Speakers
As a top leadership development CEO, Tricia Benn has a proven track record of driving double-digit growth year after year, transforming businesses through innovation, strategic partnerships, and Read full bio
As a top leadership development CEO, Tricia Benn has a proven track record of driving double-digit growth year after year, transforming businesses through innovation, strategic partnerships, and cutting-edge leadership strategies. A trusted advisor and mentor, Tricia guides top executives, founders, and investors in scaling their businesses, optimizing leadership, and navigating high-stakes decision-making with clarity and confidence. With unparalleled access to a global network of business leaders, Tricia fosters high-value connections that drive business acceleration, collaboration, and long-term success. As CEO of C-SUITE NETWORK™ and General Manager of The Hero Club, she has created a powerful ecosystem of executives, industry leaders, and investors focused on integrity, transparency, and meaningful business success. Close
Session: The Human Edge: From Managing People to Shaping Destinies
In the age of AI, your most powerful competitive advantage isn't your tech stack – it's you. Tricia Benn, CEO of C-Suite Network, delivers a keynote that cuts to the heart of modern sales leadership: the courage to lead with empathy, vulnerability, and authentic presence at scale. From building psychological safety across distributed teams to having the courageous conversations that transform culture, Tricia reveals why the leaders who inspire lasting loyalty are those who show up fully human – not just fully prepared. Leave ready to stop managing people and start shaping destinies.
The number one determinant of success for any individual or organization is the ability to communicate effectively. Jeff Bloomfield is one of the world's leading experts in the applied neuroscience Read full bio
The number one determinant of success for any individual or organization is the ability to communicate effectively. Jeff Bloomfield is one of the world's leading experts in the applied neuroscience of communication, the art and science of how the brain processes information, builds trust, and makes decisions. As an applied neuroscience researcher, Jeff translates the latest discoveries in biology, physiology, and psychology into practical tools that help people communicate with clarity, empathy, and impact. His evidence-based frameworks have been implemented by Fortune 500 companies, entrepreneurs, and leaders across the globe to improve performance, influence, and connection. Before founding multiple award-winning companies, Jeff spent his early career as a biotech executive, where he learned firsthand how scientific insight and human connection intersect. Those experiences, combined with his personal journey from farm boy to boardroom leader to cancer survivor, shaped his conviction that the most powerful form of leadership begins with how we communicate. Today, Jeff is a best-selling author of NeuroSelling, NeuroCoaching, and Inspired by a True Story, a globally recognized keynote speaker, and the founder of Braintrust, a research-driven training firm specializing in sales, leadership, and storytelling through the lens of neuroscience. His work equips audiences with the mindset, skillset, and toolset to rewire how they think, lead, and connect, transforming not just what they do but how they do it. Close
Session: The #1 Reason Sellers Don't Perform Under Pressure (In Spite of $85B Spent on Tools & Training)
Organizations are investing more than ever in sales tools and training…yet performance under pressure continues to fall short in the moments that matter most. Why? Because when stakes are high, sellers don't rise to the level of their knowledge… they fall to the level of their habits.
This keynote challenges the traditional approach to sales enablement by shifting the focus from information to behavior. Grounded in neuroscience, it unpacks how pressure impacts the brain, why even top performers default to ineffective patterns, and what it really takes to build habits that hold up in real-world selling environments.
Attendees will walk away with a new understanding of how to align training with how the brain actually learns, retains, and performs–along with practical strategies to build repeatable, high-impact behaviors that show up when it counts most. Because in today's high-pressure sales landscape, performance isn't about what your team knows. It's about what they've trained to do automatically.
Jim Cathcart, CSP, CPAE is in the Sales & Marketing Hall of Fame for his concept of "Relationship Selling." As one of the world's leading authorities on Sales Motivation he has written 28 books, Read full bio
Jim Cathcart, CSP, CPAE is in the Sales & Marketing Hall of Fame for his concept of "Relationship Selling." As one of the world's leading authorities on Sales Motivation he has written 28 books, delivered over 3,500 convention speeches and his TEDx video has over 3 million views. Past president of the National Speakers Association and a Mentor to Professional Experts worldwide. Jim knows leadership from the ground level and the boardroom. He's been a friend of Selling Power for over 40 years. Close
Session: Lead in Ways That Make Others Want to Follow
For 50 years Jim Cathcart has led and trained others to lead organizations from 10 members to 356,000 members. His specialty is Ground-Level Leadership, doing what needs to be done even when you don't feel like it. Jim's belief is that if you cannot lead yourself, you should not be leading others. All leadership begins with self-leadership. Jim is author of 28 books, and in the Sales & Marketing Hall of Fame.
