PSI Sales Symposium 2018 | LSU Professional Sales Institute

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LSU Sales Symposium 

Overview: Sharpen your skills and get a glimpse at the future of sales during the LSU Sales Symposium. The event will feature presentations from thought leaders, researchers, and high-energy executives. Sales professionals at all levels will benefit from this symposium.

Cost: Individual - $125: includes lunch, cocktail networking reception, and parking

Corporate - $1,000: 10 individual registrations with all inclusions listed above

When: November 16, 2018, 10:00 a.m. – 5:00 p.m.

Where: LSU Business Education Complex, 501 South Quad Drive, Baton Rouge, LA 70803

Conference Registration

 
Agenda

Session Speakers
Registration and Networking
10:00 a.m. – 10:30 a.m.
Business Education Complex, Rotunda
 
Welcome
10:30 a.m. - 10:35 a.m.
1510 Business Education Complex, Auditorium
Dean Richard White Jr.
LSU E. J. Ourso College of Business
Session I: Sales Management and CRM
10:35 a.m. - Noon
1510 Business Education Complex, Auditorium

Yashar Atefi, LSU Department of Marketing
Brian Gardner, SalesProcess 360/author
Jason Jordan, VantagePoint/author

Lunch
12:00 p.m. - 1:00 p.m.
Business Education Complex, Rotunda
 

Session II: Sales Technology and Sales Marketing
1510 Business Education Complex, Auditorium 

Howard Dover, University of Texas at Dallas
Scott Weinhold, Sales Messaging Consultant

Break
2:00 p.m. - 2:15 p.m.

 

Session III: Inbound Sales & Marketing
2:15 p.m. - 3:15 p.m.
1510 Business Education Complex, Auditorium

Jared Broussard, BlinkJar Media
JD Sherman, HubSpot
Break
3:15 p.m. - 3:30 p.m.
 
Speaker Panel Discussion
3:30 p.m. - 4:00 p.m.
1510 Business Education Complex, Auditorium
All speakers
Cocktail Networking Reception
4:00 p.m. - 5:00 p.m.
Business Education Complex, Rotunda
 

 
Speaker Bios

Headshot of JD Sherman

 

JD Sherman
President and COO
HubSpot

In his role as president and COO of Hubspot, JD Sherman sets goals and aligns them across the company.

Prior to HubSpot, Sherman spent six years as Akamai's CFO, where he was responsible for finance, strategic planning, and corporate development. During his tenure, Akamai grew from over $200 million to $1.2 billion in revenue, with over 2,000 employees globally, and was added to the S&P 500 Index. Sherman also served as the chief financial executive of IBM's $21 billion systems and technology group. During his 15-year career at IBM, Sherman held a number of senior executive positions in finance.

As vice president of finance and planning for the zSeries server division, Sherman served as financial and business leader for IBM's $5 billion mainframe computer division. He was instrumental in the company’s pricing strategies and led a worldwide finance and sales operations team responsible for an $800 million expense budget. Sherman also served as CFO for CommQuest, which was acquired by IBM. He developed the post-acquisition business plan and led the integration of CommQuest into IBM.

He holds a BA in economics from Emory University and an MBA from the University of Chicago.

 
headshot of Yashar Atefi


Yashar Atefi
Assistant Professor
LSU Department of Marketing

Yashar Atefi, assistant professor in the LSU Department of Marketing, conducts extensive research in sales force effectiveness and empirical modeling. His teaching interests include sales management, professional selling, and marketing management.

Atefi holds a PhD in marketing from the University of Houston. He was named a 2018 University of Missouri Marketing Strategy Consortium Fellow. He was also honored as an outstanding reviewer by the International Journal of Research in Marketing.

 

Jared Broussard headshot

 

Jared Broussard
Founder and CEO
BlinkJar Media

Jared Broussard is the founder and CEO of BlinkJar Media. In his last few years in Broadcast Advertising, Broussard realized there were monumental and seismic shifts taking place in the local advertising world. At the same time, Broussard realized there was a huge void and disconnect between the local advertiser's on-line and off-line communication efforts. His goal was to find services to accommodate local marketers during this revolutionary time. He founded BlinkJar Media specifically to help mesh the efforts between inbound marketing and traditional advertising for the local business owner.

Additionally, Broussard is the founder of the social media start-up, Heartwaves.org, which is a patient page designed specifically for patients with congenital heart defects.

Together, these companies mesh the love and passion in Broussard’s life.

 

Howard Dover headshot

 

Howard Dover
Director for Center of Professional Sales, Clinical Professor, and Sales Coach
University of Texas at Dallas

Howard Dover is the director of the Center for Professional Sales, clinical professor of marketing and sales coach at the University of Texas at Dallas. As the director of the center, he consults with the partners on how to best identify, develop, and coach the rising generation now entering the business world. His areas of expertise include digital disruption of the sales and marketing field, sales enablement, social selling, and sales effectiveness strategies. He has been a keynote speaker at Sales Enablement Experience 2017, AA-ISP Dallas, and CSO Summit, is the resident technology expert for Sales Educator’s Academy, and has been an invited speaker at numerous sales, sales educator and marketing conferences. He contributed a chapter to the book Standing O and was also part of the documentary film, “The Story of Sales.”

 

Brian Gardner headshot


Brian Gardner

Founder and Author
SalesProcess 360

Brian Gardner, the founder of SalesProcess360, is the author of ROI from CRM: It’s About Sales Process, Not Just Technology, which pulls from his more than 25 years of experience in sales management and CRM. He served as a sales manager for a major regional industrial rep/distribution company for 15 years before he built Selltis, an industrial sales team CRM solution with roots in process improvement. He took his passion for sales process improvement to the speaking and coaching world with SalesProcess360. He is also a subject matter expert in CRM at Texas A&M University.

Gardner believes getting ROI out of CRM doesn’t have to be complicated. To gain an edge on the competition, companies simply need to focus on effective yet basic processes to manage the blocking and tackling aspects of selling. He works with companies to take a systematic approach to implementing and using CRM by identifying needs and mapping out a plan to meet them, utilizing not just the outside sales team, but all touch points with the customer.

 

Jason Jordan headshot

 

Jason Jordan
Partner and Author
Vantage Point

Jason Jordan is a recognized thought leader in business-to-business selling and conducts ongoing research into the management best practices of world-class sales forces. His extensive research into sales performance led to the breakthrough insights published in the book, Cracking the Sales Management Code.

For 20 years, Jordan has worked internationally in industries such as technology, manufacturing, distribution, financial services, telecommunications, consumer products, health care, and hospitality. As a popular speaker and writer, he is a frequent contributor to the Sales Management Association, Harvard Business Review, Sales & Marketing Management, Forbes, Entrepreneur, Salesforce.com, and other industry groups.

Jordan is a passionate advocate for the sales profession and the evolution of sales into a science.  He has been the director of research for the Sales Education Foundation, as well as a visiting faculty member in the Executive Education and MBA programs at the University of Virginia’s Darden School of Business.

Jordan received an economics degree with honors from Duke University and an MBA from the University of Virginia.

 

Scott Weinhold headshot

 

Scott Weinhold
Consultant

Scott Weinhold possesses deep expertise in helping marketing and sales organizations position their unique value to win sales. As a veteran sales messaging consultant, Scott has led strategic messaging and positioning initiatives for leading companies in almost every B2B industry, including four of the five largest software companies in the world. He created the “Winning Storyline” as framework for building and delivering sales messages that cut through the market noise, build pipelines, and win more deals. He is currently writing a book for sales organizations that are struggling to differentiate their solutions with today’s decision-makers.