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Header Register Sales 2.0 Conference
Agenda Overview

 
Monday, May 5, 2014
Tuesday, May 6, 2014
Wednesday, May 7, 2014
 
7:30 am – 8:30 am Breakfast
8:30 am – 8:45 am
Conference Kickoff
Speakers: Gerhard Gschwandtner, Founder & CEO, Selling Power
Alice Heiman, Chief Networking Officer
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The Seven Sales 2.0 Trends That Will Change Your Business

Selling Power magazine founder and publisher Gerhard Gschwandtner will review the seven Sales 2.0 trends that will change everything for businesses. Hear how you can accelerate your learning curve and stay ahead of these trends, grow your business, and expand your bottom line.

Speakers: Gerhard Gschwandtner, Founder & CEO, Selling Power
Alice Heiman, Chief Networking Officer
8:45 am – 9:15 am
Open
The Seven Sales 2.0 Trends That Will Change Your Business
Speaker: Gerhard Gschwandtner, Founder & CEO, Selling Power
Close
The Seven Sales 2.0 Trends That Will Change Your Business

Selling Power magazine founder and publisher Gerhard Gschwandtner will review the seven Sales 2.0 trends that will change everything for businesses. Hear how you can accelerate your learning curve and stay ahead of these trends, grow your business, and expand your bottom line.

Speaker: Gerhard Gschwandtner, Founder & CEO, Selling Power
9:15 am – 9:55 am
Open
Real-Time Marketing & PR: How to Instantly Engage Your Market, Connect with Customers, and Create Products That Grow Your Business Now
Speaker: David Meerman Scott, World-renowned Marketing Strategist and Best-selling Author
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Real-Time Marketing & PR: How to Instantly Engage Your Market, Connect with Customers, and Create Products That Grow Your Business Now

Wake up, it's revolution time! Gone are the days when you could plan out your marketing and public-relations programs well in advance and release them on your timetable. It's a real-time world now, and if you're not engaged, then you're on your way to marketplace irrelevance. Real time means news breaks over minutes, not days. It means ideas percolate then suddenly and unpredictably go viral to a global audience. Real time is when companies develop (or refine) products or services instantly, based on feedback from customers or events in the marketplace. It's when businesses see an opportunity and are the first to act on it. Caught up in old, time-consuming processes, too many companies leave themselves fatally exposed by flying blind through this new media environment. You don't have to be among them. Scale and media buying power are no longer a decisive advantage. What counts today is speed and agility. While your competitors scramble to adjust, you can seize the initiative, open new channels, and grow your brand.

Speaker: David Meerman Scott, World-renowned Marketing Strategist and Best-selling Author
9:55 am – 10:25 am
Open
The Secret of Under-Plan Performance – and How to Fix It
Speaker: Kevin Higgins, CEO, Fusion Learning
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The Secret of Under-Plan Performance – and How to Fix It

True or false: If 6 out of 10 salespeople on your sales team are at or above plan, you have a high probability of being above plan as a sales team. If you said true, you're in trouble. At first glance, 60 percent of your team performing well seems like good sales performance. In reality, however, your sales team has only a 10 percent chance of being above plan. What are you doing to avoid disappointing results? In this session, Kevin Higgins, CEO of Fusion Learning, will engage you in a dialogue about under-plan performance and how to fix it:
  • He'll uncover the false picture painted when you focus solely on your overall revenue target.
  • You'll learn what a great sales manager looks like, based on the performance of the entire sales team.
  • He'll share insight on dramatically increasing the probability that you'll be above plan.
Attend this session and learn how to move your team toward consistent and predictable above-plan performance.

Speaker: Kevin Higgins, CEO, Fusion Learning
10:25 am – 10:55 am
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Sell Smarter: The Future of Sales
Speaker: Chuck Penfield, Regional Vice President of Sales, Cloud CRM Applications, Oracle
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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 Oracle's Chuck Penfield, Regional Vice President of Sales, Cloud CRM Applications, 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
10:55 am – 11:30 am Break
11:30 am – 12:10 pm
Open
Breakout A - Making Mobile Work for You
Speakers: Orrin Broberg, President, App Data Room LLC
Jim Dickie, Managing Partner, CSO Insights
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Breakout A - Making Mobile Work for You