You will learn:
- How to focus people on your Purpose and your Process.
- How to truly Motivate people who might not want to be motivated.
- How to gain adoption of new technology, like A.I. when many resist the change.
- How to approach Leadership from a higher level with greater results even at ground level.
Chris Courneen is Senior Vice President and Global Head of Human Resources (CHRO) at MS International, Inc. MSI, one of the largest importers of goods into the United States and North America's Read full bio
Chris Courneen is Senior Vice President and Global Head of Human Resources (CHRO) at MS International, Inc. MSI, one of the largest importers of goods into the United States and North America's leading supplier of flooring, countertops, and hard surface building materials. With nearly two decades of experience spanning Sales, Distribution, Supply Chain, and HR leadership, Chris operates at the intersection of sales operations and enterprise performance. He supports a large, distributed sales and sales support workforce across MSI's national and global footprint, designing systems that improve hiring precision, accelerate ramp time, strengthen accountability, and protect margin. A national speaker on AI and workforce modernization, Chris focuses on applying artificial intelligence, data, and automation to help sales leaders move from intuition-driven management to scalable, performance-driven operating models. Close
Session: The 10x Sales Leader: AI, Data & Automation as Force Multipliers
The best sales leaders are no longer just motivators – they're systems builders. In this high-impact session, Chris reveals how AI, data, and automation are transforming every pillar of sales leadership: hiring for evidence over charisma, coaching at scale without losing meaning, eliminating junk work so leaders can focus on strategy, and building a culture where technology develops people rather than polices them. With real-world examples and tools you can use immediately, you'll leave with a clear blueprint for becoming the kind of leader who doesn't just manage the future – but builds it.
As the world's leading speaker and sales trainer for high-performing mortgage professionals, Todd sells out high-profile stages around the world, teaching the top 1% of mortgage professionals how to Read full bio
As the world's leading speaker and sales trainer for high-performing mortgage professionals, Todd sells out high-profile stages around the world, teaching the top 1% of mortgage professionals how to move away from the transactional style of selling to an intimate, relationship-focused approach that converts and fills pipelines. Simply put... Todd is much more than just a speaker, best-selling author, trainer, or award-winning High Trust Sales coach. His strategies are singlehandedly the missing link sales professionals have been searching for to not just hit their business and sales goals, but to excel in every area of their lives. Close
Session: Sales Transformation by Self Transformation
Sales doesn't transform when tactics change–it transforms when people do. In this powerful session, Todd Duncan reveals how your identity, habits, and beliefs drive your income more than any script ever will. Shift who you are, and you'll multiply what you earn, how you lead, and the legacy you leave.
Michael Eaton is a seasoned sales executive, entrepreneur, and innovator with more than three decades of experience leading national sales organizations and scaling startups into thriving Read full bio
Michael Eaton is a seasoned sales executive, entrepreneur, and innovator with more than three decades of experience leading national sales organizations and scaling startups into thriving enterprises. As the founder of Virtual Instinct, Michael has reimagined sales training through Virtual Sales Practice (VSP) immersive, experiential learning sessions where professional actors play customer personas, enabling sales teams to rehearse, refine, and strengthen their conversations. He also leads Improv for Sales programs, drawing on his 13+ years of improv and on-camera acting training to bring lessons into the sales arena, developing agility, confidence, and emotional intelligence in professionals. Previously, Michael served as Vice President of Sales at ERISAPros, where he built lasting partnerships with many of the nation's largest insurance brokers. Previously, he served as President of PowerTrade, where he helped transform the startup into a recognized industry leader. His career achievements include top-performer awards at Nextel and Intellivoice, as well as a 10-Year Growth & Leadership Award at ERISAPros. Michael is known for his ability to combine entrepreneurial thinking with a team-player attitude, excelling in strategic planning, leadership development, and building high-performing teams. His work continues to help organizations improve win rates, customer experience, and long-term growth through the power of practice. Topics of Expertise:
- Virtual Sales Practice & AI-assisted enablement
- Sales leadership & startup growth
- Improv and acting as tools for communication, influence, and presence
- Building resilient, high-performing teams
Session: Fireside Chat: AI Trains Knowledge. We Hone Instinct: The Human Edge in Sales Performance
Virtual Instinct, a Virtual Sales Practice agency, joins Selling Power for a fireside chat on the evolving role of AI in sales performance. AI avatar platforms are rapidly reshaping the market—delivering scale, repetition, and data-driven feedback to reinforce knowledge and consistency. That narrative is clear: practice more, forget less, improve faster.
