Agenda


 
DECEMBER 4, 2017

Philadelphia
Monday, December 4, 2017

7:30 am – 8:30 am
Registration and Breakfast – Exhibits Open
8:35 am – 9:05 am
Open
How to Succeed with Sales 3.0 – Lessons from History for Winning in 2018
Speaker: Gerhard Gschwandtner, Founder and CEO, Selling Power
Close
How to Succeed with Sales 3.0 – Lessons from History for Winning in 2018

In this keynote, Gerhard Gschwandtner – the author of 16 books on selling, psychology, and sales management – shares what we've gained from technology and what we've lost in the transformation from Sales 1.0 to Sales 2.0 and Sales 3.0. He will explain the five principles sales leaders must be mindful of to create sales success in 2018.

Speaker: Gerhard Gschwandtner, Founder and CEO, Selling Power | @gerhard20
9:05 am – 9:50 am
Open
Creating a Winning Sales Culture
Speaker: Jake Reynolds, Chief Revenue Officer, Philadelphia 76ers; SVP of Ticket Sales and Service, Philadelphia 76ers, New Jersey Devils and Prudential Center
Close
Creating a Winning Sales Culture

With more than 10 years of professional sports experience, Jake Reynolds – Philadelphia 76ers Chief Revenue Officer and SVP of Ticket Sales and Service for the Philadelphia 76ers, New Jersey Devils, and Prudential Center Arena – is a renowned industry leader in sales management. Reynolds has been internationally recognized for his work in overcoming challenging product periods through the implementation of strategic and formulaic sales and culture-based initiatives; recently, he was honored as a "Leader under 40" by Leaders and Aspire Academy, which globally recognizes elite talent in the sports industry. In his keynote, "Creating a Winning Sales Culture," Reynolds will share the secrets, strategies, and tactics for developing and maintaining a positive and highly productive sales team and culture. With an emphasis on personal development, access, and recognition – and under the pillars of people, teamwork, development, hustle, and fun – Reynolds will demonstrate how a highly personal, team goal-based, and collaborative approach to corporate culture directly correlates to sales success.

Speaker: Jake Reynolds, Chief Revenue Officer, Philadelphia 76ers; SVP of Ticket Sales and Service, Philadelphia 76ers, New Jersey Devils and Prudential Center | @jakereynolds24
9:50 am – 10:25 am
Open
Training 3.0: Driving Profitable Growth in the Cognitive Era
Speaker: David Bauders, Founder and CEO, SPA
Close
Training 3.0: Driving Profitable Growth in the Cognitive Era

In today's cognitive era, decisions are increasingly being informed and even being made by machines armed with sophisticated deep learning capabilities. In a world where Amazon sells more than $100 billion per year without a sales rep, we must ask ourselves: What does the future hold for sales professionals? The answer lies in focusing training efforts so they maximize the development of the unique human performance traits machines lack. That is a new paradigm, and it will require an innovative approach to sales training – a Training 3.0 approach. Training 3.0 deploys a radically different learning paradigm that is quick, experiential, engaging, and uses daily-drip learning with built-in retention characteristics. Training 3.0 incorporates performance metrics that ensure a true and enduring ROI. High in social and entertainment value, it is as ubiquitous on reps' phones as their favorite apps. Coupled with a focus on negotiation/value capture, Training 3.0 will transform your company's long-term growth rate, profitability and employee performance. Join us for this session and you will learn how to leverage Training 3.0 so you can maximize growth, profitability, and customer relationships.

