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 (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: Modern Sales Training: Why the Need and What Does It Look Like?

Session Topic: Building a Technology and Training Stack for Growth

Session Topic: Sales Enablement for Industrial B2B: Improve Capabilities and Boost Profit in the AI 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 (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: Time to Trust

Dan Cilley is the CEO of Telemaximum, LLC, a partner in Vendor Neutral, LLC, South Florida Chapter President & founding member of the Sales Enablement Society, and the President of American (Read full bio)

Dan Cilley is the CEO of Telemaximum, LLC, a partner in Vendor Neutral, LLC, South Florida Chapter President & founding member of the Sales Enablement Society, and the President of American Association of Inside Sales Professionals (AA-ISP) South Florida Chapter. He leads a dedicated team of digital sales enablement specialists who represent the best-in-class technology-stack for your business. Dan strives to deliver more than just systems knowledge and expertise. He understands how to maximize today's sales and marketing tools to improve customer engagement without unnecessary disruption. From planning and integration to training and support, he helps organizations leverage modern technology to achieve their goals and objectives. (Close)

Session Topic: Building a Technology and Training Stack for Growth

Scott is Vice President, Advisory, in Gartner's Sales and Service Practice, where he works closely with member executives around the world helping them to apply Gartner's research to solve their (Read full bio)

Scott is Vice President, Advisory, in Gartner's Sales and Service Practice, where he works closely with member executives around the world helping them to apply Gartner's research to solve their most pressing and critical challenges. As a global leader within the Sales & Service Practice, he directly supports client organizations to improve the commercial function in a broad array of areas such as improving sales productivity, developing customer buying processes, improving and building key account management programs, improving channel partnerships, improving sales manager coaching, and customer stakeholder engagement. (Close)

Session Topic: An Inescapable Evolution: Sales and Marketing in the World of Digital Buying

Jamie has 20 years of experience in sales leadership and the talent acquisition industry. She founded ProActivate over 12 years ago. She started her career in traditional recruiting firms primarily (Read full bio)

Jamie has 20 years of experience in sales leadership and the talent acquisition industry. She founded ProActivate over 12 years ago. She started her career in traditional recruiting firms primarily in sales leadership positions. The following five years were spent within online recruitment where she served as Vice President of Sales at Career Builder. At Career Builder, Jamie successfully led a team of 80+ people and continued to exceed her revenue goals on a quarterly and annual basis. Her sales business experienced 50-85% revenue growths annually. She also previously served as Vice President of Training and Development at Career Builder which illustrates her passion to lead and develop individuals to their full potential. Jamie received her Bachelors of Science Degree in Journalism with a minor in Business from the University of Kansas. She has also pursued post graduate work with an emphasis in Entrepreneurial Management from the University of Dallas. Jamie is a certified speaker in The Peak Performance Mindset® system, a revolutionary model that is elevating the performance of professionals ranging from athletes to executives to sales leaders. During these trainings she shares both the science and working tools that you can use immediately to enhance performance both for yourself and your team members. It's proven that human performance is limited not primarily by skills and knowledge, but by the nature of our thinking, our mental preparation for success and the environment within which we choose to operate. (Close)

Session Topic: AI for Sales

Stephen has 30 years' experience in the software industry leading high performance sales teams as well as holding other executive positions including CEO and President of a publicly traded company. (Read full bio)

Stephen has 30 years' experience in the software industry leading high performance sales teams as well as holding other executive positions including CEO and President of a publicly traded company. Through his tenure, Stephen has been part of two IPO's and two company acquisitions. Prior to Aviso, Steve was the VP Worldwide Sales at Hearsay Systems. There Steve built a global sales organization that became the industry leader in social media solutions for the financial services industry. Steve has experience with other leading technology companies including Jive Software, Kony Solutions and IMI Software. Steve has sold into and supported some of the largest and most successful companies in the Hi-Tech, financial services, CPG and retail industries.Steve is a member of the board of trustees for Garden Academy, a school for children with Autism that he helped start in 2004. He is also on the board of advisors at Montclair University Business School. Steve is also an advisor for various early stage technology companies including ChalkUp which was recently sold to Microsoft. (Close)

