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Agenda Overview

 
Monday, April 8, 2013
Tuesday, April 9, 2013
Wednesday, April 10, 2013
 
7:30 am– 9:00 am Registration & Networking Breakfast – Exhibits Open
9:00 am– 9:35 am
Open
Reaching Maximum Sales Potential: Capitalizing on Sales 2.0 Trends in 2013
Speaker: Gerhard Gschwandtner, Founder & CEO, Selling Power
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Reaching Maximum Sales Potential: Capitalizing on Sales 2.0 Trends in 2013

Since the first Sales 2.0 Conference in 2007, nearly 2,000 sales technology applications have flooded the market. In his kickoff keynote, Gerhard Gschwandtner examines the impact of this growth and outlines practical ways your company can use technology to support a forward-thinking culture and achieve maximum revenue potential. His keynote will include results from the 2013 Sales 2.0 Impact Survey, which examines buying and usage patterns of Sales 2.0 technology solutions in B2B sales organizations across a variety of industries.

Speaker:
Gerhard Gschwandtner, Founder & CEO, Selling Power

Time: 9:00 am– 9:35 am

Location: Veranda Ballroom
9:35 am– 10:05 am
Open
Verizon's Ignite App: Engaging Your Sales Force Through Motivational Design
Speaker: Jason Mowery, Director, Strategy, Cynergy
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Verizon's Ignite App: Engaging Your Sales Force Through Motivational Design

New generations of technology used by new generations usher in new workplace trends. While the "Millennials" and the "Digitals" are driving change, the rest of us are still very much in the game. Come hear Verizon's powerful answer to engaging retail sales reps across varying regions in an attempt to drive sales and improve the customer experience. We'll explore key elements such as motivational design, actionable feedback, and utilization metrics all created to connect our reps to each other, their results, and our customers.

Speaker:
Jason Mowery, Director, Strategy, Cynergy

Time: 9:35 am– 10:05 am

Location: Veranda Ballroom
10:05 am– 10:40 am
Open
A Top 10: Insights that Lead to Sales Success
Speaker: Andris Zoltners, Founding Director, ZS Associates
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A Top 10: Insights that Lead to Sales Success

Every sales force has at least 10 percent upside revenue opportunity – by doing something different. Andy Zoltners will share his top 10 revenue-enhancing sales force ideas, insights spanning sales-force sizing, territory alignment, goal setting, compensation, recruiting, and the vitally important role of the sales manager. Distilled from experience working with hundreds of sales organizations and backed up by in-depth research, these are ideas to jump-start your sales results.

Speaker:
Andris Zoltners, Founding Director, ZS Associates

Time: 10:05 am– 10:40 am

Location: Veranda Ballroom
10:40 am– 11:10 am Break – Exhibits open
11:10 am– 11:55 am
Open
Breakout A - How Real Companies Are Aligning Their Sales and Marketing Organizations to Drive Revenue
Speaker: Stu Schmidt, Chief Revenue Officer, ConnectAndSell, Inc.
Ken Narita, Director, Marketing, Trinet
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Breakout A - How Real Companies Are Aligning Their Sales and Marketing Organizations to Drive Revenue

This session will focus on an actual company's journey across the traditional sales and marketing divide to create a symbiotic relationship that ultimately grew the bottom line. Join this lively discussion and learn how to make your marketing team part of the sales fun...budgets, staffing, incentives, closing, and revenue!

Speaker:
Stu Schmidt, Chief Revenue Officer, ConnectAndSell, Inc.
Ken Narita, Director, Marketing, Trinet

Time: 11:10 am– 11:55 am

Location: Yerba Buena A
Open
Breakout B - Marketing Insight: Your Road to Sales Enablement
Speaker: Stephanie Dart, Senior Product Marketing Manager, Microsoft Dynamics CRM
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Breakout B - Marketing Insight: Your Road to Sales Enablement

For many years experts have been pitching the importance of alignment between sales and marketing departments, but very few companies have actually mastered it. It's the age-old challenge: sales thinks that marketing isn't producing enough qualified leads, and marketing thinks that salespeople don't know how to close a deal. What many sales organizations don't realize is that marketing can actually provide more value than that found in a list of leads. Marketing can provide insight into the customers' intent and where they may be in the buying cycle. Combined with social intelligence, this marketing insight can be extremely powerful and actually help drive more revenue and accelerate growth. Attend this session to learn how focusing on the right metrics and providing marketing insight to your salespeople can help drive results.

