26th and 27th April 2023 in Hamburg
Contact: info@salessummit.de or +49 (40) 537 991 133

Sales Summit day one

The program of the first day of the Sales Summit on 26th April 2023.

Sales Summit day two

The program of the second day of the Sales Summit on 27th April 2023.

26th April 2023 Sales Summit day one

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

    Admission

    The doors open at 08:30 am - so you can start networking over your first coffee or find yourself a good seat.
  1. 09:15
     

    Opening

    Event opening and welcome from organizers.

  2. 09:30
    Presentation

    Increasing customer loyalty through digitalisation of sales

    Nowadays, our customers are predominantly digital and have clear expectations derived from their private shopping experiences. Digital offers must be relevant, intuitive and consistent. By consistently digitising the customer interface and using behavioural data, a personalised shopping experience can be designed that leads to increased customer loyalty.

  3. 10:00
    Presentation

    Coffee break

  4. 10:30
    Presentation

    Learning from the market leader: this is how Salesforce sales work

    Did you know that salespeople spend only 28% of their work week selling? Much of their time is spent on routine tasks - like deal management and data entry. But is that really productive? No. That's why it's even more important to eliminate unnecessary tasks from the to-do list so that more time can be invested in closing deals. It also seems that a multitude of tools often cause problems in this regard. Salesforce's secret recipe for a strong performance and efficiency culture in sales can be broken down quite simply. Three pillars form the basis: people, processes, data and tools. Join the keynote to learn more about how Salesforce makes sales work and how people rely on their in-house CRM system.

  5. 11:00
    Panel discussion

    The link between marketing and sales

    What does it take for successful collaboration between marketing and sales, and what are the challenges?

  6. 11:45
    Panel discussion

    Sales leader panel

    Sales managers from leading companies discuss the current sales perspectives and challenges in their respective industries.

  1. 10:00
  2. 10:15
    Presentation

    This far, but no further: How to overcome the status quo in sales

    The status quo is comfortable, it's familiar, predictable and easy. But what has got you this far will not necessarily get you anywhere. Sales and enablement strategies must evolve, or you will be left behind. Far too many companies are still following rigid B2B sales tactics with outdated marketing materials and not adapting conversations to the individual needs of their customers. How can you overcome this status quo and enable your salespeople to reach their sales targets this year?

    In this masterclass, Antoine Richert, Senior Solutions Engineer at Showpad, will provide insights on the following topics:
    - The sales challenges you face.
    - Why modern customers are dissatisfied with rigid sales tactics and content
    - How the right content, training and data enable sales teams to perform at their best

  3. 10:30
    Presentation

    From days to minutes: How Von Poll Immobilien optimised lead response time and increased closing rates

  4. 11:00
  5. 11:30
  6. 11:45
    Presentation

    Outreach Masterclass

  7. 12:00
    Presentation

    New Work requires New Learning AND New Technology: How using adaptive learning technology can help you to ensure the sales competencies of the entire team are sustainable - and demonstrably increase sales success

    How can the use of artificial intelligence today help you achieve higher sales results, ensure rapid onboarding of new sales reps, and ensure that every employee gains the sales skills they need? In this masterclass, you will gain insights into how artificial intelligence can support, implement learning in the "flow of work" already today and secure the human capital of your sales team. The proof of action competencies through comprehensive analytics, employee motivation and engagement as well as sustainability are central aspects of the presentation.

  1. 12:30
    Presentation

    Lunch break

  1. 13:30
     

    Sales Summit Startup Awards

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

  2. 14:30
    Presentation

    Don’t do Sales Training - unless you have a holistic approach to Sales Training and Development

    Gain valuable insights into how you can increase your success and reduce attrition of your top sales reps.

  3. 15:00
    Presentation

    A truffle pig for distribution

    TÜV Rheinland has developed an innovative sales intelligence / automation model (potential map) for German B2B sales in order to increase the number of hits and generate more turnover. Frank Mager reports on how he approaches this topic for his sales team and what results he has already achieved with automated potential analysis in sales.
    - How to implement Automated Smart Data Potential Analysis.
    - Why Artificial Intelligence (AI) is an innovation and growth driver in the entire value chain.
    - Which is the most important KPI to manage your sales success.

  4. 15:30
    Presentation

    Coffee break

  5. 16:00
    Presentation

    Transformation total: How do you manage to shift all analog B2B customers to a digital SaaS pricing model within one year?

