Agenda
Virtual Event
June 28-29, 2022

All times listed are Eastern.

Tuesday, June 28, 2022
Wednesday, June 29, 2022
10:00 am – 10:05 am
Conference Welcome
Speakers: Gerhard Gschwandtner, Founder and CEO, Selling Power
Joe Sabatino, Founder, BehindTheTalk
10:05 am – 10:30 am
Open
The Seven Rules for Value Creation
Speaker: Gerhard Gschwandtner, Founder and CEO, Selling Power
Close
The Seven Rules for Value Creation

In this keynote, you will learn a proven seven-step process for innovating your sales strategies to increase customer value while enhancing the value of your salespeople's work experience. Gerhard Gschwandtner has interviewed hundreds of successful sales leaders who shared their best and most innovative ideas that you can easily adapt to create a value-driven business. You will also learn how to incorporate a time-tested sales innovation process to give your reps the edge they need to outsell your competition.

Speaker: Gerhard Gschwandtner, Founder and CEO, Selling Power
10:40 am – 11:20 am
Open
The New B2B Growth Equation: Delivering the Right Sales Mix
Speaker: Jennifer Stanley, Partner, McKinsey & Company
Close
The New B2B Growth Equation: Delivering the Right Sales Mix

B2B leaders are hedging their bets on omnichannel sales. In fact, more than 90% of B2B companies say their go-to-market model is just as or more effective than before the pandemic began.

Here's why. B2B customers are very clear about what they want from suppliers – more channels, more convenience, and a more personalized buying experience with the right mix of in-person interactions, remote contact via phone or video, digital self-service activities, and e-commerce across the purchasing journey. That's why the role of sales managers and sales reps needs to evolve – from traditional "field" or "inside" sales to "hybrid." In fact, hybrid sellers are expected to be the most dominant role across sales teams by 2024.

In today's 10-channel world – where loyalty remains more elusive than ever – the role of the sales force remains critical in driving the omnichannel ecosystem as journey orchestrators. In this session, Jennifer Stanley, Partner, McKinsey & Company, shares what sales leaders must do to outperform and drive growth by delivering to customers the right sales mix.

Topics to Be Covered:
  • The new world of omnichannel sales (what customers want in today's 10-channel world)
  • The new role of hybrid sales as journey orchestrators
  • The five must-dos to capture loyalty and sales growth
Speaker: Jennifer Stanley, Partner, McKinsey & Company
11:40 am – 12:00 pm
Open
Making The Switch From Value To Trust
Speakers: Chris Beall, CEO, ConnectAndSell
Henry Wojdyla, Principal, RealSource Group
Close
Making The Switch From Value To Trust

Traditional B2B go-to-market approaches focus on early qualification (or disqualification) based on business value. But B2B pursuits generally end in "no decision" because none of the sellers established sufficient trust. Join Chris Beall, CEO of ConnectAndSell, and Henry Wojdyla, founder and CEO of RealSource, for an exploration of the results from the first year of Henry's switch from focusing on value to leading with trust to generate curiosity, commitment, action, and growth.

Speakers: Chris Beall, CEO, ConnectAndSell
Henry Wojdyla, Principal, RealSource Group
12:10 pm – 12:35 pm
Open
Every Seller Now Needs to Be a Video Creator. It's Okay; You Got This.
Speaker: Dan Wardle, VP of Revenue, Vidyard
Close
Every Seller Now Needs to Be a Video Creator. It's Okay; You Got This.

Few will argue about whether 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 Dan Wardle, VP of Sales 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: Dan Wardle, VP of Revenue, Vidyard
12:45 pm – 1:00 pm
Open
Win Sooner. Earn Faster. Stay Longer.
Speaker: Lauren Bailey, Founder and President, Factor 8 and #GirlsClub
Close
Win Sooner. Earn Faster. Stay Longer.

The real secret to retaining your talent longer is making sure they start winning deals and earning commissions as soon as possible. Digital sales veteran Lauren Bailey, from award-winning sales training company Factor 8, will share five tips in 15 minutes that are guaranteed to supercharge your team for success sooner. Buckle up; LB is known for her "no-BS style," and we promise this session will move fast, get real quickly, and provide tips you can put into action immediately.

