Agenda
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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
How Six Sales Philosophies Built a Start-up into a $4.3 Billion Enterprise
As the founder and Chief Executive Officer of Heartland Payment Systems, Robert Carr took a small start-up in 1997 and built a Fortune 1000 company. It sold in 2016 for $4.3 billion. Along the way, many of Carr's sales pros became millionaires. The bottom line soared. But he never forgot the Golden Rule.
In Carr's Fireside Chat with Selling Power CEO Gerhard Gschwandtner, he will reveal the six pillars on which he built his revolutionary sales model and how he integrated his "do-the-right-thing" ethos into his business success.
Carr will also be making a major announcement that no industry or sales professional will want to miss…
Speaker: Robert Carr, President, Chairman of the Board & CEO, Beyond
The Conscious Pivot: Creating Greater Impact through Greater Vision
Today, constant and neverending innovation – reinventing something in a progressive, forward-moving direction – is the key to sustainable success. Therefore, our ability to reinvent (or pivot) is critical to lasting, meaningful success. Pivoting well requires agility, resilience, and the ability to manage change consciously. A conscious pivot requires a broader vision – a more holistic approach to innovation and performance management. With greater "vision" comes greater "impact" in the world.
In this session, Adam will share his top strategies and tools for successfully pivoting and producing massive positive transformation over time. This experiential teaching includes:
Recognizing the Signs Your Sales Team Is Headed in the Wrong Direction
Based upon LSA Global's research of 410 companies across eight industries, we know that highly aligned companies grow 58 percent faster and are 72 percent more profitable. Neither sales talent, nor sales culture, nor sales strategy alone will produce consistent and extraordinary sales growth. Sales forces that get it right grow faster. Those that get it wrong struggle.
This thought-provoking session will help you
Speakers: Tris Brown, CEO, LSA Global | @LSA_Global
Laurie Sewell, President and CEO, Servicon Systems | @Servicon
Managing Millennials: Busting the Myths, Researching the Tricks, and Providing Real Tips on What to Do with Your Millennial Workforce
There is no shortage of advice on how to manage our workforce of millennials right now. From Simon Sinek to Bruce Tulgan and Chip Espinoza, from Harvard Business Review to Saturday Night Live, it seems writers can't help but offer up tips on how to get the best out of this generation. But how do we make sense of all this? Are millennials the best generation yet – ready to "rock the workplace?" Or do we, as leaders, need to put on our battle gear for the "clash of the generations" and teach this "self-centered" generation that "not everyone gets a trophy"? In this session, Kara DelVecchio will cut through the noise and focus on the key points from current writers regarding how to motivate millennials, and balance all the conflicting advice. She will also offer specific and proven tactics for sales leaders to get the most out of your millennial employees.
Speaker: Kara DelVecchio, Vice President, Sales, Wedding Wire | @karakdog
Breakout A - 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 and Srihari Kumar of ZenIQ will close the loop between sales conversations and discovery, and show you how data and conversations can evolve together to systematically drive results.
Speakers: Chris Beall, CEO, ConnectAndSell | @ConnectAndSell
Srihari Kumar, CEO, ZenIQ | @srihariskumar
Breakout B - Setting Your GamePlan? Building Expert Sales Teams with Metrics, Tools, and Coaching Methodology
Whether you're just starting out or leading an experienced sales team, join Bryan Summerhays to learn how to unlock team performance by leveraging sales science and human engagement. Discover how to create your sales GamePlan by combining the right metrics and tools with a powerful coaching methodology. Empower your sales teams to consistently achieve excellence by
Speaker: Bryan Summerhays, Vice President, B2B Direct Sales, MarketStar | @MarketStar
Breakout A - Hack Your Sales Team: Reimagining the 80/20 Rule
If you work in sales, you have undoubtedly heard of The Pareto Principle (also known as the 80/20 rule) where, in essence, 80 percent of your sales revenue is generated by the top 20 percent of your sales team. However, with modern technology and the use of analytics, sales leaders are now able to challenge that conventional sales wisdom. By using the right tools and incorporating a new perspective on sales management, no longer does 20 percent of your team have to bring in 80 percent of the revenue – and performance can be distributed more evenly and consistently.
In this session, you will learn how to increase your sales team's effectiveness by 20 percent or more with the ultimate sales hack.
Speaker: Eric Esfahanian, Chief Revenue Officer, Gryphon Networks | @GryphonNetworks
Breakout B - The Shocking Truths about Lead Follow-up
Salespeople work hard to wring as many sales as possible from their sales leads. Or do they?
