THETHOUGHTLEADERSHIPON THE SALESPROFESSIONCONFERENCE

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JUNE 10-11, 2014COLUMBIA UNIVERSITYNEW YORK, NY

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THE THOUGHT LEADERSHIPON THE SALES PROFESSION CONFERENCE

IMPORTANT DATES LEADING UP TO THE CONFERENCE:

The Thought Leadership on the Sales Profession Conference is an exclusive,invite-only event, attended by leading academics and practitioners interested in sales force effectiveness. The first of its kind was held at the Harvard Business School in 2012. This year, Columbia University will host the event on June 10-11.

6 December, 2013 – Call for Presentation ProposalsA call for presentation proposals goes out to the academic community.

15 January, 2014 – InvitationsConference invitations are sent to a select group of academics and practitioners.

15 February, 2014 – Conference Attendee RSVP DeadlineFor invitees, conference registration is due.

1 March, 2014 – Presentation Proposal Submission DeadlineAcademic presentation proposals are due.

9 March, 2014 – Hotel Booking DeadlineHotel Belleclaire is holding rooms for attendees until this date.

1 April, 2014 – Accepted Presentations AnnouncementAccepted presentations are announced and the final conference schedule is posted.

10-11 June, 2014 – ConferenceThe Thought Leadership on the Sales Profession Conference held at Columbia University.

HONORARY SPEAKERS

REQUEST ANINVITATION

BOBCIALDINI

BILLKLEPPER

BRIANHALLIGAN

JILLROWLEY

PAULYOUNG

BOBCIALDINI

ABOUT

WHAT IS THE THOUGHT LEADERSHIP ONTHE SALES PROFESSION CONFERENCE?

WHEN?{

It is a two-day event for leaders in academia and practice. On Day 1, a select group of 200 attendees will hear keynote presentations and plenary panels delivered by distinguished authors and industry experts. Day 2 will then consist of TED-style talks in competitive presentation sessions. Here, academics will present their research in the areas of professional selling and sales force man-agement and practitioner panels will respond with key insights and suggestions for future research.

Tuesday, June 10, 2014 12:15 PM – 5:00 PM

Wednesday, June 11, 20148:30 AM – 4:45 PM

WHERE?{ Columbia University116th St and BroadwayNew York, NY10027

FREQUENTLY ASKED QUESTIONS

How and when do I register?Registration is open from January 15, 2014 to February 15, 2014, and registration instructions can be found in your invitation email. Because space is limited, we advise invitees to register ASAP

What is the cancellation policy?• Up to February 15, 2014: No fee• Between February 15, 2014 and May 10, 2014: $100 fee• May 11, 2014 or later: Full conference fee• Substitutions within 30 days of the conference are subject to a $50 administration fee

Are meals included in the conference?A continental breakfast and a hot lunch will be served on Day 2 of the conference (Wednesday, June 11). Attendees are free to book their own dinner plans the night of Day 1 (Tuesday, June 10).

Can you recommend somewhere to eat in the area?There are several restaurants within walking distance of Columbia University. For Co-lumbia’s list of recommended restaurants, please click here.

What is the recommended attire for the conference?Business Casual.

Are there discounted hotel rates available?Yes. A room block will be held at Hotel Belleclaire until March 9, 2014. When making a reservation, reference code ### for the group rate of $199/night for a standard room and $219/night for a deluxe (queen, king, double bedded) room.

Is parking available nearby?XXX

WANT MORE INFORMATION?

Please send us an email at info@salesthoughtleadership.org with any additional inquiries.

CONTACT US

If you have any questions about the Thought Leadership on the Sales Profession Con-ference, please contact us at info@salesthoughtleadership.org.

OUR TEAM

Mike AhearneC.T. Bauer ProfessorUniversity of Houston

Noel CaponR.C. Kopf ProfessorColumbia University

Tom Steenburgh John L. Colley Associate ProfessorDarden School of Business

Jeff BoichukMarketing PhD StudentUniversity of Houston

Bob KellyChairmanSales Management Association

SPEAKERS

BOB CIALDINIPRESIDENT, INFLUENCE AT WORK,PROFESSOR EMERITUS OF PSYCHOLOGYAND MARKETING, ARIZONA STATE UNIVERSITY,AND NY TIMES BESTSELLING AUTHOR

TOPIC: [INSERT KEYNOTE PRESENTATION TITLE HERE]

CORE MESSAGE:• Bullet point that outlines the talk’s key takeaway• Bullet point that outlines the talk’s key takeaway• Bullet point that outlines the talk’s key takeaway• Bullet point that outlines the talk’s key takeaway• Bullet point that outlines the talk’s key takeaway• Bullet point that outlines the talk’s key takeaway

