Header Sales 3.0 Conference
Agenda Overview

The agenda is still being finalized, confirmed sessions and speakers are listed below. Please check back for updates.

To receive an email when the complete agenda is posted, contact events@salesdottwoinc.com.

The Cognitive Era and What It Means for Sales

For the past several years, the converging forces of data, cloud, mobile and social technologies, and the Internet of Things have disrupted industries and led to unprecedented transformation across every type of business – ushering in the Cognitive Era. At IBM, we work with clients in every industry to help them reimagine their business, create new value, and lead in the Cognitive Era.

What does sales look like in the Cognitive Era? Learn how IBM is addressing the Cognitive Era while also applying its cognitive and digital capabilities to increase seller effectiveness, build skills, and engage clients in new ways.

Speaker: Judy Buchholz, General Manager, Sales Strategy & Solutions, Global Markets, IBM | @jabuchh
How Innovation Leads the Sacramento Kings Sales Team to Sustained Success

Recently named the Most Innovative Company in Sports by Fast Company, the Sacramento Kings christened their new technology-packed Golden 1 Center in September 2016 by selling out all 41 home games in its inaugural season and setting new benchmarks across their business and the industry.

In the years leading up to the opening of the building, the Kings sales team embarked on a modern selling philosophy that centered around their unwavering commitment to continually innovate to enhance the fan experience while leveraging innovative sales-acceleration technologies. The Kings analyzed the merits of dozens of unique sales technology platforms and, in doing so, carved a new path for sales success in the sports industry. Using progressive tools, including virtual reality, video, and predictive analytics, their sales team migrated away from the singular cold-call focus and developed a balanced attack customized for today's digitally savvy and social buyers. In this session, you'll get an inside look at the Kings success story and the internal process the organization uses to test, track, celebrate, and implement sales technologies for sustained success.

Speaker: Phil Horn, Vice President, Ticket Sales and Services, Sacramento Kings
Achieve More with an Attitude of Excellence

Dr. Willie Jolley answers the age-old question: What are the secrets that sustain successful organizations through difficult times? His answers are born out of his work helping Ford Motor Company go from the brink of bankruptcy in 2006 to being positioned to reject the government bailout in 2009 – and on to billion-dollar profits every quarter since 2009. Success Magazine called him "Ford's Secret Weapon!"

In this program Dr. Jolley shares strategies and ideas your attendees can employ to transform their businesses – as well as the five areas of development that can be used immediately to change their thinking and their business.

Upon completing this program, participants will:
  • Pursue a workplace culture of excellence
  • Seek leadership development – no matter their position in the organization
  • Embrace change as a positive factor
  • Build teams as the lifeblood of the organization
  • Serve the internal and external "customers"
Speaker: Dr. Willie Jolley, CEO, Willie Jolley Worldwide | @WillieJolley
Coaching: No Longer a Soft Skill

The role of the manager as a coach is misunderstood in most every sales department. While "coaching" is being taught, it is limited in scope and lacks metrics that prove coaching effectiveness and outcomes. In this session, Bill Eckstrom will share how the manager role has become archaic and why sales departments need to eliminate the role or adopt a high-growth coaching model.

In this upbeat, research-based session, attendees will
  • See data that shows how much managers impact sales results
  • Understand the role of the growth-minded coach (it may not be what you think it is)
  • Learn coaching metrics: what are they and why aren't sales execs using them?
  • What and how to measure coaching performance
EcSell Institute research indicates that 31 percent of managers hinder performance – which is to say that, without a manager in place, almost one-third of salespeople would produce an average of $2.2 million more revenue. It is no longer acceptable for sales departments to "hope" managers are behaving like coaches – it is time to measure.

Speaker: Bill Eckstrom, President, EcSell Institute
Call to Sell or Call to Learn?

The cold calling debate will apparently go on forever. But one thing that is hard to deny is that you learn more by having a conversation than you do by sending an email, tweeting, or posting – or leaving a voice message. Most of that learning is locked up in conversation notes and only used to help with the immediate opportunity. What if it turns out conversation outcomes contain the secret to discovering the truth about your market: who's the buyer, what problems are they facing, and how might your offering help? Chris Beall of ConnectAndSell will close the loop between sales conversations and discovery, and show you how data and conversations can evolve together to systematically drive results.

Speaker: Chris Beall, CEO, ConnectAndSell Inc. | @chris8649
The Four Pillars of an Effective Training and Coaching Program

Tony attends a five-day training course. He's pumped. He returns to the office with new ideas, increased energy, and 10 pages of notes. The problem? He forgets 90 percent of what he's learned and can't apply classroom knowledge to live customers.

