The 7 Surprising Trends that Will Shape the Future of Selling

The seeds that determine the future of selling are rapidly growing and they will cast a shadow on investor behaviors, they will change buying habits and dramatically impact how sales organizations need to change. Selling Power founder and publisher Gerhard Gschwandtner will share his perspective on the 7 major trends that will shape the future of selling from 2021 and beyond.

Speaker: Gerhard Gschwandtner, Founder and CEO, Selling Power | @gerhard20

Navigating Sales Culture Transformation: Can Innovation and a Pandemic Coexist?

Change – the obvious hallmark of the current pandemic – rewards innovation and punishes those who stand pat on tradition. This is especially true in the winner-takes-all world of sales. Innovation is usually seen in the light of technology: in sales, the "sales stack" gets attention. But the barriers and enablers for innovation are more cultural than technical.

Join ConnectAndSell CEO Chris Beall, who has served as both an innovation and sales leader in good times and scary, to learn the three keys to successful sales innovation and the four most common cultural innovation killers in the WFH sales world we live in now.

Speaker: Chris Beall, CEO, ConnectAndSell | @chris8649

The Neuroscience Underpinning Sales

The unique and fresh perspective of this session explores the science and psychology underpinning sales, and is backed up by neuroscience and profiling case studies over the past six years.

The consistent return on investment and measurable outcomes of Tanya Kunze's work in this particular field of sales has earned her the nickname globally of "The Sales Whisperer."

In this session we will delve into introspection, the power of positivity, the impact of attentional awareness, and the measurable outcomes of understanding how to unpack your sales profiles – maximizing the employment, placement, training methodologies, and potential of not only your sales force but your sales support and leadership teams, too.

She will share her secret skill-application formulas, which she discovered while analyzing the dramatic growth in sales that she tracked after her workshops – per industry, geographical location, and sales role.

Tanya will leave you inspired, motivated, and with a wealth of applicable tools from both a professional and personal perspective.

Speaker: Tanya Kunze, CEO, Swift Coaching

Accelerating Sales Growth in a Virtual Environment by Building a Peak Performance Sales Team

Do you know what the missing piece is to accelerate sales growth in a virtual environment and to sustain peak sales performance among your sales team? Most sales leaders spend the majority of their team development time focused on teaching or improving sales skills – but only 20 percent of sales success is based sales skills set, while 80 percent of sales success is based on mindset. If only 20 percent of the success quotient is based on skill set, why are we solely focused in that area? We must learn what we can do virtually as sales leaders and pivot during this time to build a peak performance mindset sales organization so we can achieve maximum sales results despite the challenges at hand!

Jamie Crosbie, CEO and Founder of ProActivate, will address this critical topic in this session. After attending this session sales leaders will be equipped to

• Change the trajectory of their sales team's success by at least 38 percent
• Maximize every sales team member to their full potential
• Teach their team to engage in a growth mindset that propels sales results in a virtual environment
• Learn the key qualities to evaluate so you hire team members with a peak performance mindset
• Elevate performance and grow revenue

Speaker: Jamie Crosbie, Founder and CEO, ProActivate | @jmcrosbie

5 Keys to Sales Productivity in an Uncertain Economy

In this session our panelists will discuss how to improve sales productivity from an operational perspective, but also from a practical perspective. You will learn specific examples on how you can move your sales team forward. Speakers will share action steps on how to:

1. Increase operational efficiency
2. Improve foundational sales practices
3. Evaluate and adopt new tactics for today's selling environment
4. Invest in smart growth strategies
5. Give your sales team – and your customers – the kind of support they need now

Moderator: Gerhard Gschwandtner, Founder and CEO, Selling Power | @gerhard20
Panelists: Mark Hunter, "The Sales Hunter", Author, A Mind for Sales
Brian Schoeneman, President, Dunthorpe Marketing Group

How I Helped 52 Women Get Promoted

Two years ago, I started an enablement experiment. One with the audacious goal of changing the face of sales leadership and ridiculous statistic that only 10% are female.

The entire program was based on a theory – my hypothesis that that one single attribute was responsible for the gap. Were we right?

