SAME STRATEGY = SAME RESULTSARE YOU INNOVATING ?

22nd & 23rd JUNE 2017 | PLANET HOLLYWOOD, GOA | www.et-salesstrategysummit.com

Strategy without tactics is the slowest route to victory,tactics without strategy is the noise before defeat.

—Sun Tsu, Ancient Chinese Military strategist“

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In today’s day and age, with a dynamic consumer base, developing a well-defined strategy is imperative, so as to provide a clear framework on the basis of which the sales force can create their own distinctive approach which is aligned with the company’s overall objective. Devising an effective sales strategy is of top priority for every sales professional in every vertical, but there is no one-cut strategy or technique which works for every company, nor for every sales rep within the same organization.

Companies which are successful are the ones which can keep up with changing nature of the buyer seller relationship in the ever evolving market. They possess the ability to innovate new methodologies, action on the latest technologies, devise and deploy integrated communications over multiple channels and quickly adapt to market conditions.

An effective sales strategy has the capability to identify, analyse and accordingly react to the fluctuating nature of the sales landscape, as well as the informed and digitally connected consumer base. This helps define an approach which needed across all levels, such as, setting up a plan and processes to monitor and measure market effectiveness, assessing what will be the best approach for a company to react, what content to offer, and having the sales and marketing team working in tandem to define the buyer journey and through an engaging experience.

Irrespective of how good the product or service is, there still is a need to create a strong sales strategy to ensure its success.

The Economic Times has always been at the forefront of helping organizations and professionals gather insight on how to deal with critical business and technology issues. Over the years, it has helped growing companies proactively lead the transformational charge and has equipped them with the latest information about technological advancements as well as critical insights into managing existing ecosystems.

The summit will focus on ways in which businesses can keep its stakeholders informed, engaged and motivated, as well as understand how to advance their company’s goals while managing sales across multiple channels. The intent is to bring together industry experts to have a continued dialogue on a steady platform to discuss the latest trends and offerings that would help boost the overall growth of the sales fraternity across India.

OVERVIEW

SALES STRATEGY MASTERCLASS 2017

DATA ANALYTICS

CHANNEL SALES

AGILITY

FOSTERING TALENT

B2B

� Gain insights to keep your sales force optimally engaged

� Discover novel techniques on Predictive analytics

� Learn how Artificial intelligence can enhance the sales overall performance

� Engage with leaders from the industry, as well as international strategists under one roof

� Listen to real-life case studies by best practitioners in the business

� Chief Executive Officer

� Managing Director

� Director Sales

� Vice President

� Automobile

� Aviation

� BFSI

� Engineering

� FMCG

� Government

� Healthcare

� Information technology

� Telecommunications

WHY ATTEND?

ATTENDEE PROFILES

PARTICIPATING INDUSTRIES

� Manufacturing

� Marketing Agencies

� Media - Electronic & Print

� NGOs

� Oil & Gas

� Pharmaceutical

� Retail

� Services Related Industries

� Head of Sales

� Senior Manager

� Manger

� Assistant Manager

ARTIFICIALINTELLIGENCE

B2CECOMMERCE

ROUTE-TO-MARKET

RURAL STRATEGY CHANNEL SALES

PROGRAME SCHEDULE

DATA ANALYTICS

CHANNEL SALES

AGILITY

FOSTERING TALENT

B2B Day 1 09:00 – 10:00 Registration 10:00 – 10:05 Welcome address by ET Edge10:05 – 10:35 Keynote address Harish Bijoor, Brand Guru & Founder, Harish Bijoor Consults Inc10:35 – 11:05 Fireside chat| Deciphering the code: how will e-commerce alter buying patterns in the near future? Namit Puri, Partner and Director, Boston Consulting Group Pankaj Gupta, Head of Strategy and Sales Operations, Google11:05 - 11:15 Tea11:15 - 12:15 Panel discussion| The CEO’s perspective: Threats, Disruptions, and Alterations Prakash Mallya, Managing Director, Sales & Marketing Group India, Intel Dinesh Aggarwal, Joint Managing Director, Anchor Electricals Karthik Krishnamurthi, Country Head - Marketing & Sales, ABB Moderator: Rachna Nath, Partner, KPMG12:15 – 12:45 Case study presentation | a product driven approach Prashant Bindal, Chief Sales Officer, Lodha Group12:45 – 13:00 Special address 1: Lalit Bhise, CEO, Bizom13:00 - 14:15 Networking lunch14:15- 14:45 Optimised sales enablement: leveraging predictive analytics in an digital ecosystem Deep Thomas, CEO, Tata Insights & Quants14:45 - 15:15 Unravel the power of Digital Technology to achieve peak sales performance Sunil Dutt, President Devices, Reliance Jio Infocomm15:15 - 16:15 Fishbowl session| Agility in transformation: identifying triggers of change and creating a responsive and flexible strategy A highly interactive un-conferencing format where you too get an opportunity to voice your opinion in a dialogue with industry veterans and fellow peers. Sanjay Srivastava, Director - Analytics, American Express Pankaj Gupta, Head of Strategy and Sales Operations, Google Pegasys Technologies Delegate speaker Moderator: E&Y16:00 – 18:30 Networking cocktail

PROGRAME SCHEDULE

ARTIFICIALINTELLIGENCE

B2CECOMMERCE

ROUTE-TO-MARKET

RURAL STRATEGY CHANNEL SALES

Day 2

Day 2

09:00 – 10:00 Registration

10:00 – 10:05 Welcome address by ET Edge

10:05 – 10:30 Keynote address

10:30 – 11:00 Going above and beyond: Executing the last mile sales across India’s rural landscape

