Header Sales Performance Management Conference
Agenda Overview

 
Wednesday, October 16, 2013
Thursday, October 17, 2013
 
8:45 am – 11:45 am
Open
Pre-Conference Workshop
A Framework for Driving Strategic Change & Creating a World-Class Sales Organization
Speakers:
David DiStefano, President & CEO, Richardson
Gerhard Gschwandtner, Founder & CEO, Selling Power
Ken Powell, Vice President, Global Sales Enablement, SunGard
Ashish Vazirani, Principal, ZS Associates
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Pre-Conference Workshop

A Framework for Driving Strategic Change & Creating a World-Class Sales Organization

In this workshop, you will learn how SunGard designed and implemented a complete sales-force transformation that significantly increased revenue, improved sales rep effectiveness, and established the company as a leading global-sales organization. This is a hands-on workshop that will provide you with a blueprint for evaluating and selecting solution providers, driving behavioral change, implementing tools for sales enablement, and creating a strategic approach to sales compensation.

Key takeaways:
  • Getting buy-in from management
  • Driving a fundamental shift in frontline selling
  • Understanding the need for a sales transformation
  • Training the sales organization and maximizing user adoption of sales technology
  • Measuring the ROI of your sales transformation and investments
Speakers:
David DiStefano, President & CEO, Richardson
Gerhard Gschwandtner, Founder & CEO, Selling Power
Ken Powell, Vice President, Global Sales Enablement, SunGard
Ashish Vazirani, Principal, ZS Associates

Time: 8:45 am – 11:45 am

Location: Muir Suite

11:30 am – 12:20 pm Registration & Networking – Exhibits Open
12:20 pm – 1:30 pm Lunch – Exhibits Closed
1:00 pm – 1:40 pm
Open
How Winning Companies Create a Sales 2.0 Culture of Success (concurrent with lunch)
Speaker: Gerhard Gschwandtner, Founder & CEO, Selling Power
Special Guests: Jenny Dearborn, Chief Learning Officer, SAP Cloud
Jill Rowley, Social Selling Evangelism & Enablement, Oracle
Tristam Brown, Chairman & CEO, LSA Global
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How Winning Companies Create a Sales 2.0 Culture of Success (concurrent with lunch)

Selling Power founder and publisher Gerhard Gschwandtner will review how world-class companies align their corporate culture with A) a winning business strategy, B) a dynamic learning and development culture, and C) a collaborative social culture that's based on a Sales 2.0 platform. Joining him on stage will be Jenny Dearborn, chief learning officer at SuccessFactors (an SAP company) and Jill Rowley, Social Selling Evangelism & Enablement at Oracle.

Speaker:
Gerhard Gschwandtner, Founder & CEO, Selling Power

Special Guests:
Jenny Dearborn, Chief Learning Officer, SAP Cloud
Jill Rowley, Social Selling Evangelism & Enablement, Oracle
Tristam Brown, Chairman & CEO, LSA Global

Time: 1:00 pm – 1:40 pm

Location: Veranda Ballroom
1:40 pm – 2:05 pm Break – Exhibits Open
2:05 pm – 2:35 pm
Open
How Sales Leaders are becoming their own Data Scientists
Speakers: Brian Donahue, Vice President, Strategy, CareerBuilder
James Bowmer, President & Chief Executive Officer, Workway
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How Sales Leaders are becoming their own Data Scientists

Is time travel possible? Why do humans need sleep? How did "twerking" become a thing? There are a lot of questions humans – and Wikipedia – can't answer. Fortunately, "Is there a better way to drive sales performance?" isn't one of them.

In today's consumer-driven world, the need for more agile, efficient and innovative sales skills has never been higher. Businesses today must adapt to new demands and develop their sales people accordingly if they wish to maintain a high level of success.

Join Brian Donahue, Vice President of Sales Strategy at CareerBuilder, and James Bowmer, CEO of Workway, as they discuss how companies like yours can leverage statistics and analytics to develop their sales professionals, improve performance and drive revenue.

