Header Sales 2.0 Leadership Conference
Agenda Overview

Monday, November 16, 2015
7:15 am – 8:15 am
Registration and Breakfast – Exhibits Open
8:30 am – 9:00 am
Open
Strategies for Achieving World-Class Success
Speaker: Gerhard Gschwandtner, Founder & CEO, Selling Power
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Strategies for Achieving World-Class Success

We live in an age where high performance has become the new standard, fueled by two major factors: technology and brain science. While Sales 2.0 technology accelerates performance, enhances insight, and improves customer value, brain science and neuropsychology help us gain access to our "Inner CEO" that can lead to amazing transformations that will lead to world-class sales success. In this keynote you will learn specific steps you can take to achieve sales performance breakthroughs.

Speaker: Gerhard Gschwandtner, Founder & CEO, Selling Power
9:00 am – 9:30 am
Open
Creating a Culture of Super Success: Seven Proven Strategies to Empower Outrageous Results from Ordinary Salespeople
Speaker: Dan Waldschmidt, Managing Director, Waldschmidt Partners International
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Creating a Culture of Super Success: Seven Proven Strategies to Empower Outrageous Results from Ordinary Salespeople

Driving outrageous sales performance is less about the tools you use and the training you offer than the environment you create to inspire super-human performance. The hard truth about business performance is that most of our sales training efforts are a waste of time having almost no impact on driving revenue growth. Leaders teach new skills, but fail to cultivate an environment where salespeople develop the will to apply what they learn and exceed expectations. If we apply the lessons learned by looking at how champion athletes train – or the discipline behind scientific breakthrough – we begin to see the importance of nurturing a winning mindset. In this session, learn seven proven strategies used by unlikely Olympic champions, billion-dollar business startups, and industry juggernauts to cultivate winning mindsets – and ultimately become unstoppably successful.

Speaker: Dan Waldschmidt, Managing Director, Waldschmidt Partners International
9:30 am – 10:00 am
Open
2 Techniques for Breaking into a Salesperson's Mindset
Speaker: Dave Hibbard, Co-founder, Author, SOAR Selling
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2 Techniques for Breaking into a Salesperson's Mindset

You want salespeople to get results and you're clear that you've given them every advantage. You were careful when you hired, you provided excellent training, you offered a solid compensation plan, you included benefits and a world-class product to sell. Now all they have to do is produce, but they don't.

In this session, Dave Hibbard will provide simple yet profound information that will slingshot a salesperson's results that may seem to be average. You will leave with tested discoveries you can implement immediately. Hibbard will share two techniques that have shifted performance with a myriad of salespeople in some of the toughest industries, including:

1) A simple suggestion that will lead to sales performance consistency and a desire to win
2) A simple key to break into a salesperson's mindset

Speaker: Dave Hibbard, Co-founder, Author, SOAR Selling
10:00 am – 10:30 am
Morning Break – Exhibits Open
10:30 am – 11:00 am
Open
The Hybrid Sales Channel: How to Ignite Growth by Bridging the Gap Between Direct and Indirect Sales
Speaker: Rich Blakeman, Managing Director of the Channel Sales Center of Excellence, MHI Global
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The Hybrid Sales Channel: How to Ignite Growth by Bridging the Gap Between Direct and Indirect Sales

Customers are buying how they choose and from whom they choose, regardless of how you may define your go-to-market approach. Business partners are doing things for their reasons, not your reasons. With all of this market-driven pressure, there is more imperative than ever for the direct sales team to get more flexible, collaborative, and (gasp!) give up the veneer of complete control.

It's time to ignite growth through the intersection of direct and indirect sales by keeping the Customer at the Core! In the first public presentation of the concepts from his book to be released by McGraw-Hill within weeks, MHI Global's Rich Blakeman will paint the picture of the business case, concepts, and key implementation considerations for The Hybrid Sales Channel.

