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Competitive Selling:
Sharpen Your Team’s Capabilities
--------------------  Members Only Roundtable---------------------
Pre-registration is required and seating is limited.
Thursday, November 19, 2009 from 5:30 p.m. to 8:00 p.m.
Rivers Club at One Oxford Centre, 301 Grant St., 4th Floor
Pittsburgh, PA 15219
In tough economic times, it’s even more critical that your sales team can navigate competitive selling situations. It’s a classical role of product marketing managers to provide effective competitive offensive and defensive selling tools.
In this Roundtable meeting, we will interview two product management practitioners who are experienced with enabling their sales force to win in competitive selling situations – Bill Gaussa, Director of Global Product Marketing with Philips Respironics and Vasu Rao, Product Strategy Manager with Oracle. We will discuss the nature of competitive selling situations; the information and tools needed by sales to win in these situations; gathering, validating, using and updating the competitive information; and legal/ethical issues.
Questions
We will start the Roundtable meeting by asking the questions below, and all of the participants will have ample opportunity to ask their specific questions and get ideas and advice:
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What are the characteristics of a competitive selling situation?
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What skills and approaches does a sales person need to use to handle a competitive selling situation?
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What competitive information and tools make a real difference in terms of winning the deal?
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How can you gather, validate, organize and share competitive information? And keep it current?
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What legal/ethical competitive selling issues has your sales team encountered?
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How can you deal with sensitive information about your competitors?
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How can you ensure your team is acting ethically? And how can you handle this when competitors are not?
Who Should Attend?
Product Marketing Managers; Strategic Marketing Managers, Product Managers; Marketing Managers; directors and Vice Presidents of these functions; and other related functions in enabling sales.
Agenda
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5:30 – 6:15 Networking over food/beverages
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6:15 – 6:30 Introductions
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6:30 – 8:00 Moderated Discussion & Q&A
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8:00 – 8:30 Additional networking
About the Panelists:
 Bill Gaussa
Director Global Product Marketing
Philips Respironics
Bill Gaussa is currently the Director of Global Product Marketing for Philips Respironics where he is responsible for defining the strategy and products for Home Respiratory Care products. Prior to joining Philips Respironics, he was a Product Marketing Manager for McKesson Automation, and a Product Manager for TimeSys. Earlier, he was a development engineer for several technology companies.
 Vasu Rao
Product Strategy Manager
Oracle Corporation
Vasu Rao (Linked In) is a Product Strategy Manager at Oracle Corporation. He is currently part of the team responsible for the E-Business Suite product strategy. Vasu has been working at Oracle for over 11 years in various roles and responsibilities, including managing complex, Global ERP implementations at Fortune 100 organizations. He has over 21 years of experience in the Information Systems industry. Mr. Rao has an MBA from University of Pittsburgh, as well as Advanced Projects Management certifications from Villanova University and the Project Management Institute.
Eligibility:
This Roundtable is for PSN Members only. Registration is free and
pre-registration is required. Seating is limited.
Fee:
Free for PSN Members.
To Register:
Registration by November 18th is required.
PSN Members should register online using the link below, or send an e-mail to:
This e-mail address is being protected from spambots. You need JavaScript enabled to view it
with their full contact information. Confirmation of registration will be sent by e-mail.
Eligible non-members will need to become a PSN Member to attend this meeting.
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When:
Thursday,
Nov. 19, 2009
5:30 p.m. to
8:00 p.m.
Where:
Rivers Club at One Oxford Centre, 301 Grant St., Pittsburgh, PA 15219
Fees:
Free for PSN Members!
Pre-registration is required.
Registration by Nov.18th is required.
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