time coordinating appointments, chasing leads that were once interested, or talking to leads that are far too cold. With sales automation, sales teams can regain their time to focus on what really matters.

  6. 11:45
    Presentation

    Make the shift from What to sell to How to sell with the Salesforce Revenue Cloud

    Businesses are becoming increasingly focused on building customer relationships and finding innovative ways to monetize them. This innovation takes a variety of forms: pricing, packaging, and go-to-market models. These include subscriptions, product and services bundling, or consumption-based pricing.

    We will showcase how subscriptions change the entire lead-to-cash process, with focus on how a customer doesn’t just represent just a one-time sale but a lifecycle from acquisition to renewal. Join this session to discover:

    - how to connect customer touchpoints into one holistic journey that aligns to your new product and pricing strategy

    - how sales and finance can work together on a new shared mission that puts the customer first

    - what capabilities are needed to support the subscription model across every department.

  7. 12:15
    Presentation

    Turning LinkedIn Data into Sales Success

    LinkedIn Sales Solutions products work better together. When you combine the market-level data of Sales Insights with the relationship-building power of Sales Navigator, great things happen for sales teams. LinkedIn is proud to present at the Sales Summit Hamburg 2022, and demonstrate how our products will enable your sales teams to create new business opportunities, and strengthen customer relationships.

  1. 12:45
    Presentation

    Lunch break

  1. 13:45
  2. 15:00
    Panel discussion

    Sales leaders’ panel

    Sales chiefs from leading companies discuss the current challenges in their respective industries.

  3. 15:45
     

    Coffee break & stadium tour

    An especially popular place of interest in Hamburg that the majority of Hamburg's citizens are yet to see; discover the inner workings of the FC St. Pauli stadium.

    Millerntour

    Free guided tour of the stadium
    Meeting point: in front of the elevator in the exhibition area

  4. 16:15
    Presentation

    Sustainable sports marketing made by FC St. Pauli

    In the current social environment, there are two main topics that every company must deal with today: attitude and sustainability. FC St. Pauli has been addressing both topics for several years and has developed into a credible communication platform. When dealing with potential new partners, we are initially exclusively concerned with the question of whether the new partner and their values fit in with our own and whether FC St. Pauli fits in with the new partner. This makes the sales process quite particular and demanding.

  5. 16:45
    Panel discussion

    How is digitalisation changing the world of work in sales?

    What will sales teams of the future look like? Do they still need fixed locations, and if so, where will they be?

  6. 17:30
    Panel discussion

    Sum Up Panel

    Jens and Ina, together with some exciting guests, summarize the highlights of the Sales Summit 2022 and give an outlook for the coming year.

  1. 13:45
    Presentation

    Promising tips from Purchasing for the Sales Department

    Negotiating is not selling! When negotiating starts, selling stops. However, this is exactly what most sales people forget, and thus lose a massive amount of negotiating leverage. It is therefore necessary that the sales department prepares for the difficult negotiations with the purchasing department with a well-founded and comprehensive strategy. How do I enforce my additional demands? How do I win new orders? What opportunities do I have to better understand the negotiation strategies and drivers of purchasing? In our masterclass you will take away valuable impulses and you will learn the decisive tips and tricks for sales success.

  2. 14:15
    Presentation

    Powerful sales management: digital lead and pipeline management

    Do you know how many orders you may expect in the next quarter? Do you know your top 10 business opportunities in your sales region? What are the reasons for volatile receipt of orders? If you know the answers to those questions, you also know what is key to powerful and high performing sales management.

    The key is: digital lead and pipeline management. In this presentation, you can expect to get suggestions and practical insights on:

    - how to successfully manage your processes and your sales organisation based on the potential pipeline

    - how to track appropriate KPIs

    - how to use digital management and controlling mechanisms to stimulate performance in your sales organisation

  3. 14:45
    Presentation

    5 Things your Sales Reps aren’t telling you - Why an integrated sales solution approach is the only way forward

    The challenges for accurate forecasting are huge. How do you know what is BS and what is reality?

