Header Sales 2.0 Conference
Agenda

Monday, July 18, 2016
Tuesday, July 19, 2016
7:40 am – 8:40 am
Registration and Networking Breakfast – Exhibits Open
8:45 am – 9:25 am
Open
The Transformation to Sales 3.0
Speaker: Gerhard Gschwandtner, Founder & CEO, Selling Power
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The Transformation to 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
9:25 am – 9:55 am
Open
Elevate Your Sales Game: How I Am Building a High-Performance Culture
Speaker: Dennis Michalis, Group Vice President, Oracle Customer Experience, Oracle
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Elevate Your Sales Game: How I Am Building a High-Performance Culture

The sales game has changed: data, analytics, innovative coaching techniques, and new incentives are providing a competitive advantage. Building a winning sales team in this 'New Performance Culture' is no small feat – even at enterprise technology companies that are well equipped to compete. Hear how one sales leader is building discipline and consistency and gaining insights from activity to overcome obstacles, improve productivity, foster collaboration, mentor rising stars, and build a high-performance sales team.

Speaker: Dennis Michalis, Group Vice President, Oracle Customer Experience, Oracle
9:55 am – 10:35 am
Open
How LinkedIn Uses Data, Social, and Culture to Sell Smarter
Speaker: Brian Frank, Vice President, Global Sales Operations, LinkedIn
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How LinkedIn Uses Data, Social, and Culture to Sell Smarter

As Vice President of Sales Operations, Brian Frank has helped make LinkedIn one of the fastest growing SaaS companies in history. In this session, Brian will discuss the strategies and tactics LinkedIn uses to build and scale sales organizations using data, social selling, and LinkedIn's internal sales methodology. Give your company a competitive advantage by getting this rare peek inside LinkedIn!

Speaker: Brian Frank, Vice President, Global Sales Operations, LinkedIn
10:35 am – 11:05 am
Morning Break – Exhibits Open
11:05 am – 11:35 am
Open
Growing B2B Revenue with Predictive Analytics for Sales
Speaker: Jim Frazee, Vice President, Sales, DxContinuum
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Growing B2B Revenue with Predictive Analytics for Sales

There are thousands of sales technology tools to consider, and all of them are jockeying for your time – and, more importantly, your budget. Most of these tools sound the same or promise very similar benefits. Many promise to deliver a huge ROI as well as ease of use and implementation.

In this session, Jim Frazee will lead a conversation on predictive analytics and the potential impact it can have on your sales organization. You will walk away with a better understanding of how predictive analytics works and the value it can bring to your sales organization.

Bring your questions, as this will be a candid and interactive dialogue.

Speaker: Jim Frazee, Vice President, Sales, DxContinuum
11:35 am – 12:05 pm
Open
Cracking the Code: Understanding and Replicating the Genome of Your Best Sales Performers
Speaker: Jeff Seeley, CEO, Carew International
Close
Cracking the Code: Understanding and Replicating the Genome of Your Best Sales Performers

Are sales champions born or are they created? Like the multiple strands of DNA in us all, the genome of exceptional sales professionals, though complex, remains predictable – success comes when superior sales and communications skills are applied with a business–oriented and success–oriented mindset. Ultra–successful sales teams are those in which the skills of each sales professional are cultivated to their maximum potential.

In this program, Carew International CEO Jeff Seeley will share insights on how to diagnose the differentiating qualities of top sales performers and – more importantly – how to identify and target key areas of opportunity that drive dramatic improvement throughout your sales team.

Speaker: Jeff Seeley, CEO, Carew International
12:10 pm – 1:15 pm
Lunch Break – Exhibits Open
1:20 pm – 2:00 pm
Open
Breakout A - Coach by the Numbers: Using Call Outcomes to Drive Efficient and Effective Improvement
Speakers: Chad Burmeister, Sr. Director, Sales Development, RingCentral
Chris Beall, CEO, ConnectAndSell
Close
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.

