Agenda

October 6-7, 2021

All times listed are Eastern.

Wednesday, October 6, 2021
Thursday, October 7, 2021
10:15 am – 11:00 am
Networking
11:00 am – 11:05 am
Conference Opening Remarks
Speakers: Gerhard Gschwandtner, Founder and CEO, Selling Power
Mark Hunter, "The Sales Hunter", Author, A Mind for Sales
11:05 am – 11:35 am
Thriving in the Age of Uncertainty
Speaker: Gerhard Gschwandtner, Founder and CEO, Selling Power
Close
How to Achieve Revenue Growth Through Sales Mastery

When sales leaders get too busy managing numbers, salespeople tend to get into a rut and their skills levels move in a downward spiral. In today's business landscape, salespeople need new skills to stay competitive, and sales leaders need to deploy them more creatively.

In this keynote, Selling Power CEO Gerhard Gschwandtner will share specific examples of how sales leaders can identify the skills gaps and build a learning organization that operates with a beginner's mindset and is driven by a relentless pursuit of achieving mastery. You' learn how successful sales organizations achieve accelerated revenue growth through sales mastery.

Session Speaker: Gerhard Gschwandtner, Founder and CEO, Selling Power | @gerhard20

Welcome: Gerhard Gschwandtner, Founder and CEO, Selling Power
Alice Heiman, Founder & Chief Sales Officer, Alice Heiman, LLC
11:35 am – 11:45 am
Break
11:45 am – 12:15 pm
Open
The Human Sales Factor: A Proven Formula for Connecting, Influencing, and Closing the Deal
Speaker: Lance Tyson, Founder and CEO, Tyson Group
Close
The Human Sales Factor: A Proven Formula for Connecting, Influencing, and Closing the Deal

At its core, selling isn't about moving a product or service; it's about moving people. In this session Lance Tyson, CEO of Tyson Group, will provide an overview of the art and science of influence, while using research and data to demonstrate why social proof is one of the most powerful tools in sales. He will also share insight on:
  • The five major strategies of emotional intelligence (EQ)
  • A proven, predictable, scalable process – designed for sales leaders and their teams – to drive revenue, decrease sales cycle time, and increase close rates
  • The internal and external strategies necessary to connect, persuade, and influence
  • Why social proof matters in sales, and how to leverage it to reach sales goals
Speaker: Lance Tyson, Founder and CEO, Tyson Group
12:15 pm – 12:30 pm
Break
12:30 pm – 1:00 pm
Open
Quadruple Your Market by Learning to Convert the Unreceptive Decision Maker
Speaker: Tom Stanfill, CEO/Co-Founder, ASLAN Training & Development
Close
Quadruple Your Market by Learning to Convert the Unreceptive Decision Maker

The number of customers who would rather talk to a bot or do a Google search than talk to a seller has more than doubled in the past three years. That explains why – even with all the advances in sales enablement tools – the number of sellers hitting quota continues to decline.

In this session, Tom Stanfill, the author of UNRECEPTIVE: A Better Way to Lead, Sell & Influence, shares surprising research on why the traditional approach to selling backfires on the growing population of unreceptive decision makers, and the simple strategies to navigate the five receptivity barriers, get more meetings, and convert the 80% of unreceptive customers.

Speaker: Tom Stanfill, CEO, ASLAN Training
1:00 pm – 1:15 pm
Break
1:15 pm – 1:45 pm
Open
Strategies for Selling to the C-Suite
Speaker: Cherilynn Castleman, Chief Learning Officer, Sistas In Sales and Managing Partner/Executive Coach, CGI
Close
Strategies for Selling to the C-Suite

Learn how to increase your sales team's confidence so they can have effective conversations with C-level executives. Cherilynn will share insight on how reps can:
  • Better understand the executive mindset
  • Increase the speed and size of deals by moving up and across your prospect's organization
  • Develop social relationships and share insights for sales optimization
  • Build confidence, knowledge, and skills to develop strong, transformative partnerships with clients
Speaker: Cherilynn Castleman, The Relationship Sales Expert, Managing Partner/Executive Coach, CGI LLC
1:45 pm – 2:00 pm
Break
2:00 pm – 2:30 pm
Open
Resetting the Stride: Embracing an Agile Sprint Selling Approach
Speaker: Tim Sullivan, VP, Business Development, Richardson Sales Performance
Close
Resetting the Stride: Embracing an Agile Sprint Selling Approach

