Agenda

Fireside Chat: Accelerating Revenues

In this fireside chat with Manny Mendina, CEO of Outreach, we learn the success story of an immigrant entrepreneur who co-created a business empire valued at over $4 Billion. Discover the secrets to creating a mindset of an inspiring leader that has overcome many obstacles. Also, learn how he created an industry leading sales organization that helps clients around the world drive revenues.

Speaker: Manny Medina, CEO, Outreach
Gerhard Gschwandtner, Founder & CEO, Selling Power

7 Sales Compensation Solutions To Accelerate Growth

The primary duty of the sales compensation plan is to drive growth. How well is your current plan achieving this objective? We ask a lot of the sales compensation program. With multiple objectives, maybe we are asking too much. In this session, learn the 7 key elements of a successful sales compensation plan. Ensure you incentive plan is aligned, simple and motivating.

Speaker: David Cichelli, Revenue Growth Advisor, The Alexander Group Inc.

Converting LinkedIn Connections to Conversations

"If I could just get more at-bats", says almost every sales rep I have ever met. It is all about starting the conversation, and getting your ideal buyers excited to take your call... but you have to earn the right to make that happen! In this 45-minute session, Brynne Tillman, CEO of Social Sales Link and the LinkedIn Whisperer will take you through the journey of positioning yourself as the subject matter expert and thought leader that is attracting the right people on a consistent basis. We will cover:

1. The social selling mindset that proves to your buyers that they actually matter to you
2. Positioning your profile to be value-centric not just a resume or worse yet a pitch deck
3. Finding and engaging targeted connections that you have been ignoring
4. Leveraging your clients to get referrals
5. Exactly what to do and say to get raised hands and appointments set

Speaker: Brynne Tillman, CEO, LinkedIn Whisperer, Social Sales Link

How I Use Video to Grow Sales

In my session, Selling with Video, you will learn how to leverage the power of video to bring you closer to your customer and nail the sale. Unlock the key to using your creativity to imagine and embrace new ways of communicating through video and leverage the Information Confirmation Framework to build video into your information confirmation statements. You will learn why video is so effective, when to use it, and how to set yourself apart from your competitors!

Speaker: Shari Levitin, Professional Speaker, Author of Heart and Sell, and CEO, Shari Levitin Group

A New Understanding of Buyer Centricity

"We are buyer centric!" But are we really? While we believe we have the customer in mind in everything we do, our systems, processes and approaches are systemically seller centric. In this talk, Todd will explore:

• The true meaning of buyer centricity
• Reveal ways we are accidentally doing the opposite
• Discuss ways video can be used for good and become a helpful addition to the buying journey
• Provide simple ways to adjust our approach to speed sales cycles, increase win rates, and lose less to the status quo

Speaker: Todd Caponi, Bestselling Author

Slow Down to go Fast (and Win!)

A day in the life of a Sales Enablement leader is hectic. There is always: a task to complete, content to review, a conversation to be had, or a fire to put out. The best leaders – the ones who win – know when to hit the brakes, reevaluate, and position for success. Professional marathon runners know how important it is to slow down at the right moment; The break is more important than the accelerator. If you pace correctly, you'll have an advantage. The practice of resting at the right moment is how professional marathoners win. The same applies in business: Slow down at the right moment to accelerate faster than the competition, and win.

Speaker: Meagan Davis, Head of Sales Enablement, Hunters AI

Mastering the Upsell: Accelerating Sales to Existing Clients

One of the most often ignored strategies for growing your business is the ability to mine your existing customer base. In this session, you'll first understand that the opportunities to grow your business are all around you.

You'll learn how mining your existing customer base will help you both reduce your client acquisition cost (CAC) and increase a customer's lifetime value (LTV).

This session offers different upselling strategies that you apply immediately to get customers to buy more from you thereby increasing your share of the customer's wallet. If you're looking to grow your revenues and are frustrated by the poor results of your outbound or inbound strategies, this book is for you. Beyond outbound and inbound, there's upbound; growing your revenues with existing clients.

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

Presenting with Purpose to Accelerate Revenues

Charlie Cina the author of the bestselling book Expose and Close will share how you can present yourself in a way that's unforgettable at the first point of contact and position yourself as the only logical choice. He will outline how words trigger pictures, which trigger emotions and lead to action steps. Get ready to learn how to build the mindset, use the right words that lead to productive relationships, create the mission and deploy the right moves to success. He will also reveal how to use every opportunity, relationship, tool, strategy, and technique to get to the close.

