Agenda

All times listed are Pacific Time.

Wednesday, June 5, 2024
Thursday, June 6, 2024
7:30 am – 8:25 am
Registration and Networking Breakfast
8:25 am – 8:35 am
Conference Welcome
Hosts: Stefanie Boyer, PhD, Professor of Marketing, Bryant University
Gerhard Gschwandtner, Founder and CEO, Selling Power
8:35 am – 9:35 am
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Three Steps to Becoming the Trusted Authority in Your Prospect's Mind
Speaker: Jeremy Miner, CEO and Founder, 7th Level
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Three Steps to Becoming the Trusted Authority in Your Prospect's Mind

In this special session, you will learn how salespeople can:
  • Become a problem finder and problem solver, not a product pusher.
  • Ask the right questions at the right time with the right tonality.
  • Eliminate sales resistance to get your prospects to let their guard down.
Speaker: Jeremy Miner, CEO and Founder, 7th Level
9:35 am – 10:05 am
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Selling with Value: How to Align with B2B Buyers and Drive Revenue
Speaker: Spencer Wixom, President and CEO, The Brooks Group
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Selling with Value: How to Align with B2B Buyers and Drive Revenue

Building trust and communicating value sets great sales professionals apart. Research shows that sales teams who reach or exceed revenue targets are 2x more likely to connect the value of their solution to ROI for their customer. In today's B2B market it's essential to demonstrate business value in a way that differentiates your product or service and motivates buyers to do business with your company.

In this session, Spencer Wixom, President and CEO of The Brooks Group, will share proven techniques to help your sales team become strategic advisors who gain trust and sell with value. You'll learn practical steps for communicating that value throughout the sales process, aligning your solution's value to the customers' needs and wants, and fostering long-term, profitable customer relationships.

Speaker: Spencer Wixom, President and CEO, The Brooks Group
10:05 am – 10:35 am
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AI in Revenue Enablement: What You Should Already Know
Speaker: Peter Ostrow, VP and Principal Analyst, Forrester
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AI in Revenue Enablement: What You Should Already Know

Did AI write this keynote abstract? How would you know? Do you care?

Pundits and prognosticators all around us are yelling non-stop about AI, making it hard to filter out what matters for each of us personally. This is primarily due to the sudden influx of AI capabilities revealed by ChatGPT, but AI has long been quietly, effectively migrating into our daily experiences. What's different now is how little expertise is required to independently leverage it.

In this keynote, Forrester VP/Principal Analyst Peter Ostrow will separate the noise from the value around artificial intelligence. B2B revenue enablement leaders will learn how AI can support their productivity, deals, and customer outcomes – as well as how to minimize the likelihood of losing their job to a machine.

Speaker: Peter Ostrow, VP and Principal Analyst, Forrester
10:35 am – 11:05 am
Morning Break – Exhibits Open
11:05 am – 11:35 am
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Revenue Revolution: Navigating Change with Precision
Speaker: Susan Perry, Chief Change Accelerator, Accelerate Your Changes
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Revenue Revolution: Navigating Change with Precision

In today's dynamic sales landscape, the path to sustainable revenue growth lies in strategic change. As Chief Revenue Officers (CROs), you play a pivotal role in steering organizations through market shifts, disruptive technologies, and evolving customer expectations. A smart, intentional change management plan becomes your GPS, guiding teams successfully through transformational shifts. Join us as we explore how designing your roadmap, stakeholder alignment, and adaptive execution propels organizations toward revenue achievement.