Speaker:
Stephanie Dart, Senior Product Marketing Manager, Microsoft Dynamics CRM

Time: 11:10 am– 11:55 am

Location: Yerba Buena B
12:00 pm – 12:45 pm
Open
Breakout A - Turning Insights into Action – Smarter Selling Strategies Critical To Winning Deals
Speaker: Scott Eidle, Director, Solutions Marketing, Mobile Apps, SAVO
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Breakout A - Turning Insights into Action – Smarter Selling Strategies Critical To Winning Deals

In this session, join Scott Eidle, Director, Solutions Marketing, Mobile Apps at the SAVO Group, to learn how leading organizations are deploying smarter selling strategies to more closely align to the buyers journey, and in turn, using insights to better establish control of the sales motion to win more deals.

Speaker:
Scott Eidle, Director, Solutions Marketing, Mobile Apps, SAVO

Time: 12:00 pm– 12:45 pm

Location: Yerba Buena A
Open
Breakout B - Beyond Social: Why Traditional Relationships Matter
Speakers: Rob Begg, Vice President, Marketing, Introhive
Ben Doyle, Vice President, Sales Enablement, Enterasys Networks, Inc.
Gregg Ostrowski, Senior Director, Enterprise Development Partners, Blackberry
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Breakout B - Beyond Social: Why Traditional Relationships Matter

Social media has done a great job of reminding businesses about the power of relationships. Social has changed how we connect, where we connect, and with whom. It also reminds us that our connections with customers can happen anywhere in business, not just in sales. But social connections are only a piece of a company's relationship strength. To be successful, sales needs to be able to unlock relationships in social, business, and corporate networks.

This panel of sales and marketing leaders from leading technology companies will share how they engage the entire organization to support the sales process. Panelists will explain how they use their internal networks to map accounts and gain intelligence. They'll also discuss and share examples of how they use collaboration, social media, technology, and training to increase market reach and create a competitive advantage based on relationships.

Speakers:
Rob Begg, Vice President, Marketing, Introhive
Ben Doyle, Vice President, Sales Enablement, Enterasys Networks, Inc.
Gregg Ostrowski, Senior Director, Enterprise Development Partners, Blackberry

Time: 12:00 pm– 12:45 pm

Location: Yerba Buena B
12:45 pm– 1:55 pm Lunch – Exhibits open
1:55 pm– 2:40 pm
Open
Breakout A - Using Assessments to Enhance Your Sales Development Strategy: An Example Using the Challenger Sales Model
Speaker: Patty McKay, Senior Director Learning & Talent Development, AMN Healthcare
Matthew O'Connell, Executive Vice President & Co-founder, Select International
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Breakout A - Using Assessments to Enhance Your Sales Development Strategy: An Example Using the Challenger Sales Model

Join speakers from AMN Healthcare and Select International as they discuss best practices for utilizing sales assessments for both development and selection. AMN Healthcare utilizes the Challenger Sales Model as a foundation for their sales development strategy. They needed an assessment solution that would align with the concepts of the Challenger Sales Model: Teach, Tailor and Take Control. After evaluating numerous vendors, AMN Healthcare chose Select International's Select SalesPro assessment due to the fact that it aligned with the Challenger Sales approach and it was budget friendly.

This session will discuss the details of what a best in class sales assessment should measure, how to interpret the data of that assessment, and how the assessment can be used for both selection and development. The presenters will discuss how AMN Healthcare utilizes sales assessments as part of their Challenger Sales Model to develop quality sales people for various roles within the organization.

