Victor Antonio holds BS in Electrical Engineering and an MBA. Victor recently released his new book, Sales Ex Machina: How Artificial Intelligence is Changing the World of Selling. Who better to tell the 'insight' story of how AI is changing sales than a software engineer who worked on AI expert systems and then went on to build a 20-year career (Read full bio)

Victor Antonio holds BS in Electrical Engineering and an MBA. Victor recently released his new book, Sales Ex Machina: How Artificial Intelligence is Changing the World of Selling. Who better to tell the 'insight' story of how AI is changing sales than a software engineer who worked on AI expert systems and then went on to build a 20-year career selling technology solutions. (Close)

Session Topic: Sales ex Machina: How AI Is Changing the World of Selling

David Bauders founded SPA (Strategic Pricing Associates, Inc.) in 1993 and its subsidiary, SPASIGMA, in 2015. SPA is the world's first company to provide an integrated, holistic profit-driving solution that integrates decision-support analytics and entertaining, high-performance virtual training. SPA helps market leaders' teams drive greater (Read full bio)

David Bauders founded SPA (Strategic Pricing Associates, Inc.) in 1993 and its subsidiary, SPASIGMA, in 2015. SPA is the world's first company to provide an integrated, holistic profit-driving solution that integrates decision-support analytics and entertaining, high-performance virtual training. SPA helps market leaders' teams drive greater financial performance by providing the skills training and analytical tools to master the critical daily decisions that drive profitability and enterprise value: negotiation (sell-side and buy-side), profitability acumen, and emotional intelligence. SPA's holistic approach helps clients sustainably create and capture higher economic value. SPA's typical client experiences increased profits equal to 2 – 4% of affected sales in less than 90 days. Mr. Bauders and SPA have been featured in The Wall Street Journal, Inside Business, TED, CIO Review, and many other industry publications. (Close)

Session Topic: Modernized Sales Training: Why the Need and What Does It Look Like?

Chris has been participating in software start-ups as a founder or at a very early stage for most of the past 30 years. His focus has consistently been on creating and taking to market simple products that can be used successfully the first time they are touched, without taking a course or reading a manual. His belief is that the most powerful (Read full bio)

Chris has been participating in software start-ups as a founder or at a very early stage for most of the past 30 years. His focus has consistently been on creating and taking to market simple products that can be used successfully the first time they are touched, without taking a course or reading a manual. His belief is that the most powerful part of any software system is the human being that we inappropriately call a "user", and that the value key in software is to let the computer do what it does well (go fast without getting bored) in order to free up human potential. (Close)

Session Topic: Time to Trust

Every deal we work on is associated with a customer project that has a business case. We should not expect high performance in our sales organizations if we as sellers don't understand that business case, and the economic value of our solutions." I spent 30 years in enterprise software sales, sales management and general management. 125 quarters (Read full bio)

Every deal we work on is associated with a customer project that has a business case. We should not expect high performance in our sales organizations if we as sellers don't understand that business case, and the economic value of our solutions." I spent 30 years in enterprise software sales, sales management and general management. 125 quarters with a "number", working for great companies and with terrific people. But alignment to customer business objectives and the quantification of that value was super elusive. Looking at customer survey statistics, it is clear that selling companies are not good at it. If you're familiar with Target Account Selling, or TAS, I've reviewed over 1000 TAS plans. Critical elements of TAS were missing over 90% of the time because key elements such as Unique Business Value, Critical Success Factors, Compelling Event, Time to Value, Economic Value Proposition and others were either missing or ineffective. TAS without those is like a body with a sick heart or a car with a failing engine. That's not limited to TAS. Pick your methodology, Solution Selling, Challenger, Value Selling, etc., etc., they all depend on this business alignment and are all rendered much less effective when that is missing. It's missing 95% or the time or more because there is no business application for value selling. So, John Porter and I founded DecisionLink to build that business application. It's been hard, if it were easy, somebody would have done it already. We've solved some tremendously difficult problems and had great customer-partners participate in our journey. We're not done, but DecisionLink ValueCloud is the first ever enterprise-class business application for value selling. And we're just getting warmed up. Forget altruistic notions of alignment for the sake of customer satisfaction. At the end of the day, the ability to do this helps build pipeline, improves close rates, reduces discounting and more. In short, it enhances our ability to attain and exceed sales goals. So, this is our passion and the genesis of DecisionLink, to bring the power of automation to this challenge for the first time. Check us out and see for yourself the power of a world-class app for the most important part of the account relationship, communicating clearly "why buy, why from me and why now." (Close)

Session Topic: VMware's Customer for Life Mission: Using Sales Enablement Technology to Achieve Strategic Corporate Objectives