Session Topic: AI for Sales

As Chief Sales Officer, Steve Dodman leads Richardson's global sales organization, providing leadership, direction, and an executive vision to ensure alignment with the company's financial and (Read full bio)

As Chief Sales Officer, Steve Dodman leads Richardson's global sales organization, providing leadership, direction, and an executive vision to ensure alignment with the company's financial and strategic goals. With 18 years' experience driving revenue, profitability, and performance in the professional services industry, Steve brings strong business acumen and creative energy to high-performing teams. Working collaboratively across sales, marketing, program delivery, and product management, Steve is responsible for leading the sales team in their pursuits to create customized solutions for their clients, taking them to their next level of performance. Prior to joining Richardson, Steve held senior level sales and marketing positions with SiriusDecisions, Technology Business Management Council, IDG, and GBMP. His experience includes defining and executing go-to-market strategies, building award-winning sales teams, and developing strategic partnerships. Steve holds a Bachelor's Degree in Business Management from the University of Massachusetts and a Master's Degree in Global Business and Entrepreneurship from Babson College. He was selected as an Emerging Leader in the City of Boston and is currently a fellow at the Center for Collaborative Leadership. Steve resides just outside of Boston with his family. (Close)

Session Topic: Sales Enablement and the Frontline Sales Manager

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 (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: Modern Sales Training: Why the Need and What Does It Look Like?

Session Topic: How to Succeed with Sales 3.0 – Lessons from History for Winning in 2019

Session Topic: 2018 Sales Video Awards Ceremony

Alice Heiman will be our emcee and chief networking officer for Sales 3.0 in Las Vegas. Alice has been helping companies increase sales since 1994. Formerly with Miller Heiman, Inc. Alice started (Read full bio)

Alice Heiman will be our emcee and chief networking officer for Sales 3.0 in Las Vegas. 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)

Marc Jablon's dynamic presence, quick wit and subject matter expertise have helped thousands of business professionals across dozens of industries improve performance in negotiation; presentation (Read full bio)

Marc Jablon's dynamic presence, quick wit and subject matter expertise have helped thousands of business professionals across dozens of industries improve performance in negotiation; presentation and communication skills; leadership development; change management; organizational behavior and customer experience. His clients have shown a rapid, marked improvement in increasing bottom line while fostering better working relationships. Clients include Dropbox, Google, GoDaddy, Mazda and many more. Marc received his B.A. at Indiana University and an M.F.A. at the University of Washington in Seattle. (Close)

Session Topic: Transform Your Sales Team into Skilled Negotiators

Anneliese Jacobson is the Director of Global Commercial Effectiveness at Becton Dickinson. She has direct responsibility to define BD's Global Sales Effectiveness approach to drive the sale (Read full bio)

Anneliese Jacobson is the Director of Global Commercial Effectiveness at Becton Dickinson. She has direct responsibility to define BD's Global Sales Effectiveness approach to drive the sale disciplines required to develop a differentiated go-to-market strategy and promote accelerated top and bottom-line growth. She has over 25 years of experience in Sales, Sales Training and Development, Global Salesforce Effectiveness process development and implementation. (Close)

Session Topic: The Value of a Buyer-aligned Sales Process: a Panel Discussion about Real-world Experience and Results

As the founder and CEO of Wuju Learning, Jia Jiang is at the helm of a company that trains organizations to become fearless through rejection training. Jiang's blog, "100 Days of Rejection Therapy" (Read full bio)

As the founder and CEO of Wuju Learning, Jia Jiang is at the helm of a company that trains organizations to become fearless through rejection training. Jiang's blog, "100 Days of Rejection Therapy" documents and analyzes his journey to discover and conquer the fear of rejection. Jiang is a newly minted TED speaker and the author of the bestselling book, Rejection Proof: How I Beat Fear and Became Invincible Through 100 Days of Rejection. He is also known as the Rejection Guy. Jiang grew up in Beijing, China and migrated to the United States at age 16. He holds a Bachelor of Computer Science from Brigham Young University and a Master of Business Administration from Duke University. (Close)