Whether you have just implemented tablet computers in your sales organization or you're still considering making the move to tablet, this session is for you. Learn how other enterprise sales organizations are leveraging mobile technologies to increase sales, lower costs, and increase professionalism in their presentations. See how cloud-based content management gives you control over your marketing and digital sales collateral. Which materials are used by your salespeople most often and capture your customers' attention? Find out why salespeople love some apps and why other apps don't work out. In this session, you will learn
  • how companies have rolled out mobile to their sales organizations – the good and the not so good;
  • what makes a successful mobile sales app;
  • how the support organization needs to evolve;
  • how to make sales and marketing collaboration work for you.
Speakers: Orrin Broberg, President, App Data Room LLC
Jim Dickie, Managing Partner, CSO Insights
Open
Breakout B - Accelerate Your Proposal-to-Close Cycle and Win More Business
Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power
Panelists: Laurence Abrams, President & CEO, Paperless Proposal
Barbara McCormack, Region Vice President, Sales & Marketing, Securitas USA
Aubrae Wagner, Chief Operations Officer, EnVeritas Group
Jeff Woolf, Vice President, Sales, One Call Now
Close
Breakout B - Accelerate Your Proposal-to-Close Cycle and Win More Business

Proposals can be a thief of time for salespeople, and over time, this thief can turn into a sales killer. A recent CSO Insights study revealed that 26.1 percent of sales end in no decision, and the win rate for forecast deals is only 46.5 percent. (Compare that to the odds of winning in Vegas at the craps table: 49 percent.) In this session, you will learn how new technology increases the odds that salespeople will close more sales. How? Tracking in real time the exact moment when a prospect opens a proposal or quote. Notification of what content was viewed, for how long the prospect viewed it, and with whom it was shared. You'll also learn how to craft effective proposals that are CRM integrated and contain an optimized ratio of words to rich media. You'll hear documented success stories from three top sales executives who have already realized the benefits of using advanced technology to win more business.

Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power
Panelists: Laurence Abrams, President & CEO, Paperless Proposal
Barbara McCormack, Region Vice President, Sales & Marketing, Securitas USA
Aubrae Wagner, Chief Operations Officer, EnVeritas Group
Jeff Woolf, Vice President, Sales, One Call Now
12:10 pm – 1:15 pm Birds of a Feather Lunch – Exhibits Closed
1:15 pm – 1:55 pm
Open
Breakout A - Moneyball for Sales – Predictive Scoring
Speakers: Jamie Grenney, Vice President, Marketing, Infer
Jim Herbold, Former EVP of Sales, Box
Suresh Khanna, Senior Vice President, Sales & Operations, AdRoll
Close
Breakout A - Moneyball for Sales – Predictive Scoring

The easiest way to increase the batting average for all your reps is to ensure they're swinging at only strikes. Today forward-thinking sales organizations have figured out that they can use data to accurately predict which leads or accounts will turn into great customers. What is so exciting is that it's easier than you think. Virtually any company can do it. But those who get there first will likely come out on top. Hear from two highly respected sales leaders about the impact that predictive scoring has had on their business and why it has them one step ahead of the competition.

Speakers: Jamie Grenney, Vice President, Marketing, Infer
Jim Herbold, Former EVP of Sales, Box
Suresh Khanna, Senior Vice President, Sales & Operations, AdRoll
Open
Breakout B - Enabling Sales Teams: How ADP Leverages Technology to Drive High-Quality Leads, Increase Customer Acquisition, and Promote a Culture of Goodwill
Speakers: Larry Angeli, Senior Vice President and Chief Revenue Officer, Sales & Marketing, Amplifinity
Martha Olson, Director, Sales Operations, Small Business Services, ADP
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Breakout B - Enabling Sales Teams: How ADP Leverages Technology to Drive High-Quality Leads, Increase Customer Acquisition, and Promote a Culture of Goodwill

Over the last decade, ADP's investment in research and focus on innovation has transformed the company from a leader in payroll services into a full human capital management provider. On the forefront of change, ADP's Small Business Services is dedicated to the art of selling in a technologically driven marketplace, where consumers are more empowered than ever before. ADP's use of Amplifinity's Advocacy Marketing software enables it to leverage and empower its brand advocates (customers, employees, and partners) and benefits the sales team, as well as the bottom line. ADP's Small Business Services remains committed to innovation and growing its "culture of goodwill," and its referral program is a key example of this commitment.