In this session you will learn:
  • How to use statistics and analytics to drive sales performance.
  • The evolution of a sales leader, from darkness to enlightenment.
  • The true meaning of a MoneyBall sales leader.
Speakers:
Brian Donahue, Vice President, Strategy, CareerBuilder
James Bowmer, President & Chief Executive Officer, Workway

Time: 2:05 pm – 2:35 pm

Location: Veranda Ballroom
2:35 pm – 3:05 pm
Open
"Lead me, follow me, or get out of my way." What Sellers Crave and Sales Managers Need for Success in 2014.
Speaker: Ryan Kubacki, President, Holden International and co-author of The New Power Base Selling: Lessons from 28,000 Sellers & 50,000 Deals
Close
"Lead me, follow me, or get out of my way." What Sellers Crave and Sales Managers Need for Success in 2014.

There is significant potential for your sales force to drive enterprise value, in the same way as your engineering, manufacturing, finance, operations, and marketing teams. Yet, this potential is untapped because it is not tangible and therefore not understood by senior executives. Because "selling" is a business discipline missing from most MBA programs and research, our expert speaker, Ryan Kubacki from global sales performance training and consulting leader Holden International, embarked on 12 year research project that included over 28,000 sellers and 50,000 live deal coaching sessions. The research is the basis of his exciting new book, The New Power Base Selling (co-authored with Jim Holden, published by John Wiley & Sons, with Foreword from Bill McDermott, CEO of SAP) which presents superior selling as a management science that can be replicated across an organization.

This session aims to address how working together through the lens of change management success --- sellers, sales managers and executives --- can achieve higher revenue, customer loyalty, and market share, above and beyond what is possible through your product, price, and brand.

Speaker:
Ryan Kubacki, President, Holden International and co-author of The New Power Base Selling: Lessons from 28,000 Sellers & 50,000 Deals

Time: 2:35 pm – 3:05 pm

Location: Veranda Ballroom
3:05 pm – 3:35 pm
Open
Unlocking Sales Force Effectiveness That Drives Business Results
Speaker: Perry Cole, Director, Sales Force Development, CooperVision, Inc.
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Unlocking Sales Force Effectiveness That Drives Business Results

In a selling market dominated by a sea of sameness and hard-to-reach buyers, sales reps must rise above the noise and deliver to potential buyers compelling business insight, a consistent message, and a clear value proposition. This session will help you understand how you can train your reps to differentiate themselves and quickly stand out against the competition. Perry Cole will share the strategy and process CooperVision used to establish compelling sales messages, train its sales reps to communicate those messages and a clear value proposition, and ultimately have with buyers highly effective conversations that turned into more closed deals. Cole will share strategies on how to:
  • Create and execute a high-impact sales force training and development program
  • Create messages that resonate with buyers
  • Leverage technology to improve sales force training and retention
Speaker:
Perry Cole, Director, Sales Force Development, CooperVision, Inc.

Time: 3:05 pm – 3:35 pm

Location: Veranda Ballroom
3:35 pm – 3:40 pm Break – Exhibits Open
3:40 pm – 4:25 pm
Open
Breakout A - Taking Full Advantage of Digital Marketing Technology to Make Both Sales & Marketing Happy (and to Make More Money!)
Speaker: Todd McCormick, Senior Vice President, Sales, Silverpop
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Breakout A - Taking Full Advantage of Digital Marketing Technology to Make Both Sales & Marketing Happy (and to Make More Money!)

Today's buyers can become informed on their own, and they are doing just that; the majority of buyers start the decision-making process via online research and talking to other users. As a result, buyers are on average more than halfway through a purchase decision before they're willing to engage a sales rep. This creates opportunities and challenges for marketing and sales. The good news is that digital marketing technology, when used most effectively, can help keep companies top of mind until buyers are ready for discussions. In this session, Silverpop's Todd McCormick will shed light on the key things marketing and sales must be doing in order to get the most out of their digital technology investments – effectively using all the data they are able to collect in order to deliver meaningful customer experiences that convert.

Speaker:
Todd McCormick, Senior Vice President, Sales, Silverpop

Time: 3:40 pm – 4:25 pm

Location: Yerba Buena A
Open
Breakout B - Supercharge Your Sales Funnel
Speakers: Jonathan Gray, Vice President, Marketing, Revana
Michael Behrens, Senior Vice President, eMarketing, WebMetro
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Breakout B - Supercharge Your Sales Funnel

Are you happy with your sales funnel? Or could you be doing a better job of optimizing leads and capturing your best selling opportunities? In this session, Michael Behrens, Senior Vice President, eMarketing, WebMetro, and Jonathan Gray, Vice President of Marketing, Revana, will share how sales, marketing, and sales operations can collaborate to attract, engage, and convert leads in high volume (without increasing marketing spend).

