Agenda
September 10, 2020
September 10, 2020

All times listed are Eastern.

8:45 am – 9:15 am
Open
How to Restore Trust and Confidence and Achieve Revenue Growth
Speaker: Gerhard Gschwandtner, Founder and CEO, Selling Power
Close
How to Restore Trust and Confidence and Achieve Revenue Growth

Learn how leading sales organizations address the four trust factors that will determine the speed of your company's recovery: Keep your team physically safe, emotionally supported, technologically optimized, and family needs prioritized. Discover the best practices, virtual selling tools, educational resources you need to leverage to lead your sales team to higher levels of success today.

Speaker: Gerhard Gschwandtner, Founder and CEO, Selling Power | @gerhard20
9:15 am – 9:45 am
Open
Blind Spots
Speaker: Keith Bruch, President, Sandler Training
Close
Blind Spots

Keith Bruch will share insights on the barriers and blind spots that often prevent companies from achieving the level of success they envision. He will also offer guidance on the process for recognizing and avoiding these blind spots, and how to build an organization of excellence over the next 3-5 years.

Takeaways attendees can expect:
  • Detailed process for hiring and onboarding
  • How to tie corporate goals to personal goals
  • Creating and maintaining a culture of accountability
  • How to focus on lead generation
  • Capturing best practices
  • Training and coaching your management team
Speaker: Keith Bruch, President, Sandler Training
9:45 am – 10:00 am
Morning Break – Virtual Sponsor Booths Open
10:00 am – 10:35 am
Open
The Neuroscience Underpinning Sales
Speaker: Tanya Kunze, CEO, Swift Coaching
Close
The Neuroscience Underpinning Sales

The unique and fresh perspective of this session explores the science and psychology underpinning sales, and is backed up by neuroscience and profiling case studies over the past six years.

The consistent return on investment and measurable outcomes of Tanya Kunze's work in this particular field of sales has earned her the nickname globally of "The Sales Whisperer."

In this session we will delve into introspection, the power of positivity, the impact of attentional awareness, and the measurable outcomes of understanding how to unpack your sales profiles – maximizing the employment, placement, training methodologies, and potential of not only your sales force but your sales support and leadership teams, too.

She will share her secret skill-application formulas, which she discovered while analyzing the dramatic growth in sales that she tracked after her workshops – per industry, geographical location, and sales role.

Tanya will leave you inspired, motivated, and with a wealth of applicable tools from both a professional and personal perspective.

Speaker: Tanya Kunze, CEO, Swift Coaching
10:35 am – 11:05 am
Open
Corporate Strategy and Cold Call Scripts: Strange Bedfellows or Essential Partners?
Speaker: Chris Beall, CEO, ConnectAndSell
Close
Corporate Strategy and Cold Call Scripts: Strange Bedfellows or Essential Partners?

With the rising power of private equity, executing corporate strategy has become more challenging. For many B2B companies, the obvious best path forward is tightly focused organic growth – growth designed to enter and dominate markets, not merely grow market share. It turns out that the trust-centric nature of buying B2B solutions brings a new strategic player onto the scene. This session lays out the surprising consequences of this strange coupling, along with a step-by-step approach to using it to your advantage.

Speaker: Chris Beall, CEO, ConnectAndSell | @chris8649
11:05 am – 11:20 am
Wellness Break – Virtual Sponsor Booths Open
11:20 am – 11:55 am
Open
How COVID Widened the Sales Performance GAP
Speaker: Lisa Leitch, CSP2, Sales Strategist, Speaker, and Coach, Teneo Results
Close
How COVID Widened the Sales Performance GAP

COVID has changed your business and your sales team forever. Not sure why or how? Join us, as we reveal the 4 Gaps that COVID has exposed to widen the GAP of Sales Performance, and what to do about it as a Sales Leader.

You'll learn:
  • What are the 4 States of a High Performance Consultative Culture
  • The 4 Sales Performance GAPS widened and exposed by COVID
  • 5 Strategies to Accelerate the Road to Recovery
  • What is the secret weapon that will catapult the performance of your team?
Speaker: Lisa Leitch, CSP2, Sales Strategist, Speaker, and Coach, Teneo Results | @TeneoResults
11:55 am – 12:05 pm
Break – Virtual Sponsor Booths Open
12:05 pm – 12:35 pm
Open
From Play to Pay: Five Tips for Using Video to Earn Attention and Accelerate Deals
Speaker: Tyler Lessard, Vice President, Marketing, Vidyard
Close
From Play to Pay: Five Tips for Using Video to Earn Attention and Accelerate Deals in a Virtual World

Targeted video content and personalized video messaging are powerful ways to stand out from the crowd, to educate buyers quickly and clearly, and to establish a more personal relationship with your future customers.