In this session you will learn
  • how ADP's sales operations have evolved over time,
  • how Amplifinity's Advocacy Management Platform enables sales teams to work efficiently and productively to generate high-quality leads,
  • How ADP has developed and optimized referral best practices,
  • Why Advocacy Marketing works for large enterprises with complex sales cycles.
Speakers: Larry Angeli, Senior Vice President and Chief Revenue Officer, Sales & Marketing, Amplifinity
Martha Olson, Director, Sales Operations, Small Business Services, ADP
1:55 pm – 2:25 pm Break
2:25 pm – 2:55 pm
Open
Stop Doing Stupid Stuff: The Critical Moves Required to Create Real-Time Sales Results
Speaker: Tristam Brown, Chairman & CEO, LSA Global
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Stop Doing Stupid Stuff: The Critical Moves Required to Create Real-Time Sales Results

When it matters most to your biggest customers, do you have the capability and capacity to respond in real time? Are you headed in the right direction but your sales team's performance isn't where you want it to be? Unfortunately, many sales teams continue to make isolated moves that do not propel the sales force dramatically forward. Neither talent nor culture nor strategy alone will produce the real-time results necessary to succeed. Alignment is the missing ingredient.
This session will help you
  • assess your sales strategy to determine if it is clear enough to act and respond in real time;
  • determine whether or not you have a high-performance sales culture with the capability to succeed when it matters most;
  • attract, develop, and retain differentiated and customer-centric sales talent.
Speaker: Tristam Brown, Chairman & CEO, LSA Global
2:55 pm – 3:35 pm
Open
New Trends in Sales-Performance Improvement for Sales Leaders
Speaker: Tiffani Bova, Vice President, Distinguished Analyst, Gartner
Close
New Trends in Sales-Performance Improvement for Sales Leaders

When it comes to improving performance, many sales leaders tend to rely on the same old habits, such as spending more marketing dollars, deploying more sales resources, copying what the competition is doing, and adjusting compensation; however, that mentality must change, otherwise, with each passing quarter, future growth is risked. This presentation by Tiffani Bova, Vice President and Distinguished Analyst at Gartner, will introduce sales leaders to scenario-based planning and show how it can provide your company with the ability to reduce reaction time to unexpected changes, improve resilience, and increase competitive advantage.

Speaker: Tiffani Bova, Vice President, Distinguished Analyst, Gartner
3:35 pm – 4:05 pm
Open
Three Things Fitbit Taught Me about Sales
Speaker: Justin Shriber, Vice President, Products, C9
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Three Things Fitbit Taught Me about Sales

Over the past few years, tiny devices have accomplished what gym memberships and personal trainers have been trying to do for decades: transform personal fitness into a lifestyle. By coupling health stats with the motivational power of peer pressure, Fitbit has mobilized the nation. Join Justin Shriber as he shares the three Fitbit principles that change the game for sales organizations. During this session, you’ll learn how to tap the power of real- time pipeline vitals to get reps focused on winning.

Speaker: Justin Shriber, Vice President, Products, C9
4:05 pm – 4:45 pm
Open
Why Sales Gamification Is Smarter Than Sales Competition
Speaker: Mario Herger, CEO, Founder & Partner, Enterprise Gamification Consultancy LLC
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Why Sales Gamification Is Smarter Than Sales Competition

Conventional wisdom holds that sales and games are all about competition. But a closer look shows that competition in games is much less important than other factors. Angry Birds is not about competition. Poker is more social than competitive. Golfing is about hanging out with friends and partners. As we will see in this talk, the same is true for sales. Competition is not the natural driver for sales reps. In fact, it can bring out the worst in them instead of satisfy their dominant motivations: making friends, achieving goals, getting better. Gamification, the use of game design elements in a nongame context, highlights many alternative approaches that can be used to create a high-performing sales team – approaches that actually beat competition.

