Agenda


 
MARCH 12-13, 2018

San Francisco
Conference Agenda: March 12-13, 2018

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.


Monday, March 12, 2018
Tuesday, March 13, 2018
7:40 am – 8:40 am
Registration and Networking Breakfast
8:40 am – 8:45 am
Conference Welcome
Speaker: Alice Heiman, Founder and Chief Sales Officer, Alice Heiman LLC
8:45 am – 9:20 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
9:20 am – 9:55 am
Open
Training 3.0: Driving Profitable Terms of Trade in the Cognitive Eras
Speaker: David Bauders, Founder and CEO, Strategic Pricing Associates
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Training 3.0: Driving Profitable Terms of Trade in the 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, the content is binge-worthy and 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, Strategic Pricing Associates
9:55 am – 10:30 am
Open
How Sales Enablement Leaders Prepare Sales Organizations for Exceeding Sales Goals
Moderator: Gerhard Gschwandtner, Founder and CEO, Selling Power
Panelists: Marvin Spears, VP Commercial Excellence, Wells Fargo, Capital Finance
Laura Welch, Sr. Director Sales and Channel Enablement, Polycom
Jared Litwin, Senior Director, Sales Enablement, Salesforce.com
Close
How Sales Enablement Leaders Prepare Sales Organizations for Exceeding Sales Goals

The profession of sales enablement is rapidly growing. Learn from sales enablement professionals who help world-class companies accelerate sales. Get an insider's perspective and discover
  • How to create and distribute sales content efficiently
  • Best practices for onboarding salespeople
  • Which metrics help salespeople become more successful
  • How to select and integrate the best technology with the best sales process
Moderator: Gerhard Gschwandtner, Founder and CEO, Selling Power | @gerhard20
Panelists: Marvin Spears, VP Commercial Excellence, Wells Fargo, Capital Finance | @WellsFargo
Laura Welch, Sr. Director Sales and Channel Enablement, Polycom | @Polycom
Jared Litwin, Senior Director, Sales Enablement, Salesforce.com | @salesforce
10:30 am – 11:00 am
Morning Break – Exhibits Open
11:00 am – 11:35 am
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
11:35 am – 12:15 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
12:15 pm – 1:15 pm
Lunch Break – Exhibits Open
1:20 pm – 2:00 pm
Open
Breakout A
What Every Sales Leader Must Know about the Artificial Intelligence-Enabled Salesperson
Speakers: Chris Beall, CEO, ConnectAndSell
Bruce Lewolt, CEO and Co-founder, BrainX and JoyisJoy.com
Close
Breakout A
What Every Sales Leader Must Know about the Artificial Intelligence-Enabled Salesperson

It's a fact: a salesperson using AI can produce what it takes three salespeople without AI to accomplish. In this session, you'll discover how AI can give your sales team this significant edge by:
  • Connecting your reps to prospects at a rate of four to six an hour
  • Building an ideal cold-calling script for each prospect, including the correct tone to use
  • Listening in on cold calls and providing effective coaching without any judgment
  • Determining each prospect's personality, then designing a tailored selling strategy
  • Using that strategy to build the ideal presentation deck for the presenting salesperson
  • Doing the tedious work salespeople hate, so they can spend more time selling
Because AI is smart and adaptive, it is far easier to implement than traditional sales-enablement systems. Attend this session to learn how to lead your team to a bright future where AI makes selling more productive and much more fun.

Speakers: Chris Beall, CEO, ConnectAndSell | @chris8649
Bruce Lewolt, CEO and Co-founder, BrainX and JoyisJoy.com | @BruceLewolt
Breakout B
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Breakout B
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2:05 pm – 2:45 pm
Open
Breakout A
Real AI for Real Sales
Moderator: Chad Burmeister, Co-Founder & CEO of ScaleX.ai
Panelist: Matt McDarby, Managing Director, Specialized Sales Systems
Close
Breakout A
Real AI for Real Sales

There is a lot of "fake AI" showing up in the market this year – but not in this breakout session! The panelists from Chorus.ai, ConnectAndSell, Intercom.io, LeadIQ, and Specialized Sales Systems will share their experiences in artificial intelligence for sales (AI for sales) and, most importantly, the things you should be thinking about in 2018. Whether you are a CEO, a Vice President, or an SDR, BDR, or AE, this panel will make you think about your tech stack and about the skills you should double-down on to dominate your market.

