Agenda
Conference Agenda: March 12-13, 2018
The Power of Mindset in the Age of Digital Transformation
In his keynote, Gerhard Gschwandtner – the founder and CEO of Selling Power magazine and the author of 16 books on selling, psychology, and sales management – will discuss the two major change drivers that are transforming our world and how we conduct business: technology and psychology. He will review what we've gained, what we've lost, and how digital transformation will continue to impact our future. Gerhard will also share the success factors that lead to a Peak Performance Mindset for winning in both business and in life.
Speaker: Gerhard Gschwandtner, Founder and CEO, Selling Power | @gerhard20
Training 3.0: Driving Profitable Terms of Trade in the Cognitive Era
Decisions are increasingly being informed and even being made by machines armed with sophisticated deep learning capabilities. In a world where Amazon sells more than $100 billion per year without a sales rep, we must ask ourselves: What does the future hold for sales professionals? The answer lies in focusing training efforts so they maximize the development of the unique human performance traits machines lack. That is a new paradigm, and it will require an innovative approach to sales training – a Training 3.0 approach. Training 3.0 deploys a radically different learning paradigm that is quick, experiential, engaging, and uses daily-drip learning with built-in retention characteristics. Training 3.0 incorporates performance metrics that ensure a true and enduring ROI. High in social and entertainment value, the content is binge-worthy and is as ubiquitous on reps' phones as their favorite apps. Coupled with a focus on negotiation/value capture, Training 3.0 will transform your company's long-term growth rate, profitability, and employee performance. Join us for this session and you will learn how to leverage Training 3.0 so you can maximize growth, profitability, and customer relationships.
Speaker: David Bauders, Founder and CEO, SPA
How Sales Enablement Leaders Prepare Sales Organizations for Exceeding Sales Goals
The profession of sales enablement is rapidly growing. Learn from sales enablement professionals who help world-class companies accelerate sales. Get an insider's perspective and discover
Panelists: Marvin Spears, VP Commercial Excellence, Wells Fargo, Capital Finance | @WellsFargo
Laura Welch, Sr. Director Sales and Channel Enablement, Polycom | @Polycom
Jared Litwin, Senior Director, Sales Enablement, Salesforce.com | @salesforce
Crack the Code to Sales Growth with a Winning Sales Enablement Strategy
Please join Elay Cohen – CEO of SalesHood and the former Senior Vice President at Salesforce – as he reveals the hyper-growth sales strategies that made Salesforce the global industry leader. Discover how Elay's sales enablement best practices and adaptive processes create an unstoppable sales force. This proven blueprint to successful sales enablement can help your sales organization reach the highest level of success.
Speaker: Elay Cohen, CEO and Co-Founder, SalesHood | @elaycohen
A Crash Course in Winning Negotiation Tactics for Your Sales Team
Your salespeople are under increasing pressure to quickly establish credibility, build lasting business relationships, and produce results. To address these challenges and changing needs, you must provide your reps with the specific habits and tools they need to impact the bottom line. Finding these innovative tools and implementing them in the face of fierce competition are not easy tasks. In this session, you will be introduced to a systematic process that will allow your sales team to become more effective and drastically improve their execution. You will get an overview of SNI's systematic process – 3Ps (Prepare, Probe, and Propose) – that is critical to sales and negotiation success.
Speaker: Jeff Cochran, Partner, Shapiro Negotiations | @SNINegotiations
Live Demo Jam
6 Apps, 3-Minute Demos, 1 Winner. YOU decide!
For the first time Salesforce.com will host their epic, action-packed Demo Jam for Sales 3.0 Conference attendees live during the lunch break. You'll watch contestants battle it out on stage, and the winner will be decided by audience vote. The Demo Jam will be a triple treat: highly competitive, educational, and fun!
Breakout A
What Every Sales Leader Must Know about the Artificial Intelligence-Enabled Salesperson
It's a fact: a salesperson using AI can produce what it takes three salespeople without AI to accomplish. In this session, you'll discover how AI can give your sales team this significant edge by:
Speakers: Chris Beall, CEO, ConnectAndSell | @chris8649
Bruce Lewolt, CEO and Co-founder, BrainX and JoyisJoy.com | @BruceLewolt
Breakout B
Mind-Reading Your Customer: The Power of Personality in Sales
What if you could read your customer's mind before you pitched? Your sales conversations would be more impactful, efficient, and successful. While true extra-sensory perception (ESP) remains a fantasy, psychology can provide powerful insights into how to adapt your pitch to the unique personalities of your customers.
SPA's CEO David Bauders presents key lessons from the SPASIGMA Personality Quotient (PQ) program. Sales leaders with PQ proficiency have a leg up on the competition because they can predict their clients' wants and needs with surprising accuracy. The program leverages the familiar and powerful Jung-Myers model of personality known as "Myers-Briggs," making it easily accessible and immediately applicable for everyone in an organization – from sales associate to CEO.
This presentation covers how to "read" and "reach" the people with whom you do business.
Step 1: Learn to Read Others
Identify observable clues that provide valuable insights into the perceptions and decision making processes of your individual customers.
Step 2: Learn to Reach Others
After you read, you can reach. Apply actionable tools that lead to easy, satisfying communication and deal making with each of your customers' unique personality types.
In a world that is rapidly pivoting toward AI and machine learning, the SPASIGMA PQ program offers a critical human skill set that will never become obsolete – the art of building and maintaining meaningful business relationships.
If you want to experience dramatic improvements in your persuasiveness and communication – and close more deals, negotiate more favorable terms, and serve existing clients – you won't want to miss this impactful session.
Speaker: David Bauders, Founder and CEO, SPA
Breakout A
Real AI for Real Sales
There is a lot of "fake AI" showing up in the market this year – but not in this breakout session! The panelists from ConnectAndSell, Intercom.io, LeadIQ, Specialized Sales Systems, and Shindig Events will share their experiences in artificial intelligence for sales (AI for sales) and, most importantly, the things you should be thinking about in 2018. Whether you are a CEO, a Vice President, or an SDR, BDR, or AE, this panel will make you think about your tech stack and about the skills you should double-down on to dominate your market.
