Header Sales 2.0 Conference
Conference Agenda – November 14, 2016

7:30 am – 8:30 am
Registration and Breakfast – Exhibits Open
8:30 am – 9:00 am
Open
The Evolution of Sales 3.0
Speaker: Gerhard Gschwandtner, Founder & CEO, Selling Power
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The Evolution of Sales 3.0

Sales 1.0 came along when salespeople replaced their Rolodexes and index cards of prospect names with a sales automation program on a PC or laptop. The term "Sales 2.0" was coined first in 2006 – when salespeople began using Web 2.0 tools and social media to sell more effectively. In his keynote, Gerhard Gschwandtner, Founder and CEO of Selling Power, will explain how three revolutionary innovations will morph Sales 2.0 into Sales 3.0: machine learning, artificial intelligence, and augmented reality. In a Sales 1.0 world, salespeople met buyers face to face; in a Sales 2.0 world, buyers and sellers crossed paths online; and, in the 3.0 world, buyers and sellers will meet virtually, the learning curve will be instant, and smart systems will advise the salesperson of the next step in the cycle, the best content to share with prospects, and the probability of closing the deal. Don't miss this visionary keynote.

Speaker: Gerhard Gschwandtner, Founder & CEO, Selling Power
9:00 am – 9:30 am
Open
The Measure of Customer Experience
Speaker: Nicholas Kontopoulos, Global VP of Fast Growth Markets Marketing, SAP Hybris
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The Measure of Customer Experience

In order to remain relevant in today's fast-paced business landscape, delivering a great customer experience is now simply table stakes. But how do you measure something qualitative like experience? Where does customer experience start and finish? And who owns customer experience – sales, marketing, or customer service? In this session, Nicholas Kontopoulos will explore these questions and share insights on how leading brands are answering these questions and staying a step ahead of their competition.

Speaker: Nicholas Kontopoulos, Global VP of Fast Growth Markets Marketing, SAP Hybris
9:30 am – 10:00 am
Open
Evolving the Marketing Organization to Drive Sales
Speaker: Jim Regan, CMO, MRP
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Evolving the Marketing Organization to Drive Sales

Sales-marketing alignment in an account-based marketing strategy is non-negotiable. As a salesperson who eventually became CMO, James Regan has a unique dual perspective on the struggles and demands of both departments. In this session, James dissects how predictive and ABM (account-based marketing) have change the marketing process and why most marketers make the mistake of not starting with the bottom of the funnel and building their marketing plans from revenue goals.

Speaker: Jim Regan, CMO, MRP
10:00 am – 10:30 am
Morning Break – Exhibits Open
10:30 am – 11:00 am
Open
Four Key Insights to Driving Higher Sales Performance
Speaker: Byron Matthews, President and CEO, Miller Heiman Group
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Four Key Insights to Driving Higher Sales Performance

The world of business isn't like it used to be. With more buyers involved in the buying process and customer expectations higher than ever, selling has never been more complex than it is today. We've uncovered four key areas crafted from years of proprietary data from CSO Insights that are critical to the higher performance of your sales team – now and in the future:
  • How to build an effective sales enablement strategy that impacts revenue year over year
  • The difference between talent and training
  • The competitive advantage of sales transformation and how to avoid common mistakes
  • The five executive personas and how to use them to close the deal
We want to ensure you have the insights you need to elevate your game and close the gap between forecasted deals and wins – now and in the future.

Speaker: Byron Matthews, President and CEO, Miller Heiman Group
11:00 am – 11:30 am
Open
Outside In: Where Sales and Strategy Meet
Speaker: Adrian Davis, President, Whetstone Inc.
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Outside In: Where Sales and Strategy Meet

Without sales, all company growth is crippled. Imagine what would happen to your sales and profits if your sales team could consistently develop strategic relationships with the right customers at the right level. In this session, Adrian will challenge you to rethink your customer relationships and provide a framework necessary to make the development of strategic customer relationships an integral part of your company's culture. He brings in-depth, refreshing, and thought-provoking insights that can be put into action immediately.

You will learn how to
  • Ensure your sales team adds strategic value to your clients.
  • Assess your company's evolution and how to prepare for its next phase.
  • Categorize your customer accounts in such a way that the right amount of attention is paid to each account.
  • Put a plan in place to ensure you are optimizing the profit potential of each account.
Speaker: Adrian Davis, President, Whetstone Inc.
11:30 am – 12:10 pm
Open
Breakout A
Coach by the Numbers: Using Call Outcomes to Drive Efficient and Effective Improvement

Speaker: Chris Beall, CEO, ConnectAndSell
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Breakout A
Coach by the Numbers: Using Call Outcomes to Drive Efficient and Effective Improvement


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 will use real CRM call disposition data to share a practical method of using dispositions to drive and measure coaching efficiency and effectiveness by coaching just who – and what – will move the needle now.

