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While you can find tons of books, webcasts and conferences telling you how to win more new business, there is little-to-no-help for mastering the existing customer commercial conversations.
But, that is all about to change with the 1st Annual Customer Expansion Marketing and Sales Conference presented by the International Journal of Sales Transformation and Corporate Visions. The conference is taking place on the 25th of September 2019 at the Altitude 360 (Atmosphere Venues) in London.
Bringing together both business leaders and senior academic researchers, this complimentary conference promises to be authoritative, objective and informative.
But, that is all about to change with the 1st Annual Customer Expansion Marketing and Sales Conference presented by the International Journal of Sales Transformation and Corporate Visions. The conference is taking place on the 25th of September 2019 at the Altitude 360 (Atmosphere Venues) in London.
Bringing together both business leaders and senior academic researchers, this complimentary conference promises to be authoritative, objective and informative.
Dedicated to helping you to improve your success in the four acute commercial moments associated with your customer success programs, this conference will be jam-packed with original research, scientifically backed messaging approaches and delivery skills, and stories from real-life practitioners.
Check out the agenda below and register now to reserve your spot!
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Conference Agenda
WEDNESDAY, SEPTEMBER 25
08:30 – 09:00 | Registration & Refreshments
09:00 – 09:10 | Welcome
Nick de Cent, the International Journal of Sales Transformation & Leo Hanna, Corporate Visions
09:10 – 09:30 | Opening Keynote: Customer Expansion is not the Same as Customer Acquisition
Tim Riesterer, Corporate Visions
09:30 – 10:15 | Research Spotlight: Retention and Renewal Messaging
Tim Riesterer, Corporate Visions & Dr. Nick Lee, Warwick Business School
Learn the optimal messaging framework for ensuring you retain your existing customer contracts and subscriptions. Find out how companies have been using this approach to avoid RFPs and even expand their share with customers just by changing their renewal messaging.
10:15 – 10:30 | BREAK
10:30 – 11:15 | Research Spotlight: Communicating Price Increases
Tim Riesterer, Corporate Visions & Dr. Nick Lee, Warwick Business School
Discover the best way to present and pass along a price increase as part of your growth strategy. See how companies are recapturing some of the margin they might have leaked during the original sales process, or make sure they get the premium needed to cover any product or service improvements.
11:15 – 12:00 | Hear from the Practitioners - Panel Discussion: Three Perspectives – One Common Goal
Adam Joseph, Kevin Shirley & Lauren Olerich, GainSight
Marketing, Sales and Customer Success must all be part of your expansion strategy and execution. This panel will feature the three heads of each of these departments at the same company where they are cooperating to make Customer Expansion a shared effort. Find out how they practically aligned these typically disparate organisations, and learn how to build your own integrated process.
12:00 – 12:45 | LUNCH
12:45 – 13:30 | Research Spotlight: Upgrades and Add-On Selling
Doug Hutton, Corporate Visions & Dr. Nick Lee, Warwick Business School
Find out what it takes to get your customers to move to your next upgrade, instead of lagging on old products or systems (so making making them vulnerable to the competition). See how companies are using the right mix of partnership and provocation to get customers to evolve and do more.
13:30 – 14:15 | Research Spotlight: Apologies that Increase Customer Loyalty
Doug Hutton, Corporate Visions & Dr. Nick Lee, Warwick Business School
Get a tested, proven messaging approach for effectively handling the critical conversation with customers that comes along with the almost inevitable product or service failure. Examine the elements companies can use to create even greater customer satisfaction and loyalty following a problem compared with if the customer had never experienced an issue in the first place.
14:15 – 14:30 | BREAK
14:30 – 15:00 | Hear from the Practitioners - Keynote: BT Group
Robert Sorrell, BT Global Services
15:00 – 16:20 | Panel Discussion: Real-World Application and Q&A
Moderator: Nick de Cent, the International Journal of Sales Transformation
Join the researchers to discuss the value of research around commercial functions, find out the best ways to put that research into practice and get all your questions answered.
16:20 – 16:30 | Closing Remarks
Nick de Cent, the International Journal of Sales Transformation & Leo Hanna, Corporate Visions
EVENT DETAILS
Date:
September 25th, 2019
Location:
Altitude 360 (Atmosphere Venues)
Millbank Tower, 21 – 24 Millbank
Westminster, London SW1P 4RS
Location:
Altitude 360 (Atmosphere Venues)
Millbank Tower, 21 – 24 Millbank
Westminster, London SW1P 4RS
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