Agenda
December 10-11, 2020

All times listed are Eastern.

Thursday, December 10, 2020
Friday, December 11, 2020
10:55 am – 11:00 am
Conference Welcome
Speaker: Alice Heiman, Founder and Chief Sales Officer, Alice Heiman, LLC
11:00 am – 11:30 am
Open
Create Your No-Limit Mindset for 2021
Speaker: Gerhard Gschwandtner, Founder and CEO, Selling Power
Close
Create Your No-Limit Mindset for 2021

It will be hard to reach your 2021 goals if you don't have an action plan for cultivating a peak performance mindset for yourself – and your sales team. In this keynote, you will learn what peak performers do to shift their mindset so they can achieve optimal mental, physical, and psychological functioning. Discover a new twist for setting goals, become aware of the self-limiting beliefs that hold you back, and learn what you can do today to change your outcome tomorrow. Gerhard will share five actionable tactics you can use to make 2021 your best and happiest year ever.

Speaker: Gerhard Gschwandtner, Founder and CEO, Selling Power | @gerhard20
11:30 am – 11:40 am
Networking Break
11:40 am – 12:10 pm
Open
Procurement-Sales Dynamics: Post-COVID Lessons Learned
Speakers: Harry Kendlbacher, CEO, Global Performance Group
Ron D'Andrea, COO, Global Performance Group
Close
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
12:10 pm – 12:20 pm
Networking Break
12:20 pm – 12:50 pm
Open
From Field to Digital: How to Adapt and Thrive with Virtual Selling
Speaker: Devin Reed, Head of Content Strategy, Gong.io
Close
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
12:50 pm – 1:05 pm
Networking Break
1:05 pm – 1:40 pm
Open
The Key to Improved Engagement, Innovation, and Productivity
Speaker: Dr. Diane Hamilton, Founder and CEO, Tonerra, and Co-Founder, DIMA Innovations
Close
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
1:40 pm – 1:50 pm
Networking Break
1:50 pm – 2:20 pm
Open
Human-Centered Selling: The Psychology of Selling through Video
Speakers: Steve Pacinelli, CMO, BombBomb
Gerhard Gschwandtner, Founder and CEO, Selling Power
Close
Human-Centered Selling: The Psychology of Selling through Video

Today, standing out in your prospects' inboxes is next to impossible. Even if you're doing everything right, and even if you have the best intentions, most people have been conditioned to ignore or mistrust the messages they receive.

They review their inboxes like many of us do, on autopilot. Delete.

In this session, you'll learn a simple, repeatable process to help you stand out and quickly and effectively generate replies, build trust and rapport, and convert more leads. We'll also explore the framework Steve used to produce an 82% response rate from CEO's, VP's, authors, and leaders on cold outreach.

You'll walk away with:
  • A structure for your videos to ensure someone gets back to you every time
  • The psychology behind the highest converting videos
  • Easy to follow frameworks for video plays, lead conversion, and follow up
  • When and where video works best throughout the customer lifecycle
Speakers: Steve Pacinelli, CMO, BombBomb
Gerhard Gschwandtner, Founder and CEO, Selling Power
2:20 pm – 2:35 pm
Networking Break
2:35 pm – 3:10 pm
Open
Dealing with Disappointment in Sales
Speaker: Victor Antonio, Host of the Sales Influence Podcast, and Author, Sales Ex Machina: How Artificial Intelligence is Changing the World of Selling
Close
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
3:10 pm – 3:30 pm
Concluding Remarks
Speakers: Gerhard Gschwandtner, Founder and CEO, Selling Power
Alice Heiman, Founder and Chief Sales Officer, Alice Heiman, LLC
Close
TBA

TBA

Speaker: TBA
11:00 am – 11:05 am
Day 2 Opening Remarks
Speaker: Alice Heiman, Founder and Chief Sales Officer, Alice Heiman, LLC
11:05 am – 11:35 am
Open
How to Boost Resilience and Overcome Setbacks Faster
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
Close
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
11:35 am – 11:45 am
Networking Break
11:45 am – 12:15 pm
Open
Market Dominance: We've Been Doing It All Wrong!
Speaker: Chris Beall, CEO, ConnectAndSell
Close
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
12:15 pm – 12:30 pm
Networking Break
12:30 pm – 1:10 pm
Open
Sales Success Metrics that Drive Revenue
Moderator: Roderick Jefferson, CEO, Roderick Jefferson & Associates, LLC
Panelists: Meagan Davis, Senior Sales Enablement Manager, CyberArk
Dave Boyce, Chief Strategy Officer, XANT
Kevin Dorsey, VP, Inside Sales, PatientPop Inc.
Close
Sales Success Metrics that Drive Revenue

This panel of sales experts will share their perspective on how to successfully define, implement and measure sales metrics that drive revenue during turbulent times.