BIOGRAPHY:Carve out the stone of a peach, tap the clay pipe against the sink, wrap your hands in bandag-es and bleed. Smile and cut the fruit into sweet meat pieces. Try not to mind when more than one hand pulls at your skin. Ignore the phone; ignore his smile when he answers. Pretend his face isn’t full of cracks and lines and his voice no longer sounds like summer winds smoked by ash and sunlight. Tell yourself it doesn’t hurt that much. Wait just a few more days before you leave. Pretend you are capable of being more than this

Carve out the stone of a peach, tap the clay pipe against the sink, wrap your hands in bandag-es and bleed. Smile and cut the fruit into sweet meat pieces. Try not to mind when more than one hand pulls at your skin. Ignore the phone; ignore his smile when he answers. Pretend his face isn’t full of cracks and lines and his voice no longer sounds like summer winds smoked by ash and sunlight. Tell yourself it doesn’t hurt that much. Wait just a few more days before you leave. Pretend you are capable of being more than this.

WILLIAM KLEPPERPROFESSOR OF MANAGEMENT,

COLUMBIA UNIVERSITY

TOPIC: [INSERT KEYNOTE PRESENTATION TITLE HERE]

CORE MESSAGE:• Bullet point that outlines the talk’s key takeaway• Bullet point that outlines the talk’s key takeaway• Bullet point that outlines the talk’s key takeaway• Bullet point that outlines the talk’s key takeaway• Bullet point that outlines the talk’s key takeaway• Bullet point that outlines the talk’s key takeaway

BIOGRAPHY:Carve out the stone of a peach, tap the clay pipe against the sink, wrap your hands in bandag-es and bleed. Smile and cut the fruit into sweet meat pieces. Try not to mind when more than one hand pulls at your skin. Ignore the phone; ignore his smile when he answers. Pretend his face isn’t full of cracks and lines and his voice no longer sounds like summer winds smoked by ash and sunlight. Tell yourself it doesn’t hurt that much. Wait just a few more days before you leave. Pretend you are capable of being more than this

Carve out the stone of a peach, tap the clay pipe against the sink, wrap your hands in bandag-es and bleed. Smile and cut the fruit into sweet meat pieces. Try not to mind when more than one hand pulls at your skin. Ignore the phone; ignore his smile when he answers. Pretend his face isn’t full of cracks and lines and his voice no longer sounds like summer winds smoked by ash and sunlight. Tell yourself it doesn’t hurt that much. Wait just a few more days before you leave. Pretend you are capable of being more than this.

PAUL YOUNGTITLE, AFFILIATION

TOPIC: [INSERT KEYNOTE PRESENTATION TITLE HERE]

CORE MESSAGE:• Bullet point that outlines the talk’s key takeaway• Bullet point that outlines the talk’s key takeaway• Bullet point that outlines the talk’s key takeaway• Bullet point that outlines the talk’s key takeaway• Bullet point that outlines the talk’s key takeaway• Bullet point that outlines the talk’s key takeaway

BIOGRAPHY:Carve out the stone of a peach, tap the clay pipe against the sink, wrap your hands in bandag-es and bleed. Smile and cut the fruit into sweet meat pieces. Try not to mind when more than one hand pulls at your skin. Ignore the phone; ignore his smile when he answers. Pretend his face isn’t full of cracks and lines and his voice no longer sounds like summer winds smoked by ash and sunlight. Tell yourself it doesn’t hurt that much. Wait just a few more days before you leave. Pretend you are capable of being more than this

Carve out the stone of a peach, tap the clay pipe against the sink, wrap your hands in bandag-es and bleed. Smile and cut the fruit into sweet meat pieces. Try not to mind when more than one hand pulls at your skin. Ignore the phone; ignore his smile when he answers. Pretend his face isn’t full of cracks and lines and his voice no longer sounds like summer winds smoked by ash and sunlight. Tell yourself it doesn’t hurt that much. Wait just a few more days before you leave. Pretend you are capable of being more than this.

BOB CIALDINIPROFESSOR OF MANAGEMENT,

COLUMBIA UNIVERSITY

TOPIC: [INSERT KEYNOTE PRESENTATION TITLE HERE]

CORE MESSAGE:• Bullet point that outlines the talk’s key takeaway• Bullet point that outlines the talk’s key takeaway• Bullet point that outlines the talk’s key takeaway• Bullet point that outlines the talk’s key takeaway• Bullet point that outlines the talk’s key takeaway• Bullet point that outlines the talk’s key takeaway

BIOGRAPHY:Carve out the stone of a peach, tap the clay pipe against the sink, wrap your hands in bandag-es and bleed. Smile and cut the fruit into sweet meat pieces. Try not to mind when more than one hand pulls at your skin. Ignore the phone; ignore his smile when he answers. Pretend his face isn’t full of cracks and lines and his voice no longer sounds like summer winds smoked by ash and sunlight. Tell yourself it doesn’t hurt that much. Wait just a few more days before you leave. Pretend you are capable of being more than this

Carve out the stone of a peach, tap the clay pipe against the sink, wrap your hands in bandag-es and bleed. Smile and cut the fruit into sweet meat pieces. Try not to mind when more than one hand pulls at your skin. Ignore the phone; ignore his smile when he answers. Pretend his face isn’t full of cracks and lines and his voice no longer sounds like summer winds smoked by ash and sunlight. Tell yourself it doesn’t hurt that much. Wait just a few more days before you leave. Pretend you are capable of being more than this.