Speaker: Susan Perry, Chief Change Accelerator, Accelerate Your Changes
11:35 am – 11:50 am
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How to Increase Win Rates and Deal Velocity
Speaker: Harry Kendlbacher, CEO and Managing Partner, Global Performance Group
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How to Increase Win Rates and Deal Velocity

Discover insights gleaned from real-world challenges facing global sales teams and emerging trends that are affecting win rates and deal velocity. With a keen eye on the evolving sales climate, Harry will share real-world examples and proven solutions that are helping sales teams overcome the root causes of revenue stagnation. During this session, you can expect to learn:
  • Actionable strategies to increase sales win rates and accelerate deal velocity.
  • Insights into common pitfalls and challenges faced by sales teams in today's market.
  • Practical techniques to align sales efforts with customer needs and priorities.
  • Proven methods for creating urgency, securing key agreements, and driving sales momentum.
Whether you're a CRO, sales leader, or frontline sales professional, this session is designed to provide you with the tools and knowledge needed to elevate your sales organization and achieve outstanding results. Don't miss this opportunity to learn from one of the industry's leading experts and take your sales performance to new heights.

Speaker: Harry Kendlbacher, CEO and Managing Partner, Global Performance Group
11:50 am – 1:10 pm
Lunch – Exhibits Open

Revenue Enablement Excellence Awards
MC: Paul R. Butterfield, CEO, Revenue Flywheel Group
Stefanie Boyer, PhD, Professor of Marketing, Bryant University
1:10 pm – 1:40 pm
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Revolutionize Your Sales Strategy: Unleash the Power of Behavior Change
Speaker: Teri Long, VP of Global Revenue Enablement, Mindtickle
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Revolutionize Your Sales Strategy: Unleash the Power of Behavior Change

As a sales leader, reaching your targets demands more than just managing deals and territories—it requires a strategic approach to driving lasting change within your GTM teams. While traditional methods may yield results, they often fall short in fostering sustainable growth.

Join Teri Long, Vice President of Global Revenue Enablement at Mindtickle, on Wednesday, June 5 at 1:10 pm to discuss strategies to empower both your reps and sales managers to uncover the behaviors of top performers and embed these winning strategies throughout your organization.

Speaker: Teri Long, VP of Global Revenue Enablement, Mindtickle
1:40 pm – 2:10 pm
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Unlocking Revenue Potential: A Unified Approach to Sales Performance
Speaker: Taylor Wilding, VP of Sales, Xactly
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Unlocking Revenue Potential: A Unified Approach to Sales Performance

We're living through an unprecedented time of change, with varying degrees of market forces arising seemingly every week. This means that business leaders are continuing to wrestle with staying ahead of the curve and looking around the next corner to ensure they're proactively preparing for the next market disruption. In this session, we'll unpack specific areas where this market uncertainty is playing out for revenue leaders, the impact this uncertainty is having on their ability to grow their businesses sustainably, and ultimately, what we're finding to be successful strategies they're deploying by taking a step back and evaluating their end-to-end revenue ecosystem for areas to coordinate and optimize.

Speaker: Taylor Wilding, VP of Sales, Xactly
2:10 pm – 2:40 pm
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Revenue at the Speed of Strategy: Aligning Sales Goals, Strategies and Behaviors for Rapid Growth
Speaker: Steve Gielda, President and Co-Founder, Ignite Selling
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Revenue at the Speed of Strategy: Aligning Sales Goals, Strategies and Behaviors for Rapid Growth

In today's fiercely competitive market, aligning sales goals, critical sales strategies with strategic selling behaviors are not just beneficial; it’s essential for rapid growth and sustainability. The keynote: "Revenue at the Speed of Strategy" presentation led by Steve Gielda, Head of Revenue Acceleration at Ignite Selling and author of Ignite Your Sales Strategy will share how to build quantitative sales strategies that not only supports but accelerates the achievement of ambitious sales goals.

Speaker: Steve Gielda, President and Co-Founder, Ignite Selling
2:40 pm – 3:10 pm
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CRO Spotlight: How Revenue Leaders Win
Moderator: Warren Zenna, Founder and CEO, The CRO Collective
Panelists: Ted Martin, President and Chief Revenue Officer, Factor 8
Daniel Frailey, CRO of Executive Education Program, University of Chicago
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CRO Spotlight: How Revenue Leaders Win

Join us at the Chief Revenue Officer summit in Las Vegas this June for an engaging panel discussion, "CRO Spotlight: How Revenue Leaders Win." Moderated by Warren Zenna, Founder and CEO of The CRO Collective. This session will feature seasoned experts including Ted Martin, President and Chief Revenue Officer of Factor 8, and Daniel Frailey, CRO of the Executive Education Program at the University of Chicago. Dive deep into the expanding role of the CRO, strategies for building aligned revenue teams, scaling businesses effectively, and implementing cutting-edge tools. Learn from real-life success stories and best practices that drive sustained growth and market leadership. Gain actionable insights to transform your approach and propel your organization to new heights at the CRO summit.