    The transformation of ARGUS DATA INISIGHTS includes the change from a piece-based business model to a SaaS flat pricing as well as the change from an analog to a digital product experience - all at the same time! This involves the conversion of more than 4,000 B2B customer contracts to a new commercial SaaS pricing model within one year. This gives rise to 3 questions:
    • How do you align your sales organization with this ambitious goal?
    • How do you upsell on the sales side and prevent churn at the same time?
    • What marketing and sales automation measures can be used to achieve this goal?

  6. 16:30
    Panel discussion

    War for Talent

    Sales teams will continue to grow strongly in 2023 and struggle to attract new employees. Numerous approaches and procedures are trying to support managers in this: Employer branding, tools or external service providers. What are the successes and no-gos in sales recruiting?

  7. 17:15
    Presentation

    In preparationNot perfect but better - The interaction of sales and sustainability at FC St. Pauli

    The sustainability transformation is on the rise. What does sustainability mean in sales, what challenges does it bring, and how does it change the relationship with the customer?

  8. 17:45
     

    Main Stage Speaker Award Ceremony

    The top three speakers from our Main Stage will be honored. You decide which speakers you found particularly inspiring, charismatic and innovative. Voting will take place using our app. Access is via your ticket code.
  1. 13:30
    Presentation

    Don't just talk, do it: How a customer experience strategy can also improve your sales.

    How is a customer relationship actually built? Simply by using the best software available? Certainly not. It's true that the potential of digital tools to improve your customers' experience, and thus your sales results improve. But the reality is crystal clear: if the corresponding processes are not being lived, your sales strategy will fail. So the slogan is: sort out what you really need. And then bring the horsepower on the road. In this presentation, I'll show you how to separate wheat from chaff, turn babbling into action, and put the customer at the center of your sales efforts.

  2. 14:00
    Presentation

    Increasing sales through data. How to use analytics successfully in sales.

    Did you know that according to a 2021 study by Korn Ferry, only 25% of sales organisations achieved sales forecast accuracy above 75%? And did you know that according to a 2022 study by McKinsey, companies that were data-driven were able to achieve growth far above the market average and an EBITDA increase of 15-25%? We will show you how you, as a sales leader, can empower your sales teams with targeted analytics and actionable insights across the sales cycle, forecast revenue better, and control your pipeline like never before. Fully integrated with Salesforce Sales Cloud.

  3. 14:30
    Presentation

    The robots take over: Digital job processing of tomorrow

    "Learn how you too can process your incoming customer orders and enquiries fully digitally tomorrow.

    With the latest RPA and AI technology. Supported by intelligent assistants. Efficient, error-free and even fully automated.

    Make confident decisions with a 360-degree view. Increase your efficiency by up to 50 %. Gain time for the essentials! Improve the customer experience of your customers.

    With AFI Order, one of the many solutions from AFI Solutions, the leading solution provider for the digitalisation and optimisation of document processes around SAP, you can do the same.

  4. 14:45
    Presentation

    Allego Masterclass

  5. 15:15
     

    Coffee break

  6. 16:30
  7. 16:45
  8. 17:45
     

    Masterclass Speaker Award Ceremony

    The top three speakers from our Masterclass will be honored. You decide which speakers you found particularly inspiring, charismatic and innovative. Voting will take place using our app. Access is via your ticket code.
  1. 18:00
     

    For all participants: Networking event, drinks & music

26th April 2023 Sales Summit day one

08:30
 

Admission

The doors open at 08:30 am - so you can start networking over your first coffee or find yourself a good seat.
09:15 MAIN STAGE:
 

Opening

Event opening and welcome from organizers.

09:30 MAIN STAGE:
Presentation

Increasing customer loyalty through digitalisation of sales

Nowadays, our customers are predominantly digital and have clear expectations derived from their private shopping experiences. Digital offers must be relevant, intuitive and consistent. By consistently digitising the customer interface and using behavioural data, a personalised shopping experience can be designed that leads to increased customer loyalty.

10:00 MAIN STAGE:
Presentation

Coffee break

10:00 MASTERCLASSES:
Presentation

ServiceOcean Masterclass

10:15 MASTERCLASSES:
Presentation

This far, but no further: How to overcome the status quo in sales

The status quo is comfortable, it's familiar, predictable and easy. But what has got you this far will not necessarily get you anywhere. Sales and enablement strategies must evolve, or you will be left behind. Far too many companies are still following rigid B2B sales tactics with outdated marketing materials and not adapting conversations to the individual needs of their customers. How can you overcome this status quo and enable your salespeople to reach their sales targets this year?

