Transforming the CRO Role for the Sales Challenges of Tomorrow

A Millennium Alliance team member will be available at our registration desk right outside of the session rooms to assist executives with checking in and to answer any questions that may come up throughout the duration of the Assembly.

Our executive education roundtables are 1-hour conversations moderated by an industry thought leader. During these open discussions, our attendees have the opportunity to chat about the most relevant and current topics in the industry and share their thoughts with their peers.

Key Discussion Points:

• Analyzing the evolution of sales strategies and the shift towards showcasing tangible ROI and aligning with value-based objectives for enhanced effectiveness
• The role of AI and AI-assisted tools in maintaining competitiveness and driving revenue growth in B2B software organizations
• Strategies for crafting teams that not only meet current needs but also contribute to long-term customer retention and revenue growth

Key Discussion Points:

• The role of sales teams in integrating products/services within wider usage systems, and navigating organizational dynamics and budget constraints within customer organizations
• Strategies for identifying and deploying digital tools effectively in sales transformations
• Balancing digital tools with human interaction without compromising productivity

Key Discussion Points:

• Common challenges faced by sales leaders in understanding pricing and profitability variations across regions, product lines, and individual customers
• Analyzing methods such as value pricing and next-best alternative pricing to quantify the value created for customers and set appropriate price points
• Developing negotiation skills among sales representatives to effectively communicate and defend pricing strategies
• Embracing the cultural changes necessary to sustain long-term pricing excellence within organizations

Key Discussion Points:

• How to embrace the transformative potential of generative AI and its impact on business landscapes
• Identifying key initiatives and roadblocks to achieving scalability and strategies for incentivizing and supporting scale within organizations
• The compounding value of digital and AI adoption and practical steps for accelerating digital transformation to stay ahead of the curve

Key Discussion Points:

• Unpacking the importance of accurate and timely customer data in B2B sales and marketing
• Best methods for collecting, analyzing, and leveraging customer data to inform revenue growth strategies
• Addressing potential data quality issues and strategies for maintaining data accuracy and relevance

Key Discussion Points:

• Developing an effective recruitment process, selecting candidates for their sales potential, and creating a sales-oriented culture
• Performance tracking and metrics that motivate salespeople to meet targets and exceed expectations
• Good communication and feedback that helps sales reps grow professionally and personally, improving their skills and boosting confidence

Key Discussion Points:

• Examining key metrics to measure and optimize sales enablement performance, such as the effectiveness of training programs, sales cycle times, and sales quota attainment
• Developing a culture of continuous learning and improvement amongst sales teams, and providing regular feedback and support to drive the adoption of new tools and technologies
• Building effective cross-functional relationships with other teams such as marketing, product development, and customer success to ensure seamless communication and collaboration across the organization

Key Discussion Points:

• Unpacking the critical success factors in capturing, analyzing, and leveraging customer data for revenue growth
• Analyzing the customer journey, segmentation, and how to present insights to the right audience at the right time
• Developing the skills to build account-based marketing (ABM) and account-executive (AE) relationships that foster long-term customer engagement and loyalty

A casual opportunity for executives to network with their peers with the opportunity to enjoy beer, wine, signature drinks, and light appetizers.

A formal sit down event that includes a three-course dinner, followed by an address from our Keynote Speaker.

A buffet-style breakfast where executives can enjoy the most important meal of the day, followed by a Keynote Panel.

Key Discussion Points:

• Unpacking current and predicted economic challenges
• Developing pricing strategies that cater to market fluctuations, and creating a flexible pricing model that can adapt to changing market conditions
• Mediating the balance between cost containment and growth fortification, and optimizing revenue channels accordingly
• Building a risk management framework to mitigate uncertainties and safeguard revenue streams during economic downturns

Our roundtables are 1-hour conversations led by a fellow executive or one of our C-Level technology partners. During these open discussions, our attendees have the opportunity to chat about the most relevant and current topics in the industry and share their thoughts with their peers.

Key Discussion Points:

• Developing predictive analytics models that utilize real-time customer data to enhance forecasting accuracy, allowing for better decision-making and revenue targets
• Identifying emerging technologies and trends that will impact customer behavior and market demands, and aligning sales strategies accordingly
• Implementing proactive customer service and retention strategies, utilizing customer data insights to anticipate and address customer needs, engendering customer loyalty and driving sustained revenue growth over time

Key Discussion Points:

• How to review the sales and marketing alignment process to ensure it is aligned with revenue goals and objectives
• Assessing the effectiveness of current lead generation and nurturing processes in converting prospects into paying customers
• Implementing sales performance metrics and KPIs to track the efficiency and effectiveness of the sales and marketing teams

Key Discussion Points:

• Utilizing modern software solutions to analyze data and gain insights to inform and influence pricing strategies
• Embracing artificial intelligence and machine learning to improve forecasting and projection capabilities
• Collaborating with cross-functional teams to integrate data-driven decisions and drive customer-centricity throughout the sales process

Our roundtables are 1-hour conversations led by a fellow executive or one of our C-Level technology partners. During these open discussions, our attendees have the opportunity to chat about the most relevant and current topics in the industry and share their thoughts with their peers.

A buffet-style lunch where executives can recharge and prepare for the second half of the day.

Key Discussion Points:

• Developing a clear understanding of customer pain points and priorities during negotiations to create a mutually beneficial agreement
• Techniques for asserting value and advocating for a fair deal without stunting potential long-term partnerships
• Effective listening and questioning skills to uncover potential deal breakers and negotiate effectively on behalf of the organization

Key Discussion Points:

• Identifying strategic pricing components such as price elasticity, market positioning, and competitor analysis that drive revenue growth
• Utilizing predictive analytics and machine learning algorithms to identify patterns and trends in customer behavior to inform pricing adjustments
• Implementing a customer-centric pricing strategy that considers pricing as a component of customer lifetime value, rather than standalone profit margins

Key Discussion Points:

• Unpacking the use of data to identify high-value customer segments and target marketing campaigns
• The importance of data privacy and compliance in B2B marketing strategies and the ways to navigate them
• The role of data analytics tools in improving sales forecasting and decision-making, and the best practices for their implementation

Key Discussion Points:

• How to frame your proposal in a story that captivates and convinces
• Demonstrating clear paths to revenue growth while addressing potential challenges
• Leveraging post-presentation interactions to refine pitches and strengthen relationships with the board

We’re always striving to make our Assemblies the best they can be and kindly ask each attendee to complete a brief feedback survey on the sessions & meetings they attended. As a token of our appreciation, everyone who submits their feedback packet is then entered into a raffle drawing for a $1,000 Airbnb gift card. We close out Day 2 of the Assembly by drawing the winning ticket and thanking our valued members & partners.