Agenda

How to Be One-Up in a One-Down World

The legacy approach to sales has outlived its usefulness. Decision makers need salespeople to create greater value in the sales conversation. In any conversation between a salesperson and their prospective client, the salesperson must be one up to help their client make a good decision and improve their results, removing them from being one down. To occupy this space, the salesperson must have the knowledge and experience that will help their clients succeed in changing and improving their outcomes. In this keynote, Anthony Iannarino will share the major strategies necessary to sell effectively in today's environment.

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

The Talent Formula For Future Success

As the economy has moved from growth at all costs to cost-efficient growth, it's become imperative that you have a salesforce that is ready to face the challenges ahead. Do your people have the right talents and competencies to succeed against the headwinds of 2023? Our research has illuminated critical competencies that high-performers need to thrive and perform in the top 20%. This session will help you prepare your people for success for next year and beyond.

Speaker: Dr. Courtney McCashland, Co-Founder & Chief Officer of Science and Strategy, AuctusIQ

Fireside Chat: Anatomy of the Best Company to Sell For

In this fireside chat, you'll learn the strategies and tactics DataSite uses to recruit, onboard, reward, train, and coach an international sales force that has been named by Selling Power as the best company to sell for. Todd Albright has led a multi-year sales transformation initiative that has at its foundation a master plan for aligning people, processes, and technology.

Moderator: Gerhard Gschwandtner, Founder and CEO, Selling Power
Panelist: Todd Albright, Chief Revenue Officer, DataSite

Fireside Chat: The Risks and Rewards of Space Exploration

In this fireside chat, you will learn about the amazing achievements of the living and fallen astronauts that have risked their lives in mankind's quest to explore space and land on the moon. You'll also discover the tremendous economic value gained from an rapidly growing industry that depends on innovation, collaboration and integration to succeed.

Moderator: Gerhard Gschwandtner, Founder and CEO, Selling Power
Panelist: Thad Altman, President and Executive Director, Kennedy Space Center Astronaut Memorial Foundation

Rethink Leadership: What Higher Performing Leaders Are Doing Differently to Engage Their Team and Crush Quota

The problems currently facing sales organizations may be unprecedented – the "quiet quitting", "the great resignation", the rapidly growing number of unreceptive customers. Bottom line: for most, It's never been harder to sell and keep your team engaged.

In this session, Tom Stanfill, CEO of ASLAN and author of the timely, book UnReceptive: A better way to Sell, Lead, and Influence, will share what the top 10% of leaders are doing to drive engagement, performance, and retain their talent. You will learn:

• The unspoken social contract and the 3 C's (Community, Craft & Cause) that drive engagement
• How high performing leaders have abandoned the traditional approach to motivating, managing, and coaching their team and why it's working
• Simple tools to conduct a Team MRI to your team's unique DNA and the best strategy for growth
• And four simple, counterintuitive strategies you can implement immediately to turn the dial on engagement and performance

Speaker: Tom Stanfill, CEO and Co-Founder, ASLAN Training & Development

Using Personalized Videos to Accelerate Deal Cycles in 2023

Sending emails that don't get replies? Firing off LinkedIn messages that just disappear into the void? Worrying about how the heck you're going to keep up with your quota next year?

When you're prospecting for new business, one of the best ways to stand out and earn attention is by sending a personalized video. We'll show you how.

Join Dan Wardle, VP of Revenue at Vidyard, to learn how savvy SaaS sellers use customized videos to book more meetings, showcase solutions, and close deals faster.

Speaker: Dan Wardle, VP of Revenue, Vidyard

Enable Your Sales Managers with a Culture of Coaching

Companies consistently invest time, money, and effort into training and enablement for their front-line sales team. However, these same companies rarely formalize methods and processes for developing their sales managers. Coaching, in particular, is one area where sales managers are often left to their own devices, leaving the crucial development of your sellers up in the air.

In this session, you will learn:

• Critical coaching strategies that can greatly improve manager-rep engagement, rep performance, and retention.
• How to formalize sales coaching as a consistent, organization-wide skill set.
• How your sales managers can build a coaching culture within their teams.