Panelists: Chris Beall, CEO, ConnectAndSell | @chris8649
Matt McDarby, Managing Director, Specialized Sales Systems | @mmcdarby
Mei Siauw, Co-Founder and CEO, LeadIQ | @djiaoMei
Brian Kotlyar, Director of Demand Generation, Intercom | @intercom
Scott Sprowls, VP Business Development, Shindig | @ShindigEvents @ConnectAtScale
Breakout B
Sales Jiu Jitsu: Using Small Data to Turn Your Sales Weakness into Your Greatest Strength
If current trends hold, half of your sales team will not make quota this year. In the U.S., only 58 percent of reps reach their revenue goal. There are many factors contributing to the decline in sales productivity, such as too little effective coaching and too much time spent on administrative tasks. However, the number one barrier to quota achievement is sales leaders still managing based on hunches instead of real accurate metrics. They are feeling the pressure, though. The average tenure for a VP of sales has shrunk to only 19 months, from 26 months.
What can you really do in less than two years to effect change? Simple – you can bridge the gap between your best performers and your average sales reps. This will stop the cycle of just barely missing quota, which ultimately results in decreasing tenures with organizations.
In this session you will learn:
Delivering Accurate Forecasts – How Companies Like Dell, Splunk, Zuora, and MongoDB Went from Complicated and Inaccurate Spreadsheets to an AI/Machine Learning Platform
We live in a data-driven world. Analytics and insights from big data, machine learning, and AI are changing the world in almost every conceivable way. Consider that home thermostats, car tires, and content delivery systems are now capable of learning and making recommendations. AI is even transforming the way we work. Lead scoring, marketing automation, and hiring talent are driven by AI. Leading-edge sales teams are also turning to AI to drive sales performance and gain competitive advantage. Join Stephen D'Angelo, President of Worldwide Field Operations at Aviso, to learn how innovative sales organizations leverage AI to deliver accurate forecasts, prevent deal slippage, and receive AI created smart selling signals to improve win rates. Sales executives, sales operations leaders, managers, and reps should attend this session to find out how they can help improve forecast accuracy by leveraging AI and machine learning.
Speaker: Stephen D'Angelo, President, Worldwide Field Operations, Aviso | @stephendangelo
An Inescapable Evolution: Sales and Marketing in the World of Digital Buying
While sales and marketing have sought ways to better integrate their collective commercial efforts, today's B2B buyers have effectively solved the problem for them – ending the debate on their terms rather than suppliers'. To sell effectively, today's B2B suppliers must understand how customers move easily and frequently between digital and in-person buying channels in a far more fluid and continuous process than most organizations are currently designed to support.
Speaker: Scott Collins, Principal Executive Advisor, CEB now Gartner | @CEB_News @smillercollins
Retrain Your Brain: The Power of You, Your Thoughts, and Your Actions
How much do you think about what you think about? You spend more time figuring out what to watch on TV or what's for dinner. It's a pattern and a habit developed where your thoughts either help or hinder your actions. How are you using your thoughts to help or hurt your team and leadership? In this session, Jessica Rector will share how to retrain your brain and turn your negative thoughts into positive action that will improve morale, increase sales, and help you build a stronger sales team.
You will also learn how to
TBA
TBA
Speaker: TBA
Leadership in the Age of Digital Transformation
Keith Krach, the Chairman of DocuSign, has assumed many leadership roles over his career. He led Ariba from a startup into a $4.3 billion company. He has served on boards such as XOJets and Angie's List, and was also Chairman of the Purdue University Board of Trustees. He served as President of the Sigma Chi Fraternity and led many charitable initiatives, such as building homes in New Orleans after Hurricane Katrina. In this session, Keith will offer his perspective of how sales leaders can be at the leading edge of the new wave of digital transformation – with a clear focus on high performance and high human values.
Speaker: Keith Krach, Chairman, DocuSign | @KeithJKrach
Creating a Motivated Team Aligned for Peak Performance
Leaders today have the difficult task of keeping teams motivated and aligned for peak performance – despite the experience diversity and cross-generational makeup on each team. How do we help our teams exceed even their own expectations? In this session, Jeff Seeley will look at key leadership strategies that result in exceptional performance every day:
The Four Pillars of an Effective Training and Coaching Program
Tony attends a five-day training course. He's pumped. He returns to the office with new ideas, increased energy, and 10 pages of notes. The problem? He forgets 90 percent of what he's learned and can't apply classroom knowledge to live customers.
Does your training fall on deaf ears? Research confirms 87 percent of traditional sales training doesn't stick. In this session you'll learn the four pillars required for a results-producing training and mentoring program as well as how to
Relationship Status: It's Complicated…
In sales, you need to be likeable and provide value and guidance to develop relationships with your customers to drive revenue. Whether you follow the SPIN, SNAP, or Challenger sales method, the ultimate goal is to build a trusted relationship with your clients. But how do you get from introduction to guide? There's no roadmap to trust. Join Gerhard Gschwandtner and Televerde CEO, Jim Hooker, as they speak candidly about the ingredients of a trusted relationship and the pathway to establish an element of trust with your clients.
Speaker: Jim Hooker, President and CEO, Televerde | @HookerJimh
Leading Is Learning
True leaders must continually learn and develop the disciplines crucial to their professions while institutionalizing learning across their teams. By instilling learning, true leaders become facilitators to help team members grow professionally through new knowledge, better understanding, and better coaching. By consistently developing team members, they drive performance through measurable outcomes while reaching the goals and KPIs of the organization.