Speaker: Mario Herger, CEO, Founder & Partner, Enterprise Gamification Consultancy LLC
4:45 pm – 5:00 pm
Day 1 Wrap-Up
Speaker: Gerhard Gschwandtner, Founder & CEO, Selling Power
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Day 1 Wrap-Up

TBA

Speaker: Gerhard Gschwandtner, Founder & CEO, Selling Power
5:00 pm – 6:45 pm Reception & Casino Fundraiser
Join us for complimentary drinks and appetizers at our first Casino Cocktail Reception. Try your luck at blackjack or roulette. All proceeds will donated to the San Francisco AIDS Foundation via the AIDS/LifeCycle program.
7:45 am – 8:45 am Registration & Networking Breakfast
8:50 am – 9:25 am
Open
A Case for Change: Building Horizon Leadership
Speaker: Sandy Hogan, Vice President, Customer Value Acceleration, Cisco Systems
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A Case for Change: Building Horizon Leadership

In this session, Sandy Hogan will share how she takes leadership personally and how you as a leader can inspire others through authenticity, embracing diversity, and being accountable to yourself. She will also relate how she has used these skills to build leadership teams of differentiated and transformational leaders who leverage a future-oriented, general manager mind-set. Hear about how you can make the transition from a sales leader to a horizon business leader.

Speaker: Sandy Hogan, Vice President, Customer Value Acceleration, Cisco Systems
9:25 am – 9:55 am
Open
Decoding the DNA of a Rainmaker
Speakers: LaVon Koerner, President & Chief Revenue Officer, Revenue Storm
Bob Bartholomew, Vice President, Talent Management, Revenue Storm
Close
Decoding the DNA of a Rainmaker

The global sales-training market was estimated to exceed more than $2 billion in 2013. While nearly every sales organization employs some form of training, fewer than 60 percent of all salespeople actually hit quota. Training is simply not producing a bountiful crop of successful salespeople, and rainmakers continue to be in short supply. This is because, long before training begins, sales success is predetermined by innate attributes. Great salespeople, unable to reliably differentiate themselves by what they sell, differentiate themselves more and more by how they sell. Join Bob Bartholomew and LaVon Koerner of Revenue Storm as they uncover the DNA of a rainmaker and strategies to minimize the costs when sales talent has not been effectively identified, deployed, or leveraged.

Speakers: LaVon Koerner, President & Chief Revenue Officer, Revenue Storm
Bob Bartholomew, Vice President, Talent Management, Revenue Storm
9:55 am – 10:25 am
Open
Unquantified Value: The Greatest Threat to Profitable Sales Results
Speaker: Jeff Thull, President & CEO, Prime Resource Group Inc.
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Unquantified Value: The Greatest Threat to Profitable Sales Results

If you are investing heavily in creating and selling high-value solutions, but your organization is finding it increasingly difficult to defend your solution's value to customers, the lack of value clarity is preventing profitable sales results. Your solution has no value until your customers understand its financial impact on their business, invest in it, and can measure the results – their net profit. Absence of value clarity leads to more proposals ending in no decision, losses to competitors with less value, or sales with painful discounts. Today's buyers require professional guidance in order to make quality, business-level decisions. Sellers require the next level of comprehensive tools and diagnostic skills to carry them out. Meet the challenges of today's turbulent business world with leadership strategies that will take you and your organization beyond sales process hype and into the reality of your customer's business. From strategy to process to execution of complex sales, Jeff Thull, CEO & President of Prime Resource Group, will show leaders how to turn this difficult situation into a powerful competitive advantage.

Speaker: Jeff Thull, President & CEO, Prime Resource Group Inc.
10:25 am – 10:55 am Break
10:55 am – 11:35 am
Open
Breakout A - Achieving Social Sales Success: A Panel Discussion with Oracle and rFactr
Moderator: Kristen Lawrence, Senior Social Sales Strategist, rFactr
Panelists: Richard Brasser, CEO, rFactr
Marius Ciortea, Director, Social Media and Mobile Strategy, Oracle
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Breakout A - Achieving Social Sales Success: A Panel Discussion with Oracle and rFactr

In today's sales environment, the connected buyer is self-educating, researching, and forming buying decisions before sales professionals can connect on the phone. Join Richard Brasser, CEO at rFactr, and Marius Ciortea, Director of Social Media and Mobile Strategy at Oracle, as they discuss best practices and the benefits of implementing a social sales-enablement program.