Speakers:
Chad Burmeister, Sr. Director, Sales Development, RingCentral
Chris Beall, CEO, ConnectAndSell
Open
Breakout B - Your Customers Don't Care About Your Sales Tools
Speakers: Caleb Keiter, Marketing Manager, Unboxed Technology
Rick Lloyd, Vice President, Sales, Unboxed Technology
Close
Breakout B - Your Customers Don't Care About Your Sales Tools

Rep–centric sales tools, like CRMs, are good. But they're not enough. Your sales force is only one part of the sales equation. The other mission–critical part? Your customer. To win trust and close deals, you must provide an exceptional customer experience, too.

Enter guided selling. It empowers you to create a win–win for your reps and your customers. People don't buy from reps pushing product to meet a quota. People buy from trusted advisors who listen to their needs, educate them on their options, and help them make the best decision for themselves – not just your bottom line. In this interactive session, you'll:
  • Review the sales report card and discover how rep–focused sales tools close only part of the performance gap.
  • Learn how to use guided selling to help reps and customers achieve their goals.
  • See guided selling in action and discuss case studies and victories.
Speakers:
Caleb Keiter, Marketing Manager, Unboxed Technology
Rick Lloyd, Vice President, Sales, Unboxed Technology
2:05 pm – 2:45 pm
Open
Breakout A - Engaging Multigenerational Sales Teams
Speaker: Chris Tiné, Chief Product Officer, Richardson
Close
Breakout A - Engaging Multigenerational Sales Teams

The makeup of today's sales organization can span up to four generations. Engaging sales professionals across this spectrum requires a blended training approach – and new thinking about the content we develop and the modalities we use to deliver it. Richardson's Chief Product Officer Chris Tiné will discuss how the latest research on Millennial learners, the neuroscience of selling, and digital delivery is driving the development of the next generation of sales training products. Whether your team is full of Millennials or spans many generations, you'll want to hear how you can engage your teams in order to drive more revenue for your organization.

Speaker: Chris Tiné, Chief Product Officer, Richardson
Open
Breakout B - Zombies May Destroy the World, but Artificial Intelligence Will Crush Your Quota
Speakers: Ben Chaib, Business Consultant & Founder, SellandSucceed
Gary Gerber, Senior Director & Head of Product Marketing, Conversica
Close
Breakout B - Zombies May Destroy the World, but Artificial Intelligence Will Crush Your Quota

Ben Chaib and Gary Gerber don't know much about zombies (and honestly are afraid to), but they do know a lot about using artificial intelligence – no longer the realm of science fiction – to help salespeople dramatically boost their chances of success. Learn how Ben became a selling monster himself by selling smart and deploying an AI-based sales assistant that made sure his sales team spent their days talking only to people interested in buying from them. No brain-eating involved!

Attend this session to learn:
  • How to up your sales game with amazing tips for selling and succeeding
  • How to deploy an Artificial Intelligence sales assistant of your very own
  • How to swiftly determine the absolute hottest leads before you spend time on them
Speakers:
Ben Chaib, Business Consultant & Founder, SellandSucceed
Gary Gerber, Senior Director & Head of Product Marketing, Conversica
2:45 pm – 3:10 pm
Afternoon Break – Exhibits Open
3:10 pm – 3:40 pm
Open
Stop Training Your Salespeople! There's a Better Way to Increase Sales Performance
Speaker: J Steven Osborne, CEO, Top Gun Sales Performance
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Stop Training Your Salespeople! There's a Better Way to Increase Sales Performance

As we try to grow the people who are responsible for growing our revenue, we often look to sales training as the way to improve sales performance. Unfortunately, most sales training is grossly ineffective and delivers a horrible ROI. That is because it focuses on the wrong things.

In this session, Steve will highlight the common mistakes and counter–intuitive nature of our learning efforts. He will also explore the simple – but not–so–common, not–so–obvious – practices that will dramatically increase the effectiveness of your training efforts and build the sales team you really want.

Speaker: J Steven Osborne, CEO, Top Gun Sales Performance
3:40 pm – 4:20 pm
Open
Building a Digital Sales Culture
Speakers: Judy Buchholz, General Manager, Digital Sales, IBM
Gerhard Gschwandtner, Founder & CEO, Selling Power
Close
Building a Digital Sales Culture

Client buying behavior is shifting from face-to-face to "virtual engagement," where digital and social interaction is key. Nearly 80 percent of IT buyers use text chat to interact with their sellers; half use video chat and social media. More and more B2B buyers execute their purchases on the Web – often assisted by a "digital seller." They expect personalized response, industry and solution expertise, accessibility, and speed from sellers.