Speaker: Joshua Camden, Vice President of Global Marketing, Sales Performance International. | @jcamdn
Breakout A
Building a Sales Stack
Join Dan Cilley, Roderick Jefferson, and Nancy Nardin for an interactive breakout session on building a sales stack to drive revenue growth. Whether your organization is at a beginner, intermediate, or advanced level, you'll come away with actionable steps you can use when considering technology. Dan, Roderick, and Nancy will present a hierarchy of needs framework, checklists, and a SalesTech maturity model. Then you'll disperse into breakout groups to brainstorm. In the end, you'll have a list of questions you should ask yourself – along with dos and don'ts – for researching, evaluating, and implementing technology. Join this session if you want to know how, and which, technology can accelerate your path to revenue.
Speakers: David Bauders, Founder and CEO, SPA
Dan Cilley, CEO, Telemaximum, LLC | @TelemaximumTech
Roderick Jefferson, VP, Global Enablement, Marketo | @thevoiceofRod
Nancy Nardin, Founder and President, Smart Selling Tools, Inc. | @sellingtools
Breakout B
Going Above and Beyond: Better Coaching, Better Performance
Now is an exciting time in the sales enablement and effectiveness arena! For the first time in over two decades, due to the advent of emerging technologies, the learning and development industry is primed for a major overhaul. These technologies offer unparalleled opportunities to simplify coaching – so today’s overtasked and underdeveloped sales leaders can focus on developing their team. Now is the time to go above and beyond the traditional forms of training coaches. A recent study led by Forbes Insights/Brainshark, revealed: "74 percent of leading companies cite sales coaching and mentoring of reps as the most important role of frontline managers." Unfortunately, organizations continue to rely on dated coaching methodologies and technologies to prepare their coaches for real-world application. Coaching is often thought to be an inherent, foundational skill possessed by sales management. The reality is, though: coaching is anything but foundational – and is also rarely intrinsic.
High-performing companies understand the value of ensuring their coaches are proficient in three key areas: identifying gaps in performance and/or development; understanding "how," "when," "where," and "why" to coach based on "right time, right tools" protocols; and applying analytics to reinforce, drive, and reward coaching behaviors.
In this 40-minute breakout session, we will explore:
Ivanti's Journey to Sales 3.0
In 2016 and 2017, Ivanti (formerly LANDESK) faced several disruptive changes in their business: a new private equity firm, a new name and rebranding, and multiple new acquisitions to integrate. These events provided an opportunity to completely rethink the go-to-market strategy and sales model. Mitch Rowe and Lane Monson will tell the real-life Sales 3.0 transformation story that resulted in 18 percent growth in average deal size – and 15 percent, 18 percent, and 23 percent inside sales revenue growth in Q2-Q4 2017. The new model implemented in the Americas in early 2017 has instilled enough confidence that the model is being rolled out in EMEA and Asia Pacific in 2018. They will also walk you through the steps it took to get there, what they learned along the way, and what they plan to do next.
Speakers: Lane Monson, Founder and CEO, Platinum Circle Coaching
Mitch Rowe, Executive Vice President of Global Software Sales, Ivanti | @GoIvanti
How to Create the Right Forward-leading Metrics to Drive Growth in the Digital Economy
If you are a sales leader or manager, no doubt you've heard from your CFO or CEO that "you can only manage what you measure." Over the past 10 years, that management mantra has been taken to heart – and so many things are now being measured that we're losing sight of what needs to be managed. What happens if you are measuring the wrong things?
Simply stated, the metrics against which your CFO and investors are asking you to manage your sales force are all wrong. These measures are tools to create artificial visibility and into the sales process, exist more for managing risks associated with revenue recognition and perpetuate a focus of looking in that rear view mirror rather than on the windy road ahead. To grow, sales forces need to be enabled to explore the right ways of adding value to customers. Risks need to be taken. And the contract value side of revenue needs to be the primary focus for evaluating sales performance.
Over the past 10 years, Scott Santucci has worked closely with investors, CEOs, and CFOs to help them understand the disconnect between the business strategy and operational details and their frustrations with sales and marketing leaders. One of the biggest gaps is how to keep score.
In this session, Scott will share:
Unspoken Needs
What holds successful sales professionals back from breaking through to the next level? We're distracted by what we know. In almost every sale, unexpressed needs are the true driving force in the deal. But the people we're selling to aren't consciously aware of what they need, either. In this keynote, we will reveal the surprising reasons we don't share our actual needs and why, most of the time, they're hidden in plain sight. You will learn the one critical micro-habit to uncover the unexpressed need and how to use that discovery to get killer results.
Speaker: Shawn Vanderhoven, Partner, The Wiseman Group | @thewisemangroup
The Human Side of Selling with Second City Works
Sales is an act of improvisation. It's no longer business to business; it's human to human. Customers value how a salesperson interacts and communicates with them more than product knowledge or PowerPoint® skills. The critical skills that can make a difference in how you sell – listening, empathy, storytelling, and thinking on your feet – are things we can all probably do, yet we don't have opportunities to practice them. Creating a time and place for practicing the human side of selling is what we do!
Join the team at Second City Works – the innovative business solutions arm of the world-famous Second City comedy theatre – in an interactive workshop designed to introduce the human side of selling through improvisation and its connection to solving common business challenges. Building on the tenets of improvisation, you'll walk away with valuable lessons on the transformative power of using the same skills we've been teaching actors for 60 years, communicating more effectively, and using comedy and improv to navigate the ever-evolving business climate.
Meet the Second City Works
Part of world famous comedy institution The Second City, Second City Works brings award-winning, boring-proof, improv-based social learning to events, ceremonies, functions, bashes, galas...or any other synonym for the phrase "corporate gathering." From the company that launched the likes of Bill Murray, Martin Short, Dan Aykroyd, Tina Fey, Mike Myers, Stephen Colbert, Keegan-Michael Key and hundreds more comes the next generation of comedy superstars with impactful programming that is totally customized, totally relevant and always spectacularly funny.