Those using video effectively are seeing higher response rates, fewer meeting cancellations, shorter deal cycles, and greater sales efficiency. But how are they really doing it?

Join Tyler Lessard, Vidyard’s VP of Marketing, for an in-depth look at where video can deliver throughout the sales cycle.

Tyler will showcase real-world examples of video in action, and you’ll walk away with five actionable ideas for how to inject video into your sales process in a way that is natural, authentic, and simply irresistible.

Speaker: Tyler Lessard, Vice President, Marketing, Vidyard | @tylerlessard
12:35 pm – 1:00 pm
Open
How to Lead and Create Massive Value in 2020
Speaker: Bill McDermott, President and CEO, ServiceNow
Close
How to Lead and Create Massive Value in 2020

ServiceNow CEO Bill McDermott will share his leadership secrets that added over $40 billion to the company's market cap during the last nine months. Here are the insights McDermott will share in his virtual presentation:
  • How ServiceNow accelerates the pandemic response
  • The secrets to an agile culture
  • The digital transformation imperative
  • Why Black Lives Matter is a priority for every leader
  • How salespeople can achieve peak performance
Speaker: Bill McDermott, President and CEO, ServiceNow
1:00 pm – 1:10 pm
Yoga Break – Exhibits Open
Join us for a 10-minute yoga & stretch break. Sponsor virtual booths will also be open during this time.
1:10 pm – 1:40 pm
Open
Five Tips for Delivering an Impactful Sales Communications Strategy
Speaker: Annie Smith, Global Sales Events and Communications, Datasite
Close
Five Tips for Delivering an Impactful Sales Communications Strategy

An effective sales communications strategy plays a vital role in ensuring sellers are engaged, productive, and well prepared to win in the field. It is also a powerful vehicle for shaping culture through recognition, promoting collaboration, and sharing seller stories.

Whether your sales organization is large or small, centrally located or spans the globe, in this session you'll learn five tips for expanding your sales communications efforts to achieve maximum impact.
  1. Eliminate information chaos
  2. Swim in every channel
  3. Create opportunities for sellers to share their stories
  4. Leverage events to generate motivation
  5. Shape your culture
Speaker: Annie Smith, Global Sales Events and Communications, Datasite
1:40 pm – 2:10 pm
Open
Virtual Training: The 3 Keys to Success
Speakers: David Bauders, CEO, SPARXiQ
Gerhard Gschwandtner, Founder and CEO, Selling Power
Close
Virtual Training: The 3 Keys to Success

Given the circumstances, it's evident why we need virtual training. When executed well, it's one of the best ways to arm your team with the skills needed to succeed in the modern business world. The question, of course, is how can companies actually execute it well?

Modern virtual training can't simply be a repurposing of traditional sales training once delivered in a classroom; companies must embrace technology and deploy the right training in the right way to achieve ROI.

Join David Bauders (CEO of SPARXiQ) and Gerhard Gschwandtner (CEO of Selling Power) as they discuss:
  • Choosing the right sales training topics strategically
  • Virtual training content that draws and keeps the intention of busy salespeople
  • How organizations can support and reinforce the learning process to ensure results
Speakers: David Bauders, CEO, SPARXiQ
Gerhard Gschwandtner, Founder and CEO, Selling Power | @gerhard20
2:10 pm – 2:20 pm
Afternoon Break – Virtual Sponsor Booths Open
2:20 pm – 2:55 pm
Open
Breakout A - Objective-Based Selling: Communicating Value in a Good-Enough World
Speaker: Tibor Shanto, Principal, Renbor Sales Solutions Inc.
Close
Objective-Based Selling: Communicating Value in a Good-Enough World

Contrary to popular myth, pain and need have less of an impact on purchasing decisions than business objectives. To engage and sell more, sellers must help buyers achieve ongoing business objectives and the impacts they deliver for their business. Buyers want to work with sellers who focus on delivering business results. This presentation delivers clear, executable strategies and tools for engaging with buyers' most fundamental drivers – their objectives for success. Attend this session to learn how your sales team can leverage objective-based selling to sell better and sell more by helping buyers achieve their objectives.

Speaker: Tibor Shanto, Principal, Renbor Sales Solutions Inc.
Open
Breakout B - How Coaching Can Elevate Sales Performance
Speaker: Mike Kunkle, Vice President Sales Effectiveness Services, SPARXiQ
Close
How Coaching Can Elevate Sales Performance

Sales coaching makes a significant improvement in the performance of your sales force. As a sales leader, how do you help your front-line sales managers get the best possible results for their time and effort? This is where many coaching initiatives fall short and often why they don't stick. The potential is huge, but many don't know how to realize it.