Moderator: Chad Burmeister, Co-Founder & CEO of ScaleX.ai | @scalexai
Panelist: Matt McDarby, Managing Director, Specialized Sales Systems | @mmcdarby
Breakout B
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2:45 pm – 3:10 pm
Afternoon Break – Exhibits Open
3:10 pm – 3:45 pm
Open
Delivering Accurate Forecasts – How Companies Like Dell, Splunk, Zuora, and MongoDB Went from Complicated and Inaccurate Spreadsheets to an AI/Machine Learning Platform
Speaker: Stephen D'Angelo, President, Worldwide Field Operations, Aviso
Close
Delivering Accurate Forecasts – How Companies Like Dell, Splunk, Zuora, and MongoDB Went from Complicated and Inaccurate Spreadsheets to an AI/Machine Learning Platform

We live in a data-driven world. Analytics and insights from big data, machine learning, and AI are changing the world in almost every conceivable way. Consider that home thermostats, car tires, and content delivery systems are now capable of learning and making recommendations. AI is even transforming the way we work. Lead scoring, marketing automation, and hiring talent are driven by AI. Leading-edge sales teams are also turning to AI to drive sales performance and gain competitive advantage. Join Stephen D'Angelo, President of Worldwide Field Operations at Aviso, to learn how innovative sales organizations leverage AI to deliver accurate forecasts, prevent deal slippage, and receive AI created smart selling signals to improve win rates. Sales executives, sales operations leaders, managers, and reps should attend this session to find out how they can help improve forecast accuracy by leveraging AI and machine learning.

Speaker: Stephen D'Angelo, President, Worldwide Field Operations, Aviso | @stephendangelo
3:45 pm – 4:20 pm
Open
An Inescapable Evolution: Sales and Marketing in the World of Digital Buying Speaker: Scott Collins, Principal Executive Advisor, CEB now 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, CEB now Gartner | @CEB_News @smillercollins
4:20 pm – 5:00 pm
Open
Retrain Your Brain: The Power of You, Your Thoughts, and Your Actions
Speaker: Jessica Rector, Thought Leader, Keynote Speaker and #1 Best-Selling Author, jessICAREctor International
Close
Retrain Your Brain: The Power of You, Your Thoughts, and Your Actions

How much do you think about what you think about? You spend more time figuring out what to watch on TV or what's for dinner. It's a pattern and a habit developed where your thoughts either help or hinder your actions. How are you using your thoughts to help or hurt your team and leadership? In this session, Jessica Rector will share how to retrain your brain and turn your negative thoughts into positive action that will improve morale, increase sales, and help you build a stronger sales team.

You will also learn how to
  • Implement the power of authenticity to create trust and open dialogue
  • Build stronger client, peer, and team relationships
  • Change your inner dialogue and actions to engage in strategic
  • conversations to increase leads and connections
  • Develop a new blueprint for exceptional influence
  • Leave knowing "I can do this" with easy, proven steps you can implement immediately
Speaker: Jessica Rector, Thought Leader, Keynote Speaker and #1 Best-Selling Author, jessICAREctor International | @jessicarector
5:00 pm – 5:10 pm
Concluding Remarks
Speakers: Gerhard Gschwandtner, Founder and CEO, Selling Power
Alice Heiman, Founder and Chief Sales Officer, Alice Heiman, LLC
Close
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5:10 pm – 6:40 pm
Cocktail Reception
7:45 am – 8:45 am
Registration and Networking Breakfast
8:50 am – 9:25 am
Open
Leadership in the Age of Digital Transformation
Speaker: Keith Krach, Chairman, DocuSign
Close
Leadership in the Age of Digital Transformation

Keith Krach, the Chairman of DocuSign, has assumed many leadership roles over his career. He led Ariba from a startup into a $4.3 billion company. He has served on boards such as XOJets and Angie's List, and was also Chairman of the Purdue University Board of Trustees. He served as President of the Sigma Chi Fraternity and led many charitable initiatives, such as building homes in New Orleans after Hurricane Katrina. In this session, Keith will offer his perspective of how sales leaders can be at the leading edge of the new wave of digital transformation – with a clear focus on high performance and high human values.

Speaker: Keith Krach, Chairman, DocuSign | @KeithJKrach
9:25 am – 10:00 am
Open
Creating a Motivated Team Aligned for Peak Performance
Speaker: Jeff Seeley, Chief Executive Officer, Carew International
Close
Creating a Motivated Team Aligned for Peak Performance

Leaders today have the difficult task of keeping teams motivated and aligned for peak performance – despite the experience diversity and cross-generational makeup on each team. How do we help our teams exceed even their own expectations? In this session, Jeff Seeley will look at key leadership strategies that result in exceptional performance every day:
  • Working with different generations and experience levels
  • What responsibilities do leaders have to their teams?
  • Separate the drag of day-to-day responsibilities to motivate and inspire your team to greatness
  • Achieve peak performance every day
Speaker: Jeff Seeley, Chief Executive Officer, Carew International | @jeffreybseeley
10:00 am – 10:40 am
Open
The Four Pillars of an Effective Training and Coaching Program
Speaker: Shari Levitin, Professional Speaker, Author of Heart and Sell, and CEO of Shari Levitin Group
Close
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 of Shari Levitin Group | @sharilevitin
10:40 am – 11:10 am
Morning Break – Exhibits Open
11:10 am – 11:45 am
Open
Relationship Status: It's Complicated…
Speaker: Jim Hooker, President and CEO, Televerde
Close
Relationship Status: It's Complicated…

In sales, you need to be likeable and provide value and guidance to develop relationships with your customers to drive revenue. Whether you follow the SPIN, SNAP, or Challenger sales method, the ultimate goal is to build a trusted relationship with your clients. But how do you get from introduction to guide? There's no roadmap to trust. Join Gerhard Gschwandtner and Televerde CEO, Jim Hooker, as they speak candidly about the ingredients of a trusted relationship and the pathway to establish an element of trust with your clients.