Speaker: Doug Wyatt, VP of Sales and Marketing, SPARXiQ

The Future of Sales and Revenue Enablement

The formula for growth has changed. Selling has become a technology enabled and data driven team sport as revenue teams converge around a new north star – expanding customer relationships. To accelerate revenues and performance, leaders will need to build a faster, better and higher performing revenue engine. Stephen Diorio, Managing Director, The Revenue Enablement Institute and Co-Author of the best selling book Revenue Operations will be leading a panel of revenue enablement leaders to discuss the future of sales and revenue enablement and discuss the evolving role of the operations that support marketing, sales and customer success and the keys to enabling the modern sales team.

Specifically, this expert panel will discuss:

• The changing role of the growth leader and the emergence of the CRO
• The importance of aligning the operations, processes, systems and data that support sales
• Practical steps revenue enablement leaders are taking to accelerate sales and improve the seller experience
• Smart actions leaders are taking to start to “connect the dots” across the teams along the revenue cycle
• The importance of creating a revenue enablement infrastructure that connects people and technology

Moderator: Stephen Diorio, Managing Director, The Revenue Enablement Institute
Panelists: Russ Walker, SVP, Revenue Enablement, Datasite
Liz McChrystal, Vice President of Revenue Enablement Consulting, Accent Technologies

Diversify Your Sales Team, Multiply Your Bottom Line

Diversity in sales is nothing new, but the data supporting it is. The smartest companies in the world today embrace diversity as a critical part of their sales strategy because they understand that Diversity, Equity, and Inclusion (DE&I) is the future.

Are you a sales leader who wants to improve your sales performance and create an environment that leads to hard conversions – but nothing you do seems to stick, and you struggle with a high turnover rate? If you want to be a leading sales organization, then the answer is a less homogenous workforce. Join us to:

• Discover three keys to bringing the revolving talent door to a screeching halt – for good
• Learn four strategies to skyrocket your revenue and see higher conversions
• Create exceptional sales leaders from your existing team and new talent
• Invest in the development and retention of a gender-diverse sales force of confident women of color who bring unique insights and capabilities to their team
• Cultivate an environment that leads to infinite company loyalty and growth
• Explore how to empower your team to go from salespeople to rockstar sales leaders

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

Five Strategies to Crushing Your Competition

Fierce competition has become the norm in sales deals and accounts. It is estimated that between 53% and 57% of deals are highly competitive. Dissecting competition during a win-loss analysis and competitive intelligence is simply not enough and truthfully is too late. Competitive sales strategy must become an integral part of account planning: taught, practiced, and executed throughout the sales process. Neutralizing and trapping the competition, even if you don't have the best product, is the fastest way to grow revenue. In this session, you will learn 5 strategies that your sellers can implement to crush the competition immediately.

Speaker: Bentley Radcliff, CEO, Remedies Sales Academy

Accelerating Sales Team Performance – How to Maximize Sales in Your Organization

What does it take to accelerate sales team performance and maximize sales in your organization? In this session, we will look at the data analytics on 35,167 sales organizations across 200 industries and how it applies to you.

In sales, there is no first, second, or third place. There is only first or nothing. How do you stack up against your competition?

Learn...

• What percentage of sales teams don't have a documented sales process?
• What percentage of lost sales are due to the salesperson?
• How much revenue is lost due to poor execution?
• How many salespeople lack the grit to win?
• What are the three major beliefs that sabotage a salesperson's efforts to move deals forward?
• What percentage of salespeople lack the ability to close?
• What percentage of salespeople are coachable?
• What is the cost of the gap between where you are and where you need to be?
• How do you identify the areas needed to drive top performance and accelerate sales today?

Speaker: Andy Miller, CEO, Big Swift Kick

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, Founder and CEO, The CRO Collective

How Company Growth Phase Changes The Role of the Sales Function

Consider these 4 phases of growth: start-up, scaling growth, market saturation, and target segment selling. Each phase of growth requires different revenue team solutions. Learn the dimensions of each phase and how to ensure the effectiveness of your sales team. Anticipate the following: high-growth companies need sales models to capture market share. Slow growth companies need to manage costs and optimize revenue and profit opportunities. Not all solutions work at all times; sales management needs to use go-to-customer solutions that match the market growth rate of the sector/company. Learn what works, and when!