Carolyn Betts Fleming is the Founder and CEO of Betts Recruiting, the leading global recruitment firm specializing in matching revenue-generating talent with the world's most innovative companies. In the last 8 years, Carolyn has expanded her company across the US and into Europe. As an organization, Betts Recruiting has been recognized as one of (Read full bio)

Carolyn Betts Fleming is the Founder and CEO of Betts Recruiting, the leading global recruitment firm specializing in matching revenue-generating talent with the world's most innovative companies. In the last 8 years, Carolyn has expanded her company across the US and into Europe. As an organization, Betts Recruiting has been recognized as one of Inc. Magazine's Fastest Growing Companies in America, A Top 100 Women-Owned Business, and Best Places to Work by both the Bay Area by San Francisco Business Times and Crain's New York Business. Furthermore, Carolyn is considered an expert in both hiring and scaling businesses of all sizes. She's been elected to be a member of the Tugboat Institute, YPO (Young Presidents Organization), all while remaining actively involved in the community serving as a partner of the The Movement Foundation for young woman, a sponsor for The Gala for BUILD, and an active partner with JUMA Youth Social Enterprise. About Betts Recruiting – Betts Recruiting is the leading global recruitment firm specializing in revenue-generating talent for innovative companies. The company brings a customized approach to each search, ensuring that hiring managers find the best person for each position they are looking to fill, and works with each individual candidate to understand their goals, career growth, and experience to round out a successful partnership. Betts Recruiting has office locations in San Francisco, Austin, New York, and London, England. (Close)

Session Topic: Building the Right Sales Organization

Elay Cohen is the CEO and Co-founder of SalesHood. He is the former Senior Vice President of Sales Productivity at Salesforce. Elay was recognized as the "2011 Top Executive" and credited for creating and executing all of Salesforce's sales training programs that accelerated its growth from $500M to a $3B+ enterprise. The innovating sales (Read full bio)

Elay Cohen is the CEO and Co-founder of SalesHood. He is the former Senior Vice President of Sales Productivity at Salesforce. Elay was recognized as the "2011 Top Executive" and credited for creating and executing all of Salesforce's sales training programs that accelerated its growth from $500M to a $3B+ enterprise. The innovating sales training and support delivered over these years by Elay's team to thousands of sales professionals resulted in unprecedented hyper-growth. Elay authored the book SalesHood: How Winning Sales Managers Inspire Sales Teams To Succeed. (Close)

Session Topic: Crack the Code to Sales Growth with a Winning Sales Enablement Strategy

Scott is a Principal Executive Advisor in the CEB Sales Leadership Council where he works closely with member executives around the world helping them to apply the Council's research to solve their most pressing and critical challenges. As a senior team member, he directly supports client organizations to improve the commercial function in a (Read full bio)

Scott is a Principal Executive Advisor in the CEB Sales Leadership Council where he works closely with member executives around the world helping them to apply the Council's research to solve their most pressing and critical challenges. As a senior team member, he directly supports client organizations to improve the commercial function in a broad array of areas such as improving sales productivity, developing customer buying processes, improving and building key account management programs, improving channel partnerships, building sales manager coaching, and customer stakeholder engagement. Scott has worked with hundreds of Chief Sales Officers and their teams across a variety of industries such as technology, financial services, manufacturing, pharmaceuticals and business services. Prior to joining CEB, Scott was a B2B sales professional at a Fortune 500 company in the high-tech industry. At the same company, he was later involved in the sales effectiveness and training organization. In this capacity, Scott designed, developed and facilitated sales training in areas such as strategic account planning, financial acumen and negotiations. He was also certified to train SPIN Selling. Scott received his MBA from Penn State University and holds a BA in Communications from the University of Illinois. (Close)

Session Topic: An Inescapable Evolution: Sales and Marketing in the World of Digital Buying

Gerhard Gschwandtner is the founder and CEO of Selling Power, a media company that produces the award-winning Selling Power magazine and Selling Power TV, a daily video interview series on sales success. He developed and hosts the Sales 3.0 Conference, which helps sales leaders integrate sales technologies into their sales organizations (Read full bio)

Gerhard Gschwandtner is the founder and CEO of Selling Power, a media company that produces the award-winning Selling Power magazine and Selling Power TV, a daily video interview series on sales success. He developed and hosts the Sales 3.0 Conference, which helps sales leaders integrate sales technologies into their sales organizations to create improved sales effectiveness and greater customer value. Over the course of three decades, he has interviewed some of the most successful leaders and experts in sales, business, sports, entertainment, and politics, including Mary Kay Ash, Marc Benioff, Michael Dell, George Foreman, Larry Ellison, Richard Branson, Jay Leno, Meg Whitman, and many more. Gerhard has studied the lives of hundreds of peak performers and worked with world-leading coaches and psychologists to create the unique, new Peak Performance Mindset training program. He is the author of 17 books on the subject of sales, management, and motivation and received the Sales & Marketing Executives International, Inc. 2010 Ambassador of Free Enterprise Award. Follow him on Twitter at @gerhard20. (Close)

