Agenda
December 10-11, 2020
The agenda for the virtual Sales 3.0 Conference is still being finalized, confirmed sessions and speakers are listed below. The conference sessions will be broadcast live each day between 11:00 am ET – 3:30 pm ET.

To receive an email when the complete agenda is posted, contact events@salesdottwoinc.com.

Market Dominance: We've Been Doing It All Wrong!

Sales teams strive to make their numbers, and B2B companies fight for market share. But market dominance is the only safe goal. What if the go-to-market practices recommended by almost every expert lead us away from that goal and leave the field open for our competitors to shut us out before we really get started? In this session, Chris Beall will make the case that we've been executing the right steps, but in the wrong order — and that one small change can mean the difference between being dominant and being dominated.

Speaker: Chris Beall, CEO, ConnectAndSell
From Field to Digital: How to Adapt and Thrive with Virtual Selling

Deal management and people development are the most important activities for sales leaders – but the acceleration around virtual selling has created new challenges.

To overcome these, 24x7 customer visibility and organizational agility are now keys to unlocking growth in 2021.

Join Devin Reed, Head of Content Strategy at Gong, as he shares how revenue/sales organizations are using Revenue Intelligence to solve today’s toughest problems:
  • Deal execution and predictability
  • Visibility into market trends
  • Effective coaching plans across the revenue/sales organization
Speaker: Devin Reed, Head of Content Strategy, Gong.io
The Key to Improved Engagement, Innovation, and Productivity

Most leaders will say they encourage curiosity and outside the box thinking, but less than half of their employees feel rewarded for it. Research has shown that only about 15% of employees have a strongly developed sense of curiosity. To improve curiosity, we must recognize the factors that inhibit it. We must reward improvements in exploration, leading to the questioning of status-quo behaviors. It is critical to allow exploration and recognize employees' capabilities. Dr. Diane Hamilton will share how curiosity is the spark to the main issues organizations struggle with improving, including engagement, innovation, creativity, and ultimately productivity. Her groundbreaking work was recognized by Thinkers50 Radar as one of the most innovative ideas to watch in 2020. She has determined the four factors that inhibit curiosity. Are you curious to know how those factors inhibit you and how to overcome them?
  • Evaluate the impact of curiosity on innovation, engagement, and productivity
  • Understand how curiosity is critical for our success
  • Recognize the four factors that inhibit curiosity
  • Determine ways to create a plan to overcome the factors that inhibit curiosity
Speaker: Dr. Diane Hamilton, Founder and CEO, Tonerra, and Co-Founder, DIMA Innovations
Procurement-Sales Dynamics: Post-COVID Lessons Learned

Sales and procurement are, by nature, fierce opponents. Sales teams have now become accustomed to this contentious dynamic, oftentimes with the expectation that the next encounter with their procurement nemesis will be a struggle. This challenge has grown even more daunting in the face of our new post-COVID work flows where these relationships have become more important than ever. So as sales professionals what can we do to shift the paradigm into a more collaborative direction? This session will explore this issue and bring some insights into how to enhance collaboration and why it is important for sales and procurement teams to work side by side.

Speakers: Harry Kendlbacher, CEO, Global Performance Group
Ron D'Andrea, COO, Global Performance Group
Dealing with Disappointment in Sales

Every salesperson gets to a point sometimes when they just can't get motivated to sell. We come up with excuses for not doing the high-leverage activities necessary to ensure their success. What puts you or your salespeople in a 'sales funk'? The deal didn't close, Prospect decided to go with another vendor, You screwed up a presentation, You've been assigned a new territory, the list can go on. Find out what you can do when you're in a Sales Funk? And, if you're a manager, I'll show you some strategies and tactics to help your salespeople.

Speaker: Victor Antonio, Host of the Sales Influence Podcast, and Author, Sales Ex Machina: How Artificial Intelligence is Changing the World of Selling
How to Boost Resilience and Overcome Setbacks Faster

Dr. Willie Jolley has been described as a world-class, award-winning speaker and singer, best-selling author, and media personality. Many know him as the speaker Ford Motor Company called on when they were on the brink of bankruptcy. His work helped Ford reject a government bailout and go on to billion dollar profits! In this inspiring and energizing fireside chat Dr. Jolley will discuss the mindset and skillset that sales leaders and their teams need to succeed in tough times. Other takeaways shared will include:
  • How to recognize and eliminate negative thoughts before they negatively impact your performance
  • Proven strategies for turning setbacks into great comebacks
  • How to let go of self-limiting beliefs and prepare for making 2021 your best year ever
Speakers: Dr. Willie Jolley, CSP, CPAE and Best-Selling Author, A Setback Is A Setup For A Comeback
Gerhard Gschwandtner, Founder and CEO, Selling Power
Human-Centered Selling: The Psychology of Selling through Video
Speakers: Steve Pacinelli, CMO, BombBomb
Gerhard Gschwandtner, Founder and CEO, Selling Power