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: Training 3.0: Driving Profitable Growth in the Cognitive Era

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: Artificial Intelligence and Selling – the Future Is Already Here

Jeff has coached negotiation teams within organizations and has delivered high impact presentations from forty-five minutes to three days in length. His audience size has ranged from five executives around a boardroom table to one thousand people in an auditorium. In addition to his role as an educator and an entertainer, Jeff has also played a (Read full bio)

Jeff has coached negotiation teams within organizations and has delivered high impact presentations from forty-five minutes to three days in length. His audience size has ranged from five executives around a boardroom table to one thousand people in an auditorium. In addition to his role as an educator and an entertainer, Jeff has also played a significant role in selling and designing negotiation training programs for SNI. Jeff has delivered customized programs for clients across many diverse sectors: Financial Services (Barclays, PricewaterhouseCoopers, J.P.Morgan Chase); Pharmaceutical (Novo Nordisk, Sanofi-aventis, Bristol Myers Squibb); Insurance (GeneralReinsurance, Nationwide); Telecommunications (Verizon, Comcast); Medical Devices (Toshiba Medical Systems, Siemens Medical); Sports (Chicago Bears, Baltimore Ravens, Madison Square Garden); Media (ESPN, Hearst Corporation) and a host of others. Jeff also works closely with the Anthony Robbins Platinum Partnership, an exclusive membership-only group personally coached by Tony Robbins. Before joining SNI in 2000, Jeff was an Account Manager for Tessco Technologies, the nation's largest communications infrastructure supplier. He managed a portfolio of over 250 accounts including Mitsubishi Electronics. In his role as corporate sales trainer, Jeff was responsible for educating new sales professionals and handled new hire training for Tessco, a company that had grown to $196 million in annual sales at the time of his leaving. Jeff's first career was working in Nepal for three years as a U.S. Peace Corps Volunteer. Assigned to the Nepal Bank Ltd., he used his status as an outside foreign advisor to successfully implement a micro-lending project targeting poor farmers and small business entrepreneurs to help them form borrowing co-ops. Jeff has lived and worked extensively in Asia and has delivered programs on six continents and in multiple countries including Canada, Argentina, England, France, Germany, Spain, Hungary, Malaysia, Thailand, China, Japan, South Africa, Fiji and Australia. Jeff is a member of the Mensa International Society and holds a B.Sc. in Agricultural Economics from Cornell University. Jeff lives with his wife and his two children in Fallston, Maryland. (Close)

Session Topic: A Crash Course in Winning Negotiation Tactics for Your Sales Team

Falon Fatemi is the CEO and founder of Node, a first-of-its-kind AI platform that transforms how businesses analyze the relationships between entities on the web in order to uncover new opportunities. Falon previously worked at Google for six years where she was one of the youngest employees, starting at age 19. She has spent over a decade (Read full bio)

Falon Fatemi is the CEO and founder of Node, a first-of-its-kind AI platform that transforms how businesses analyze the relationships between entities on the web in order to uncover new opportunities. Falon previously worked at Google for six years where she was one of the youngest employees, starting at age 19. She has spent over a decade focused on go-to-market strategy, global expansion, and building strategic partnerships for Google, YouTube, and the startup world. From the front lines of Silicon Valley, she has become a thought leader in building successful companies. Falon writes a column for Forbes covering company building in Silicon Valley, AI, and the future of sales and marketing. She is also a contributor for Entrepreneur Magazine, and has written articles for Wired, Business Insider, Fast Company, VentureBeat, Re/Code, TechCrunch, Huffington Post and more. You can subscribe to follow her updates at facebook.com/falonfatemi or follow her on twitter @falonfatemi. (Close)

Session Topic: How Artificial Intelligence Aligns Sales with Marketing for More Revenue, Faster

Russell Groves is VP & General Manager of McKinsey Sales Solutions. He is responsible for setting strategy and executing the design and deployment of McKinsey's software solutions to improve revenue growth and sales productivity for clients. Russell is based in Atlanta, GA.Russell has 15 years' experience improving the design and performance (Read full bio)

Russell Groves is VP & General Manager of McKinsey Sales Solutions. He is responsible for setting strategy and executing the design and deployment of McKinsey's software solutions to improve revenue growth and sales productivity for clients. Russell is based in Atlanta, GA.Russell has 15 years' experience improving the design and performance of Marketing & Sales teams, both as a McKinsey consultant and as an executive in multiple software solutions companies. Russell specializes in helping businesses grow faster through better sales management processes, frontline capability building, and deployment of sales technology. Since 2010, Russell has been an executive leading enterprise software solutions, including product management & product strategy, operational performance, acquisitions, and alliances. Russell worked at Intergraph Corporation, a provider of geospatial software solutions for Energy, Infrastructure, and Telecom companies; and at PowerPlan Inc, a provider of financial optimization software solutions for Energy and Infrastructure companies. Russell spent the first 9 years of his career as a Marketing & Sales consultant at McKinsey. His experience included assisting clients in Technology, Materials, and Services industries on a range of commercial excellence topics, including sales force effectiveness, go to market optimization, price optimization, and marketing. Russell has a Bachelor of Science in Engineering Degree summa cum laude from Duke University and an Masters in Business Administration with distinction from Harvard Business School. (Close)