Whether it's an interactive keynote speech or a comedy revue written just for you, Second City Works has been delivering the goods for years to over 600 Fortune 100 companies around the world, such as Google, Scotiabank, RBC, BMO, CIBC, TD, Dupont, Procter & Gamble, Nike, Sun Life, Pepsi, Walmart, Starbucks, eBay, Kraft, Hilton Hotels, and hundreds more.
Speakers: Colleen Murray, Design Facilitator, Ensemble Member, Second City Works | @secondcityworks
Tyler Dean Kempf, Facilitator, Second City Works | @secondcityworks
TBA
TBA
Speaker: TBA
Monday, March 12, 2018
Tuesday, March 13, 2018
7:40 am – 8:40 am
Registration and Networking Breakfast
8:40 am – 8:45 am
Conference Welcome
Speakers: Alice Heiman, Founder and Chief Sales Officer, Alice Heiman LLC
Mario Martinez, CEO and Founder, Digital Sales Evangelist, Vengreso
Speakers: Alice Heiman, Founder and Chief Sales Officer, Alice Heiman LLC
Mario Martinez, CEO and Founder, Digital Sales Evangelist, Vengreso
8:45 am – 9:20 am
The Power of Mindset in the Age of Digital Transformation
Speaker: Gerhard Gschwandtner, Founder and CEO, Selling Power
Speaker: Gerhard Gschwandtner, Founder and CEO, Selling Power
In his keynote, Gerhard Gschwandtner – the founder and CEO of Selling Power magazine and the author of 16 books on selling, psychology, and sales management – will discuss the two major change drivers that are transforming our world and how we conduct business: technology and psychology. He will review what we've gained, what we've lost, and how digital transformation will continue to impact our future. Gerhard will also share the success factors that lead to a Peak Performance Mindset for winning in both business and in life.
Speaker: Gerhard Gschwandtner, Founder and CEO, Selling Power | @gerhard20
9:20 am – 9:55 am
Training 3.0: Driving Profitable Terms of Trade in the Cognitive Era
Speaker: David Bauders, Founder and CEO, SPA
Speaker: David Bauders, Founder and CEO, SPA
Decisions are increasingly being informed and even being made by machines armed with sophisticated deep learning capabilities. In a world where Amazon sells more than $100 billion per year without a sales rep, we must ask ourselves: What does the future hold for sales professionals? The answer lies in focusing training efforts so they maximize the development of the unique human performance traits machines lack. That is a new paradigm, and it will require an innovative approach to sales training – a Training 3.0 approach. Training 3.0 deploys a radically different learning paradigm that is quick, experiential, engaging, and uses daily-drip learning with built-in retention characteristics. Training 3.0 incorporates performance metrics that ensure a true and enduring ROI. High in social and entertainment value, the content is binge-worthy and is as ubiquitous on reps' phones as their favorite apps. Coupled with a focus on negotiation/value capture, Training 3.0 will transform your company's long-term growth rate, profitability, and employee performance. Join us for this session and you will learn how to leverage Training 3.0 so you can maximize growth, profitability, and customer relationships.
Speaker: David Bauders, Founder and CEO, SPA
9:55 am – 10:30 am
How Sales Enablement Leaders Prepare Sales Organizations for Exceeding Sales Goals
Moderator: Scott Santucci, Founder and CEO, GrowthEnablement.com
Panelists: Marvin Spears, VP Commercial Excellence, Wells Fargo, Capital Finance
Laura Welch, Sr. Director Sales and Channel Enablement, Polycom
Jared Litwin, Senior Director, Sales Enablement, Salesforce.com
Moderator: Scott Santucci, Founder and CEO, GrowthEnablement.com
Panelists: Marvin Spears, VP Commercial Excellence, Wells Fargo, Capital Finance
Laura Welch, Sr. Director Sales and Channel Enablement, Polycom
Jared Litwin, Senior Director, Sales Enablement, Salesforce.com
The profession of sales enablement is rapidly growing. Learn from sales enablement professionals who help world-class companies accelerate sales. Get an insider's perspective and discover
- How to create and distribute sales content efficiently
- Best practices for onboarding salespeople
- Which metrics help salespeople become more successful
- How to select and integrate the best technology with the best sales process
Panelists: Marvin Spears, VP Commercial Excellence, Wells Fargo, Capital Finance | @WellsFargo
Laura Welch, Sr. Director Sales and Channel Enablement, Polycom | @Polycom
Jared Litwin, Senior Director, Sales Enablement, Salesforce.com | @salesforce
10:30 am – 11:00 am
Morning Break – Exhibits Open
11:00 am – 11:35 am
Crack the Code to Sales Growth with a Winning Sales Enablement Strategy
Speaker: Elay Cohen, CEO and Co-Founder, SalesHood
Speaker: Elay Cohen, CEO and Co-Founder, SalesHood
Please join Elay Cohen – CEO of SalesHood and the former Senior Vice President at Salesforce – as he reveals the hyper-growth sales strategies that made Salesforce the global industry leader. Discover how Elay's sales enablement best practices and adaptive processes create an unstoppable sales force. This proven blueprint to successful sales enablement can help your sales organization reach the highest level of success.
Speaker: Elay Cohen, CEO and Co-Founder, SalesHood | @elaycohen
11:35 am – 12:15 pm
A Crash Course in Winning Negotiation Tactics for Your Sales Team
Speaker: Jeff Cochran, Partner, Shapiro Negotiations
Speaker: Jeff Cochran, Partner, Shapiro Negotiations
Your salespeople are under increasing pressure to quickly establish credibility, build lasting business relationships, and produce results. To address these challenges and changing needs, you must provide your reps with the specific habits and tools they need to impact the bottom line. Finding these innovative tools and implementing them in the face of fierce competition are not easy tasks. In this session, you will be introduced to a systematic process that will allow your sales team to become more effective and drastically improve their execution. You will get an overview of SNI's systematic process – 3Ps (Prepare, Probe, and Propose) – that is critical to sales and negotiation success.