    Do you trust your pipeline? Your forecast?

    All too often forecasting is based on hope or intuition rather than data.

    In this session we will explore why coaching is a central driver of your sales culture and why it should be at the centre of your forecasting strategy. We will show, how to achieve agile and accurate forecasts while removing intuition bias:

    4 forecasting essentials for accurate forecasts - without the Bullshit!

  4. 15:00
    Presentation

    Sales Order Automation

    Do you still process incoming orders manually? By automating your order entry, you can not only noticeably reduce the workload of your sales team, but also process incoming orders faster and more cost-effectively.
    In this masterclass, learn how Workist's AI can help you process documents so your sales team can focus on value-adding tasks again.

  5. 15:15
    Presentation

    What does modern selling look like?

    The pandemic is changing sales at an unprecedented rate. Some changes, like remote selling via video, came "overnight." Others, like remote onboarding of new employees, take a little more time. At the same time, buyers are becoming more demanding than ever.
    So what does modern selling look like? And how can sales reps deliver exceptional buying experiences in the digital world? Revenue enablement is the solution. In this masterclass, we show you exactly what this is all about.

  6. 15:30
    Presentation

    Coffee break

  7. 15:45
    Presentation

    Seismic Masterclass

    80% of the buying cycle has already run. That is before you have your first contact with your potential costumer. Says Forester. Or was it Gartner? It doesn’t matter*. We’ve all seen it happen. So there is very little time for you to make a difference. Now what? The remaining 20% must really “pop”. And that will only work with one thing: relevance. In this master class we’ll talk about how you become and stay relevant to the customer.
    Join us.
    * Actually, both

  8. 16:15
    Presentation

    How to Build a Video Selling Strategy

    Video is one of a sales reps most powerful tools in a virtual selling toolkit. But if you don’t use video properly in a sales strategy, then you won’t get the most out of your prospecting and outreach.

    75% of top-performing sales prospects say that video increases their response rates. And what more do we want than engagement from our prospects! Reading through a text-heavy email inbox can make prospects feel unhappy and stressed, but watching a video reverses that effect, making them more receptive to your pitch.

    Join Vidyard as they break down why having a video strategy is so important to your team’s success and how to use it properly.

    You’ll learn how a video strategy can help your team:
    - Capture the attention of prospects
    - Spend more time selling
    - Measure outreach performance with video analytics

  9. 16:45
    Presentation

    2022: A New Era of Digital Transformation for Sales

    The digital disruption of sales is accelerating, making today's business environment more competitive than ever. Yet most traditional revenue organisations are unequipped with the right processes, people or technology to out-perform their competition and thrive in the new normal.

    Every revenue team suffers a Sales Execution Gap — the gap between the potential revenue of an organisation and the actual revenue it achieves. To innovate, grow, and win, leaders must embrace new technologies and strategies to help them execute at their full potential - winning more deals with less effort; forecasting without guesswork; and delivering a better customer experience.
    Join Rebecca Feiten, Senior Director for Strategic Sales at Outreach as she explores how organisations can close their Sales Execution Gap and drive predictable, efficient growth across their entire revenue cycle.

  10. 17:15
    Presentation

    More agility and flexibility in Sales: Sales Performance Management with Anaplan

    The primary role of any business is to generate revenue and generate growth. Each role within the company falls into one of the following three categories:
    1. Generates revenue
    2. Enablea someone else to generate revenue
    3. Helps to secure revenue

    But: How do you identify what to focus on sales-wise to achieve business goals? How do you increase sales productivity? And how exactly do you reduce the high cost of acquiring customers? Is your sales forecast accurate enough? And if not, how do you increase accuracy?
    With Anaplan you will find answers to exactly these questions.

  1. 17:50
    Presentation

    Sales Summit Speaker Awards Presentation

    Using our app, every attendee at the event has the chance to vote for the best speaker over the course of the day. The 3 with the most votes on the main stage and at the masterclasses will be awarded a Sales Summit Speaker Award.
  1. 18:00
    Presentation

    For all participants: Networking dinner, drinks & music

     
  1. 23:00
    Presentation

    End of Sales Summit 2022

08:30
 

Admission

The doors open at 8:30 am - so you can start networking over your first coffee or find yourself a good seat.
09:10 MAIN STAGE:
 

Opening

Event opening and welcome from organizers.