Session Topic: The Power of Mindset in the Age of Digital Transformation

Alice Heiman will be our emcee and chief networking officer for Sales 3.0 in Philadelphia. Alice has been helping companies increase sales since 1994. Formerly with Miller Heiman, Inc. Alice started her own company in 1997. As creator of the BizTalk Blender®, networking is one of her great passions and talents, and it's one of the (Read full bio)

Alice Heiman will be our emcee and chief networking officer for Sales 3.0 in Philadelphia. Alice has been helping companies increase sales since 1994. Formerly with Miller Heiman, Inc. Alice started her own company in 1997. As creator of the BizTalk Blender®, networking is one of her great passions and talents, and it's one of the easiest and most effective ways she's found for salespeople and small business owners to increase sales. Her focus on enabling anyone to network effectively led her to create Connecting Your Way to New Business, a well-received training program to guide business professionals through the strategies and nuances needed to network for new prospects and sales. Alice began developing her sales expertise at Miller Heiman, Inc. where she was responsible for training, coaching, and program quality. She was named 2004 Saleswoman of the Year by Professional Saleswomen of Nevada, 2009 Marketer of the Year by the Reno-Tahoe AMA and has been featured in Selling Power Magazine and Entrepreneurs Startups Magazine. Alice is, quite simply, a great instigator of business relationships. (Close)

My passion is purposefully designing organizations to leverage disruption to accelerate performance. Change is continuous and increasing in velocity the more information is readily available to buyers. I elevate company performance by transforming them to have the innovative structure, operating models and cultural norms needed to flow with the (Read full bio)

My passion is purposefully designing organizations to leverage disruption to accelerate performance. Change is continuous and increasing in velocity the more information is readily available to buyers. I elevate company performance by transforming them to have the innovative structure, operating models and cultural norms needed to flow with the ever-changing market.

• Skilled executive advisor and IT business consultant elevating company performance through innovative change by building strong teams, conquering tough problems, and exceeding business objectives.
• Advised companies on optimal organizational structures and critical functions to fully enable sales and to achieve optimal performance by integrating departments, shortening the sales cycle, and increasing the probability of closing deals.
• Managed multiple portfolios for both consulting engagements (~$15M) as well as government clients (~$1B+ budget) meeting target Return on Investments (ROI) and minimizing budget cuts.
• Established and designed Program Management Office (PMO) processes, procedures, and practices for organizations (500+ people).
• Isolated and provided mitigation strategies for barriers to change to include communications, technology, team building, and organizational realignments.

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Session Topic: Building a Technology and Training Stack for Growth

Jennifer is a sales and marketing professional currently leading product marketing for SAP's Sales Cloud offering under the Customer Experience group. She has over 20 years of experience in sales and marketing roles. That experience includes hiring, training, promoting sales reps and managers – all the good and not-so-good that goes along (Read full bio)

Jennifer is a sales and marketing professional currently leading product marketing for SAP's Sales Cloud offering under the Customer Experience group. She has over 20 years of experience in sales and marketing roles. That experience includes hiring, training, promoting sales reps and managers – all the good and not-so-good that goes along with that. About 10 years ago she realized she actually wanted to be a marketer when she grew up, so she made the switch! Her sales experience has bolstered her ability to create messaging and content that enables sales teams to succeed. (Close)

Session Topic: No One Marries a Bad First Date. Is Sales Having Bad First Calls?

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 (Read full bio)

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. (Close)

Session Topic: Sales Coaching Excellence: The Path to a Best-in-class Sales Force

Janet Logan is a content designer of global corporate learning and development solutions, and a lead bilingual facilitator, drawing on 25 years' experience designing and facilitating groups across North America, Europe, Africa, and the Middle East. My approach is to leverage a highly interactive design and activity-based learning. I earned my BA (Read full bio)

Janet Logan is a content designer of global corporate learning and development solutions, and a lead bilingual facilitator, drawing on 25 years' experience designing and facilitating groups across North America, Europe, Africa, and the Middle East. My approach is to leverage a highly interactive design and activity-based learning. I earned my BA at McGill University, a certificate in Public Relations and an MBA from Boston University. Prior to joining DoubleDigit Sales, I was a member of Faculty at three Business Universities in Europe, where I lived and worked for 17 years as Founder and Managing Director of Incite Learning. I started my career in sales, then moved into sales management before founding and managing multiple businesses. I have been designing and delivering learning experiences for over 25 years, working with businesses, agencies, government, education, and non-profit organizations in over 30 countries worldwide. Drawing from my broad business and cultural experiences, I bring client engagement, natural curiosity, energy, high responsiveness, vision, and creativity to clients. (Close)