Would you believe that one-third of companies completely ignore their inbound leads? Or that two-thirds simply give up after two or fewer attempts to reach them? It's true! The 2016 edition of Sales Effectiveness Report on Lead Follow-Up reveals how effectively (or not) companies are at managing their inbound leads. This innovative report saw more than 500 companies across nine industries secret-shopped – and the results were both encouraging and alarming.
How'd they fare? How do you compare? How can artificial intelligence help you do your job better and close more deals?
Join Conversica VP of Sales Erroin Martin and one of his awesome customers as they present the findings and explain what practices are strong predictors of success or failure with inbound leads.
Speaker: Erroin Martin, Vice President of Sales, Conversica | @Erroin or @myconversica
AI and the Future of Selling
Welcome to the age where data is your customer. The world's leading companies are using increasingly sophisticated artificial intelligence – like IBM Watson and Salesforce Einstein – to more closely connect with their customers and deliver the simple, personal experiences they demand. Join Greg Kaplan, Chief Revenue Officer of Bluewolf, an IBM Company, to learn how AI is fundamentally changing how companies sell and go to market.
Speaker: Greg Kaplan, Chief Revenue Officer of Bluewolf, an IBM Company | @Bluewolf
The Peak Performance Mindset
This expert panel will discuss the inner game of winning in sports and in business. Key takeaways include
Panelists: Jamie Crosbie, Founder and CEO, ProActivate | @jmcrosbie
Ron Karr, International Keynote Speaker Revenue Growth & Market Leadership Expert, Karr Associates, Inc. | @ronkarr
Antarctic Mike, Leadership and Sales Speaker and Author, Antarctic Mike Speaks | @antarcticmike
Jim Dion, Director, Belief Based Selling, Partners in Leadership | @JimDBoston
How to Sell to the C-suite
Learn how to help your sales team break through to the C-suite, one of the toughest selling grounds in the field – also known as the killing field. Learn the key personality types of decision makers. Find out how your sales reps need to present your elevator pitch in the way the C-suite wants to hear it, and how to understand the key buying reasons for those in the C-level. Discover the biggest challenges facing chief sales officers today – and what your sales team needs to do to help be a solution. Learn from a C-level Fortune 100 executive.
Speaker: Jeffrey Hayzlett, Chairman, Primetime TV and Radio Host, C-Suite Network | @JeffreyHayzlett
TBA
TBA
Speaker: TBA
Sales EQ: Sales-specific Emotional Intelligence and the Five Traits of Ultra-High Performers
On a bell curve, for most sales organizations, average makes up the majority of the salespeople. Not bad, not great – just average. Each year, billions of dollars are spent on the quixotic attempt to motivate them, yet, to the chagrin and frustration of sales leaders, average salespeople rarely reach their true potential. But what if we've been looking at average salespeople all wrong? What if it's not a motivational, mindset, or attitude problem? What if it's not even a hiring or talent problem? What if we've simply been teaching average salespeople how to produce average results?
To answer these questions, bestselling author Jeb Blount takes you on an unprecedented journey into the mind of the ultra-high sales performer – the rare outlier who performs in the top 1-2 percent of the sales population. He walks you through the five traits of ultra-high performers (UHPs) and shows you how they leverage sales-specific emotional intelligence and influence frameworks to master the complex sale. Jeb pulls the veil off ultra-high performance and shows you why the line between average rep and UHP is razor thin and can be taught, coached, and learned.
Speaker: Jeb Blount, CEO, Sales Gravy | @SalesGravy
The Future of Sales: Disrupt, Align, and Connect to Your Customer's Journey
There are many fragile moments in the customer journey. Departmental handoffs, technology, and changes in channel add complexity and threaten to derail a purchase or harm loyalty. In this session, Jamie will deconstruct the customer journey, turn the sales funnel upside down, and break through the siloed organizations by redefining the roles of sales and marketing in the digital economy. You will learn how you can embrace disruption by bridging the gaps in your organization, place your customer at the heart of your journey, and deliver the seamless experience they really want. In the process, you will learn how to create a harmonious sales and marketing relationship that fosters customer loyalty and advocacy.
Speaker: Jamie Anderson, Senior Vice President and Chief Marketing Officer, SAP Hybris | @collsdad
How Capacity and Metrics Can Be Used to Drive Sales Performance from Hire to Retire
Too often, when Sales isn't meeting the number, it's easy to point the finger at sales enablement and say, "The reps need more training." The reality, however, is that the problem often starts a little further back – at hiring – and more training cannot fix a bad hire. Learn more about an approach that considers the idea that the best sales enablement plan begins with sourcing the right candidate based on an agreed-upon spec, is connected to a sales onboarding process that is aligned to business metrics, and incorporates the appropriate coaching and development plans so capacity equals revenue.
