Header Sales 2.0 Conference
Agenda Overview

 
Monday, March 10, 2014
Tuesday, March 11, 2014
 
7:40 am – 8:40 am
Registration & Networking Breakfast
8:45 am – 9:15 am
Open
Leadership, Strategy, and Sales-Transformation Insights for Success in 2014
Speaker: Gerhard Gschwandtner, Founder & CEO, Selling Power
Close
Leadership, Strategy, and Sales-Transformation Insights for Success in 2014
As a sales leader, you have more tools, data, and strategies at your disposal than ever before. But how do you know that you are leveraging the best Sales 2.0 tools, analyzing the most useful data, and deploying the right strategy for your sales organization? Do you need to transform any part of your sales organization to remain competitive? In his kickoff keynote, Gerhard Gschwandtner, founder and CEO of Selling Power, will help you gain a new perspective on how you approach both your role as a sales leader and your sales strategy, so you can lead your team to success in 2014.

Speaker: Gerhard Gschwandtner, Founder & CEO, Selling Power
9:15 am – 9:50 am
Open
Selling with Noble Purpose: How to Drive Revenue and Increase Customer Engagement
Speaker: Lisa Earle McLeod, Founder & President, McLeod & More, Inc.
Close
Selling with Noble Purpose: How to Drive Revenue and Increase Customer Engagement

We assume that salespeople are primarily motivated by money. We couldn't be more wrong. Drawing from studies of top-performing sales organizations, sales leadership consultant and best-selling author Lisa Earle McLeod reveals why the salespeople who sell with noble purpose, those who earnestly and factually understand how they make a difference to their customers, outsell salespeople who are primarily focused on sales targets and money.

During this interactive session, you'll learn
  • what a Noble Sales Purpose (NSP) is and how it spells the difference between average and top performers,
  • how to use NSP to increase your team's win rate and get customers engaged,
  • why traditional sales management sabotages purpose and how to avoid the fatal mistake that derails 90 percent of sales leaders,
  • how to reframe your sales narrative to make your team more passionate about their jobs and customers,
  • the magic coaching question that gets even mediocre performers thinking like top-tier reps.
Lisa Earle McLeod has been called "The Sales Leadership Expert." A thought leader who has authored four books and appeared on BC Nightly News, McLeod has coached sales teams at Apple, Google, and Procter & Gamble. She has been featured in Forbes and the NY Times.

Speaker: Lisa Earle McLeod, Founder & President, McLeod & More, Inc.
Learn more about this topic: 3 Ways Leaders Can Enhance Purpose >
9:50 am – 10:20 am
Open
Sales Process Optimization: Best-Practice Strategies for Implementation and Execution
Speaker: David DiStefano, President & CEO, Richardson
Close
Sales Process Optimization: Best-practice Strategies for Implementation and Execution

Establishing and documenting a good sales process is an essential aspect of any sales-improvement effort, but managing to that sales process is what ultimately drives results. Sales managers play a crucial role in ensuring that sales reps execute the sales process on a daily basis. Their active involvement significantly increases the likelihood that salespeople will engage in and maintain correct sales behaviors over time. In this session, learn how best-in-class sales organizations
  • uncover the key elements of a winning sales process,
  • implement and operationalize a great sales process,
  • reinforce the process,
  • use verifiable outcomes to help drive results
Speaker: David DiStefano, President & CEO, Richardson
Learn more about this topic: Sales Process >
10:20 am – 10:50 am
COFFEE BREAK
10:50 am – 11:20 am
Open
Your Aha Moment in Sales Performance
Speaker: Scott Broomfield, Chief Marketing Officer, Xactly Corporation
Close
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: Scott Broomfield, Chief Marketing Officer, Xactly Corporation
11:20 am – 11:50 am
Open
Sell Smarter – The Future of Sales
Speaker: Chuck Penfield, Regional Vice President of Sales, Cloud CRM Applications, Oracle
Close
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
11:50 am – 12:25 pm
Open
Jay-Z Is Right: You're Not a Businessman, You're a Business, Man
Speaker: Kevin Warren, President, Strategic Growth Initiatives, Xerox
Close
Jay-Z Is Right: You're Not a Businessman, You're a Business, Man

When you hand your business card to a sales prospect, unless the card reads, "CEO of Me Inc," it's not stating your brand. You are your brand. Prospects don't buy the name of the business on the card, they buy you. It's a simple concept and a powerful opportunity – especially in an increasingly complex and digital world. We may not close deals anymore by knocking on doors or dialing for dollars, but at the end of the business exchange is a person, and that person is going to choose your brand only if he or she chooses you. In this session, Kevin Warren will talk about the power of transformation – creating opportunities when we do things differently – and offer advice on making a customer or prospect a believer in your personal brand, ultimately giving your product and services portfolio exponentially more value.

Speaker: Kevin Warren, President, Strategic Growth Initiatives, Xerox
12:25 pm – 1:20 pm
LUNCH
1:25 pm – 2:05 pm
Open
Breakout A - What to Ask Yourself to Determine If You Need to Implement a Sales Transformation
Speaker: Dave Kurlan, Founder and CEO, Kurlan & Associates
Close
Breakout A - What to Ask Yourself to Determine If You Need to Implement a Sales Transformation

Sales transformation is a trend, but does your sales force necessarily have to undergo a transformation? There are plenty of tools, applications, experts, and answers, but what are the questions? In this fast-paced, interactive session, Dave Kurlan will share the top 10 scenarios in which sales transformation is necessary, as well as tell you to whom you should talk and the steps to take.