Speaker: David Bauders, Founder and CEO, SPA
10:25 am – 10:55 am
Morning Break – Exhibits Open
10:55 am – 11:25 am
Accelerating Sales Growth through Data-Driven Sales Management
Speaker: Russell Groves, Vice President and General Manager, McKinsey Sales Solutions
Close
Accelerating Sales Growth through Data-Driven Sales Management

TBA

Speaker: Russell Groves, Vice President and General Manager, McKinsey Sales Solutions | @McKinsey
11:25 am – 12:00 pm
Open
Stories – The Most Powerful Tool in Your Toolkit
Speaker: Catherine Kerr, Senior Facilitator, DoubleDigit Sales
Close
Stories – The Most Powerful Tool in Your Toolkit

What's more memorable – facts and data or stories? The answer might seem surprising and almost counter-intuitive in today's fast-paced, data-driven world.

The answer is stories. Stories do two things that facts and data alone do not: they provide context and they connect to emotion – a powerful combination that, when crafted and practiced carefully, can help you differentiate, influence, inspire, and build relationships at both the sales and leadership level. Join Catherine Kerr, a highly engaging senior facilitator at DoubleDigit Sales, to learn effective communication approaches that leverage the true power of stories, how to craft a compelling story, and how to use stories effectively in various situations.

Sales leaders will learn how stories can be used at the leadership level to influence stakeholders, get decision buy-in, and create alignment. Sales managers will learn how stories can be used to teach and motivate their teams, and how their salespeople can and should incorporate stories immediately into their sales toolkit to differentiate themselves and inspire customers.

Speaker: Catherine Kerr, Senior Facilitator, DoubleDigit Sales | @ddstraining
12:00 pm – 12:35 pm
Open
How Artificial Intelligence Aligns Sales with Marketing for More Revenue, Faster
Speaker: Falon Fatemi, CEO and Founder, Node
Close
How Artificial Intelligence Aligns Sales with Marketing for More Revenue, Faster

Falon will present how sales and marketing leadership can leverage AI to identify and prioritize execution against their total addressable market. Her talk will include examples of how companies can leverage cutting-edge data intelligence technology to develop core sales plays that organize and align marketing, sales, and product resources, as well as identify the next prospects and market of opportunity that result in more revenue, faster.

Speaker: Falon Fatemi, CEO and Founder, Node | @falonfatemi
12:35 pm – 1:40 pm
Lunch Break – Exhibits Open
1:45 pm – 2:25 pm
Breakout Sessions
Open
Breakout A
Perpetual Sales Readiness: The New World of "Always On" Learning for Sales
Speaker: Jim Ninivaggi, Chief Readiness Officer, Brainshark
Close
Perpetual Sales Readiness: The New World of "Always On" Learning for Sales

Sales readiness is about ensuring that every salesperson has the skills and knowledge to optimize any buyer interaction. The question for sales leaders is: How confident are you that your reps are truly ready and prepared to make the most of those opportunities?

Join Jim Ninivaggi, Chief Readiness Officer at Brainshark, for an inside look at how to deploy a sales readiness model that is "always on," providing an environment for continuous improvement to help prepare your reps quickly – and keep them that way. This session will explore how to leverage video, AI, and machine learning to augment and guide the coaching efforts of your managers. Topics covered will include:
  • A model for perpetual sales readiness to drive individual and team-wide enablement
  • How to utilize video coaching/assessment tools to ensure readiness and socialize best practices
  • An exclusive look at how artificial intelligence will augment the human aspect of sales coaching
Speaker: Jim Ninivaggi, Chief Readiness Officer, Brainshark | @JNinivaggi

Open
Breakout B
Artificial Intelligence and Selling – the Future Is Already Here
Speakers: Chris Beall, CEO, ConnectAndSell
Bruce Lewolt, CEO and Co-founder, BrainX and JoyisJoy.com
Close
Artificial Intelligence and Selling – the Future Is Already Here

Many executives are still under the impression that the AI-enhanced salesperson is years away. In this talk, we will examine the research – what AI is and what it isn't. Then we'll examine actual case studies to show how companies are quietly using AI to crush their competitors. We'll also show you how looking at AI from a strategic standpoint creates long-term competitive advantage. Finally, we will outline three things you should start doing with AI right away.