Speakers:
Jonathan Gray, Vice President, Marketing, Revana
Michael Behrens, Senior Vice President, eMarketing, WebMetro

Time: 3:40 pm – 4:25 pm

Location: Yerba Buena B
4:25 pm – 5:10 pm
Open
Breakout A - How to Create Quota Crushing Sales Closers
Speaker: George Dans, Chief Motivational Officer, Worlds Greatest Closer
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Breakout A - How to Create Quota Crushing Sales Closers

George Dans, the author of the bestselling book "Just Close It" has created a proven methodology for closing more sales that works in any industry. In this session George will share how sales managers can help their sales team reach their quota every time by
  • creating a winning mind-set for closing more deals
  • adapting the sales process to the buyer's unique situation,
  • developing a better skills set for handling the toughest obstacles and closing more sales
George is a proven sales trainer who's background came from working with one of the largest sales training organizations, and has performed over thousands of live seminars across the world.

While reading over 6,000 books on selling, from training thousands of salespeople across the country and from closing millions of dollars in sales. Attend this session and you'll also get a free autographed copy of "Just Close It."

Speaker:
George Dans, Chief Motivational Officer, Worlds Greatest Closer

Time: 4:25 pm – 5:10 pm

Location: Yerba Buena A
Open
Breakout B - Stop Researching, Start Marketing & Selling with CRM Intelligence
Speaker: Brian Kelly, CMO, InsideView
Close
Breakout B - Stop Researching, Start Marketing & Selling with CRM Intelligence

Everyone wants more leads, more deals, and bigger accounts. CRM Intelligence can help you reach the goals. The buyer/seller relationship has evolved dramatically, and old approaches no longer work. Building lists, researching contacts, finding professional connections, and searching social sites for information is a waste of time. So is sending email that will never be opened or leaving a voicemail that will never be returned. Your buyer is more than halfway through the sales process by the time you have your first conversation. This session explores using CRM Intelligence, real-time data, insight, and connections to find qualified leads at the opportune time, connect with buyers, and close more deals.

Key Topics/Learning Objectives
  • The difference between information and intelligence
  • Not wasting time on unqualified leads
  • Recognizing and acting on sales triggers
  • Know who you know: finding and leveraging connections to build trust
  • After the close: retaining and growing the account
Speaker:
Brian Kelly, CMO, InsideView

Time: 4:25 pm – 5:10 pm

Location: Yerba Buena B
5:10 pm – 6:45 pm Cocktail Reception
7:30 am – 8:45 am Registration & Networking Breakfast – Exhibits Open
8:45 am – 9:15 am
Open
Sales Strategy: What Works & What Doesn't
Speaker: Mary Delaney, Chief Executive Officer, Luceo
Close
Sales Strategy: What Works & What Doesn't

Some leading companies have closed their doors, while former underperformers have become the market leaders. The key to success is a winning sales strategy. In today's session, you will walk away with actionable ways to assess market opportunity, build a sales strategy, and create sales engagement and leadership support.

Speaker:
Mary Delaney, Chief Executive Officer, Luceo

Time: 8:45 am – 9:15 am

Location: Veranda Ballroom
9:15 am – 9:45 am
Open
Motivating Multi-generational Sales Teams
Speaker: Steve DeMarco, Vice President, World Wide Sales, Xactly Corporation
Close
Motivating Multi-generational Sales Teams

The truth is that sales teams have always been and will always be difficult to manage. Understanding what makes your sales team tick has been on the sales manager's to-do list since cavemen were selling clubs to bison hunters. It's never been an easy task because each team comprises many unique individuals, each with different personal, professional, and educational backgrounds.

It's not impossible to get a multigenerational workforce on the same page, but it is difficult, particularly when you consider how many significant events in the last century have dramatically shaped today's three very different generations: the baby boomers, Generation X, and Generation Y. Because they are at different stages in their lives, they have different goals and don't respond to the same types of rewards and recognition. How can sales managers develop retention and engagement strategies that, not only ensure salespeople succeed as individuals, but help them attain and exceed quota as a team?