During this session attendees will learn:
  • Why AMN Healthcare uses the Challenger Sales Model and how it has made an impact on their business.
  • How sales assessments can enhance and strengthen a development model.
  • Why the SalesPro assessment tool was the right choice for AMN Healthcare and how they use the results.
  • How sales assessments are developed and how they can increase accuracy in the hiring process.
Speaker:
Patty McKay, Senior Director Learning & Talent Development, AMN Healthcare
Matthew O'Connell, Executive Vice President & Co-founder, Select International

Time: 1:55 pm– 2:40 pm

Location: Yerba Buena A
Open
Breakout B - Sales Hacks: 22 Tricks, Shortcuts, and Other Best Practices to Make Your Sales Team More Efficient, Productive, and Successful
Speaker: Matt Heinz, President, Heinz Marketing Inc
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Breakout B - Sales Hacks: 22 Tricks, Shortcuts, and Other Best Practices to Make Your Sales Team More Efficient, Productive, and Successful

This rapid-fire session will walk you through a series of mostly free tactics that sales teams are using to increase activity volume and lead qualification and conversion, and generally get more done. Shortcuts, mashups, and other best practices will address everything from prospect research to social selling, lead follow-up, referral generation, and much more.

Want to help your reps manage more prospects in less time? Decrease time between outbound calls? Increase efficiency on the road? Improve CRM usage and data integrity? Get your pencils ready. This session will address these common sales challenges with practical, proven, real-world solutions you can put to work immediately.

Speaker:
Matt Heinz, President, Heinz Marketing Inc

Time: 1:55 pm– 2:40 pm

Location: Yerba Buena B
2:40 pm– 3:10 pm Break – Exhibits open
3:10 pm– 3:40 pm
Open
Interpreting the "F Word" in Client Relationships
Speaker: Tom Cates, Founder & President, The Brookeside Group
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Interpreting the "F Word" in Client Relationships

When a client says everything is fine, nothing could be further from the truth. This dirty four-letter word signals problems with your relationship. Join this session to learn how to identify and save your most at risk accounts.

Speaker:
Tom Cates, Founder & President, The Brookeside Group

Time: 3:10 pm– 3:40 pm

Location: Veranda Ballroom
3:40 pm– 4:25 pm
Open
Building Long-Term Revenue Growth by Strengthening Customer Relationships
Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power
Panelists: Jim Contardi, Senior Vice President, National Merchants & Product Consulting, First Data
David DiStefano, President & CEO, Richardson
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Building Long-Term Revenue Growth by Strengthening Customer Relationships

To achieve long-term revenue growth, sales leaders must ensure that relationships within key accounts are both stable and continuously developed so that reps can find and capitalize on all potential selling opportunities. For your company, this means implementing a process that will enable your reps to proactively manage customer relationships by developing credibility, establishing trust, and identifying opportunities for incremental value creation. In this session, you will learn key lessons from First Data on how to increase revenue through improved customer relationships, including how to
  • implement a strategic process for increasing revenue within your existing client base,
  • ensure that sales reps are able to develop trust with clients,
  • build a plan for communicating and delivering value to clients.
Moderator:
Gerhard Gschwandtner, Founder & CEO, Selling Power

Panelists:
Jim Contardi, Senior Vice President, National Merchants & Product Consulting, First Data
David DiStefano, President & CEO, Richardson

Time: 3:40 pm– 4:25 pm

Location: Veranda Ballroom
4:25 pm– 4:55 pm
Open
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Revolutionize Your Company by Turning Conversations into Customers & Relationships into Revenue with Social Selling

As social moves beyond community managers and marketing and into the rest of the company, especially sales, it's critical that companies understand and embrace social selling. Ferrara's session will focus on how you can revolutionize your sales organization by leveraging social listening and engagement. He will cover practical tips on how to teach your team to be proactive on social networks and use those networks to create more wins. He will also discuss the ways in which social business and social-selling practices can help companies track key conversations across all channels, so you can make more strategic decisions in the customer life-cycle process.