BRIAN HALLIGANTITLE, AFFILIATION

TOPIC: [INSERT KEYNOTE PRESENTATION TITLE HERE]

CORE MESSAGE:• Bullet point that outlines the talk’s key takeaway• Bullet point that outlines the talk’s key takeaway• Bullet point that outlines the talk’s key takeaway• Bullet point that outlines the talk’s key takeaway• Bullet point that outlines the talk’s key takeaway• Bullet point that outlines the talk’s key takeaway

BIOGRAPHY:Carve out the stone of a peach, tap the clay pipe against the sink, wrap your hands in bandag-es and bleed. Smile and cut the fruit into sweet meat pieces. Try not to mind when more than one hand pulls at your skin. Ignore the phone; ignore his smile when he answers. Pretend his face isn’t full of cracks and lines and his voice no longer sounds like summer winds smoked by ash and sunlight. Tell yourself it doesn’t hurt that much. Wait just a few more days before you leave. Pretend you are capable of being more than this

Carve out the stone of a peach, tap the clay pipe against the sink, wrap your hands in bandag-es and bleed. Smile and cut the fruit into sweet meat pieces. Try not to mind when more than one hand pulls at your skin. Ignore the phone; ignore his smile when he answers. Pretend his face isn’t full of cracks and lines and his voice no longer sounds like summer winds smoked by ash and sunlight. Tell yourself it doesn’t hurt that much. Wait just a few more days before you leave. Pretend you are capable of being more than this.

JILL ROWLEYTITLE,

AFFILIATION

TOPIC: [INSERT KEYNOTE PRESENTATION TITLE HERE]

CORE MESSAGE:• Bullet point that outlines the talk’s key takeaway• Bullet point that outlines the talk’s key takeaway• Bullet point that outlines the talk’s key takeaway• Bullet point that outlines the talk’s key takeaway• Bullet point that outlines the talk’s key takeaway• Bullet point that outlines the talk’s key takeaway

BIOGRAPHY:Carve out the stone of a peach, tap the clay pipe against the sink, wrap your hands in bandag-es and bleed. Smile and cut the fruit into sweet meat pieces. Try not to mind when more than one hand pulls at your skin. Ignore the phone; ignore his smile when he answers. Pretend his face isn’t full of cracks and lines and his voice no longer sounds like summer winds smoked by ash and sunlight. Tell yourself it doesn’t hurt that much. Wait just a few more days before you leave. Pretend you are capable of being more than this

Carve out the stone of a peach, tap the clay pipe against the sink, wrap your hands in bandag-es and bleed. Smile and cut the fruit into sweet meat pieces. Try not to mind when more than one hand pulls at your skin. Ignore the phone; ignore his smile when he answers. Pretend his face isn’t full of cracks and lines and his voice no longer sounds like summer winds smoked by ash and sunlight. Tell yourself it doesn’t hurt that much. Wait just a few more days before you leave. Pretend you are capable of being more than this.

Carve out the stone of a peach, tap the clay pipe against the sink, wrap your hands in bandag-es and bleed. Smile and cut the fruit into sweet meat pieces. Try not to mind when more than one hand pulls at your skin. Ignore the phone; ignore his smile when he answers. Pretend his face isn’t full of cracks and lines and his voice no longer sounds like summer winds smoked by ash and sunlight. Tell yourself it doesn’t hurt that much. Wait just a few more days before you leave. Pretend you are capable of being more than this

Carve out the stone of a peach, tap the clay pipe against the sink, wrap your hands in bandag-es and bleed. Smile and cut the fruit into sweet meat pieces. Try not to mind when more than one hand pulls at your skin. Ignore the phone; ignore his smile when he answers. Pretend his face isn’t full of cracks and lines and his voice no longer sounds like summer winds smoked by ash and sunlight. Tell yourself it doesn’t hurt that much. Wait just a few more days before you leave. Pretend you are capable of being more than this.