Speaker: Jim Hooker, President and CEO, Televerde | @HookerJimh
11:45 am – 12:20 pm
TBA
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12:20 pm – 1:20 pm
Lunch Break – Exhibits Open
1:20 pm – 2:00 pm
Breakout A
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Breakout B
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Breakout B
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2:00 pm – 2:25 pm
Afternoon Break – Exhibits Open
2:25 pm – 3:00 pm
Open
Ivanti's Journey to Sales 3.0
Speakers: Lane Monson, Founder and CEO, Platinum Circle Coaching
Mitch Rowe, Executive Vice President of Global Software Sales, Ivanti
Close
Ivanti's Journey to Sales 3.0

In 2016 and 2017, Ivanti (formerly LANDESK) faced several disruptive changes in their business: a new private equity firm, a new name and rebranding, and multiple new acquisitions to integrate. These events provided an opportunity to completely rethink the go-to-market strategy and sales model. Mitch Rowe and Lane Monson will tell the real-life Sales 3.0 transformation story that resulted in 18 percent growth in average deal size – and 15 percent, 18 percent, and 23 percent inside sales revenue growth in Q2-Q4 2017. The new model implemented in the Americas in early 2017 has instilled enough confidence that the model is being rolled out in EMEA and Asia Pacific in 2018. They will also walk you through the steps it took to get there, what they learned along the way, and what they plan to do next.

Speakers: Lane Monson, Founder and CEO, Platinum Circle Coaching
Mitch Rowe, Executive Vice President of Global Software Sales, Ivanti | @GoIvanti
3:00 pm – 3:40 pm
TBA
Speaker: Scott Santucci, Director, Alexander Group
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Speaker: Scott Santucci, Director, Alexander Group | @scottsantucci
3:40 pm – 4:10 pm
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Speaker: Shawn Vanderhoven, Partner, The Wiseman Group
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Speaker: Shawn Vanderhoven, Partner, The Wiseman Group
4:10 pm – 4:55 pm
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The Human Side of Selling with Second City Works
Speakers: Colleen Murray, Design Facilitator, Ensemble Member, Second City Works
Tyler Dean Kempf, Facilitator, Second City Works
Close
The Human Side of Selling with Second City Works

Sales is an act of improvisation. It's no longer business to business; it's human to human. Customers value how a salesperson interacts and communicates with them more than product knowledge or PowerPoint® skills. The critical skills that can make a difference in how you sell – listening, empathy, storytelling, and thinking on your feet – are things we can all probably do, yet we don't have opportunities to practice them. Creating a time and place for practicing the human side of selling is what we do!

Join the team at Second City Works – the innovative business solutions arm of the world-famous Second City comedy theatre – in an interactive workshop designed to introduce the human side of selling through improvisation and its connection to solving common business challenges. Building on the tenets of improvisation, you'll walk away with valuable lessons on the transformative power of using the same skills we've been teaching actors for 60 years, communicating more effectively, and using comedy and improv to navigate the ever-evolving business climate.

Meet the Second City Works
Part of world famous comedy institution The Second City, Second City Works brings award-winning, boring-proof, improv-based social learning to events, ceremonies, functions, bashes, galas...or any other synonym for the phrase “corporate gathering.” From the company that launched the likes of Bill Murray, Martin Short, Dan Aykroyd, Tina Fey, Mike Myers, Stephen Colbert, Keegan-Michael Key and hundreds more comes the next generation of comedy superstars with impactful programming that is totally customized, totally relevant and always spectacularly funny.

Whether it's an interactive keynote speech or a comedy revue written just for you, Second City Works has been delivering the goods for years to over 600 Fortune 100 companies around the world, such as Google, Scotiabank, RBC, BMO, CIBC, TD, Dupont, Procter & Gamble, Nike, Sun Life, Pepsi, Walmart, Starbucks, eBay, Kraft, Hilton Hotels, and hundreds more.

Speakers: Colleen Murray, Design Facilitator, Ensemble Member, Second City Works | @secondcityworks
Tyler Dean Kempf, Facilitator, Second City Works | @secondcityworks
4:55 pm – 5:05 pm
Concluding Remarks
Speakers: Gerhard Gschwandtner, Founder and CEO, Selling Power
Alice Heiman, Founder and Chief Sales Officer, Alice Heiman, LLC
Close
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