Creating a Level Four Mindset for Winning in Sales

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 and our ability to drive personal growth will continue to impact our future. He will also share the four levels of the sales mindset that lead to winning in business and in life.

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

How Enablement Mastery Helps Companies Grow Faster

Take your sales enablement initiatives to the next level. Crack the code to enable your teams and grow your business faster by aligning your people, processes, and priorities. Learn how to become a revenue multiplier by creating organizational buy-in with a data-driven enablement mindset. Elay Cohen will share a wealth of practical knowledge, actionable tips, real-life examples, and success stories from his newly-published book Enablement Mastery.

Speaker: Elay Cohen, CEO and Co-founder, SalesHood | @elaycohen

The Growth Rings: Becoming Comfortable with Discomfort

After documenting and researching more than 100,000 coaching interactions in the workplace, Bill Eckstrom shares life-altering personal and professional development ideas by introducing the idea of the "Growth Rings." Bill's viral TEDx Talk, "Why Comfort Will Ruin Your Life," first introduced the Growth Rings model and the impact it has on the evolution or decay of everything in our world. The Growth Rings illustrate how dangerous it can be to remain in a state of comfort – and how being in a state of discomfort is the only way to sustain growth. In this presentation, Bill shares his wildly popular, research-based discovery and its applications to your everyday life. Examples and lessons used are taken from business, athletics, nature, psychology and physiology. There are no boundaries to the applications of the Growth Rings, as evidenced by the feedback from Bill's followers around the world. Attendees will learn why discomfort should be embraced when comfort is appropriate – as well as needed strategies for triggering healthy discomfort to advance our businesses and careers. You'll be amazed at the world-changing outcomes the Growth Rings can have on your life and the lives of others.

Speaker: Bill Eckstrom, President, EcSell Institute | @BillEckstrom

Mastering Sales Conversations – What AI Learned from 10 Companies That Grew over 100% in FY18

Your entire sales cycle depends on conversations. What reps say on cold calls or in meetings determines conversion rates from MQLs to SALs to Opportunities to "Closed Won" deals and renewals. In this world, are sales teams doing and saying the right things that help move deals forward?

Six Chorus data scientists (each a PhD) took apart billions of data sets from more than 4 million sales conversations – from cold calls to discovery meetings, product demos, and late-stage calls – to identify what makes some sales teams more successful than others.

In this session, Roy Raanani, CEO and co-founder of Chorus.ai, will walk you through a data-driven story of what the team discovered. He will walk you through some of the best practices in sales conversations adopted by companies that have high conversion and win rates throughout the sales cycle.

Speaker: Roy Raanani, CEO and Co-founder, Chorus.ai | @chorus_ai

Customer Experience Is the New Battleground

A positive customer experience is critical to a company's brand and, ultimately, its bottom line. With the proliferation of technology and devices, the customer has become smarter and more powerful. Customers now decide when and how they want to interact with brands, which has had a direct impact on the way companies sell to their customers. While macro trends such as social, mobile, cloud, big data and IoT are forging a new era of engagement, customers are ultimately becoming far more disruptive than the technology itself. Tiffani Bova – Salesforce's Global Customer Growth and Innovation Evangelist – will address how companies of all sizes can create new business practices that leverage technology to strengthen customer relationships and accelerate sales and growth. Attendees will hear actionable takeaways on how to create a customer-centric business and long-lasting brand loyalty.

Speaker: Tiffani Bova, Customer Growth and Innovation Evangelist, Salesforce | @Tiffani_Bova

Breakout A
Find Your Ideal Sales Planning Formula

Everybody plans. This isn't just Adaptive Insights' motto; it is a fact of planning in today's ever-changing business environment. Join our discussion on how to find your sales planning formulas, what that tells you about deriving your key performance indicators, and how to triangulate to reduce risk in your planning cycle.