Moderator: Warren Zenna, Founder and CEO, The CRO Collective
Panelists: Ted Martin, President and Chief Revenue Officer, Factor 8
Daniel Frailey, CRO of Executive Education Program, University of Chicago
3:10 pm – 3:40 pm
Afternoon Break – Exhibits Open
3:40 pm – 4:10 pm
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Fireside Chat: AI Powered Sales with Generative AI: Best Practices
Moderator: Gerhard Gschwandtner, Founder and CEO, Selling Power
Speakers: Jennifer Stanley, Partner and North America Lead, Sales & Channel Practice, McKinsey & Company
Richelle Deveau, Partner, McKinsey & Company
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Fireside Chat: AI Powered Sales with Generative AI: Best Practices

Join McKinsey Partners Jennifer Stanley and Richelle Deveau for a fireside chat with Selling Power CEO Gerhard Gschwandtner on the power and potential of Generative AI in Sales. They will help separate myth from reality, share examples of what they are seeing working with genAI in sales organizations, and some watchouts. They will share specific use cases, including the roles that Marketing and Pricing functions play in better enabling Sales.

Moderator: Gerhard Gschwandtner, Founder and CEO, Selling Power
Speakers: Jennifer Stanley, Partner and North America Lead, Sales & Channel Practice, McKinsey & Company
Richelle Deveau, Partner, McKinsey & Company
4:10 pm – 4:40 pm
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The Brand of You: Strategies for Enhancing Sales Funnels in Business
Speaker: Jeffrey Hayzlett, Chairman and Founder, C-Suite Network
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The Brand of You: Strategies for Enhancing Sales Funnels in Business

Business is constantly evolving and demanding innovative approaches to fortify brand presence and propel sales. To meet this demand, a shift towards content creation has emerged as a pivotal strategy. We will delve into the transformative power of content in amplifying brand identity and expanding customer bases, while exploring the importance of establishing a robust brand persona in the ever-changing landscape of digital marketing. Emphasizing the role of podcasts and the Digital Streaming Television industry as distribution channels, we'll unveil how businesses can harness these platforms to engage audiences effectively.

Additionally, this session will explore the integration of personalized messaging, data analytics, and advanced customer relationship management tools in optimizing sales funnels. By examining successful practices across diverse industries, you will obtain actionable insights to maximize sales potential and cultivate lasting customer relationships.

Speaker: Jeffrey Hayzlett, Chairman and Founder, C-Suite Network
4:40 pm – 5:00 pm
Concluding Remarks
Hosts: Stefanie Boyer, PhD, Professor of Marketing, Bryant University
Gerhard Gschwandtner, Founder and CEO, Selling Power
5:00 pm – 6:30 pm
CRO of the Year Award Networking Reception
MC: Warren Zenna, Founder and CEO, The CRO Collective
Dayna Williams, Author of The Diligence Fix
7:50 am – 8:50 am
Registration and Networking Breakfast
8:50 am – 9:00 am
Conference Day 2 Opening Remarks
Hosts: Dayna Williams, Author of The Diligence Fix
Gerhard Gschwandtner, Founder and CEO, Selling Power
9:00 am – 9:30 am
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Culture Eats Strategy for Breakfast: Leveraging Coaching and Leadership to Supercharge Revenue Acceleration
Speaker: Jeff Seeley, CEO, Carew International
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Culture Eats Strategy for Breakfast: Leveraging Coaching and Leadership to Supercharge Revenue Acceleration

Great strategies fail without a culture to execute them. Discover how to build a coaching-driven culture that fuels innovation and accelerates revenue growth. Learn the essential leadership skills to empower your teams, overcome obstacles, achieve breakthrough results, and gain actionable strategies to implement a coaching culture within your organization.

