Agenda

Not Just AI: What 100+ Sales Transformations Teach Us About Selling and Sales Leadership Today

You CAN transform your sales–there's just a lot of noise getting in your way. From navigating changes in buyer behavior, cultivating a strong team culture, mastering digital enablement, and determining how to effectively leverage AI, sales leaders aren't sure where to start. Today, I'll dive into our key learnings from executing hundreds of successful salesforce transformations. Armed with a simple checklist, you'll walk away with a plan to enhance the end-to-end sales experience and hit your numbers out of the park in 2024.

Speaker: Tom Stanfill, CEO and Co-Founder, ASLAN Training & Development

Using AI to Build Skill in Sales Conversations: What Science and 600,000 Role Plays Tells Us About How Salespeople Learn, How to Inspire Practice, and How to Overcome Forgetfulness

Join global business leaders at the Sales 3.0 Sales Transformation Summit, where Dr. Stefanie Boyer, RNMKRS Chief Science Officer and Bryant University Professor, will share insights from two decades of research on the science of learning and sales. Discover how AI technology and automation enhance conversation practice and feedback, drawing from data pulled from 600,000 role plays. This session offers insights into what research tells us about the future of sales training, improving learning efficiency, and boosting memory retention for sales professionals. Don't miss this game-changing session!

Speaker: Stefanie Boyer, Professor of Marketing, Bryant University

How Best-in-Class Organizations Maximize Their Revenue Potential

Join this Intelligent Revenue-focused session with Xactly's Head of Product Marketing, Will Watters. During the session, we'll cover the importance of end-to-end solutions that harmonize critical functions throughout the revenue lifecycle and how AI can be deployed intentionally across those functions to unlock revenue potential. We'll finish with a quick perspective on how Xactly supports these transformations to enable greater business agility, efficiency, and collaboration for sustainable growth.

Speaker: Will Watters, Head of Product Marketing, Xactly

How Revenue & Enablement Leaders are Driving GTM Transformation

Today, revenue leaders are faced with various challenges – relationship selling is a thing of the past, you can't rely on the Pareto 80/20 principle, and you can't spend your way to the number. We recently surveyed over 750+ global leaders on top challenges which include:

• Economic pressure and uncertainty
• Increasing efficiencies to drive ROI
• Streamlining rev tech stacks
• How AI is changing the selling and buying process

Join Teri Long, Vice President of Revenue Enablement at Mindtickle to discuss how leading brands such as Cisco, Paytronix and Chow Now are driving revenue productivity and ROI across the go-to-market organizations.

Speaker: Teri Long, VP of Revenue Enablement, Mindtickle

Transforming the Sales Funnel with AI

In an era where technology is redefining the boundaries of possibility, the sales industry stands at the forefront of one of the most significant transformations. "Transforming the Sales Funnel with AI" is a groundbreaking keynote presentation that delves into the heart of this evolution, showcasing how Artificial Intelligence (AI) is revolutionizing the sales funnel to achieve unprecedented outcomes.

Key Takeaways:

• AI Integration Across the Customer Journey: Discover the seamless integration of AI, from initial discoverability to personalized engagement, revolutionizing customer interactions.
• Automated Efficiency: Learn how AI-driven sales funnels automate lead nurturing, enhancing efficiency and reducing costs.
• Personalized Experiences with AI Chatbots: Explore how AI chatbots personalize the buyer's journey, significantly boosting conversion rates by meeting unique customer needs.
• Enhanced Customer Experiences: See how AI's personalization capabilities lead to improved customer satisfaction and loyalty.

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

Beyond Talk: Turning Revenue Operations Discussions into Results

In this dynamic session, we will unravel the four key capabilities that transform your revenue operations engine from a discussion among leadership to a concrete action plan. Discover how operations management, integrated insights, successful enablement, and a consolidated tech-stack converge to unify sales, marketing, and customer success.

To achieve true unification across business units, we'll walk you through the steps to achieve these four pre-requisites that need to be accomplished before the migration to a truly advanced revops model can fully be deployed. You'll learn how to:

• Gain agreement on critical measures across the organization.
• Earn trust amongst the participants.
• Learn to define ownership of the tech-stack.
• Understand how to implement a culture of continues improvement planning.

Embark on a journey towards a truly advanced revops model by mastering these prerequisites. This session is your guide to understanding and implementing a strategy to position your organization for sustained growth.

Speakers: Hassan Mahmood, Founder and President, Voiant Group
Nabeil Alazzam, Founder and CEO, Forma.ai

How Training and Coaching Will Transform Your Team

Instead of asking, "How do I achieve budget?" ask yourself, "How can I train and coach each member of my team to achieve 10% more?"" If you do the math, it will be way more than your budget! In this session, you'll learn how to optimize core aspects of learning and engagement to improve your team's performance. The four pillars of an effective training and coaching program are education, entertainment, facilitation, and coaching. Get the tools, templates, and courseware to instantly strengthen your influence, inspire your team, instill a passion for growing, and, most importantly – take your team to new levels of success!

Speaker: Shari Levitin, Professional Speaker, Author of Heart and Sell, and CEO, Shari Levitin Group

New Research: How High-Performance Sales Teams Win

What do successful sales organizations do to beat their sales goals—no matter what market conditions they face?

In this session Spencer Wixom, President and CEO of The Brooks Group will share new research on how successful sales leaders approach sales process, onboarding, sales training, and coaching.

