Header Resource Library Sales 2.0 Conference
Agenda Overview

 
Monday, July 14, 2014
Tuesday, July 15, 2014
 
7:40 am – 8:40 am Registration & Networking Breakfast
8:40 am – 8:45 am
Conference Welcome
Speakers: Alice Heiman, Founder & Chief Sales Officer, Alice Heiman, LLC
Gerhard Gschwandtner, Founder & CEO, Selling Power
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Conference Welcome



Speaker: Alice Heiman, Founder & Chief Sales Officer, Alice Heiman, LLC
8:45 am – 9:20 am
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KEYNOTE: The Sales 2.0 Trends That Are Changing Your Business
Speaker: Gerhard Gschwandtner, Founder & CEO, Selling Power
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KEYNOTE: The Sales 2.0 Trends That Are Changing Your Business

Selling Power magazine founder and publisher Gerhard Gschwandtner will review Sales 2.0 trends that will change everything for businesses. Hear how you can accelerate your learning curve and stay ahead of these trends, grow your business, and expand your bottom line.

Speaker: Gerhard Gschwandtner, Founder & CEO, Selling Power
9:20 am – 9:55 am
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Lessons from a World-Class Sales Organization: How Heartland Payment Systems Improves Sales Performance and Productivity
Speaker: Bob Carr, Chairman & CEO, Heartland Payment Systems
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Lessons from a World-Class Sales Organization: How Heartland Payment Systems Improves Sales Performance and Productivity

Heartland Payment Systems Chairman and CEO Bob Carr will share an inside look at the actions his company took to improve sales productivity, performance, and results. He will discuss the keys to success for this transformation within the sales organization, plus the role of technology and training in the sales process. Heartland’s sales team now includes more than 1,000 sales representatives and is the first company to establish The Sales Professional Bill of Rights to advocate for the rights of sales professionals everywhere.

Speaker: Bob Carr, Chairman & CEO, Heartland Payment Systems
9:55 am – 10:25 am
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Sell Smarter – The Future of Sales
Speaker: Chuck Penfield, Regional Vice President of Sales, Cloud CRM Applications, Oracle
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Sell Smarter – The Future of Sales

Today's sales organizations are rapidly changing, and they’ll continue to face challenges and unprecedented competition to achieve increased performance and higher levels of effectiveness. Join Chuck Penfield, Regional Vice President of Sales, Cloud CRM Applications at Oracle, as he shares insight and best practices from Oracle's top sales executives. Learn proven strategies that can help transform your organization and drive better results.

In this session, find out
  • how to build a modern sales organization that leverages the power of analytics and forecasting to help win more deals,
  • ways to maximize revenue potential and improve cross-sell and up-sell opportunities,
  • strategies to optimize sales performance and productivity by adopting an effective mobile deal management approach,
  • how to improve sales alignment and effectively manage incentive-compensation plans.
Speaker: Chuck Penfield, Regional Vice President of Sales, Cloud CRM Applications, Oracle
10:25 am – 10:55 am Break
10:55 am – 11:25 am
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How to Tackle the Four Megatrends Upending Sales
Speaker: Jennifer Stanley, Expert Associate Principal, McKinsey & Company
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How to Tackle the Four Megatrends Upending Sales

Sales leaders are under assault by the Big Four: disruptive technologies, superbuyers, Millennial power brokers, and shared economy. These megatrends are profoundly reshaping how, where, when, and to whom leaders sell. While many organizations are aware of these trends, few are adapting their sales organizations and strategies to win in this new environment. McKinsey's Jennifer Stanley will share new research and practical insight into how the best sales organizations are changing and winning. Attendees will get a clear understanding of how sales leaders can shape and profit from these profound shifts in customer behavior.

Speaker: Jennifer Stanley, Expert Associate Principal, McKinsey & Company
11:25 am – 12:10 pm
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The Seven Deadly Sins of Desperation Selling
Speaker: Dr. Tom Sant, Hyde Park Partners
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The Seven Deadly Sins of Desperation Selling

When economic times are tough or the numbers just aren't coming in, sales organizations sometimes grow desperate, and when they do, they often commit mistakes – "deadly sins" – that make matters worse. In this session, Dr. Tom Sant will present a humorous but insightful look at the seven worst mistakes sales teams and individual sales professionals can make. More importantly, he'll show you what to do instead to accelerate sales momentum and increase your win rate.