Speaker: Carol Sustala, Vice President, Sales Productivity, TriNet | @txcarolina17
Breakout A - aiSELLING – How Artificial Intelligence Can Send Your Entire Team to the Winners Circle
Sales tools like CRM have been commonplace across industries for more than 10 years. Yet little has changed. They still require significant manual overhead – and for what return?
The promise of catalyzed customer relationships is what keeps companies feeding those systems. But they are becoming bloated and are not yielding the results expected.
The introduction of artificial intelligence into the world of sales has changed all of this. Now, companies are realizing massive return on investment from their selling systems and transforming the ways in which they identify and communicate with their customers. By applying AI combined with unprecedented levels of automation, companies are now automatically discovering prospective customers, finding the most likely transactors, and achieving higher levels of monetization by doing precisely…nothing.
This exclusive event will provide case studies of Global 2000 companies that are using aiSELLING with transformative results.
Speaker: Paul Breitenbach, Founder & CEO, r4
Breakout B - C-suite Selling Success Stories—and the Five Things You Need to Succeed
With enterprise-wide digital transformation now a mandate for all companies, technology investments have a higher profile than ever and senior executives are more central to critical technology buying decisions. What does this mean for vendors targeting the enterprise? It means that CXO conversations are necessary and inevitable. All that talk about needing to have "business conversations" with customers? It's no longer a "nice to do" – it's a "must do." Is your sales organization prepared?
Join Sharon Gillenwater, Founder of Boardroom Insiders, as she shares insight from top industry executives and research organizations that make the case for C-suite selling, as well as real examples of companies that are winning bigger deals, faster, through strategic CXO engagement.
She will cover:
Dianne Turner, Director, Custom Solutions Sales, IDC | @Diannet57
The Rise of Sales Enablement
Wake up – the sales enablement revolution is exploding! Learn from world-class sales enablement professionals who lead sales transformations within their companies. Get an insider's perspective and discover
Panelists: Roderick Jefferson, Vice President, Global Sales & Partner Enablement, Marketo | @marketo
Jeff Gadway, Director of Product Marketing, Vidyard | @gadway
Sheevaun Thatcher, Head of Sales Enablement and Training, RingCentral | @RingCentral
The Secret to Achieving 10 Percent Higher Win Rates: An Account-Based Full-Funnel Strategy
What if you could achieve a 10 percent higher win rate just by focusing on selling into the accounts that are a best fit for your business? According to BrightFunnel's ABM Benchmark Insights Report, a higher win rate across all your accounts is only one of the clear benefits of implementing an ABM strategy. However, to yield the greatest ROI from an ABM investment, you need to focus on alignment, measurement, and operations.
In this session, join Nadim Hossain, CEO and Co-Founder of BrightFunnel, as he shares the steps and strategies needed to successfully implement ABM. He will explain how to align your sales and marketing teams around target accounts, build a unified revenue operations team around the right systems needed to support your ABM efforts, and leverage full-funnel metrics to understand your impact across the entire customer journey of a target account.
Speaker: Nadim Hossain, CEO & Co-Founder, BrightFunnel | @NadimHossain
How to Build a Mentally Tough Sales Team
Can you imagine having a sales team trained to think like Navy SEALs? What impact would that have on your sales and share?
In this session, you will learn psychological performance techniques your team can use immediately during face time with prospects and customers. These are the same strategies we've taught the U.S. Navy SEALs, Boston Celtics, and Fortune 500 sales teams around the globe.
During this presentation you will learn how to:
Moneyball for Sales Managers
Why are your salespeople leaving? Most say it's about the money, but they are most likely to leave because of their direct manager. What can you do about it? Learn how winning companies use analytics to develop and retain their sales teams by focusing on the overlooked metrics that truly impact future sales. Key takeaways include:
Digital Transformation – The Change It's Driving
We live in a world gone digital, social, and mobile. Today's buyers have nearly unlimited access to information and people. They have more choice and louder voice. It's no longer word of mouth; it's world of mouth.
Buyers are empowered, but overwhelmed. You are competing for attention. The buying process has changed more in the past 10 years than the previous 100 years; more in the past five years than the previous 50. Marketing gets this but, broadly, sales doesn't.
Eighty-six percent of CMOs say marketing will own the customer experience by 2020. CEB research shows that 53 percent of customer loyalty is driven by a salesperson's ability to deliver unique insight to the customer. Increasingly, these insights must be delivered digitally and through social networks. Salespeople need to be visible and valuable where their buyers are learning. This requires a new mindset, an expanded skill set, and an enabling toolkit.
In this session, we will cover what best-in-class sales and marketing leaders are doing to stay ahead of the curve.
