Agenda


 
JUNE 19, 2018

Philadelphia
Conference Agenda: June 19, 2018

Tuesday, June 19, 2018
Wednesday, June 20, 2018
7:30 am – 8:30 am
Registration and Networking Breakfast
8:35 am – 8:40 am
Conference Welcome
Speaker: Alice Heiman, Founder and Chief Sales Officer, Alice Heiman, LLC
8:40 am – 9:15 am
Open
The Power of Mindset in the Age of Digital Transformation
Speaker: Gerhard Gschwandtner, Founder and CEO, Selling Power
Close
The Power of Mindset in the Age of Digital Transformation

In his keynote, Gerhard Gschwandtner – the founder and CEO of Selling Power magazine and the author of 16 books on selling, psychology, and sales management – will discuss the two major change drivers that are transforming our world and how we conduct business: technology and psychology. He will review what we've gained, what we've lost, and how digital transformation will continue to impact our future. Gerhard will also share the success factors that lead to a Peak Performance Mindset for winning in both business and in life.

Speaker: Gerhard Gschwandtner, Founder and CEO, Selling Power | @gerhard20
9:15 am – 9:50 am
Open
An Inescapable Evolution: Sales and Marketing in the World of Digital Buying
Speaker: Scott Collins, Principal Executive Advisor, Gartner
Close
An Inescapable Evolution: Sales and Marketing in the World of Digital Buying

While sales and marketing have sought ways to better integrate their collective commercial efforts, today's B2B buyers have effectively solved the problem for them – ending the debate on their terms rather than suppliers'. To sell effectively, today's B2B suppliers must understand how customers move easily and frequently between digital and in-person buying channels in a far more fluid and continuous process than most organizations are currently designed to support.

Speaker: Scott Collins, Principal Executive Advisor, Gartner | @CEB_News @smillercollins
9:50 am – 10:20 am
Open
No One Marries a Bad First Date. Is Sales Having Bad First Calls?
Speaker: Jennifer Kling, Head of Product Marketing, Sales Cloud, SAP
Close
No One Marries a Bad First Date. Is Sales Having Bad First Calls?

There's no recovery from a bad first impression – both in dating and sales. You need to sell better and smarter from the onset to ensure a good customer experience. Over the past few years, quota attainment has been declining even as sales quotas have shrunk. Ask yourself: Have you become comfortably numb to bad selling? Are you equipping your salespeople to bring value to every engagement? Or are you still doing things the way you did 10 years ago? Join us to change your perspective on the buying experience.

Speaker: Jennifer Kling, Head of Product Marketing, Sales Cloud, SAP | @JenKling1027
10:20 am – 10:50 am
Morning Break – Exhibits Open
10:50 am – 11:20 am
Open
Driving Change That Sticks
Speaker: Janet Logan, Vice President of Client Solutions, DoubleDigit Sales
Close
Driving Change That Sticks

DoubleDigit Sales interviewed key clients across North America about large cultural transformations they experienced over the past year. This presentation will share the cornerstones of three culture changes and focus on the key role leaders, training and development played in these transformations to create professional shifts, build confidence around new business paradigms, and provide new capabilities to sustain and embed sticky change. Join us to learn from these experiences and understand the important role learning and development play in helping organizations make big shifts in today's market.

Speaker: Janet Logan, Vice President of Client Solutions, DoubleDigit Sales | @ddstraining
11:20 am – 11:50 am
Open
Modernized Sales Training: Why the Need and What Does It Look Like?
Speakers: Gerhard Gschwandtner, Founder and CEO, Selling Power
David Bauders, Founder and CEO, SPA
Close
Modernized Sales Training: Why the Need and What Does It Look Like?

Marketplace dynamics are changing fast! The buyer's journey is getting shorter, millennials are increasingly the predominant demographic in the workplace, and customers expect unprecedented, personalized service. Accordingly, the core skills of sellers need to adapt to deliver and capture maximum value – especially when accounting for the tasks that will be automated by AI technology. What worked five years ago in terms of seller training isn't sufficient today. Training needs to reflect the Sales 3.0 era and embody traits akin to modern social platforms. During this discussion, Gerhard Gschwandtner and David Bauders will delve into the need for a modern approach to sales training that maximizes the development of the unique human performance traits machines lack. They'll discuss how the delivery and content of a Training 3.0 approach is relevant, just in time, and even binge-worthy!

Speakers: Gerhard Gschwandtner, Founder and CEO, Selling Power | @gerhard20
David Bauders, Founder and CEO, SPA
11:50 am – 12:20 pm
Open
Crack the Code to Sales Growth with a Winning Sales Enablement Strategy
Speaker: Elay Cohen, CEO and Co-founder, SalesHood
Close
Crack the Code to Sales Growth with a Winning Sales Enablement Strategy

Please join Elay Cohen – CEO of SalesHood and the former Senior Vice President at Salesforce – as he reveals the hyper-growth sales strategies that made Salesforce the global industry leader. Discover how Elay's sales enablement best practices and adaptive processes create an unstoppable sales force. This proven blueprint to successful sales enablement can help your sales organization reach the highest level of success.