In this masterclass, Antoine Richert, Senior Solutions Engineer at Showpad, will provide insights on the following topics:
- The sales challenges you face.
- Why modern customers are dissatisfied with rigid sales tactics and content
- How the right content, training and data enable sales teams to perform at their best

10:30 MAIN STAGE:
Presentation

Learning from the market leader: this is how Salesforce sales work

Did you know that salespeople spend only 28% of their work week selling? Much of their time is spent on routine tasks - like deal management and data entry. But is that really productive? No. That's why it's even more important to eliminate unnecessary tasks from the to-do list so that more time can be invested in closing deals. It also seems that a multitude of tools often cause problems in this regard. Salesforce's secret recipe for a strong performance and efficiency culture in sales can be broken down quite simply. Three pillars form the basis: people, processes, data and tools. Join the keynote to learn more about how Salesforce makes sales work and how people rely on their in-house CRM system.

10:30 MASTERCLASSES:
Presentation

From days to minutes: How Von Poll Immobilien optimised lead response time and increased closing rates

11:00 MAIN STAGE:
Panel discussion

The link between marketing and sales

What does it take for successful collaboration between marketing and sales, and what are the challenges?

11:00 MASTERCLASSES:
Presentation

Salesforce Masterclass

11:30 MASTERCLASSES:
Presentation

The perfect contract

11:45 MAIN STAGE:
Panel discussion

Sales leader panel

Sales managers from leading companies discuss the current sales perspectives and challenges in their respective industries.

11:45 MASTERCLASSES:
Presentation

Outreach Masterclass

12:00 MASTERCLASSES:
Presentation

New Work requires New Learning AND New Technology: How using adaptive learning technology can help you to ensure the sales competencies of the entire team are sustainable - and demonstrably increase sales success

How can the use of artificial intelligence today help you achieve higher sales results, ensure rapid onboarding of new sales reps, and ensure that every employee gains the sales skills they need? In this masterclass, you will gain insights into how artificial intelligence can support, implement learning in the "flow of work" already today and secure the human capital of your sales team. The proof of action competencies through comprehensive analytics, employee motivation and engagement as well as sustainability are central aspects of the presentation.

12:30
Presentation

Lunch break

13:30 MAIN STAGE:
 

Sales Summit Startup Awards

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

13:30 MASTERCLASSES:
Presentation

Don't just talk, do it: How a customer experience strategy can also improve your sales.

How is a customer relationship actually built? Simply by using the best software available? Certainly not. It's true that the potential of digital tools to improve your customers' experience, and thus your sales results improve. But the reality is crystal clear: if the corresponding processes are not being lived, your sales strategy will fail. So the slogan is: sort out what you really need. And then bring the horsepower on the road. In this presentation, I'll show you how to separate wheat from chaff, turn babbling into action, and put the customer at the center of your sales efforts.

14:00 MASTERCLASSES:
Presentation

Increasing sales through data. How to use analytics successfully in sales.

Did you know that according to a 2021 study by Korn Ferry, only 25% of sales organisations achieved sales forecast accuracy above 75%? And did you know that according to a 2022 study by McKinsey, companies that were data-driven were able to achieve growth far above the market average and an EBITDA increase of 15-25%? We will show you how you, as a sales leader, can empower your sales teams with targeted analytics and actionable insights across the sales cycle, forecast revenue better, and control your pipeline like never before. Fully integrated with Salesforce Sales Cloud.

14:30 MAIN STAGE:
Presentation

Don’t do Sales Training - unless you have a holistic approach to Sales Training and Development

Gain valuable insights into how you can increase your success and reduce attrition of your top sales reps.

14:30 MASTERCLASSES:
Presentation

The robots take over: Digital job processing of tomorrow

"Learn how you too can process your incoming customer orders and enquiries fully digitally tomorrow.

With the latest RPA and AI technology. Supported by intelligent assistants. Efficient, error-free and even fully automated.

Make confident decisions with a 360-degree view. Increase your efficiency by up to 50 %. Gain time for the essentials! Improve the customer experience of your customers.

With AFI Order, one of the many solutions from AFI Solutions, the leading solution provider for the digitalisation and optimisation of document processes around SAP, you can do the same.