09:15 MAIN STAGE:
Presentation

How to set up hybrid pharma sales at lightspeed

BioNTech has established a hybrid sales force in record time. It was an inspiring learning journey; from onboarding through to training with hybrid learning concepts, to the digital learning platform. It also involved the first carbon-neutral electric vehicle fleet in pharma sales. Digital systems and data-driven activities enhanced the employee experience that effectively translated into a significant customer experience. Employee and customer feedback showed a successful outcome of the project.

09:45 MAIN STAGE:
Presentation

Coffee break & guided stadium tour

An especially popular place of interest in Hamburg that the majority of Hamburg's citizens are yet to see; discover the inner workings of the FC St. Pauli stadium.

Millerntour

Free guided tour of the stadium
Meeting point: in front of the elevator in the exhibition area

10:00 MASTERCLASSES:
Presentation

5 SaaS tools: How fast-growing B2B marketing and sales teams organise themselves using tools

Fast-growing organisations need leads, which are then handled by the B2B sales team. From our own start-ups and working with over 40 organisations, similar challenges regularly emerge. In this session, we will look at 5 typical challenges and illustrate how organisational and tool-based solutions are applied in practice.

10:15 MAIN STAGE:
Presentation

Digital Transformation of a technical Service Provider

Digital transformation is high on the strategic agenda of most companies. But what does this transformation mean for a traditional, technical Service Provider ? Which implementation opportunities exists to bring technical services to the client?

Robert Kees, CEO Global Sales & Marketing TÜV Süd AG, takes you on the journey, which TÜV Süd undergoes, a 150 year old company with globally 1000 locations and 25000 employees, to bring E-Commerce, client portals and Hybrid selling activities to life.

10:30 MASTERCLASSES:
Presentation

Sales success through configuration along the Buyer's Journey

Do your prospects and customers get the product information they want along the buyer's journey? As we see it, sales in 2022 is all about speeding up quotation processes, digitising customer requests and making your business processes more efficient.

Topics in our master class: • Digital sales along the buyer's journey - the important role of a configurator tool
• Added value of Guided Selling, product configuration and co.
• Impressing customers anew - visual configuration with 3D & AR

10:45 MAIN STAGE:
Panel discussion

Digitalization in Sales

How can the new digital tools and services in Sales to help achieve better results and become more efficient? A discussion with experts on the topic.

10:45 MASTERCLASSES:
Presentation

Unlocking the Marketing Boost - How to make marketing and sales successful together

Digital marketing expert Erik Siekmann will take you into the world of online marketing. The significance of digital marketing measures in B2B continues to increase. The mechanics of how marketing and sales work together have also changed drastically in recent years. This talk will present efficient online marketing strategies, describe how to reach B2B target groups online, and look at organisational cooperation between marketing and sales.

11:15 MASTERCLASSES:
Presentation

How sales teams can regain time to close more deals

The number one priority for sales teams is closing deals. But in reality, they spend much of their valuable time coordinating appointments, chasing leads that were once interested, or talking to leads that are far too cold. With sales automation, sales teams can regain their time to focus on what really matters.

11:30 MAIN STAGE:
Panel discussion

Zoom, telephone or face-to-face conversation – how much customer contact does modern B2B sales require?

Can video calls replace telephone calls or face-to-face meetings? Leading sales managers discuss their experiences and strategies.

11:45 MASTERCLASSES:
Presentation

Make the shift from What to sell to How to sell with the Salesforce Revenue Cloud

Businesses are becoming increasingly focused on building customer relationships and finding innovative ways to monetize them. This innovation takes a variety of forms: pricing, packaging, and go-to-market models. These include subscriptions, product and services bundling, or consumption-based pricing.