Virtual Instinct defines a different lane. We are a creative firm with consultative expertise that designs realistic sales role-play environments—combining professional actors and avatars—to develop the human side of performance. We provide the stage where salespeople practice and perform, refining the human intuition that determines outcomes in real conversations.
AI trains the literal—what to say. We train the instinct—when to say it, how it lands, and whether it moves the moment forward. This conversation is designed for leaders navigating AI adoption. The question is not whether to use AI—it's whether your team is developing the human instincts that technology cannot replace.
Helen Fanucci is the Founder and CEO of PipelinePower.AI. Shes a sales performance expert and an author of Love Your Team, A Survival Guide for Sales Managers in a Hybrid World. Helen Read full bio
Helen Fanucci is the Founder and CEO of PipelinePower.AI. Shes a sales performance expert and an author of Love Your Team, A Survival Guide for Sales Managers in a Hybrid World. Helen coaches sales leaders to build high performing teams that deliver predictable revenue results. As an MIT-trained engineer she developed the Love Your Team system of management over a 25-year career on the front lines at top tech companies including Apple, Sun Microsystems, IBM, and Microsoft. Helen has built and led high-performing sales teams responsible for billions in revenue. Close
Session: The Trust Dividend: How Great Sales Leaders Win in the Age of AI
Sales leadership has never been more complex. AI-empowered buyers arrive informed and skeptical. Sellers must create trust and deliver value in every conversation and interaction. The old management playbook is obsolete. In this session, Helen Fanucci, bestselling author of Love Your Team and veteran sales leader from Microsoft, Apple, and IBM, unpacks the three core principles of modern sales leadership required for sustainable results: building trust-based teams, coaching sellers to win in high-stakes buying environments, and harnessing AI intentionally to grow revenue and competitive advantage.
Sharon Gai is an expert in AI and innovation. She helps organizations do more with less using AI. In her tenure at Alibaba, she advised brands and heads of state in crafting their digital strategy Read full bio
Sharon Gai is an expert in AI and innovation. She helps organizations do more with less using AI. In her tenure at Alibaba, she advised brands and heads of state in crafting their digital strategy with programmatic marketing and AI. She has worked with TEDx, Singularity University, UBS, Deloitte, Walmart, LVMH, Nestle, Coca Cola, Lenovo, and many others. She is in the AAE list of Top Keynote Speakers in 2023. She is a Top AI Voice 2026, RETHINK Retail's Top Retail Expert and a LinkedIn Community Top Voice in 2024. She has appeared on CNN, NBC, Bloomberg, Reuters, ABC, CBC, CCTV, TechCrunch, and The Next Web. She is the author of the book, Ecommerce Reimagined and How To Do More with Less Using AI. Sharon has an Honors Bachelor's degree in International Development from McGill and a Masters in Information Management from Columbia University. When she is not speaking, she is jamming on electric keyboards with her band, writing jokes for her stand up comedy set or sharing tips on how to maximize productivity at sharongai.com. Close
Session: How to Do More with Less: Future-Proofing in the Age of AI
AI SDRs and go-to-market engineers are already replacing parts of the sales function. The question isn't whether your team will be affected; it's whether they'll be ready. In this session, Sharon Gai (Keynote Speaker and author of How to Do More with Less Using AI) introduces her Hive Structure framework to help sales leaders separate the "bee tasks" that AI should own from the "beekeeper tasks" where humans 100x their impact. Walk away with a practical playbook for restructuring your sales team to thrive alongside AI, not get eliminated by it.
