Agenda
April 21-22, 2021

All times listed are Eastern.

Wednesday, April 21, 2021
Thursday, April 22, 2021
11:00 am – 11:35 am
Open
Welcome & Keynote: Building a High-Performance Sales Organization
Session Speaker: Gerhard Gschwandtner, Founder and CEO, Selling Power

Welcome: Alice Heiman, Founder & Chief Sales Officer, Alice Heiman, LLC
Close
Welcome & Keynote: Building a High-Performance Sales Organization

The three elements of a high-performance sales organization are the right Mindset, the right skill-set, and the best tool-set. In his opening keynote, Gerhard Gschwandtner will share specific examples of how sales leaders can develop, model and replicate these success factors to achieve accelerated revenue growth. He will also share what Mindset sales leaders need to win in today's rapidly changing market.

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

Welcome: Alice Heiman, Founder & Chief Sales Officer, Alice Heiman, LLC | @aliceheiman
11:35 am – 11:45 am
Networking Break
11:45 am – 12:15 pm
Open
Curiosity: The Key to Improved Engagement, Innovation, and Productivity
Speaker: Dr. Diane Hamilton, Founder and CEO, Tonerra, and Co-Founder, DIMA Innovations
Close
Curiosity: The Key to Improved Engagement, Innovation, and Productivity

Most leaders will say they encourage curiosity and outside-the-box thinking, but less than half of their employees feel rewarded for it. Research has shown that only about 15% of employees have a strongly developed sense of curiosity. To improve curiosity, we must recognize the factors that inhibit it. We must reward improvements in exploration, leading to the questioning of status-quo behaviors. It is critical to allow exploration and recognize employees' capabilities. Dr. Diane Hamilton will share how curiosity is the spark to the main issues organizations struggle with improving, including engagement, innovation, creativity, and ultimately productivity. Her groundbreaking work was recognized by Thinkers50 Radar as one of the most innovative ideas to watch in 2020. She has determined the four factors that inhibit curiosity. Are you curious to know how those factors inhibit you and how to overcome them?
  • Evaluate the impact of curiosity on innovation, engagement, and productivity.
  • Understand how curiosity is critical for our success.
  • Recognize the four factors that inhibit curiosity.
  • Determine ways to create a plan to overcome the factors that inhibit curiosity.
Speaker: Dr. Diane Hamilton, Founder and CEO, Tonerra, and Co-Founder, DIMA Innovations
12:15 pm – 12:30 pm
Networking Break
12:30 pm – 1:00 pm
Open
Pre-Call Research: A Popular Waste of Time Exposed
Speaker: Chris Beall, CEO, ConnectAndSell
Close
Pre-Call Research: A Popular Waste of Time Exposed

Most experts recommend pre-call research before any cold outreach. However, in the case of cold calling, pre-call research decreases your chance of success for these four reasons:
  1. Research takes time away from actually having conversations.
  2. The research can't be used 95% of the time.
  3. The research is a guess about relationships or relevance, and that guess is rarely right.
  4. The research is based on an ineffective model for cold calling that ignores the human element.
Join Chris Beall for this presentation as he exposes the fatal flaw in this popular practice.

Speaker: Chris Beall, CEO, ConnectAndSell | @chris8649
1:00 pm – 1:15 pm
Networking Break
1:15 pm – 1:45 pm
Open
Pattern Disrupt: Using Video to Stand Out and Get Ahead of Competitors
Speaker: Tyler Lessard, Chief Video Strategist, Vidyard
Close
Pattern Disrupt: Using Video to Stand Out and Get Ahead of Competitors

It's a noisy digital world, and modern buyers expect on-demand visual content to connect and learn. Yet most sellers still rely on the same old emails and cold calls to attract new leads and communicate with prospects. But good news, you're smarter than that, and you appreciate the need to adapt to the digital-first reality! Discover how to use video emails, personalized video messages, video-based demonstrations and other visual content as a pattern disruptor to stand out from competitors, build more impactful relationships, and maximize your 'face time' with clients in a virtual world.