Come and learn about this one thing that could make the big difference. Plus:

• Five ways to juice your own career development programs
• How women learn & advance differently than men
• Surprising statistics from 200 women in sales
• What we got wrong
• Ten ways to hire, engage, and promote more women in your own company

Recommended for women AND men enablement leaders, training leaders, operations and sales leaders + every woman with an aspiration to climb the ladder

Speaker: Lauren Bailey, Founder and President, Factor 8, The Sales Bar, and #GirlsClub

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Connect, Persuade, and Sell More with Video

The world is shifting to videos; Facebook, Instagram, WhatsApp all have released video features. Jeffrey Gitomer, a New York Times bestselling author will share his insights on how video has fundamentally transformed how we sell in today's challenging environment. In his keynote presentation Jeffrey will discuss:

• Why video is no longer an option – it is now vital sales tool that ALL salespeople need to master.
• How great salespeople create understanding and build trust with video.
• How to use video during every step of the sales process from prospecting to negotiations and closing sales.
• Video is REALTM. How does being REALTM help sales?

Speaker: Jeffrey Gitomer, New York Times bestselling author

The Mindset of High Performing Sales Leaders

This session is designed for current and aspiring sales leaders seeking to build high performing sales teams.

Recent insights from neuroscience, business psychology and performance research all indicate that team success is disproportionately correlated to the effectiveness of the team leader. And the leader's proficiency at coaching their team members through performance and development challenges was identified as the most important leading indicator of a high performing team. What can Sales Leaders do to master the fundamentals of coaching to support their teams to exceed sales targets while navigating the professional and personal uncertainty of today's business world? Join this rapid-fire session to gain a practical understanding of the Coaching Mindset and how to immediately apply it to enhance the competitiveness of your sales team.

Speaker: Dave Gloss, Principal, AIIR Consulting

Fireside Chat: How the Best Salespeople Get Better

Anthony Iannarino will join Gerhard Gschwandtner in a fireside chat around the theme of becoming the best salesperson.

Topics discussed will include:

• How high achievers learn from the best books, videos, gurus, mentors, and top performers
• How to create your professional success learning journal
• How to get customer feedback to grow past your company's (and your personal) blind-spots
• How to master your work methods
• How to become a Level 4 value creator

Speakers: Anthony Iannarino, Managing Director, B2B Sales Coach & Consultancy
Gerhard Gschwandtner, Founder and CEO, Selling Power

Building a World Class 'Virtual' Sales Organization

There is way too much focus on 'Virtual' as if that is the problem. If your desire is to provide an exceptional customer experience from the first point of contact through the life of that customer, then the focus can't be on virtual selling. It has to be on building a world class sales organization. Your sales organization is operating in unprecedented times with the pandemic, social, economic and political pressure. There may be confusion at your company about how to approach customers and prospects and what sales professionals need to do today to sell. The focus is on virtual selling. But what is that? And is that the right focus? It's true that the current situation is shining a light on many things that need attention and sales is one of those. It's true that those sellers who are used to seeing the customer in person will have to make some adaptations. There has recently been a plethora of books, blogs, guides and training programs on virtual selling and I believe the focus is misplaced. If you allow your sales leadership to focus on the wrong problem, your results will be impacted. Let's focus on the mindset and skills needed to sell effectively in every environment.

Keys to Building a World Class Sales Organization Now

1. Relieve the pressure
2. Focus on the customer
3. Prepare your sales team

Alice gets right to the point in her presentation and leaves you with the actions you need to take today to build a world class sales organization.

Speaker: Alice Heiman, Founder and Chief Sales Officer, Alice Heiman, LLC

The Power of Diversity in Sales

Do you want your sales organization to evolve, innovate, problem-solve, and be more efficient? Then create a culture of diversity and inclusion! In this session on diversity in sales, Sheevaun Thatcher will discuss the importance of employee and customer sense of community – and their impact on increased engagement and efficiency. Sheevaun will share steps you can take to create a more positive and inclusive culture.

Speaker: Sheevaun Thatcher, Head of Global Sales and Services Enablement, RingCentral

Creating a Resilient Sales Team

"Resilience is the ability to work through and recover quickly from a crisis or challenge"

Learn from three experts as they share their perspective on creating a resilient sales team during turbulent times. You will learn how to:

• Keep everyone on your remote team focused, engaged and productive throughout the sales cycle
• Proactively bounce back quickly, creating opportunities out of obstacles in today's virtual selling environment
• Create the mindset and skillset salespeople needed to create cohesive and productive sales teams

Moderator: Roderick Jefferson, CEO, Roderick Jefferson & Associates, LLC
Panelists: Hang Black, VP of Global Sales & Technical Enablement, Juniper Networks | @HangWithHang
Tom Williams, CEO, Dealpoint
Kevin Higgins, CEO, DoubleDigit Sales

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