14:45 MASTERCLASSES:
Presentation

Allego Masterclass

15:00 MAIN STAGE:
Presentation

A truffle pig for distribution

TÜV Rheinland has developed an innovative sales intelligence / automation model (potential map) for German B2B sales in order to increase the number of hits and generate more turnover. Frank Mager reports on how he approaches this topic for his sales team and what results he has already achieved with automated potential analysis in sales.
- How to implement Automated Smart Data Potential Analysis.
- Why Artificial Intelligence (AI) is an innovation and growth driver in the entire value chain.
- Which is the most important KPI to manage your sales success.

15:15 MASTERCLASSES:
 

Coffee break

15:30 MAIN STAGE:
Presentation

Coffee break

16:00 MAIN STAGE:
Presentation

Transformation total: How do you manage to shift all analog B2B customers to a digital SaaS pricing model within one year?

The transformation of ARGUS DATA INISIGHTS includes the change from a piece-based business model to a SaaS flat pricing as well as the change from an analog to a digital product experience - all at the same time! This involves the conversion of more than 4,000 B2B customer contracts to a new commercial SaaS pricing model within one year. This gives rise to 3 questions:
  • How do you align your sales organization with this ambitious goal?
  • How do you upsell on the sales side and prevent churn at the same time?
  • What marketing and sales automation measures can be used to achieve this goal?

16:30 MAIN STAGE:
Panel discussion

War for Talent

Sales teams will continue to grow strongly in 2023 and struggle to attract new employees. Numerous approaches and procedures are trying to support managers in this: Employer branding, tools or external service providers. What are the successes and no-gos in sales recruiting?

16:30 MASTERCLASSES:
Presentation

Masterclass

16:45 MASTERCLASSES:
Presentation

Masterclass

17:15 MAIN STAGE:
Presentation

In preparationNot perfect but better - The interaction of sales and sustainability at FC St. Pauli

The sustainability transformation is on the rise. What does sustainability mean in sales, what challenges does it bring, and how does it change the relationship with the customer?

17:45 MAIN STAGE:
 

Main Stage Speaker Award Ceremony

The top three speakers from our Main Stage will be honored. You decide which speakers you found particularly inspiring, charismatic and innovative. Voting will take place using our app. Access is via your ticket code.
17:45 MASTERCLASSES:
 

Masterclass Speaker Award Ceremony

The top three speakers from our Masterclass will be honored. You decide which speakers you found particularly inspiring, charismatic and innovative. Voting will take place using our app. Access is via your ticket code.
18:00
 

For all participants: Networking event, drinks & music

27th April 2023 Sales Summit day two

  1. Main Stage
  1. Masterclasses
  1. 09:00
     

    Admission

    The doors open at 09:00 am - so you can start networking over your first coffee or find yourself a good seat.
  1. 09:50
     

    Opening

    Opening of the event and welcome by the organizers.

  2. 10:00
    Presentation

    "New Sales" - What could that be?

    Digitalisation empowers the customer, enables different marketing, improves logistics - the simple things can be done without sales, the rest requires better advice. Department stores, pharmacies and banks are closing. Whose turn is it to be overrun by change? Where can we save ourselves? Thinking about "new sales".

  3. 11:00
    Panel discussion

    How is the working world in sales changing?

    What will the sales teams of the future look like? What are the new challenges and what is needed for continued successful collaboration?

  4. 11:45
  5. 12:00
     

    State of the European Sales Tech Space 2023

    Sales tools support various processes in sales. The session takes a look at the sales tech landscape in 2023 and highlights trends and developments, especially in Europe.

  1. 10:15
    Presentation

    Emotions versus contract

    Negotiation Advisory Group
  2. 10:30
    Presentation

    Seismic Masterclass

  3. 11:00
    Presentation

    Win and support customers with Zoho CRM

    In this session, you'll learn how to effectively use Zoho CRM for new customer acquisition and customer support These special highlights await you:
    Creating Systems with Zoho CRM
    Digitize, optimize and automate (standards, blueprints, workflows, dashboards)
    Generating and qualifying leads with Zoho CRM
    How to successfully generate leads and qualify them professionally
    Successful selling with Zoho CRM
    How to effectively manage sales opportunities and sell effectively
    Delighting customers with Zoho CRM
    Recommendations and tips on how to delight and serve customers, Get references, generate referrals and get repeat business.

  4. 11:30
    Presentation

    Predictive Sales in B2B

  5. 11:45
    Presentation

    Kola-boration? How fritz-kola digitizes the sales team.

    Together, we face volatility and rapid development of the market. With this approach, IT and sales have moved closely together at fritz and have prepared themselves for the future with the right methods and tools.