Speaker: Tyler Lessard, Chief Video Strategist, Vidyard | @tylerlessard
1:45 pm – 2:00 pm
Networking Break
2:00 pm – 2:30 pm
Open
Remote Readiness: Preparing Your Sales Team to Thrive
Speakers: Jeff Santelices, Chief Revenue Officer, MindTickle
Nick Salas, Head of Sales Enablement, MindTickle
Close
Remote Readiness: Preparing Your Sales Team to Thrive

Join Jeff Santelices, Chief Revenue Officer at MindTickle and Nick Salas, Head of Sales Enablement at MindTickle, for an engaging discussion on a recent research report that shares the findings on what is keeping CROs and revenue leaders up at night, and how to gain control of your own destiny.

Revenue leaders are living through adverse effects on their ability to mobilize a digital-first frontline team and achieve revenue goals. During this session attendees will learn:
  • How CROs can break down silos across sales, marketing, and customer success now and prepare for 2021
  • The critical issues that matter to your peers and other revenue leaders
  • Best practices for addressing the economic and financial challenges in today's workforce and external environment
Speakers: Jeff Santelices, Chief Revenue Officer, MindTickle
Nick Salas, Head of Sales Enablement, MindTickle
2:30 pm – 2:45 pm
Networking Break
2:45 pm – 3:30 pm
Open
Uniting People, Processes, and Technology to Win the Moments that Matter + Concluding Remarks
Session Speaker: Andee Harris, CEO, Challenger

Concluding Remarks: Gerhard Gschwandtner, Founder and CEO, Selling Power
Alice Heiman, Founder & Chief Sales Officer, Alice Heiman, LLC
Close
Uniting People, Processes, and Technology to Win the Moments that Matter + Concluding Remarks

In a 30-minute keynote address, Challenger CEO Andee Harris discusses how the right combination of people, processes, and technology can move the world forward. Her address will also touch on topics such as conscious leadership, the challenges of developing a winning culture in sales, and uniform guidelines sales leaders can adopt to win the moments that matter.

Session Speaker: Andee Harris, CEO, Challenger | @_challengerinc

Concluding Remarks: Gerhard Gschwandtner, Founder and CEO, Selling Power | @gerhard20
Alice Heiman, Founder & Chief Sales Officer, Alice Heiman, LLC | @aliceheiman
11:00 am – 11:35 am
Open
Opening Keynote: Build Your Story Playbook
Session Speaker: Matthew Pollard, Founder and CEO, Rapid Growth, LLC

Welcome: Alice Heiman, Founder & Chief Sales Officer, Alice Heiman, LLC
Close
Opening Keynote: Build Your Story Playbook

What if your sales team could have an instant advantage over all your competition? What if you could quadruple appointments, shorten sales cycles, and skyrocket profits – all by applying one powerful technique? If your sales team needs this kind of edge, “Build Your Story Playbook®” provides the breakthrough you've been looking for. Shift your sales team away from the uncomfortable bulldog tactics of the past, to a new, relaxed, and scientifically proven methodology that consistently multiplies results – guaranteed. You will be able to:
  1. Discover a step-by-step process for creating true client stories that will increase your sales team's results 4-10X.
  2. Learn how to implement your new strategy with new-hire induction to drastically reduce the cost of training and onboarding – getting your team more productive, faster.
  3. Develop a culture that attracts and retains the best and brightest.
  4. Say goodbye to the high-pressure, high-stress environment, and say hello to easier closes and a lot more money.
Session Speaker: Matthew Pollard, Founder and CEO, Rapid Growth, LLC | @MatthewPollard_

Welcome: Alice Heiman, Founder & Chief Sales Officer, Alice Heiman, LLC | @aliceheiman
11:35 am – 11:45 am
Networking Break
11:45 am – 12:15 pm
Open
Learn to Forecast with Confidence with Erik Charles
Speaker: Erik Charles, VP, Solutions Evangelist, Xactly
Close
Learn to Forecast with Confidence with Erik Charles

When it comes to sales forecasting, there's little room for error, and tolerance for missing revenue targets is dwindling. According to Gartner, a majority (55%) of sales leaders do not have high confidence in their forecasting accuracy, and CSO Insights states that 67% of organizations lack a formalized approach to forecasting altogether. But it's nearly impossible to forecast accurately when you're manually predicting revenue and basing assumptions off of gut instincts.