Speaker: Chris Beall, CEO, ConnectAndSell
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Breakout B
WOW! The Key to Sales Growth

Speaker: Sherri Sklar, CEO, GrowthTera
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Breakout B
WOW! The Key to Sales Growth


Have you ever experienced a "WOW" with a company from whom you've bought a product or service? Didn't it make you feel incredible and make you want to do business with that company again and again? In today's competitive environment, the winners will be the ones that deliver WOW to their customers. Sherri Sklar, CEO of GrowthTera, will share with you why delivering WOW to your customer is the key to sales growth. Drawing from examples of B2B and B2C organizations, Sherri will discuss five key actions Sales must take to deliver WOW and win business.

Speakers: Sherri Sklar, CEO, GrowthTera
12:15 pm – 1:20 pm
Lunch
1:25 pm – 1:55 pm
Open
New and Advanced Approaches to Developing Sales Culture and Leadership
Speaker: Kevin Higgins, CEO, Fusion Learning
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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
1:55 pm – 2:25 pm
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Call Your Shot: Predicting Sales Performance through Coaching
Speaker: Rob Jeppsen, CEO, Xvoyant
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Call Your Shot: Predicting Sales Performance through Coaching

WHY IT'S VALUABLE: Last year only 44% of salespeople hit their goal. Only 46% of deals to forecast as "Closed" actually closed. Sales Coaching has emerged as the catalyst in sales success. The challenge is there just aren't that many world-class coaches. Learn how Salesforce can help you build an award-winning coaching culture. Learn how award-winning organizations like Zions Bancorp, Waste Management Corp, Maritz, Henry Schein and many others have achieved sustainable, predictable growth by creating coaching cadence.

Speaker: Rob Jeppsen, CEO, Xvoyant
2:25 pm – 3:00 pm
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B2B Digital Sales: Separating the Myths from Reality
Speaker: Jennifer Stanley, Partner, McKinsey & Company
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B2B Digital Sales: Separating the Myths from Reality

We've heard the drumbeat for several years now sounding the demise of the professional B2B sales rep as "digital" takes over the customer buying journey. But, as Jennifer Stanley – a partner with McKinsey & Company's marketing and sales practice – will share, the hype doesn't live up to today's reality. Recent research across industries and multiple countries reveals that, while buyers do prefer and desire improved digital interactions, they want them most in very specific spots during their buying journey. And they want them as a complement to, not a direct replacement of, a human connection to the supplier's sales and service team. The trick for sales leaders is to know why, when, and where the "digital vs. human" interaction matters the most – and to shift their sales force's activity accordingly. Jennifer will share insights from this 2016 research, along with some best practices to help sales leaders pinpoint what really matters with digital and to identify when changing course will make a meaningful difference to results.

Speaker: Jennifer Stanley, Partner, McKinsey & Company
3:00 pm – 3:30 pm
Afternoon Break – Exhibits Open
3:30 pm – 4:10 pm
Open
Innovative Ways to Help Reps Reach Peak Performance Levels
Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power 
Panelists: Jamie Crosbie, Founder/CEO, ProActivate, LLC 
Andrew Field, CEO, PFL
Anthony Iannarino, International speaker, Author, and Sales Leader
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Innovative Ways to Help Reps Reach Peak Performance Levels

We're experiencing the evolution of Sales 3.0. But living in a technological age can cause a lot of stress and distraction, so sales leaders must figure out innovative ways to activate sales reps to consistent peak performance levels. This panel of experts will explore the evolution of Sales 3.0 and some of the innovative steps you can take to help your reps reach their peak performance levels. The panelists will also discuss:
  • why self-discipline is the most crucial (and the most difficult) element of sales success – and how to overcome that obstacle;
  • the advantages of moving to a non-commissioned sales force;
  • why a peak performance mindset will be the secret sauce for sales success in 2017;
  • and simple strategies you can deploy to help your reps reach peak performance levels.
Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power 
Panelists: Jamie Crosbie, President, ProActivate, LLC 
Andrew Field, CEO, PFL
Anthony Iannarino, International speaker, Author, and Sales Leader
4:10 pm – 4:45 pm
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Blue Coat's Secret Weapon: The Ideal Sales Profile
Speaker: Todd Vancil, Vice President, Worldwide Systems Engineering and Sales Team Enablement, Blue Coat
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Blue Coat's Secret Weapon: The Ideal Sales Profile

Learn how the creation of an ideal sales profile helped Blue Coat Systems become a sales leader in its space – and how you can apply their unique Talent Management Framework to build the same level of sales talent at your company. With clear documented guidelines for how to recruit, interview, and onboard new employees to the sales organization, Blue Coat was able to establish a clear culture that transformed employee retention and performance.

This presentation focuses on the specific steps, templates, and technology you can leverage to apply the same proven framework to your organization and create a sales profile that guarantees success and ensures your team is ready for a Sales 3.0 world.

Speaker: Todd Vancil, Vice President, Worldwide Systems Engineering and Sales Team Enablement, Blue Coat
4:45 pm – 5:00 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-sap
premier_sponsor-mrp
premier_sponsor-millerheimangroup
premier_sponsor-fusionlearning
premier_sponsor-hirevue
Platinum Sponsor
platinum_sponsor-connectandsell
Gold Sponsor
gold_sponsor-pfl
Silver Sponsors
silver_sponsor-richardson
silver_sponsor-microsoft
silver_sponsor-advantexe
Media Sponsors
media_sponsor-sellingpower
media_sponsor-crowdreviews