SCHEDULE

TUESDAY, JUNE 10

8:00 AM - 9:00 AMBreakfastLocation:

9:00 AM - 9:15 AMWelcoming RemarksCo-Chairs: Mike Ahearne, Noel Capon, and Tom SteenburghLocation:

9:15 AM - 10:45 AMKeynote on Influence Tactics in SalesPresenter: Robert CialdiniLocation:

10:45 AM - 11:00 AMBreak

11:00 AM - 12:30 PMKeynote on Executive Leadership in SalesPresenter: William KlepperLocation:

12:30 PM - 2:00 PMLunchLocation:

2:00 PM - 3:15 PMCompetitive Presentation SessionsTrack 1: Customer ValuePresenters: Noel Capon and Russell WinerModerators/Panelists: Gary Tubridy + 2 more TBD by 04/01/14Location:

2:00 PM - 3:15 PMTrack 1: Sales TeamsPresenters: Tat Y. Chan and V. KumarModerators/Panelists: TBD by 04/01/14Location:

2:00 PM - 3:15 PMTrack 3: Prospecting and NegotiationsPresenters: Srinath Gopalakrishna Jagdip SinghModerators/Panelists: TBD by 04/01/14Location:

3:15 PM - 3:45 PMBreak

3:45 PM - 5:00 PMCompetitive Presentation SessionsTrack 1: Topic/Presenters/Moderators/Panelists TBD by 04/01/14Location:

Track 2: Topic/Presenters/Moderators/Panelists TBD by 04/01/14Location:

Track 3: Topic/Presenters/Moderators/Panelists TBD by 04/01/14Location:

WEDNESDAY, JUNE 11

8:00 AM - 9:00 AMBreakfastLocation

9:00 AM - 10:15 AMCompetitive Presentation SessionsTrack 1: Topic/Presenters/Moderators/Panelists TBD by 04/01/14Location:

Track 2: Topic/Presenters/Moderators/Panelists TBD by 04/01/14Location:

Track 3: Topic/Presenters/Moderators/Panelists TBD by 04/01/14Location:

10:15 AM - 10:45 AMBreak

10:45 AM - 12:00 PMCompetitive Presentation SessionsTrack 1: Topic/Presenters/Moderators/Panelists TBD by 04/01/14Location:

Track 2: Topic/Presenters/Moderators/Panelists TBD by 04/01/14Location:

Track 3: Topic/Presenters/Moderators/Panelists TBD by 04/01/14Location:

12:00 PM - 1:30 PMLunchLocation:

1:30 PM - 3:00 PMPanel on Social SellingPanelists: Brian Halligan, Jill Rowley, and Paull YoungModerator: TBD (01/14/14)Location:

3:00 PM - 3:15 PMBreak

3:15 PM - 4:45 PMPanel on ???Panelists: TBD by 01/14/14Moderator: TBD by 01/14/14Location:

4:45 PM - 5:00 PMClosing RemarksCo-Chairs: Mike Ahearne, Noel Capon, and Tom SteenburghLocation:

VENUE

TRAVEL AND DIRECTIONS Here is an interactive map of Columbia’s Morningside Heights campus.

Day 1 of the conference will be held in the Roone Arledge auditorium in Lerner Hall on the corner of 114th St and Broadway.

Day 2 will…

PARKINGParking parking parking parking parking parking parking parking parking parking parking parking parking parking parking parking parking parking parking parking parking parking parking parking parking parking parking parking parking parking parking parking

LODGINGA room block will be held at Hotel Bel-leclaire until March 9, 2014. When making a reservation, reference code ### for the group rate of $199/night for a standard room and $219/night for a deluxe (queen, king, double bedded) room.

Hotel Belleclaire250 West 77th StNew York, NY10024Phone: 1-877-468-3522Email: reservations@hotelbelle-claire.com

REGISTRATION

A special thanks to our friends at the following sponsors, who value sales edu-cation and recognize the importance of bringing academics and industry experts into the same room.

SPONSORS

For sponsorship inquiries, email us at info@salesthoughtleadership.org.

Legal line • Legal • info@salesthoughtleadership.org.

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PARTICIPANTS, CLICK HERE.PRACTITIONERS, CLICK HERE.ACADEMICS, CLICK HERE.

PRINTSCHEDULE

PRINTSCHEDULE

Developer Notes

Background and text in left hand column should be “sticky.” In other words, as user scrolls down page, background and left side of page remain in place. All rollover states will be supplied

TEXT

Text for copy used is Arial and Gotham. I will supply you Gotham.

Page should be coded to allow for editable text wherever possible.

left hand column

left hand column

Background image

Navigation willhave rollover states

All white modulebackgrounds have

slight transparencyand drop shadow

Each icon links outto social network

Email link willhave rollover state

Each of these boxeswill anchor to the“Speakers” page

Button will have arollover state supplied

as a hex value

Please note:link to email

Button willhave rollover state

Button willhave rollover state