Speaker: Rich Blakeman, Managing Director of the Channel Sales Center of Excellence, MHI Global
11:00 am – 11:30 am
Open
Selling with Digital Insight: Transform Your Sales Team's Performance
Speaker: Dustin Grosse, CEO, ClearSlide
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Selling with Digital Insight: Transform Your Sales Team's Performance

How often have you had forecast surprises? Found that your team had over-invested in the wrong deals? Discovered that a rep had lost an opportunity due to the inability to engage the prospect? Research from Forrester, CSO Insights, and other leading organizations has shown that most Sales leaders don't have confidence in the data in their dashboards and are missing the visibility they need to avoid these missteps.

In this session, Dustin Grosse, CEO of ClearSlide, will discuss advancements in engagement data and why leveraging predictive insights to understand customer engagement provides Sales leaders better visibility into the leading indicators they need to more effectively forecast, align with Marketing, coach and retain their team, drive performance, and ultimately win more.

Speaker: Dustin Grosse, CEO, ClearSlide
11:30 am – 12:00 pm
Open
Powerful Leadership Presentations: Build Commitment and Action
Speaker: Patricia Fripp, Keynote Speaker, Executive Speech Coach, & Sales Presentation Skills Trainer - Fripp & Associates
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Powerful Leadership Presentations: Build Commitment and Action

What would it mean to you and your company if – every time you delivered a speech – you were powerfully persuasive, clearly concise, and inspired your team to success? Impossible, you say? Not when you learn to implement Patricia Fripp's five power presentation techniques that guarantee you will be a rousing success.

You will discover how to:
  • Make an indelible connection with every member of your team.
  • Build action and commitment through your words.
  • Get buy-in for your point of view.
  • Open and close with impact.
  • Present to be memorable.
Get known as the rock star sales leader you were born to be!

Speaker: Patricia Fripp, Keynote Speaker, Executive Speech Coach, & Sales Presentation Skills Trainer - Fripp & Associates
12:00 pm – 1:10 pm
Lunch
Sponsored by Pipelinersales Inc., brief comments by Nikolaus Kimla, CEO
1:15 pm – 1:55 pm
Open
Breakout A
Sales Hacks that Will Change the Way You Sell

Moderator: Chad Burmeister, VP Sales & Marketing, ConnectAndSell
Panelists: Mike Damphousse, CEO/CMO, Green Leads
Gerhard Gschwandtner, Founder & CEO, Selling Power
Kraig Kleeman, Author, Speaker, The World's Greatest Cold Caller, KraigKleeman.com
Lori Richardson, CEO, Score More Sales
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Breakout A
Sales Hacks that Will Change the Way You Sell


In this powerful session, four top thought leaders in sales today will share their very best "sales hacks" that are featured in the book Sales Hack. A few of the featured sales hacks will include "Hack Your Mindset to Boost Sales," "The Last Shall be First, The First Shall be Last," and "Women in Sales." After sharing their sales hacks with you, Chad Burmeister – the moderator of the session – will play some recorded calls and ask the panelists to provide their candid insight to what goes on inside a real sales conversation with a prospect.

Moderator: Chad Burmeister, VP Sales & Marketing, ConnectAndSell
Panelists: Mike Damphousse, CEO/CMO, Green Leads
Gerhard Gschwandtner, Founder & CEO, Selling Power
Kraig Kleeman, Author, Speaker, The World's Greatest Cold Caller, KraigKleeman.com
Lori Richardson, CEO, Score More Sales
Open
Breakout B
SOAR Selling: How to Get through to Almost Anyone – the Proven Process for Reaching Decision Makers

Speakers: Dave Hibbard, Co-founder, Author, SOAR Selling
Paul Madott, Affiliate/Master Trainer, SOAR Selling
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Breakout B
SOAR Selling: How to Get through to Almost Anyone – the Proven Process for Reaching Decision Makers


It may seem impossible when you consider that the average contact rate to a decision maker or high influencer is only 20 percent – and converts those contacts a mere 20 percent of the time as well. It's because they apply the old way of prospecting…BTN+L (By the Numbers plus Luck). Join this breakout session to learn what thousands of salespeople have discovered to drive ‘net new logos.' If you are interested in a demand generation process that many Ethisphere rated companies have already discovered, then you don't want to miss this session. You will walk away with a professional and ethical way to reach decision makers.