In this fireside chat, Judy Buchholz will discuss the transformation of the IBM inside sales team to a digital sales force that is enabled to engage clients in new – and more successful – ways.

Speakers:
Judy Buchholz, General Manager Digital Sales, IBM
Gerhard Gschwandtner, Founder and CEO, Selling Power
4:20 pm – 4:55 pm
Open
The Four Pillars of Sales and Marketing Alignment
Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power
Panelists: Todd Albright, Chief Revenue Officer, Merrill Corp
Anthony Iannarino, International speaker, Author, and Sales Leader
Clint Oram, Chief Marketing Officer & Co-Founder, SugarCRM
Kurt Shaver, Founder, The Sales Foundry
Close
The Four Pillars of Sales and Marketing Alignment

In many companies, sales and marketing act like siblings who compete for control and dominance. In successful companies, sales and marketing leaders work from a mindset of mutual learning. In this session, panelists will share practical examples of how their companies have taken a unique approach to sales and marketing alignment that rests on four pillars: shared vision of opportunities, shared responsibility and rewards for results, alignment with strategy, and integration with advanced technology tools.

Moderator:
Gerhard Gschwandtner, Founder & CEO, Selling Power

Panelists:
Todd Albright, Chief Revenue Officer, Merrill Corp
Anthony Iannarino, International speaker, Author, and Sales Leader
Clint Oram, Chief Marketing Officer & Co-Founder, SugarCRM
Kurt Shaver, Founder, The Sales Foundry
4:55 pm – 5:05 pm
Concluding Remarks and Winners of the Selling Power President's Club Announced
Speakers: Gerhard Gschwandtner, Founder & CEO, Selling Power
Alice Heiman, Founder & Chief Sales Officer, Alice Heiman, LLC
Close
TBA

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Speaker: TBA
5:05 pm – 6:40 pm
Cocktail Reception - Sponsored by Oracle
7:45 am – 8:45 am
Registration and Networking Breakfast – Exhibits Open
8:45 am – 9:20 am
Open
Why Every Sales Leader Needs to Run 300 Miles
Speaker: Dan Waldschmidt, Managing Director, Waldschmidt Partners International
Close
Why Every Sales Leader Needs to Run 300 Miles

Dan Waldschmidt is on a quest to break the world record for running the fastest 500K – just days before the Sales 2.0 Conference.

In his mindset–shattering, rapid–fire talk, Dan gives an exclusive first look at what went right (and wrong) as well as the mindset and methods he used – and how you can use Dan's lessons to conquer your own business challenges and boost your sales process over 400 percent without having to run 100 5Ks in a row (maybe).

Speaker: Dan Waldschmidt, Managing Director, Waldschmidt Partners International
9:20 am – 9:50 am
Open
Crushing the Competition: Increase Business Performance with Modern Selling Tools
Speaker: Michael Schultz, Vice President, Marketing and Business Development, ClearSlide
Close
Crushing the Competition: Increase Business Performance with Modern Selling Tools

Having a better product or technology than your competitors isn't enough. With an increasingly competitive market, you need the right tools – and a platform – to set you apart from the pack in this age of digital selling. Sellers, sales managers, and marketers all need to keep pace with changing customer needs and expectations. Real-time customer insight and predictive analytics are rapidly becoming table stakes for team success. In this compelling session, Michael Schultz, ClearSlide VP of Marketing and Business Development, will share four key tips to help ensure consistency, productivity, and, in turn, profitability in a challenging economic environment. Attendees will walk away with actionable learnings for increasing rep productivity and leveraging modern tools to crush both your numbers and the competition.

