MARCH 10-11, 2020
Orlando, FL
Conference Agenda: March 10-11, 2020

The agenda is still being finalized, confirmed sessions and speakers are listed below. Please check back for updates.

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Management Mess to Leadership Success

Leadership is hard, and every leader – no matter the age or the industry – has experienced failures. Scott Miller knows what it's like to fail. He was demoted from his first leadership position after only three weeks – and that's just one of several messy management experiences on his two-decade journey to leadership success. Scott's not alone. Everyone fails. Learn the principles and practices that can be learned and applied to build one's leadership skills and abilities.

Buckle up for a session to identify your leadership messes and turn them into successes. Join Scott Jeffrey Miller, FranklinCovey's Executive Vice President of Thought Leadership, to broaden your talents, set aside fears, and accelerate your career by tackling the most common challenges every leader faces.

During this session, you'll learn to
  • Develop the most important communication skill in leadership: listening
  • Inspire trust with your team, leader, and peers by declaring your intent in every conversation
  • Deliver tough feedback using a framework that spurs improvement
This full-throttle session is perfect for leaders at all levels who recognize the power of owning their messes and moving to a new level of authentic leadership.

Speaker: Scott Miller, Executive Vice President, Thought Leadership, FranklinCovey
Clearing the Blurred Lines

With more market turbulence in the business environment, growth in the use of artificial intelligence, digital selling, team selling, and generational differences in the work force, selling and managing a sales force have become increasingly complex in recent years. These changes in the business environment create strain-test relationships between buyers and sellers – particularly in B2B sales.

Consequently, the lines are blurring in the minds of buyers when distinguishing differences between competitive offerings, and sales organizations are struggling to convey the unique value they offer. In this session, Dr. Jones will share the current research on building a competitive advantage by cutting through the clutter to clear the blurred lines.

Speaker: Dr. Eli Jones, Professor of Marketing, Peggy Mays Eminent Scholar, and Dean of Mays Business School at Texas A&M University | @maysbusiness
Accelerating Sales Growth in 2020 by Building a Peak Performance Sales Team

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

Jamie Crosbie, CEO and Founder of ProActivate, will address this critical topic in this session. After attending this session sales leaders will be equipped to
  • Change the trajectory of their sales team's success by at least 38 percent
  • Maximize every sales team member to their full potential
  • Teach their team to engage in a growth mindset that propels sales results
  • Learn the key qualities to evaluate so you hire team members with a peak performance mindset
  • Elevate performance and grow revenue
Speaker: Jamie Crosbie, Founder and CEO, ProActivate | @jmcrosbie
Achieving Frictionless Sales Enablement

While technology has improved the sales enablement function, it has also created road bumps that can impede your ability to ramp up sales reps quickly and effectively. It is time to rethink sales training and sales enablement. In this session, SPARXiQ CEO David Bauders will discuss those challenges as well as a strategic approach for targeted sales force optimization.

Speaker: David Bauders, CEO, SPARXiQ
Corporate Strategy and Cold Call Scripts: Strange Bedfellows or Essential Partners?

With the rising power of private equity, executing corporate strategy has become more challenging. For many B2B companies, the obvious best path forward is tightly focused organic growth – growth designed to enter and dominate markets, not merely grow market share. It turns out that the trust-centric nature of buying B2B solutions brings a new strategic player onto the scene. This session lays out the surprising consequences of this strange coupling, along with a step-by-step approach to using it to your advantage.

Speaker: Chris Beall, CEO, ConnectAndSell | @chris8649
Toxic Salespeople Suck! How to Avoid Adding Them to Your Sales Team

Have you ever had to manage a salesperson who was toxic to the rest of your team? Or have you ever had to work for a toxic boss? One in 13 people have the propensity to become toxic and suck the energy out of your sales team. Because of this, while the cost of making a bad sales hire is well over 100 percent of their annual compensation, the cost of making a toxic hire is even worse – and it's harder than ever to get rid of them.

Toxicity on your sales team puts you at risk of losing some of your better talent – as over 40 percent of salespeople have reported leaving a job due to issues with team culture, management, or co-workers. Fortunately, there are steps you can take to avoid hiring these types of candidates.

In this session, Lee will share the latest results from SalesFuel's exclusive "Voice of the Sales Manager" survey and his research work with Behavioral Resource Group. You'll learn
  • What today's sales managers look for in new salespeople – and what you should be looking for
  • How to measure a candidate's mindset before you interview them
  • Examples of the 13 types of toxic salespeople
  • Recommendations on how to avoid them and make your next hire your best hire
Speaker: C. Lee Smith, CEO and Founder, SalesFuel | @CLeeSmith
Five Ways to Accelerate Sales Effectiveness in 2020

"Sales effectiveness" refers to the ability of a company's sales professionals to "win" at each stage of the customer's buying process. "Accelerate" refers to a change in velocity. Accelerating sales effectiveness means we need our sales teams to be more effective at a higher speed. The question is, "How do we do that?"" By taking a data-driven approach to sales.

