Monday, September 15, 1997 Pre-Conference Workshops
9:00-5:30	Full day session Writing and Presenting Winning Proposals, T. Sant
9:00-12:30	Morning Sessions Using Sales Compensation to Drive Revenues, D. Cichelli It's Not the People...It's the Process, G. Cargill
2:00-5:30	Afternoon Sessions The Art of Relationship Management, R. Danielson/H. Brierley People Smarts: Managing and Motivating Salespeople with Less, T. McDonald
Tuesday, September 16, 1997
7:00-8:30	CONFERENCE REGISTRATION
	SALES LEADERSHIP	MANAGEMENT STRATEGIES	MOTIVATION & TRAINING	MANAGING THE IMPACT OF TECHNOLOGY	THE NET: A ONE-TO-ONE SELLING VEHICLE
9:00-10:20	KEYNOTE PRESENTATION: Exactly Alike—Only Very Different, D. Blohowiak
10:30-11:50 Conference Sessions	The Power Of Profitable Sales Negotiation, P. Hennessy	Break the Barriers: Unlock the Power of Sales Creativity, T. Mc Donald	S³ Team Alignment R³ Performance, G. Stewart	Developing a Sales Knowledge System...C. Binder	Reaching Your Markets via the World Wide Web, D. Radin (10:00-10:50)
12:00-1:20	BREAK
1:30-2:20 Conference Sessions	The Next Step in Sales Force Effectiveness, K. Davis	Maximizing the Value of the Customer Relationship, H. Brierley/R. Danielson	Meet on a Moment's Notice, J. Picower	The Internationalization of Automated Sales Processes, T. Sant
2:30-3:20 Conference Sessions	Price/Value—The Key to Increasing Sales & Market Share, A. Tod	Sales Leadership, S. Miller	Trends in the Incentive Industry, S. Sundin	Using Technology as a Differentiating Tool, Locher/Park/Duplain	One-to-One Relationship Marketing, D. Reske
3:30-5:00	EXCLUSIVE PRESENTATION: The Dilbert Principle, S. Adams
Wednesday, September, 17, 1997
8:30-10:00 Conference Sessions	Why Sales Organizations Fail: The Secrets of Today's...D. Cichelli	The Secrets of Management Excellence, C. Devita	Motivating Employees at NO Cost, B. LaBov	Technology: Help Me or Hinder Me? H. Getson
10:15-12:00	EXCLUSIVE PRESENTATION: Product Organizations are From Mars; Service Organizations are From Venus, G. Moore
12:00-1:50	VISIT THE EXPO
2:00-2:50 Conference Sessions	Price or Value: The Choice is Yours, P. Goldner	High Tech+High Touch=Higher Sales, D. Depp	Coach Your Sales Team to the Next Level...M. Stewart	Demonstrate Control of Your Revenue Stream to...M. Bosworth	Java and Its Role in Sales and Marketing, E. Smith
3:00-3:50	KEYNOTE PRESENTATION: Using Brands to Build Customer Relationships and Win New Business, L. Srere
4:00-6:30	VISIT THE EXPO
Thursday, September 18, 1997
	SALES LEADERSHIP	MANAGEMENT STRATEGIES	MOTIVATION & TRAINING	MANAGING THE IMPACT OF TECHNOLOGY	THE NET: A ONE-TO-ONE SELLING VEHICLE
8:30-9:20 Conference Sessions	Achieving Optimum Sales Effectiveness, G. Cargill	Loyalty as a Competitive Advantage, D. McCarthy	Empowerment and Delegation, S. Silberman	Defining a Business Strategy, R. Gascoyne	Web Personalization—Sending a Focused Message, C. Vandenberg
9:30-10:30	KEYNOTE PRESENTATION: Leading Change-Ready People and Organizations, R. Kriegel
10:30-1:00	VISIT THE EXPO
1:00-2:50 Conference Sessions	Keeping Your Sales Force Upbeat and On-Track, A. Miller	Upgrade Your Sales Force in Less Than 30 Days, D. Kurlan	Training is Out—Performance is In, M. Andresino		A Smarter Path to Working the Web. H. Getson 2:00-2:50
3:00-4:30	VISIT THE EXPO
4:30-5:30	KEYNOTE PRESENTATION: The Departmental Face-Off: Sales & Marketing vs. Information Systems, B. Goldenberg