We will showcase how subscriptions change the entire lead-to-cash process, with focus on how a customer doesn’t just represent just a one-time sale but a lifecycle from acquisition to renewal. Join this session to discover:

- how to connect customer touchpoints into one holistic journey that aligns to your new product and pricing strategy

- how sales and finance can work together on a new shared mission that puts the customer first

- what capabilities are needed to support the subscription model across every department.

12:15 MAIN STAGE:
Presentation

Between tradition and digitalization - credit unions in transition

Change cycles are becoming shorter and shorter. This brings opportunity and risk for companies. Ms Herbers, Member of the Board of Hamburger Volksbank, talks about the changes within the banking industry and how Hamburger Volksbank - as a rather traditional company - deals with change.

12:15 MASTERCLASSES:
Presentation

Turning LinkedIn Data into Sales Success

LinkedIn Sales Solutions products work better together. When you combine the market-level data of Sales Insights with the relationship-building power of Sales Navigator, great things happen for sales teams. LinkedIn is proud to present at the Sales Summit Hamburg 2022, and demonstrate how our products will enable your sales teams to create new business opportunities, and strengthen customer relationships.

12:45
Presentation

Lunch break

13:45 MAIN STAGE:
 

Sales Summit Startup Awards

Here you can see innovative startups presenting their clever new solutions in sales. The best three will receive a Sales Summit Startup Award – you decide!

13:45 MASTERCLASSES:
Presentation

Promising tips from Purchasing for the Sales Department

Negotiating is not selling! When negotiating starts, selling stops. However, this is exactly what most sales people forget, and thus lose a massive amount of negotiating leverage. It is therefore necessary that the sales department prepares for the difficult negotiations with the purchasing department with a well-founded and comprehensive strategy. How do I enforce my additional demands? How do I win new orders? What opportunities do I have to better understand the negotiation strategies and drivers of purchasing? In our masterclass you will take away valuable impulses and you will learn the decisive tips and tricks for sales success.

14:15 MASTERCLASSES:
Presentation

Powerful sales management: digital lead and pipeline management

Do you know how many orders you may expect in the next quarter? Do you know your top 10 business opportunities in your sales region? What are the reasons for volatile receipt of orders? If you know the answers to those questions, you also know what is key to powerful and high performing sales management.

The key is: digital lead and pipeline management. In this presentation, you can expect to get suggestions and practical insights on:

- how to successfully manage your processes and your sales organisation based on the potential pipeline

- how to track appropriate KPIs

- how to use digital management and controlling mechanisms to stimulate performance in your sales organisation

14:45 MASTERCLASSES:
Presentation

5 Things your Sales Reps aren’t telling you - Why an integrated sales solution approach is the only way forward

The challenges for accurate forecasting are huge. How do you know what is BS and what is reality?

Do you trust your pipeline? Your forecast?

All too often forecasting is based on hope or intuition rather than data.

In this session we will explore why coaching is a central driver of your sales culture and why it should be at the centre of your forecasting strategy. We will show, how to achieve agile and accurate forecasts while removing intuition bias:

4 forecasting essentials for accurate forecasts - without the Bullshit!

15:00 MAIN STAGE:
Panel discussion

Sales leaders’ panel

Sales chiefs from leading companies discuss the current challenges in their respective industries.

15:00 MASTERCLASSES:
Presentation

Sales Order Automation

Do you still process incoming orders manually? By automating your order entry, you can not only noticeably reduce the workload of your sales team, but also process incoming orders faster and more cost-effectively.
In this masterclass, learn how Workist's AI can help you process documents so your sales team can focus on value-adding tasks again.

15:15 MASTERCLASSES:
Presentation

What does modern selling look like?

The pandemic is changing sales at an unprecedented rate. Some changes, like remote selling via video, came "overnight." Others, like remote onboarding of new employees, take a little more time. At the same time, buyers are becoming more demanding than ever.
So what does modern selling look like? And how can sales reps deliver exceptional buying experiences in the digital world? Revenue enablement is the solution. In this masterclass, we show you exactly what this is all about.