Speaker: Lauren Bailey, Founder and President, Factor 8 and #GirlsClub
1:05 pm – 1:40 pm
Open
Peak Performance Psychology Principles for Sales Leaders
Speaker: Alex Auerbach, Director of Wellness & Development, Toronto Raptors
Close
Peak Performance Psychology Principles for Sales Leaders

Peak performance by team members starts with the leader. This presentation will introduce you to a foundational set of five skills to enhance your performance as a manager and leader of a sales team. Though some of the skills may seem simple, the evidence suggests these abilities separate the best from the rest, including purposeful preparation, performer's presence, energy optimization, self-regulated learning, psychological adaptability, and resilience. Using real-world examples from sport and elite military units, we'll cover the theoretical bases for each of these performance principles and tangible action steps you can take to start developing these skills in yourself and your team.

Speaker: Alex Auerbach, Director of Wellness and Sport Development, Toronto Raptors
1:50 pm – 2:15 pm
Open
Selling the Way B2B Buyers Want to Buy
Speaker: Evan Powell, Co-Founder & head of Operations, Reprise
Close
Selling the Way B2B Buyers Want to Buy

If you're still training your sales team on a traditional disco/demo methodology, you're missing one key piece: how your buyers actually want to buy. Even for large B2B purchases, an increasing number of buyers want to avoid talking to a human being until as far in the process as possible. In this presentation, Evan Powell will discuss meeting your buyers where they are and selling the way they want to buy.

Speaker: Evan Powell, Co-Founder and Head of Operations, Reprise
2:20 pm – 2:50 pm
Open
Driving Sales Productivity in a Virtual World: The Power of a Common Approach to Selling and Engagement
Speakers: Julie Thomas, President & CEO, ValueSelling Associates
Amanda Huston, Sales Learning and Development Team Leader, Kimberly-Clark Corporation
Joe Timpone, Vice President, Sales Training and Enablement, Dun & Bradstreet
Close
Driving Sales Productivity in a Virtual World: The Power of a Common Approach to Selling and Engagement

The rapid onset of remote work has impacted every part of the B2B sales world, from purchasing behavior to supervisor-rep dynamics. Many sales organizations have been happy merely to survive — and others thrived, successfully implementing complex change-management initiatives and hitting aggressive revenue goals.

What did they do that the competition didn't?

Join ValueSelling President and CEO Julie Thomas as she leads a panel discussion on:
  • Navigating the complexities of change-management initiatives that involve a remote and geographically distributed sales force
  • Using a common approach to selling and engagement to put buyers first and drive productivity
  • Encouraging and measuring the behaviors that enable sales professionals to connect with buyers in a virtual environment
Speakers: Julie Thomas, President and CEO, ValueSelling Associates, Inc.
Amanda Huston, Sales Learning and Development Team Leader, Kimberly-Clark Corporation
Joe Timpone, Vice President, Sales Training and Enablement, Dun & Bradstreet
3:00 pm – 3:30 pm
Open
Reinventing Your SKO Strategy
Speakers: Todd Albright, Global Head of Sales and CRO, Datasite
Russ Walker, SVP of Global Revenue Enablement, Datasite
Close
Reinventing Your SKO Strategy

Datasite, a financial software company that has consistently been at the top of Selling Power's list of leading sales organizations, has recently transformed its approach to the annual SKO (sales kick-off). Russ Walker, SVP of Global Revenue Enablement at Datasite, and Todd Albright, Global Head of Sales and CRO at Datasite, will share their insights that include answers to these vital questions:
  1. Are the days of the big-bang SKO over?
  2. Why are smaller, regional, or geographic-specific SKOs more effective?
  3. Are SKOs the same as QBRs (quarterly business reviews)?
Walk away with a host of new ideas designed to reinvent your SKO strategy.

Speakers: Todd Albright, Global Head of Sales and CRO, Datasite
Russ Walker, SVP, Revenue Enablement, Datasite
3:35 pm – 4:15 pm
Open
Diversify Your Sales Team, Multiply Your Bottom Line
Speaker: Cherilynn Castleman, Managing Partner/Executive Coach, CGI
Close
Diversify Your Sales Team, Multiply Your Bottom Line

Diversity in sales is nothing new, but the data supporting it is. The smartest companies in the world today embrace diversity as a critical part of their sales strategy because they understand that Diversity, Equity, and Inclusion (DE&I) is the future.

