Agenda

The Velocity Mindset®: Break Through the Glass Ceiling

When Ron Karr transforms the mind-set of your team and customers to increase sales in less time and become irreplaceable to your customers.

In his most requested keynote, Ron Karr offers innovative and practical strategies on how to differentiate yourself from the competition and significantly increase revenues and profits. Be the company businesses MUST hire because of your differentiating approach – the Velocity Mindset®.

• Leverage the psychology of influence
• Successfully engage the skills and passion of your employees, teams and customers
• Remove barriers
• Position your products and services more powerfully
• Discover the counterintuitive engagement strategy of leading with Outcomes vs Products/Services
• Achieve bigger results.

NOTE: THIS PRE CONFERENCE SESSION WILL INCLUDE A LIVE ON STAGE ROLE PLAY TO SEE HOW EASY IT IS TO ENGAGE OTHERS USING LATEST FINDINGS IN NEUROSCIENCE.

Speaker: Ron Karr, Founder, Karr Associates, Inc.

The Moves Top Sales Leaders Make to Create Exponential Growth

Top sales leaders matter. They grow revenue 58% faster and are 72% more profitable than their peers – all while increasing customer loyalty and sales team engagement. What's their secret? While there are only so many actions available to a sales leader to grow revenue profitably and consistently, the truth is that there is not one universal recipe. And, not all sales moves are of equal value in every situation. In this session, we'll explore how to identify the sales moves that make sense for your unique circumstances. You'll walk away with practical growth strategies and tips.

Speaker: Tristam Brown, Chairman & CEO, LSA Global

Future of Sales: Putting Buyers First

Putting buyers first is rooted in years of research on how buyer behavior continues to evolve and as a result organizations are continuing to redesign their selling motions. They're ramping up on sales enablement teams and capabilities in addition to evolving the digital buyer journey. The future of sales focuses on blending human and digital elements together.

Speaker: Paul Vinogradov, Principal, Deloitte Consulting

Sales Acceleration in a Slowing Economy

Productivity is always a top priority for any sales team; however, our current macroeconomic environment is putting sales outcomes under increasing pressure. These external pressures may cause leaders to freeze or shrink budgets, with the expectation of holding sales constant or simply growing with the market. But top performing sales organizations are taking a different approach. They are investing through the cycle and growing their topline by placing smart bets on how to generate greater productivity while delighting both customers and sales reps alike.

In this session, McKinsey will share findings from over 500 organizations on their efforts to improve sales productivity and distill the actions that separate top performers from the pack. The findings also identified a subset of "hyper-productive" sales organizations defined as those that grow overall gross margins at more than 2x relative to others. Often these sales teams embrace a parallel path of increased automation (powered by advanced analytics and increasingly experimenting with generative AI) and refocusing human efforts on fewer, but more impactful, customer interactions. Leaders are also embracing a wider array of incentives, both cash and non-cash, to motivate sellers to achieve results by working smarter, not harder.

In today's challenging economic environment – where uncertainty seems to be the only certain condition in most markets – the ability of sales leaders to generate increased productivity remains critical for not just surviving a slowing economy but thriving in it. During this session, McKinsey will share what sales leaders must do to drive productivity while continuing to grow and experiment with the latest innovations in sales.

Topics to Be Covered:

• What top sales growth companies do to navigate uncertain times
• The three "must do" actions to improve sales productivity and become "hyper-productive"
• The emerging potential of generative AI to improve sales performance

Speakers: Jennifer Stanley, Partner and North America Lead, Sales & Channel Practice, McKinsey & Company
Richelle Deveau, Partner, McKinsey & Company

Business to Everyone is the New Sales Experience

In a digital world, the lines between B2C and B2B have broken down. The new sales experience is Business to everything, everyone and every experience (B2E). And while consumers and businesses transform, creating a widening disconnect between what buyers want and what sellers can deliver, there's even greater pressure on salespeople to perform. Today's decision-making process is also being heavily swayed by new expectations, social influences, and technologies companies now have at their disposal including increased automation, AI, machine learning, CRM, video and analytics, to list a few. So, is it any wonder that your sales teams are burning out?