Speaker: Jeff Cochran, Partner, Shapiro Negotiations | @SNINegotiations
12:15 pm – 1:15 pm
Lunch & AppExchange Demo Jam
6 Apps, 3-Minute Demos, 1 Winner. YOU decide!
For the first time Salesforce.com will host their epic, action-packed Demo Jam for Sales 3.0 Conference attendees live during the lunch break. You'll watch contestants battle it out on stage, and the winner will be decided by audience vote. The Demo Jam will be a triple treat: highly competitive, educational, and fun!
1:20 pm – 2:00 pm
Breakout A
What Every Sales Leader Must Know about the Artificial Intelligence-Enabled Salesperson
Speakers: Chris Beall, CEO, ConnectAndSell
Bruce Lewolt, CEO and Co-founder, BrainX and JoyisJoy.com
What Every Sales Leader Must Know about the Artificial Intelligence-Enabled Salesperson
Speakers: Chris Beall, CEO, ConnectAndSell
Bruce Lewolt, CEO and Co-founder, BrainX and JoyisJoy.com
What Every Sales Leader Must Know about the Artificial Intelligence-Enabled Salesperson
It's a fact: a salesperson using AI can produce what it takes three salespeople without AI to accomplish. In this session, you'll discover how AI can give your sales team this significant edge by:
- Connecting your reps to prospects at a rate of four to six an hour
- Building an ideal cold-calling script for each prospect, including the correct tone to use
- Listening in on cold calls and providing effective coaching without any judgment
- Determining each prospect's personality, then designing a tailored selling strategy
- Using that strategy to build the ideal presentation deck for the presenting salesperson
- Doing the tedious work salespeople hate, so they can spend more time selling
Speakers: Chris Beall, CEO, ConnectAndSell | @chris8649
Bruce Lewolt, CEO and Co-founder, BrainX and JoyisJoy.com | @BruceLewolt
Breakout B
Mind-Reading Your Customer: The Power of Personality in Sales
Speaker: David Bauders, Founder and CEO, SPA
Mind-Reading Your Customer: The Power of Personality in Sales
Speaker: David Bauders, Founder and CEO, SPA
Mind-Reading Your Customer: The Power of Personality in Sales
What if you could read your customer's mind before you pitched? Your sales conversations would be more impactful, efficient, and successful. While true extra-sensory perception (ESP) remains a fantasy, psychology can provide powerful insights into how to adapt your pitch to the unique personalities of your customers.
SPA's CEO David Bauders presents key lessons from the SPASIGMA Personality Quotient (PQ) program. Sales leaders with PQ proficiency have a leg up on the competition because they can predict their clients' wants and needs with surprising accuracy. The program leverages the familiar and powerful Jung-Myers model of personality known as "Myers-Briggs," making it easily accessible and immediately applicable for everyone in an organization – from sales associate to CEO.
This presentation covers how to "read" and "reach" the people with whom you do business.
Step 1: Learn to Read Others
Identify observable clues that provide valuable insights into the perceptions and decision making processes of your individual customers.
Step 2: Learn to Reach Others
After you read, you can reach. Apply actionable tools that lead to easy, satisfying communication and deal making with each of your customers' unique personality types.
In a world that is rapidly pivoting toward AI and machine learning, the SPASIGMA PQ program offers a critical human skill set that will never become obsolete – the art of building and maintaining meaningful business relationships.
If you want to experience dramatic improvements in your persuasiveness and communication – and close more deals, negotiate more favorable terms, and serve existing clients – you won't want to miss this impactful session.
Speaker: David Bauders, Founder and CEO, SPA
2:05 pm – 2:45 pm
Breakout A
Real AI for Real Sales
Panelists: Chris Beall, CEO, ConnectAndSell
Matt McDarby, Managing Director, Specialized Sales Systems
Mei Siauw, Co-Founder and CEO, LeadIQ
Brian Kotlyar, Director of Demand Generation, Intercom
Scott Sprowls, VP Business Development, Shindig
Real AI for Real Sales
Panelists: Chris Beall, CEO, ConnectAndSell
Matt McDarby, Managing Director, Specialized Sales Systems
Mei Siauw, Co-Founder and CEO, LeadIQ
Brian Kotlyar, Director of Demand Generation, Intercom
Scott Sprowls, VP Business Development, Shindig
Real AI for Real Sales
There is a lot of "fake AI" showing up in the market this year – but not in this breakout session! The panelists from ConnectAndSell, Intercom.io, LeadIQ, Specialized Sales Systems, and Shindig Events will share their experiences in artificial intelligence for sales (AI for sales) and, most importantly, the things you should be thinking about in 2018. Whether you are a CEO, a Vice President, or an SDR, BDR, or AE, this panel will make you think about your tech stack and about the skills you should double-down on to dominate your market.
Panelists: Chris Beall, CEO, ConnectAndSell | @chris8649
Matt McDarby, Managing Director, Specialized Sales Systems | @mmcdarby
Mei Siauw, Co-Founder and CEO, LeadIQ | @djiaoMei
Brian Kotlyar, Director of Demand Generation, Intercom | @intercom
Scott Sprowls, VP Business Development, Shindig | @ShindigEvents @ConnectAtScale
Breakout B
Sales Jiu Jitsu: Using Small Data to Turn Your Sales Weakness into Your Greatest Strength
Speaker: Eric Esfahanian, CRO, Gryphon Networks
Sales Jiu Jitsu: Using Small Data to Turn Your Sales Weakness into Your Greatest Strength
Speaker: Eric Esfahanian, CRO, Gryphon Networks
Sales Jiu Jitsu: Using Small Data to Turn Your Sales Weakness into Your Greatest Strength
If current trends hold, half of your sales team will not make quota this year. In the U.S., only 58 percent of reps reach their revenue goal. There are many factors contributing to the decline in sales productivity, such as too little effective coaching and too much time spent on administrative tasks. However, the number one barrier to quota achievement is sales leaders still managing based on hunches instead of real accurate metrics. They are feeling the pressure, though. The average tenure for a VP of sales has shrunk to only 19 months, from 26 months.