Speaker: Elay Cohen, CEO and Co-founder, SalesHood | @elaycohen
12:30 pm – 1:30 pm
Lunch
1:40 pm – 2:20 pm
Open
Breakout A
Time to Trust
Speaker: Chris Beall, CEO, ConnectAndSell
Close
Breakout A
Time to Trust

Trust is the true currency of B2B sales, because buying for your employer is risky business. With their professional reputation on the line and no way to catch up to sellers' product knowledge, B2B buyers must ultimately throw their trust to one seller if they are to make a deal. Without this leap of trust, buyers stay on the sideline forever, and sellers – who, unlike buyers, don't have all the time in the world – fail in frustration.

In this talk, Chris Beall, CEO of ConnectAndSell, will lay bare the facts about trust in B2B selling, answering:
  • How much time does a seller have to gain a buyer's trust?
  • How much information must be exchanged between buyer and seller to establish trust?
  • What is the optimal communication sequence for driving trust at pace and scale?
  • What role does technology play in the B2B trust equation?
  • What three things can you do – immediately and at no cost – to master "time to trust" in B2B selling?
  • Trust is key in B2B. This talk will give you the practical keys to using your
  • precious selling time to generate the trust you must have to make, not merely hope for, B2B sales success.
Speaker: Chris Beall, CEO, ConnectAndSell | @chris8649
Open
Breakout B
Invest in Relationship Capital to Drive Profitable Sales Growth
Speaker: Ed Wallace, SPASIGMA Business Partner and President, AchieveNEXT Human Capital
Close
Breakout B
Invest in Relationship Capital to Drive Profitable Sales Growth

In today's business environment, everything can be commoditized, digitized, or outsourced...except for relationships! When it comes to meeting targets, 89 percent of executives believe that strong client relationships are the reason they meet their targets each year – yet less than 1 in 20 companies provide specific strategies for helping sales reps strengthen their client relationships. The power of leveraging business relationships to accelerate deals, negotiate better terms, and meet sales targets is one that sales leaders simply can't afford to overlook. Please join this session where bestselling author and thought leader Ed Wallace will cover how to prioritize, measure relationship strength, and develop strategies that will help your sales team advance your company's most important client relationships.

Speaker: Ed Wallace, SPASIGMA Business Partner and President, AchieveNEXT Human Capital | @thecfoalliance @achievenext
2:25 pm – 3:05 pm
Open
Breakout A
VMware's Customer for Life Mission: Using Sales Enablement Technology to Achieve Strategic Corporate Objectives
Speakers: Mike Maxey, Senior Director of World-Wide Sales, Emerging Products, VMware
Jim Berryhill, CEO, Co-founder and Director, DecisionLink
Close
Breakout A
VMware's Customer for Life Mission: Using Sales Enablement Technology to Achieve Strategic Corporate Objectives

"Customer value" should be the ultimate rationale for how buyers and solution providers interact, since relationships based on customer value have the highest impact for both buyer and seller. Too often, however, sellers are mired in commoditized product relationships whereas relationships based on customer value are not only preferable, but eminently achievable. Sales and sales enablement professionals are uniquely positioned to overcome this hindrance to market success. Mike Maxey, Senior Director of Worldwide Sales, Emerging Products, for VMware, and Jim Berryhill, CEO, Co-founder, and Director of DecisionLink, will share how VMware is enabling its strategic "Customer for Life Mission" in partnership with DecisionLink. The Customer for Life Mission – sponsored from the very highest levels of the VMware executive suite – moves the customer value conversation to the overall relationship between VMware and its customers, prospects, and partners. Executives from VMware and DecisionLink will explain how they developed the project, employed first-class value strategies, and leveraged best-in-class tools to facilitate and deliver this mission.

Speakers: Mike Maxey, Senior Director of World-Wide Sales, Emerging Products, VMware
Jim Berryhill, CEO, Co-founder and Director, DecisionLink | @decisionlink
Open
Breakout B
Building a Technology and Training Stack for Growth
Speakers: Gregg Nelson, Sales Director, SPASIGMA
Nancy Nardin, Co-Founder, Vendor Neutral, LLC
Jennifer Marie Jacober, President, EverChanges
Close
Breakout B
Building a Technology and Training Stack for Growth

Join Nancy Nardin, Jennifer Marie Jacober, and Gregg Nelson for an interactive breakout session on driving revenue growth by building a sales tech and training stack. Whether your organization is at a beginner, intermediate, or advanced level, you'll come away with actionable steps you can use when considering technology. This session will cover a hierarchy of capabilities framework, checklists, and a SalesTech maturity model. Then you'll disperse into breakout groups to complete your own capabilities checklist. In the end, you'll know the areas in which technology and skills training can best help you. Join this session if you want to know how – and which – technology and training can accelerate your path to revenue.