Session Topic: The Power of Rejection

Nikolaus Kimla is the CEO of Pipelinersales Inc. and the mastermind behind the development of Pipeliner, a revolutionary sales CRM software. He is also CEO of the Austrian company uptime (Read full bio)

Nikolaus Kimla is the CEO of Pipelinersales Inc. and the mastermind behind the development of Pipeliner, a revolutionary sales CRM software. He is also CEO of the Austrian company uptime ITechnologies, which hosted and led the development of World Check, the largest banking compliance solution worldwide, for Thomson Reuters. Nikolaus is the founder of the independent economic platform GO AHEAD!, which orientates itself to the principles of a free market economy and social responsibility. Since summer 2012 Nikolaus Kimla and his family has been living in Los Angeles. He is the author of the books Die IT-Revolution, as well as Salespeople Embracing it All. (Close)

Session Topic: The Next Big Distribution Has Arrived: How Digital Automation Will Forever Change Your World

Sneha is a strategic and technical product management leader with 10 years of experience directing SaaS Sales, Marketing, and Legal products. She's passionate about applying innovative technology to (Read full bio)

Sneha is a strategic and technical product management leader with 10 years of experience directing SaaS Sales, Marketing, and Legal products. She's passionate about applying innovative technology to solve her customer's most challenging business cases. At SAP, Sneha drives the global strategy for Sales Cloud; executing the value driven end-to-end user experience, and integration across all SAP Sales Cloud products. Sneha also leads the Sales Readiness suite of products, focused on sales enablement and coaching. Sneha holds a B.A. in Economics from the University of Maryland and a Masters in Global Information Systems Management from American University. (Close)

Session Topic: A New Era of Pipeline and Forecasting Management

Jacco is the founder of Winning By Design and author Blueprints of a Sales SaaS Organization. He is a Sales Mentor across several VC firms such as Storm Ventures, London based Notion Capital, and (Read full bio)

Jacco is the founder of Winning By Design and author Blueprints of a Sales SaaS Organization. He is a Sales Mentor across several VC firms such as Storm Ventures, London based Notion Capital, and Reach Capital where he helped accelerate the development of sales teams across their portfolio. Prior to founding Winning By Design, Jacco was a Vice President of Worldwide Sales at Technicolor and Vice President Strategy at Qumu (acquired by Rimage), Kontiki, and SkyStream (acquired by Tandberg), He is proud to have helped marquee customers over the years, including Amazon, AT&T, Disney, Dish and many others. Jacco holds a BSc in Communications and an Executive MBA from the University of Leicester. Jacco's insights were featured in Harvard Business Review and he is a frequent keynote speaker at conferences, including Dreamforce, SaaSStock (Ireland), SalesHacker (London), and RD Summit (Brazil). Nice to know: Jacco is the youngest of eight, was raised in a small farmers' village in The Netherlands. He competed in chess, boxing, sailing, and represented The Netherlands at two world championships in triathlon. (Close)

Session Topic: Art of Making Love

Joël Le Bon is a Marketing & Sales Professor at Johns University Carey Business School and serves as Faculty Director for Leadership in Digital Marketing & Sales Transformation. He is the (Read full bio)

Joël Le Bon is a Marketing & Sales Professor at Johns University Carey Business School and serves as Faculty Director for Leadership in Digital Marketing & Sales Transformation. He is the Chief Academic Researcher & Higher Education Representative for the AA-ISP American Association of Inside Sales Professionals and serves on the Board of Advisors of the Sales Enablement Society. He was on the faculty at the University of Houston Bauer College of Business where he served as Director of Executive Education, and Director of Professional Development for the Stephen Stagner Sales Excellence Institute, and at ESSEC Business School in Singapore and France where he served as Department Head. Before becoming a professor, he was a Strategic Account Manager for Xerox, and had sales and sales management roles in the media industry where he won several all-time awards. As a professor, he has earned 23 international research, teaching awards and distinctions, and is the first sales educator to have received all the teaching awards from the major academic marketing associations. His research has been published by leading academic journals, and he is the author of two books on key account management & technology, and competitive intelligence & the sales force. He holds a BA in Management Science, a MSc in Marketing and Strategy, and a PhD in Marketing from Paris Dauphine University, was a Postdoctoral Scholar at PennState University Institute for the Study of Business Markets, and is an alumnus of the Kellogg ITP program of Northwestern University. (Close)

