Header Resource Library Sales 2.0 Conference
Agenda Overview

 
Monday, March 16, 2015
7:30 am – 8:30 am Registration and Breakfast – Exhibits Open
8:35 am – 9:05 am
Open
Build a Better Sales Organization in 2015
Speaker: Gerhard Gschwandtner, Founder & CEO, Selling Power
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Build a Better Sales Organization in 2015

Join Selling Power's founder and CEO, Gerhard Gschwandtner, for our opening keynote and get insight on the trends that will influence the performance of B2B sales teams in 2015. Learn what you need to keep in mind as you build and manage your sales team this year, and make sure that you have the right strategy and execution plan in place to achieve corporate goals and revenue targets while delighting your customers.

Speaker: Gerhard Gschwandtner, Founder & CEO, Selling Power
9:05 am – 9:35 am
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How to Tackle the Four Megatrends Upending Sales
Speaker: Jennifer Stanley, Expert Associate Principal, McKinsey and Company
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How to Tackle the Four Megatrends Upending Sales

Sales leaders are under assault by the Big Four: disruptive technologies, super-buyers, millennial power brokers, and sharing economy. These megatrends are profoundly re-shaping 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 insights 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 and Company
9:35 am – 10:05 am
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People, Process, and Technology: Upgrading Your Sales Teams as Fast as Technology
Speaker: Jeff Seeley, CEO, Carew International
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People, Process, and Technology: Upgrading Your Sales Teams as Fast as Technology

People, process, and technology are the three pillars of sales success. To win, sales managers must continually improve all three. While technology improves faster and is often the focus of organizations, savvy sales leaders must find ways to leverage their people and optimize processes to meet the fluid demands of an unpredictable market. In this session, Jeff Seeley, CEO of Carew International, will share the best practices of sales leaders who have dramatically improved their processes and people and achieved outstanding results.

Speaker: Jeff Seeley, CEO, Carew International
10:10 am – 10:40 am Morning Break – Exhibits Open
10:40 am – 11:10 am
Open
Put Your Sales Process in the Cloud to Drive Sales Productivity and Efficiency
Speaker: Josh Gray, Vice President, Development, Oracle
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Put Your Sales Process in the Cloud to Drive Sales Productivity and Efficiency

Once you have your sales data in a Cloud-based CRM system, you can drive tremendous insight. Putting your sales process in the Cloud will further increase your ability to drive sales productivity and efficiency. Learn how to boost your sales team's productivity by adopting a modern quote-to-cash process. During this session, you will learn about
  • modern sales-productivity challenges,
  • the benefits of quote-to-cash technology and processes,
  • real-world successes and results,
  • adoption best practices.
Speaker: Josh Gray, Vice President, Development, Oracle
11:10 am – 11:40 am
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Sales Performance Management: Why Front-Line Sales Leaders Truly Fill the Most Important Role in the Organization
Speaker: Kevin Starner, Vice President, Sales Enablement, Iron Mountain
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Sales Performance Management: Why Front-Line Sales Leaders Truly Fill the Most Important Role in the Organization

You can't have great teams without great leaders. So how do you help those great leaders leverage the right data to understand and modify patterns of behavior and improve results? Learn how Iron Mountain is helping its front-line managers use data to manage the business, manage the opportunity, and develop the rep to realize those improved results.

Speaker: Kevin Starner, Vice President, Sales Enablement, Iron Mountain
11:40 am – 12:10 pm
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Five Steps That Will Help Sustain Behavior Change and Maximize Training Investments Now
Speaker: Gregg Kober, Vice President, Change Management & Enablement, Richardson
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Five Steps That Will Help Sustain Behavior Change and Maximize Training Investments Now

Progressive organizations at industry-leading companies know they cannot develop their professionals through training programs and then expect them to simply demonstrate those behaviors back on the job. No matter how good your training is, your learners will lose 70 to 100 percent of what they learn within three months if their new skills and knowledge are not reinforced. Sustaining behavior change back in the workplace is where the rubber hits the road – it makes or breaks your learning investment. Effective sustainment strategies are essential to achieving the desired outcomes, but as more and more organizations move beyond "event-based training," sustainment has shifted from the periphery to a front-and-center position in the design of successful learning solutions.

In this session, Gregg Kober, Richardson's Vice President of Change Management and Enablement, will discuss the three phases of behavior change: planning, development, and sustainment. In particular, he will introduce a five-step sustainment strategy that includes specific actions necessary to embed the desired behavior changes in your team's daily operations. Attendees will walk away with actionable ideas they can immediately implement in their training initiatives that will help maximize the return on their training investments.

Speaker: Gregg Kober, Vice President, Change Management & Enablement, Richardson
12:15 pm – 1:15 pm Lunch Break
1:20 pm – 1:50 pm
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Evolve or Die: Surviving the Rapidly Changing Sales Landscape
Speaker: Jeff Perkins, Vice President, Global Online Marketing, PGi
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Evolve or Die: Surviving the Rapidly Changing Sales Landscape