Jonathan Gardner is the Senior Director of Account Management at ZoomInfo, where he leads high-performing teams focused on customer expansion, retention, and delivering exceptional customer Read full bio
Jonathan Gardner is the Senior Director of Account Management at ZoomInfo, where he leads high-performing teams focused on customer expansion, retention, and delivering exceptional customer experiences. With over five years at ZoomInfo, Jonathan has progressed from Sales Manager to his current leadership role, consistently driving impressive business results including a 60% increase in average selling price and a 20% improvement in renewal rates. Jonathan's leadership philosophy centers on cultivating a culture of continuous learning, calculated risk-taking, and developing talent at every level. He specializes in coaching managers and sales professionals to maximize their impact, while taking a consultative approach that deeply understands and solves customer business problems. Through strategic process improvements and cross-functional collaboration, Jonathan has built teams that don't just meet goals, they exceed them, creating substantial value for customers and driving sustainable growth for ZoomInfo. Close
Session: The AI-Augmented Sales Team: Tactics to Personalize, Prioritize, and Execute at Scale
Only about 5% of your addressable market is in-market at any given time.
When buyers are in-market, they don't move quietly. They leave signals everywhere. They hire. They research. They read reviews. They visit your website. They evaluate your competitors.
Most go-to-market teams don't have a unified way to capture those signals, score them, and turn them into motion in real time. This is a problem of activation failure.
Join ZoomInfo's Jonathan Gardner, Senior Director of Sales (R&G), for a fast, tactical 15-minute session on how AI-augmented sales teams are closing the activation gap, and what you can put into practice immediately.
You'll discover:
- How to capture and act on buyer signals in real time
- What AI-powered personalization and prioritization actually looks like in practice
- How to dismantle complexity and give your sellers one place to execute
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 x at @gerhard20. Close
Jay Kaza is an AI-enabled growth strategist with over two decades of technology and transformation experience, advising organizations on how to scale innovation and drive sustainable, tech-led Read full bio
Jay Kaza is an AI-enabled growth strategist with over two decades of technology and transformation experience, advising organizations on how to scale innovation and drive sustainable, tech-led growth. He is a frequent speaker, published author in leading journals including Harvard Business Review, Selling Power etc. Jay currently works for McKinsey and Company as a Senior Expert-Associate Partner, leading large transformations and advising clients on commercial excellence, revenue operations, AI and technology-enabled commercial acceleration. Close
Session: The New Frontier of B2B Sales: Rewiring the Sales Engine with AI
Most organizations are layering AI onto broken processes and seeing limited impact. The real opportunity lies in "rewiring" the sales engine clean-sheeting workflows from lead generation to deal execution and redesigning how humans and AI agents work together.
This session introduces a practical framework to move from incremental AI adoption to full sales transformation, showing how companies can unlock meaningful growth, productivity, and speed by rebuilding not just digitizing their commercial processes.
Bill McDermott is the CEO of cloud automation platform ServiceNow. He is the former CEO of SAP, the third largest software and programming company in the world. Starting from a working-class Read full bio
Bill McDermott is the CEO of cloud automation platform ServiceNow. He is the former CEO of SAP, the third largest software and programming company in the world. Starting from a working-class background, McDermott managed to work his way up through the corporate ladder to running a multi-billion dollar company and is now one of the most successful and highly regarded CEO's in any industry. McDermott's journey is chronicled in his best-selling book, Winners Dream, which was released in October 2014. Working Class to CEO. Growing up in working-class Long Island, a sixteen-year-old McDermott traded three hourly wage jobs to buy a small deli, which he ran by instinctively applying ideas that would be the seeds for his future success. After paying for and graduating college, McDermott talked his way into a job selling copiers door-to-door for Xerox, where he went on to rank #1 in every sales position he held and eventually became the company's youngest-ever corporate officer. Eventually, McDermott left Xerox and in 2002 became the unlikely president of SAP's flailing American business unit. There, he injected enthusiasm and accountability into the demoralized culture by scaling his deli, sales, and management strategies. In 2010, McDermott was named co-CEO, and in May 2014 he became SAP's sole, and first non-European, CEO. SAP. As the world's leading provider of business software, SAP's more than 98,600 employees and its vast ecosystem enable 437,000 customers of all sizes in more than 25 industries and 180 countries