  1. 12:30
     

    Lunch break

  1. 13:30
    Presentation

    Telesales 2.0 - recipe for success for the development of a new B2B sales channel, or: "anonymous call centre was yesterday".

  2. 14:00
    Panel discussion

    Digitalization in sales

    How is digitalization changing the sales business? Which tools and software solutions are being used and what do new successful processes in sales look like?

  3. 14:45
    Presentation

    Keynote

  1. 15:15
     

    Coffee break

  1. 15:30
    Panel discussion

    How much customer proximity does modern B2B sales need?

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

  2. 16:15
     

    Main Stage Speaker Awards Ceremony

    The top three speakers from our Main Stage will be honored. You decide which speakers you found particularly inspiring, charismatic and innovative. Voting will take place using our app. Access is via your ticket code.

  1. 16:15
     

    Masterclass Speaker Award Ceremony

    The top three speakers from our Masterclass will be honored. You decide which speakers you found particularly inspiring, charismatic and innovative. Voting will take place using our app. Access is via your ticket code.

  1. 16:30
     

    For all visitors: Networking, drinks & music

  1. 20:00
     

    End of Sales Summit 2023

27th April 2023 Sales Summit day two

09:00
 

Admission

The doors open at 09:00 am - so you can start networking over your first coffee or find yourself a good seat.
09:50 MAIN STAGE:
 

Opening

Opening of the event and welcome by the organizers.

10:00 MAIN STAGE:
Presentation

"New Sales" - What could that be?

Digitalisation empowers the customer, enables different marketing, improves logistics - the simple things can be done without sales, the rest requires better advice. Department stores, pharmacies and banks are closing. Whose turn is it to be overrun by change? Where can we save ourselves? Thinking about "new sales".

10:15 MASTERCLASSES:
Presentation

Emotions versus contract

Negotiation Advisory Group
10:30 MASTERCLASSES:
Presentation

Seismic Masterclass

11:00 MAIN STAGE:
Panel discussion

How is the working world in sales changing?

What will the sales teams of the future look like? What are the new challenges and what is needed for continued successful collaboration?

11:00 MASTERCLASSES:
Presentation

Win and support customers with Zoho CRM

In this session, you'll learn how to effectively use Zoho CRM for new customer acquisition and customer support These special highlights await you:
Creating Systems with Zoho CRM
Digitize, optimize and automate (standards, blueprints, workflows, dashboards)
Generating and qualifying leads with Zoho CRM
How to successfully generate leads and qualify them professionally
Successful selling with Zoho CRM
How to effectively manage sales opportunities and sell effectively
Delighting customers with Zoho CRM
Recommendations and tips on how to delight and serve customers, Get references, generate referrals and get repeat business.

11:30 MASTERCLASSES:
Presentation

Predictive Sales in B2B

11:45 MAIN STAGE:
Presentation

Keynote

11:45 MASTERCLASSES:
Presentation

Kola-boration? How fritz-kola digitizes the sales team.

Together, we face volatility and rapid development of the market. With this approach, IT and sales have moved closely together at fritz and have prepared themselves for the future with the right methods and tools.

12:00 MAIN STAGE:
 

State of the European Sales Tech Space 2023

Sales tools support various processes in sales. The session takes a look at the sales tech landscape in 2023 and highlights trends and developments, especially in Europe.

12:30
 

Lunch break

13:30 MAIN STAGE:
Presentation

Telesales 2.0 - recipe for success for the development of a new B2B sales channel, or: "anonymous call centre was yesterday".

14:00 MAIN STAGE:
Panel discussion

Digitalization in sales

How is digitalization changing the sales business? Which tools and software solutions are being used and what do new successful processes in sales look like?

14:45 MAIN STAGE:
Presentation

Keynote

15:15
 

Coffee break

15:30 MAIN STAGE:
Panel discussion

How much customer proximity does modern B2B sales need?

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

16:15 MAIN STAGE:
 

Main Stage Speaker Awards Ceremony

The top three speakers from our Main Stage will be honored. You decide which speakers you found particularly inspiring, charismatic and innovative. Voting will take place using our app. Access is via your ticket code.

16:15 MASTERCLASSES:
 

Masterclass Speaker Award Ceremony

The top three speakers from our Masterclass will be honored. You decide which speakers you found particularly inspiring, charismatic and innovative. Voting will take place using our app. Access is via your ticket code.

16:30
 

For all visitors: Networking, drinks & music

20:00
 

End of Sales Summit 2023