Header Sales 2.0 Conference
Agenda

Monday, May 2, 2016
7:40 am – 8:40 am
Registration and Breakfast – Exhibits Open
8:45 am – 9:25 am
Open
The DNA of a High-Performance Sales Organization
Speaker: Gerhard Gschwandtner, Founder & CEO, Selling Power
Close
The DNA of a High-Performance Sales Organization

The fundamental keys to a successful sales organization are the right mindset, the right skillset, and the right toolset. This means sales leaders need to build a high-performance culture, commit to a disciplined process for training and coaching, and create a cloud-based technology platform that includes the most advanced sales application solutions. In this keynote, Gerhard Gschwandtner – Founder and CEO of Selling Power magazine – will share how sales leaders create the organizational mindset that leads to a peak performance culture.

Speaker: Gerhard Gschwandtner, Founder & CEO, Selling Power
9:25 am – 10:05 am
Open
Why Your Reps Should Spend Less Time with Customers
Speaker: Jennifer Stanley, Partner, McKinsey & Company
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Why Your Reps Should Spend Less Time with Customers

Today's purchase decision journey for B2B customers is upending many sales organizations. Not only are customers increasingly turning to digital channels, their expectation for more "consumerized" experiences is also increasing. These trends are putting enormous pressure on sales leaders and their teams to re-examine how they can most effectively sell. Those who can manage the change and embrace "Sales 2.0" – such as understanding that face-to-face time is not necessarily the best way to sell – can turn the changes to their advantage and be even more effective than ever before.

McKinsey & Company's Jennifer Stanley, a Partner in their marketing and sales practice, will share insights about why it may be better to spend LESS time with customers, what customers really want, and what the value of sales reps is.

Speaker: Jennifer Stanley, Partner, McKinsey & Company
10:05 am – 10:35 am
Open
The Lies We Tell Ourselves about Our Sales Performance – and Why We Believe Us!
Speaker: J Steven Osborne, Owner and CEO, Top Gun Sales Performance
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The Lies We Tell Ourselves about Our Sales Performance – and Why We Believe Us!

Join us for a (slightly) humorous view of the world of sales, sales leadership, and sales performance. We'll explore why, as leaders, we don't always get the results we want (and need) from our sales teams, and how the lies we have been told (and still believe) might be contributing to our disappointment. In the end, we think, you'll see the sales world in a new light. And, you'll be armed with a new and improved approach to how you build and lead your sales team.

Speaker: J Steven Osborne, Owner and CEO, Top Gun Sales Performance
10:35 am – 11:05 am
Morning Break – Exhibits Open
11:05 am – 11:35 am
Open
Growing B2B Revenue with Predictive Analytics for Sales
Speaker: Jim Frazee, Vice President of Sales, DxContinuum
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Growing B2B Revenue with Predictive Analytics for Sales

There are thousands of sales technology tools to consider, and all of them are jockeying for your time – and, more importantly, your budget. Most of these tools sound the same or promise very similar benefits. Many promise to deliver a huge ROI as well as ease of use and implementation.

In this session, Jim Frazee will lead a conversation on predictive analytics and the potential impact it can have on your sales organization. You will walk away with a better understanding of how predictive analytics works and the value it can bring to your sales organization.

Bring your questions, as this will be a candid and interactive dialogue.

Speaker: Jim Frazee, Vice President of Sales, DxContinuum
11:35 am – 12:05 pm
Open
Crush Your Competition: Increase Sales Productivity and Performance with Modern Tools
Speaker: Dustin Grosse, CEO, ClearSlide
Close
Crush Your Competition: Increase Sales Productivity and Performance with Modern Tools

Having a better product or technology than your competitors isn't enough. With an increasingly competitive market, you need the right tools – and a platform – to set you apart from the pack in this age of digital selling.

Sellers, sales managers, and marketers all need to keep pace with changing customer needs and expectations. Real-time customer insight and predictive analytics are rapidly becoming table stakes for team success.

In this compelling session, Dustin Grosse, CEO of ClearSlide, will share four key tips to help ensure consistency, productivity, and in turn, profitability in a challenging economic environment. Attendees will walk away with actionable learnings for increasing rep productivity and leveraging modern tools to crush both your numbers and the competition.

Speaker: Dustin Grosse, CEO, ClearSlide
12:05 pm – 12:40 pm
Open
The Six Elements of Sales Development: What It Takes to Lead a World-Class Team
Speaker: Trish Bertuzzi, President and Chief Strategist, The Bridge Group, Inc.
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The Six Elements of Sales Development: What It Takes to Lead a World-Class Team

In this 30-minute keynote, bestselling author and award-winning business leader Trish Bertuzzi will share the six vital elements that will lead your company to a richer and more robust pipeline – increasing your account executives' won business and accelerating your acquisition of new customers. Trish will share compelling B2B success stories and offer her blueprint for the sales development playbook.

Speaker: Trish Bertuzzi, President and Chief Strategist, The Bridge Group, Inc.
12:40 pm – 1:40 pm
Lunch
1:45 pm – 2:30 pm
Open
Breakout A
Coach by the Numbers: Using Call Outcomes to Drive Efficient and Effective Improvement (with Real Live Call Recordings!)