Session Topic: Accelerating Sales Growth through Data-Driven Sales Management

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: How to Succeed with Sales 3.0 – Lessons from History for Winning in 2018

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)

Catherine Kerr is a Senior Facilitator for DoubleDigit Sales, a top 20 global sales performance firm. Over the last 18 years Catherine has coached thousands of sales professionals and sales leaders in Canada, the US and Latin America. She has worked within a broad range of industries and companies including: American Express, BlackRock, BMO, (Read full bio)

Catherine Kerr is a Senior Facilitator for DoubleDigit Sales, a top 20 global sales performance firm. Over the last 18 years Catherine has coached thousands of sales professionals and sales leaders in Canada, the US and Latin America. She has worked within a broad range of industries and companies including: American Express, BlackRock, BMO, Disney, Honda, iShares, Manulife, Pfizer, YELP.com, TJX and Bell Mobility. Catherine is a high-energy facilitator and coach whose goal is to create dynamic learning environments with impactful, relevant learnings that shift mindsets and drive behavior change. Catherine's success can be attributed to her diverse experience: Sales (an entrepreneur with over 18 years of sales experience), Acting (a professional stage actor having performed and toured with renowned theatre companies such as The Vancouver Playhouse), and a background in Counselling Psychology. She is also a motivational speaker having worked with Canadian Olympic Athletes on topics such as mindset and high performance. Clients describe Catherine as engaging, passionate, and challenging. She is also an amateur boxer, loves to salsa, and traveling with her daughter Kaleigh. (Close)

Session Topic: Stories – The Most Powerful Tool in Your Toolkit

Bruce Lewolt is an award-winning designer of intelligent systems with deep expertise in the psychology of selling. He is part of the team at JoyisJoy.com that designed JOY – the world's first Artificial Intelligence Assistant for Salespeople. Bruce has real world sales experience as a salesperson and senior VP of sales. He designed the (Read full bio)

Bruce Lewolt is an award-winning designer of intelligent systems with deep expertise in the psychology of selling. He is part of the team at JoyisJoy.com that designed JOY – the world's first Artificial Intelligence Assistant for Salespeople. Bruce has real world sales experience as a salesperson and senior VP of sales. He designed the BrainX intelligent sales training systems as well as simulators used to evaluate salespeople in real world conditions. Bruce holds two education technology patents. (Close)

Session Topic: Artificial Intelligence and Selling – the Future Is Already Here

With more than 30 years of B2B sales productivity expertise, Jim is responsible for ensuring that the Brainshark field force is ready to sell, leveraging the power of the Brainshark sales readiness platform. As a recognized thought leader in the sales enablement field, he is a resource for Brainshark clients to go to for best practices and (Read full bio)

With more than 30 years of B2B sales productivity expertise, Jim is responsible for ensuring that the Brainshark field force is ready to sell, leveraging the power of the Brainshark sales readiness platform. As a recognized thought leader in the sales enablement field, he is a resource for Brainshark clients to go to for best practices and innovated approaches to enabling the modern salesforce. Jim previously headed the sales enablement research practice at SiriusDecisions, where he provided clients with data and insight to maximize sales effectiveness and accelerate revenues. He has held various positions in sales, ranging from individual contributor, sales management and sales leadership. Today, he uses his knowledge and expertise of key sales enablement trends to help shape and execute Brainshark’s readiness strategy. (Close)

Session Topic: Perpetual Sales Readiness: The New World of "Always On" Learning for Sales

As the Senior Vice President for the Philadelphia 76ers, New Jersey Devils and Prudential Center, Jake Reynolds oversees the NBA and NHL teams' ticket sales, ticket and season ticket member servicing, group sales and sales analytics. Recently selected from an international pool as a "Leader Under 40" by the renowned Leaders and Aspire Academy, (Read full bio)