11:00 – 11:15 Tea / Coffee break

11:15 – 11:45 Unravel the power to achieve peak sales performance

11:45 – 12:15 Customer Outcome Sales Techniques - Managing Time, Territory and Priorities

12:15 – 12:45 Fostering talent: recruit, motivate and elevate your sales force

12:45 – 13:15 Case study presntation | a service driven approach

13:15 – 14:15 Networking lunch

14:15 – 14:45 Deploying Artificial Intelligence for Sales in Today’s Digital World

14:45 - 15:15 Changing rural India - an opportunity

15:00 – 16:00 Fishbowl dialogue| Tricks of the trade: managing a vast network and maximising sales productivity in

a dynamic market

16:00 End of Conference

09:00 – 10:00 Registration 10:00 - 10:05 Welcome address by ET Edge10:05 - 10:30 Keynote address Mahesh Murthy, Founder, Pinstorm10:30 – 11:00 Going above and beyond: executing the last mile sales across India’s rural landscape Sanjay Bharti, Head of New product and Cross Selling, Satin Creditcare Network11:00 - 11:15 Tea / coffee break11:15 - 11:45 Case study presntation | a service driven approach Dharmil Sheth, Co-Founder, Pharmeasy 11:45 - 12:00 Special address 2: EazyERP12:00 - 12:30 Fostering talent: recruit, motivate and elevate your sales force Vikram Surendran, CEO and Sr. Vice President - Multiple Verticals, Eureka Forbes 12:30 - 12:45 Special address 3: Intellika Technologies12:45 – 14:00 Networking lunch14:00 - 14:30 Deploying Artificial Intelligence for Sales in Today’s Digital World Krishnendu Chaudhury, Principal Scientist and Head of Image Sciences, Flipkart14:30 - 15:00 Changing rural India - an opportunity Pradeep Lokhande, Founder & CEO, Rural Relations15:00 - 16:00 Fishbowl dialogue| Tricks of the trade: managing a vast network and maximising sales productivity in a dynamic market A highly interactive un-conferencing format where you too get an opportunity to voice your opinion in a dialogue with industry veterans and fellow peers. Oneel Verma, Chief Sales Officer, Club Mahindra Lalit Bhise, CEO, Bizom Moderator: E&Y16:00 End of Conference

DATA ANALYTICS

CHANNEL SALES

AGILITY

FOSTERING TALENT

B2B

HARISH BIJOORBrand Guru & Founder

Harsih Bijoor Consults Inc.

NADIA CHAUHANJoint MD & CMO

Parle Agro

MARZIN SHROFFCEO – Direct Sales &

Sr. VP - MarketingEureka Forbes

PRAKASH MALLYAMD & Sales Marketing Group

Intel, India

ADVISORY BOARD

Day 2

09:00 – 10:00 Registration

10:00 – 10:05 Welcome address by ET Edge

10:05 – 10:30 Keynote address

10:30 – 11:00 Going above and beyond: Executing the last mile sales across India’s rural landscape

11:00 – 11:15 Tea / Coffee break

11:15 – 11:45 Unravel the power to achieve peak sales performance

11:45 – 12:15 Customer Outcome Sales Techniques - Managing Time, Territory and Priorities

12:15 – 12:45 Fostering talent: recruit, motivate and elevate your sales force

12:45 – 13:15 Case study presntation | a service driven approach

13:15 – 14:15 Networking lunch

14:15 – 14:45 Deploying Artificial Intelligence for Sales in Today’s Digital World

14:45 - 15:15 Changing rural India - an opportunity

15:00 – 16:00 Fishbowl dialogue| Tricks of the trade: managing a vast network and maximising sales productivity in

a dynamic market

16:00 End of Conference

ARTIFICIALINTELLIGENCE

B2CECOMMERCE

ROUTE-TO-MARKET

RURAL STRATEGY CHANNEL SALES

DEEP THOMASCEO

TATA Insights & Quants

DHARMIL SHETHCo-founderPharmeasy

DINESH AGGARWALJoint MD

Anchor Electricals

HARISH BIJOORBrand Guru & Founder

Harsih Bijoor Consults Inc.

SUBRAT PANDAVP Sales & MarketingJindal Steel & Power

NAMIT PURIConsumer Products Leader

BCG India

PANKAJ GUPTAHead of Strategy & Sales Operations

Google

PRADEEP LOKHANDEFounder & CEORural Relations

MAHESH MURTHYFounderPinstorm

MARZIN SHROFFCEO – Direct Sales &

Sr. VP - MarketingEureka Forbes

SANJAY BHARTIHead of New product &

Cross SellingSatin Creditcare Network

SANJAY SRIVASTAVADirector Analytics American Express

PRAKASH MALLYAMD & Sales Marketing Group

Intel, India

PRASHANT BINDALChief Sales Officer

Lodha Group

VIKRAM SURENDRANCEO & Senior VP

B2C Eureka Forbes

SPEAKERS

DATA ANALYTICS

CHANNEL SALES

AGILITY

FOSTERING TALENT

B2B

ARUN NARAYANANChief Growth Officer

Bizom

DIVYA JAINDirector

Microsoft

KUNAL SINGHALMD

EAZY Business Solutions

RAMESH BHANDARIMD & Founder

Pegasys IT

INDRANATH ROYAssociate Director -

Head of Sales Route to Market & Rural Strategy

Mondelēz International

SURESH PILLAICEO

BrandIdea Analytics

Lalit BhiseCEO

Bizom

SPEAKERS

Sales strategy contact details :M: +91 8268002168 www.et-salesstrategysummit.com

Strategy without tactics is the slowest route to victory,tactics without strategy is the noise before defeat.

—Sun Tsu, Ancient Chinese Military strategist

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“Supporting PartnerSales Transformation Partner Associate PartnerData Analytics Partner