Session Topic: Driving Change that Sticks

Mike Maxey serves as Senior Director of Worldwide Sales for Emerging Products at VMware, a global leader in cloud infrastructure and business mobility. In this role, Maxey oversees global sales initiatives for strategic offerings such as Identity Management and Digital Workforce. He is responsible for growing company revenue, forging strategic (Read full bio)

Mike Maxey serves as Senior Director of Worldwide Sales for Emerging Products at VMware, a global leader in cloud infrastructure and business mobility. In this role, Maxey oversees global sales initiatives for strategic offerings such as Identity Management and Digital Workforce. He is responsible for growing company revenue, forging strategic customer relationships, and managing sales processes to ensure achievement of quarterly targets. Prior to VMware, Mike held sales leadership roles at AirWatch, Accruent and Circle Technologies. Mike is a graduate of the Terry College of Business at the University of Georgia. (Close)

Session Topic: VMware's Customer for Life Mission: Using Sales Enablement Technology to Achieve Strategic Corporate Objectives

Nancy Nardin is the founder of Smart Selling Tools, Inc. and a partner in Vendor Neutral, LLC. For the past 9 years she's offered free resources to help sales, sales ops, and sales enablement leaders keep up to date on technology to drive revenue growth. Her vast sales experience began in the early ‘80s at a Silicon Valley start-up called GRID (Read full bio)

Nancy Nardin is the founder of Smart Selling Tools, Inc. and a partner in Vendor Neutral, LLC. For the past 9 years she's offered free resources to help sales, sales ops, and sales enablement leaders keep up to date on technology to drive revenue growth. Her vast sales experience began in the early ‘80s at a Silicon Valley start-up called GRID Systems. Along the way, she broke records selling to the likes of Microsoft, HP, SUN, Intel, and Oracle. She's also led sales efforts at leading analyst firms such as Gartner Group and IDC. Running Smart Selling Tools, she's been recognized as one of the 35 Most Influential Women in B2B Tech Marketing, one of the Top 25 Sales Bloggers in the world, and Top 30 Social Sales Influencers in the world. (Close)

Session Topic: Building a Technology and Training Stack for Growth

Gregg Nelson comes to SPASIGMA after 18 years in operational, sales and leadership roles in high technology. Most recently, Gregg has assisted organizations with developing and implementing skill and competency models for job specific roles and functions. In conjunction with the skill and competency modeling, Gregg worked with organizations on (Read full bio)

Gregg Nelson comes to SPASIGMA after 18 years in operational, sales and leadership roles in high technology. Most recently, Gregg has assisted organizations with developing and implementing skill and competency models for job specific roles and functions. In conjunction with the skill and competency modeling, Gregg worked with organizations on managing specific programs including Mentoring/Coaching, High Potential Leadership Development, On-Boarding, Sales Enablement, and Succession Planning. (Close)

Session Topic: Building a Technology and Training Stack for Growth

Lisa Peskin is the Founder and CEO of Business Development University (BDU), a results-driven sales and sales management training, coaching and consulting firm focused on helping individuals and companies grow their revenue by significantly increasing their sales. Lisa has more than 30 years of experience in sales performance and management. (Read full bio)

Lisa Peskin is the Founder and CEO of Business Development University (BDU), a results-driven sales and sales management training, coaching and consulting firm focused on helping individuals and companies grow their revenue by significantly increasing their sales. Lisa has more than 30 years of experience in sales performance and management. Throughout her career, Lisa has developed an award-winning reputation as a motivational and results-oriented sales professional and speaker. After a successful career as Vice President of Sales for Automatic Data Processing (ADP), Lisa launched her own sales training, consulting and coaching business in 2003. Since then, Lisa has helped thousands of selling and non-selling professionals dramatically improve their business development efforts and results through training, just-in-time support and programs designed to maximize opportunities and drive ROI. (Close)

Session Topic: Sales Triage: Improving Three Key Areas to Take Sales Performance to the Next Level

Ed Wallace consults with and speaks for corporations and associations across the globe with a client list that is a Who's Who of Fortune 500 companies. He is the author of Fares to Friends, Creating Relational Capital, Business Relationships That Last, and his most recent the #1 best-selling The Relationship Engine. In addition, Ed is currently (Read full bio)

Ed Wallace consults with and speaks for corporations and associations across the globe with a client list that is a Who's Who of Fortune 500 companies. He is the author of Fares to Friends, Creating Relational Capital, Business Relationships That Last, and his most recent the #1 best-selling The Relationship Engine. In addition, Ed is currently on the Executive Education faculty of Drexel's LeBow College of Business and Villanova University's Human Resources Master's program. (Close)

Session Topic: Invest in Relationship Capital to Drive Profitable Sales Growth