Session Topic: Sales Enablement and the Frontline Sales Manager

Mario is the CEO and Founder of Vengreso. He spent 82 consecutive quarters in B2B Sales and Leadership roles growing hundreds of millions of dollars in revenue annually. Mario is one of 20 sales (Read full bio)

Mario is the CEO and Founder of Vengreso. He spent 82 consecutive quarters in B2B Sales and Leadership roles growing hundreds of millions of dollars in revenue annually. Mario is one of 20 sales influencers invited to appear in the Salesforce documentary film “The Story of Sales” to be launched in 2018. He is recognized as the Number 1 Top Sales Performance Guru in the world, named 2018's Top 10 Sales Influencers by The Modern Sales Magazine, and in 2017 he was named the Top 25 Inside Sales Professional and the 6th Most Influential Social Selling Leader globally. As a renowned digital sales evangelist, Mario teaches marketing and sales professionals how to develop an engaging personal brand to attract today's modern buyer using the digital sales ecosystem. Mario is the host of the popular Selling With Social Podcast. He's been featured in Forbes, INC., the Examiner.com and is a contributor to the Huffington Post. He's a highly sought-after Keynote Speaker with brands such as LinkedIn, SAP, and Cisco. He is also known to open a speech with a Salsa dance. Follow him on YouTube, LinkedIn, on Twitter or view his website at https://vengreso.com. (Close)

Todd McCormick is the chief revenue officer at Terminus. As CRO, Todd leads the sales and customer success teams. Prior to Terminus, Todd successfully led the sales team at Silverpop, nearly (Read full bio)

Todd McCormick is the chief revenue officer at Terminus. As CRO, Todd leads the sales and customer success teams. Prior to Terminus, Todd successfully led the sales team at Silverpop, nearly doubling company revenue in less than two years prior to its acquisition by IBM. Before Silverpop, he was a sales executive at both PGi and CareerBuilder. (Close)

Session Topic: Transitioning Your Sales Organization to Account-based Marketing

Nancy Nardin is the founder of Smart Selling Tools, Inc. and a partner in Vendor Neutral, LLC. For the past 9 years she's offered free resources to help sales, sales ops, and sales enablement (Read full bio)

Nancy Nardin is the founder of Smart Selling Tools, Inc. and a partner in Vendor Neutral, LLC. For the past 9 years she's offered free resources to help sales, sales ops, and sales enablement leaders keep up to date on technology to drive revenue growth. Her vast sales experience began in the early ‘80s at a Silicon Valley start-up called GRID Systems. Along the way, she broke records selling to the likes of Microsoft, HP, SUN, Intel, and Oracle. She's also led sales efforts at leading analyst firms such as Gartner Group and IDC. Running Smart Selling Tools, she's been recognized as one of the 35 Most Influential Women in B2B Tech Marketing, one of the Top 25 Sales Bloggers in the world, and Top 30 Social Sales Influencers in the world. (Close)

Session Topic: Building a Technology and Training Stack for Growth

Chris is a go-to-market executive for fast-growing SaaS companies, currently focused on building the conversation intelligence SaaS category. Experience includes managing sales, product, and product (Read full bio)

Chris is a go-to-market executive for fast-growing SaaS companies, currently focused on building the conversation intelligence SaaS category. Experience includes managing sales, product, and product marketing, and growing companies from initial product-market fit, to a commanding market leadership position. (Close)

Session Topic: What Separates Market-leading Sales Teams from the Rest

Over the past 15 years, Steve has delivered over 1000 presentations to REALTORS® in North America on the benefits of sales automation and online marketing. He co-founded Tech Savvy Agent and is (Read full bio)