Speaker: Dr. Tom Sant, Hyde Park Partners
12:10 pm – 1:05 pm Birds of a Feather Lunch – Exhibits Closed
1:10 pm – 1:50 pm
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Breakout A - Your Aha Moment in Sales Performance
Speaker: Jim Chidester, Senior Director, Product Marketing, Xactly Corporation
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Breakout A - Your Aha Moment in Sales Performance

Imagine a company in which sales and finance agree on everything: a company in which sales never mumbles about the "penny-pinchers" in finance, and finance never wants to tell the sales team where to shove it when yet another SPIF is requested. Imagine a company in which the two are – dare we say it? – friends. Perhaps you're so used to sales and finance duking it out like Luke and Vader that you can't wrap your head around the concept of the two adversaries getting out of the ring. But if your organization has automated its incentive-compensation process, then you’ve likely remedied the discord between sales and finance. In this session, you'll discover how you can transform your organization and end the contention between sales and finance once and for all.

Speaker: Jim Chidester, Senior Director, Product Marketing, Xactly Corporation
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Breakout B - Direct Dials Increase Productivity (No Kidding!) But How Do We Get There?
Speaker: Hila Nir, Vice President, Marketing, ZoomInfo
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Breakout B - Direct Dials Increase Productivity (No Kidding!) But How Do We Get There?

Is your inside sales team wasting valuable time talking to gatekeepers? How about searching through directories trying desperately to reach prospects? Well, no more! There is a measurable difference in sales success and efficiency when sales teams have direct and accurate phone numbers or email addresses. Learn methods to get to the decision maker, bypassing the noise and improving your pipeline.

In this session, you will learn the effect direct dials have on your inside sales team and how to achieve more direct dials today.

Speaker: Hila Nir, Vice President, Marketing, ZoomInfo
1:55 pm – 2:35 pm
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Breakout A - The Trifecta of Sales Enablement: A Winning Combination
Speakers: Kim Carlson, Director, Customer Success, Bloomfire
Ali Plante, Director, Global Sales Operations, Outbrain
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Breakout A - The Trifecta of Sales Enablement: A Winning Combination

In this session, we will discuss the three Pillars of Engagement that comprise sales enablement and how to effectively implement each pillar in your organization.
  • Marketing facilitates the buying process by enabling prospects to self-serve information about the product or service, moving them along in the buying cycle.
  • Enabling sales with information and content that prospects actually want, and doing so as quickly as possible, will lead to more and quicker sales.
  • Providing customers with a self-serve community once the buying process is over can increase customer retention, lower churn, and help build strong brand loyalty.
We will also walk through a real-world case study and hear how one company (Outbrain) is leveraging social collaboration tools to increase the effectiveness of its sales enablement efforts.

Speakers: Kim Carlson, Director, Customer Success, Bloomfire
Ali Plante, Director, Global Sales Operations, Outbrain
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Breakout B - Sales Equity: What It Is and Why You Need It
Speaker: Tom Cates, Founder & President, The Brookeside Group
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Breakout B - Sales Equity: What It Is and Why You Need It

Tom Cates, Founder and President of The Brookeside Group, is one of the world's leading experts on B2B customer relationship assessment and client retention. In this presentation, he shows why brand equity is no longer sufficient in many industries. Instead, companies, and especially individual salespeople, increasingly need strong sales equity to meet or beat their sales goals. Tom explains what sales equity is and shows how it's deeply important to sales success.