worldwide. SAP AG is headquartered in Walldorf, Germany, and McDermott is based at the company's North American headquarters location in Newtown Square, Pennsylvania. McDermott was first named to the SAP Executive Board in 2008 to manage global field operations. During this time, he has been instrumental in re-architecting the company's go-to-market strategy, closely aligning the field organizations with the product development teams. Prior to his role on the SAP Executive Board, McDermott led SAP's operations in the Americas and Asia Pacific Japan regions. Since he joined SAP in 2002, the company has delivered unparalleled growth in market share, revenue, and customer satisfaction in key markets. Siebel and Xerox. Before joining SAP, McDermott served as executive vice president of Worldwide Sales and Operations at Siebel Systems, and president of Gartner, Inc., where he led the company's core operations. He spent 17 years at Xerox Corporation. In 1997, through his leadership, McDermott's division received the Malcolm Baldrige Award, presented annually by the President of the United States to businesses judged to be outstanding in several areas. Accolades. McDermott has been recognized for his business leadership by a number of organizations. In 2013, he and Jim Snabe were ranked #2 on Glassdoor.com's listing of the top 50 Highest Rated CEOs, based on their 99% approval rating from employees. Philanthropy. He is an active community leader and advocate for corporate social responsibility. For his commitment to an unprecedented children and families information system, he was honored with the 2012 Promise Award by the Children's Aid Society of New York City. He was lauded as the 2012 NPower Gala Honoree and was also named "Idealist of the Year" in 2008 by City Year Greater Philadelphia for his civic leadership and "commitment to improving the community and the lives of those who live in Philadelphia." In 2005, he was elected to the U.S. Chamber of Commerce, the world's largest business federation, and to the Chamber Foundation Board. In 2011, the TechAmerica Foundation presented him with the Terman Award for Corporate Leadership in recognition of his commitment to public-private partnerships, education and innovation. Education. McDermott holds an MBA in business management from the J.L. Kellogg Graduate School of Management at Northwestern University and he completed the Executive Development Program at the Wharton School of the University of Pennsylvania. Close
Session: Fireside Chat: Navigating Change – AI and the Future of Business
Join Bill McDermott, CEO of ServiceNow, for a dynamic fireside chat at the AI Sales Summit. During the this session we will explore:
- The Evolving Business Landscape: AI isn't just a technology; it's the foundation for future innovation. Bill will help you understand the key challenges sales leaders face today amidst rapid technological change.
- Strategic AI Investments: AI's promise lies in its ability to make the complex simple and the mundane extraordinary. Learn how to prioritize AI investments to maximize business impact.
- AI Development Journey: We need to embrace AI as a partner that empowers human capability, not as a replacement for it. Gain insights into the milestones reached and future advancements over the next three years.
- Transformation with ServiceNow's AI Platform: In a world where everything is connected, AI is the key to unlocking the potential of that connectivity. Discover how ServiceNow is reshaping business operations through AI.
- Preparing for the Future: The future belongs to those who can harness the power of AI to drive meaningful change in their organizations. Discover practical steps you can take now for sustainable success.
Tim Riesterer, Chief Strategy Officer at Corporate Visions, is the sought after expert on evidence-based revenue growth using counterintuitive approaches. Known for his candid thought leadership and Read full bio
Tim Riesterer, Chief Strategy Officer at Corporate Visions, is the sought after expert on evidence-based revenue growth using counterintuitive approaches. Known for his candid thought leadership and engaging keynotes, he's spent decades testing and refining go-to-market strategies that put buyers squarely at the center. Tim is the author of four insightful books, including Customer Message Management, Conversations that Win the Complex Sale, The Three Value Conversations, and The Expansion Sale. Close
Session: Create Moments, Not Just Milestones: The Missing Link in Your Sales Methodology
Most sales teams have a process. Stages. Exit criteria. Required actions.
But evidence from 150,000 B2B buyer decisions makes one thing clear: Success doesn't come from running a process-compliant engagement. You must create a differentiated buyer experience.
Too many sales methodologies are built to measure seller progress, not shape buyer decisions. They help teams hit milestones, but they do far less to create the experiences that win deals.
Milestones measure progress. Moments create it.
In this session with Tim Riesterer, Chief Strategy Officer at Corporate Visions, you'll see why today's sales methodology needs to do both: give sellers a clear process to follow and equip them to create the high-impact moments that influence how buyers evaluate, prioritize, and justify change.
