Agenda
July 14-15, 2021

All times listed are Eastern.

Wednesday, July 14, 2021
Thursday, July 15, 2021
11:00 am – 11:05 am
Conference Welcome
Speakers: Alice Heiman, Founder & Chief Sales Officer, Alice Heiman, LLC
Gerhard Gschwandtner, Founder and CEO, Selling Power
11:05 am – 11:35 am
Open
How Achieve Revenue Growth Through Sales Mastery
Speaker: Gerhard Gschwandtner, Founder and CEO, Selling Power
Close
How Achieve Revenue Growth Through Sales Mastery

When sales leaders get too busy managing numbers, salespeople tend to get into a rut and their skills levels move in a downward spiral. In today's business landscape, salespeople need new skills to stay competitive, and sales leaders need to deploy them more creatively.

In this keynote, Selling Power CEO Gerhard Gschwandtner will share specific examples of how sales leaders can identify the skills gaps and build a learning organization that operates with a beginner's mindset and is driven by a relentless pursuit of achieving mastery. You' learn how successful sales organizations achieve accelerated revenue growth through sales mastery.

Speaker: Gerhard Gschwandtner, Founder and CEO, Selling Power | @gerhard20
11:35 am – 11:45 am
Networking Break
11:45 am – 12:15 pm
Open
Virtual Selling Strategies to Give Your Reps a Competitive Advantage
Speaker: Lauren Bailey, Founder and President, Factor 8 and #GirlsClub
Close
Virtual Selling Strategies to Give Your Reps a Competitive Advantage

Virtual selling is HOT. Even the most tenured sellers are adapting to the world of phones and video – so help them gain a competitive edge. These skills, tips, and tactics can make or break sales and sales strategies. Led by 10x award-winning inside sales expert Lauren Bailey with Factor 8, this session will be fast-paced, fun, and leave you with no fewer than 10 actions your team can take this week. Tune in to learn things like:
  • How often should my reps call a contact?
  • When should they leave a voicemail?
  • How do we get new buyers and accounts if we can't be in-person?
  • When are the best times to call?
  • How do we add value over the phone?
  • How do we get new contacts to talk to us?
  • What are good reasons to get in touch (they can't drop by!)
  • Fails to avoid in virtual meetings
+ answers to your common questions on what virtual selling skills your reps need to learn now!

Speaker: Lauren Bailey, Founder and President, Factor 8 and #GirlsClub
12:15 pm – 12:30 pm
Networking Break
12:30 pm – 1:00 pm
Open
Your Prospect's Real Journey and How Their Fear Guarantees Your Success
Speaker: Chris Beall, CEO, ConnectAndSell
Close
Your Prospect's Real Journey and How Their Fear Guarantees Your Success

Everybody knows that cold calling (a.k.a. ambushing strangers by phone) is an awkward business. For one thing, many prospects react to cold calls by expressing annoyance. Most reps anticipate this reaction and respond one of three ways: bluff, cower, or turn into robots. What these reps don't know is that they have it all backward. The rep is focused on their own discomfort and fear. But it's the prospect's journey that starts with fear: the universal fear of being ambushed by an invisible stranger.

It turns out that the prospect's fear is also the universal key that can unlock a journey that consistently takes a surprising course through trust and curiosity to commitment and action. Chris Beall will take us along on that journey and teach us how to unleash the emotional power inherent in a cold call to create relationships out of these encounters with strangers, manufacture precious follow-ups at pace and scale, and turn any rep into a top performer by turning fear into an asset rather than a crippling liability.

Speaker: Chris Beall, CEO, ConnectAndSell
1:00 pm – 1:15 pm
Networking Break
1:15 pm – 1:45 pm
Open
Converting LinkedIn Connections to Conversations
Speaker: Brynne Tillman, CEO, LinkedIn Whisperer, Social Sales Link
Close
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, getting your ideal buyers excited to take your call... but you have to earn the right to make that happen! In this 30-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
1:45 pm – 2:00 pm
Networking Break
2:00 pm – 2:30 pm
Open
Supercharge Your Sales Process with Legal (yes, Legal)
Speakers: Michael Cipolla, AVP, Enterprise Sales, DocuSign
Trâm Phi, SVP and General Counsel, DocuSign
Jeff Piper, Sr. Director, Strategic Services Group, DocuSign
Close
Supercharge your sales process with Legal (yes, Legal)

Sales is not an individual sport, it takes a village to win each deal. Sales ops, product, customer success, finance and legal all need to pitch in to get to closed-won. Legal specifically can make the job of sales (and the experience of the customer) much easier or much harder. With the right investment and strategy, a partnership with in-house legal can be an incredible superpower for your sales team, rather than a drag on getting deals done.