Speakers: Dave Hibbard, Co-founder, Author, SOAR Selling
Paul Madott, Affiliate/Master Trainer, SOAR Selling
2:00 pm – 2:40 pm
Open
Breakout A
Using Video to Completely Transform Sales Enablement and Training

Speakers: Mark Magnacca, President and Co-founder, Allego
Kate Santoriello, Global Sales Training Manager, Medtronic Advanced Energy
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Breakout A
Using Video to Completely Transform Sales Enablement and Training


Traditionally, to provide the knowledge sales professionals need to do their jobs, companies have implemented processes and software for curriculum learning – which is compulsory and driven by classes, certifications, and periodic training programs. Unfortunately, most knowledge learned this way is forgotten.

In this increasingly digital and mobile landscape, there is a better way to deliver relevant information across the sales organization. Mark Magnacca, President and Co-founder of Allego, will explain how using short, peer-generated videos in sales training and enablement helps companies maximize organizational performance and productivity.

He will discuss:
  • Why traditional sales training is broken and what it means for your training efforts
  • Why video works best to help distributed sales teams communicate and collaborate
  • How your organization can accelerate sales performance using video
Mark will be joined by the global sales training manager from a leading medical device company who will discuss how they use the Allego just-in-time learning platform to onboard reps faster, improve message consistency across its sales team, and share competitive intelligence and best practices to improve sales performance.

Speakers: Mark Magnacca, President and Co-founder, Allego
Kate Santoriello, Global Sales Training Manager, Medtronic Advanced Energy
Open
Breakout B
Pull the Trigger on Guided Selling!

Speaker: David DiStefano, Chief Revenue Officer, PeopleLinx
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Breakout B
Pull the Trigger on Guided Selling!


Does your sales team struggle to engage prospects in meaningful dialogue? How often does a qualified opportunity or forecasted deal suddenly go dark when an unknown stakeholder appears from nowhere? It happens every day – in every sales organization.

According to a 2014 IDC social buying study, 75 percent of B2B buyers now use social media to learn about vendors and their offerings. Still, most selling organizations have yet to incorporate social channels to better learn, engage, and differentiate themselves with potential buyers. Research from CEB, CSO Insights, and others suggests as few as 5 percent of companies focus on "trigger events" to better find and close business.

In this session, David DiStefano, Chief Revenue Officer of PeopleLinx, will discuss how sales performance can be significantly increased using a "Guided Selling" approach that leverages prescriptive technology. Defining "trigger events" from your CRM, social networks, email, calendar, and other sources of data to deliver real-time, in-context guidance – personalized to the individual rep – is a game changer. The explosion of social business networks has made this a reality. Why are you waiting?

Speaker: David DiStefano, Chief Revenue Officer, PeopleLinx
2:40 pm – 3:10 pm
Afternoon Break – Exhibits Open
3:10 pm – 3:40 pm
Open
From Tweet to Receipt in the Digital World
Speaker: Nayaki Nayyar, SVP Cloud for Customer Engagement, SAP
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From Tweet to Receipt in the Digital World

It's time to hit the mark for the year. Are your sales teams equipped to sell effectively to today's digital customer? Are they armed with customer engagement solutions to outdo their performance in the new economy?

Join Nayaki Nayyar, SAP senior vice president, cloud for customer engagement, to get insights on how to engage with today's digital customer across a variety of channels and devices. Learn how SAP can help your front-office sales, service, and marketing teams get a single, contextual 360° view of customers and enable a seamless customer journey across all touchpoints.

