Innovation to Drive Sales Acceleration

A recent Gartner survey found that 72% of Chief Sales Officers listed pipeline creation as their top priority for 2022. In this keynote, you will learn a proven, 7-step process for innovating your sales funnel, your sales process, and strategies to achieve sales acceleration. Gerhard Gschwandtner has interviewed hundreds of successful sales leaders who shared their hard-earned lessons that you can easily adapt to improve your sales performance. You will also learn how to incorporate a time-tested sales innovation process to give your reps the edge they need to dominate the competition.

Speaker: Gerhard Gschwandtner, Founder and CEO, Selling Power

5 Innovative Sales Technologies You Should Be Exploring Right Now

The world of selling has changed and you can't win more sales with yesterday's tools. If you're still working with the same sales technologies you used in 2021, here's some bad news: Your competition is already ahead of you. We're entering a competitive landscape where customers expect not only greater value, but also a better buying experience. Find out how to equip your sales team with innovative technologies that will make selling easier, more productive, and more profitable.

Speakers: Blair Gignac, Manager, Business Development, Vidyard
Will Aitken, Sales Evangelist, Sales Feed
Tori Taylor, Account Executive, Vidyard

Being a Magnet for Fearless Talent: Creating a Team That Adds Exponential Value In Today's Ever-Changing World

Jen Bailin, CRO, SAP CX, has over 25 years of experience building high-performance sales and engineering teams. Historically, her teams are not only successful, but they exceed profit and revenue expectations across key cloud sales and solutions contracts. Both in her current role and in past roles (Microsoft, Salesforce, Amazon Web Services, and Cisco), she has evolved as a culture-focused head of sales and she brings with her a vast amount of experience in selling to and negotiating with the largest and most strategic customers.

This fireside chat will provide Jen's perspective on leveraging and growing talent as a strategic competitive advantage and how this approach has allowed her to attract and retain fearless talent over the years. She will also address issues that face modern-day leaders in today's ever-changing world.

Moderator: Gerhard Gschwandtner, Founder and CEO, Selling Power
Speaker: Jen Bailin, CRO, SAP CX

Three Essentials of Influence That Traditional Selling Does Not Teach Us – But Should

Selling is getting harder than ever. Research confirms that there are fewer reps making quota and more decision makers who want to avoid working with them. And this is happening at the same time that hiring and retaining sales talent may be more difficult and expensive than you have ever seen in your career. Yet organizations across the globe continue to invest in training and tools that don't address the root cause: the unreceptive mindset of today's decision makers.

Today, salespeople who crush their quota are those who are best able to influence even the most unreceptive decision makers in a positive way. If helping your team become more influential is on your priority list, consider attending this session to:

• Gain insight from research that confirms the challenges of sales teams
• Understand the three P's of influence that change conversations and results
• Develop a plan to equip your team to be more effective and fulfilled, so they stay

Speaker: Marc Lamson, President, ASLAN Training & Development

The Two Word Secret to the Future of Sales

During the last two years, selling and buying strategies have changed forever - and more changes are on the horizon. In this fireside chat with international bestselling author Jeffrey Gitomer, you will learn his strategy for the present, his vision of the future, and what you can do about it today. Walk away with a new set of ideas and tools you can implement one minute after his session is over.

Moderator: Gerhard Gschwandtner, Founder and CEO, Selling Power
Speaker: Jeffrey Gitomer, New York Times Bestselling Author

How Sales Enablement Leaders Innovate and Orchestrate to Improve Customer Value

We cannot prepare for the future by repeating the past. This panel discussion will feature insights from leading sales enablement leaders on the topic of innovation and orchestration of sales enablement across the enterprise.

You will learn how to

• Keep everyone in the company focused on the end goal of creating customer value
• Create a sales enablement playbook for all departments to execute synergistically
• Cultivate the mindset and skills all employees need to embrace to create an outstanding customer experience

Panelists: Roderick Jefferson, Vice President, Field Enablement, Netskope
Sarah Fricke, SR. Director, Sales Enablement, RingCentral
Tim Ohai, Director of Global Sales Effectiveness, Workday
Daryl Spreiter, Senior Director Sales Enablement, Twilio Inc.