Over the past 15 years, Steve has delivered over 1000 presentations to REALTORS® in North America on the benefits of sales automation and online marketing. He co-founded Tech Savvy Agent and is now the Chief Marketing Officer for BombBomb, the leader in Relationships Through Video. His insights into consumer behavior, as well as his grasp of social media strategies, make him a leader in these quickly changing times. Steve has built businesses around several of his successful websites and blogs utilizing the power of video and wants to show you how to do the same. His information is cutting edge but is delivered in a manner in which anyone can learn, internalize, and take action from. (Close)

Session Topic: 2018 Sales Video Awards Ceremony

Roy Raanani is the CEO of Chorus.ai, which is pioneering Voice AI to understand and improve business conversations. Chorus.ai automatically captures and summarizes sales call notes, surfaces how top (Read full bio)

Roy Raanani is the CEO of Chorus.ai, which is pioneering Voice AI to understand and improve business conversations. Chorus.ai automatically captures and summarizes sales call notes, surfaces how top performers have winning sales calls, and why you win or lose deals based on the topics discussed. Prior to founding Chorus, Roy was a Manager at Bain & Company. At Bain, he focused on technology, leading the mobile strategy team for Bain's flagship tech client. Roy holds a BASc in Engineering Science from the University of Toronto, and an MBA from the Stanford Graduate School of Business. He was the first hire at Innovation Endeavors, an early stage venture fund. (Close)

Session Topic: The Future of Sales Meetings

For more than two decades, Ed has partnered with global organizations to improve profitability, efficiencies, and productivity by implementing strategies to enhance performance. He has worked (Read full bio)

For more than two decades, Ed has partnered with global organizations to improve profitability, efficiencies, and productivity by implementing strategies to enhance performance. He has worked closely with clients to design, develop, and implement sales enablement, effectiveness and coaching strategies. Ed's high emotional intelligence enables him to leverage his consultative style to challenge his clients to make the connection between emotions, behaviors and outcomes. This has led to Ed earning a reputation for being a forward-thinking strategist/coach, who helps organizations achieve their goals. Ed proudly serves as a trusted advisor in sales strategies, performance coaching, and emotional intelligence to his clients within the healthcare, financials, technology, manufacturing and professional services industries. (Close)

Session Topic: Sales Enablement and the Frontline Sales Manager

Mei Siauw is the Co-founder & CEO of LeadIQ, which builds a sales prospecting platform to help sales team to fill sales pipeline. Mei started her career in product management, driving product (Read full bio)

Mei Siauw is the Co-founder & CEO of LeadIQ, which builds a sales prospecting platform to help sales team to fill sales pipeline. Mei started her career in product management, driving product strategy and go-to-market initiatives at Oracle. (Close)

Session Topic: AI for Sales

Tim brings over 25 years of sales, marketing, and management consulting experience to his role as Director of Business Development at Sales Performance International. He brings a wealth of knowledge (Read full bio)

Tim brings over 25 years of sales, marketing, and management consulting experience to his role as Director of Business Development at Sales Performance International. He brings a wealth of knowledge in the areas of sales process, account management, and sales management effectiveness. Tim is especially gifted working with clients in the early stages of a project to identify the root cause of their sales performance issues and crafting solutions that make sense in their unique situation. Tim is a sought-after speaker and author on advanced sales and marketing topics, and is co-author The Solution Selling Fieldbook and The Collaborative Sale. (Close)

Session Topic: The Value of a Buyer-aligned Sales Process: a Panel Discussion about Real-world Experience and Results

Vijay Sundaram is Chief Strategy Officer at Zoho where he is also responsible for the partner and channel program. He is a prior entrepreneur and company founder, in cloud supply chain software, (Read full bio)

Vijay Sundaram is Chief Strategy Officer at Zoho where he is also responsible for the partner and channel program. He is a prior entrepreneur and company founder, in cloud supply chain software, mobile advertising technology, and renewable energy. He has led products, sales, business development, and finance teams within these organizations. Vijay enjoys working with senior executives, brainstorming and troubleshooting complex business issues that skip across functional and organizational borders. Vijay has an undergraduate degree in engineering from IIT Madras, and graduate degrees in computer science and in business from NYU and the Wharton School of Business, respectively. (Close)