Speaker: Charlie Cina, CEO, OneTapConnect

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

How CROs Align Revenue Operations for Scaling Your Business

In this session, you'll hear from Warren Zenna, CEO of the CROCollective how successful companies convert the traditional siloed revenue model into an integrated revenue engine that leads to predictable growth. It all begins with a roadmap that prepares the company for a CRO-led organization that unites sales, marketing, and customer success where all stakeholders execute based on highly effective operational and cultural principles. Each participant in the live session will receive a copy of the revenue team assessment that you can use to determine your level of CRO readiness.

Speaker: Warren Zenna, CEO, CRO Collective

Fireside Chat: Revenue Enablement In Action

In this fireside chat with Russ Walker, you will learn his perspective on the recent changes from sales enablement to revenue enablement in his financial software company Datasite. His organization has been chosen as the best company to sell for by Selling Power magazine. Russ will share insights into the advanced support system his department has created for their worldwide sales organization that includes onboarding, sales training, compensation strategies and regional sales kick offs around the world. He will also share details on the tech stack his team has chosen to insure sales and customer success.

Speakers: Russ Walker, SVP Revenue Enablement, Datasite
Gerhard Gschwandtner, Founder and CEO, Selling Power

Revenue Leadership: Aligning Stakeholders

In this session, you will learn how Revenue Leaders align all stakeholders to achieve growth. Discover the typical dysfunctions that hold teams back and how to eliminate them. Also learn how you can uncover and leverage the hidden strengths of your team. Kevin shares proven, practical, and actionable steps that you can apply to create an optimized revenue operation.

Speaker: Kevin Dorsey, Practice Lead: Revenue Leadership, Winning By Design

CRO Perspectives on the Future of Revenue Generation

The Post Pandemic and Recession have shifted the focus on Revenue Acceleration and Revenue Operations for B2B Businesses. The rise in RevOps and Revenue Engine strategies is resulting in a seismic shift in the way Revenue Leaders view their roles and responsibilities.

Companies are using more channels and activating revenue growth through more models than ever. This looks like it's only the beginning of a new approach toward growth that is only going to increase over the next 12 months.

This increase in operational complexity will demand even stronger alignment among disciplinary functions – sales, marketing, customer success, and operations – in order to accelerate growth and drive predictable revenue.

The function of Revenue Operations is now at its highest. There are over 5000 “revenue operation” related job listings on Linkedin. This is evidence that B2B companies recognize the importance of data-driven fundamentals in building aligned revenue teams.

In this provocative panel discussion, seasoned CROs will discuss the future of revenue growth and how shifts in both priority and economies are impacting the approach to revenue acceleration and optimization.

Moderator: Warren Zenna, CEO, CRO Collective
Panelists: Denise Hayman, Chief Revenue Officer, Sonrai Security
Todd Heger, Chief Revenue Officer, Digilant
Ryan Mang, Chief Revenue Officer, Newfront
Zorian Rotenberg, Sales & Revenue Growth Advisor, Charlesbank Capital

Accelerating Growth in a Recession

If you are in business long enough, eventually you will be required to grow revenue in a difficult environment. While some people make excuses, reducing their goals or giving up and trying to wait out a downturn. There are, however, strategies available to enable you to continue to create and win new opportunities. The lessons here are the result of being required to lead growth in 2001, 2008, and 2020. You will leave this training with five major proven strategies you can employ with your teams to improve your results in a downturn.

Speaker: Anthony Iannarino, Managing Director, B2B Sales Coach & Consultancy

Grow Your Career – Grow Your Sales

Performance will get You Paid; however, It Won't Get You Promoted

With evolving hybrid workplace as the norm for the foreseeable future, everything we knew about leading sales teams and how to connect with them has changed. To drive success in a post-pandemic economy, our approach must also change.

• Learn the 3 key strategies to evaluate your career.
• Discover the 4 areas of Executive Presence.
• Leveraging the '4 D' framework as a roadmap navigating corporate promotions.

Speaker: Cherilynn Castleman, Managing Partner/Executive Coach, CGI