It's time to level-up your forecasting with a data-driven strategy. Using your Salesforce data that flows into Xactly Forecasting, you can forecast with precision and call your number with confidence.

Speaker: Erik Charles, VP, Solutions Evangelist, Xactly
12:15 pm – 12:30 pm
Networking Break
12:30 pm – 1:00 pm
Open
Turning Sales Enablement into a Strategic Business Function
Speaker: Russ Walker, SVP, Sales Operations & Enablement, Datasite
Close
Turning Sales Enablement into a Strategic Business Function

By operating as a strategic business function, sales enablement can transform sales effectiveness and increase sales results. In this session, Russ Walker, SVP Sales Operations & Enablement at Datasite, will share actionable practices for developing a sales enablement strategy that aligns with your sales organization to deliver maximum impact.

Speaker: Russ Walker, SVP, Sales Operations & Enablement, Datasite | @rjwalker023
1:00 pm – 1:15 pm
Networking Break
1:15 pm – 1:45 pm
Open
What's in the CARDS? 5 Post-Pandemic Sales Strategies
Speaker: Cherilynn Castleman, Chief Learning Officer, Sistas In Sales and Managing Partner/Executive Coach, CGI
Close
What's in the CARDS? 5 Post-Pandemic Sales Strategies

As the economy continues to recover from the pandemic, modern consumers expect more out of their salespeople. Everything we knew about clients and consumer behavior has changed, and – to drive success in a post-pandemic economy – our approach must change as well. Learn the skills and techniques you need to succeed in sales in 2021 and beyond. Discover how to drive exponential revenue growth in a post-pandemic economy by creating authentic connections and strengthening client relationships.

Speaker: Cherilynn Castleman, Chief Learning Officer for Sistas In Sales, Managing Partner/Executive Coach for CGI | @masterfulgrowth
1:45 pm – 2:00 pm
Networking Break
2:00 pm – 2:30 pm
Open
How Virtual Sales Coaching Boosts Win Rates
Speakers: Elay Cohen, CEO and Co-founder, SalesHood
Dave Appel, Head of Subscription and SaaS Vertical, Sage Intacct
Close
How Virtual Sales Coaching Boosts Win Rates

Join us as Elay Cohen, CEO and founder of Saleshood, and Dave Appel, Head of Subscription and SaaS Vertical at Sage Intacct, discuss proven ways to update your sales process to get your teams better prepared for virtual selling. They'll explain a number of process and system recommendations to implement with your teams to enable better virtual selling education and execution, how to close deals faster in a remote environment and how to turn meetings into momentum.

Speakers: Elay Cohen, CEO and Co-founder, SalesHood
Dave Appel, Head of Subscription and SaaS Vertical, Sage Intacct
2:30 pm – 2:45 pm
Networking Break
2:45 pm – 3:15 pm
Open
Motivating Through the Madness + Conference Wrap Up
Session Speaker: Victor Antonio, Host of the Sales Influence Podcast, and Author, Sales Ex Machina: How Artificial Intelligence is Changing the World of Selling

Conference Wrap Up: Gerhard Gschwandtner, Founder and CEO, Selling Power
Alice Heiman, Founder & Chief Sales Officer, Alice Heiman, LLC
Close
Motivating Through the Madness + Conference Wrap Up

As technology continues to contort, transform and evolve in the world of selling, we can't afford to take our eyes off the big prize, performance! The one constant to winning in sales are your salespeople. How do you keep your sales team motivated? How do keep them pulling in the same direction? How do you stop salespeople from going negative and keep them focused on the hunt for more business? How do you manage and motivate reps remotely and keep them engaged? How do you keep top performing reps from leaving? What can you do to help your team be more productive without micromanaging them? If you're a manager, sales leader, or CEO and are struggling with some or all of the above, this keynote provides some actionable to motivate your team through the madness of change.

Session Speaker: Victor Antonio, Host of the Sales Influence Podcast, and Author, Sales Ex Machina: How Artificial Intelligence is Changing the World of Selling

Conference Wrap Up: Gerhard Gschwandtner, Founder and CEO, Selling Power | @gerhard20
Alice Heiman, Founder & Chief Sales Officer, Alice Heiman, LLC | @aliceheiman

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Media
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Conference Sneak Peek
Andee Harris, CEO, Challenger