Session Topic: Breaking Barriers with an Integrated Software Suite

When you meet Sheevaun you'll quickly realize that Sales Enablement and productivity is her passion. She knows sales – from a bag carrying seller to a global presales leader — and now (Read full bio)

When you meet Sheevaun you'll quickly realize that Sales Enablement and productivity is her passion. She knows sales – from a bag carrying seller to a global presales leader — and now as a Sales Enablement and Productivity leader she provides sellers what they need to be winners and help their customers buy from them. She builds sales enablement programs from the ground up based on her commitment to arming her organization's sales force with access to the insights, experts, and data that will ultimately increase productivity and revenue. During her career working with global enterprise sales teams and domestic start-ups, she has learned that sales performance is dictated not only by innate talent but also by training, coaching, tailored messaging, and challenging the customer's vision of their future. She is multi-lingual; she speaks the language of engineers, marketers, product, sales and executives. Today, Sheevaun is Head of Global Sales Enablement at RingCentral. She is a Founder and member of the Board of Advisors for the Sales Enablement Society. (Close)

Session Topic: The Four Essential Pillars of Successful Sales Enablement

Julie Thomas, President and CEO of ValueSelling Associates, is a noted speaker, author and consultant. In a career spanning more than 24 years, she credits her mastery of the ValueSelling (Read full bio)

Julie Thomas, President and CEO of ValueSelling Associates, is a noted speaker, author and consultant. In a career spanning more than 24 years, she credits her mastery of the ValueSelling Framework® for her own meteoric rise through the ranks of sales, sales management and corporate leadership positions. Thomas began her sales career at Gartner Group (now Gartner, Inc.) In 1999, she became Vice President of Gartner's Sales Training for the Americas. Her role included the successful onboarding of new sales hires and driving adoption of the ValueSelling Framework®. She has extensive experience applying, coaching and reinforcing the ValueSelling Framework®, ValueSelling Essentials® and their application by sales executives, sales managers and sales leadership. In 2003, Thomas joined ValueSelling Associates as Chief Executive Officer and President. Thomas led the company to become an industry leader in competency- and process-based training for escalating sales performance in business to business sales organizations around the world. Thomas continues to work directly with clients and sales organizations in a wide variety of industries. She is responsible for the global expansion of ValueSelling Associates and its leadership position in both on-demand, instructor-led and hybrid (blended) learning solutions. Because of Thomas' leadership, ValueSelling Associates has been recognized by both Selling Power Top Twenty Sales Training Companies and Trainingindustry.com as a leader in the sales training industry. Thomas is the author of ValueSelling: Driving Sales Up One Conversation at a Time. She is also a sought-after speaker. In addition, Thomas is on the advisory board of the eWomenNetwork Foundation Advisory Council, and involved heavily in local charities in the San Diego region. (Close)

Session Topic: Is Technology Replacing the Handshake in Sales?

Sheryl has been working in the life sciences industry for 21 years in various sales, sales management, sales operations and sales training roles. She began in this industry managing global channel (Read full bio)

Sheryl has been working in the life sciences industry for 21 years in various sales, sales management, sales operations and sales training roles. She began in this industry managing global channel partners for Stratagene, a small life sciences company based in La Jolla, CA until they were acquired by Agilent Technologies in 2007. While at Agilent, she managed inside sales and also sales operations before moving on to sales training. In her sales training roles, she's worked on a global level for Agilent Technologies, Illumina and now Perkin Elmer. Sheryl is responsible for building out the 3-5 year sales training and enablement strategy focusing on effective onboarding programs for the global sales organization as well as sales methodology training and skills, including the global sales process which has been enabled within Salesforce.com. Sheryl is a long-term partner of SPI in that she has implemented and driven Solution Selling methodology programs while working at Agilent, Illumina and now PerkinElmer. (Close)

Session Topic: The Value of a Buyer-aligned Sales Process: a Panel Discussion about Real-world Experience and Results

Russ leads Sales Enablement for Merrill Corporation, a global SaaS and Service provider helping companies to accelerate their M&A cycles. Russ and his team provide leadership and guidance across the (Read full bio)

Russ leads Sales Enablement for Merrill Corporation, a global SaaS and Service provider helping companies to accelerate their M&A cycles. Russ and his team provide leadership and guidance across the sales organization and collaborate on sales' behalf within key functional areas of Merrill, including product, marketing, finance and service, to align and achieve the company's strategic and financial objectives.