At DocuSign, we reimagined how sales and legal engage on deals and supercharged our revenue growth as a result. Get a peek behind the curtain to see how we did it. Join our Enterprise sales VP, GC and Sr. Strategy Director for a fireside chat to examine:
  • The now: The current state of the sales-legal relationship
  • The change: How teams can invest in the relationship
  • The benefits: Faster sales, Bigger sales, Self-service with guardrails
  • The future: What to expect next year and beyond
Speakers: Michael Cipolla, AVP, Enterprise Sales, DocuSign
Trâm Phi, SVP and General Counsel, DocuSign
Jeff Piper, Sr. Director, Strategic Services Group, DocuSign
2:30 pm – 2:45 pm
Networking Break
2:45 pm – 3:15 pm
Open
Enabling Your Sales Team to Crush Quota with Video: Tips, Tricks and Hacks
Speaker: Jimmy Gagnon, Director of Sales, Vidyard
Close
Enabling Your Sales Team to Crush Quota with Video: Tips, Tricks and Hacks

Equip your sales team for remote sales success! Join Vidyard's Director of Sales, Jimmy Gagnon to learn the keys to video selling success. Jimmy will share the tactics you'll need to get your sales team ramped and ready to sell with video.

Learn the secrets that enable Jimmy's team of video sales specialists to capture—and keep—the attention of prospects and customers, as well as how to adapt your existing sales process to make use of today's most essential sales tool.

Speaker: Jimmy Gagnon, Director of Sales, Vidyard
3:15 pm – 3:30 pm
Concluding Remarks
Speaker: Gerhard Gschwandtner, Founder and CEO, Selling Power
Close
TBA

TBA

Speaker: TBA
11:00 am – 11:05 am
Day 2 Opening Remarks
Speakers: Alice Heiman, Founder & Chief Sales Officer, Alice Heiman, LLC
Gerhard Gschwandtner, Founder and CEO, Selling Power
11:05 am – 11:45 am
Open
Keys to Remote Management
Speakers: Ben Cobleigh, VP of Ticket Sales and Service, Philadelphia 76ers
Brian Norman, SVP of Ticket and Premium Sales and Service, New Jersey Devils
Close
Keys to Remote Management

Join Philadelphia 76ers Vice President of Ticket Sales & Services, Ben Cobleigh and New Jersey Devils Senior Vice President of Ticketing & Premium Ticket Sales and Services, Brian Norman for an engaging discussion regarding how they led their respective teams through one of the most challenging economic years in sports history. Both teams successfully created unique environments for fans to continue to interact, both virtually and upon their return to live sporting events. The discussion will encompass both their learnings and their experience maintaining the highest caliber of fan experience and support for their team.

Speakers: Ben Cobleigh, VP of Ticket Sales and Service, Philadelphia 76ers
Brian Norman, SVP of Ticket and Premium Sales and Service, New Jersey Devils
11:45 am – 12:00 pm
Networking Break
12:00 pm – 12:20 pm
Open
The Ever-Changing World of Sales
Speaker: Erik Charles, VP, Solutions Evangelist, Xactly
Close
The Ever-Changing World of Sales

The world of sales is ever-changing - it went from the Rolodex to CRM, from door-to-door salesmen (who still exist!) to telemarketers, and from the one-and-done deal to the subscription economy. In this talk, we'll share recent research exposing the effect of the pandemic on sales behaviors, field sales, and the changing persona of the typical sales rep. We'll also examine applied AI and its dramatic impact on key parts of sales operations, and the movement from sales operations to revenue operations.

Speaker: Erik Charles, VP, Solutions Evangelist, Xactly
12:20 pm – 12:25 pm
Networking Break
12:25 pm – 12:45 pm
Open
Sales Microcoaching: How to Improve Your Salespeople in 2 Minutes a Day
Speaker: C. Lee Smith, President and CEO, SalesFuel
Close
Sales Microcoaching: How to Improve Your Salespeople in 2 Minutes a Day

Today's younger sales reps expect more feedback and coaching from their sales managers. Veteran sales reps want to stay on top of their game but don't want to admit to their deficiencies. And their sales managers are hustling to meet the demands of upper management, worrying about meeting quota and putting out the latest fire. Sound familiar?

This is where Sales Microcoaching™ can help - especially in all-too-common situations where more 1-on-1 coaching time is not realistic, nor sustainable, long-term.