The way customers buy products and services has fundamentally changed. Cold calls and emails simply don't work. According to Forrester Research, the average buyer has completed between 68 to 98 percent of the decision-making process before engaging a sales professional. To survive, companies need to take a radically different approach to the way they sell – companies must evolve to stay ahead of the competition. During this presentation, Jeff Perkins, Vice President of Global Online Marketing at PGi, will talk about key elements for evolving your sales organization, including
  • building a stronger sales and marketing relationship,
  • using modern tools for enhancing your sales prospecting efforts,
  • changing the approach to the way you sell,
  • reevaluating the qualities you look for when hiring reps.
Speaker: Jeff Perkins, Vice President, Global Online Marketing, PGi
1:50 pm – 2:20 pm
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Transform Information into Insights: How to Equip Your Sales Force to Have Better Business Conversations
Speaker: Kevin Higgins, CEO, Fusion Learning
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Transform Information into Insights: How to Equip Your Sales Force to Have Better Business Conversations

Customers have more information and access to information than ever before. This knowledge makes customers more sophisticated and savvy, leading to increased expectations. Salespeople now need to find ways to provide more value. Through research and work with Fortune 500 companies, Fusion Learning has created a process that equips salespeople to generate insights resulting in better business conversations. Kevin Higgins, CEO of Fusion Learning Inc., will engage you in an interactive session and demonstrate the impact this process has on your ability to proactively provide value to your clients.

Speaker: Kevin Higgins, CEO, Fusion Learning
2:20 pm – 2:50 pm
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Integrating Social Selling into the Sales Process
Speaker: David DiStefano, Chief Revenue Officer, PeopleLinx
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Integrating Social Selling into the Sales Process

Most sales leaders now recognize that leveraging social media has become a critical skill for today's sales professional – but sales professionals are all over the place. Surprisingly few teams use social media with the consistency and discipline required to drive meaningful performance gains. Sales leaders who get in front of the social-selling phenomenon and integrate it into their teams'standard sales cadence will see success. In this session, you'll learn
  • why the new buyer's journey makes social selling a necessity,
  • how to make social selling part of your team's sales cadence,
  • why integration into CRM is critical for effective social selling,
  • how to measure real ROI by correlating social activity to sales outcomes.
Speaker: David DiStefano, Chief Revenue Officer, PeopleLinx
2:55 pm – 3:25 pm Afternoon Break – Exhibits Open
3:25 pm – 3:55 pm
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Innovating for Sales Through Big Data and Analytics
Speakers: Lisa Fiondella, CEO, reFocus Analytics
Lindsey Nelson, Vice President, Global Sales Productivity & Talent Development, CareerBuilder
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Innovating for Sales Through Big Data and Analytics

In a world where data is multiplying at a fascinating pace, sales leaders are challenged to dig deep to uncover the insight that delivers improved results and keeps them ahead of the competition. There is often too much information and not enough insight to support effective decision-making. A lack of visibility creates a drain on the business and paralyzes execution. Join Lindsey Nelson of CareerBuilder and Lisa Fiondella of reFocus Analytics as they share their own experiences with leveraging data and analytics to transform sales and create greater visibility into what drives success.

Speakers: Lisa Fiondella, CEO, reFocus Analytics
Lindsey Nelson, Vice President, Global Sales Productivity & Talent Development, CareerBuilder
3:55 pm – 4:35 pm
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Leading the Life You Want: Skills for Integrating Work and Life
Speaker: Stew Friedman, Director, Wharton Work/Life Integration Project, The Wharton School, University of Pennsylvania
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Leading the Life You Want: Skills for Integrating Work and Life

You're busy trying to lead a "full" life, but does it really feel full – or are you stretched too thin? Stew Friedman is a Wharton professor, adviser to leaders across the globe, and passionate advocate of replacing the misguided "work-life balance" concept with something more realistic, sustainable, and enriching; according to Friedman, the idea that work competes with life ignores the more nuanced reality of our humanity, the intersection and interaction of four central domains: work, home, community, and the private self. The goal is to integrate these areas harmoniously instead of think only in terms of tradeoffs. It can be done.

In this session, Friedman will share insight from his new book, Leading the Life You Want: Skills for Integrating Work and Life. Building on his national best-seller, Total Leadership, and on decades of research, teaching, and practice as both consultant and senior executive, Friedman identifies the critical skills for creating harmony between work and the rest of life.

Speaker: Stew Friedman, Director, Wharton Work/Life Integration Project, The Wharton School, University of Pennsylvania
4:35 pm – 5:05 pm
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Why Rejection Is Awesome
Speaker: Jia Jiang, Author of Rejection Proof and Founder, FearBuster
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Why Rejection Is Awesome

Almost anyone can relate to the fear of rejection in sales – or in any career. But why is rejection so terrifying and personal? Is simply saying "Get over it!" enough? How can we turn a no into a yes? How can we say no and not be seen as a jerk? Can we turn rejection into a learning tool? Are there hidden upsides to rejection?

Jia Jiang, the author of Rejection Proof and founder of the blog "100 Days of Rejection," will give you the answers and introduce you to the wonderful world of living without fear of rejection.

Speaker: Jia Jiang, Author of Rejection Proof and Founder, FearBuster
5:05 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

Speakers: Gerhard Gschwandtner, Founder & CEO, Selling Power
Alice Heiman, Founder & Chief Sales Officer, Alice Heiman, LLC
5:10 pm – 6:30 pm Networking Reception
Premier Sponsors
premier_sponsor-carew
premier_sponsor-oracle
premier_sponsor-fusion
premier_sponsor-richardson
Platinum Sponsors
platinum_sponsor-pgi
platinum_sponsor-peoplelinx
Silver Sponsors
silver_sponsor-quosal
silver_sponsor-qvidian
Media Sponsors
media_sponsor-sellingpower
media_sponsor-sales20circle