Speaker: Laura Adint, Vice President of Sales Strategy and Operations, Adaptive Insights, a Workday company

Breakout B
Time to Trust

Trust is the true currency of B2B sales, because buying for your employer is risky business. With their professional reputation on the line and no way to catch up to sellers' product knowledge, B2B buyers must ultimately throw their trust to one seller if they are to make a deal. Without this leap of trust, buyers stay on the sideline forever, and sellers – who, unlike buyers, don't have all the time in the world – fail in frustration. In this talk, Chris Beall, CEO of ConnectAndSell, will lay bare the facts about trust in B2B selling, answering:

• How much time does a seller have to gain a buyer's trust?
• How much information must be exchanged between buyer and seller to establish trust?
• What is the optimal communication sequence for driving trust at pace and scale?
• What role does technology play in the B2B trust equation?
• What three things can you do – immediately and at no cost – to master "time to trust" in B2B selling?

Trust is key in B2B. This talk will give you the practical keys to using your precious selling time to generate the trust you must have to make, not merely hope for, B2B sales success.

Speaker: Chris Beall, CEO, ConnectAndSell | @chris8649

Breakout A
Customer Success Management: Inside the New Talent Analytics

The role of customer success management is becoming increasingly important to companies looking to demonstrate their value to buyers in order to retain customers. However, as organizations add customer success management roles and staff, they often struggle to differentiate success responsibilities from those of sales and service roles. The result can be tension between teams, dropped balls, and missed opportunities. This lack of clarity can also cause companies to make the mistake of thinking sales, success, and service talent are interchangeable – placing the right people into the wrong roles.

By attending this session, you will learn:

• Lessons learned from firms that have implemented customer success management departments, teams, and roles
• How to go beyond title to identify the true purpose and critical activities for your own company's customer success management roles
• How to use data analytics to get the right people into the right roles
• How your own team can participate in the first ever customer success management index – providing you with valuable insights regarding your organization's sales, service, and success capacity

Speaker: Tracey Wik, President, Managing Director of Talent & Organization Effectiveness Practice, GrowthPlay | @growthplay

Breakout B
Communication and Presentation Skills for Sales Teams: How to Ask, Listen, and Lead Frank Conversations in Today's Ultra-Competitive Sales Environment

As most organizations are well aware, advanced communication and presentation skills are absolutely fundamental to success in today's fast-paced and ultra-competitive sales environment. It is for this reason Marcus will present a very unique breakout session to help all sales members within your organization reach their optimal level of success. Instead of focusing on old-school closing techniques and practices, Sheridan goes deeper with attendees, putting special attention to helping them master deeper conversions with prospects and customers. Specifically, in this breakout session you will

• Learn how to handle any unique scenario that may arise in a sales situation – without getting flustered or thrown off track
• Understand the art of using deeper questions and frank conversations to help prospects make buying decisions faster in a sales meeting
• Discover the secrets to making your sales demos clear, unforgettable, and impactful to prospects and clients

Speaker: Marcus Sheridan, Author, Speaker, Business Owner, Marcus Sheridan International, Inc. | @TheSalesLion

Breaking Barriers with an Integrated Software Suite

Software has changed the way people do business. Tedious processes – once done manually – are now automated. Software is about much more than automating the mundane; it's about revolutionizing the way people approach decision making, and unifying the organizational focus toward the same goal. During this session, we'll answer:

• How does integrated software benefit the entire organization?
• How does it build on the skills of younger employees?
• How do I turn my company into a collaborative, problem-solving, and talent-building machine?

Speaker: Raj Sabhlok, President, Zoho | @Rajsabhlok

The Visual Sale: How to Embrace the Visual Revolution and Create a Culture of Video in Your Organization

Studies have shown that 80 percent of all content consumed online is now video-based content. With such a dramatic trend, what is your business or organization doing to not only meet the demands of today's buyer but to stay ahead of the marketplace and be prepared for what is next? In this action-packed keynote, Marcus Sheridan will share powerful stories of how B2B companies are using video to not only build their brand but significantly drive sales and marketing revenue in the process. Sheridan will also discuss exactly how any organization, regardless of size, can develop its own culture of video and experience incredible results. In this talk attendees will

• See what type of video content does and does not move the needle in terms of sales and revenue
• Discover how to integrate video into the sales process to improve closing rates while decreasing sales cycles
• Learn how to set up an in-house "media company" and engage your team in the process
• And much, much more

Speaker: Marcus Sheridan, Author, Speaker, Business Owner, Marcus Sheridan International, Inc. | @TheSalesLion

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Beyond Solution Selling – What's Next?

