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21 & 22 June 2018
Westin Hotel, Mumbai

3
EDITIONS
500+
DELEGATES
120+
SPEAKERS

The Economics Times Sales and Strategy Summit – 4th Edition

While India is poised to emerge as one of the largest economies of the world, the way Customers buy and Businesses sell is changing. With the recent market conditions, the economy is taking its toll on consumers and customers buying attitudes and behaviours. Today’s buyers have become more demanding, insisting on both off-the-shelf products and more complex, customized solutions with different levels of sales support.

Sales leaders and business owners are struggling to adapt with the fast-changing selling trends. They are having a very difficult time trying to meet goals and remain profitable. Every day, CEOs and sales leaders face the urgency of meeting their target numbers because of globalisation and their customers’ changing needs.

The Economics Times Sales and Strategy Summit – 4th Edition is gathering some of the most successful sales leaders across the region, bringing innovation and collaboration across all industries for you to achieve increases revenue growth. Get access to 20+ Sales Analysis Sessions and a lot more in the panel discussions with MDs, CEOs and Sales Leaders on the quest to make Sales strategies more effective to enhance your response skills while tackling tough day-to-day conflicts as sales leaders. Get to learn from the top industry leaders on Optimising Your Sales Channel with the Most Cost-Effective Methods where you will take part in strategizing your sales forecasting to cut cost, increase closing ratio and gain greater revenue.

SOME FACTS & FIGURES

63% of people requesting information on your company today will not purchase for at least three months – and 20% will take more than 12 months to buy
At any given time, only 3% of your market is actively buying. 56% are not ready, 40% are poised to begin.



70% of people make purchasing decisions to solve problems. 30% make decisions to gain something.




In a typical firm with 100-500 employees, an average of 7 people are involved in most buying decision.



Businesses that use marketing automation to nurture prospects experience a 451% increase in qualified leads


91% of customers say they’d give referrals. Only 11% of salespeople ask for referrals.




INTERACTIONS




Tapan Singhel
MD & CEO
Bajaj Allianz General Insurance


Anuj Mathur
Chief Executive Officer
Canara HSBC Oriental, Bank of Commerce Life, Insurance


