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Selling to IT - Training Seminar
Chicago, IL | Aug 23, 2007
Each August the club hosts a special training seminar intended for the sales side of our audience. In this event, we ask top IT executives to tell our members exactly how they like to be approached, sold to, and treated in their relationships. This year, I'm proud to announce we have keynote IT executive speakers from IIT, Altivity Packaging, Chicago Board of Options Exchange, Cars.com and the Lincoln Financial Group to “Raise their curtain” and tell our members exactly how they like to be sold to. Plus we've added expert briefings on how to make sure your team can achieve their best results. Here's what's included in the seminar:sales material can best enable the technical sale, the results of a study of top IT executives on their buying trends, and email best practices for the field. If you have a sales team this is the event to send them to.
- Senior IT Executives from IIT, Chicago Board of Options Exchange, Altivity Packaging, Cars.com & Lincoln Financial Group provide insights on how to sell to IT executives in today's environment.
- Learn how to use your companies sales material to best enable the technical sale
- Receive the results of a special briefing from a survey of over 100 Top IT executives on best practices for selling to IT.
- Learn how to use email effectively in today's email overload environment.
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Agenda |
Event Logistics |
| 1:00 |
Welcome & Introductions |
$125 Members
$150 Nonmembers 
Thursday, Aug 23, 2007
1:00–5:15 PM
Union League Club
Main Lounge
65 W. Jackson Blvd.
Chicago, IL
Professional Business Casual Attire Required
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| 1:30–1:55 |
Top Tips for Selling to IT Executives: What Makes Me Happy and What Does Not
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Ray Trygstad, Director of Information Technology - Center for Professional Development, Illinois Institute of Technology
Ray is responsible for technology planning and computer system management and administration. He instructs disaster recovery, business continuity and information security management in the Information Technology and Management program and serves as curriculum coordinator for IIT's Information Technology & Management (ITM) degrees. He has taught Computer Science and Business at IIT, and also taught at the University of Chicago |
| 1:55–2:20 |
How Sales Reps Use Email to Sell More Effectively
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Jim Kreller, Director of Sales, ExactTarget
Over a 20 year career in technology sales, sales management and business development roles, Jim has assisted numerous and notable clients in selecting and implementing customer facing systems, solutions and services. Jim has served in these roles for companies that include Lucent Technologies, Expanets, Sentinel Technologies, PCS, Inc. and currently ExactTarget. In his tenure with ExactTarget, Jim has helped launch Email Marketing Projects with such customers as FinishLine, Papa John’s Pizza, ePrize and Chico’s. |
| 2:20-2:45 |
Break |
| 2:45–3:10 |
Improving the Selling of High Tech Solutions
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Ajit Maira,
Vice President Consulting and Training, ITSMA
With forty years of experience in marketing, strategy, sales, and consulting, Ajit leads ITSMA's consulting and training activities, helping to scope, propose, close, manage, and deliver custom projects.
Prior to joining ITSMA, Ajit served as principal and owner of a management and marketing consulting firm. He was a senior vice president and technology strategist at CA, and held leadership roles in marketing, sales, and services for Steinbrecher Corporation, Concord Data Systems, Raytheon Data Systems, Burroughs, Xerox, Digital Equipment Corp., and IBM. |
| 3:10–3:35 |
Never Sell Alone! Sales Enablement 2.0
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Jeff Summers, Chief Marketing Officer, The SAVO Group
Jeff oversees corporate marketing, business development, sales enablement, and strategic alliances. His 18 years of comprehensive sales, marketing and product management experience uniquely position him as a proven thought leader in Enterprise Sales Enablement. A Chicago native, Jeff joined SAVO from California-based Siebel Systems, Inc., where he was General Manager of the Siebel Sales Product Group. |
| 3:35-4:00 |
Break |
| 4:00–4:50 |
View From the Customer: Keynote Panel
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Moderator: David J. Ryan, Managing Partner, Gray Matters Group
Mr. Ryan has nearly twenty five years of experience across business development, marketing, operations, and executive management…and has worked with leading companies including Deloitte, ABN AMRO, IBM, Hewitt, Huron Consulting and Forsythe Technology. He is a frequent speaker and writer on how services-based companies can achieve optimal performance across their business development operations resulting in revenue growth, improved profitability, scalability, and enhanced client relations. |
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Steve Nelson, VP Information Technology, Altivity Packaging
Steve has twenty years experience in Information Technology in a wide variety of industries. The first ten years were at service companies (Continental Airlines, EDS, and Browning-Ferris Industries) in Houston, Texas. Since moving to Illinois, Steve has held various senior IT management positions with CPG and manufacturing companies. In these positions, he had responsibility for all areas of IT including applications development, hardware, voice/data networks and ecommerce. |
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Paul Ciciora, Director of Object Oriented Infrastructure, Chicago Board Options Exchange
Between 1983 and 1993, Paul was a BAL programmer working on real-time systems. In 1994, he moved into management but remained a developer. Three years later, Paul was retrained in Object Oriented technology, taught Java, and was tasked with leading a multi-million dollar remote development effort to build next-generation middleware for CBOE’s new trading systems. In his 30 years in IT, Paul has experienced development trends from punch cards and paper tape to iterative/agile scrum based approaches. |
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Aleks Buterman, Head of Technology
Strategy & Planning, Lincoln Financial Group
Aleks leads Technology Strategy & Planning within Lincoln Financial Group’s Enterprise Architecture, where he is responsible for determining technology strategy and delivering common technology components to support adoption. He previously served as the Chief Architect for Lincoln’s Employer Markets Division, where he led a strategic effort to merge multiple business entities with service-oriented architecture approach.
Prior to Lincoln, Aleks held positions at Caremark, Dean Witter/Discover Financial Services, and Allstate Insurance. |
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Manny Montejano, CTO, Cars.com
Manny has been the CTO of Cars.com for almost two years now. As part of the family of Classified Ventures, LLC verticals, he’s been charged with aligning the Cars.com IT strategy with the business strategic vision. Prior to joining Cars.com, Manny was CIO for Cole Taylor Bank and before that, the CTO for Global Healthcare Exchange (GHX.com) in Colorado. Manny is an IT veteran of more than 20 years in the Chicago area with companies like Chicago Mercantile Exchange, Goldman Sachs, The Clearing Corporation and IBM Global Services. |
| 4:50-5:00 |
Closing Remarks |
| 5:00–5:45 |
Meet the Speakers Networking Reception
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