Are you a sales leader who wants to improve your sales performance and create an environment that leads to hard conversions – but nothing you do seems to stick, and you struggle with a high turnover rate? If you want to be a leading sales organization, then the answer is a less homogenous workforce. Join us to:
  • Discover three keys to bringing the revolving talent door to a screeching halt – for good
  • Learn four strategies to skyrocket your revenue and see higher conversions
  • Create exceptional sales leaders from your existing team and new talent
  • Invest in the development and retention of a gender-diverse sales force of confident women of color who bring unique insights and capabilities to their team
  • Cultivate an environment that leads to infinite company loyalty and growth
  • Explore how to empower your team to go from salespeople to rockstar sales leaders
Speaker: Cherilynn Castleman, Managing Partner/Executive Coach, CGI
4:15 pm – 4:25 pm
Concluding Remarks
Speakers: Gerhard Gschwandtner, Founder and CEO, Selling Power
Joe Sabatino, Founder, BehindTheTalk
10:00 am – 10:05 am
Conference Day 2 Opening Remarks
Speakers: Gerhard Gschwandtner, Founder and CEO, Selling Power
Joe Sabatino, Founder, BehindTheTalk
10:05 am – 10:35 am
Open
How to Articulate Purpose and Value in your Sales Organization
Speaker: Nancy Maluso, VP, Principal Analyst, Forrester
Close
How to Articulate Purpose and Value in your Sales Organization

Companies that have a compelling purpose combined with measurable values-driven actions are at a competitive advantage. Unfortunately, many companies view their purpose as a branding exercise and values-based initiatives as outside their day-to-day operations. However, to attract and retain today's values-driven employees and customers, chief sales officers (CSOs) and sales leaders must embed their company's purpose and values throughout their selling organization.

Speaker: Nancy Maluso, VP, Principal Analyst, Forrester
10:40 am – 11:05 am
Open
Hybrid Skill Development for the Hybrid Selling Era
Speaker: David Bauders, CEO, SPARXiQ
Close
Hybrid Skill Development for the Hybrid Selling Era

The "new normal" has brought significant changes to where and how sales are made. As a result, today's sellers must master new and adapted skill sets.

Join SPARXiQ CEO David Bauders as he shares some of the critical skill sets that separate top salespeople in today's hybrid selling world, and how hybrid training approaches can make sure the new skills stick.

Speaker: David Bauders, CEO, SPARXiQ
11:10 am – 11:40 am
Open
Complexity Kills Progress: Data Entry and Admin Work Are Dragging Down Your Sales Team
Moderator: Gerhard Gschwandtner, Founder and CEO, Selling Power
Panelists: Scotland Foss, Head of Sales, Scratchpad
Dan Wardle, VP of Revenue, Vidyard
Close
Complexity Kills Progress: Data Entry and Admin Work Are Dragging Down Your Sales Team

Hitting revenue and retention numbers is harder than ever. Rep ramp time and sales cycles are longer. Fewer reps are consistent top performers. Poor Salesforce hygiene is negatively impacting the accuracy of your forecasts. You have sales tool fatigue with low adoption, and your reps spend more time mired in data entry tasks than revenue-generating activities.

Sound familiar?

Join Gerhard Gschwandtner (Founder and CEO, Selling Power), Scotland Foss (Head of Sales, Scratchpad), and Dan Wardle (VP of Revenue, Vidyard) as they share insights in a fireside chat about eliminating unnecessary drag, process, and complexity in your sales team and shifting rep focus to selling instead of admin work.

Moderator: Gerhard Gschwandtner, Founder and CEO, Selling Power
Panelists: Scotland Foss, Head of Sales, Scratchpad
Dan Wardle, VP of Revenue, Vidyard
11:50 am – 12:15 pm
Open
Data Speaks Louder: What Works and What Doesn't Work in B2B Sales
Speaker: Ori Manor Zuckerman, Co-Founder and CEO, SubStrata
Close
Data Speaks Louder: What Works and What Doesn't Work in B2B Sales

Ori Zuckerman, a serial tech entrepreneur and the CEO of SubStrata, will uncover some intriguing new discoveries and facts about what works and what doesn't work in B2B sales, after analyzing hundreds of thousands of real-life B2B sales interactions and conversations (emails, calls, chats). Prepare for an unconventional discussion about hidden deal dynamics, nonverbal behaviors, and social cues that make or break business deals.