Speaker:
Jon Ferrara, Founder & CEO, Nimble

Time: 4:25 pm– 4:55 pm

Location: Veranda Ballroom
4:55 pm– 5:10 pm Day One – Closing Remarks
Speaker: Gerhard Gschwandtner, Founder & CEO, Selling Power
5:10 pm– 6:45 pm Cocktail Reception & Men's NCAA Championship Game
Join us for networking, drinks, appetizers, and the Men's NCAA Game!
7:30 am– 8:35 am Registration & Networking Breakfast
8:35 am– 8:45 am The Future of Social Selling: Powerful Insights for Direct Social Response
Speaker: Nathan Kievman, CEO, Linked Strategies
8:45 am– 9:20 am
Open
Achieving Great Expectations: The Mirror Test for Today's Sales Organizations
Speaker: Jeffrey Hayzlett, Best-Selling Author, Global Business Celebrity & Sometime Cowboy
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Achieving Great Expectations: The Mirror Test for Today's Sales Organizations

Jeffrey Hayzlett will help you ask the questions that most business managers are afraid to ask. And he points out, if you aren't willing to look at what's working and what isn't – and then take the necessary steps to fix it – well, you, your sales team, and your colleagues are in for a tough ride. Hayzlett will show you the management, sales, and customer-service techniques you need, not only to survive, but to soar ahead of your competition. Key takeaways include
  • critical questions you must ask about your sales organization,
  • the biggest challenges facing the C-suite today and what your team/company needs to do to help,
  • how to ensure your sales team matches its selling style to the personalities and key behaviors of your buyers,
  • essential social-media rules that will help engage customers and energize your sales team.
Speaker:
Jeffrey Hayzlett, Best-Selling Author, Global Business Celebrity & Sometime Cowboy

Time: 8:45 am– 9:20 am

Location: Veranda Ballroom
9:20 am– 9:55 am
Open
Real Insights on What Drives Success: The Definitive Metrics of Sales Performance
Speaker: Chris Cabrera, Founder & CEO, Xactly Corporation
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Real Insights on What Drives Success: The Definitive Metrics of Sales Performance

In this session Chris Cabrera will share first-ever, empirical metrics on what truly leads to the best performance of your sales team.†For over seven years, Xactly has aggregated terabytes of sales performance and transaction data from hundreds of sales organizations.†This is Big Data for Sales that Xactly has derived invaluable insights that will allow you to align sales compensation with sales strategy.†Cabrera will share metrics enabling you to benchmark your sales organization, better decision making as to how incent right to drive behavior leading to higher win rates and increased revenues.†He will also unveil new tools that help sales reps leverage their networks effectively to hit their quotas!

Speaker:
Chris Cabrera, Founder & CEO, Xactly Corporation

Time: 9:20 am– 9:55 am

Location: Veranda Ballroom
9:55 am– 10:25 am
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The Art & Science of Account Planning
Speaker: Donal Daly, CEO, The TAS Group
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The Art & Science of Account Planning

Maximizing revenue from key accounts is critical to maintaining revenue growth. Effective account planning is a team sport, particularly relevant to the synergy between sales and marketing. In this session, Donal Daly will explore the essential aspects of account planning: understanding the customer's business, visualizing "white space" to expand sales, identifying and building strategic relationships, collaborating on business strategy, identifying and winning new opportunities, increasing solution and account penetration, and automating account plans within the CRM. Daly will be distributing a limited number of copies of his new book, Account Planning in Salesforce.

Speaker:
Donal Daly, CEO, The TAS Group

Time: 9:55 am– 10:25 am

Location: Veranda Ballroom
10:25 am– 11:05 am Break – Exhibits open
11:05 am– 11:50 am
Open
Breakout A - The Digital Sales Future
Speaker: Tom Scontras, Vice President, Sales & Marketing, Glance Networks
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Breakout A - The Digital Sales Future

The sales world is changing, and sales professionals must evolve. Longtime innovator and sales and marketing leader Tom Scontras will share his perspective on what the sales professional of the future will look like and the required skill set needed to thrive. Traditionally within B2B transactions, buyers were dependent on sellers to provide expert advice. Today, social networks promote a free and open exchange of information that continues to drastically impact traditional buyer/seller relations and engagement models. Buyers are no longer relegated to phone, email, or fax to gather information. Instead, they immerse themselves in real-time conversations through various business and social networks, seeking answers through peer-driven conversations. This session will cover how this dynamic affects inside salespeople and what they can do to remain a vital part of the sales process.

