Success in a Virtual Sales World

It's been nearly one year since the Covid-19 pandemic radically changed the buyer-seller dynamic. It was an unpredictable and unprecedented change. While virtual selling had posed challenges, we have come to understand that there are advantages to this new normal. In this session Gerhard Gschwandtner, Founder and CEO of Selling Power, will discuss how sales leaders can help their teams overcome the challenges that come with virtual selling by improving in three areas. He'll also share insight on how to help your reps overcome zoom fatigue, how to support and lead your remote team, and the best ways to engage prospects and build trust virtually.

Speaker: Gerhard Gschwandtner, Founder and CEO, Selling Power | @gerhard20

The Number One Coaching Strategy to Improving Performance

If your sales force struggles to reach quota consistently, then it's time to focus on your front-line leaders – how they coach and lead has more impact on sales performance than any other sales rep development program or AI tool. Today, sellers need one-on-one support to develop the advanced skills required to sell virtually.

Most savvy leaders understand this truth but still struggle to address the number one barrier to coaching: time.

Coaches waste countless hours each month because coaches and front-line leaders are simply coaching the wrong people. This session will reveal where to invest coaching time, reduce the time required to coach, and provide simple strategies for motivating even the most resistant rep.

You will walk away with:

• A simple matrix that will help you identify, lead, and develop the four types of sellers – Independents, Striver, Detractors & Achievers
• A clear understanding of who you should coach and the most effective strategies for removing the four barriers to sustainable change
• The three decisions top coaches make that help them outperform their peers by 44%

Speakers: Tom Stanfill, CEO/Co-Founder, ASLAN Training & Development
Gerhard Gschwandtner, Founder and CEO, Selling Power

Embrace Your Competitive Edge

In every role, it is important to build trust and inspire confidence in your competence. As an individual, how do you showcase your talent to drive impact? As an entrepreneur, how do you convince someone to invest in you? As a leader, how do you relieve anxiety of the masses to steward bold change? Be curious, establish credibility, and lead with courage. Earn it. Own it. Evolve it. There is no room for entitlement when you're asking teams within your organization to join you on a journey and adopt your vision, your roadmap, and your work ethic. In this session Hang Black will share how you can achieve amazing results by embracing your competitive edge and leading your team with courage and authenticity.

Speaker: Hang Black, VP of Global Sales & Technical Enablement, Juniper Networks

How to Accelerate and Automate the Sales Process

In today's digital sales world things are moving faster than ever. Technology has enabled sales teams to connect and engage almost instantaneously. Despite these advances, sales cycles still stall, reps too often get bogged down in admin work, and onboarding new reps remotely can be difficult and time consuming. This panel of sales experts will discuss the strategies and technologies you can leverage to accelerate the sales process. They will share insight on:

• How to build a modern sales process that delights customers and increases customer loyalty
• Which steps of the sales process to automate for faster wins
• Strategies sales coaches/managers can use to ensure deals are moving through the funnel efficiently
• How to onboard reps faster, in a remote environment

Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power
Panelists: Adam Becker, Sr. Director, Marketing Strategy, Conga
Skip Miller, Founder & President, M3 Learning
John Moore, VP of Revenue Enablement, Bigtincan

Understanding Your Own Motivation to Motivate Others

In this session, Jeff Seeley will help you understand your motives and strengths and the impact those personal attributes can have on others. He will talk through the importance of knowing how other people perceive your motives (especially how those who are not motivated in the same manner perceive you) and how this can impact your success. During this session, Jeff will talk about the nine styles by which people are motivated and give you an overview of your own motivation style through the free assessment to which all conference attendees will have access.

Speaker: Jeffrey Seeley, CEO, Carew International

Why Qualifying a Cold Call Guarantees Failure — and What to Do Instead

Everybody knows we should only spend precious sales time on qualified prospects. So, doesn't it make sense to qualify for everything — including budget and timing — on every cold call? How about follow-up calls? For those, qualifying is a no-brainer.

In this session, Chris will share why qualifying on a cold call guarantees you will walk right by your best opportunities while simultaneously blinding yourself to the quality of the market you are targeting. He'll also give you a step-by-step alternative approach that flips the script to turn your outbound calling into market dominance instead of thrash and confusion.

Speaker: Chris Beall, CEO, ConnectAndSell

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The Best Salespeople use Multiple Sales Methodologies

Most companies use only one Sales Methodology, for consistency and clarity. But it's common for experienced Salespeople to have been trained in additional, different Methodologies than the one endorsed by their Employer.

Is there a way to lean into this? Can you preserve the consistency of "One Official Methodology" while encouraging Salespeople to actively use the other training they've had?