Speaker: Ori Manor Zuckerman, Co-Founder and CEO, SubStrata
12:25 pm – 1:00 pm
Open
Developing, Articulating, and Communicating Value with Your Customers
Speaker: Jeff Seeley, CEO, Carew International
Close
Developing, Articulating, and Communicating Value with Your Customers

Seeley will help leaders accelerate sales strategies to cultivate relationships with customers that will unlock a competitive advantage. How this is effectively articulated in the customer's terms is critical to acceptance. Once developed, the value system must be communicated in the customer's business reality, which will help move prospects to lifetime customers.

Speaker: Jeff Seeley, CEO, Carew International
1:05 pm – 1:35 pm
Open
The Selling Story of a Unicorn
Speakers: Troy Kanter, Co-Founder & CEO, AuctusIQ
Eric Offner, Senior Vice President, Enterprise Sales, Phenom
Close
The Selling Story of a Unicorn

With growth at 20X over the past five years, Phenom is one of the world's most efficient and effective growth companies today. Eric Offner, SVP of Sales at Phenom, and Troy Kanter, CEO of AuctusIQ, will tell the exciting story of how it was done. In this session, you will learn modern selling processes and methods that are missing from most B2B selling organizations.

Speakers: Troy Kanter, Co-Founder & CEO, AuctusIQ
Eric Offner, Senior Vice President, Enterprise Sales, Phenom
1:45 pm – 2:10 pm
Open
The Power of a Human Centered Approach to Selling that Creates Higher Meaning and Greater Customer Value
Speaker: Willis Turner, President & Chief Executive Officer, SMEI (Sales & Marketing Executives International, Inc.)
Close
The Power of a Human Centered Approach to Selling that Creates Higher Meaning and Greater Customer Value

In March 2020, Willis Turner stepped off a plane into a whole new world upon returning from the Sales 3.0 conference in Florida. Having spent an average of 120 days a year traveling the globe as President & CEO of Sales & Marketing Executives International, staying at home without a purpose was not in the books. In this fireside chat with Gerhard Gschwandtner you'll learn about the epiphany that launched a new business, quickly becoming a leading force in disrupting an industry throughout North America.

Some key learning points:
  • How to uncover your hidden passion to serve humanity and create real customer value
  • Learn that deeply embedded skill sets that may have become dormant and why they should be used
  • Why technology needs to be humanized to help reduce consumer anxiety and solve real problems
  • How an industry shrouded in mystery has been disrupted for the benefit of the most vulnerable
Speaker: Willis Turner, President & Chief Executive Officer, SMEI (Sales & Marketing Executives International, Inc.)
2:20 pm – 2:55 pm
Open
What's New, What's Now and What's Next in Sales
Speaker: Jeffrey Gitomer, New York Times Bestselling Author
Close
What's New, What's Now and What's Next in Sales

In this talk, you will hear Jeffrey Gitomer, King of Sales, present on the state of selling: what's now, what's new and what's next. You will gain strategies to:
  • Perform with more confidence
  • Communicate to a customer in a way that gets them to want to buy
  • Create an emotional connection that leads to a sale
  • Your missing sales power tool that gives you a 97% advantage
  • How to get the sales you deserve
Speaker: Jeffrey Gitomer, New York Times Bestselling Author
3:00 pm – 3:30 pm
Open
How to Be One-Up in a One-Down World
Speaker: Anthony Iannarino, Managing Director, B2B Sales Coach & Consultancy
Close
How to Be One-Up in a One-Down World

The legacy approach to sales has outlived its usefulness. Decision makers need salespeople to create greater value in the sales conversation. In any conversation between a salesperson and their prospective client, the salesperson must be one up to help their client make a good decision and improve their results, removing them from being one down. To occupy this space, the salesperson must have the knowledge and experience that will help their clients succeed in changing and improving their outcomes. In this keynote, Anthony Iannarino will share the major strategies necessary to sell effectively in today's environment.

Speaker: Anthony Iannarino, Managing Director, B2B Sales Coach & Consultancy
3:30 pm – 3:35 pm
Concluding Remarks
Speakers: Gerhard Gschwandtner, Founder and CEO, Selling Power
Joe Sabatino, Founder, BehindTheTalk
Session Preview: Peak Performance Psychology Principles for Sales Leaders

Featuring: Alex Auerbach, Director of Wellness and Sport Development, Toronto Raptors

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