How to Build a Masterful Sales Strategy

Being in sales is a lot like playing Chess. Chess is about strategy and tactics that change with every move. When amateurs spend too much time on their strategy, they tend to be myopic about the game plan of their opponents, but Grand Master chess players use an omnipresent focus in order not only see what moves are coming next, they also act before it's too late! Sellers today need to be just as agile as masterful chess players. In this keynote you will learn how to incorporate these time-tested principles into your sales strategy to give your reps a winning edge over the competition in 2022.

Speaker: Gerhard Gschwandtner, Founder and CEO, Selling Power

Fireside Chat: How to Manage Your Sales Team in a World that Never Stops Changing

In this fireside chat, Selling Power CEO Gerhard Gschwandtner will interview Frank Cespedes, Senior Lecturer at Harvard Business School and author of the new book Sales Management That Works. This will be an interactive session and your questions are welcome.

Topics discussed will include:

• How to address the current war for sales talent
• New competencies to look for when hiring sales reps
• Best strategies for rewarding and retaining top sales talent
• Secrets to a great sales coaching process
• How to build and manage a winning sales model
• How to define customer value

Speakers: Frank Cespedes, Author, Sales Management That Works, and Professor, Harvard Business School
Gerhard Gschwandtner, Founder and CEO, Selling Power

LinkedIn Tips Now That We Are All Inside Sales Professionals

If you grew your pipeline from networking meetings, trade shows, and conferences – or even visiting prospects in their office – you know you need to supplement your efforts. LinkedIn and social selling are certainly some of the best alternatives...but you have to do it right or it can backfire. In this session, Brynne Tillman will teach you how to leverage LinkedIn in a hybrid sales environment, including:

• Demonstrating the social selling mindset that proves to your buyers that they actually matter to you
• Positioning your profile to be value-centric, not just a resume – or, worse yet, a pitch deck
• Finding and engaging targeted connections you have been ignoring
• Leveraging your clients to get referrals
• Doing and saying the right things to get hands raised and appointments set

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

Three Strategies to Attract, Retain, and Develop Top SDR Talent at Scale

Finding great SDRs today is a challenge for every go-to-market team. And while plenty of time, energy, and money is spent finding and hiring SDR talent, properly retaining, enabling, and developing the SDRs already at your organization is often neglected due to high turnover, short job tenures, and lack of management bandwidth.

Tune in to hear from Ryan Policella, Vice President of Sales Development at Validity, as he shares the top strategies, tactics, and technologies he uses to keep high-performing SDRs engaged longer, coach up and ramp new SDRs faster, and build smarter, more efficient SDR workflows to remove technical roadblocks.

You will learn about:

• The "coaching and development" gap that's resulting in higher turnover and shorter SDR job tenures, and how to stand apart and create an exceptional SDR culture
• The most common "efficiency killers" crippling your team's ability to hit their goals, and how to address them at scale
• The technical roadblocks to ramping new SDRs quickly, and how to enable a faster time-to-production with more efficient, intuitive CRM workflows

Speaker: Ryan Policella, Vice President, Sales Development, Validity

The Secret to Remote Sales: How to Build a Video Selling Strategy

Video is one of a sales reps most powerful tools in a virtual selling toolkit. But if you don't use video properly in a sales strategy, then you won't get the most out of your prospecting and outreach.

75% of top-performing sales pros say that video increases their response rates. And what more do we want than engagement from our prospects! Reading through a text-heavy email inbox can make prospects feel unhappy and stressed, but watching a video reverses that effect, making them more receptive to your pitch.

Join Vidyard's VP of Revenue, Dan Wardle as he breaks down why having a video strategy is so important to your team's success and how to use it properly.

You'll learn how a video strategy can help your team:

• Capture the attention of prospects
• Spend more time selling
• Measure outreach performance with video analytics

Speaker: Dan Wardle, VP of Revenue, Vidyard

Why Your Team Won't Hit Quota and How You Can Prevent it

There's a change brewing that could make your sales team obsolete. Because in today's digitally-connected, socially-engaged, mobile-attached and video hungry world, your customers are demanding something 'different' from you and your sales team. The question is: Are you responding?

In this presentation, you will be taken on a journey to fully understand the ever-changing market dynamics that are at play and why (if you're not careful), you and your sales teams may become 'old news'.

Mario will cover 3 things that could impact your team's modern sales success. He'll review:

1. The science and logic behind the most effective prospecting strategies that get results.
2. The use of outdated sales training methods could be robbing you of market share.
3. Sales coaching practices that suck and what to replace them with to hit your numbers.

Do not miss this actionable session with Mario Martinez Jr., CEO of Vengreso, the world's largest modern sales prospecting training company, where you will learn the steps you must take to consistently achieve quota!