In this game-changing keynote, Tiffani Bova, Global Growth Evangelist at Salesforce and WSJ bestselling author of Growth IQ and The Experience Mindset: Changing the Way You Think About Growth (June 2023), shares her insights on what it takes to re-ignite your sales organizations, get closer to your customers, stay ahead of competitors, and achieve sustainable growth. Pulling from Tiffani's analysis and personal experience on the front-lines, you'll gain invaluable insights on:

• Why business leaders must encourage their sales teams to think forward, embrace change, listen more, disrupt themselves and adopt an experience mindset to meet customers where they are.
• Why it's important to clearly define your value and purpose, and to reimagine teams, organizational structures, partnerships, platforms and selling processes to exceed employee and customer expectations and achieve growth now and in the future.
• The changing relationship between the seller and the buyer.
• Understanding why we don't have a technology problem, but rather, we have a people and process problem.
• How and why building a bias for your employees and your existing customers will help maintain growth when customer acquisition slows.
• How best to leverage technology to streamline sales processes and both the employee and the customer experience.

Speaker: Tiffani Bova, Executive Strategist, Keynote Speaker & 2x WSJ Bestselling Author

Overcoming Stalled Deals in Today's Economy

Join Janek Performance Group Managing Partner, Nick Kane, as he takes you on a fact-finding mission into the reasons behind stalled sales deals in today's challenging and unpredictable business landscape. Discover the core factors, such as lack of engagement, unaddressed concerns, budget constraints, and misalignment of needs and solutions, that contribute to deal stagnation. Gain insights and actionable strategies that sales leaders and their teams can implement to reignite momentum, overcome these obstacles and accelerate the sales process.

Speaker: Nick Kane, Managing Partner, Janek Performance Group

How Video is Changing the World of Selling

Sales is changing, but so are your buyers. More than ever, B2B buyers are expecting online, on-demand, increasingly asynchronous evaluation and purchase experiences. But the need for building personal relationships, clearly showing how you can help, and earning trust remain, even in the digital sales world. Join Tyler Lessard to dive into how buyer preferences are evolving, and how to leverage video in new ways to deliver more personal, engaging, trustworthy, and on-demand buying experiences that work for both the seller and the buyer.

Speaker: Tyler Lessard, Chief Video Strategist, Vidyard

Many Ambassadors, A Unified Approach: Optimize Your Company's Language to Drive Growth

Every company communicates through its unique language, expressed in every customer interaction and the selling of its products and services. This language directly reflects its organizational intelligence and is rich with insights, strategies, and tactics. It's used daily to position offerings, overcome objections, and navigate closing opportunities.

Today's buyers, however, are more informed than ever before. To win new business, your sales reps must be armed to command the sales conversation. Far too often, salespeople are left to their own devices to interpret and articulate this language, resulting in inconsistencies in customer engagement and missed opportunities. So, how many of your salespeople are fluent in your company's language?

In this keynote, we'll dive into how you can transform your customer-facing employees into skilled conversationalists. We'll reveal straightforward methods that produce profound results. Get ready for an inside look into how major corporations are driving sales and organizational growth with company-wide fluency in their unique sales language.

Speaker: Edward Kerr, Co-Founder and CEO, Practis

The Revenue Revolution: Power of Value Selling

Everyone sells. The Revenue Engine and team is no longer only the quota carrying sales professional. Selling is a team sport, and like team sports, everyone should have the same playbook and understand the parameters of engagement.

Selling value is a sales approach used by revenue professionals to understand and communicate the unique value and outcomes of a product or service from your potential customer's point of view. It goes beyond communicating a generic value proposition to quantifying the measurable outcomes that a prospect will realize when choosing your product or service.

For decades the ValueSelling Framework has been the gold standard used by revenue professionals across the globe. This worldclass sales methodology provides both the skillset and toolset enabling sales professionals to flip the script from pushing products to a consultative approach that ultimately quantifies the customer specific value which will motivate change and action.

In this session, Julie Thomas, President and CEO of ValueSelling and author of the Power of Value Selling: The Gold Standard to Drive Revenue and Create Customers for Life, will share best practices and new insight to compete on value not price.

Speaker: Julie Thomas, President & CEO, ValueSelling Associates

Sales Acceleration Strategies: Best Practices

Sales acceleration strategies must change faster to meet the challenges of a constantly changing world. The three panelists come from a highly diverse background, and each will share their unique perspective on sales acceleration. The key topics will include:

• How to accelerate learning and empower salespeople with the information they need to create higher customer value.
• Best-in-class sales organizations respond faster than the competition, requiring data-driven planning and more resilient go-to-market strategies.
• Discover how to deploy AI to optimize every step of your sales process.