With more than 18 years of direct contributor sales experience, in addition to his time spent in enablement and leadership roles, Russ brings a distinct and tested perspective to driving program output to assist sellers and leaders in executing and exceeding their respective targets. He believes the keys to success are the relationships built working hand in hand with front line sales – ensuring they are equipped with the data, tools and processes necessary to help drive field execution with their teams through coaching, mentoring, and strategic planning. Russ views Sales Enablement as a team sport with each of the players and supporting functional groups working together to provide the best products, services, and buying experience possible for their customers.

Prior to joining Merrill in 2016, Russ held positions with enterprise software and software deployment leaders including Apprio/WiPro, Workday, Ultimate Software and ADP. He holds a degree in Marketing and Business Administration from Bryant University, RI and is a recent graduate of the Peak Performance Mindset® System, an innovative model that focuses on elevating performance through positive thinking and channeling your inner CEO. Russ resides in a suburb of Pittsburgh, PA and is proud to be a "dance dad" to a teenage daughter with dreams of making it to Broadway. (Close)

Session Topic: Sales Enablement and the Frontline Sales Manager

Kristy is the Improv Facilitator, Speaker and Founder of BraveSpace. She has been performing and teaching improv since 2000. Along with her improv experience, Kristy spent over 15 years in B2B Sales (Read full bio)

Kristy is the Improv Facilitator, Speaker and Founder of BraveSpace. She has been performing and teaching improv since 2000. Along with her improv experience, Kristy spent over 15 years in B2B Sales and Corporate Training. She blends her unique experience in improvisational comedy, corporate sales, and training to help teams and individuals communicate in more meaningful ways reaching their fullest potential. Her passion for this work was born out of her personal journey experiencing first hand the power of the improvisational skill set applied to her professional life and realizing there was a gap in most business environments for practicing these critical skills. Being a good listener, being other's focused, pivoting in the moment, building trust, navigating change, getting comfortable with the uncomfortable, authenticity and collaboration are in the Improviser's tool kit. Today, she helps her clients be brave and harness the power of these skills to discover alternative ways to think and react in a variety of business situations, developing critical communication skills and techniques to expand collaboration, innovation, and inclusion. Her training programs are custom tailored for each client's desired outcomes, incorporating experiential improv based, interactive games and group activities that help attendees gain greater confidence in themselves while learning to apply improvisational skills that positively impact their professional and personal lives. Kristy created BraveSpace out of a love for the improv art form and her desire to drive positive change in people and organizations. (Close)

Session Topic: Mastering Cross Collaboration and Busting Silos to Promote a Customer-focused Culture

As President, Managing Director of GrowthPlay's Talent & Organization Effectiveness practice, Tracey is responsible for all aspects of the practice ranging from revenue to human capital (Read full bio)

As President, Managing Director of GrowthPlay's Talent & Organization Effectiveness practice, Tracey is responsible for all aspects of the practice ranging from revenue to human capital management to research, product development, and marketing. She is an innovative organizational effectiveness practice leader whose work focuses on helping high achieving leaders understand what talent they have, what talent they need, and how to use data to inform their decisions. She offers clients more than 20 years of consulting experience with expertise in sales effectiveness, leadership & learning, diversity & inclusion, and business transformation. Tracey got her professional start in financial services. It was there in her work with investors that she learned the importance talent plays as investors review companies. There's a defining moment when an investor decides to write a check–or not. They base their decision on the people. Investors taught her that talent is THE most important thing you do from a business perspective. Tracey has taken this knowledge across a variety of roles throughout her career: business developer, consultant, educator, and sought-after public speaker with cross-industry expertise: banking and financial services, technology, staffing, pharma, industrial products, distribution, and hospitality. Prior to working at GrowthPlay, she led the organization development and leadership & learning center-of-expertise for companies such as Bank of America and ABN Amro. She also served as Academic Lead and Adjunct Faculty member for CSU Northridge. She is the author of The Keys to Building a Transformative Practice and Investing in Women: Why It Is Critical in a Professional Services Firm. Her current focus is exploring best practices for creating work place equity. Tracey holds a Master's degree in Organization Development from Northwestern University. (Close)