Speaker:
Tom Scontras, Vice President, Sales & Marketing, Glance Networks

Time: 11:05 am– 11:50 am

Location: Yerba Buena A
Open
Breakout B - Buyer-Focused Sales & Marketing Alignment
Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power
Panelists: Eryc Branham, Chief Revenue Officer, RocketSpace
Kurt Shaver, Founder & CEO, The Sales Foundry
Patrick Quinlan, CEO, Convercent
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Breakout B - Buyer-Focused Sales & Marketing Alignment

In the last year, many sales and marketing teams have found that social media and new buyer behavior have completely disrupted the "traditional" sales and marketing process. Much of the buying cycle now happens before reps speak to a prospect. Your prospects are reading your blogs, downloading white papers, checking out your company on LinkedIn, or following you on Twitter. How well-prepared are your reps to have meaningful conversations by the time prospects connect with them? Do your marketing messages convey relevant insight to prospects? Does the content-marketing material you leverage (e.g., Webinars, white papers, blogs, social media), help your sales team effectively qualify opportunities and move them through the pipeline?

This panel discussion will help you understand how sales and marketing can work together to create a more buyer-focused cycle and how you can achieve these objectives:
  1. Enable sales reps to build relationships with customers via a variety of channels
  2. Map your sales process to the customer buying cycle
  3. Provide reps with resources that empower them to have compelling and relevant conversations with qualified prospects
  4. Help your reps identify new selling opportunities within your existing customer database
Moderator:
Gerhard Gschwandtner, Founder & CEO, Selling Power

Panelists:
Eryc Branham, Chief Revenue Officer, RocketSpace
Kurt Shaver, Founder & CEO, The Sales Foundry
Patrick Quinlan, CEO, Convercent

Time:11:05 am– 11:50 am

Location: Yerba Buena B
11:55 am– 12:40 pm
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Breakout A - Punch above Your Weight: Marketing, Selling & Winning against Bigger Competitors
Speakers: Dianna Sheppard, CEO, CloudMills
Paul Rafferty, CEO, Sales Engine International
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Breakout A - Punch above Your Weight: Marketing, Selling & Winning against Bigger Competitors

Due to rapid developments in technologies, demand generation is a significantly more complex process. Organizations with limited resources can struggle to compete against larger, better-funded companies.

This session will focus on how one CEO has successfully launched or accelerated the growth of three separate technology and business-services companies with very limited marketing resources. Attendees will learn what demand-generation tactics are being leveraged by top-performing companies to attract, capture, nurture, and convert prospects and how midsize companies and start-ups can access the talent and tools required to be a top performer.

Speakers:
Dianna Sheppard, CEO, CloudMills
Paul Rafferty, CEO, Sales Engine International

Time: 11:55 am– 12:40 pm

Location: Yerba Buena A
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Breakout B - Pitching and Presenting: How to Make Your Story Compelling
Speaker: Theresa Lina Stevens, CEO, Lina Group, Inc.
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Breakout B - Pitching and Presenting: How to Make Your Story Compelling

Why are some sales and marketing pitches wildly interesting and effective, while so many others are downright dreadful? How do great ones grab the audience and keep it engaged? The answer is surprising and simple: it usually boils down to how the content is structured. Originally developed and presented at Stanford University, this session will provide you with a very simple but profoundly different storytelling framework that will hold your audience captive, whether you're pitching ideas, products, your company, or yourself. It applies to presentations, conversations, collateral, social media, and any other venue. Feel free to arrive with a pitch in mind that you'd like to work on. You'll find out how to structure your message, make it irresistible, and WOW your audience with visuals. Apply these principles and tips to pitches of any length to any audience.