What can you really do in less than two years to effect change? Simple – you can bridge the gap between your best performers and your average sales reps. This will stop the cycle of just barely missing quota, which ultimately results in decreasing tenures with organizations.
In this session you will learn:
- The three telltale signs of sales failure that managers overlook when tracking rep performance and how CRMs often make that job even tougher
- How to crack the code and obtain real business impact with a focus on less data, instead of just more data from more sources
- How to become indispensable in this age of metric accountability
2:45 pm – 3:10 pm
Afternoon Break – Exhibits Open
3:10 pm – 3:45 pm
Delivering Accurate Forecasts – How Companies Like Dell, Splunk, Zuora, and MongoDB Went from Complicated and Inaccurate Spreadsheets to an AI/Machine Learning Platform
Speaker: Stephen D'Angelo, President, Worldwide Field Operations, Aviso
Speaker: Stephen D'Angelo, President, Worldwide Field Operations, Aviso
We live in a data-driven world. Analytics and insights from big data, machine learning, and AI are changing the world in almost every conceivable way. Consider that home thermostats, car tires, and content delivery systems are now capable of learning and making recommendations. AI is even transforming the way we work. Lead scoring, marketing automation, and hiring talent are driven by AI. Leading-edge sales teams are also turning to AI to drive sales performance and gain competitive advantage. Join Stephen D'Angelo, President of Worldwide Field Operations at Aviso, to learn how innovative sales organizations leverage AI to deliver accurate forecasts, prevent deal slippage, and receive AI created smart selling signals to improve win rates. Sales executives, sales operations leaders, managers, and reps should attend this session to find out how they can help improve forecast accuracy by leveraging AI and machine learning.
Speaker: Stephen D'Angelo, President, Worldwide Field Operations, Aviso | @stephendangelo
3:45 pm – 4:20 pm
An Inescapable Evolution: Sales and Marketing in the World of Digital Buying
Speaker: Scott Collins, Principal Executive Advisor, CEB now Gartner
While sales and marketing have sought ways to better integrate their collective commercial efforts, today's B2B buyers have effectively solved the problem for them – ending the debate on their terms rather than suppliers'. To sell effectively, today's B2B suppliers must understand how customers move easily and frequently between digital and in-person buying channels in a far more fluid and continuous process than most organizations are currently designed to support.
Speaker: Scott Collins, Principal Executive Advisor, CEB now Gartner | @CEB_News @smillercollins
4:20 pm – 5:00 pm
Retrain Your Brain: The Power of You, Your Thoughts, and Your Actions
Speaker: Jessica Rector, Thought Leader, Keynote Speaker and #1 Best-Selling Author, jessICAREctor International
Speaker: Jessica Rector, Thought Leader, Keynote Speaker and #1 Best-Selling Author, jessICAREctor International
How much do you think about what you think about? You spend more time figuring out what to watch on TV or what's for dinner. It's a pattern and a habit developed where your thoughts either help or hinder your actions. How are you using your thoughts to help or hurt your team and leadership? In this session, Jessica Rector will share how to retrain your brain and turn your negative thoughts into positive action that will improve morale, increase sales, and help you build a stronger sales team.
You will also learn how to
- Implement the power of authenticity to create trust and open dialogue
- Build stronger client, peer, and team relationships
- Change your inner dialogue and actions to engage in strategic conversations to increase leads and connections
- Develop a new blueprint for exceptional influence
- Leave knowing "I can do this" with easy, proven steps you can implement immediately
5:00 pm – 5:10 pm
Concluding Remarks
Speakers: Gerhard Gschwandtner, Founder and CEO, Selling Power
Alice Heiman, Founder and Chief Sales Officer, Alice Heiman, LLC
Speakers: Gerhard Gschwandtner, Founder and CEO, Selling Power
Alice Heiman, Founder and Chief Sales Officer, Alice Heiman, LLC
TBA
Speaker: TBA
5:10 pm – 6:40 pm
Cocktail Reception
7:45 am – 8:45 am
Registration and Networking Breakfast
8:50 am – 9:25 am
Leadership in the Age of Digital Transformation
Speaker: Keith Krach, Chairman, DocuSign
Speaker: Keith Krach, Chairman, DocuSign
Keith Krach, the Chairman of DocuSign, has assumed many leadership roles over his career. He led Ariba from a startup into a $4.3 billion company. He has served on boards such as XOJets and Angie's List, and was also Chairman of the Purdue University Board of Trustees. He served as President of the Sigma Chi Fraternity and led many charitable initiatives, such as building homes in New Orleans after Hurricane Katrina. In this session, Keith will offer his perspective of how sales leaders can be at the leading edge of the new wave of digital transformation – with a clear focus on high performance and high human values.
Speaker: Keith Krach, Chairman, DocuSign | @KeithJKrach
9:25 am – 10:00 am
Creating a Motivated Team Aligned for Peak Performance
Speaker: Jeff Seeley, Chief Executive Officer, Carew International
Speaker: Jeff Seeley, Chief Executive Officer, Carew International
Leaders today have the difficult task of keeping teams motivated and aligned for peak performance – despite the experience diversity and cross-generational makeup on each team. How do we help our teams exceed even their own expectations? In this session, Jeff Seeley will look at key leadership strategies that result in exceptional performance every day:
- Working with different generations and experience levels
- What responsibilities do leaders have to their teams?
- Separate the drag of day-to-day responsibilities to motivate and inspire your team to greatness
- Achieve peak performance every day
10:00 am – 10:40 am
The Four Pillars of an Effective Training and Coaching Program
Speaker: Shari Levitin, Professional Speaker, Author of Heart and Sell, and CEO of Shari Levitin Group
Speaker: Shari Levitin, Professional Speaker, Author of Heart and Sell, and CEO of Shari Levitin Group
Tony attends a five-day training course. He's pumped. He returns to the office with new ideas, increased energy, and 10 pages of notes. The problem? He forgets 90 percent of what he's learned and can't apply classroom knowledge to live customers.
