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Programme Schedule
DAY-1
9:00-9:30
Registrations
9:30-9:40
Opening Keynote: Deepak Lamba, President,TCL-BCCL
9:40-10:00
Special Address: Tactics & Strategies in Sales by
Guy Fraser, International Sales Strategist and Coach
10:00-10:30
Case Study 1: Sales Planning and Forecasting : B2C Scenario
George Angelo, Executive Director-Sales, Dabur India
10:30-10:35
Q&A
10:35-11:05
Case Study 2: Sales Planning and Forecasting : B2B Scenario
Sachin Warang, Head of marketing, B2B Sales, Tata Steel
11:05-11:10
Q&A
11:10-11:25
Tea
11:25-11:45
Case Study 3: Leadership in Sales: Mentoring mantras for a building a motivated team
Marzin R Shroff, CEO, Direct Sales & Sr. VP, Marketing, Eureka Forbes
11:45-12:45
Panel Discussion: Network Development - A Key Tool For Building Sales

Samudra Bhattacharya, Sales Director, PepsiCo India
Rajesh Dahiya, Head Mktg & Sales at Apollo Tyres
M. Ravichandran, President, Insurance, Tata AIG General Insurance Company
Mohandeep Singh, Vice President - Sales, Samsung mobiles
R. Ramakrishnan, Senior Vice President, Commercial Vehicles Business Unit, Tata Motors
Anubhav Gupta, FRICS-Executive Vice President at Godrej Properties
Vivek Subramanian, CEO, Fevicol Division at Pidilite Industries
Praveen Dalal, EVP Sales, Godrej Consumer Products
12:45-1:00
Q&A
1:00-2:00
Networking Luncheon
2:00-5:30
Master class session with Guy Fraser– Insights on Global Sales Best Practices
2:00-3:00
Understanding the New Buyer and buying process
  • The Dynamics of Buying Process
  • The Power of Perspective - Strategies for customer retention
3:00-3:30
The 2015 Miller Heiman Sales Best Practices Study - An Introduction
  • The Study parameters and previous editions
  • Uncovering the Key Metrics
3:30-4:00
Workshop – The Sales Performance Check - Up
4:00-4:15
Break
4:15-5:30
2015 Sales Best Practices – Key Metrics & Trends
  • Sales Technology – Data to Intelligence
  • Big Data Breakthroughs for Sales
  • The Decision Dynamic
DAY-2
9:00-9:30
Registrations
9:30-9:40
Opening Keynote: Deepak Lamba, President,TCL-BCCL
9:40-10:10
Case Study 1: Data Analytics in Sales Management
10:10-10:15
Q&A
10:15-10:45
Case Study 2: Developing e-commerce as an alternate sales channel
10:45-10:50
Q&A
10:50-11:05
Tea
11:05-11:35
Case Study 3: TBT
11:35-11:40
Q&A
11:40-12:40
Panel Discussion: Role of Technology in Sales

Sriram Sundresan, CMO, DTH & Media, Airtel Digital TV
Rahul Malik, Director, Business Planning, Sales Effectiveness & Quality at American Express
Neeraj Bansal, Senior VP & CMO - Mobility Business, Digital & eCommerce at Reliance Jio Infocomm
Neeraj Bhalla, Sr. Director Sales, Whirlpool
Aditya Sharma, Head, Strategic Initiatives at Bajaj Allianz General Insurance
Mohandeep Singh, VP - Sales, Samsung mobiles
Santosh Dujari, Director & Western Region Sales Head of Treasury & Trade Solutions in Citi India
12:40-12:45
Q&A
12:45-1:45
Networking Luncheon
1:45-5:45
Master class session with Guy Fraser– Insights on Global Sales Best Practices
1:45-2:15
Sales Forecasting
  • Challenges
  • Technology – Data or Fad?
2:15-2:45
Workshop – Funnel Management Practices
2:45-3:45
Fighting the Funnel Flab
  • Diagnosing common funnel ailments
  • Forecasting practices for Direct Sales
3:45-4:00
Break
4:00-5:00
The robotic arm - Distribution models and building healthy channels
5:00 onwards
Conclusion
Above speakers are invited / confirmed
Please note: The list of topics & speakers is indicative and subject to change.
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