Moderator: Gerhard Gschwandtner, Founder and CEO, Selling Power
Panelists: Stefanie Boyer, Professor of Marketing, Bryant University
Dana Therrien, VP of Global CRO Practice, Anaplan
Lewis Worlidge, VP of Sales America, SalesScreen

Pipeline Paralysis: Breaking Free from Assumptions that Stall Revenue Growth

Let's face it all sales pipelines are full of opportunities that have stalled. In fact, Ignite Selling's latest research shows that 74% of all opportunities stall somewhere in the sales pipeline for greater than 90 days in a single stage. What's more telling is that 92% of all salespeople surveyed blamed the customer as the reason why the opportunity has stalled. During this keynote, Steve Gielda, Head of Revenue Acceleration for Ignite Selling will talk about what's causing the sales pipeline to become paralyzed and what are top CRO's doing to change it?

Speaker: Steve Gielda, President and Co-Founder, Ignite Selling

Fireside Chat: Building a CRO Ready Organization

Join us for an engaging and insightful Fireside Chat with Warren Zenna, founder and CEO of the CRO Collective, as we delve into the critical components of building a CRO Ready revenue operation tailored to the unique challenges and opportunities faced by B2B companies. Warren is uniquely versed in revenue operation leadership and will share invaluable strategies and best practices to empower your organization's growth.

During this Fireside Chat, we will explore:

1. Aligning Sales, Marketing, and Customer Success: Learn how to foster seamless collaboration among these key revenue-driving departments, enabling a unified customer journey and maximizing revenue potential.
2. Data-Driven Decision Making: Discover the power of leveraging data analytics and business intelligence to inform strategic decisions, identify revenue opportunities, and optimize sales and marketing processes.
3. Building Scalable Processes: Gain insights into streamlining and automating workflows to support your company's growth trajectory while maintaining consistent customer experiences.
4. Technology Stack Integration: Explore the crucial role of a well-integrated tech stack in enabling efficient revenue operations, from CRM systems to marketing automation tools and beyond.
5. Customer-Centric Approach: Understand the significance of prioritizing customer needs throughout the revenue cycle and how it impacts customer retention and loyalty.
6. Talent and Skill Development: Hear valuable tips on hiring, training, and retaining top talent to drive revenue growth and maintain a sustainable competitive advantage.
7. Managing Change and Adaptability: Learn how to navigate through evolving market dynamics and disruptions, embracing change as an opportunity to innovate.

Don't miss this opportunity to gain a deeper understanding of what it takes to build a mature revenue operation and position your organization for sustained success in the ever-changing B2B landscape.

Moderator: Gerhard Gschwandtner, Founder and CEO, Selling Power
Speaker: Warren Zenna, Founder and CEO, The CRO Collective

New Ways to Improve Sales Effectiveness and Sales Execution With AI

Elay Cohen, CEO and co-founder of SalesHood, a purpose-built sales enablement solution, will share and show innovative ways to improve readiness, effectiveness and execution with generative AI and ChatGPT. Find out how marketers and publishers quickly and efficiently create sales training content and sales plays with AI. See real-time sales coaching in action with generative AI. Improve sales execution with pre-meeting prep and post-meeting follow up solutions using AI.

Speaker: Elay Cohen, CEO & Co-Founder, SalesHood

Accelerating Performance: How to Master Effective Readiness and Enablement

Are you ready for what's next...

• Engaging with more educated customers with diversified buying teams
• Dealing with non-linear, dynamic, more complex selling scenarios
• Omnichannel sales interaction

It's time to:

• Provide more context and relevance when supporting your sellers
• Reduce the amount of interfaces and distractions that sellers need to deal with
• Finally deliver a guided selling solution that ensures sellers have everything they need to progress an opportunity

Marc McNamara, CEO and Founder of The Enablement Group, will outline what your GTM team will need to be successful in the more challenging sales operating environment.

Speaker: Marc McNamara, Founder and CEO, The Enablement Group

Building a Revenue Leadership Team to Meet Tomorrow's Buyers Today

COVID, post-pandemic macroeconomics, and innovation in revenue technology have drastically changed how we interact, buy, and sell. What do CROs need to consider when building their leadership team to answer these changes in human capital and digital transformation? What profiles and skills are required to equip, empower, and inspire our sales team to serve our customers better? And how do we get there?

Speaker: Hang Black, VP, Global Revenue Enablement & Sales Tech Evangelist, ZoomInfo

Now More Than Ever, You Can't Throw Cash and Headcount at Sales – You Need Efficiency

Ineffective prospecting needs to be solved for sales led growth companies to become profitable. Sales reps live and die by the quality of the information they use for prospecting. Accurate contact data is oxygen for new business reps. And the entire investment in the sales tech stack and people depends on it. Yet, contact data is the only "tool" in the sales tech stack that has zero visibility into its performance. Modigie provides empirical evidence into the massive economics of waste caused by inaccurate contact information and delivers an automated solution where all the tools and personnel thrive.

