Agenda

All times listed are Eastern.

Tuesday, December 7, 2021
Wednesday, December 8, 2021
10:00 am – 10:30 am
Networking
10:30 am – 10:40 am
Conference Opening Remarks
Speakers: Alice Heiman, Founder & Chief Sales Energizer, Alice Heiman, LLC
Gerhard Gschwandtner, Founder and CEO, Selling Power
10:40 am – 11:10 am
Open
The Five Challenges to Winning in 2022
Speaker: Gerhard Gschwandtner, Founder and CEO, Selling Power
Close
How to Achieve Revenue Growth Through Sales Mastery

In this keynote, Gerhard Gschwandtner, CEO of Selling Power, will discuss the five major challenges sales organizations will face in 2022, and how to adapt and pivot to outsell your competition.

The future of selling is not an extension of the past. Why? Because, in the past five years, the world has been shaped by four innovations: social, mobile, big data, and cloud. During the pandemic, however, we've seen hundreds of breakthrough ideas emerge that help people sell better, learn faster, and become more committed to achieving their goals.

This session is designed to help sales leaders let go of what's holding them back and adapt to the new realities of the post-pandemic economy.

Speaker: Gerhard Gschwandtner, Founder and CEO, Selling Power
11:10 am – 11:20 am
Break
11:20 am – 11:50 am
Open
Next in B2B Sales: What outperformers do differently
Speaker: Jennifer Stanley, Partner and North America Lead, Sales & Channel Practice, McKinsey & Company
Close
Next in B2B Sales: What outperformers do differently

The pandemic has fast-tracked digitization – fueling omnichannel adoption at a rapid pace. Whether it's in-person, remote, or online, today's customers want it all to make smarter decisions. This shift has compelled sales organizations to reinvent themselves entirely in short order. And the reinvention is working: eight in ten B2B leaders find omnichannel as or more effective than traditional sales methods.

What are B2B outperformers doing differently? They are creating "ignite" moments that are connected, intuitive, and personal. They're anchored on purposeful, direct sales interactions where they matter most to customers, especially self-serve, 'always engaged, always on' digital channels so customers can get information when and how they want it.

In this fireside chat, Jennifer Stanley, partner, McKinsey & Company, will share how sales leaders can outperform and outdistance in 2022 using four key pillars – insights, agility, talent, and technology.

Speaker: Jennifer Stanley, Partner and North America Lead, Sales & Channel Practice, McKinsey & Company
11:50 am – 12:00 pm
Break
12:00 pm – 12:30 pm
Open
How to Diagnose and Fix Any Prospecting Challenge
Speaker: Chris Beall, CEO, ConnectAndSell
Close
How to Diagnose and Fix Any Prospecting Challenge

In science experiments, we are advised to modify only one variable at a time. But in sales, whether we are scientific or not, we are always running out of time, including the time for careful experimentation. In this session, Chris Beall will share a systematic approach to identifying which of these universal prospecting factors – your lists, sales reps, message, and delivery – are keeping your reps from making their number. Chris's step-by-step guide includes what to test and what outcomes to measure to improve prospecting performance without needing psychic powers.

Speaker: Chris Beall, CEO, ConnectAndSell
12:30 pm – 12:45 pm
Break
12:45 pm – 1:20 pm
Open
Unlocking Peak Sales Performance: New Strategies, Trends, and Tools
Moderator: Gerhard Gschwandtner, Founder and CEO, Selling Power
Panelists: Nick Salas, Head of Sales Readiness, MindTickle
Tom Stanfill, CEO and Co-Founder, ASLAN Training & Development
Close
Unlocking Peak Sales Performance: New Strategies, Trends, and Tools

In this session, you'll learn how leading sales organizations rely on two key drivers to unlock sales performance: advanced sales enablement technology and effective sales training content. Discover how technology can accelerate onboarding, skills acquisition, and improve coaching. Also, learn how you can help salespeople create the right mindset (other-centered), and deploy the right process to close more deals and exceed quota.