Does your training fall on deaf ears? Research confirms 87 percent of traditional sales training doesn't stick. In this session you'll learn the four pillars required for a results-producing training and mentoring program as well as how to
  • Reduce the time and effort it takes to develop your training program, while increasing its effectiveness through the use of facilitated learning.
  • Leverage scientifically proven methods to increase your sales and decrease turnover.
  • Incorporate virtual learning, games, and interactivity to put the fun back in your sales meetings.
  • Give your trainers tools to incorporate the four pillars and increase retention.
  • Offer breakthrough tips for one-on-one coaching and mentoring to get the most out of each employee.
Speaker: Shari Levitin, Professional Speaker, Author of Heart and Sell, and CEO, Shari Levitin Group | @sharilevitin
Building the Perfect Sales Beast

Today's business market demands sales professionals who can function as true business assets. That requires a transformation from the one-dimensional "tech-focused" or "product-focused" approach to a multi-dimensional set of capabilities that includes equal parts IQ (Intelligence Quotient), EQ (Emotional Quotient), and TQ (Technical Quotient). In this program, Carew International CEO Jeff Seeley will expand on these three critical areas of competence and the role of each in cultivating productive, long-term relationships, increasing reps' value and influence, and closing more sales.

Speaker: Jeff Seeley, CEO, Carew International | @jeffreybseeley
Sales Planning: Strategies that Leave Your Competition in the Dust

By the time September arrives, you will probably be thinking about how your team is going to crush its quota in the fourth quarter. As highly driven people, sales executives tend to want to close anything that's living and breathing without realizing – at the end of the quarter – they've just "drained the swamp" of opportunities. Don't worry; you're not alone. Many sales organizations lack the planning system necessary to ensure consistent, repeatable success, and they end up starting the new year handicapped due to the hockey stick run-up of opportunities leading to the inevitable precipitous drop in revenue in the next quarter. We call this "hockey stick syndrome." Setting yourself up for an amazing year in 2018 involves a lot more than knowing how to manage your pipeline, however. This session will explore the five key strategies you must address in your strategic planning to totally crush your competition in 2018. Topics include:
  • Accelerating the buyer's process
  • Developing a team of rock stars
  • Breaking down the sales/marketing divide using ABS (account-based selling)
  • Increasing sales performance with AI technology and sales process
  • Reducing stress with predictive metrics
Speaker: Sherri Sklar, CEO, GrowthTera | @SherriSklar
How to Build a High-Velocity Sales Assembly Line to Mass-Produce Sales

In any given industry, there can be only one "marketplace gorilla." This company will receive 50 percent of the revenue and 75 percent of the profits from the segment. Unfortunately, most other market participants will eventually fail. Why? Because traditional approaches to sales operations – like inside or direct sales – don't allow hyper-velocity growth.

In this session, learn how to transform your sales methodology to increase sales 10X at a lower cost in order to become your industry's gorilla. Drawing from real-world examples, Donald will dive into the strategy and tactics to build a high-velocity sales assembly line, taking the core concepts used in modern manufacturing and applying it to sales. Instead of a salesperson who does everything from cold calling to customer success, learn how to build sales specializations as well as how to use AI and automation tools to optimize and keep your assembly sales line in equilibrium.

Speaker: Donald Scherer, Author, Assembly Required, AssemblySales.com | @donald_scherer
The Transformation to Sales 3.0 – Lessons from History for Winning in the Future

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. Learn the five principles we need to be mindful of to be successful in the future.

Speaker: Gerhard Gschwandtner, Founder & CEO, Selling Power | @gerhard20
Not Another Class: Make Your Sales Force Amazing

Don't send your sales force to another class without fully understanding what makes sales training stick. LaVon Koerner, who co-founded Revenue Storm in 2001, will share how technology and neuroscience combine with content to create personalized and therefore transformational training that gets lasting results. Whether you're developing an existing team or creating the next generation of sales powerhouses, LaVon will forever change your idea of effective sales development.

LaVon Koerner has more than two decades of international consulting experience in sales and marketing effectiveness. Offering companies worldwide a suite of comprehensive, proven tools and techniques for profitable revenue growth, LaVon powers organizations to achieve revenue acceleration through demand creation and reap instantaneous, sustainable gains.

Speaker: LaVon Koerner, Chief Revenue Officer and Co-Founder, Revenue Storm
Hit Home-run Sales Numbers

How a simple baseball truth will help your team overcome their fear of the phone, win more deals faster, and make you manager of the year. No matter how much you invest in the latest sales tools, if your team is playing "Captain Wing-it" when they pick up the phone, they'll never reach their full revenue potential. In this Q and A session, Michael Pedone will walk you through a few simple steps that will have a huge impact on raising your sales numbers quickly.

Speaker: Michael Pedone, CEO and Founder, SalesBuzz
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