Speaker: Ken Hoppe, CEO, Modigie

New Dimensions in Selling, Leading, and Communicating

In this exciting session, Jeff Seeley will discuss the current environmental challenges of Selling, Leading, and Communicating. What are the impacts of technology and customer availability on these vital activities in business? Seeley will talk about transformational and fundamental strategies for success and how to connect with multiple generations within your organization and customers. Seeley will provide insights into becoming a connected leader who obtains the most from your team members.

Speaker: Jeff Seeley, CEO, Carew International

Transitioning from Sales Enablement to Revenue Enablement

Discover the corporate blueprint for change with Roderick Jefferson, author of the bestselling book Sales Enablement 3.0. Learn practical steps to drive transformation and optimize revenue outcomes.

It's time to shift from Sales Enablement to Revenue Enablement to win in today's competitive market. Break down silos, enhance collaboration, and create a seamless customer experience. Align go-to-market teams, leverage predictive analytics, and embrace AI to increase sales effectiveness and generate revenue.

In this keynote, you will learn:

• Understand the significance of transitioning to revenue enablement
• Create a unified revenue strategy for cross-functional expertise
• Drive informed decisions through performance KPIs and predictive analytics
• Embrace AI to accelerate conversion rates and revenue attribution
• Unlock growth and transform your organization.

Speaker: Roderick Jefferson, Professional Speaker, Author, Sales Enablement 3.0

Fireside Chat: How Sales Leaders Partner with HR for Success

MSI Surfaces, a $2.8 billion company in the Home and Rebuilding market, created a culture where everyone has a sales mindset.

Chris Courneen, the Vice President and Global Head of HR at MSI, will share his experience on what it takes for leaders to create highly effective B2B sales teams and challenge attendees to re-think their relationship with their HR teams. He will focus on:

1. Relationships vs. Economic Relationships with Customers
2. Hiring for attributes first, then skills
3. Sales Representative Enablement and the value (and risk) of Entrepreneurism
4. Why Adapt or Die is his mantra for all Sales Leaders
5. Expectations Sales Leaders should have for their HR Partners

Moderator: Gerhard Gschwandtner, Founder and CEO, Selling Power
Speaker: Chris Courneen, VP and Global Head of HR, MS International

The Sales Victory Plan: Driving Cross-Functional Alignment

In this keynote session, Certinia's Chief Revenue Officer John "JT" Turner will shed light on the hurdles faced by sales leaders when it comes to fostering alignment across different functions and departments. From conflicting priorities and miscommunication to disjointed processes and siloed decision-making, JT understands the cross-functional pain points that can hinder sales performance. He will unveil his powerful approach – the Sales Victory Plan – which serves as his guiding compass for establishing the vision, mission, values, and metrics of his championship sales organizations. Through joint collaboration with key business stakeholders, the Victory Plan ensures buy-in and alignment, creating a shared sense of purpose and direction. By integrating the Victory Plan methodology into your sales organization, you can improve cross-functional alignment, foster better collaboration, and achieve outstanding sales results. This session is your roadmap to transforming your organization into a unified powerhouse, where the Sales Victory Plan becomes your compass for success.

Speaker: John Turner, Chief Revenue Officer, Certinia

The One Up Formula for Growing Sales

Anthony's keynote session is around the idea of The One Up Formula and how it can help you grow sales. 64% have already bought something complex without speaking to a salesperson but 82% of them have buyers' remorse because they didn't spend enough time with the decision they were making. That's why salespeople are in the decision-making processes because they sell every day throughout the buyer's journey. The tactic is, "I have greater knowledge and experience about this decision that you're making," and the other side is that the buyer knows everything about their business. That is the essence of The One Up Formula.

Speaker: Anthony Iannarino, Managing Director, B2B Sales Coach & Consultancy

Converting LinkedIn Connections to Conversations

In this 30-minute session, Brynne Tillman, CEO of Social Sales Link and the LinkedIn Whisperer, will take you through the journey of positioning yourself as the subject matter expert and thought leader that consistently attracts the right people. We will cover:

1. The social selling mindset that proves to your buyers that they matter to you
2. Positioning your profile to be value-centric, not just a resume or, worse yet, a pitch deck
3. Finding and engaging targeted connections that you have been ignoring
4. Leveraging your clients to get referrals
5. Exactly what to do and say to get raised hands and appointments set

Speaker: Brynne Tillman, CEO, LinkedIn Whisperer, Social Sales Link