Moderator: Gerhard Gschwandtner, Founder and CEO, Selling Power
Panelists: Nick Salas, Head of Sales Readiness, MindTickle
Tom Stanfill, CEO and Co-Founder, ASLAN Training & Development
1:20 pm – 1:30 pm
Break
1:30 pm – 2:00 pm
Open
The Building Blocks of Sales Agility
Speaker: Michelle Vazzana, Chief Strategy Officer and Co-founder, VantagePoint Performance
Close
The Building Blocks of Sales Agility

Every sales organization wants their sellers to be agile. Why? Because the world is rapidly changing, becoming more complex, and making the salesperson's job harder. Organizational leaders are unsure of the best way to equip sellers to succeed in this new reality. Should they change their sales methodology? Should they adopt better technology tools? How do they decide?

Recent research uncovered that the most successful and adaptable salespeople are agile. They don't use a single sales approach, and they select their approach based on the buying situation they face.

In this research-based keynote, Dr. Michelle Vazzana will explain the powerful research findings on high-performing agile sellers, and she will share the steps organizations can take to transform their sales force into a team of agile sellers.

You will walk away with:
  • A thorough understanding of the most innovative research findings regarding sales agility
  • Implications for your sales and sales enablement journey
  • A practical path to sales agility that builds upon the good work you've already done to equip your sellers
Speaker: Michelle Vazzana, Chief Strategy Officer and Co-founder, VantagePoint Performance
2:00 pm – 2:15 pm
Break
2:15 pm – 2:45 pm
TBD
Speaker: Jeff Seeley, CEO, Carew International
Close
TBD

Speaker: Jeff Seeley, CEO, Carew International
2:45 pm – 3:00 pm
Break
3:00 pm – 3:35 pm
Open
Sales Management That Works
Speaker: Frank Cespedes, Author of Sales Management That Works, and Professor, Harvard Business School
Close
Sales Management That Works

Selling is changing. But the impact on sales activities of new buying processes, e-commerce, big data, the pandemic, and other megatrends is often misunderstood.

Join us for a session with Harvard Business School Professor Frank Cespedes, author of Sales Management That Works: How to Sell in a World That Never Stops Changing (Harvard Business Review Press, 2021). He will answer your questions and discuss how to separate signal from noise and the implications for hiring, training, performance management, the construction of relevant sales models, and the growing gap between many C-Suites and their customer-facing colleagues.

Speaker: Frank Cespedes, Author of Sales Management That Works, and Professor, Harvard Business School
3:35 pm – 3:45 pm
Concluding Remarks
Speaker: Gerhard Gschwandtner, Founder and CEO, Selling Power
10:00 am – 10:45 am
Networking
10:45 am – 10:55 am
Day 2 Opening Remarks
Speaker: Alice Heiman, Founder & Chief Sales Energizer, Alice Heiman, LLC
10:55 am – 11:30 am
Open
Fireside Chat: Essential Sales Leadership Strategies for 2022
Moderator: Gerhard Gschwandtner, Founder and CEO, Selling Power
Panelist: Meka White Morris, Senior Vice President, Chief Revenue Officer, Minnesota Twins Baseball Club
Close
Fireside Chat: Essential Sales Leadership Strategies for 2022

This session will feature a discussion with Meka White Morris, Senior Vice President, Chief Revenue Officer for the Minnesota Twins. Morris is a 2021 Sports Business Journal 'Forty Under 40' honoree. Topics discussed will include:
  • Why leaders need to get comfortable being uncomfortable
  • How to shift your sales team's approach from selling 'assets' vs 'concepts'
  • How to uncover new revenue opportunities while driving continued business growth
  • Why addressing gaps in diversity is essential to driving growth and profitability
  • How companies can be more inclusive in their hiring approach
Moderator: Gerhard Gschwandtner, Founder and CEO, Selling Power
Panelist: Meka White Morris, Senior Vice President, Chief Revenue Officer, Minnesota Twins Baseball Club
11:30 am – 11:40 am
Break
11:40 am – 12:10 pm
Open
Sales Prospecting: The Coaching Signals You're Missing
Speakers: Kaeli Finlayson, SDR Manager, Productboard
Alex Greer, Senior Director, Sales Operations & Sales Development, SetSail
Close
Sales Prospecting: The Coaching Signals You're Missing

Too often, sales leaders equip their hires with a GTM playbook, but ultimately measure the success of prospecting using activity-based metrics. But how valuable are those activities, really, when you're still not getting results?