You'll learn how to:
- Diagnose where your current sales process tracks activity but fails to create meaningful buyer progress
- Redesign milestones around the moments that differentiate your buying experience and win more deals
- Build a sales methodology that's both process-compliant and experience-driven, so your team can execute it consistently at scale
Jeff Seeley is Chief Executive Officer of Carew International, a leading sales training and leadership development provider. Prior to becoming CEO in 2001, Jeff had been affiliated with the Carew Read full bio
Jeff Seeley is Chief Executive Officer of Carew International, a leading sales training and leadership development provider. Prior to becoming CEO in 2001, Jeff had been affiliated with the Carew organization for over 20 years as a customer, board member and executive team member. Seeley came to Carew International from Hillenbrand Industries (NYSE – HI), a Fortune 1000 Company, where he served as Senior Executive Vice President in charge of sales, marketing and corporate development for a $1.4 billion segment. Throughout his 13-year tenure at Hillenbrand, Jeff also held executive leadership positions in strategic planning, mergers and acquisitions, international business and operations. Today, Seeley enjoys a leadership role in the training industry and business community. He is a frequent keynote speaker at industry events, national corporate sales meetings and professional conferences, as well as a widely published author of articles and white papers. Under his leadership, the Carew organization has been consistently named among the best sales training companies by Selling Power Magazine. Seeley is a graduate of Central Michigan University, where Carew International helped establish the nationally recognized CMU Professional Sales Institute. Close
Session: AI Doesn't Fix Broken Sales Behavior
Artificial intelligence is transforming the sales landscape, but too many organizations are discovering a costly truth: AI doesn't fix broken sales behavior.
When discovery is weak, qualification is inconsistent, coaching is irregular, and accountability is missing, investing in AI tools just amplifies the problem. In this session, Jeff Seeley, CEO of Carew International, challenges sales leaders to confront the real reason results aren't changing despite significant technology investments.
When getting the deal is critical and the sales environment is challenging, Lance Tyson helps sales leaders find the prospects, get the meeting, and close the deal. Since the age of twenty-five, Read full bio
When getting the deal is critical and the sales environment is challenging, Lance Tyson helps sales leaders find the prospects, get the meeting, and close the deal. Since the age of twenty-five, Lance has been onstage at least twice a week, delivering sales presentations to crowds of 10 to 10,000. In January of 1995, he joined Dale Carnegie, a leader in professional training programs, where he moved his way up the ranks and eventually acquired franchise ownership and built the largest and most successful Dale Carnegie sales operation in the Western Hemisphere. As Founder and CEO of Tyson Group, a Selling Power Top Sales Training Company—and with more than 30 years focused on sales training and consulting for some of the biggest brands in the world such as the Dallas Cowboys, Red Gold Tomatoes, Eli Lilly, and Topgolf—Lance's mission is to coach sales leaders in every industry to negotiate and win the complex sale. As the trusted advisor to executive management teams, Lance has had the privilege to consult on negotiation strategies on multi-billion-dollar naming rights and sponsorship deals for the nation's biggest sports stadiums. Developing entire sales forces and advising on the installation of sales methodology for premier organizations nationwide is what Lance and Tyson Group are known for—a specialty that wins them industry recognition year after year. One of the ways Tyson Group sets itself apart from status quo sales training programs is their innovative approach to team development through their Sales Team 6™ Assessment. Using a six-part assessment survey targeting the 6 Drivers of High-Performance Sales Teams, Tyson Group is able to analyze any team's metrics to determine what tools are needed to excel in their roles and help drive revenue. This allows sales leaders, CEOs, and company founders to have direct insight into their team's advantages and shortcomings as they relate to increasing sales productivity, reducing the sales cycle time, and having higher closing rates. Tyson Group utilizes data-driven, evidence-based, predictable results to provide fast turnaround consultation. As such, sales leaders no longer waste time trying to deduce where their blind spots are and instead, are able to invest energy, time, and resources into filling the gaps within their sales departments. Lance is the bestselling author of Selling is an Away Game, Igniting Sales EQ, and H2H Selling: The Human 2 Human Equation to Persuade, Influence, and Close the Deal (soon to be released). Lance resides in Dublin, OH with his wife, Lisa, and their three sons. Close
Session: The Sales Performance Gap: What's Really Preventing Revenue Growth
Most sales organizations believe they have the right strategy, process, and talent in place—yet performance remains inconsistent. Why?