Every year, we hear about the latest trends in the selling professional's marketplace. Maybe it's using artificial intelligence. Or focusing on account-based selling. Or maybe it's the use of social and mobile – or the use of AR and personalization. Indeed, all these trends, ideas, and technologies have merit. This session will explore – through a rich set of case studies – the "last three feet": the conversation that happens between the client and your company's brand and how creating alignment of interest becomes the next new thing as we extend solution selling.

Speaker: Joe Batista, Director and Chief Creatologist, DELL Technologies | @Dell

Close the Performance Gap: Sales Coaching Strategies to Create a Team of Superstars

The business world is full of sales professionals running in all directions trying to make their quota – and not focusing on professional or personal growth. Why? Because their managers are focusing only on the revenue. The result is that, at the end of every period, managers become super-reps, so the company reaches its revenue goals. They close all the deals rather than coaching sales reps on how to close the deals. What's missing in this equation? Sales management coaching. Most managers do a fairly decent job enabling sales reps with assets, messaging, and tools. What they often are not trained to do well is coach sales reps to become better sellers. And that is a significant gap in a lot of companies. In this session you will learn ways to enable your sales managers to become better coaches for your sales reps, so you can have a team of superstar managers AND sales reps.

Speaker: Sheevaun Thatcher, Head of Global Sales and Services Enablement, RingCentral | @sheevaunt

Leading Is the New Selling

At the core, we can all agree our most fundamental job in business is to leave our organization (and the people in it) better than we found them. Yet, at a time when business is growing faster than we're able to innovate as leaders, how do we keep up with the constant demands?

While revenue is always at the forefront for sales teams, it's a must that sales leaders also balance recruiting, training, integrating technology, and staying ahead of the competition. However, the reality is it's harder than ever to stay focused on what drives the greatest change – you, the leader. Whether you're leading yourself, a team, or an entire organization, what does it take to be an abundant leader? In this session, Ben Schemper, co-founder of Abundant, will share principals of abundant leadership so you can sell more powerfully, lead more effectively, and prepare for the future of selling.

Speaker: Ben Schemper, CEO, Abundant.is | @Abundant.is

Five Keys to Creating Winning Sales Playbooks

Joseph Fung, CEO of Kiite, will share his step-by-step process for creating a winning sales playbook. He will also share with the audience how three fast-growing companies increased sales exponentially after creating and implementing customer-focused playbooks.

Speakers: Cory Bray, Managing Director, ClozeLoop
Joseph Fung, CEO, Kiite | @josephfung
Hilmon Sorey, Managing Director, ClozeLoop

How to Build Your Revenue Machine with Sales 3.0

In this session, Anneke Seley will lead a conversation with the audience while sharing practical insights and advice gleaned from her consulting work in more than 500 client engagements, plus her 10-year corporate experience as founder of a high-velocity sales organization at Oracle that helped grow the company from a start-up to a multibillion-dollar enterprise. This will be an interactive session; please bring your questions and any experiences you would like to share!

Speaker: Anneke Seley, CEO and Managing Partner, Reality Works Group

Breakout A
Building a High-performance Sales Organization with Top Talent

A high-performance sales culture is built strategically by building a high-performance team. At the core is building a sales talent pipeline that ultimately leads to building a strong team of A players who achieve revenue results – essentially, your company's competitive advantage. If you are looking for a powerful strategic approach to sales talent that has powerful long-term impacts, you must invest in a sales talent pipeline – just as you would a sales revenue pipeline. A 2017 national study, which polled more than 2,000 hiring managers in the U.S., showed that sales representatives are the third most difficult role to fill, with talent shortages rising as high as 52 percent over the past decade. Having a funnel of sales talent will transform your sales organization with higher quality talent. Jamie Crosbie – ProActivate's CEO and Founder – will address how sales organizations can leverage this approach to maximize sales growth and success. Attendees will hear actionable steps on how to build a strategic sales talent plan to proactively protect and propel their revenue!