Speaker: Jill Rowley, Social Selling Strategist & Startup Advisor, #SocialSelling | @jill_rowley
TBA
TBA
Speaker: TBA
Download the Agenda
Monday, May 1, 2017
Tuesday, May 2, 2017
7:40 am – 8:40 am
Registration and Networking Breakfast – Exhibits Open
8:45 am – 9:25 am
The Transformation to Sales 3.0 – Lessons from History for Winning in the Future
Speaker: Gerhard Gschwandtner, Founder & CEO, Selling Power
Speaker: Gerhard Gschwandtner, Founder & CEO, Selling Power
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
9:25 am – 9:55 am
How Six Sales Philosophies Built a Start-up into a $4.3 Billion Enterprise
Speaker: Robert Carr, President, Chairman of the Board & CEO, Beyond
Speaker: Robert Carr, President, Chairman of the Board & CEO, Beyond
As the founder and Chief Executive Officer of Heartland Payment Systems, Robert Carr took a small start-up in 1997 and built a Fortune 1000 company. It sold in 2016 for $4.3 billion. Along the way, many of Carr's sales pros became millionaires. The bottom line soared. But he never forgot the Golden Rule.
In Carr's Fireside Chat with Selling Power CEO Gerhard Gschwandtner, he will reveal the six pillars on which he built his revolutionary sales model and how he integrated his "do-the-right-thing" ethos into his business success.
Carr will also be making a major announcement that no industry or sales professional will want to miss…
Speaker: Robert Carr, President, Chairman of the Board & CEO, Beyond
9:55 am – 10:35 am
The Conscious Pivot: Creating Greater Impact through Greater Vision
Speaker: Adam Markel, President and Co-Founder, The Markel Group
Speaker: Adam Markel, President and Co-Founder, The Markel Group
Today, constant and neverending innovation – reinventing something in a progressive, forward-moving direction – is the key to sustainable success. Therefore, our ability to reinvent (or pivot) is critical to lasting, meaningful success. Pivoting well requires agility, resilience, and the ability to manage change consciously. A conscious pivot requires a broader vision – a more holistic approach to innovation and performance management. With greater "vision" comes greater "impact" in the world.
In this session, Adam will share his top strategies and tools for successfully pivoting and producing massive positive transformation over time. This experiential teaching includes:
- Three keys to the conscious pivot
- The windshield: Six steps to creating clarity (aka "vision")
- Five principles of momentum: How to create and sustain it
- How failing faster leads to succeeding faster
- The necessity of being "offense minded"
- Using disruptive thinking to create 10X versus 2X results
- Applying these strategies to create an unstoppable sales team
10:35 am – 11:05 am
Morning Break – Exhibits Open
11:05 am – 11:35 am
Recognizing the Signs Your Sales Team Is Headed in the Wrong Direction
Speakers: Tris Brown, CEO, LSA Global
Laurie Sewell, President and CEO, Servicon Systems
Speakers: Tris Brown, CEO, LSA Global
Laurie Sewell, President and CEO, Servicon Systems
Based upon LSA Global's research of 410 companies across eight industries, we know that highly aligned companies grow 58 percent faster and are 72 percent more profitable. Neither sales talent, nor sales culture, nor sales strategy alone will produce consistent and extraordinary sales growth. Sales forces that get it right grow faster. Those that get it wrong struggle.
This thought-provoking session will help you
- Determine if your sales strategy is clear enough to create sales growth
- Identify if you have a high-performance sales culture to succeed when it matters most
- Attract, develop, and retain differentiated and customer-centric sales talent
- Avoid the 15 warning signs of an underperforming sales team
Speakers: Tris Brown, CEO, LSA Global | @LSA_Global
Laurie Sewell, President and CEO, Servicon Systems | @Servicon
11:35 am – 12:10 pm
Managing Millennials: Busting the Myths, Researching the Tricks, and Providing Real Tips on What to Do with Your Millennial Workforce
Speaker: Kara DelVecchio, Vice President, Sales, Wedding Wire
Speaker: Kara DelVecchio, Vice President, Sales, Wedding Wire
There is no shortage of advice on how to manage our workforce of millennials right now. From Simon Sinek to Bruce Tulgan and Chip Espinoza, from Harvard Business Review to Saturday Night Live, it seems writers can't help but offer up tips on how to get the best out of this generation. But how do we make sense of all this? Are millennials the best generation yet – ready to "rock the workplace?" Or do we, as leaders, need to put on our battle gear for the "clash of the generations" and teach this "self-centered" generation that "not everyone gets a trophy"? In this session, Kara DelVecchio will cut through the noise and focus on the key points from current writers regarding how to motivate millennials, and balance all the conflicting advice. She will also offer specific and proven tactics for sales leaders to get the most out of your millennial employees.