How Video Technology Transformed the Way We Sell

Video has become an integral part of virtual selling, offering new ways to stand out, build relationships, and explain complex ideas in a digital sales world. But what does it take to be successful with video in sales, and what kind of results can you expect with tools like Vidyard? Discover how Whatagraph is embracing video technology to elevate their sales strategy.

Moderator: Will Aitken, Sales Evangelist, Sales Feed
Speaker: Frank Sondors, SVP, Client Partnerships, Whatagraph

Love Your Team: Survival Skills for Sales Managers in a Hybrid World

How are you going to retain and attract talent in a world where anybody can work from anywhere and all companies are now your competitors in the war for talent? Without top talent, companies are at risk of going out of business. Sales managers play a huge role in retaining sales talent, delivering results, and driving company valuation and growth. In this session, Helen discusses the survival skills required to retain and attract talent in today's hot job market.

Speaker: Helen Fanucci, Digital Transformation Sales Leader, Microsoft

Turning Setbacks into Comebacks

In this powerful and inspiring fireside chat, Bill McDermott President and CEO of ServiceNow, will share his secret sauce for finding success in sales, in business, and in life. Before joining ServiceNow, he held positions as the CEO of SAP and senior executive at Xerox Corporation, where he became the youngest corporate officer at age 36.

Bill will share his perspective on the current business environment and what leaders need to do now to prepare for the market disruptions ahead. Topics discussed will include how to bring out the best in your team, how to build trust, the power of passion and diversity in sales, why underdogs are destined to win, and how to maintain hope in difficult times.

Moderator: Gerhard Gschwandtner, Founder and CEO, Selling Power
Speaker: Bill McDermott, President and CEO, ServiceNow

Elite Sales Strategies to Dominate Your Market

Anthony Iannarino, the author of four bestselling books on sales success, will share his best practices that helped him create a $50 million staffing business with only six elite sales professionals who he personally recruited, trained, and developed.

In this session, you'll learn

• The best interview questions to select the highest performing candidate (you'll get access to Anthony's 65 toughest interview questions)
• How to use a customer conversation playbook that allows salespeople to get the upper hand in difficult situations
• How to orchestrate your sales process and support functions to keep your team performing at the highest levels
• Ways to enable your team with the mindset, skill-set, strategies, and tactics to win more sales in uncertain times

Moderator: Gerhard Gschwandtner, Founder and CEO, Selling Power
Speaker: Anthony Iannarino, Managing Director, B2B Sales Coach & Consultancy

Five Key Elements of a Sales Playbook to Maximize Success

The terms "sales playbook" and "playbook" are used in so many ways and mean different things to different ears. Our discussion will answer questions such as: What is a playbook? What should it be used for? What information should be included? Do they really work? How do I put one together?

The short answer to all these burning questions is yes! And ultimately, we'll talk about the purpose of our playbooks and dive into the desired outcomes of putting them together, how to deliver the content and teachings successfully, and – by bringing these elements together – see how we can maximize the chances of success for our teams and companies.

At the end of our discussion, you'll have five key elements that must be included in the creation and rollout of your sales playbook to maximize success.

Speaker: Dionne Mejer, Founder, Inside Sales by Design

How to Stop Revenue Leakage

With more sales teams working remotely, it has become increasingly challenging for sales leaders and managers to forecast confidently or effectively guide their team to the win. Even worse, it's almost impossible to see what activities reps are focusing on or how they relate to results. In this session see leading sales teams are using RevenueGrid to see through processes, track pipeline changes (and the reasons behind those changes), take the next best steps using actionable signals, and stop revenue leakage.

Speaker: Shawn Murphy, EVP of Inside Sales, Revenue Grid