Speaker: Jamie Crosbie, Founder and CEO, ProActivate | @jmcrosbie

Breakout B
Building a Technology and Training Stack for Growth

Join Nancy Nardin and Dan Cilley or an interactive breakout session on driving revenue growth by building a sales tech and training stack. Whether your organization is at a beginner, intermediate, or advanced level, you'll come away with actionable steps you can use when considering technology. This session will cover a hierarchy of capabilities framework, checklists, and a SalesTech maturity model. Then you'll disperse into breakout groups to complete your own capabilities checklist. In the end, you'll know the areas in which technology and skills training can best help you. Join this session if you want to know how – and which – technology and training can accelerate your path to revenue.

Speakers: Nancy Nardin, Co-Founder, Vendor Neutral, LLC | @vendor_neutral
Dan Cilley, Co-Founder, Vendor Neutral, LLC | @TelemaximumTech

What Is Organizational Culture – and How Does It Impact Sales Success?

How do you create the ideal organizational culture, including setting the foundation for successful sales professional and stakeholder interactions? Join Roderick Jefferson, CEO of Roderick Jefferson & Associates, and a panel of industry sales leaders as they discuss:

• How to define the optimal sales culture and its impact on sales performance and revenue
• The role of every sales executive in crafting and modeling "culture" in a company
• Understanding the value of creating and maintaining a positive company culture
• What happens when company culture goes wrong – and how to avoid it

Moderator: Roderick Jefferson, CEO, Roderick Jefferson & Associates, LLC | @thevoiceofRod
Panelists: Todd Albright, Chief Revenue Officer, Merrill Corp | @MerrillCorp
David DiStefano, President & Chief Operating Officer, Exude, Inc.
Laura Welch, Sr. Director, Sales Enablement, Plantronics

AI for Sales: Why It Finally Matters

The potential for artificial intelligence to transform how business professionals work has been around for decades. Is AI finally delivering on that promise? Many sales enablement developers seem convinced it is, as, over the past couple years, more than 150 AI solutions for sales have emerged in the marketplace. In this session we will explore what early adopters of these systems are actually achieving by leveraging AI to increase the efficiency and effectiveness of their sales organizations. Using case study examples, we will explore how companies are achieving double-digit increases in win rates, 100+ percent increases in lead conversion rates, 33+ percent reduction in sell cycle lengths, 25+ percent increases in the percentage of salespeople achieving their revenue goals, and more. In addition to seeing how AI will change the way companies sell, we will also explore the impact it will have on who is successfully selling.

Speaker: Barry Trailer, Partner, Sales Mastery, Inc.

Dreams Never Die

CJ Anderson grew up in Vallejo, CA, in an inner-city neighborhood called "Country Club Crest." Early on, CJ was exposed to a rough upbringing, with his area seeing very high rates of drug use and crime. His house was even raided four times. However, though he could not change the environment he lived in, CJ was able to change his perspective – with sports helping to keep him out of trouble in the streets. During his high-school football career, CJ accumulated nearly 4,000 rushing yards. Then, in 2009, he began his college football career at Laney College in Oakland, CA – later playing at University of California-Berkeley as a junior in 2011 and, for the past six seasons, in the NFL. The mindset he learned through sports gave him the power to determine his future – and to come up with the Dreams Never Die Foundation. The mission of the Dreams Never Die Foundation is to provide inner-city and low-income youth with the resources needed to persevere and ultimately reach their maximum potential in academics and/or athletics. The Foundation strives to give youths a sense of belonging and inspiration – no matter the circumstances they face. Today, CJ will be talking about inner-city youth, perspective changes, mindset for power, and the Dreams Never Die Foundation.

Speaker: CJ Anderson, CEO and Founder, Dreams Never Die Foundation | @dndfoundation22

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