Speaker: Kara DelVecchio, Vice President, Sales, Wedding Wire | @karakdog
12:10 pm – 1:10 pm
Lunch Break – Exhibits Open
1:15 pm – 1:55 pm
Breakout A - Call to Sell or Call to Learn?
Speakers: Chris Beall, CEO, ConnectAndSell
Srihari Kumar, CEO, ZenIQ
Speakers: Chris Beall, CEO, ConnectAndSell
Srihari Kumar, CEO, ZenIQ
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 and Srihari Kumar of ZenIQ will close the loop between sales conversations and discovery, and show you how data and conversations can evolve together to systematically drive results.
Speakers: Chris Beall, CEO, ConnectAndSell | @ConnectAndSell
Srihari Kumar, CEO, ZenIQ | @srihariskumar
Breakout B - Setting Your GamePlan? Building Expert Sales Teams with Metrics, Tools, and Coaching Methodology
Speaker: Bryan Summerhays, Vice President, B2B Direct Sales, MarketStar
Speaker: Bryan Summerhays, Vice President, B2B Direct Sales, MarketStar
Whether you're just starting out or leading an experienced sales team, join Bryan Summerhays to learn how to unlock team performance by leveraging sales science and human engagement. Discover how to create your sales GamePlan by combining the right metrics and tools with a powerful coaching methodology. Empower your sales teams to consistently achieve excellence by
- Leveraging existing data
- Using intuitive tools
- Focusing on the right objectives
- Driving results for their business
Speaker: Bryan Summerhays, Vice President, B2B Direct Sales, MarketStar | @MarketStar
2:00 pm – 2:40 pm
Breakout A - Hack Your Sales Team: Reimagining the 80/20 Rule
Speaker: Eric Esfahanian, Chief Revenue Officer, Gryphon Networks
Speaker: Eric Esfahanian, Chief Revenue Officer, Gryphon Networks
If you work in sales, you have undoubtedly heard of The Pareto Principle (also known as the 80/20 rule) where, in essence, 80 percent of your sales revenue is generated by the top 20 percent of your sales team. However, with modern technology and the use of analytics, sales leaders are now able to challenge that conventional sales wisdom. By using the right tools and incorporating a new perspective on sales management, no longer does 20 percent of your team have to bring in 80 percent of the revenue – and performance can be distributed more evenly and consistently.
In this session, you will learn how to increase your sales team's effectiveness by 20 percent or more with the ultimate sales hack.
Speaker: Eric Esfahanian, Chief Revenue Officer, Gryphon Networks | @GryphonNetworks
Breakout B - The Shocking Truths about Lead Follow-up
Speaker: Erroin Martin, Vice President of Sales, Conversica
Speaker: Erroin Martin, Vice President of Sales, Conversica
Salespeople work hard to wring as many sales as possible from their sales leads. Or do they?
Would you believe that one-third of companies completely ignore their inbound leads? Or that two-thirds simply give up after two or fewer attempts to reach them? It's true! The 2016 edition of Sales Effectiveness Report on Lead Follow-Up reveals how effectively (or not) companies are at managing their inbound leads. This innovative report saw more than 500 companies across nine industries secret-shopped – and the results were both encouraging and alarming.
How'd they fare? How do you compare? How can artificial intelligence help you do your job better and close more deals?
Join Conversica VP of Sales Erroin Martin and one of his awesome customers as they present the findings and explain what practices are strong predictors of success or failure with inbound leads.
Speaker: Erroin Martin, Vice President of Sales, Conversica | @Erroin or @myconversica
2:40 pm – 3:10 pm
Afternoon Break – Exhibits Open
3:10 pm – 3:40 pm
AI and the Future of Selling
Speaker: Greg Kaplan, Chief Revenue Officer of Bluewolf, an IBM Company
Speaker: Greg Kaplan, Chief Revenue Officer of Bluewolf, an IBM Company
Welcome to the age where data is your customer. The world's leading companies are using increasingly sophisticated artificial intelligence – like IBM Watson and Salesforce Einstein – to more closely connect with their customers and deliver the simple, personal experiences they demand. Join Greg Kaplan, Chief Revenue Officer of Bluewolf, an IBM Company, to learn how AI is fundamentally changing how companies sell and go to market.
Speaker: Greg Kaplan, Chief Revenue Officer of Bluewolf, an IBM Company | @Bluewolf
3:40 pm – 4:20 pm
The Peak Performance Mindset
Moderator: Gerhard Gschwandtner, Founder and CEO, Selling Power
Panelists: Jamie Crosbie, Founder and CEO, ProActivate
Ron Karr, International Keynote Speaker Revenue Growth & Market Leadership Expert, Karr Associates, Inc.