Attend this session to learn:

• Key differences between successful teams that those that underperform
• The most effective strategies for sales process, onboarding, training, and coaching
• Tactics to address sales skill gaps in 2024
• Actionable tips to ensure your sales team can sell effectively in any situation

Speaker: Spencer Wixom, President and CEO, The Brooks Group

Creating Exceptional Customer Experiences With The Right Sales Methodology

Too many revenue organizations are still focused on where their prospects are in the sales process rather than understanding where they are in their buying journey. A truly customer-centric sales methodology implemented and adopted across all customer facing teams creates an elevated customer experience that is a true competitive differentiator. The good news is there's not one "best" sales methodology but not all are equal. We'll discuss the critical components required to be effective and impactful. You'll come away with practical insights into evaluating and selecting a methodology that will allow your teams to:

• Align with their buyers' journey
• Stop selling and start being curious
• Hold business conversations – not talk about product features
• Gain access to other key players more effectively
• Use customer inputs to improve forecasting accuracy

Speaker: Paul R. Butterfield, CEO, Revenue Flywheel Group

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 "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

Hit Your 2024 Number with On Demand Deal Coaching

In this transformative session, we'll explore why traditional sales training events fail to deliver and share an alternative to this outdated approach that drives true ROI. On demand revenue enablement leverages technology to provide reps one-to-one unlimited custom coaching, 24/7. Imagine the impact on 2024 revenues if 70-80% of your pipeline could be coached effectively? When managers meet or exceed coaching standards, sales performance skyrockets to 95% of stretch targets. Don't miss this opportunity to evolve your revenue enablement strategy to achieve higher win rate and optimized opportunities.

Speaker: Brian Dietmeyer, CEO, CloseStrong

A CEOs Perspective: AI as a Business Strategy

When Bill McDermott joined Service Now in 2019, the market cap of the company was $39 billion. Under his leadership, the value of this innovative software company has grown to $138 billion. Bill's mission is to help companies transform digital workflows and create a frictionless work experience. He believes that AI is going to accelerate how we create new customers and deliver enhanced customer experiences. Service Now is currently working on 11 AI pilots and Bill believes that AI technology plays a vital role in driving sales and in the creation of a better future.

Speaker: Bill McDermott, President and CEO, ServiceNow

Unleashing Value and Digital Sales Transformation

In an evolving digital landscape, achieving a successful sales transformation requires more than just adopting new technologies; it demands a strategic, integrated approach. This session explores the key pillars of digital sales transformation–strategic alignment, customer-centricity, effective change management, and the selective application of AI and digital tools. Learn how to seamlessly integrate these elements to enhance customer experiences, streamline sales operations, and drive organizational growth. We'll dissect both the triumphs and challenges encountered by organizations, providing actionable insights for avoiding common pitfalls. Join us to discover how to effectively leverage digital advancements, including AI, in your sales strategy, ensuring broad adoption and significant value creation.

Speaker: Abe Awasthi, Sales Transformation Offering Leader, Deloitte Digital

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

Relationship Selling, Managing Human Connections as Sales Assets

Relationship Selling is not just being nice to customers. It is treating human connections as sales assets. When an organization systematically forms new relationships and nurtures its existing ones to their next productive level, they gain more customer loyalty, larger average purchases, easier reorders and open cooperation from their customers. Sellers feel pride in their work and behave with a higher level of Professionalism. There are identifiable stages in every sales cycle and each stage requires a different mix of skill. By mastering the competencies for each step in selling you also master the entire process. Learn to know which stage you are in and what is required to gain even stronger connection with your customer. Based on the books and courses created over the past 45 years by Jim Cathcart.

Speaker: Jim Cathcart, CSP, CPAE

Fireside Chat: Leveraging Sales Technology to Bring More Humanity to Selling

AI sales use cases tend to focus on how it will take away work from sellers and eventually automate their jobs. This dystopian view is unlikely as people have an innate need to engage with other people, which will focus AI on removing the work that prevents engagement, adding more weight to a seller's ability to connect with buyers. In this session, we will discuss this AI transformation and the way you can use this technology to bring more humanity to selling.

Moderator: Gerhard Gschwandtner, Founder and CEO, Selling Power
Speaker: Seth Marrs, Research Director, Forrester

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

Fireside Chat: Referrals Without Asking

Discover a proven system to grow sales with gratitude that will boost your sales team referrals by 10x on a consistent and predictable basis.

Learn how to:

• Inspire your sales team to exceed quota.
• Skyrocket client engagement and turn customers into powerful new sales influencers.
• Avoid the pitfalls of automated customer engagement and rehumanize your business.
• Develop an action plan for creating you next 100 dream clients.

Moderator: Gerhard Gschwandtner, Founder and CEO, Selling Power
Speaker: John Ruhlin, Co-Founder, Giftology Group

How Sales Growth Drives Sales Transformation

The world of sales excellence teems with suggested solutions. How often do you hear: "You will achieve great results if you only improve: sales process, deployment, talent, CRM, sales supervision and many more." Unfortunately, there are more "solutions" than problems. The hidden secret to sales excellence is the rate of sales growth. Use the Revenue Growth Model™ to transform your sales organization through the four phases of growth: start-up, scaling, re-evaluation and optimization. Pick the right solutions for your revenue team as your revenue grows.

Speaker: David Cichelli, Revenue Growth Advisor, The Alexander Group Inc.