Topics that will 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.
  • Implementing social sales programs at Oracle: best practices and lessons learned.
Moderator: Kristen Lawrence, Senior Social Sales Strategist, rFactr
Panelists: Richard Brasser, CEO, rFactr
Marius Ciortea, Director, Social Media and Mobile Strategy, Oracle
Open
Breakout B - Neuromarketing: Brain Science to Close More Deals
Speakers: Patrick Renvoise, Chief Neuromarketing Officer and Cofounder, SalesBrain
Bill Clendenen, CEO, Health & Safety Institute (HSI)
Close
Breakout B - Neuromarketing: Brain Science to Close More Deals

Do you know the science of persuasion that can help you close more business? Patrick Renvoise of SalesBrain will present the NeuroMap™, an award-winning, scientific model that has helped more than 6,000 companies discover the buy button inside the customer's brain. He will show you how new knowledge about the brain can add science to your sales and marketing process. Sales and marketing personnel, as well as executives, will learn how people use their brain to make buying decisions. You will discover that your customer's ancestral brain – the reptilian brain – plays a greater role than the rational, thinking brain in the decision to buy from you or not. You will see evidence showing that emotion overrides the rational self when it comes to buying decisions. You will also learn how to stimulate that ancestral brain, which most often works below the consciousness level. The promise of this breakout is to show you a step-by-step process to scientifically capture, convince, and close more business!

Speakers: Patrick Renvoise, Chief Neuromarketing Officer and Cofounder, SalesBrain
Bill Clendenen, CEO, Health & Safety Institute (HSI)
11:40 am – 12:20 pm
Open
Breakout A - Aligning Sales and Marketing into a Single, Cohesive Sales-Acceleration Machine
Speaker: Matt Heinz, President, Heinz Marketing Inc.
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Breakout A - Aligning Sales and Marketing into a Single, Cohesive Sales-Acceleration Machine

Traditionally, sales and marketing have operated separately: separate objectives, separate operations, and little integration or coordination. Those days, thankfully, have passed – at least for market-leading organizations that are accelerating the velocity and success of their sales effort, despite challenging market conditions. In this session, you'll hear proven strategies and tactics for converting your sales and marketing organizations into an integrated, high-producing and revenue-generating machine. We'll share best practices, templates, and other tools you can put to work immediately to quickly accelerate results.

Speaker: Matt Heinz, President, Heinz Marketing Inc.
Open
Breakout B - Sales Enablement and Sales Acceleration
Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power
Panelists: Aaron Landgraf, Product Marketing Manager, MuleSoft
Ed McGinnis, Principal, McGinnis & Associates
Brian Groth, Sales Enablement Lead, Xactly Corporation
Close
Breakout B - Sales Enablement and Sales Acceleration

Sales enablement can be interpreted in many different ways: it's how you onboard and train your reps; the marketing assets, collateral, and leads you provide; or the Sales 2.0 tools you provide that your team leverages throughout the sales cycle (e.g., sales-enablement platforms, CRM, or mobile solutions). How you ensure that your organization gets the right results is more important than how you define sales enablement. This panel of experts will help you ensure that you execute sales-enablement strategies effectively. Topics discussed will include the following:
  • Onboarding, training, and coaching sales reps
  • Improving CRM user adoption
  • Increasing reps' selling time
  • Creating sales content that gets results
Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power
Panelists: Aaron Landgraf, Product Marketing Manager, MuleSoft
Ed McGinnis, Principal, McGinnis & Associates
Brian Groth, Sales Enablement Lead, Xactly Corporation
12:20 pm – 1:25 pm LUNCH
1:25 pm – 1:40 pm COFFEE BREAK
1:40 pm – 2:10 pm
Open
Why Sales-Transformation Initiatives Fail to Deliver
Speaker: Jim Dickie, Managing Partner, CSO Insights
Close
Why Sales-Transformation Initiatives Fail to Deliver

As part of CSO Insights's recent Sales Management Optimization Study, participants were asked to rate the outcome of the sales-effectiveness initiatives they had taken on over the past two years. More than two-thirds of the sales organizations surveyed stated that they had not achieved the dramatic results they had hoped for. During this session, Jim Dickie, a CSO Insights Managing Partner, will first discuss the key reasons why many sales-transformation projects significantly underperform, and then leveraging case-study examples from projects that do succeed, he'll show how some companies are achieving the following significant increases in sales effectiveness:
  • Increasing cross-selling and up-selling by 105 percent
  • Increasing margins by 22 percent
  • Improving win rates by 17 percent
  • Shortening the sales cycle by 33 percent
Speaker: Jim Dickie, Managing Partner, CSO Insights
2:10 pm – 2:40 pm
Open
Five Steps to a High-Performance Sales Team
Speaker: Robert Koen, Sales Leader, Tibco Loyalty Lab
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Five Steps to a High-Performance Sales Team

Most often, a sales leader entering a new organization will take over an existing team that has not been making its number and has several challenges. Or a sales leader will identify the need to reengineer the sales organization to meet new goals. In either scenario, the keys to putting the sales organization on the right track are correctly assessing the situation and quickly building the team, process, methodology, and culture of a winning team. Robert Koen will take us through a journey, based on three previous but very different experiences, and explain his five-part framework for a successful sales turnaround.