Speaker: Michael Schultz, Vice President, Marketing and Business Development, ClearSlide
9:50 am – 10:20 am
Open
Maximizing Sales Performance: Recognizing the 15 Warning Signs that Your Sales Team is Headed in the Wrong Direction
Speakers: Tristam Brown, Chairman & CEO, LSA Global
Laurie Sewell, President & CEO, Servicon Systems
Close
Maximizing Sales Performance: Recognizing the 15 Warning Signs that Your Sales Team Is Headed in the Wrong Direction

Based upon LSA Global's research of 410 companies across eight industries, we know that highly aligned companies grow 58 percent faster and are 72 percent more profitable. Neither sales talent, nor sales culture, nor sales strategy alone will produce consistent and extraordinary sales growth. Sales forces that get it right grow faster. Those that get it wrong struggle to compete.

This thought-provoking session will help you:
  • Determine if your sales strategy is clear enough to create sales growth
  • Identify if you have a high-performance sales culture – with the sales DNA to succeed when it matters most
  • Attract, develop, and retain differentiated and customer-centric sales talent
  • Avoid the 15 warning signs of an underperforming sales team
Laurie Sewell, CEO of Servicon Systems, will share how LSA's organizational alignment methodology helped her improve goal clarity by 45 percent and increase sales-process effectiveness by 43 percent to drive growth.

Speakers:
Tris Brown, Chairman & CEO, LSA Global
Laurie Sewell, President & CEO, Servicon Systems
10:20 am – 10:50 am
Morning Break – Exhibits Open
10:50 am – 11:25 am
Open
Expert Panel: Practical Strategies to Improve Sales Results
Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power
Panelists: Jamie Crosbie, President, ProActivate, LLC
Andrew Field, CEO, PFL
Barbara Weaver Smith, Founder & CEO, The Whale Hunters
Close
Expert Panel: Practical Strategies to Improve Sales Results

Sometimes it is the little things that make the biggest impact on your sales team's success. This panel of experts will provide insight and strategies on some of the most often overlooked tactics to get better results from your sales team. The strategies discussed will include ways to:
  • Increase your average deal size
  • Replace under-performing sales reps with top performers
  • Improve marketing and sales outreach
  • Engage prospects in a more meaningful way
Moderator:
Gerhard Gschwandtner, Founder & CEO, Selling Power

Panelists:
Jamie Crosbie, President, ProActivate, LLC
Andrew Field, CEO, PFL
Barbara Weaver Smith, Founder & CEO, The Whale Hunters
11:25 am – 12:05 pm
Open
How to Create a "Victory Plan" that Drives Peak Performance
Speaker: John Turner, Senior Vice President, Sales, TriNet
Close
How to Create a "Victory Plan" that Drives Peak Performance

John Turner, Senior Vice President of Sales for TriNet, will share his process for creating a "Victory Plan" that engages salespeople and sales leaders in a quest to grow sales and profits through a disciplined, metrics-driven Championship Organization. John will share the process, the strategies, the underlying psychology, and the financial and psychological reward system that leads to peak performance.

Speaker: John Turner, Senior Vice President, Sales, TriNet
12:05 pm – 12:35 pm
Open
How Culture, Leadership and Passion Fuel High-Performing Sales Teams
Speaker: Amanda Kahlow, CEO & Founder, 6sense
Close
How Culture, Leadership and Passion Fuel High-Performing Sales Teams

While there are no cookie-cutter approaches that work for every organization when building out the perfect sales team, one key principle is often true across the board – a sales force can only be as successful and effective as its management. Join 6sense CEO Amanda Kahlow as she outlines the tactics, hires, and steps she took to ensure not only a high-performing sales team, but one that was executing on her vision and mission for the company. At the end of the day, the focus on a dynamic company culture, savvy leadership decisions, and a product any sales team could get passionate about have been the differentiating factors crucial to success and growth.

Speaker: Amanda Kahlow, CEO & Founder, 6sense
12:35 pm – 1:35 pm
Lunch Break – Exhibits Open
1:40 pm – 2:20 pm
Open
Breakout A - Creating Change: What's It Going to Take for My Sales Teams to Start Selling?
Speaker: Josiane Feigon, President, TeleSmart Communications
Close
Breakout A - Creating Change: What's It Going to Take for My Sales Teams to Start Selling?

Something is broken when 58 percent of sales reps are struggling to meet quota and spending 25 percent of their sales time on unproductive prospects. What does it take to create real, positive change and get your sales teams selling?