Speaker: Jeff Seeley, CEO, Carew International
9:30 am – 10:00 am
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Fireside Chat: Unlocking Sales Success: The Power of Aligned Go-To-Market Planning
Moderator: Gerhard Gschwandtner, Founder and CEO, Selling Power
Speaker: Dana Therrien, VP of Sales Performance Management and Revenue Operations Advisory Practice, Anaplan
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Fireside Chat: Unlocking Sales Success: The Power of Aligned Go-To-Market Planning

Join Gerhard Gschwandtner and Dana Therrien at the Sales 3.0 Conference as they discuss the strategic importance of "Aligned Go-To-Market Planning" for sales and revenue leaders. Explore how decision excellence and enterprise connectedness drive financial performance, drawing insights from extensive research involving 500 senior executives. Discover the transformative potential of aligning go-to-market strategies with organizational connectedness, leading to reduced unproductive meetings, increased focus on crucial matters, and stronger external relationships. Don't miss this opportunity to unlock your organization's decision potential and drive improved financial performance.

Moderator: Gerhard Gschwandtner, Founder and CEO, Selling Power
Speaker: Dana Therrien, VP of Sales Performance Management and Revenue Operations Advisory Practice, Anaplan
10:00 am – 10:30 am
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Fireside Chat: Overcoming Obstacles with the Right Mindset Skills Set and Toolset
Moderator: Gerhard Gschwandtner, Founder and CEO, Selling Power
Speaker: Roderick Jefferson, Professional Speaker and Author of Sales Enablement 3.0
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Fireside Chat: Overcoming Obstacles with the Right Mindset Skills Set and Toolset

In this fireside chat with Roderick Jefferson, author of Sales Enablement 3.0, you will learn:
  • The latest trends in sales and revenue enablement.
  • How to humanize sales in a world overwhelmed by technology.
  • The five qualities every sales leader needs to succeed.
  • Lessons learned from great business leaders.
  • How to deal with immature people in power.
  • How to create a mindset to overcome any adversity.
Moderator: Gerhard Gschwandtner, Founder and CEO, Selling Power
Speaker: Roderick Jefferson, Professional Speaker and Author of Sales Enablement 3.0
10:30 am – 11:00 am
Morning Break – Exhibits Open
11:00 am – 11:30 am
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The Language of Trust in Business
Speaker: John Guydon, Author, Ted Speaker, and Coach, Entrepreneur Collegiate Athlete, University of Colorado
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The Language of Trust in Business

Shatter Conventional Wisdom and Unleash the Power of Radical Transparency! John Guydon will challenge traditional sales mindsets and reveal the counterintuitive strategies of "The Language of Trust." Prepare to be inspired as you discover how embracing vulnerability, admitting flaws, and communicating with authenticity can skyrocket customer trust, loyalty, and revenue growth. This high-energy session will equip you with practical tools to foster deeper connections, build unshakable partnerships, and gain a lasting competitive edge. Get ready to unlock the transformative potential of transparency and experience a paradigm shift in your approach to sales and customer relationships.

Speaker: John Guydon, Author, Ted Speaker, and Coach, Entrepreneur Collegiate Athlete, University of Colorado
11:30 am – 12:00 pm
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A Sneak Peak of Tomorrow's AI for Go-to-Market Teams: Engage in a Live Dialogue with Amanda-AI
Speaker: Amanda Kahlow, Founder and CEO, 1mind
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A Sneak Peak of Tomorrow's AI for Go-to-Market Teams: Engage in a Live Dialogue with Amanda-AI

Experience a unique session where Amanda Kahlow joins forces with her AI twin to delve into the transformative influence of AI companions. These AI entities don't just enhance efficiency and productivity; they forge authentic connections, deliver outstanding experiences, and fuel business expansion. Witness Amanda-AI in action as she pitches, shares slides engages in role-play scenarios and stands ready to tackle your most challenging questions.