In this session, you will learn five ways you can use data to determine:
  • Who on your team has the right skills for your unique selling environment
  • Who on your team has amazing skills but is in the wrong role
  • Who on your team has skills gaps – and how to fill those gaps
  • What tools your team needs to sell your products and services
  • How best to interview new talent to ensure sales success
Speakers: Andy Miller, Partner Coach, Objective Management Group
Mark Roberts, VP of Sales and Marketing, SPARXiQ | @markaroberts
Selling with NOBLE PURPOSE

The words "selling" and "noble" are rarely seen together. The common business narrative is that money is the primary motivator for salespeople, and doing good by the world runs a distant second. That belief is wrong. Lisa shows audiences:
  • Why purpose-driven sellers outsell quota-driven sellers
  • How to name and claim your own Noble Purpose
  • Techniques to increase competitive differentiation and emotional engagement with your team and customers
  • Language to bring a greater sense of Noble Purpose into meetings, pitching, and planning
  • How to reset yourself (and your team) when you've lost your sense of purpose
Speaker: Lisa Earle McLeod, Author of Selling with Noble Purpose
Storytelling Demystified: Breaking Down the Barriers to Leveraging the Power of Stories in Sales

A good story can change buyers' minds, differentiate your solution, and inspire action. So why aren't you – or your team – using this powerful selling tool? In this session, Julie Hansen demystifies the "magic" behind storytelling and breaks down the barriers to use, addressing questions like: What's the most effective type of story? How do I make it relevant for a specific customer or situation? When's the best time to tell it? You'll develop a purposeful story that will engage prospects and move deals faster through your pipeline.

Key takeaways:
  • Five types of sales stories – and when to use them
  • A simple model for building a purposeful sales story
  • How to connect your story to a real customer
  • Techniques for making your story compelling
Speaker: Julie Hansen, Founder, Keynote Speaker, Author, Performance Sales and Training | @acting4sales
Master Your Next Play – a Game Plan for Sales Success

In this session, John Guydon will walk you through the six things you must master to ensure success in an ever-demanding profession like sales. Be prepared for actionable takeaways you can implement immediately for consistently impressive progress. Sales leaders will leave the session with specific strategies to improve their leadership skills.

Speaker: John Guydon, Speaker, CEO, Master Your Next Play | @IamJohnGuydon
How to Spend More Time on What Matters Most

Do you ever feel like most of your days are spent going to meeting after meeting, and that you wish you had more time to focus on the things that will make the biggest impact? What if you could free up an hour or more each day to spend on coaching your salespeople to close business? That would be an extra 250 hours a year. How much would that increase your sales? Would it be 15, 25, or 50 percent?

In this interactive talk, Alice Heiman will show you how to prioritize and make time to do the things that matter most. She'll share the six questions you can ask each day to make more minutes. She'll have you evaluate your priorities, identify your time wasters, and discover how multitasking is using your precious minutes. By the end you will learn how to free up an hour each day to do what matters most.

Speaker: Alice Heiman, Founder and Chief Sales Officer, Alice Heiman, LLC | @aliceheiman
Achieving the Greatest ROI from Your Sales Technology Investment

New sales technologies are emerging and being adopted at an unprecedented rate. All these sales tools offer numerous opportunities to transform your sales organization, but not all companies are able to achieve the expected ROI.

Understanding the value of the sales technology within specific solution areas starts with an awareness of the costs and value created. Join us as we navigate the specific areas for improvement (EG, onboarding reps faster, lead engagement, improving sales performance, upskilling your sales team, etc.), and the steps required to determine the true value of these technologies and drive profitable growth.

You will learn how to:
  • Determine if the sales technology you want to adopt is really worth the investment
  • Identify if it is worthwhile to keep going with your existing sales tools
  • Predict how long it will take to see the return on your investment
Speaker: Dan Cilley, Co-founder, Vendor Neutral, LLC | @Vendor_Neutral
Re-thinking B2B Inside Sales: How Leading Companies Use This Channel for Growth

Historically, many B2B companies have viewed inside sales as "just a call center" – or a channel of last resort for customers. However, we find that companies are increasingly turning to inside sales to drive growth and match customers' changing interaction expectations for buying and servicing. This change is supported by advances in sales technology and automation that are best suited for deployment in an inside model, with co-location to drive adoption and a repeatable set of activities that facilitate experimentation and automation. In this breakout session, Jennifer Stanley and Marie Rowell will share the latest trends in the use of inside sales, top technology use cases, and how to overcome common challenges with capturing value from technology investments.

Speakers: Jennifer Stanley, Partner, McKinsey & Company Marketing and Sales Practice | @JenStanley3
Marie Rowell, Associate Partner, McKinsey & Company Marketing and Sales Practice
Powering B2B Sales with Digital Technology

Is it now "all digital, all the time" to succeed with sales growth? Yes and no. While the demand for seamless digital interactions is higher than it has ever been, the same is true of the demand for expert-driven interactions with sales professionals. Our body of research and work across industries and multiple countries reveals that, while buyers do desire improved digital interactions, their preference for "human" vs. "digital" interactions varies considerably across the buying journey. This raises the stakes for any supplier's sales and service teams to deliver a seamless buying experience – meeting the customer armed with the right information at the right time, enabled and empowered by the latest sales technology and automation. Jennifer Stanley and Marie Rowell will share the latest insights from McKinsey's ongoing research, along with some best practices to help sales leaders shift their activity accordingly and invest in digital interactions that both delight customers and drive top-line growth.

Speakers: Jennifer Stanley, Partner, McKinsey & Company Marketing and Sales Practice | @JenStanley3
Marie Rowell, Associate Partner, McKinsey & Company Marketing and Sales Practice
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