Speaker:
Theresa Lina Stevens, CEO, Lina Group, Inc.

Time: 11:55 am– 12:40 pm

Location: Yerba Buena B
12:40 pm– 2:00 pm
Open
Lunch + Keynote
NEVER FLY SOLO!® Lead with Courage, Build Trusting Partnerships, and Reach New Heights in Business
Speaker: Rob "Waldo" Waldman, New York Times Best-Selling Author & Sales Wingman
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NEVER FLY SOLO!® Lead with Courage, Build Trusting Partnerships, and Reach New Heights in Business

Flying solo? You might think so. But take a good look around. You have support staff. You have managers. You have suppliers, vendors, and distributors. And you have colleagues, family members and significant others. By committing yourself to excellence and placing your trust in those around you, you can overcome obstacles, adapt to change, and break performance barriers during adverse times. By placing your trust in your wingmen and by being a wingman to your customers and team, there is no mission you can't complete!

Lt. Col. Rob "Waldo" Waldman, The Wingman, overcame a lifelong battle with claustrophobia and a fear of heights to become a combat decorated Air Force fighter pilot and highly successful businessman, entrepreneur, and New York Times bestselling author. His motto is Winners Never Fly Solo! Through his captivating personal stories and high energy videos, learn how you, like a fighter pilot, can succeed in highly competitive and demanding environments.

Discover how to prepare diligently for every mission; employ loyal wingmen to promote integrity and mutual support; and lead your team with courage, compassion and conviction. Be inspired to take to the skies knowing that you have wingmen to help you face challenges and change with confidence while maximizing your potential in all aspects of your life.

Waldo's clients include Aflac, Marriott, Medtronic, Nokia, Hewlett-Packard, Johnson & Johnson, Bank of America, and dozens of national associations. He is the author of the New York Times and Wall Street Journal bestseller Never Fly Solo (McGraw-Hill) and has been featured on Fox News, CNN, CNBC, The Harvard Business Review, and SUCCESS Magazine.

Speaker:
Rob "Waldo" Waldman, New York Times Best-Selling Author & Sales Wingman

Time: 12:40 pm– 2:00 pm

Location: Veranda Ballroom
2:00 pm– 2:30 pm Break – Exhibits open
2:30 pm– 3:15 pm
Open
How IBM's Inside Sales Organization is Driving Sales 2.0 Innovation
Speakers: Judy Buchholz, Vice President Inside Sales, North America, IBM
Anneke Seley, CEO & Founder, Reality Works Group
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How IBM's Inside Sales Organization is Driving Sales 2.0 Innovation

Join Judy Buchholz, IBMís Vice President of Inside Sales, North America, in a fireside conversation with Anneke Seley, coauthor of Sales 2.0: Improve Business Results Using Innovative Practices and Technology. You will learn how IBM's North America inside sales is showing measurable business return from Sales 2.0 investments. Judy and Anneke will discuss the following:
  1. How IBM "socializes" Sales 2.0 programs, sells them internally, and justifies initial and continued funding
  2. Which Sales 2.0 investments are showing promise Ė and the revenue results generated so far
  3. When and how initiatives can be successfully rolled out and scaled nationally
Speakers:
Judy Buchholz, Vice President Inside Sales, North America, IBM
Anneke Seley, CEO & Founder, Reality Works Group

Time: 2:30 pm– 3:15 pm

Location: Veranda Ballroom
3:15 pm– 3:45 pm
Open
Loyalty 3.0: How to Revolutionize Sales Productivity with Big Data & Gamification
Speaker: Jim Scullion, CEO, Bunchball
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Loyalty 3.0: How to Revolutionize Sales Productivity with Big Data & Gamification

As our sales activities move online and are being mediated by technology, it's all generating reams of data -- we are walking data generators. In this talk, Jim Scullion, CEO of Bunchball will reveal how to combine this big data with the latest understanding of human motivation to power gamification, the data-driven motivational techniques used by game designers to stimulate engagement, participation, and activity. With this potent combination, businesses now have a powerful engine for driving sales productivity, efficiency, and performance and generating a sustainable competitive advantage in their markets.

