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.

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

Build a Surround Sound Business

Bob's game-changing approach of building a Surround Sound Business™ is all about putting customers at the center of everything you do, and then surrounding them with an engaging, immersive experience that enables faster decision-making and creates deeply rooted, long term customer relationships. Winning and expanding business takes more than an elite sales organization – it takes an entire team that's tenaciously focused on growth.

Built from hands-on executive leadership experience, combined with the latest research on B2B customer expectations, Bob will launch your team on a journey of creating a customer experience that will maximize enterprise value, attract and retain top talent, and optimize growth.

Speaker: Bob Marsh, Chief Revenue Officer, Bluewater Technologies Group

Fireside Chat: Essential Sales Leadership Strategies

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 approaches

Moderator: Gerhard Gschwandtner, Founder and CEO, Selling Power
Speaker: Meka Morris, Executive Vice President & Chief Business Officer, Minnesota Twins Baseball Club

The CRO Mindset: Managing Today—Seeing the Future

What is a Chief Revenue Officer (CRO)? How does it differ than a VP of Sales? You need to develop the mindset of a CRO. We know: You need to grow revenue and improve seller productivity. But do you have a plan? A framework? A road map? Your executive committee is expecting a lot from you. Learn how to be a better CRO. Or how to prepare for your CRO role in the future.

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

CRO Perspectives on the Future of Revenue Generation

The rise of the adoption of the RevOps model 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. Revenue growth has replaced “sales” - and the revenue operation is viewed as more of Team Sport than a silo'd collection of functions.

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, Founder and CEO, The CRO Collective
Panelist: Todd Heger, Chief Revenue Officer, Digilant
Gordana Vuckovic, Chief Revenue Officer, Vue Storefront
Zorian Rotenberg, Sales & Revenue Growth Advisor, Charlesbank Capital

How Modern CROs Maximize Sales Performance with Sales Execution Software

As a CRO, you are no stranger to sales engagement and reporting tools. These are all a part of the growing tech stack that is essential in a modern sales organization. In this session, we will focus on a different segment... salesexecution software.

Salesforce has become the ultimate source of truth for many sales organizations, regardless of industry. What Salesforce does not do, and the very reason that SalesPath+ was developed, is allow you to apply your own customized, metered,sales plan for every opportunity in the pipeline. Without SalesPath+, close dates, which feed revenue forecasts, are manually set by the sales executive.

When our customers deploy SalesPath+, the following occurs, almost immediately:

• Win rates increase
• Pipeline management improves
• Data hygiene is enhanced with higher quality data and elimination of close dates in the past
• Reporting and forecast accuracy improves

Join our session at 12:40 pm ET, meet CEO Kevin O'Keefe, and see SalesPath+ for yourself.

Speaker: Kevin O'Keefe, CEO, SalesPath+

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

Using Personalized Videos to Accelerate Deal Cycles

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

Turning Strategy Into Action with Revenue Enablement

Sales can be challenging in the best of times. The challenges of navigating sales management through the last year, has been nothing short of overwhelming. Many of the things that were once considered normal no longer apply. There is no back to normal. It's about communicating, collaborating, & orchestrating the "next" normal. Enablement must all focus on creating the “Next Normal” with our stakeholders, prospects, and customers. This is where revenue enablement must be prepared, as a business partner to enable in very different way that we ever have before.

In this panel, you will learn from three seasoned enablement practice experts as they share their perspective on creating a resilient sales team during turbulent times. You will learn how to:

• Design, deploy, deploy, and iterate on revenue-focused processes, programs, and platforms
• Keep everyone on your remote team focused, engaged and productive throughout the sales cycle
• Proactively bounce back quickly, creating opportunities out of obstacles in today's difficult selling environment
• Create the mindset and skillset salespeople needed to create cohesive and productive sales teams

Moderator: Roderick Jefferson, Professional Speaker, Author, Sales Enablement 3.0
Panelists: Meagan Davis, Director, Sales Enablement, Hunters AI
Russ Walker, SVP, Revenue Enablement, Datasite

The First 90 Days: A Crash Course for New CROs

In this interactive 90-minute Workshop, The CRO Collective and Digital Magenta, leaders in Revenue Operational Excellence and creators of the Growth Data Engine Framework will provide a detailed overview of their Revenue Acceleration & Transformation Program.

This process was designed for Chief Revenue Officers and CEOs of growth stage companies as the foundation for building a scalable, predictable growth engine.

Powered by our proprietary Revenue Operations / Growth Data™ Framework

Who is it for?

• Entrepreneurs, CEOs, CRO's, and your leadership teams
• Want to create more predictable, profitable companies

Desired Future State / Current issues:

• Desire to mature your revenue operation
• Have hit a “growth ceiling/stall” and want to reach your next milestone
• Preparing to scale
• Preparing to raise funding or exit
• Recently appointed a new Chief Revenue Officer
• Are considering the appointment of a new Chief Revenue Officer

Program Outcomes:

• Improve profitability
• Reach your next growth milestone with greater efficiency
• Strategically align your leadership to growth

What will you learn?

• Learn the process used to deploy a proven revenue engine framework
• Templates to help get you started on operationalizing your revenue engine
• A step-by-step overview of the key focus areas that need to be analyzed to gain data-intelligence on your current revenue health

The workshop will focus on these key areas:

• Revenue Operations Maturity
• Supporting a Change Culture
• Revenue Function Structure, Roles & Alignment
• Revenue Operations Technology Foundation
• Marketing Optimization
• Sales Optimization
• Customer Success Optimization
• Building Intelligence and Data-Driven Performance Management
• Bringing on your data-driven CRO
• Appointing, assessing, and interviewing the right CRO candidates

Speaker: Warren Zenna, Founder and CEO, The CRO Collective