Customer needs change. Perceptions of value fluctuate. Stakeholder dynamics are unpredictable. The environment is volatile, and sellers need to guide customers through the process of buying. But it's difficult when the processes sellers rely on have become rigid and inflexible. The answer? Embrace agility to prepare sellers to respond to changing requirements, lean into driving consensus, and visualize what they need to do to close more business.
  • Learn how Agile principles equip sellers to respond and adjust based on changing customer requirements.
  • Understand the latest neuroscience and behavioral science research into how buyers buy – and how sellers can be more effective at driving momentum.
  • Examine how sales methodology and sales enablement strategies intersect, and the data needed to support and measure them.
Speaker: Tim Sullivan VP, Business Development, Richardson Sales Performance
2:30 pm – 2:40 pm
Break
2:40 pm – 2:55 pm
Open
How CyberArk Uses AI Simulations to Accelerate Onboarding
Speaker: Meagan Davis, Sales Enablement Manager, CyberArk
Close
How CyberArk Uses AI Simulations to Accelerate Onboarding

Shortening the time it takes for quota-carrying new hires to ramp up and become productive is a challenge every company faces. Several factors contribute to successfully shortening time to productivity – and even more potential solutions. One thing is clear: Shortening the amount of time it takes for a new account executive, for example, to source and close an opportunity, drives a clear ROI for companies. Tune in to this presentation to learn how Second Nature can be used to architect a series of AI simulations to turbocharge onboarding programs.

Speaker: Meagan Davis, Sales Enablement Manager, CyberArk
2:55 pm – 3:00 pm
Break
3:00 pm – 3:30 pm
Open
Building Winning Sales Teams When Talent Rules the Roost
Speaker: Chris Beall, CEO, ConnectAndSell
Close
Building Winning Sales Teams When Talent Rules the Roost

We all know that, without top sales talent, we can't deliver dominant revenue results. But what if the world of work has fundamentally changed in a way that makes our traditional approaches to finding, hiring, onboarding, training, rewarding, and retaining talent completely obsolete – even counterproductive?

What's changed? Both numbers and attitudes. In the midst of a business boom, we find ourselves trying to attract employees who can work anywhere, anytime, for anyone. The top 20% in all employee categories – especially sales – are suddenly calling the shots. If we want top talent, we must adapt.

Chris Beall will share with us the five things we must change immediately in order to succeed in the new, endless Talent Wars. Prepare to have your most cherished ideas of sales recruiting, retention, and management upended. The good news is that meeting this new challenge will make sales management fun (really!) while empowering sales teams to perform far beyond expectations.

Speaker: Chris Beall, CEO, ConnectAndSell
3:30 pm – 3:45 pm
Concluding Remarks
Speakers: Gerhard Gschwandtner, Founder and CEO, Selling Power
Mark Hunter, "The Sales Hunter", Author, A Mind for Sales
10:00 am – 10:50 am
Networking
10:55 am – 11:00 am
Day 2 Opening Remarks
Speakers: Gerhard Gschwandtner, Founder and CEO, Selling Power
Mark Hunter, "The Sales Hunter", Author, A Mind for Sales
11:00 am – 11:30 am
Open
Debunking What Makes a Great Leader
Speaker: Jenn Donahue, Leadership Coach & Founder of JL Engineering
Close
Debunking What Makes a Great Leader

When you ask people to think of what makes a great leader, they tend to choose words like "boldness," "power," and "fearlessness." But, when you ask them to name traits of the leaders they would like to emulate or follow, you get a different list. In fact, our research shows that "bold," "powerful," and "fearless" don't break anywhere near the top of the list. So, as a leader, you must ask yourself whether you are adopting the traits you think will make you a great leader, or do you want to cultivate the qualities of the leader people want to follow?

Based on years of research across many demographics, in this session you will discover a list of qualities professionals look for in leaders. Once you know these traits, you can unleash the power to do great things. This past year and a half presented the world with many challenges I believe we can overcome with strong, genuine leadership. Revolutions and significant changes always start with one individual. We all have a role to play – and becoming a genuine leader is where to begin.

Speaker: Jenn Donahue, Leadership Coach & Founder, JL Engineering
11:30 am – 11:40 am
Break
11:40 am – 12:20 pm
Open
Five Dysfunctions That Prevent Effective Coaching
Speaker: David Pearson, CEO, Level Five Selling
Close
Five Dysfunctions That Prevent Effective Coaching

All sales research points to one key fact – sales coaching done properly is one of the fastest paths to revenue growth. But why is sales coaching the most talked about sales initiative and the least executed upon? In this keynote, we will explore what stands in the way of sales coaching success, and the top five dysfunctions we see that prevent breakthrough growth. You'll walk away with concrete strategies and tips you can put to use as you begin your journey to sales coaching excellence.

Speaker: David Pearson, CEO, Level Five Selling
12:10 pm – 12:15 pm
Break
12:15 pm – 12:30 pm
Open
Hang Up the Phone to Close More Deals: Selling Smarter with SMS
Speaker: AJ Chan, COO, Textline
Close
Hang Up the Phone to Close More Deals: Selling Smarter with SMS

If your sales team is looking for an advantage over your competition, this is the session to attend. Watch as the COO of Textline, AJ Chan, shares how to help your team sell smarter by adding SMS to your sales strategy. Discover how incorporating business texting can help your team efficiently increase response rates, improve your win rates, and ultimately grow your revenue.