Speaker: Tom Cates, Founder & President, The Brookeside Group
2:35 pm – 3:05 pm Break
3:05 pm – 3:35 pm
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Sales Enablement and Training Strategies That Get Results
Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power
Panelists: Kevin Starner, Vice President, Sales Enablement, Iron Mountain
Garcia Glover, Managing Partner, Axle Sales Partners
Brad Childress, Sales Effectiveness Expert, TechCXO
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Sales Enablement and Training Strategies That Get Results

Sales enablement can be interpreted in many different ways: how you onboard and train your reps; the marketing assets, collateral, and leads you provide; or the Sales 2.0 tools you provide that your team leverages throughout the sales cycle (e.g., sales-enablement platforms, your CRM system, or mobile solutions). What are some of the best strategies and technologies for sales enablement? This panel of experts will help you ensure that you execute sales-enablement initiatives effectively. Topics discussed will include the following:
  • Onboarding, training, and coaching sales reps
  • Improving CRM user adoption
  • Increasing reps' selling time
  • Creating sales content that gets results
Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power
Panelists: Kevin Starner, Vice President, Sales Enablement, Iron Mountain
Garcia Glover, Managing Partner, Axle Sales Partners
Brad Childress, Sales Effectiveness Expert, TechCXO
3:35 pm – 4:05 pm
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How HubSpot Scaled Sales Using Science & Social Selling
Speaker: Mark Roberge, Chief Revenue Officer, HubSpot
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How HubSpot Scaled Sales Using Science & Social Selling

In this session, attendees will learn how Mark Roberge used science and social selling to grow HubSpot sales from revenue run rate $0 to $90 million in six years. Topics he will discuss include the following:
  • Building a high-quality content machine on short resources, time, and money
  • Using technology to streamline sourcing, prospecting, and activity tracking
  • Generating the ideal sales-prospecting formula
  • Implementing a culture of "metrics-driven sales coaching"
Speaker: Mark Roberge, Chief Revenue Officer, HubSpot
4:05 pm – 5:00 pm
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Preparing People and Organizations for the Challenge of Change: Seven Critical Success Factors
Speaker: David Shore, Faculty, Harvard University; Adjunct Professor of Organizational Development and Change, Business School, University of Monterrey, Mexico
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Preparing People and Organizations for the Challenge of Change: Seven Critical Success Factors

Imagine the leadership of an organization saying, "We want to be the best…but we don't want to change." The focus and skills needed to operate an organization are different from the focus and skills needed to change an organization. While it may be said that philosophers interpret the world and academics often admire it, our session is designed to provide participants with practical strategies for managing change. A particular emphasis will be placed on overcoming resistance to change.

Speaker: David Shore, Faculty, Harvard University; Adjunct Professor of Organizational Development and Change, Business School, University of Monterrey, Mexico
5:00 pm – 5:10 pm
Concluding Remarks
Speakers: Gerhard Gschwandtner, Founder & CEO, Selling Power
Alice Heiman, Founder & Chief Sales Officer, Alice Heiman, LLC
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Concluding Remarks

TBA

Speaker: Gerhard Gschwandtner, Founder & CEO, Selling Power
5:10 pm – 6:30 pm Networking Reception
8:45 am– 11:45 am
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Post Conference Workshop
How to Use Insights to Provide Value to Customers and Win More Deals
Presenters: David DiStefano, President & CEO, Richardson
Kim Dean, Senior Sales Training Consultant, Richardson

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How to Use Insights to Provide Value to Customers and Win More Deals

Has your market become commoditized? Or worse yet, do your buyers think it is? Today, if you want to win, you have to differentiate. Your sales team needs to be armed with information and insight they can use to add value, create credibility, and differentiate their solutions in order to position themselves away from the pack and win more deals.

In this session, sales strategy and execution experts from Richardson will share a framework that will help your salespeople in finding a connection with a buyer to create an aha moment.

In this interactive workshop you will learn
  • a framework to help sales reps best leverage insights and provide greater value to customers;
  • how sales teams can personalize an Insight Message;
  • how to help your team effectively present insights, create needs, and shape the customer's thinking to create an 'aha' moment that propels prospects to engage;
  • pitfalls to avoid when leveraging insights in the sales process.
Workshop Presenters: David DiStefano, President & CEO, Richardson
Kim Dean, Senior Sales Training Consultant, Richardson
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Platinum Sponsors
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Gold Sponsor
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Silver Sponsors
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