Speaker: Nayaki Nayyar, SVP Cloud for Customer Engagement, SAP
3:40 pm – 4:10 pm
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How a Mindset Transformation Leads to Sales and Marketing Success
Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power
Panelists: Chris Beall, CEO, ConnectAndSell
Suzanne Lentz, Partner & VP Marketing, LiquidHub, Inc.
John Turner, Senior Vice President, TriNet
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How a Mindset Transformation Leads to Sales and Marketing Success

Best practices from leading companies reveal that, when sales and marketing adopt a mutual learning mindset, both departments can achieve quota-busting results.

This panel of leaders will discuss:
  • Common reasons sales and marketing alignment efforts fail
  • Why sales and marketing leaders need to abandon the unilateral-control mindset that inhibits their progress
  • Strategies for aligning the mindsets of sales and marketing teams
Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power
Panelists: Chris Beall, CEO, ConnectAndSell
Suzanne Lentz, Partner & VP Marketing, LiquidHub, Inc.
John Turner, Senior Vice President, TriNet
4:10 pm – 4:40 pm
Open
How a High Performance Mindset Impacts Bottom-Line Results
Speaker: Michael E. Bernard, Managing Director, The Bernard Group
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How a High Performance Mindset Impacts Bottom-Line Results

Breakthrough findings from an intensive study of the mindset of top performers – and research from the fields of positive psychology and brain research – has uncovered the brain's mindset operating system. When functioning at optimum levels, this system explains why top performers excel in tough sales situations and engage in the high-impact sales behavior today's buyers want.

In this presentation, you will discover the strengths of your work mindset and spot opportunities for growth and development. Professor Michael Bernard, an international authority on high workplace performance, will reveal the psychological capital sales teams and salespeople need to achieve amazing results.

Speaker: Michael E. Bernard, Managing Director, The Bernard Group
4:40 pm – 5:10 pm
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The Rapid Growth Mindset
Speaker: Matthew Pollard, "The Rapid Growth Guy": Speaker, Author, Coach, and Consultant, Rapid Growth Coach LLC
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The Rapid Growth Mindset

Abraham Lincoln once said, "Give me six hours to chop down a tree, and I will spend the first four sharpening the axe." Owners of small to medium businesses work tirelessly and pay substantially to find and acquire new customers. They network, make calls, visit prospective clients, write in-depth proposals, advertise, hire salespeople, run social media campaigns, and – to put it simply – just plain work too hard doing it. To expand upon Lincoln's analogy, instead of sharpening the axe, they just keep on swinging.

This session is designed to help these owners work a little smarter and a little harder in the short term – to get out of the day-to-day trenches into which they have blindly charged.

This session should be called "The Rapid Growth Supercharger," since, after walking out of this session, participants will have a complete understanding of where they have been going wrong and know exactly what to do to fix it.

Takeaways:
  • Learn how to truly differentiate from the competition.
  • Craft a unified message that intrigues prospects to want to know more.
  • Understand why you can't and shouldn't be everything to everyone.
  • Discover a niche market of willing and motivated-to-buy customers.
Speaker: Matthew Pollard, "The Rapid Growth Guy": Speaker, Author, Coach, and Consultant, Rapid Growth Coach LLC
5:10 pm – 5:20 pm
Concluding Remarks
Speakers: Gerhard Gschwandtner, Founder & CEO, Selling Power
Alice Heiman, Founder & Chief Sales Officer, Alice Heiman, LLC
5:20 pm – 6:40 pm
Networking Reception
Premier Plus Sponsor
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Premier Sponsors
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premier_sponsor-clearslide
premier_sponsor-sap
Premier Platinum Sponsor
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Platinum Sponsors
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platinum_sponsor-peoplelinx
Silver Sponsors
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silver_sponsor-dxcontinuum
silver_sponsor-proactivate
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Lunch Sponsor
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Social Media Sponsor
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Media Sponsor
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