Speaker: Amanda Kahlow, Founder and CEO, 1mind
12:00 pm – 1:00 pm
Lunch – Exhibits Open
1:00 pm – 1:30 pm
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AI or a Bad Toupee, The Good, The Bad, and The Scary
Speaker: Brian Podolak, Co-Founder and CEO, Vocodia
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AI or a Bad Toupee, The Good, The Bad, and The Scary

Artificial intelligence is rapidly transforming industries across the board, and the call center space is no exception. But is implementing an AI call center agent as easy as putting on a toupee? In this insightful seminar, we'll separate fact from fiction and explore true potential and pitfalls of deploying conversational AI.

We'll start by uncovering the "good" and how AI can revolutionize customer service with 24/7 availability, lightning-fast response times, and the ability to intelligently resolve common issues. You'll learn about the latest advancements allowing AI agents to understand complex language, discern intent, and provide human-like empathetic responses.

Then we'll dive into the "bad" and "scary" realities to consider. What are the risks of anthropomorphizing AI beyond its actual capabilities? How can you avoid releasing an AI agent before it's truly ready and turning off customers? We'll dispel myths and explore real-world scenarios of conversational AI gone wrong.

Speaker: Brian Podolak, Co-Founder and CEO, Vocodia
1:30 pm – 2:00 pm
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The Five Immutable Laws for Success in Selling
Speaker: Willis Turner, President and CEO, SMEI
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The Five Immutable Laws for Success in Selling

In the dynamic world of sales, mastering the art of selling is not just about understanding your product or service; it's about understanding people, their needs, and how to effectively communicate the value you're offering. Drawing upon the insights from the classic book "Open the Mind and Close the Sale" by John M. Wilson & Willis H. Turner, this presentation delves into the "5 Immutable Laws for Success in Selling," providing a comprehensive guide to achieving excellence in the sales profession.

Speaker: Willis Turner, President and CEO, SMEI
2:00 pm – 2:30 pm
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Prospect by Interview
Speaker: Brynne Tillman, CEO and LinkedIn Whisperer, Social Sales Link
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Prospect by Interview

Starting conversations with key decision-makers is professionals' number one challenge regarding their business development efforts. The number two challenge is starting that conversation with high trust and credibility.

While there are many ways to prospect, this innovative approach is incredibly engaging, builds rapport with your buyers, elevates their voice, helps uncover their challenges, and opens up discovery conversations on a consistent basis.

In this program, you will learn the following:
  1. How to use LinkedIn to find and schedule interviews with your 1st and 2nd-level connections
  2. Steps to turn the interview into an ebook
  3. Leverage the ebook to get interviews with other prospects for future ebooks
  4. Schedule an insights/discovery call based on what you learned during the interview
Speaker: Brynne Tillman, CEO and LinkedIn Whisperer, Social Sales Link
2:30 pm – 3:00 pm
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How to Enhance Your Seller Journey With AI
Speaker: Abe Awasthi, Sales Transformation Offering Leader, Deloitte Digital
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How to Enhance Your Seller Journey With AI

One of the most powerful applications of GenAI is in managing customer interactions. This presentation explores the integration of AI in enhancing the end-to-end customer and seller journey. It highlights how AI-driven tools can refine sales processes, personalize customer engagement, and increase operational efficiency. The session will cover AI's role in improving forecasting accuracy and decision-making for sales teams. Attendees will gain insights into utilizing AI to optimize customer touchpoints, ultimately leading to heightened sales performance and enriched customer satisfaction.

Speaker: Abe Awasthi, Sales Transformation Offering Leader, Deloitte Digital
3:00 pm – 3:30 pm
Afternoon Break – Exhibits Open
3:30 pm – 3:45 pm
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AI, Brains and Revenue: Increasing Sales by Merging AI and Neuroscience
Speaker: Peri Shawn, Founder, Coaching and Sales Institute
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AI, Brains and Revenue: Increasing Sales by Merging AI and Neuroscience

Ever wonder what's really going on in prospects' brains? And what your team can do to engage prospects in buying more?

