Agenda

How To Boost Performance Through University Partnerships

Ready to inject some super juice into your talent pipeline? This session details how the team at WIN Waste Innovations up-leveled its performance while simultaneously building bench strength. Since 2022, WIN Waste has partnered with sales' certification programs at regional universities to recruit talented interns who extend the core team's reach and capabilities while simultaneously learning the company's business inside and out — making them road-ready candidates for full-time positions. Elmira Abbaspour will reveal how the partnerships work, what the interns focus on, and the positive financial impact they have brought to the team.

Speaker: Elmira Abbaspour, Sales Leader, WIN Waste Innovations

How to Use Video Selling to Get Your Team to Sell Smarter, Not Harder

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

Driving Cross-Functional Alignment with a Sales Victory Plan

In this keynote session, Certinia's Chief Revenue Officer John "JT" Turner will shed light on the hurdles faced by sales leaders when it comes to fostering alignment across different functions and departments. From conflicting priorities and miscommunication to disjointed processes and siloed decision-making, JT understands the cross-functional pain points that can hinder sales performance. He will unveil his powerful approach – the Sales Victory Plan – which serves as his guiding compass for establishing the vision, mission, values, and metrics of his championship sales organizations. Through joint collaboration with key business stakeholders, the Victory Plan ensures buy-in and alignment, creating a shared sense of purpose and direction. By integrating the Victory Plan methodology into your sales organization, you can improve cross-functional alignment, foster better collaboration, and achieve outstanding sales results. This session is your roadmap to transforming your organization into a unified powerhouse, where the Sales Victory Plan becomes your compass for success.

Speaker: John Turner, Chief Revenue Officer, Certinia

Build Your Story Playbook

What if your sales team could have an instant advantage over all your competition? What if you could quadruple appointments, shorten sales cycles, and skyrocket profits, all through the application of one powerful technique? If your sales team needs this kind of edge, "Build Your Story Playbook®" provides the breakthrough you've been looking for. Shift your sales team away from the uncomfortable bulldog tactics of the past, to a new, relaxed, and scientifically proven methodology that consistently multiplies results, guaranteed.

Speaker: Matthew Pollard, Founder and CEO, Rapid Growth, LLC

Fireside Chat: We Are All Sales People–How Sales Leaders Partner with HR for Success

At MSI, we created a culture based on a sales mindset. Sales is human, and at MSI we are all in sales. This presentation addresses six major topics:

1. HR's role in the organization
2. Defining your organizations roles and values
3. Identifying talent
4. Developing leaders
5. What is a Successful Sales Mindset
6. DEI

Moderator: Gerhard Gschwandtner, Founder and CEO, Selling Power
Speaker: Chris Courneen, Vice President and Global Head of HR, MS International

Motivating Behavior for Success: The Ins and Outs of Building a Performance-Based Sales Culture

In today's ever-changing business landscape, a performance-based culture can give organizations a competitive edge. While the macroeconomic climate has minimized resources and emphasized sales process efficiencies, it's clear that motivation-focused strategies are essential for maintaining peak performance and driving growth. Join our expert speakers as they discuss how to establish expectations for what good performance looks like, strategically drive initiatives that improve results, and take actionable steps to elevate the sales organization for sustained success.

You'll learn:

• Why fostering a performance-based culture drives business success – especially in uncertain economic times
• First-hand accounts of challenges and success stories while implementing a performance-based culture
• How incentive compensation can help maintain performance and ensure consistency

Speakers: Mark Schopmeyer, Co-CEO and Co-Founder, CaptivateIQ
Meredith Chandler, Sales Manager, CaptivateIQ

How to Use Technology to Enhance Sales Talent

UniFirst has been named by Selling Power as one of the best companies to sell for. In this session, you'll learn how to leverage technology to develop sales talent. UniFirst created a Trusted Advisor Methodology that makes the buying experience easier while putting salespeople in the right place at the right time with the right materials.

Speaker: Stephanie Roman, Senior Manager of Sales Engagement, UniFirst

Beast Mode ON: How to Unleash Your Team's Winning Potential

Explore ways to unleash individual and team potential to turn sales athletes into champions–from evaluating and acquiring the right talent to equipping and training sellers to be deal-ready from Day 1. Datasite has built a successful team fueled by in-depth yet fast-paced enablement programs, mentorship from other sales leaders that have risen through our ranks, and marketing teams who develop a seller's keen understanding of our clients' needs and pain points. Unpack all of this, along with how a strong team-selling mentality and rewards for solid performance form a winning culture and platform where deals are made.