Yes, you can. And you can do it in a way that's clear, consistent and creates an advantage for Salespeople. A multi-year University study, originally commissioned to find "The Best Sales Methodology", found that the most successful salespeople already use tactics from multiple sales methodologies, depending on the deal situation. There's a way to teach this approach to Salespeople, without ignoring or "canceling out" the methodology their employer has selected.

Session Takeaways:

• How to teach situational awareness to Salespeople
• The "meta-strategies" extracted from the major sales methodologies
• How data science can add insights to understanding situations and best strategies

Speaker: Eric Fraser, CEO, VantagePoint Performance

5 Best Data-Backed Sales Tips of 2020

Just what is it that makes some salespeople more effective than others? Sure, having the right personal skills and experience is important, but being able to consistently convert leads, close deals, and be a top performer goes beyond that. We now have the power of science and data to take it a step further.

In this session, you will learn:

• CTA has the power to turn a cold prospect into a warm (or even hot!) lead. Gong’s data reveals which CTA’s are the best and when to use them.
• The stats on video-conferencing service usage is through the roof, especially during a year of remote sales. Discover how active webcams lead to win rates.
• Cursing on sales calls....deal breaker or not? Learn how swearing impacts prospects and what influence it has on deals.
• How to construct the perfect response to a buyer’s uncertainty while mapping out the buyer process to avoid future hurdles.

Speaker: Devin Reed, Head of Content Strategy, Gong.io

Converting LinkedIn Connections to Conversations

In this session, Brynne Tillman will share some of the top strategies you can use to convert your LinkedIn connections to conversations. Insights she will share include:

• The social selling philosophy and mindset that attracts your buyers
• How to position your profile to attract, teach, and engage your buyers
• Who you want to talk with and what they want to hear
• Exactly what to say to get your buyers to raise their hands and say let's chat

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

Being Human in a Remote World: Top Skill Sets for Winning More Deals with Remote Sales

Remote selling has quickly become the new norm. This has been especially difficult for companies who have relied on traditional sales tactics like in-person events, trade shows, and face-to-face meetings to generate pipeline and revenue. Companies must pivot not only to survive but to thrive.

Do you think you've mastered the remote sale in a humanizing way? There is more to learn as the remote sale continues to evolve in our digital landscape.

In this presentation, Chris Daniels will share exceptional sales insights, a case study, and actions that will empower your sales team in 2021, including:

• Key insights to supercharge your sales cycle in a remote landscape
• How to examine your current sales cycle to understand where to focus your efforts and add the human touch
• Why you need an omni-channel strategy to build stronger, lasting customer engagement
• Which outreach methods work better for accelerating quality sales
• Enabling your sales team to be human
• Leveraging LDRs, SDRs, and ISRs in making true connections and building trust

Join Chris as he looks at humanizing the remote sale at the next level, key take-aways, and the premise that you shouldn't make the sale, you should forge a long-lasting customer relationship.

Speaker: Chris Daniels, Chief Revenue Officer, Televerde

Every Seller Now Needs to Be a Video Creator - It's Okay, You Got This

Few will argue that Video is an essential part of the new digital-first sales world. It's the best way to build relationships, clearly showcase what you can offer, and "walk the halls" of your prospects and customers. But if you think the role of video is just live Zoom calls, get ready to have your mind blown.

Top sellers in virtually every industry are now using personalized video messages, video emails, and custom screen recordings to connect with remote buyers in more impactful ways throughout the entire sales process. From video emails for prospecting to customized video demos and walkthroughs, these new techniques are helping modern sellers humanize the digital sales process and stay memorable with key accounts. And they're doing it with tools that are freely available and simple to use. Join Tyler Lessard, co-author of The Visual Sale and Chief Video Strategist at Vidyard, to discover new trends for using custom recorded videos to book more meetings and increase close rates. Learn how to get started right away and how to get yourself, and your team, comfortable with the idea of becoming true video creators.

Speaker: Tyler Lessard, Chief Video Strategist, Vidyard

Resilience is the Road to Transformation

How can we strengthen our resilience muscle and use it to overcome and transform in today's business climate and world? In this talk, Kristy West will share how to tap into and build resilience within ourselves and use it in our work. Today more than ever, we can use our stories of resilience to increase our power to inspire action, build connections, solve problems and sell anything.

Speaker: Kristy West, Applied Improv Facilitator, Founder, BraveSpace

The Power of Authentic Executive Presence

How do you show up? How do you connect with your prospects and your team? Presence is everything. People can feel it, feed of it, or be repelled by it. Especially now in a heavily digital world, being intentional about your presence and confidence is the key to not only closing more deals, but also leading your people. Learn how to craft it, create it, amplify it, and encourage others on your team to do the same.

Speaker: Kevin Dorsey, VP of Sales, PatientPop Inc.

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