Speaker:
Jim Scullion, CEO, Bunchball

Time: 3:15 pm– 3:45 pm

Location: Veranda Ballroom
3:45 pm– 4:15 pm
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Social Business Strategies for Sales Leaders
Speaker: Christine McLeod, Advisor, Enterprise Strategies
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Social Business Strategies for Sales Leaders

A social business is an organization that integrates social technologies with business processes to improve productivity. The challenge for sales leaders is to effectively incorporate social-business practices into sales process and strategy. When this is done properly, leveraging a social strategy will provide you with the bottom-line results you need to generate. In this session, Christine McLeod will share a framework used by industry-leading companies that will help you leverage a social strategy to improve sales performance, impress customers with better engagement efforts, and differentiate your company from the competition. McLeod will help translate theories about social into actionable tactics that will positively impact sales results.

Speaker:
Christine McLeod, Advisor, Enterprise Strategies

Time: 3:45 pm– 4:15 pm

Location: Veranda Ballroom
4:15 pm– 4:50 pm
Open
Sales Leadership Insight: Ensuring That Perceived Success Is Real Success
Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power
Panelist: Leif Welch, SVP/GM, Mobile, Cox Digital
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Sales Leadership Insight: Ensuring That Perceived Success Is Real Success

In this fireside chat between Gerhard Gschwandtner, Founder & CEO of Selling Power, and Leif Welch, SVP/GM, Mobile, of Cox Digital, you get an inside look into the processes, tools, and strategies Welch leverages to ensure that his sales team is on track to succeed. First, he will discuss some of the challenges he faced as he entered his current role, and then heíll share tactics he used to overcome them, including
  • engaging and motivating his reps in unique ways,
  • fostering a culture of success,
  • monitoring key metrics daily and weekly,
  • identifying why deals are lost – and won,
  • replicating the best practices of top performers across the team.
This session will be highly interactive and will feature a live performance. You donít want to miss this session!

Moderator:
Gerhard Gschwandtner, Founder & CEO, Selling Power

Speaker:
Leif Welch, SVP/GM Mobile, Cox Digital

Time: 4:15 pm– 4:50 pm

Location: Veranda Ballroom
4:50 pm– 5:00 pm Closing Remarks & Action Items
Speaker: Gerhard Gschwandtner, Founder & CEO, Selling Power
5:00 pm– 6:15 pm Reception
8:30 am– 11:00 am
Open
Sales Training Workshop
Sales Training: Strategies and Best Practices for a Consistently Successful Sales Organization
Presenters: Matt Heinz, President, Heinz Marketing Inc
David DiStefano, President & Chief Executive Officer, Richardson

Click here to download a PDF of the Sales Training Workshop overveiw.
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Sales Training: Strategies and Best Practices for a Consistently Successful Sales Organization

World-class sales organizations have made sales training a daily and weekly habit. Many of them are leveraging easy-to-implement strategies to help reps quickly engage prospects and develop deeper relationships with customers. In this session, Matt Heinz will help you outline a specific, actionable plan for making training a regular core competency in your sales organization. You'll hear real-world examples of how other companies are doing it (including their before-and-after results). He will walk you through coaching strategies focused on helping reps build rapport quickly so that opportunities move through the pipeline faster.

You'll benefit from learning how to
  • establish sales training as a regular function within your sales organization,
  • coach reps on how to build deeper relationships with clients,
  • help your reps leverage quick and effective thought-leadership tactics to engage prospects at the top of the sales funnel,
  • ensure your training plan will achieve results,
  • reinforce messaging presented at a kick-off meeting with proven reinforcement strategies.
Workshop Presenters:
Matt Heinz, President, Heinz Marketing Inc
David DiStefano, President & Chief Executive Officer, Richardson

Click here to download a PDF of the Sales Training Workshop overview.