Join Kaeli Finlayson, SDR Manager at Productboard and Alex Greer, Senior Director of Sales Operations & Sales Development at SetSail as they walk you through the Signal-Based Selling approach that drives their teams' success.

Speaker: Kaeli Finlayson, SDR Manager, Productboard
Alex Greer, Senior Director, Sales Operations & Sales Development, SetSail
12:10 pm – 12:15 pm
Break
12:15 pm – 12:30 pm
Open
Improve Your Sales Managers With Technology
Speaker: Dave Romero, President and Co-Founder, Unboxed Training & Technology
Close
Sales Microcoaching: How to Improve Your Salespeople in 2 Minutes a Day

Modern sales managers need to create an environment where training and feedback are connected and integrated into daily work. Most leadership programs were built for in-person experiences; however, in a hybrid work environment, managers must now be equally equipped to develop their employees in person and remotely. During this talk, we'll discuss proven methods for competency– and skill-based feedback and we'll share practical examples of how to use technology to improve manager feedback in a hybrid environment.

Speaker: Dave Romero, President and Co-Founder, Unboxed Training & Technology
12:30 pm – 12:45 pm
Break
12:45 pm – 1:15 pm
Open
Leading Under Pressure
Speaker: Jennifer Donahue, Leadership Coach & Founder, JL Engineering
Close
Leading Under Pressure

Have you noticed what feels like ever-increasing pressure on your professional or personal life lately? After the past 1¾ years, many leaders feel like they just starting to make a breakthrough and then some new obstacle pops up. In these situations, it's easy to feel overwhelmed, discouraged, and even helpless. As leaders, your team will look for you to lead them through any crisis, and that too lends its own pressures. In this session you will learn the three components that are critical to leading effectively under pressure. You'll gain insight on how to rally yourself, and rally your team, to overcome any obstacle that is the way of achieving success.

Speaker: Jennifer Donahue, Leadership Coach & Founder, JL Engineering
1:15 pm – 1:30 pm
Break
1:30 pm – 2:00 pm
Open
Shoot, Send, Sell: How to Use Video in Every Stage of Your Sales Process
Speaker: Will Aitken, Sales Evangelist, Sales Feed
Close
Shoot, Send, Sell: How to Use Video in Every Stage of Your Sales Process

Want to make prospects pay attention? How about win more deals? It's time to press that Record button.

Video isn't just a top-of-the-funnel tool anymore. It's a key resource that you should be using through every stage of your sales process—and it's a lot easier to produce than you probably think.

Join Vidyard Sales Evangelist Will Aitken. He'll break down how to:
  • Make the most of your sales calls by putting video to work
  • Progress and win more deals by using video at the right times
  • Build video into each stage of your sales process for repeatable success
Speaker: Will Aitken, Sales Evangelist, Sales Feed
2:00 pm – 2:10 pm
Break
2:10 pm – 2:40 pm
Open
Blueprint to Digital-First Selling™ Success
Speaker: Jeff Davis, Author, Create Togetherness
Close
Blueprint to Digital-First Selling™ Success

Digital disruption has empowered the modern B2B buyer to be savvier than ever by giving them nearly unlimited access to information, people, and resources. This has fundamentally changed the way they buy. Unfortunately, most organizations continue to sell to them in analog while buyers are buying in digital.

Today's sales leaders must understand the importance of expanding their sales team's digital sales toolkit to create buying experiences that get the attention of buyers and convert them into paying customers – faster. Attendees will learn:
  • Why they must prioritize leveling up their sales team's digital sales acumen
  • Key benefits of taking a Digital-First Selling™ approach
  • Why aligning with marketing is critical to making this transformation happen
  • Eight steps to adopting Digital-First Selling™
  • How to identify that key sales tech they need to invest in
Speaker: Jeff Davis, Author, Create Togetherness
2:40 pm – 2:45 pm
Break
2:45 pm – 3:15 pm
TBD
Speaker: Anthony Iannarino, Managing Director, B2B Sales Coach & Consultancy
Close
TBD

Speaker: Anthony Iannarino, Managing Director, B2B Sales Coach & Consultancy
3:15 pm – 3:30 pm
Concluding Remarks
Speaker: Gerhard Gschwandtner, Founder and CEO, Selling Power

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