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, Ph.D., 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 Research Director, 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 Research Director, 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, Strategic Advisor, Transformation and Change Leader
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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, Strategic Advisor, Transformation and Change Leader
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: Stefanie Boyer, Ph.D., Professor of Marketing, Bryant University
Paul R. Butterfield, CEO, Revenue Flywheel Group
1:10 pm – 1:40 pm
Fireside Chat: Improve Sales Performance and Drive Revenue Growth
Moderator: Gerhard Gschwandtner, Founder and CEO, Selling Power
Speaker: Teri Long, VP of Revenue Enablement, Mindtickle
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Fireside Chat: Improve Sales Performance and Drive Revenue Growth

Moderator: Gerhard Gschwandtner, Founder and CEO, Selling Power
Speaker: Teri Long, VP of Revenue Enablement, Mindtickle
1:40 pm – 2:10 pm
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

Speaker: Taylor Wilding, VP of Sales, Xactly
2:10 pm – 2:40 pm
Pipeline Paralysis: Breaking Free from Assumptions that Stall Revenue Growth
Speaker: Steve Gielda, President and Co-Founder, Ignite Selling
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Pipeline Paralysis: Breaking Free from Assumptions that Stall Revenue Growth

Speaker: Steve Gielda, President and Co-Founder, Ignite Selling
2:40 pm – 3:10 pm
CRO Spotlight: How Revenue Leaders Win
Moderator: Warren Zenna, Founder and CEO, The CRO Collective
Panelist: Lauren Bailey, Founder and President, Factor 8
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CRO Spotlight: How Revenue Leaders Win

Moderator: Warren Zenna, Founder and CEO, The CRO Collective
Panelist: Lauren Bailey, Founder and President, Factor 8
3:10 pm – 3:40 pm
Afternoon Break – Exhibits Open
3:40 pm – 4:10 pm
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

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, The 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, The C-Suite Network
4:40 pm – 5:00 pm
Concluding Remarks
Hosts: Stefanie Boyer, Ph.D., 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
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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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
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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Game Changer – Revenue Enablement as a $$$ Influence Center
Speaker: Russ Walker, SVP of Revenue Enablement, Datasite
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Game Changer – Revenue Enablement as a $$$ Influence Center

Hear from Russ Walker, SVP of Revenue Enablement at Datasite, on how Revenue Enablement has evolved from Sales Enablement and how you can create revenue innovation and acceleration

Speaker: Russ Walker, SVP of Revenue Enablement, Datasite
12:00 pm – 1:00 pm
Lunch – Exhibits Open
1:00 pm – 1:30 pm
TBA
Speaker: Brian Podolak, Co-Founder and CEO, Vocodia
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TBA

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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Strategies for Effective Sales Transformation: Building a Behavior-Driven Sales Culture
Speaker: Anthony Iannarino, Managing Director, B2B Sales Coach & Consultancy
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Strategies for Effective Sales Transformation: Building a Behavior-Driven Sales Culture

Unveil the secret to successful sales transformation through strategic behavioral changes and innovative leadership.

The heart of a sales transformation is built on behavioral changes that replace past methodologies, strategies, and tactics. Any transformation must be treated as a major change initiative. Part of this requires that sales leaders win the hearts and minds of their teams. When you have done something for a long time, it can be difficult for salespeople who believed what they were doing was right, only to discover it is no longer the right way to sell. Sales leaders and sales managers must work closely with their teams, teaching, training, supporting, and coaching their sales teams as they work on building new competencies and skills.

Speaker: Anthony Iannarino, Managing Director, B2B Sales Coach & Consultancy
2:30 pm – 3:00 pm
TBA
Speaker: TBA
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TBA

Speaker: TBA
3:00 pm – 3:30 pm
Afternoon Break – Exhibits Open
3:30 pm – 3:45 pm
TBA
Speaker: TBA
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TBA

Speaker: TBA
3:45 pm – 4:15 pm
Unlocking Growth: Transitioning From Sales Enablement to Revenue Enablement
Moderator: Paul R. Butterfield, CEO, Revenue Flywheel Group
Panelist: Sandy Robinson, SVP of Revenue Operations and Enablement, Patra Corporation
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Unlocking Growth: Transitioning From Sales Enablement to Revenue Enablement

Moderator: Paul R. Butterfield, CEO, Revenue Flywheel Group
Panelist: Sandy Robinson, SVP of Revenue Operations and Enablement, Patra Corporation
4:15 pm – 4:25 pm
Concluding Remarks
Hosts: Dayna Williams, Author of The Diligence Fix
Gerhard Gschwandtner, Founder and CEO, Selling Power

Sponsored by

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Silver
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Important Message

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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.