Antarctic Mike, Leadership and Sales Speaker and Author, Antarctic Mike Speaks
Jim Dion, Director, Belief Based Selling, Partners in Leadership
Moderator: Gerhard Gschwandtner, Founder and CEO, Selling Power
Panelists: Jamie Crosbie, Founder and CEO, ProActivate
Ron Karr, International Keynote Speaker Revenue Growth & Market Leadership Expert, Karr Associates, Inc.
Antarctic Mike, Leadership and Sales Speaker and Author, Antarctic Mike Speaks
Jim Dion, Director, Belief Based Selling, Partners in Leadership
This expert panel will discuss the inner game of winning in sports and in business. Key takeaways include
- How salespeople can develop mental toughness and use empathy as a sales tool
- Peak performance secrets to expanding your level of endurance
- The fundamentals of mindset development
- How to attract, select, and retain peak sales performers
Panelists: Jamie Crosbie, Founder and CEO, ProActivate | @jmcrosbie
Ron Karr, International Keynote Speaker Revenue Growth & Market Leadership Expert, Karr Associates, Inc. | @ronkarr
Antarctic Mike, Leadership and Sales Speaker and Author, Antarctic Mike Speaks | @antarcticmike
Jim Dion, Director, Belief Based Selling, Partners in Leadership | @JimDBoston
4:20 pm – 5:00 pm
How to Sell to the C-suite
Speaker: Jeffrey Hayzlett, Chairman, Primetime TV and Radio Host, C-Suite Network
Speaker: Jeffrey Hayzlett, Chairman, Primetime TV and Radio Host, C-Suite Network
Learn how to help your sales team break through to the C-suite, one of the toughest selling grounds in the field – also known as the killing field. Learn the key personality types of decision makers. Find out how your sales reps need to present your elevator pitch in the way the C-suite wants to hear it, and how to understand the key buying reasons for those in the C-level. Discover the biggest challenges facing chief sales officers today – and what your sales team needs to do to help be a solution. Learn from a C-level Fortune 100 executive.
Speaker: Jeffrey Hayzlett, Chairman, Primetime TV and Radio Host, C-Suite Network | @JeffreyHayzlett
5:00 pm – 5:10 pm
Concluding Remarks
Speakers: Gerhard Gschwandtner, Founder & CEO, Selling Power
Alice Heiman, Founder & Chief Sales Officer, Alice Heiman, LLC
Speakers: Gerhard Gschwandtner, Founder & CEO, Selling Power
Alice Heiman, Founder & Chief Sales Officer, Alice Heiman, LLC
TBA
Speaker: TBA
5:10 pm – 6:40 pm
Cocktail Reception
7:55 am – 8:55 am
Registration and Networking Breakfast – Exhibits Open
8:55 am – 9:35 am
Sales EQ: Sales-specific Emotional Intelligence and the Five Traits of Ultra-High Performers
Speaker: Jeb Blount, CEO, Sales Gravy
Speaker: Jeb Blount, CEO, Sales Gravy
On a bell curve, for most sales organizations, average makes up the majority of the salespeople. Not bad, not great – just average. Each year, billions of dollars are spent on the quixotic attempt to motivate them, yet, to the chagrin and frustration of sales leaders, average salespeople rarely reach their true potential. But what if we've been looking at average salespeople all wrong? What if it's not a motivational, mindset, or attitude problem? What if it's not even a hiring or talent problem? What if we've simply been teaching average salespeople how to produce average results?
To answer these questions, bestselling author Jeb Blount takes you on an unprecedented journey into the mind of the ultra-high sales performer – the rare outlier who performs in the top 1-2 percent of the sales population. He walks you through the five traits of ultra-high performers (UHPs) and shows you how they leverage sales-specific emotional intelligence and influence frameworks to master the complex sale. Jeb pulls the veil off ultra-high performance and shows you why the line between average rep and UHP is razor thin and can be taught, coached, and learned.
Speaker: Jeb Blount, CEO, Sales Gravy | @SalesGravy
9:35 am – 10:05 am
The Future of Sales: Disrupt, Align, and Connect to Your Customer's Journey
Speaker: Jamie Anderson, Senior Vice President and Chief Marketing Officer, SAP Hybris
Speaker: Jamie Anderson, Senior Vice President and Chief Marketing Officer, SAP Hybris
There are many fragile moments in the customer journey. Departmental handoffs, technology, and changes in channel add complexity and threaten to derail a purchase or harm loyalty. In this session, Jamie will deconstruct the customer journey, turn the sales funnel upside down, and break through the siloed organizations by redefining the roles of sales and marketing in the digital economy. You will learn how you can embrace disruption by bridging the gaps in your organization, place your customer at the heart of your journey, and deliver the seamless experience they really want. In the process, you will learn how to create a harmonious sales and marketing relationship that fosters customer loyalty and advocacy.