Session Topic: Secrets to Scaling Your Sales Force

Rob Wood has over 20 years of experience in designing and executing "go to market strategies" for sales teams which have generate double-digit growth and over $10,000,000,000 in sales. Rob is now (Read full bio)

Rob Wood has over 20 years of experience in designing and executing "go to market strategies" for sales teams which have generate double-digit growth and over $10,000,000,000 in sales. Rob is now using he success and experience to lead ClicData, the world's first, fully cloud-based business intelligence solution. Rob fully believes and evangelizes that whomever is leveraging ALL of their data, creating actionable directions with real-time insights will be the absolute winner. As an executive leader, Rob has lead both inside and field sales teams for national markets with companies such as NetApp, IBM, HP, Sage, CA Technologies and others, including being ranked by Selling Power as having one of the best sales organizations in America. (Close)

Session Topic: AI for Sales

As Director of Sales Enablement at Strategic Pricing Associates (SPA), Doug Wyatt works closely with clients' sales organizations to equip them with the tools and training needed to retain and grow (Read full bio)

As Director of Sales Enablement at Strategic Pricing Associates (SPA), Doug Wyatt works closely with clients' sales organizations to equip them with the tools and training needed to retain and grow revenue in today's marketplace. Doug has a strong background of over 10 years optimizing sales performance in industrial B2B manufacturing and distribution verticals. During that time he has deployed mobile sales tools and valuable sales skill training to salespeople with all levels of experience. Doug's approach at SPA is to focus on developing the key skills where a small improvement can make a big revenue impact. Pairing that skill development with analytics-driven insights ensures that sales teams know how to approach their ideal customers the right way. Doug is a member of the Sales Enablement Society and has been actively assisting in the growth of its Northeast Ohio Chapter. (Close)

Session Topic: Sales Enablement for Industrial B2B: Improve Capabilities and Boost Profit in the AI Era

Tom Ziglar has had the rare privilege of spending his entire life surrounded by world-class leaders, innovators, and motivators. Family dinner included the presence of the world' TOP motivator, his (Read full bio)

Tom Ziglar has had the rare privilege of spending his entire life surrounded by world-class leaders, innovators, and motivators. Family dinner included the presence of the world' TOP motivator, his father, Zig Ziglar. As a result, Tom's arsenal of experience and information is absolutely unparalleled. As CEO of Ziglar, Inc., Tom Ziglar carries on the Ziglar philosophy: "You can have everything in life you want if you will just help enough other people get what they want." Tom Ziglar was a key collaborator with his father on Zig Ziglar's 30th book, Born to Win. The Born to Win philosophy is both "profoundly simple" and "simply profound." You must plan to win and prepare to win, then and ONLY then can you expect to win! Tom's greatest business triumphs are the result of bringing people to this elementary realization: "You are Born To Win, so go ahead and Live To Win: You can have a life of Success and Significance and you can leave a Legacy that will ripple through eternity." Tom speaks around the world to billion-dollar companies, small business owners, and prestigious academic institutions, including Cambridge and Harvard. Leadership, business, and performance are among Tom's favored topics. His unique education, life experience, and innate gifts perfectly position Tom to serve top executives. His ability to hone in on the crux of a business issue and provide premium-level coaching allows his clients to take their business further than they ever dreamed possible. The Ziglar brand is more relevant today than ever. Ziglar has exceeded four million likes on Facebook, and The Ziglar Show has become one of the top-ranked business podcasts. The world is hungry for inspiration, motivation, and hope. With Tom's innovation, Ziglar has become the go-to resource! (Close)

Session Topic: Choose to Win! Transform Your Sales and Your Life One Simple Choice at a Time.