Learn how managers of successful sales forces have figured out what they need to do to develop a culture of high motivation and performance.

Speaker:
Steve DeMarco, Vice President, World Wide Sales, Xactly Corporation

Time: 9:15 am – 9:45 am

Location: Veranda Ballroom
9:45 am – 10:15 am
Open
Selling with Noble Purpose: How to Drive Revenue and Increase Customer Engagement
Speaker: Lisa Earle McLeod, Founder & President, McLeod & More, Inc.
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Selling with Noble Purpose: How to Drive Revenue and Increase Customer Engagement

We assume that salespeople are primarily motivated by money. We couldn't be more wrong. Drawing from studies of top-performing sales organizations, sales leadership consultant and best-selling author Lisa Earle McLeod reveals why the salespeople who sell with noble purpose, those who earnestly and factually understand how they make a difference to their customers, outsell salespeople who are primarily focused on sales targets and money.

During this interactive session, you'll learn
  • what a Noble Sales Purpose (NSP) is and how it spells the difference between average and top performers,
  • how to use NSP to increase your team's win rate and get customers engaged,
  • why traditional sales management sabotages purpose and how to avoid the fatal mistake that derails 90 percent of sales leaders,
  • how to reframe your sales narrative to make your team more passionate about their jobs and customers,
  • the magic coaching question that gets even mediocre performers thinking like top-tier reps.
Lisa Earle McLeod has been called "The Sales Leadership Expert." A thought leader who has authored four books and appeared on BC Nightly News, McLeod has coached sales teams at Apple, Google, and Procter & Gamble. She has been featured in Forbes and the NY Times.

Speaker:
Lisa Earle McLeod, Founder & President, McLeod & More, Inc.

Time: 9:45 am – 10:15 am

Location: Veranda Ballroom
10:15 am – 10:45 am Break – Exhibits Open
10:45 am – 11:30 am
Open
Breakout A - Great Frontline Sales Managers: The Critical Factor for Maximizing Sales Performance
Speaker: Norman Behar, CEO & Managing Director, Sales Readiness Group
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Breakout A - Great Frontline Sales Managers: The Critical Factor for Maximizing Sales Performance

Ask any sales manager and they will tell that managing a sales team is one of the most challenging positions in your company. It is also one of the most important. Research has consistently demonstrated that great frontline sales managers have a significant impact on overall sales performance. Unfortunately, most frontline sales managers are promoted from the field and have little, if any, management experience.

So how can you ensure that your sales organization consistently develops high performing frontline sales managers who produce results?

Join Norman Behar of Sales Readiness Group as he shares best practices and strategies for developing your frontline sales managers. In this highly engaging session, you will learn how to:
  • Transition your star sales reps into great sales managers
  • Identify unique challenges facing sales managers
  • Recognize key sales management skills and behaviors
  • Apply four critical management abilities to improve sales performance
Speaker:
Norman Behar, CEO & Managing Director, Sales Readiness Group

Time: 10:45 am – 11:30 am

Location: Yerba Buena A
Open
Breakout B - Multiply Your Impact with 3-Dimensional Coaching
Speakers: LaVon Koerner, President & Chief Revenue Officer, Revenue Storm
Ned Camuti, Vice President, Sales & Distribution, Thomas & Betts Corporation
Close
Breakout B - Multiply Your Impact with 3-Dimensional Coaching

Sales Coaching is one of the few high impact practices that a sales leader can engage in to reap significant revenue performance improvements with their team. In fact, recent studies suggest that coaching explains a 17% performance difference between those coached and those not coached. So why aren't all companies seeing these great results? Doesn't every manager already do coaching today? The difference is in the approach. In this session, we'll discuss why using 3-Dimensional Coaching yields the greatest results and how the application of science helps you build a positive, winning coaching culture. You'll learn how to implement this approach to immediately see a substantial difference in your coaching conversations that will not only improve your probability of winning, but also advance your salesperson's talent.