15:30 MASTERCLASSES:
Presentation

Coffee break

15:45 MAIN STAGE:
 

Coffee break & stadium tour

An especially popular place of interest in Hamburg that the majority of Hamburg's citizens are yet to see; discover the inner workings of the FC St. Pauli stadium.

Millerntour

Free guided tour of the stadium
Meeting point: in front of the elevator in the exhibition area

15:45 MASTERCLASSES:
Presentation

Seismic Masterclass

80% of the buying cycle has already run. That is before you have your first contact with your potential costumer. Says Forester. Or was it Gartner? It doesn’t matter*. We’ve all seen it happen. So there is very little time for you to make a difference. Now what? The remaining 20% must really “pop”. And that will only work with one thing: relevance. In this master class we’ll talk about how you become and stay relevant to the customer.
Join us.
* Actually, both

16:15 MAIN STAGE:
Presentation

Sustainable sports marketing made by FC St. Pauli

In the current social environment, there are two main topics that every company must deal with today: attitude and sustainability. FC St. Pauli has been addressing both topics for several years and has developed into a credible communication platform. When dealing with potential new partners, we are initially exclusively concerned with the question of whether the new partner and their values fit in with our own and whether FC St. Pauli fits in with the new partner. This makes the sales process quite particular and demanding.

16:15 MASTERCLASSES:
Presentation

How to Build a Video Selling Strategy

Video is one of a sales reps most powerful tools in a virtual selling toolkit. But if you don’t use video properly in a sales strategy, then you won’t get the most out of your prospecting and outreach.

75% of top-performing sales prospects say that video increases their response rates. And what more do we want than engagement from our prospects! Reading through a text-heavy email inbox can make prospects feel unhappy and stressed, but watching a video reverses that effect, making them more receptive to your pitch.

Join Vidyard as they break down why having a video strategy is so important to your team’s success and how to use it properly.

You’ll learn how a video strategy can help your team:
- Capture the attention of prospects
- Spend more time selling
- Measure outreach performance with video analytics

16:45 MAIN STAGE:
Panel discussion

How is digitalisation changing the world of work in sales?

What will sales teams of the future look like? Do they still need fixed locations, and if so, where will they be?

16:45 MASTERCLASSES:
Presentation

2022: A New Era of Digital Transformation for Sales

The digital disruption of sales is accelerating, making today's business environment more competitive than ever. Yet most traditional revenue organisations are unequipped with the right processes, people or technology to out-perform their competition and thrive in the new normal.

Every revenue team suffers a Sales Execution Gap — the gap between the potential revenue of an organisation and the actual revenue it achieves. To innovate, grow, and win, leaders must embrace new technologies and strategies to help them execute at their full potential - winning more deals with less effort; forecasting without guesswork; and delivering a better customer experience.
Join Rebecca Feiten, Senior Director for Strategic Sales at Outreach as she explores how organisations can close their Sales Execution Gap and drive predictable, efficient growth across their entire revenue cycle.

17:15 MASTERCLASSES:
Presentation

More agility and flexibility in Sales: Sales Performance Management with Anaplan

The primary role of any business is to generate revenue and generate growth. Each role within the company falls into one of the following three categories:
1. Generates revenue
2. Enablea someone else to generate revenue
3. Helps to secure revenue

But: How do you identify what to focus on sales-wise to achieve business goals? How do you increase sales productivity? And how exactly do you reduce the high cost of acquiring customers? Is your sales forecast accurate enough? And if not, how do you increase accuracy?
With Anaplan you will find answers to exactly these questions.

17:30 MAIN STAGE:
Panel discussion

Sum Up Panel

Jens and Ina, together with some exciting guests, summarize the highlights of the Sales Summit 2022 and give an outlook for the coming year.

17:50
Presentation

Sales Summit Speaker Awards Presentation

Using our app, every attendee at the event has the chance to vote for the best speaker over the course of the day. The 3 with the most votes on the main stage and at the masterclasses will be awarded a Sales Summit Speaker Award.
18:00
Presentation

For all participants: Networking dinner, drinks & music

 
23:00
Presentation

End of Sales Summit 2022