Drawing on new research, this session uncovers the hidden breakdowns that often limit sales results. Sales leaders will gain insight into the misalignment between salespeople and leaders on goal attainment, why having a sales process and methodology doesn't ensure success, and how skill gaps impact deal outcomes.
Attendees will leave with a clear perspective on how to diagnose the gaps in their own organization to build a more aligned approach that delivers consistent, predictable revenue results.
Warren Zenna is a Strategic Sales and Marketing Executive with over 20 years of experience in digital marketing, integrated media, brand marketing, and emerging technology. Warren is currently the Read full bio
Warren Zenna is a Strategic Sales and Marketing Executive with over 20 years of experience in digital marketing, integrated media, brand marketing, and emerging technology. Warren is currently the Founder / CEO of The CRO Collective and Zenna Consulting Group. Now in its 3rd year, The CRO Collective is a B2B consultancy that uniquely focuses on the role of Chief Revenue Officer as an entry point to solving the pervasive issue of revenue operation misalignment in the B2B business sector.The CRO Collective works with CEOs and CROs to re-engineer revenue strategies and engineer revenue operations that meet the emerging demands of modern business dynamics. The CRO Collective offers Consulting Services, one on one advisory, and a series of courses to support the development and success of Chief Revenue Officers. In addition to The CRO Collective, Warren is also the founder of Zenna Consulting Group (ZCG). Founded in 2012, ZCG is a Strategic Advisory that focuses primarily on organic growth marketing and go-to-market positioning strategies for B2B and B2C companies. ZCG has served over 50 brands and tech companies since its inception. The firm guides the development of growth marketing strategies and overseas their tactical plans and implementations. ZCG has a solid track record of helping companies scale through client acquisition, audience growth, organic awareness, category leadership, and strategic partnership development. Clients include DailyPay, Equinox, Freshly, Skymint, LifeStance, Inspire, Semcasting, Nutrafol, Chipbrain, AdvancedContextual, Location Sciences, Freckle, Killi, AdParlor, NinthDecimal, Digital Element, DJI, and USGA. Warren is a sales and marketing veteran and seasoned agency executive. Since 1998 he has held numerous leadership roles at Digital marketing agencies both large and small, including Managing Director, EVP at Havas Media Group, where he built Havas' mobile advertising business unit, with a focus on digitally integrated marketing communications and innovation and at Publicis Groupe, in the role of Head of Mobile Strategy, he focused on developing mobile marketing and development strategies for clients in the tech, CPG, health, retail & media industries. Clients included Citi, Bank of America, Astrazeneca, Novartis, Microsoft, LOreal, Samsung, and Glaxo. Other experience includes leading sales and business development teams at iCrossing, IMC2, and Zeta Interactive.Warren holds a BFA from Syracuse University / Newhouse School. He is a regular public speaker, featured Podcast Guest, and contributing writer for Ad Age, Media Post, AdExchanger, Forbes, and a former jury member for MMA's Smarties Awards. Warren has lived and worked in New York City since 1987. Close
Session: Why CROs Fail
The CRO role has the shortest tenure in the C-suite – 18 months on average, with roughly 70% failing within two years. The conventional explanation is that companies hire the wrong person. The real answer is harder: companies aren't built for CROs to succeed, and most CROs aren't built for the job they actually accepted. In this session, Warren Zenna – Founder of The CRO Collective and advisor to hundreds of CROs over the past six years – breaks down the four risk categories that predict CRO failure: Role Risk, Organizational Risk, Execution Risk, and Future Risk. Through real-world case studies, he'll show how misaligned role definitions, organizational politics, inherited pipeline fiction, and outdated playbooks systematically destroy CRO tenures – regardless of talent.
But Warren doesn't stop at the environment. He'll address the uncomfortable truth head-on: most CROs came up through sales leadership and were never given the competency map for what the role actually demands – systems thinking, cross-functional architecture, operating model design, and board-level strategic communication. They default to running a function instead of building a system. And then everyone calls it a "bad hire" when it was actually a development problem.
You'll leave with the Risk Reduction Framework – four diagnostic questions to evaluate any CRO role – and a clear picture of the Dual Solution: the environment the company must build, and the competencies the CRO must develop. Plus live Q&A where Warren will workshop real situations from the audience.
This isn't a motivational talk. It's a mirror – and a blueprint.
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