Speaker: Robert Koen, Sales Leader, Tibco Loyalty Lab
2:40 pm – 3:00 pm BREAK
3:00 pm – 3:40 pm
Open
Secrets to Unlocking Sales Productivity
Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power
Panelists: Deb Calvert, President, People First Productivity Solutions
Jonathan Gray, Vice President, Marketing, Revana
David DiStefano, President & CEO, Richardson
Close
Secrets to Unlocking Sales Productivity

This panel of sales experts will weigh in on the best tactics and tools you can leverage to increase the productivity of your sales force. Our experts will provide insight on
  • coaching reps to have more productive conversations with clients;
  • ensuring that reps are connecting with buyers;
  • improving performance feedback;
  • using incentive programs that produce results;
  • optimizing sales funnels;
  • attracting, engaging, and converting leads in high volume.
Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power
Panelists: Deb Calvert, President, People First Productivity Solutions
Jonathan Gray, Vice President, Marketing, Revana
David DiStefano, President & CEO, Richardson
3:40 pm – 4:10 pm
Open
Using Content to Build Trust and Influence Decision Makers
Speaker: John Hall, Cofounder & CEO, Influence & Co.
Close
Using Content to Build Trust and Influence Decision Makers

Gaining trust, influencing decision makers, and differentiating your product or service are vital to being successful in sales. Content can play a large role in informing consumers, overcoming sales barriers, and establishing credibility for your brand. Furthermore, content is a nonpromotional way to talk about your brand and enable customers to picture themselves solving their problems using what you have to offer. John Hall, Cofounder and CEO of Influence & Co., will discuss how you can leverage content to achieve all of the above. He'll also provide some additional strategies that your sales team can use to take things to a new level. Gaining face time with decision makers may be difficult, but influencing them doesn't have to be.

Speaker: John Hall, Cofounder & CEO, Influence & Co.
4:10 pm – 5:00 pm
Open
How Going 100% Digital Delivers Competitive Advantage
Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power
Panelist: Keith Krach, CEO & Chairman of the Board, DocuSign
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How Going 100% Digital Delivers Competitive Advantage

Keith Krach is one of the world's leading proponents of document transaction management as a means for building competitive advantage for sales teams. First as founder and CEO of Ariba and now as DocuSign's CEO, he has been on the forefront of delivering technology for global sales teams to make transactions simpler, faster, and less costly – all while delivering a great customer experience. In this fireside chat with Selling Power founder & CEO Gerhard Gschwandtner, Krach will discuss the competitive advantages sales teams will accrue by going 100 percent digital at every step of a transaction, what sales leaders should look for in technology solutions, and how great technology well deployed can convert your customer base into evangelists for your product or service.

Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power Panelist: Keith Krach, CEO & Chairman of the Board, DocuSign
5:00 pm – 5:15 pm Closing Remarks
Speaker: Gerhard Gschwandtner, Founder & CEO, Selling Power
8:45 am– 11:45 am
Open
Post Conference Workshop
How to Use Insights to Provide Value to Customers and Win More Deals
Presenters: David DiStefano, President & CEO, Richardson
Miriam Abbey, Senior Training Consultant, Richardson
Close
How to Use 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. Your sales team needs to be armed with information and insight 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, sales strategy and execution experts from Richardson will share a framework that will help your salespeople in finding a connection with a buyer to create an aha moment.

In this interactive workshop you will learn
  • 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 help your team effectively present insights, create needs, and shape the customer's thinking to create an 'aha' moment that propels prospects to engage;
  • pitfalls to avoid when leveraging insights in the sales process.
Workshop Presenters: David DiStefano, President & CEO, Richardson
Miriam Abbey, Senior Training Consultant, Richardson
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