By the end of the session, you'll know key tips that have helped companies like 1-800-GOT-JUNK, Northwestern Mutual, and Banner Health use texting to grow.

Speaker: AJ Chan, COO, Textline
12:30 pm – 12:40 pm
Break
12:40 pm – 1:10 pm
Open
Building a CRO-Ready Organization
Speaker: Warren Zenna, Founder and CEO, The CRO Collective
Close
Building a CRO-Ready Organization

Join Warren Zenna, Founder and CEO of The CRO Collective, for an engaging discussion that recalibrates the definition of the chief revenue officer role, and how CEOs need to appoint their CRO and integrate the role into their organization.

B2B companies have experienced a revolutionary shift in the past five years – particularly in the area of revenue operations. This new paradigm has resulted in the traditional profile of the CRO becoming an antiquated and backward-looking executive appointment. Hiring and appointing a modern chief revenue officer is a far more critical and complex undertaking – and CEOs must first ensure that their organizations are CRO ready, or their CRO appointments will fail. During this session attendees will learn
  • How CROs can break down silos across sales, marketing, and customer success now and prepare for 2022
  • The critical issues that impact the success – or failure – of a chief revenue officer
  • A new approach to building and operating a revenue organization and how CEOs can re-structure their companies – functionally, operationally, and culturally – to ensure their CROs succeed.
Speaker: Warren Zenna, Founder and CEO, The CRO Collective
1:10 pm – 1:15 pm
Break
1:15 pm – 1:30 pm
Open
Digital Transformation in Sales: The Biggest Pitfalls That May Send Your Sales Org Spinning
Speaker: Gal Steinberg, VP Channels & Strategic Alliances, Revenue Grid
Close
Digital Transformation in Sales: The Biggest Pitfalls That May Send Your Sales Org Spinning

Digital transformation has become a buzzword, especially in the face of everyone moving to digital sales and working from home. But what does it mean to have a digital transformation of your sales, and how would that influence your revenue? Does more sales tech equal digital transformation? Does cooler sales tech equal faster revenue, or more revenue – or would it just silo your data, complicate your sales process, and increase pressure on your reps?

In this session you'll learn about:
  • Siloed data and other traps of sales tech stack
  • Why digital transformation fails
  • How to avoid pitfalls and help your team increase revenue
Speaker: Gal Steinberg, VP Channels & Strategic Alliances, Revenue Grid
1:30 pm – 1:45 pm
Break
1:45 pm – 2:15 pm
Open
Building a Data-Driven Sales Organization
Speaker: Kelley Hippler, Chief Sales Officer, Forrester
Close
Building a Data-Driven Sales Organization

Forrester has been on a journey to transform its own business through driving alignment between sales, product, and marketing functions. In this fireside chat, Kelley Hippler, Forrester's Chief Sales Officer, will discuss how the functions use a strategic framework to define a shared view of the lead management process and the health of new-business-related activities. She will also discuss how Forrester is leveraging data to improve customer lifetime value and reduce customer acquisition costs.

Speaker: Kelley Hippler, Chief Sales Officer, Forrester
2:15 pm – 2:20 pm
Break
2:20 pm – 2:55 pm
Open
Trends in Sales Technology and Digital Selling
Moderator: Gerhard Gschwandtner, Founder and CEO, Selling Power
Panelists: Nick Smith, Founder and CEO, Saile, Inc
Sheevaun Thatcher, VP, Digital Learning and Enablement, RingCentral
Close
Trends in Sales Technology and Digital Selling

Buyer behavior has radically changed in the last 24 months. Many sales organizations are struggling to keep up with how, when, and where buyers begin their buying journey. For sales leaders this means now is the time to reevaluate the tools you equip you reps with to give them a competitive advantage. This panel will discuss the latest trends and strategies in sales technology, including how your company can:
  • Embrace digital selling as a key component of your sales strategy
  • Leverage best in class sales tools to engage today's B2B buyer
  • Which technologies hold the most promise to create success for sales teams in the next 24 months
  • Gain actionable insight from your sales data to improve sales rep performance
Moderator: Gerhard Gschwandtner, Founder and CEO, Selling Power
Panelists: Nick Smith, Founder and CEO, Saile, Inc
Sheevaun Thatcher, VP, Digital Learning and Enablement, RingCentral
2:55 pm – 3:00 pm
Break
3:00 pm – 3:30 pm
Human-Centered Communication: Today’s Path to Tomorrow's Revenue
Speaker: Steve Pacinelli, Chief Marketing Officer, BombBomb
Close
Human-Centered Communication: Today’s Path to Tomorrow's Revenue



Speaker: Steve Pacinelli, Chief Marketing Officer, BombBomb
3:30 pm – 3:45 pm
Concluding Remarks
Speakers: Gerhard Gschwandtner, Founder and CEO, Selling Power
Mark Hunter, "The Sales Hunter", Author, A Mind for Sales

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