Speaker: Chris Beall, CEO, ConnectAndSell
Close
Breakout A
Coach by the Numbers: Using Call Outcomes to Drive Efficient and Effective Improvement (with Real Live Call Recordings!)


We all want to coach more, and more effectively, but how can we efficiently focus on having the most effective coaching conversations with those reps who need the most help? And how can we measure improvement immediately and reliably without waiting for whole sales cycles to play out?

Chris Beall, CEO of ConnectAndSell, will use real CRM call disposition data plus recordings of actual sales conversations to share a practical method of using dispositions to drive (and measure) coaching efficiency and effectiveness. Come prepared to "be the coach" as we get real about improving rep performance one step at a time.

Bring your questions, as this will be a candid and interactive dialogue.

Speaker: Chris Beall, CEO, ConnectAndSell
Open
Breakout B
Activating the Seven Mindsets of Highly Effective Sales Teams

Speaker: Jose Palomino, CEO, Spyglass Selling
Close
Breakout B
Activating the Seven Mindsets of Highly Effective Sales Teams


Experienced sales leaders know that their sales team's mindset is the number one determinant as to whether they will win or lose in your competitive markets.

Top-performing sales teams connect the right skillset, toolset, and mindset for prospecting, negotiation, product knowledge, sales approach, account management, business conversation, and marketplace awareness. These are all leading indicators that your team is thinking about and seeing things the right way to drive sales success.

Spyglass Selling CEO, Jose Palomino, will show you how a few "simple-smart" visual approaches can unlock your most strategic approach to key opportunity and account pursuits. Bring your most important (real) account and opportunity challenges as you will learn new and simple-smart ways to overcome them and win!

Speaker: Jose Palomino, CEO, Spyglass Selling
2:30 pm – 2:55 pm
Afternoon Coffee Break – Exhibits Open
2:55 pm – 3:25 pm
Open
New and Advanced Approaches to Developing Sales Culture and Leadership
Speaker: Kevin Higgins, CEO, Fusion Learning
Close
New and Advanced Approaches to Developing Sales Culture and Leadership

In a recent sales culture survey, hundreds of sales leaders were asked if they had a high-performing sales culture – and 60 percent believed they didn't. Sales leaders were also asked if they were happy with the current state of their sales culture, to which 70 percent said no. These results led Fusion Learning to develop new approaches to sales leadership.

During this session, Kevin Higgins, CEO of Fusion Learning, will distill his experience with hundreds of Fortune 500 companies into a set of practical, real-world insights. Kevin will outline a proven process for sales culture planning that drives accountability and improved results; show how leaders can engage in vital conversations with diverse team members; and demonstrate how efficient strategies and tactics can ensure recruiting and onboarding the top salespeople in any industry.

Speaker: Kevin Higgins, CEO, Fusion Learning
3:25 pm – 4:05 pm
Open
The New Middle – the Future of the Revenue Lifecycle
Speaker: Mathew Sweezey, Principal of Marketing Insights, Salesforce
Close
The New Middle – the Future of the Revenue Lifecycle

A few years ago, Consumer Executive Board made the statement that buyers are 67 percent of the way through the buying cycle before they choose to engage with sales. They instead opt to engage with content. As a result, Forrester estimates that B2B sales, as a profession, will become extinct by the year 2020. Both of these statistics point to new relationships between marketing and sales, but what do the new relationships between marketing and sales look like? The answer is a new type of team – "The New Middle" – a combination of marketing and sales working to add extra value past content and build the relationships only people can foster.

Join us as Mathew Sweezey, Principal of Marketing Insights for Salesforce, outlines what the New Middle is, whose budget it will come from, and the foundations you'll need to execute it correctly. The future is here – are you ready?

Speaker: Mathew Sweezey, Principal of Marketing Insights, Salesforce
4:05 pm – 4:45 pm
Open
How to Double Your Sales Team's Productivity and Active Selling Time
Speaker: Matt Heinz, President, Heinz Marketing Inc.
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How to Double Your Sales Team's Productivity and Active Selling Time

Most sales teams – and sales professionals – waste an astounding amount of time. Some is due to lack of discipline; some is due to poor corporate policies, processes, and requirements. This session will outline specifically the most frequent and heinous culprits reducing the productivity of your sales team, and will introduce numerous strategic and tactical best practices to increase your team's productivity and results without breaking the bank.

Speaker: Matt Heinz, President, Heinz Marketing Inc.
4:45 pm – 4:55 pm
Concluding Remarks
Speakers: Gerhard Gschwandtner, Founder & CEO, Selling Power
Alice Heiman, Founder & Chief Sales Officer, Alice Heiman, LLC
5:00 pm – 6:30 pm
Networking Reception
Premier Sponsors
premier_sponsor-topgunsalesperformance
premier_sponsor-dxcontinuum
premier_sponsor-clearslide
premier_sponsor-fusionlearning
Platinum Sponsors
platinum_sponsor-connectandsell
platinum_sponsor-spyglass
Silver Sponsors
silver_sponsor-kaleo
silver_sponsor-treeline
silver_sponsor-elite
Media Sponsor
media_sponsor-sellingpower