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

Modernization of Sales and the Use of Data and Technology in Selling

This 30-minute presentation will provide a glimpse into the expectations of today's evolved buyer and what it means to be a "modern seller." Using his experience leading one of the world's largest salesforces, Barat Dickman will highlight impactful sales technology such as data-backed coaching, sales engagement tools, and demo optimization, all of which have revolutionized the selling and buying process. He will also examine the power of data, sharing how businesses can use data-driven insights to tailor their solutions, enabling them to understand the buyers' needs in real-time and meet them exactly where they are in their journey.

Speaker: Barat Dickman, Senior Vice President, ADP

The New B2B Growth Equation: Delivering the Right Sales Mix

B2B leaders are hedging their bets on omnichannel sales. In fact, more than 90% of B2B companies say their go-to-market model is just as or more effective than before the pandemic began.

Here's why. B2B customers are very clear about what they want from suppliers – more channels, more convenience, and a more personalized buying experience with the right mix of in-person interactions, remote contact via phone or video, digital self-service activities, and e-commerce across the purchasing journey. That's why the role of sales managers and sales reps needs to evolve – from traditional "field" or "inside" sales to "hybrid." In fact, hybrid sellers are expected to be the most dominant role across sales teams by 2024.

In today's 10-channel world – where loyalty remains more elusive than ever – the role of the sales force remains critical in driving the omnichannel ecosystem as journey orchestrators. In this session, Jennifer Stanley, Partner, McKinsey & Company, shares what sales leaders must do to outperform and drive growth by delivering to customers the right sales mix.

Topics to Be Covered:

• The new world of omnichannel sales (what customers want in today's 10-channel world)
• The new role of hybrid sales as journey orchestrators
• The five must-dos to capture loyalty and sales growth

Speaker: Jennifer Stanley, Partner, McKinsey & Company

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

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
Panelist: Denise Hayman, Chief Revenue Officer, Sonrai Security

The Language of Trust

We are facing a new era of consumers who listen less and question more. Trust is at an all-time low and misinformation is making things worse. This session will show you how to regain the confidence of your clients and customers and communicate with them on their terms. You'll learn what words to use, what words to lose, and how to structure your message to overcome skepticism so you can build and keep the trust of your audience.

Speaker: John Guydon, Author, Ted Speaker, and Coach, Entrepreneur Collegiate Athlete (University of Colorado)

Fireside Chat: New Rules for the Efficient Growth Era

2022 will go down as the year that everything changed for B2B sellers. Almost overnight, we moved from a period of growth and abundance into a bear market globally. Sales leaders are struggling to deliver growth – in a world where inbound pipeline is slowing, budgets are under pressure, and sales capacity is tighter. They have a mandate to efficiently create and close more pipeline. How are successful Sales leaders improving productivity, increasing participation, and driving more conversion in this new environment? Melton will discuss the new rules for managing sales teams in the efficient growth era – including a change of culture, operating model, management model, execution and accountability.

Moderator: Gerhard Gschwandtner, Founder and CEO, Selling Power
Panelist: Melton Littlepage, Chief Marketing Officer, Outreach

The Top 5 Sales Enablement Trends in 2023

The sales enablement industry is evolving and maturing. Enablement is now a must-have revenue growth lever to optimize your sales team's efficiency. Every CRO is looking for innovative ways to quickly improve sales effectiveness and is thinking holistically about enablement across their entire revenue organization and go-to-market teams. In this session Elay will discuss the 5 key trends in sales enablement, and how your organization can master those trends to prepare sellers with the confidence and competence to master every buyer interaction.

Speaker: Elay Cohen, CEO & Co-Founder, SalesHood

Bernoulli's Principle & Sales

A new industrial revolution is upon us. And just like last century, we can again expect machines to usher in a new era of explosive growth. The ability of artificial intelligence (AI) to converse seamlessly with humans is nothing less than game-changing.

Speaker: Brian Podolak, Co-Founder and CEO, Vocodia