Speaker: Dave Kurlan, Founder and CEO, Kurlan & Associates
Open
Breakout B - Achieving Social Sales Success
Moderator: Kristen Lawrence, Senior Social Sales Strategist, rFactr
Panelists: Richard Brasser, CEO, rFactr
Bonnie Richards, Senior Director, Social Media Strategic Services, SAP
Close
Breakout B - Achieving Social Sales Success

In today's sales environment, the connected buyer is self-educating, researching and making buying decisions before sales professionals can connect on the phone. Join rFactr CEO Richard Brasser and SAP's Senior Director of Social Media Strategic Services Bonnie Richards as they discuss the best practices and benefits of implementing a social sales-enablement program.

Topics to be discussed:
  • The evolving sales force and selling to the “connected buyer.”
  • Dispelling social-selling myths and overcoming challenges to gain executive buy-in.
  • Rolling out a social sales program: closing the loop between marketing and sales.
  • How SAP found success implementing a social sales program, from role assignment and strategy to tools and education.
Moderator: Kristen Lawrence, Senior Social Sales Strategist, rFactr
Panelists: Richard Brasser, CEO, rFactr
Bonnie Richards, Senior Director, Social Media Strategic Services, SAP
2:05 pm – 2:15 pm
Break
2:15 pm – 2:45 pm
Open
The Seven Deadly Sins of Desperation Selling
Speaker: Dr. Tom Sant, Hyde Park Partners
Close
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
2:45 pm – 3:10 pm
COFFEE BREAK
3:10 pm – 4:00 pm
Open
Using Real-Time Data to Innovate and Drive Revenue Growth
Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power
Panelists: Lisa Fiondella, CEO, ReFocus Consulting
Kevin Purcell, WW HP Vertica Big Data Sales – Alliances & Channel, Hewlett Packard
Lisa Hatfield, Vice President, Inside Sales, eCornell
Anthony Iannarino, Managing Director, B2B Sales Coach & Consultancy
Close
Using Real-Time Data to Innovate and Drive Revenue Growth

The power of data has never been stronger. Whether it's the real-time metrics you can get on the calls your sales reps are making or the deep insight you can glean on your customers' buying behavior, sales leaders now have a huge opportunity to leverage vast amounts of data to improve sales rep performance and increase business growth. This panel of experts will cut through the confusion about Big Data and help you to understand 1) what data is most relevant to your organization, 2) new ways to think about sales data, and 3) strategies for measurement and analysis. You will learn how to make faster, smarter, and more strategic decisions with real-time sales data.

Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power
Panelists: Lisa Fiondella, CEO, ReFocus Consulting
Learn more about this topic: How Sales Leaders get better results with Big Data >
Kevin Purcell, WW HP Vertica Big Data Sales – Alliances & Channel, Hewlett Packard
Learn more about this topic: How HP Vertica solves Big Data challenges to drive up sales >
Lisa Hatfield, Vice President, Inside Sales, eCornell
Anthony Iannarino, Managing Director, B2B Sales Coach & Consultancy
4:00 pm – 4:40 pm
Open
Transformation or Turnaround?
Speaker: Kevin Hooper, Senior Vice President & General Manager, NEC Corporation of America
Close
Transformation or Turnaround?

In business today, the words "transformation" and "turnaround" are sometimes used interchangeably, but they invariably represent a desire to discontinue the current course and speed. During this session, Kevin Hooper will discuss his role at NEC Corporation of America and its transformation or turnaround. By utilizing a combination of Sales 2.0 tools, strategic processes, innovations in sales-talent management, and a strategic vision, NEC is positioning itself to deliver to the marketplace solutions that address the social issues of today's society. The end result of the "transformation" will be a company and sales force that are both significantly different and much improved.

Speaker: Kevin Hooper, Senior Vice President & General Manager, NEC Corporation of America
4:40 pm – 5:00 pm
Closing Keynote
Speaker: Gerhard Gschwandtner, Founder & CEO, Selling Power
Close
TBA

TBA

Speaker: TBA
5:00 pm – 6:30 pm
Cocktail Reception
8:45 am– 11:45 am
Open
Post Conference Workshop
A Framework for Using Insights to Provide Value to Customers and Win More Deals
Presenters: David DiStefano, President & CEO, Richardson
Nancy Sells, Senior Sales Training Consultant, Richardson
Close
A Framework for Using 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. Sales teams need to be armed with information and insights 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, David DiStefano will introduce a framework that supports salespeople in finding a connection with a buyer that will introduce a new idea, shift the way the buyer thinks about a challenge or an opportunity, and create an aha moment. In this interactive workshop, participants will learn
  • what an insight is and is not;
  • 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 prepare teams to effectively present insights, create needs, and shape the customer's thinking;
  • pitfalls to avoid when leveraging insights in the sales process.
Workshop Presenters: David DiStefano, President & CEO, Richardson
Nancy Sells, Senior Sales Training Consultant, Richardson