You will learn how to:
  • Collaborate across your business units to define, articulate, implement and track productivity versus measure activity
  • Create sales leaders focused on increasing revenue by adopting, implementing and modeling a metrics-based sales culture
  • Institute the mindset and skillset salespeople required to create cohesive and productive sales teams
Moderator: Roderick Jefferson, CEO, Roderick Jefferson & Associates, LLC
Panelists: Meagan Davis, Senior Sales Enablement Manager, CyberArk
Dave Boyce, Chief Strategy Officer, XANT
Kevin Dorsey, VP, Inside Sales, PatientPop Inc.
1:10 pm – 1:30 pm
LIVE Magic Performance by Seth Kramer!
Join us for a LIVE magic performance by magician Seth Kramer. Seth has been performing jaw-dropping magic tricks at corporate events for over 30 years.
1:30 pm – 2:00 pm
Open
Top 5 Trends Changing Sales – Forever!
Moderator: Lisa Leitch, Founder & Chief Sales Officer, Teneo Results
Panelists: Alison Mahoney, EVP, GM Canada, Citron Hygiene
Sonya Meloff, Co-Founder, Sales Talent Agency
Tyler Lessard, Chief Video Strategist, Vidyard
Ashton Williams, Sales Enablement Manager, Ada
Close
Top 5 Trends Changing Sales – Forever!

The sales community has been turned upside down in their approach to selling in 2020 with a global pandemic.

We need more strategic, proactive and brave sales leaders & sales professionals to lead the new Road to Sales Success for 2021.

We have gathered a powerhouse of Sales Leaders in this rapid fire session, who will share their insights & advice on the top 5 toughest topics that changed selling in 2020 and what they are doing to change the mindset and habits to be at the top of their game for 2021.
  • Diversity among your team & customers
  • Confidently Selling Virtually
  • Prospecting without tradeshows, networking & F2F meetings
  • Human Disconnection with your customers
  • Grit to earn trust & business through a webcam
Moderator: Lisa Leitch, Founder & Chief Sales Officer, Teneo Results
Panelists: Alison Mahoney, EVP, GM Canada, Citron Hygiene
Sonya Meloff, Co-Founder, Sales Talent Agency
Tyler Lessard, Chief Video Strategist, Vidyard
Ashton Williams, Sales Enablement Manager, Ada
2:00 pm – 2:10 pm
Networking Break
2:10 pm – 2:40 pm
Open
Modern Strategies for Enterprise Sales Leaders
Speaker: Jacco van der Kooij, Founder and Co-CEO, of Winning By Design
Close
Modern Strategies for Enterprise Sales Leaders

Sales leadership has changed; methods that were 'tried and true' are no longer resonating.

How to adjust? It's about going back to the fundamentals – but in a new way.

Jacco will talk through the essential models that are the underpinnings of sustainable growth – what are they, and how you can start to implement them for impact in 2021.

Speaker: Jacco van der Kooij, Founder and Co-CEO, of Winning By Design
2:40 pm – 2:50 pm
Networking Break
2:50 pm – 3:20 pm
Open
Go Live: Turn Virtual Connections into Paying Customers
Speakers: Jeffrey Gitomer, Author
Gerhard Gschwandtner, Founder and CEO, Selling Power
Close
Go Live: Turn Virtual Connections into Paying Customers

In this fireside chat with Jeffrey Gitomer you'll learn how you can shorten your time to success...sales success, life success, and your legacy. You'll learn how to master video, master social media, and master your new messaging. But most importantly, you'll walk away with the action steps that will lead you to self-mastery.

Speakers: Jeffrey Gitomer, Author
Gerhard Gschwandtner, Founder and CEO, Selling Power
3:20 pm – 3:30 pm
Conference Wrap Up
Speakers: Gerhard Gschwandtner, Founder and CEO, Selling Power
Alice Heiman, Founder and Chief Sales Officer, Alice Heiman, LLC
Close
TBA

TBA

Speaker: TBA

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Gold
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