Speaker: Jamie Anderson, Senior Vice President and Chief Marketing Officer, SAP Hybris | @collsdad
10:05 am – 10:45 am
How Capacity and Metrics Can Be Used to Drive Sales Performance from Hire to Retire
Speaker: Carol Sustala, Vice President, Sales Productivity, TriNet
Speaker: Carol Sustala, Vice President, Sales Productivity, TriNet
Too often, when Sales isn't meeting the number, it's easy to point the finger at sales enablement and say, "The reps need more training." The reality, however, is that the problem often starts a little further back – at hiring – and more training cannot fix a bad hire. Learn more about an approach that considers the idea that the best sales enablement plan begins with sourcing the right candidate based on an agreed-upon spec, is connected to a sales onboarding process that is aligned to business metrics, and incorporates the appropriate coaching and development plans so capacity equals revenue.
Speaker: Carol Sustala, Vice President, Sales Productivity, TriNet | @txcarolina17
10:45 am – 11:15 am
Morning Break – Exhibits Open
11:15 am – 12:00 pm
Breakout A - aiSELLING – How Artificial Intelligence Can Send Your Entire Team to the Winners Circle
Speaker: Paul Breitenbach, Founder & CEO, r4
Speaker: Paul Breitenbach, Founder & CEO, r4
Sales tools like CRM have been commonplace across industries for more than 10 years. Yet little has changed. They still require significant manual overhead – and for what return?
The promise of catalyzed customer relationships is what keeps companies feeding those systems. But they are becoming bloated and are not yielding the results expected.
The introduction of artificial intelligence into the world of sales has changed all of this. Now, companies are realizing massive return on investment from their selling systems and transforming the ways in which they identify and communicate with their customers. By applying AI combined with unprecedented levels of automation, companies are now automatically discovering prospective customers, finding the most likely transactors, and achieving higher levels of monetization by doing precisely…nothing.
This exclusive event will provide case studies of Global 2000 companies that are using aiSELLING with transformative results.
Speaker: Paul Breitenbach, Founder & CEO, r4
Breakout B - C-suite Selling Success Stories—and the Five Things You Need to Succeed
Speakers: Sharon Gillenwater, Founder and Editor-In-Chief, Boardroom Insiders, Inc.
Dianne Turner, Director, Custom Solutions Sales, IDC
Speakers: Sharon Gillenwater, Founder and Editor-In-Chief, Boardroom Insiders, Inc.
Dianne Turner, Director, Custom Solutions Sales, IDC
With enterprise-wide digital transformation now a mandate for all companies, technology investments have a higher profile than ever and senior executives are more central to critical technology buying decisions. What does this mean for vendors targeting the enterprise? It means that CXO conversations are necessary and inevitable. All that talk about needing to have "business conversations" with customers? It's no longer a "nice to do" – it's a "must do." Is your sales organization prepared?
Join Sharon Gillenwater, Founder of Boardroom Insiders, as she shares insight from top industry executives and research organizations that make the case for C-suite selling, as well as real examples of companies that are winning bigger deals, faster, through strategic CXO engagement.
She will cover:
- Why C-suite selling is imperative for strategic accounts and large deal teams
- Why ABM is not always the answer
- Who is winning bigger deals with C-suite selling – and how they're doing it
- Five things your sales organization needs to drive successful CXO engagement for the long term
Dianne Turner, Director, Custom Solutions Sales, IDC | @Diannet57
12:00 pm – 1:10 pm
Lunch Break – Exhibits Open
1:15 pm – 1:55 pm
The Rise of Sales Enablement
Moderator: Gerhard Gschwandtner, Founder and CEO, Selling Power
Panelists: Roderick Jefferson, Vice President, Global Sales & Partner Enablement, Marketo
Jeff Gadway, Director of Product Marketing, Vidyard
Sheevaun Thatcher, Head of Sales Enablement and Training, RingCentral
Moderator: Gerhard Gschwandtner, Founder and CEO, Selling Power
Panelists: Roderick Jefferson, Vice President, Global Sales & Partner Enablement, Marketo
Jeff Gadway, Director of Product Marketing, Vidyard
Sheevaun Thatcher, Head of Sales Enablement and Training, RingCentral
Wake up – the sales enablement revolution is exploding! Learn from world-class sales enablement professionals who lead sales transformations within their companies. Get an insider's perspective and discover
- How to bridge the gap between sales strategy and execution
- Best practices for accelerating the on-boarding of newly hired sales reps
- The must-have technology tools that empower salespeople and improve the customer experience
- How to eliminate information chaos and drive up sales performance
Panelists: Roderick Jefferson, Vice President, Global Sales & Partner Enablement, Marketo | @marketo
Jeff Gadway, Director of Product Marketing, Vidyard | @gadway
Sheevaun Thatcher, Head of Sales Enablement and Training, RingCentral | @RingCentral
1:55 pm – 2:30 pm
The Secret to Achieving 10 Percent Higher Win Rates: An Account-Based Full-Funnel Strategy
Speaker: Nadim Hossain, CEO & Co-Founder, BrightFunnel
Speaker: Nadim Hossain, CEO & Co-Founder, BrightFunnel
What if you could achieve a 10 percent higher win rate just by focusing on selling into the accounts that are a best fit for your business? According to BrightFunnel's ABM Benchmark Insights Report, a higher win rate across all your accounts is only one of the clear benefits of implementing an ABM strategy. However, to yield the greatest ROI from an ABM investment, you need to focus on alignment, measurement, and operations.