Join Mike Kunkle in this breakout session, to learn how you can help your managers:
  • Determine where to spend their coaching time to get the biggest impact
  • Analyze targeted performance gaps, validate root causes, and establish possible solutions
  • Use field training and sales coaching models to support their reps in achieving skill mastery
  • Establish a regular coaching cadence to help reps continue to develop skills
Speaker: Mike Kunkle, Vice President Sales Effectiveness Services, SPARXiQ
2:55 pm – 3:05 pm
Afternoon Break – Virtual Sponsor Booths Open
3:05 pm – 3:35 pm
Open
Cracking the Buyer Code – Buyers Advice on How to Sell Virtually
Moderator: Lisa Leitch, CSP2, Sales Strategist, Speaker, and Coach, Teneo Results
Panelists: Susan Ryan, LBM Millwork Buyer, Home Hardware
Ashton Williams, Sales Enablement Manager, Ada
Close
Cracking the Buyer Code – Buyers Advice on How to Sell Virtually
Today's demanding buyer is busier than ever before – receiving hundreds of emails from sales professionals who want to earn a meeting and their business, while working remotely.

In this interactive panel, you'll learn what it takes to get a buyer's attention in the remote world. They will share their advice on what it takes to get in the door, conduct virtual meetings for new products, business reviews and negotiation meetings to ultimately earn their trust and business virtually. These buyers will provide you the insights, advice and even share what not to do.

Moderator, Lisa Leitch, CSP2, has been both on the buyer and seller's side of the desk. She will get these buyers to reveal their true perspective, insights and best advice to Sales Leaders on how their sales teams can earn more business and trust in the sales process, in a virtual selling world.

Moderator: Lisa Leitch, CSP2, Sales Strategist, Speaker, and Coach, Teneo Results | @TeneoResults
Panelists: Susan Ryan, LBM Millwork Buyer, Home Hardware
Ashton Williams, Sales Enablement Manager, Ada
3:35 pm – 3:45 pm
Musical Performance by Singer/Songwriter Natalie Gelman
3:45 pm – 4:20 pm
Open
How to Create a Customer Centric Sales Organization in the Virtual Economy
Moderator: Roderick Jefferson, CEO, Roderick Jefferson & Associates, LLC
Panelists: Hang Black, VP of Global Sales & Technical Enablement, Juniper Networks
Kevin Higgins, CEO, DoubleDigit Sales
Tom Williams, CEO, Dealpoint
Close
How to Create a Customer Centric Sales Organization in the Virtual Economy

Learn from three experts as they share their perspective on creating a customer centric business from strategy to execution. You will learn how to:
  • Keep everyone on your team focused on the end goal of buyer value
  • Adapt your strategy to today's virtual selling environment
  • Create the mindset and skillset salespeople need to create an outstanding customer experience
Moderator: Roderick Jefferson, CEO, Roderick Jefferson & Associates, LLC
Panelists: Hang Black, VP of Global Sales & Technical Enablement, Juniper Networks
Kevin Higgins, CEO, DoubleDigit Sales
Tom Williams, CEO, Dealpoint
4:20 pm – 4:50 pm
Open
Leading a Virtual Sales Team to Achieve Quota
Speaker: Mario Martinez, CEO and Founder, Vengreso
Close
Leading a Virtual Sales Team to Achieve Quota

In today’s digitally connected, socially engaged, mobile attached and video hungry world, there is no mistaking it, your customers and your competitors have changed. Has your seller’s virtual sales skills?

In this keynote, you will be taken on a journey to understand how your buyers have demanded change and how as leaders we must respond in order to create a better buying experience than our competitors.

To win at sales in today’s COVID-19 era, you need to virtualize your selling engagement model to map to today’s all virtual, digital buying experience.

How can you do this globally and efficiently?

Do not miss this session with Mario Martinez Jr., CEO of Vengreso, the world’s largest modern sales training company, where you will learn the steps you must take to lead your virtual sales team to achieve quota!

Speaker: Mario Martinez, CEO and Founder, Vengreso | @M_3jr
4:50 pm – 5:00 pm
Concluding Remarks & Musical Performance
Speaker: Gerhard Gschwandtner, Founder and CEO, Selling Power
Close
TBA

TBA

Speaker: TBA

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Sponsored by


Premier
premier_sponsor-sparxiq
premier_sponsor-connectandsell
premier_sponsor-sandlertraining
premier_sponsor-vidyard
Platinum
platinum_sponsor-teneoresults
Gold
gold_sponsor-dealpoint
gold_sponsor-doubledigitsales
gold_sponsor-thesalesblog
Silver
$silver_sponsor-mindtickle
$silver_sponsor-phoneburner
Media
media_sponsor-sellingpower
media_sponsor-itwc
media_sponsor-dmz