Does your training fall on deaf ears? Research confirms 87 percent of traditional sales training doesn't stick. In this session you'll learn the four pillars required for a results-producing training and mentoring program as well as how to
- Reduce the time and effort it takes to develop your training program, while increasing its effectiveness through the use of facilitated learning.
- Leverage scientifically proven methods to increase your sales and decrease turnover.
- Incorporate virtual learning, games, and interactivity to put the fun back in your sales meetings.
- Give your trainers tools to incorporate the four pillars and increase retention.
- Offer breakthrough tips for one-on-one coaching and mentoring to get the most out of each employee.
10:40 am – 11:10 am
Morning Break – Exhibits Open
11:10 am – 11:45 am
Relationship Status: It's Complicated…
Speaker: Jim Hooker, President and CEO, Televerde
Speaker: Jim Hooker, President and CEO, Televerde
In sales, you need to be likeable and provide value and guidance to develop relationships with your customers to drive revenue. Whether you follow the SPIN, SNAP, or Challenger sales method, the ultimate goal is to build a trusted relationship with your clients. But how do you get from introduction to guide? There's no roadmap to trust. Join Gerhard Gschwandtner and Televerde CEO, Jim Hooker, as they speak candidly about the ingredients of a trusted relationship and the pathway to establish an element of trust with your clients.
Speaker: Jim Hooker, President and CEO, Televerde | @HookerJimh
11:45 am – 12:20 pm
Leading Is Learning
Speaker: Joshua Camden, Vice President of Global Marketing, Sales Performance International
Speaker: Joshua Camden, Vice President of Global Marketing, Sales Performance International
True leaders must continually learn and develop the disciplines crucial to their professions while institutionalizing learning across their teams. By instilling learning, true leaders become facilitators to help team members grow professionally through new knowledge, better understanding, and better coaching. By consistently developing team members, they drive performance through measurable outcomes while reaching the goals and KPIs of the organization.
Speaker: Joshua Camden, Vice President of Global Marketing, Sales Performance International. | @jcamdn
12:20 pm – 1:20 pm
Lunch Break – Exhibits Open
1:20 pm – 2:00 pm
Breakout A
Building a Sales Stack
Speakers: David Bauders, Founder and CEO, SPA
Dan Cilley, CEO, Telemaximum, LLC
Roderick Jefferson, VP, Global Enablement, Marketo
Nancy Nardin, Founder and President, Smart Selling Tools, Inc.
Building a Sales Stack
Speakers: David Bauders, Founder and CEO, SPA
Dan Cilley, CEO, Telemaximum, LLC
Roderick Jefferson, VP, Global Enablement, Marketo
Nancy Nardin, Founder and President, Smart Selling Tools, Inc.
Building a Sales Stack
Join Dan Cilley, Roderick Jefferson, and Nancy Nardin for an interactive breakout session on building a sales stack to drive revenue growth. Whether your organization is at a beginner, intermediate, or advanced level, you'll come away with actionable steps you can use when considering technology. Dan, Roderick, and Nancy will present a hierarchy of needs framework, checklists, and a SalesTech maturity model. Then you'll disperse into breakout groups to brainstorm. In the end, you'll have a list of questions you should ask yourself – along with dos and don'ts – for researching, evaluating, and implementing technology. Join this session if you want to know how, and which, technology can accelerate your path to revenue.
Speakers: David Bauders, Founder and CEO, SPA
Dan Cilley, CEO, Telemaximum, LLC | @TelemaximumTech
Roderick Jefferson, VP, Global Enablement, Marketo | @thevoiceofRod
Nancy Nardin, Founder and President, Smart Selling Tools, Inc. | @sellingtools
Breakout B
Going Above and Beyond: Better Coaching, Better Performance
Speaker: Ed Ross, CEO and Founder, The CORE Results, Inc.
Going Above and Beyond: Better Coaching, Better Performance
Speaker: Ed Ross, CEO and Founder, The CORE Results, Inc.
Going Above and Beyond: Better Coaching, Better Performance
Now is an exciting time in the sales enablement and effectiveness arena! For the first time in over two decades, due to the advent of emerging technologies, the learning and development industry is primed for a major overhaul. These technologies offer unparalleled opportunities to simplify coaching – so today’s overtasked and underdeveloped sales leaders can focus on developing their team. Now is the time to go above and beyond the traditional forms of training coaches. A recent study led by Forbes Insights/Brainshark, revealed: "74 percent of leading companies cite sales coaching and mentoring of reps as the most important role of frontline managers." Unfortunately, organizations continue to rely on dated coaching methodologies and technologies to prepare their coaches for real-world application. Coaching is often thought to be an inherent, foundational skill possessed by sales management. The reality is, though: coaching is anything but foundational – and is also rarely intrinsic.
High-performing companies understand the value of ensuring their coaches are proficient in three key areas: identifying gaps in performance and/or development; understanding "how," "when," "where," and "why" to coach based on "right time, right tools" protocols; and applying analytics to reinforce, drive, and reward coaching behaviors.
In this 40-minute breakout session, we will explore:
- The challenge today’s sales leaders face in their everyday roles
- How organizations can simplify coaching to drive greater application and results
- How immersive technologies such as augmented or virtual reality can enable organizations to minimize inherent risks and enhance behaviors
- Participants will have an opportunity to participate in interactive exercises on how to take their teams above and beyond with better coaching and better performance.