In this session, join Nadim Hossain, CEO and Co-Founder of BrightFunnel, as he shares the steps and strategies needed to successfully implement ABM. He will explain how to align your sales and marketing teams around target accounts, build a unified revenue operations team around the right systems needed to support your ABM efforts, and leverage full-funnel metrics to understand your impact across the entire customer journey of a target account.
Speaker: Nadim Hossain, CEO & Co-Founder, BrightFunnel | @NadimHossain
2:30 pm – 2:55 pm
Afternoon Break – Exhibits Open
2:55 pm – 3:35 pm
How to Build a Mentally Tough Sales Team
Speaker: Steve Siebold, President, Speaker, and Author, Siebold Success Network
Speaker: Steve Siebold, President, Speaker, and Author, Siebold Success Network
Can you imagine having a sales team trained to think like Navy SEALs? What impact would that have on your sales and share?
In this session, you will learn psychological performance techniques your team can use immediately during face time with prospects and customers. These are the same strategies we've taught the U.S. Navy SEALs, Boston Celtics, and Fortune 500 sales teams around the globe.
During this presentation you will learn how to:
- Close sales utilizing the psychological strategy the SEALs used to eliminate Bin Laden
- Destroy the addiction from which 99 percent of salespeople suffer
- Increase sales and share through world-class thinking
- Drive your team to become obsessed about pre-call planning and post-call analysis
- Use critical thinking questions to drive your sales team
3:35 pm – 4:10 pm
Moneyball for Sales Managers
Speaker: C. Lee Smith, President and CEO, SalesFuel
Speaker: C. Lee Smith, President and CEO, SalesFuel
Why are your salespeople leaving? Most say it's about the money, but they are most likely to leave because of their direct manager. What can you do about it? Learn how winning companies use analytics to develop and retain their sales teams by focusing on the overlooked metrics that truly impact future sales. Key takeaways include:
- How analytics reveal the hidden issues that keep salespeople from getting to the next level
- How data-driven talent development will transform field managers from being enforcers to being positive reinforcers
- How to use a personalized approach to management and motivation to get superior results.
4:10 pm – 4:45 pm
Digital Transformation – The Change It's Driving
Speaker: Jill Rowley, Social Selling Strategist & Startup Advisor, #SocialSelling
Speaker: Jill Rowley, Social Selling Strategist & Startup Advisor, #SocialSelling
We live in a world gone digital, social, and mobile. Today's buyers have nearly unlimited access to information and people. They have more choice and louder voice. It's no longer word of mouth; it's world of mouth.
Buyers are empowered, but overwhelmed. You are competing for attention. The buying process has changed more in the past 10 years than the previous 100 years; more in the past five years than the previous 50. Marketing gets this but, broadly, sales doesn't.
Eighty-six percent of CMOs say marketing will own the customer experience by 2020. CEB research shows that 53 percent of customer loyalty is driven by a salesperson's ability to deliver unique insight to the customer. Increasingly, these insights must be delivered digitally and through social networks. Salespeople need to be visible and valuable where their buyers are learning. This requires a new mindset, an expanded skill set, and an enabling toolkit.
In this session, we will cover what best-in-class sales and marketing leaders are doing to stay ahead of the curve.
Speaker: Jill Rowley, Social Selling Strategist & Startup Advisor, #SocialSelling | @jill_rowley
4:45 pm – 5:00 pm
Concluding Remarks
Speakers: Gerhard Gschwandtner, Founder & CEO, Selling Power
Speakers: Gerhard Gschwandtner, Founder & CEO, Selling Power
TBA
Speaker: TBA
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