During this insightful webinar, you will gain a greater understanding of:
  • Why CRM metrics are lagging indicators of what keeps your salespeople from selling more
  • The importance of mindset on coachability and everyday sales performance
  • The fundamentals of microcoaching and how you can use them to consistently lift the performance of your sales team
  • How to add personalized microcoaching to multiply the impact of your 1-on-1 sessions without additional time
Speaker: C. Lee Smith, President and CEO, SalesFuel
12:45 pm – 1:00 pm
Networking Break
1:00 pm – 1:30 pm
Open
Building a Sales Culture that Drives Growth
Speakers: Judy Buchholz, Senior Vice President of Americas Sales, Pegasystems Inc.
Gerhard Gschwandtner, Founder and CEO, Selling Power
Close
Building a Sales Culture that Drives Growth

In the face of disruption and change, it is the culture of your sales organization that sets your team apart from the rest. In this fireside chat, Judy Buchholz will share her strategies for building a sales culture that fosters innovation, delivers a world-class customer experience, and ultimately consistent results and revenue growth. Topics discussed will also include the importance of continuously investing in your sales managers/coaches, the impact of AI and technology on B2B sales teams, how to transform your sales force to meet the demands of today's digitally-empowered customer.

Speakers: Judy Buchholz, Senior Vice President of Americas Sales, Pegasystems Inc.
Gerhard Gschwandtner, Founder and CEO, Selling Power
1:30 pm – 1:45 pm
Networking Break
1:45 pm – 2:15 pm
Open
Designing & Implementing an Agile Post-Pandemic Sales Strategy
Speaker: Richard Barkey, Founder and CEO, Imparta
Close
Designing & Implementing an Agile Post-Pandemic Sales Strategy

Customer priorities, needs, and buying behaviors have evolved rapidly in response to the pandemic, but the bumpy ride is not over. Forces such as digitalization, supply chain pressure, and differential market growth will continue to shift your competitive environment. Your customer-facing teams need to be able to adjust quickly, to address evolving challenges and capture new opportunities.

In this interactive session, Richard Barkey, the Founder and CEO of Imparta, will provide rich insights into:
  • The components of a powerful sales and channel strategy.
  • How to reassess Where and How to Compete in the 'new normal'.
  • The 5 pillars of disciplined sales execution.
  • How to build agile skill development as the foundation for a dynamic sales strategy.
Speaker: Richard Barkey, Founder and CEO, Imparta
2:15 pm – 2:30 pm
Networking Break
2:30 pm – 3:00 pm
Open
Sales & Marketing Alignment in 2021
Moderator: Eli Jones, Ph.D, Dean and Professor of Marketing, Mays Business School, Texas A&M University
Panelists: Steve Arizpe, President and Chief Operating Officer, Insperity
Ashlyn Brewer, Vice President, Standing Partnership
Peter Strohkorb, Sales Acceleration Specialist Advisor
Close
Sales & Marketing Alignment in 2021

This panel will discuss the latest strategies and tactics to achieve full alignment between sales and marketing. Strategies discussed will include:
  • How to fill sales rep pipelines with high-quality leads
  • Delivering value at every customer interaction
  • Fostering productive relationships between sales and marketing to improve the customer experience
  • Aligning sales and marketing teams around revenue-based KPIs
Moderator: Eli Jones, Ph.D, Dean and Professor of Marketing, Mays Business School, Texas A&M University
Panelists: Steve Arizpe, President and Chief Operating Officer, Insperity
Ashlyn Brewer, Vice President, Standing Partnership
Peter Strohkorb, Sales Acceleration Specialist Advisor
3:00 pm – 3:05 pm
Networking Break
3:05 pm – 3:35 pm
Open
How to Double Your Sales – Really!
Speaker: Jeffrey Gitomer, New York Times Bestselling Author
Close
How to Double Your Sales – Really!

Covid and covid recovery has turned the world of sales upside down. Customer buying strategies have changed, reps and clients are zoomed out, the new normal of working remotely or hybrid work is about to emerge, permanently. Join Jeffrey Gitomer, bestselling author of multiple sales books including The New York Times best seller The Sales Bible and The Little Red Book of Selling, as he shares strategies you can use immediately to double your sales (yes, really!). Jeffrey's practical and implementable solutions to help your sales team engage today's buyer and crush quota in 2021, not matter what challenges your sales team is facing today. Don't miss this real-world session!

Speaker: Jeffrey Gitomer, New York Times Bestselling Author
3:35 pm – 3:45 pm
Conference Wrap Up
Speaker: Gerhard Gschwandtner, Founder and CEO, Selling Power
Close
TBA

TBA

Speaker: TBA

Learn about sponsorship


Read the Sales 3.0 Blog


Nominate a speaker


Subscribe to the Sales 3.0 Newsletter


Sponsored by
Premier
premier_sponsor-connectandsell
premier_sponsor-vidyard
premier_sponsor-factor8
premier_sponsor-docusign
premier_sponsor-imparta
Platinum
platinum_sponsor-xactly
platinum_sponsor-salesfuel
Silver
$silver_sponsor-thearielgroup
$silver_sponsor-brainshark
$silver_sponsor-thevallagroup
Media
media_sponsor-sellingpower