2:00 pm – 2:25 pm
Afternoon Break – Exhibits Open
2:25 pm – 3:00 pm
Ivanti's Journey to Sales 3.0
Speakers: Lane Monson, Founder and CEO, Platinum Circle Coaching
Mitch Rowe, Executive Vice President of Global Software Sales, Ivanti
Speakers: Lane Monson, Founder and CEO, Platinum Circle Coaching
Mitch Rowe, Executive Vice President of Global Software Sales, Ivanti
In 2016 and 2017, Ivanti (formerly LANDESK) faced several disruptive changes in their business: a new private equity firm, a new name and rebranding, and multiple new acquisitions to integrate. These events provided an opportunity to completely rethink the go-to-market strategy and sales model. Mitch Rowe and Lane Monson will tell the real-life Sales 3.0 transformation story that resulted in 18 percent growth in average deal size – and 15 percent, 18 percent, and 23 percent inside sales revenue growth in Q2-Q4 2017. The new model implemented in the Americas in early 2017 has instilled enough confidence that the model is being rolled out in EMEA and Asia Pacific in 2018. They will also walk you through the steps it took to get there, what they learned along the way, and what they plan to do next.
Speakers: Lane Monson, Founder and CEO, Platinum Circle Coaching
Mitch Rowe, Executive Vice President of Global Software Sales, Ivanti | @GoIvanti
3:00 pm – 3:40 pm
How to Create the Right Forward-leading Metrics to Drive Growth in the Digital Economy
Speaker: Scott Santucci, Founder and CEO, GrowthEnablement.com
Speaker: Scott Santucci, Founder and CEO, GrowthEnablement.com
If you are a sales leader or manager, no doubt you've heard from your CFO or CEO that "you can only manage what you measure." Over the past 10 years, that management mantra has been taken to heart – and so many things are now being measured that we're losing sight of what needs to be managed. What happens if you are measuring the wrong things?
Simply stated, the metrics against which your CFO and investors are asking you to manage your sales force are all wrong. These measures are tools to create artificial visibility and into the sales process, exist more for managing risks associated with revenue recognition and perpetuate a focus of looking in that rear view mirror rather than on the windy road ahead. To grow, sales forces need to be enabled to explore the right ways of adding value to customers. Risks need to be taken. And the contract value side of revenue needs to be the primary focus for evaluating sales performance.
Over the past 10 years, Scott Santucci has worked closely with investors, CEOs, and CFOs to help them understand the disconnect between the business strategy and operational details and their frustrations with sales and marketing leaders. One of the biggest gaps is how to keep score.
In this session, Scott will share:
- Insights into why this gap exists
- How the metrics used today keep sales leaders from having a seat at the table
- A simple metric strategy
- Some talking points for having the conversation internally
3:40 pm – 4:15 pm
Unspoken Needs
Speaker: Shawn Vanderhoven, Partner, The Wiseman Group
Speaker: Shawn Vanderhoven, Partner, The Wiseman Group
What holds successful sales professionals back from breaking through to the next level? We're distracted by what we know. In almost every sale, unexpressed needs are the true driving force in the deal. But the people we're selling to aren't consciously aware of what they need, either. In this keynote, we will reveal the surprising reasons we don't share our actual needs and why, most of the time, they're hidden in plain sight. You will learn the one critical micro-habit to uncover the unexpressed need and how to use that discovery to get killer results.
Speaker: Shawn Vanderhoven, Partner, The Wiseman Group | @thewisemangroup
4:15 pm – 4:55 pm
The Human Side of Selling with Second City Works
Speakers: Colleen Murray, Design Facilitator, Ensemble Member, Second City Works
Tyler Dean Kempf, Facilitator, Second City Works
Speakers: Colleen Murray, Design Facilitator, Ensemble Member, Second City Works
Tyler Dean Kempf, Facilitator, Second City Works
Sales is an act of improvisation. It's no longer business to business; it's human to human. Customers value how a salesperson interacts and communicates with them more than product knowledge or PowerPoint® skills. The critical skills that can make a difference in how you sell – listening, empathy, storytelling, and thinking on your feet – are things we can all probably do, yet we don't have opportunities to practice them. Creating a time and place for practicing the human side of selling is what we do!
Join the team at Second City Works – the innovative business solutions arm of the world-famous Second City comedy theatre – in an interactive workshop designed to introduce the human side of selling through improvisation and its connection to solving common business challenges. Building on the tenets of improvisation, you'll walk away with valuable lessons on the transformative power of using the same skills we've been teaching actors for 60 years, communicating more effectively, and using comedy and improv to navigate the ever-evolving business climate.
Meet the Second City Works
Part of world famous comedy institution The Second City, Second City Works brings award-winning, boring-proof, improv-based social learning to events, ceremonies, functions, bashes, galas...or any other synonym for the phrase "corporate gathering." From the company that launched the likes of Bill Murray, Martin Short, Dan Aykroyd, Tina Fey, Mike Myers, Stephen Colbert, Keegan-Michael Key and hundreds more comes the next generation of comedy superstars with impactful programming that is totally customized, totally relevant and always spectacularly funny.
Whether it's an interactive keynote speech or a comedy revue written just for you, Second City Works has been delivering the goods for years to over 600 Fortune 100 companies around the world, such as Google, Scotiabank, RBC, BMO, CIBC, TD, Dupont, Procter & Gamble, Nike, Sun Life, Pepsi, Walmart, Starbucks, eBay, Kraft, Hilton Hotels, and hundreds more.
Speakers: Colleen Murray, Design Facilitator, Ensemble Member, Second City Works | @secondcityworks
Tyler Dean Kempf, Facilitator, Second City Works | @secondcityworks
4:55 pm – 5:05 pm
Concluding Remarks
Speakers: Gerhard Gschwandtner, Founder and CEO, Selling Power
Alice Heiman, Founder and Chief Sales Officer, Alice Heiman, LLC
Speakers: Gerhard Gschwandtner, Founder and CEO, Selling Power
Alice Heiman, Founder and Chief Sales Officer, Alice Heiman, LLC
TBA
Speaker: TBA
Learn about sponsorship
Videos and photos from past events
Submit a speaker nomination
Review the Sales 3.0 Solution Directory
Sponsored by
Premier
Platinum
Silver
Exhibit
Media