As the Senior Vice President for the Philadelphia 76ers, New Jersey Devils and Prudential Center, Jake Reynolds oversees the NBA and NHL teams' ticket sales, ticket and season ticket member servicing, group sales and sales analytics. Recently selected from an international pool as a "Leader Under 40" by the renowned Leaders and Aspire Academy, Reynolds has quickly earned a universal reputation across the sports and entertainment industry as a sales culture expert, strategic thinker, and innovator. Determined to defy the traditional correlation between team wins and ticket sales, Reynolds' initiatives, strategic planning and emphasis on sales culture have led to unprecedented success new Season Ticket Sales, service and Season Ticket Member retention, Group Sales and employee retention and promotion in the teams and businesses he oversees. In three seasons with Philadelphia, Reynolds' team achieved NBA-leading sales and customer service success, achieving a No. 1 rank in new full season ticket sales in the NBA for over two years. The 76ers Sales and Servicing Team alone boasts the largest single-team sales staff in all professional sports today, with 115 full-time employees; and maintains an NBA-leading retention rate of over 80%. Assigned to his role with the New Jersey Devils in December 2016, Reynolds made an immediate impact on the NHL team, creating a sales strategy and structure that sold more full season tickets in three months than had been sold during the entire previous season. With a goal of creating the most energizing, challenging and inspiring workplace in professional sports, Reynolds’ attention to his employees' personal and professional growth and zealously competitive and collaborative office environment has generated a positive impact on the company’s bottom line. The core pillars of Reynolds' management strategy are: "People, Commitment, Development, Hustle and Fun." Reynolds' signature employee achievement programs focus on access and input, recognition and reward, and growth. Prior to his position with the Philadelphia 76ers, New Jersey Devils and Prudential Center, Reynolds worked for Monumental Sports & Entertainment, the New York Giants and Pacers Sports & Entertainment. Reynolds graduated from Utah Valley University with a bachelor's degree in Business Management. (Close)

Session Topic: Creating a Winning Sales Culture

Sherri is CEO of GrowthTera, a consulting firm that helps organizations elevate their performance to consistently deliver WOW and maximize their growth and impact. As a seasoned sales executive and consultant, Sherri has delivered WOW --from startup to Fortune 100 companies. She has expertise in corporate strategy, all aspects of revenue (Read full bio)

Sherri is CEO of GrowthTera, a consulting firm that helps organizations elevate their performance to consistently deliver WOW and maximize their growth and impact. As a seasoned sales executive and consultant, Sherri has delivered WOW --from startup to Fortune 100 companies. She has expertise in corporate strategy, all aspects of revenue generation and the importance of leadership and culture in achieving profitable revenue growth. She has built teams that delivered triple-digit growth, orchestrated liquidity exits, taken companies out of obscurity to market leadership, helped companies get “Product of the Year” status, all by focusing on WOW. She has also trained, coached, and helped companies expand deal size, shorten sales cycles, build a robust pipeline, and convert stalled opportunities into multimillion dollar closed deals. Sherri received a BA from Tulane University and an MBA from Harvard Business School. (Close)

Session Topic: The Role of the Human Connection in a Networked Digital World

C. Lee Smith is President and CEO of SalesFuel. His Columbus, Ohio-based firm leverages data on prospects and employees to help sales teams close more deals, develop talent and increase revenue. More than 1,500 sales teams nationwide use the company's products to take the guesswork out of sales and management, harnessing "The Power to Sell (Read full bio)

C. Lee Smith is President and CEO of SalesFuel. His Columbus, Ohio-based firm leverages data on prospects and employees to help sales teams close more deals, develop talent and increase revenue. More than 1,500 sales teams nationwide use the company's products to take the guesswork out of sales and management, harnessing "The Power to Sell Smarter" to boost sales and improve the bottom line. Lee's concentration is leadership, talent development and sales enablement. He is also one of the country's foremost experts on advertising, audience segmentation and behavioral analysis. Lee's core products and creations include the newly launched TeamKeeper®, a data-driven talent retention tool™ – a revolutionary new platform for high performing sales teams. Lee is also the creator of AdMall, the nation's leading provider of consultative sales intelligence for local advertising and digital media sales. Lee is a graduate of Ohio University with an Executive Leadership Certificate from Cornell University. He is one of the first Gitomer Certified Advisors, one of just 151 professionals worldwide licensed to consult using the works of Jeffrey Gitomer. He is also certified in DISC and Motivators behavioral assessments. Lee is a popular speaker and panelist at industry conferences and events. When not planning SalesFuel's next breakthrough tool for his clients, you can find Smith with his charity bicycle riding team, The Honey Badgers, which raises thousands of dollars for cancer research every year. (Close)

Session Topic: What Salespeople 3.0 Want From You

As a Director on the LinkedIn Sales Solutions team, Brian leads sales innovators dedicated to transforming the process of sales into social selling by utilizing the newest technologies and advancements in social networks. Combining the world’s foremost professional network with a team of the internet’s best and brightest perfectly position (Read full bio)

As a Director on the LinkedIn Sales Solutions team, Brian leads sales innovators dedicated to transforming the process of sales into social selling by utilizing the newest technologies and advancements in social networks. Combining the world’s foremost professional network with a team of the internet’s best and brightest perfectly position LinkedIn to become the transformative force for changing this market when it comes to corporate solutions for sales professionals. Brian has spent much of his two decade long career helping build, develop, and coach the brightest minds in technology sales across SMB, Mid-Market, and Enterprise to deliver customer success and hyper growth results. (Close)

Session Topic: The Future of Selling – Bleak or Bright?