Prashant Bindal
Chief Sales Officer | Sales, Lodha
AGENDA

PROGRAMME SCHEDULE

The Economic Times Sales Strategy Summit | 21st - 22nd June 2018 | Mumbai


09.00 – 09.45  Registrations
09:45 - 10:00 Welcome Address by ET Edge
10.00 – 10.30 KEYNOTE | The Generation of Social Sales
Prahlad Kakkar, Genesis Film Production
10:30 - 10:55 Debate: Pricing vs Positioning 
Manish Chhabra, MD & CEO, HRI
Govind Shrikhande, MD & VC, Shopper's Stop
  Moderator | Puneet Maharishi, Director, KPMG
10.55 – 11.40 CEO PANEL DISCUSSION: Setting the right example - A move from Chief Executive Officer to Chief Inspiration Officer
New Secrets of Sales Performance Management 
How to become the backbone for your Sales Team
Anuj Mathur, CEO, Canara HSBC Oriental Bank of Commerce Life Insurance Co Ltd
Aslam Karmali, CEO & Sr. VP, Retail (India & International), Eureka Forbes Ltd
Neeraj Bansal, CEO, DHL SmarTrucking
Vikas Mittal, Deputy CEO, Magma HDI General Insurance Co Ltd
Sunil Jose, Sr. Area VP & Country Leader, Salesforce
  Moderator | Yamini Bhat, CEO & Co-Founder, VYMO Solutions
11:40 - 12:00 Coffee & Networking Break
12:00 - 12:15 Future of Sales @ AI : How AI is redefining the Future of Sales !! 
AI Sales BOT can Supervise, Assist and Train 1000's of Salespeople and Channel Partners, simultaneously
How to use AI with existing Sales Force Automation to increase Sales
Ranjeet Kumar, CEO & Co-Founder, Applicate IT Solutions
12:15 - 12:30 Re-thinking Your Sales Effectiveness for the Digital era 
- How to use technology to drive visibility to quantified capabilities of your team? 
- Examples from the field & tactical advice on how to get started
Krishna Depura - CEO & Co-Founder, MindTickle
12:30 - 12:45 Finding ways to bridge the gap between strategy and on-ground implementation to improve sales performance
Building a strategy that is linked to the ultimate sales vision
Course corrections strategies to get the functions on track
Yadvinder Singh Guleria- Senior VP, Sales & Marketing, Honda Motorcycle & Scooter India Pvt. Ltd 
12:45 - 13:00 CASE STUDY: The culture of the organisation and it's impact on selling -  A Google Story
Vikas Agnihotri, Director Auto, BFSI, CPG, Telecom, Travel, Media & Entertainment, Google 
13:00 - 14:00 Networking Luncheon
14.00– 16:00 AFTERNOON KEYNOTE: INTELLIGENT LEADERSHIP- How to Unlock and Unleash your Full Potential
John Mattone, Former Executive Coach to the late Steve Jobs
16:00 End of Day 1
09.00 – 10.00  Registration
10.00 – 10.30 KEYNOTE SESSION: Leadership Competency for selling  in the Digital age
Bharat Wakhlu, Founder and President, The Wakhlu Advisory
10:30 - 11:15 PANEL DISCUSSION: The key parameters behind guarding your territory and clients
Strategies to find the loopholes that your competition can exploit
Steps to secure your Key Clients
Safdar Hussain, Head of Artificial Intelligence, Abu Dhabi Financial Group
Dinesh Aggarwal, Joint MD, Anchor Electricals Pvt. Ltd
Mani Rangarajan, Chief Business Officer, Housing.com
Subodh Mehta, Sr. VP - Sales & Marketing Godrej & Boyce Mfg Co Ltd 
Pradipta Kumar Sahoo, Business Head (SAFAL SBU) - ‎Mother Dairy Fruit & Vegetable Pvt. Ltd
  Moderator | RN Bhaskar, Consulting Editor, Free Press Journal
11:15 – 11:30 The Future of Retail
Making next-gen tech work for solving current problems
Developing future business models powered by tech 
Lalit Bhise, CEO & Co- Founder, Bizom
11:30 - 11:50 Coffee & Networking Break
11:50 - 12:15 CASE STUDY: Sales strategy for India's most expensive residential property, The World One Project
Prashant Bindal - Chief Sales Officer - LODHA Group
12:15 - 12:30 Granularity -Why it's a Game Changer for Sales
Prioritize micro-markets with superior segmentation
Optimize costs through superior resource allocation
Drive growth with impactful marketing interventions 
Suresh Pillai, CEO, BrandIdea Analytics
12:30 - 13:00 INTERNATIONAL CASE STUDY : Abu Dhabi Commercial Bank's AI to study Customers Behavioural analysis to predict his next move
Safdar Hussain, Head of Artificial Intelligence, Abu Dhabi Financial Group
13:00 - 14:00 Networking Lunch
14:00 - 14:15 How to accelerate Business on a racetrack with AI
The evolution of consumer behavior over the ages 
How AI can offer competitive advantage to Businesses?
Subrat Parida, CEO & Co-Founder, RaceTrack AI
14:15 - 15:00 PANEL DISCUSSION: Smarketing - The Art of Aligning your Sales and Marketing
How can Marketing and Sales set expectations and alignment, at every level of the organization
How organizations can use customised marketing to penetrate into rural India
Understanding the closing ratio of a better planned Marketing lead
Lalit Bhise, CEO & Co- Founder, Bizom
Yadvinder Singh Guleria- Senior VP, Sales & Marketing, Honda Motorcycle & Scooter India Pvt. Ltd 
Sugato Banerji, Head of Marketing, Videocon d2h, 
Albert Almeida, COO, Non-Movies, BookMyShow
Mihir Deshpande, Director Corporate Marketing, Thermo Fisher Scientific
  Moderator | Shivaraj Subramaniam, Former Senior Vice President - Customer Centricity, Aditya Birla Group
15:00 - 15:15 Digital Transformation To Gain Competitive Advantage
Case study on how we helped Kirloskar Oil Engines redefine their business with the help of Digital Transformation
Aditya Paranjpe, Head IOT, KloudQ Technologies
15:15 - 15:45 Fireside Chat: Simplifying AI for Sales
Understanding AI, its short term and long terms gains for business
Readiness for AI : First few steps
Using AI with Sales Force Automation
Ranjeet Kumar, Applicate IT Sellina BOT
Sameer Dhanrajani, Chief Strategy Officer, Fractal Analytics 
  Moderator | Abhijeet (Avi) Ranade, Partner, KPMG 
15:45 End of Summit 
SPEAKERS





Arun
Arun
Chief Growth Officer Bizom

ADVISORY
Hanmant Ramdas Gaikwad
Hanmant Ramdas Gaikwad
Chairman and Managing Director of BVG India Limited

Dinesh Aggarwal
Dinesh Aggarwal
JMD, Anchor Electricals
PARTNERS

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Digital Transformation Partner
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AI Sales Assistant
AI Sales Assistant

Artificial Intelligence Partner
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Sales Transformation Partner
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Associate Partners

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Education Partner
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Webcast Partner
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Media Partner
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DELEGATE

5 Good Reasons why you should attend this Summit


Key Theme for the Summit



TARGET AUDIENCE

MANAGING DIRECTOR
DIRECTOR SALES
VICE PRESIDENT

HEAD OF SALES
CHIEF SALES OFFICER
CHIEF REVENUE OFFICER

CHIEF BUSINESS DEVELOPMENT OFFICER
GROUP SALES HEAD
CHIEF EXECUTIVE OFFICER
PAST EDITIONS
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Edition 2

The Economic Times
Sales Strategy Summit - Dubai

26 & 27 September 2017
Grand Hyatt, DUBAI
CONTACT

Phone: +91 8268 002 168 | Email: info@et-salesstrategysummit.com