Join Peri as she demystifies what happens in prospects' brains when they decide to buy. Spoiler alert: it's not about twisting arms or persuasive tactics. She'll share brain-based specifics of what your team can do to increase their sales.

Peri will also reveal her journey of merging the neuroscience of buying with AI to create a revolutionary approach to sales team excellence.

Speaker: Peri Shawn, Founder, Coaching and Sales Institute
3:45 pm – 4:15 pm
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Unlocking Growth: Transitioning From Sales Enablement to Revenue Enablement
Moderator: Paul R. Butterfield, CEO, Revenue Flywheel Group
Panelists: Sandy Robinson, SVP of Revenue Operations and Enablement, Patra Corporation
Vivian Ng, Senior Principle Consultant, Global Growth Excellence
Keenan, CEO, A Sales Growth Company
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Unlocking Growth: Transitioning From Sales Enablement to Revenue Enablement

Learn about what defines sales enablement and revenue enablement, and how they differ. Discover the tools and techniques that bridge the gap between traditional sales methods and holistic revenue generation through enabling marketing, sales, and customer success teams to create a unified force that drives revenue. Leverage analytics and technology to optimize the customer journey and enhance performance across all touchpoints. This panel aims to equip professionals with actionable strategies for maximizing their revenue potential in a collaborative and dynamic environment.

Moderator: Paul R. Butterfield, CEO, Revenue Flywheel Group
Panelists: Sandy Robinson, SVP of Revenue Operations and Enablement, Patra Corporation
Vivian Ng, Senior Principle Consultant, Global Growth Excellence
Keenan, CEO, A Sales Growth Company
4:15 pm – 4:35 pm
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Changeformational Selling to Win
Speaker: Jeffrey Magee, PhD, CEO, JeffreyMagee.com & ProfessionalPerformanceMagazine.com
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Changeformational Selling to Win

Your ability to forecast and understand the Disruption-Interruption Points™ (DIPs) as a sales leader and business owner, that create change for others, empowers you to be Changeformational™... Matched-up with the complete understanding and execution of the WholePerson/WholeAccount™ Selling model.

If you are not a Changeformational Sales leader, then where do you live?
  1. CHANGE IS WHAT YOU DO TO SURVIVE...
  2. RANSFORM IS WHAT YOU DO TO LEAD...
  3. CHANGEFORMATIONAL™ IS WHERE YOU LIVE TO WIN!
These powerful concepts will weaponize you as they have my clients with the mindset, strategies and execution techniques to achieve sustained success with your sales force. You thrive when everyone else is working hard just to survive!

Speaker: Jeffrey Magee, PhD, CEO, JeffreyMagee.com & ProfessionalPerformanceMagazine.com
4:35 pm – 4:45 pm
Concluding Remarks
Hosts: Dayna Williams, Author of The Diligence Fix
Gerhard Gschwandtner, Founder and CEO, Selling Power

Sponsored by

Premier
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Platinum
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Logo for Coaching and Sales Institute
Gold
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Silver
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Lanyard
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Media
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Logo for Revenue Flywheel Group
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Important Message

Sales 3.0 would like to warn sponsors and attendees that the Sales 3.0 Conference has been targeted via email by an entity calling itself Elite Housing Service regarding booking rooms for our upcoming June CRO Summit at the Green Valley Resort.

Should you receive an email with the suffix:
@elitehousingservice.com
reserve@elitehousingservice.com

With subject lines attempting to identify themselves with the:
CRO Summit - Sales 3.0 Conference 2024 - June 5-6 2024 Green Valley Ranch Resort Spa Henderson NV

Or any other unfamiliar source, please note that these entities are in no way affiliated with Sales 3.0, and any room information advertised is fraudulent. The use of our conference name and the name Green Valley Resort by this entity has been made without our authorization. We therefore urge sponsors and visitors to be cautious and encourage them to contact us when receiving these types of solicitations from unfamiliar sources.