Speaker: Mario Martinez Jr., CEO & Co-founder, Vengreso

How to Replicate Your Top Performers Using AI (Hint: It Doesn't Involve Call Recordings)

You might know who your underperforming reps are, but what are you actually doing to improve them?

It's getting harder and harder to find and onboard new sales reps. These days, it's quicker, less disruptive, and more cost effective to improve the performance of the reps you have now.

Join Second Nature's CEO Ariel Hitron, who will show you how AI can help you retain and maximize the potential of your sales teams now and in the future:

• Improve rep performance and turn all your sellers into champions
• Get full visibility into your teams' performance
• Evaluate your sales reps more efficiently and accurately

Speaker: Ariel Hitron, CEO and Co-founder, Second Nature

Sales Transformation: How US Foods® is Leading the Industry

US Foods® is one of America's leading food distributors servicing restaurants, the healthcare industry, and more. The sales organization has undergone a tremendous amount of transformation in the last recent years, including a complete overhaul of their sales process. In this fireside chat, Mark Eggerding, VP of Sales for US Foods® will discuss the company's sales transformation, how the company continuously innovates to maintain their status as a market leader, and the strategies the company will deploy in 2022 to onboard, train, and motivate over 2,500 sales reps. Mark will share tactics for effectively managing change.

Speakers: Mark Eggerding, VP of Sales, US Foods
Gerhard Gschwandtner, Founder and CEO, Selling Power

How We Built a Video Strategy

Join Vidyard's VP of Revenue Dan Wardle and Adobe's Manager of Business Development, Nathan Manning as they break down how to build a video strategy that will have your team creating more connections and spending more time selling.

They'll discuss top tips for prospecting and how to gain the attention of decision makers with video. Learn how to succeed in a virtual selling world with insight from industry-leading sales decision makers themselves.

Speakers: Nathan Manning, Manager, Business Development, Adobe
Dan Wardle, VP of Revenue, Vidyard

How Diversity Drives Sales

Diversity Drives Sales Success: Explore Tactics to Recruit, Retain and Elevate a Diverse Salesforce -Investing in developing and retaining a diverse salesforce is more than just honoring a commitment to DE&I – it is an intelligent business decision. Leading organizations are making these investments, and it's paying off. The proof is in the numbers.

Attendees will:

• Learn tips to shift your sales diversity recruiting strategy and hire the best people.
• Takeaway 3 methods to stop the revolving door
• Discover 4 critical factors that drive revenue growth

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

Enablement Is Not Confined to Sales

While revenue and sales enablement have grown significantly in popularity and impact in the past few years, companies are now discovering that those same programs can benefit the whole organization. RingCentral has brought together a diverse team of exceedingly talented learning and enablement leaders who focus on engagement and inclusivity; onboarding and career progression; coaching, empowerment, and agility; as well as supporting and enabling shareholders – employees, customers, and partners. We need to bring the benefits and optimization of scalable corporate enablement to everyone – not just sales. You can lead the way!

Speaker: Sheevaun Thatcher, Vice President, Digital Learning and Enablement, RingCentral

Future of Remote Sales

No one will argue that everything in our lives has transformed over the last few years. But has your remote presentation evolved? Do you just go into a remote meetings, make your deck full screen and just talk? Did you know that this is completely counter to the neuroscience behind learning and engagement? In this session, Av Utukuri will help you understand the science behind how we can help audiences focus and retain more information in a remote setting as well as how to convert your existing presentations into conversations by applying the concepts of the narrative, chunking and reinforcement learning. He'll also demonstrate how easy it is to make your audiences feel like they are in the same room as you by outlining the best practices, tips and tricks that will instantly transform your next remote presentation.

Speaker: Av Utukuri, CEO, Vizetto

Gamified Incentive Automation: A Game Changer

"Game changer" is an often-used phrase to describe something that's going to have a major impact. And when it comes to gamified incentive automation, this exactly what should happen! In this session we will discuss the key advantages of using gamified incentive automation to motivate your sales team, including:

• How gamification can be leveraged as an engagement tool
• How gamification can be leveraged to provide bite-sized, relevant data (to avoid data fatigue or overload)
• Closing the loop beyond just reporting with ensuring seamless and instant gratification
• Why gamified incentive automation works better than traditional methods of incentivizing sales reps

Speaker: Ajay Shenoy, Chief Business Officer, Compass

Sales Leadership in a Virtual World

How does a Chief Sales Officer lead and inspire a sales organization in a virtual environment? In this Q&A, Kelley Hippler, Forrester's Chief Sales Officer, will discuss the best practices for selling in a digital environment and driving sales productivity. Based on her own experience leading a sales team in a virtual environment, Kelley will also share the most valuable lessons she learned as a leader.

Speaker: Kelley Hippler, Chief Sales Officer, Forrester