Conference Agenda: October 25-26, 2018
Thursday, October 25, 2018
Friday, October 26, 2018
7:30 am – 8:30 am
Registration and Networking Breakfast
8:35 am – 8:40 am
Conference Welcome
Speakers: Alice Heiman, Founder and Chief Sales Officer, Alice Heiman, LLC
Mario Martinez, CEO and Founder, Digital Sales Evangelist, Vengreso
8:40 am – 9:15 am
How to Succeed with Sales 3.0 – Lessons from History for Winning in 2019
Speaker: Gerhard Gschwandtner, Founder and CEO, Selling Power
9:15 am – 9:45 am
Modern 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
9:45 am – 10:20 am
An Inescapable Evolution: Sales and Marketing in the World of Digital Buying
Speaker: Scott Collins, Vice President, Advisory, Gartner
10:20 am – 10:50 am
Morning Break – Exhibits Open
10:50 am – 11:20 am
A New Era of Pipeline and Forecasting Management
Speaker: Sneha Kohli, Director, Product Management, SAP Sales Cloud
11:20 am – 12:00 pm
Mastering Cross Collaboration and Busting Silos to Promote a Customer-focused Culture
Speaker: Kristy West, Founder and Improv Facilitator, BraveSpace
12:00 pm – 1:00 pm
Lunch Break – Exhibits Open
1:10 pm – 1:50 pm
Breakout A
Breaking Barriers with an Integrated Software Suite
Speaker: Vijay Sundaram, Chief Strategy Officer, Zoho
Breakout B
Time to Trust
Speaker: Chris Beall, CEO, ConnectAndSell
Breakout C
Sales Enablement for Industrial B2B: Improve Capabilities and Boost Profit in the AI Era
Speakers: David Bauders, Founder and CEO, SPA
Doug Wyatt, Director of Sales Enablement, SPASIGMA
1:55 pm – 2:35 pm
Breakout A
Is Technology Replacing the Handshake in Sales?
Speaker: Julie Thomas, President and CEO, ValueSelling Associates
Breakout B
Secrets to Scaling Your Sales Force
Speaker: Tracey Wik, President, Managing Director of Talent and Organization Effectiveness Practice, GrowthPlay
2:35 pm – 3:05 pm
Afternoon Break – Exhibits Open
3:05 pm – 3:35 pm
What Separates Market-leading Sales Teams from the Rest
Speaker: Chris Orlob, Senior Director of Product Marketing, Gong.io
3:35 pm – 4:10 pm
Sales Enablement and the Frontline Sales Manager
Moderator: Russ Walker, VP Sales Enablement and Alliances, Merrill Corporation
Panelists: Steve Dodman, Chief Sales Officer, Richardson
Ed Ross, CEO, The Core Results
Joël Le Bon, Ph.D., Marketing and Sales Professor, Faculty Director for Leadership in Digital Marketing and Sales Transformation, Johns Hopkins University Carey Business School
4:10 pm – 4:50 pm
Art of Making Love
Speaker: Jacco van der Kooij, Founder, Winning by Design
4:50 pm – 5:00 pm
Concluding Remarks
Speakers: Gerhard Gschwandtner, Founder and CEO, Selling Power
Alice Heiman, Founder and Chief Sales Officer, Alice Heiman, LLC
Mario Martinez, CEO and Founder, Digital Sales Evangelist, Vengreso
5:00 pm – 6:30 pm
Cocktail Reception
7:40 am – 8:40 am
Registration and Networking Breakfast
8:45 am – 9:15 am
Transitioning Your Sales Organization to Account-based Marketing
Speaker: Todd McCormick, CRO, Terminus
9:15 am – 9:45 am
The Four Essential Pillars of Successful Sales Enablement
Speaker: Sheevaun Thatcher, Head of Global Sales Enablement, RingCentral
9:45 am – 10:15 am
The Future of Sales Meetings
Speaker: Roy Raanani, CEO, Chorus.ai
10:15 am – 10:45 am
Morning Break – Exhibits Open
10:45 am – 11:20 am
2018 Sales Video Awards Ceremony
Speakers: Steve Pacinelli, CMO, BombBomb
Gerhard Gschwandtner, Founder and CEO, Selling Power
11:20 am – 11:55 am
Choose to Win! Transform Your Sales and Your Life One Simple Choice at a Time.
Speaker: Tom Ziglar, CEO, Ziglar Inc.
12:00 pm – 1:00 pm
Lunch Break – Exhibits Open
1:05 pm – 1:45 pm
Breakout A
AI for Sales
Panelists: Jamie Crosbie, Founder and CEO, ProActivate
Stephen D'Angelo, President, Aviso
Mei Siauw, Co-founder and CEO, LeadIQ
Rob Wood, VP of WW Sales, ClicData
Breakout B
Transform Your Sales Team into Skilled Negotiators
Speaker: Marc Jablon, Executive Trainer, SPASIGMA
1:50 pm – 2:30 pm
Breakout A
Building a Technology and Training Stack for Growth
Speakers: David Bauders, Founder and CEO, SPA
Nancy Nardin, Co-Founder, Vendor Neutral, LLC
Dan Cilley, Co-Founder, Vendor Neutral, LLC
Breakout B
The Value of a Buyer-aligned Sales Process: a Panel Discussion about Real-world Experience and Results
Speakers: Tim Sullivan, Corporate VP of Business Development, Sales Performance International
Anneliese Jacobson, Director of Global Commercial Effectiveness, Becton Dickinson
Sheryl Upkes, Senior Manager, Global Sales Development, Perkin-Elmer
2:30 pm – 2:50 pm
Afternoon Break – Exhibits Open
2:50 pm – 3:20 pm
The Next Big Distribution Has Arrived: How Digital Automation Will Forever Change Your World
Speaker: Nikolaus Kimla, CEO, Pipelinersales Inc.
3:20 pm – 3:55 pm
The Power of Rejection
Speaker: Jia Jiang, Founder and CEO of Wuju Learning, Owner of Rejection Therapy, Author of Rejection Proof, and TED Speaker
3:55 pm – 4:15 pm
Concluding Remarks
Speakers: Gerhard Gschwandtner, Founder and CEO, Selling Power
Alice Heiman, Founder and Chief Sales Officer, Alice Heiman, LLC
Mario Martinez, CEO and Founder, Digital Sales Evangelist, Vengreso