Speaker: Russ Walker, SVP, Revenue Enablement, Datasite

Diversity Training that Boosts Enterprise Performance

Whatever you thought you knew about diversity and inclusion, be prepared to think again. Much of the accepted dogma of D&I is not effective nor is it sustainable. This session invites you to rethink the intent, the approach, and the attitudes about D&I so that it benefits everyone. The benefits of D&I are not well understood by sales practitioners They fail to exploit the commercial value of diversity management and inclusion and 'leave money on the table.". It is time for leaders to lead in the D&I movement. But, as MLK once said, "You can't teach what you don't know. You can't lead where you won't go."

Participants will be invited to consider:

1. D&I is a relationship discipline.
2. Relationships matter in relationship matters.
3. How to sustain a D&I effort beyond social unrest.
4. Who should lead D&I efforts and what skills do they need?
5. The six building blocks for executing D&I as a strategy.
6. Using D&I relationship skills as a business development tool.

Speaker: James Rodgers, The Diversity Coach & Director of Executive Academy, ITSMF

3 Mindset Shifts to Make Your Sales Team Inclusive

What if creating a more diverse and inclusive sales team was not only a good move financially, but also simple to do? Bring an open mind and learn about three important mindset shifts leadership needs to accomplish in order to be successful. We will be giving out copies of Lori's book, She Sells: Attract, Promote, and Retain Great Women in B2B Sales to some of our participants.

Speaker: Lori Richardson, CEO, Speaker & Founder, Score More Sales

How Gender Diversity Boosts Performance

Gender diversity increases profits by over 21%, yet women have been cut from 46% of overall positions in the current economic climate while they make up less than 40% of the workforce. Company culture, training, and opportunities for advancement are generally positioned to benefit men. This isn't a conspiracy against women; it is an opportunity to educate managers and sales leaders to learn how to promote and support sales teams that are gender diverse. Learn how technology, systems, and programming to support women and minorities are used in university programming and top companies. Let's get better together today.

Speaker: Stefanie Boyer, Professor of Marketing, Bryant University

Diversity Drives Sales: Explore Tactics to Recruit, Retain and Elevate a Diverse Salesforce

Our approach as sales leaders must also change to drive success during this unprecedented economic instability. Everything we knew about leading and connecting with URG sales talent has changed. Explore tactics to build a less homogenous workforce and stop the diverse sellers revolving door.

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

Fireside Chat: Shared Sisterhood Framework - A clear path to a more diverse, inclusive and equitable workplace

The author of the bestselling book Shared Sisterhood will talk about how we can come together as human beings to achieve excellent outcomes. Topics include harnessing the collective strengths and resilience that lead to personal growth and higher performance and, how vulnerability creates trust–overcoming societal challenges to achieve a more inclusive and equitable world, how to build bridges with people who are different than us.

Moderator: Gerhard Gschwandtner, Founder and CEO, Selling Power
Speaker: Tina Opie, Founder, Opie Consulting Group LLC

Equity, Inclusion & Belonging: The Corporate Blueprint to Change

In today's rapidly evolving corporate landscape, organizations are recognizing the critical importance of equity, inclusion, and belonging. It's no long enough to bring attention to the current state of corporate diversity and inclusion. It's time to address the negative impact of a lack of diversity and inclusion, by underscoring the urgent need for change.

The benefits of cultivating a diverse and inclusive workplace are includes improved employee engagement, satisfaction, and retention, enhanced brand reputation and attraction of top talent has never meant more than it does today. Roderick Jefferson, the author of “Sales Enablement 3.0: The Blueprint to Sales Enablement Excellence,” will introduce the corporate blueprint for change and outlined practical steps to drive transformation.

Upon completion of this session, attendees will be able to:

• How to create spaces for individuals to connect, support each other, and contribute to an inclusive culture.
• How to develop inclusive policies, practices, and unconscious bias training programs, as well as strategies for diverse talent acquisition and retention.
• How to champion equity, inclusion, and belonging in their professional lives and contribute to building a more equitable and inclusive society as a whole.

Speaker: Roderick Jefferson, Professional Speaker, Author, Sales Enablement 3.0

Fireside Chat: AMAROK – Keys to Creating a World-Class Sales Team

Learn how Amrok creates a winning sales culture that begins with attracting, hiring, and onboarding great talent and continues with a proven process for ongoing learning, coaching, and development. Discover how Amrok measures its organization's effectiveness and delivers a great customer experience. Also, learn about how the sales and marketing team leverages technology to reduce friction and boost performance.

Moderator: Gerhard Gschwandtner, Founder and CEO, Selling Power Speaker: Michael Dorrington, Senior Vice President of Sales & Marketing, AMAROK