The number one frustration voiced by sales leaders and managers is their inability to influence change – despite big investments in expensive training, new sales tools, and the best work environments for their sales reps. They desperately want to find the secret to managing and motivating their multigenerational, multicultural sales teams to work smarter, be cohesive, and stay with the organization longer. And they need that secret now: because today's sales leaders need to invigorate and innovate or die.

Join us in an interactive discussion that will point you in the direction of positive change:
  • Learn the seven transformational secrets to becoming a change master.
  • Understand what it takes to grow and sustain an agile and futuristic sales organization.
Speaker: Josiane Feigon, President, TeleSmart Communications
Open
Breakout B - How to Double Your Sales Team's Productivity and Active Selling Time
Speaker: Matt Heinz, President, Heinz Marketing Inc.
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Breakout B - How to Double Your Sales Team's Productivity and Active Selling Time

Most sales teams – and sales professionals – waste an astounding amount of time. Some is due to lack of discipline; some is due to poor corporate policies, processes, and requirements. This session will outline specifically the most frequent and heinous culprits reducing the productivity of your sales team, and will introduce numerous strategic and tactical best practices to increase your team's productivity and results without breaking the bank.

Speaker: Matt Heinz, President, Heinz Marketing Inc.
2:20 pm – 2:45 pm
Afternoon Break – Exhibits Open
2:45 pm – 3:20 pm
Open
Next Era Selling: Five Strategies to Make Your Business Unstoppable
Speakers: Britton Manasco, Founder & CEO, Visible Impact
Anneke Seley, Founder & CEO, Reality Works Group
Close
Next Era Selling: Five Strategies to Make Your Business Unstoppable

Co-authors Britton Manasco and Anneke Seley will deliver highlights from their upcoming book, Next Era Selling. They will cover the five strategies top performing companies are implementing to drive profitable and predictable growth. Key strategies to be explored:
  • Unifying the front office: sales, marketing, and customer success teams
  • Unleashing and re-imagining inside sales
  • Empowering outside sales to pursue larger, more strategic deals
  • Building a powerful alliance between inside and outside sales teams
  • Leveraging a network of specialists to guide buyers through successful decisions
Speakers:
Britton Manasco, Founder & CEO, Visible Impact
Anneke Seley, Founder & CEO, Reality Works Group
3:20 pm – 4:00 pm
Open
How to Create and Sustain Relationships of Value
Speaker: Anthony Iannarino, International speaker, Author, and Sales Leader
Close
How to Create and Sustain Relationships of Value

The ability to create value is a key element to winning new business and keeping customers happy. Join Anthony Iannarino, an international speaker, author, and sales leader, for this session.

You will learn how to teach your sales team to:
  • Create more value throughout the entire sales process
  • Create and win more opportunities – at a higher margin
  • Increase revenues from within your existing client base
Speaker: Anthony Iannarino, International speaker, Author, and Sales Leader
4:00 pm – 4:45 pm
Open
How to Create a Peak Performance Mindset in Your Sales Organization
Speaker: Gerhard Gschwandtner, Founder & CEO, Selling Power
Close
How to Create a Peak Performance Mindset in Your Sales Organization

In his closing keynote, Gerhard Gschwandtner, Founder and CEO of Selling Power, will share the results of a two-year project that led to a scientific framework for the creation of a "peak performance mindset in sales." Discover the factors that help salespeople exceed quota, engage in no-limit thinking, achieve personal breakthroughs, and manage difficult situations at work without stressing out or burning out. Gerhard will share 10 powerful action steps sales managers can immediately put to use to get better results. When you attend this closing keynote you will also get access to the newly launched Peak Performance Mindset membership site that offers powerful resources (annotated research library, a reading list of 39 bestselling books, and access to 39 curated mindset development videos). You will also receive mindset assessments that allow you to track your mindset metrics for 12 weeks.

Speaker: Gerhard Gschwandtner, Founder & CEO, Selling Power
4:45 pm – 5:00 pm
Concluding Remarks
Speakers: Gerhard Gschwandtner, Founder & CEO, Selling Power
Alice Heiman, Founder & Chief Sales Officer, Alice Heiman, LLC
Close
TBA

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Speaker: TBA
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