October 22, 2013 | JW Marriott - Galleria (Directions)





What is the SMARTER SELLING Movement?

Recently, there have been huge advancements in sales enablement.  Analysts and industry research is exploding in this area.  This is your chance to jump on the bandwagon and join SAVOs Smarter Selling Movement.  In this free half-day event, we’ll summarize the key trends, provide real-world examples and demonstrate the next generation of sales enablement.

There’s something for everyone:

Sales -- find out how to build an efficient, repeatable sales foundation that primes your team to succeed

Marketing -- hear how to play a stronger role in transforming leads into revenue

Sales Ops -- identify and replicate winning behaviors 

What’s on the agenda?

9:00 AM – Registration
9:45 AM – The 5 failure points of today’s selling system
10:45 AM – Welcome to the future of Smarter Selling -- SAVO Customer
Best Practices
11:15 AM –Future Vision:  Next Generation of Sales Enablement
11:45 AM – Building an Elite Sales Force – Richardson 
12:15 PM – Networking Lunch

Guest Speakers:

Jayme Sperring
Vice President of Global Sales and Marketing , Scientific Drilling International
Jayme Sperring, Vice President of Global Sales and Marketing for Scientific Drilling International, is responsible for sales leadership, strategic account management, sales effectiveness, and global marketing where he also consults internally on the development and implementation of business strategy.  Prior to his appointment at Scientific Drilling, Jayme spent the majority of his professional career with National Oilwell Varco, a manufacturer of drilling, fishing, and completion downhole technology serving the upstream oil and gas industry where he spend the majority of his tenure in various sales and marketing leadership roles. 
Prior to NOV, Jayme played professional baseball within the Baltimore Orioles organization for 4.5 years.  Jayme holds two degrees in Business Management and Economics from Rice University in Houston, TX.  He is active in the Houston Oil and Gas and philanthropic communities serving organizations such as SPE, PESA, IADD as well as Board of Director responsibilities within non-profit organizations in Texas.

Henri Barber
Regional Vice President Sales, Richardson
Henri has more than 26 years of sales, sales management, and global account leadership experience. Clients rely on Henri’s deep industry knowledge to drive sales success through best-in-class Sales Readiness, Development, and Sustainment practices.
To ensure that development aligns with clients’ unique training needs, Henri’s sales due diligence has involved diverse projects such as living aboard a deep-water semi-submersible for four days, working on a drilling platform, and conducting Director-level pilot work for clients around the world.
“In this complex sales environment, buyers demand a higher level of value and differentiation from the salespeople who call on them. The buying process is more decentralized and intricate than ever before, and the biggest competition sellers face is the No Decision! That’s why it’s more important than ever to have a proven sales process and framework in place that addresses how buyers really buy, rather than simply how sellers sell! That’s why I am so pleased to share Richardson’s expertise with my clients; it is a proven methodology for changing sales behavior, driving measurable results, and sustaining these critical success factors.”
Henri earned a BA in Economics from the Whittemore School of Business and Economics, and he holds a number of professional certifications and sales accreditations. He has served on a number of boards, including the Business Development Board for Sterling Bank. Henri is a member of the IADC, SPE, and other industry professional societies.

Mike Segal
Executive Vice President of Global Sale and Services, SAVO
Mike Segal, Executive Vice President of Global Sales and Services at SAVO is responsible for driving all sales activity across the organization, executing on our world-class consulting services, while continuing to deliver excellent customer support. Mike brings over 30 years of experience in sales, sales management, sales operations, services and customer support. Mike comes to SAVO from Dassault Systemes where he was the Senior Vice President of Sales for North America and responsible for $340 million in software and $90 million in services revenue. In this enterprise sales role he managed relationships with 800 customers in 11 industries as well as the US Federal Government, and was responsible for 300 sales, sales management, sales operations and technical personnel. In 2006, Mike managed the integration of both MatrixOne into Dassault, playing a major role in building the direct selling organization. In 2010 he led the integration of Dassault’s acquisition of IBM North America PLM sales and technical resources, effectively doubling the sales organization. From 1984 to 2006 Mike was with MatrixOne (formally Adra Systems) where he started as Director of Manufacturing, Quality Assurance and Customer support. He progressed to VP of Professional Services and Customer Support in 1989, then to VP, Customer Success and Corporate Officer in 1997. At the time of acquisition by Dassault Systemes, he held the position of Senior VP Global Sales, Marketing and Services for the $150 million company. Mike holds an MBA from the High Tech Executive Program at Northeastern University, a BSET from Notheastern University, and an Associate Computer Technology degree from the ITT Technical Institute.

More speakers to come!