Speakers: Gregg Nelson, Sales Director, SPASIGMA | @nelsogr
Nancy Nardin, Founder, Co-Founder, Vendor Neutral, LLC | @vendor_neutral
Jennifer Marie Jacober, President, EverChanges | @JenMarieJacober
3:05 pm – 3:35 pm
Afternoon Break – Exhibits Open
3:35 pm – 4:05 pm
Open
Sales Triage: Improving Three Key Areas to Take Sales Performance to the Next Level
Speaker: Lisa Peskin, International Trainer and Motivational Speaker; Chief Executive Officer and Founder, Business Development University
Close
Sales Triage: Improving Three Key Areas to Take Sales Performance to the Next Level

Triage is a methodology, developed by Business Development University (BDU), to help individuals, sales teams, and sales forces uncover the three areas that, if improved upon, will have the biggest impact on sales performance. Once these three areas are identified, a developmental program can be put together to start closing the gaps. BDU's CEO Lisa Peskin will discuss the triage methodology and also share valuable tools to help systematically identify and address either your triage areas or those of your direct reports. She'll also talk about effective methodologies to close the performance gaps and improve key developmental areas in order to achieve desired results.

Speaker: Lisa Peskin, International Trainer and Motivational Speaker; Chief Executive Officer and Founder, Business Development University | @BusDevU
4:05 pm – 4:35 pm
Open
Sales ex Machina: How AI Is Changing the World of Selling
Speaker: Victor Antonio, Keynote Speaker, Sales & Motivation and Sales Trainer, Sellinger Group
Close
Sales ex Machina: How AI Is Changing the World of Selling

The world of selling is changing – and no trend promises to disrupt and change the face of the sales industry more than machine learning and artificial intelligence. The questions then become: How will AI change the way we sell into a market? How will it change a company's go-to-market strategy? Will it replace salespeople or will it simply augment their capabilities? If so, what does this new AI-centric sales reality look like? To answer these questions we need to dive into the latest and most innovative AI solutions being deployed in the realm of selling – and what that could mean for a company's revenue model and operational structure. And, lastly, we'll look at the steps companies need to take to leverage AI for their specific industry or market segment to grow their business.

Speaker: Victor Antonio, Keynote Speaker, Sales & Motivation and Sales Trainer, Sellinger Group | @VictorAntonio
4:35 pm – 5:05 pm
Open
Building the Right Sales Organization
Speakers: Gerhard Gschwandtner, Founder and CEO, Selling Power
Carolyn Betts Fleming, Founder and CEO, Betts Recruiting
Close
Building the Right Sales Organization

Carolyn Betts will be joined by Gerhard Gschwandtner, Founder and CEO of Selling Power magazine, in a conversation on the right strategy for building your sales organization. Carolyn is founder and CEO of the leading recruitment firm for revenue-generating, marketing, and people operations – Betts Recruiting. Carolyn and her team have helped hundreds of startups, early-stage, and other high-growth companies scale their organizations to achieve maximum results. In this fireside chat, Carolyn and Gerhard will explore the specifics of how to treat your hiring strategy as you would your sales team; taking a proactive stance to getting talent on board when they're needed; and the best ways to partner with both internal and external recruiters to hire the best sales talent.

Speakers: Gerhard Gschwandtner, Founder and CEO, Selling Power @gerhard20
Carolyn Betts Fleming, Founder and CEO, Betts Recruiting | @BettsRecruiting
5:05 pm – 5:15 pm
Concluding Remarks
Speaker: Gerhard Gschwandtner, Founder and CEO, Selling Power
Close
TBA

TBA

Speaker: TBA
5:15 pm – 6:40 pm
Networking Cocktail Reception
8:30 am – 11:30 am
Post-Conference Workshop (Add-on Option)
Sales Coaching Excellence: The Path to a Best-in-class Sales Force

Frontline sales management is one of the most challenging jobs in business today. There's constant chaos that distracts managers from the important work of being a sales coach. Yet, it's been proven time and again that coaching – especially developmental skills coaching – produces a multiplier effect that can radically improve sales performance.

In this workshop, sales transformation expert Mike Kunkle will provide simple yet highly-effective methods for getting the most out of your sales talent in the shortest amount of time.

Topics covered during this workshop will include:
  • How to use sales analytics to determine where to spend your limited coaching time for the best results
  • How to use the ROAM model to analyze what to coach and elevate to best-practice behaviors
  • How to use performance analysis to determine the best performance intervention
  • Simple methods for conducting effective field training and skills coaching
  • How to implement a cadence of coaching to develop sales mastery and deliver results
At the end of the workshop, you'll have what you need to follow a proven-effective path to develop sales coaching excellence – and, as a result, develop a best-in-class sales force.

Workshop Presenter
Mike Kunkle, Founder & Sales Transformation Architect, Transforming Sales Results, LLC

About Mike Kunkle
Mike Kunkle is a respected sales transformation architect and widely-recognized sales training and sales enablement expert. He's spent 24 years as a corporate leader or consultant, helping companies drive dramatic revenue growth through best-in-class learning strategies and his proven-effective sales transformation methodologies. Today, Mike is the Founder & Sales Transformation Architect of Transforming Sales Results, LLC. He consults, advises, writes, speaks, leads webinars, designs sales learning systems that get results, and guides clients through all aspects of their sales transformation.





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