Speakers: Chris Beall, CEO, ConnectAndSell | @chris8649
Bruce Lewolt, CEO and Co-founder, BrainX and JoyisJoy.com | @BruceLewolt
2:25 pm – 2:55 pm
Afternoon Break – Exhibits Open
2:55 pm – 3:30 pm
Open
The Future of Selling – Bleak or Bright?
Speaker: Brian Walton, Director of Sales, LinkedIn Sales Solutions
Close
The Future of Selling – Bleak or Bright?

As buyers rely more on their networks, take advantage of ever more accessible information, and leverage new technologies when purchasing, it's easy to think that selling is doomed. Not so! Buyers are, in fact, very responsive to commercial teams that cater to these new buying behaviors.

This session will explore changes in sales automation and personalization that winning sales and marketing teams are putting to work. Learn what technologies LinkedIn and other industry leaders are utilizing, and how to efficiently personalize every sales effort to win big. Because, when you're ahead of the curve, the future of sales is bright.

Speaker: Brian Walton, Director of Sales, LinkedIn Sales Solutions | @linkedinselling
3:30 pm – 4:00 pm
Open
The Role of the Human Connection in a Networked Digital World
Speaker: Sherri Sklar, CEO, GrowthTera
Close
The Role of the Human Connection in a Networked Digital World

We've all seen the statistics. The way buyers are buying in the digital world has turned salespeople's lives upside down. Before even speaking with a sales rep, 67 percent of buyers have researched as much as possible in their buying process. The truth is, according to SAP, 80 percent of buyers typically know exactly what they want before they make contact with a vendor. This is a scary statistic for sales. The revenue risk to sales organizations is even higher when you consider the fact that our customers are judging us – not just on how we help them in their buying process, but also in how we are helping them beyond the sale to achieve their desired outcomes.

This session will unveil how companies can flip the switch, take back control of the sales process, and create a competitive advantage by capturing the mind, heart, and spirit of today's customer.

Speaker: Sherri Sklar, CEO, GrowthTera | @SherriSklar
4:00 pm – 4:35 pm
Open
What Salespeople 3.0 Want From You
Speaker: C. Lee Smith, President and CEO, SalesFuel
Close
What Salespeople 3.0 Want From You

In this session you will learn about exclusive new research revealing the top 10 things sales professionals want (and expect) from sales leaders to help them make goal. More bonuses and incentives? Sure! But the rest of the findings may surprise you.

SalesFuel's President and CEO C. Lee Smith will take you inside the mind of today's salesperson to show you
  • Why building a culture of development is required to attract and retain top sales talent – and how to build it
  • What motivates reps to do just a little bit more – or tackle the part of the job they like least
  • Four traits the most respected sales managers all have in common
Speaker: C. Lee Smith, President and CEO, SalesFuel | @cleesmith
4:35 pm – 5:10 pm
Open
A Crash Course in Winning Negotiation Tactics for Your Sales Team
Speaker: Jeff Cochran, Partner, Shapiro Negotiations
Close
A Crash Course in Winning Negotiation Tactics for Your Sales Team

Your salespeople are under increasing pressure to quickly establish credibility, build lasting business relationships, and produce results. To address these challenges and changing needs, you must provide your reps with the specific habits and tools they need to impact the bottom line. Finding these innovative tools and implementing them in the face of fierce competition are not easy tasks. In this session, you will be introduced to a systematic process that will allow your sales team to become more effective and drastically improve their execution. You will get an overview of SNI’s systematic process – 3Ps (Prepare, Probe, and Propose) – that is critical to sales and negotiation success.

Speaker: Jeff Cochran, Partner, Shapiro Negotiations | @SNINegotiations
5:10 pm – 5:15 pm
Concluding Remarks
Speaker: Gerhard Gschwandtner, Founder and CEO, Selling Power
Close
TBA

TBA

Speaker: TBA
5:15 pm – 6:30 pm
Networking Reception
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