Speakers:
LaVon Koerner, President & Chief Revenue Officer, Revenue Storm
Ned Camuti, Vice President, Sales & Distribution, Thomas & Betts Corporation

Time: 10:45 am – 11:30 am

Location: Yerba Buena B
11:35 am – 12:20 pm
Open
Breakout A - Why Sales is Going Inbound and How You Can Keep Up
Speaker: Phil Harrell, Vice President Enterprise, HubSpot
Close
Breakout A - Why Sales is Going Inbound and How You Can Keep Up

Newsflash: humans have changed. We now live, work, shop, and consume information online. In the past, sales reps were the sole source point for prospects to learn about a product, service, or company. Access to information online has made it so that prospects now make 60% of their buying decision before even talking to a sales rep. As salespeople, we need to enter these conversations later, and geared with context to personalize our approach. Salespeople should be adapting to new tools and technology, like social media, to create a relevant, personalized conversation.

Speaker:
Phil Harrell, Vice President Enterprise, HubSpot

Time: 11:35 am – 12:20 pm

Location: Yerba Buena A
Open
Breakout B - Emerging Technologies That Improve Sales Performance
Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power
Speakers: Michael Dieterle, Global Knowledge Manager, Siegel+Gale
Anthony Iannarino, Managing Director, B2B Sales Coach & Consultancy
Jeffrey Bowles, Executive Vice President, Kenna Group
Close
Breakout B - Emerging Technologies That Improve Sales Performance

New research from the Sales 2.0 Impact report shows that 70 percent of sales organizations believe Sales 2.0 solutions will be very important or critical to achieving their 2013 objectives. How do you know which ones will drive sales-performance improvement or additional revenue for your company? This panel of sales leaders will discuss the cutting-edge technologies they are leveraging to optimize sales performance at various points in the sales cycle. They will share how and why they selected the solutions they are using, results they have seen, and their secrets to successful implementation and adoption.

Moderator:
Gerhard Gschwandtner, Founder & CEO, Selling Power

Speakers:
Michael Dieterle, Global Knowledge Manager, Siegel+Gale
Anthony Iannarino, Managing Director, B2B Sales Coach & Consultancy
Jeffrey Bowles, Executive Vice President, Kenna Group

Time: 11:35 am – 12:20 pm

Location: Yerba Buena B
12:20 pm – 1:30 pm
Open
Birds of a Feather Lunch – Exhibits open
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Birds of a Feather Lunch – Exhibits open

At the Birds of a Feather lunch, a designated topic will be discussed at each table. The featured topics will include the following:
  • Leveraging social media effectively
  • Motivating sales reps
  • Reinforcing sales training
  • Shortening the sales cycle
  • Coaching reps
  • Retaining customers
A subject matter expert will join participants at each table to facilitate dialogue and answer questions. Be prepared to network with attendees and speakers, exchange best practices, and learn new ideas.

Time: 12:20 pm – 1:30 pm

Location: Veranda Ballroom
1:30 pm – 2:15 pm
Open
Breakout A - Pick Up the Damn Phone! How People, Not Technology, Seal The Deal
Speaker: Joanne Black, Founder, No More Cold Calling
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Breakout A - Pick Up the Damn Phone! How People, Not Technology, Seal the Deal

Sales success comes from real conversations with real people. It's time to tweet less and talk more to the customers and contacts who really matter. The rapid growth of LinkedIn, Facebook, Twitter, and a whole range of other social-selling tools has led an entire generation of salespeople to abdicate their sales duties to technology. This disconnect is evidenced by increasingly impersonal pitches sent randomly into the cloud. While much about sales has changed in the last decade, one thing never will: people still buy from people they know, like, and trust. It's our job as salespeople to make the connections that matter. And those connections are cemented with a phone call, not a status update.

We'll discuss and debate the following:
  • Technology addiction and the power of personal connections
  • Why there's no such thing as a "warm" call
  • Why we're smarter than our buyers
  • Why marketing can't qualify our leads
  • Why the gatekeeper left the building
Speaker:
Joanne Black, Founder, No More Cold Calling

Time: 1:30 pm – 2:15 pm

Location: Yerba Buena A
Open
Breakout B - Persuasion in Selling: It's Not What You Think... It's What They Feel
Speaker: Peter McLaughlin, President, Becoming the Customer
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Breakout B - Persuasion in Selling: It's Not What You Think... It's What They Feel

Emotions are powerful. So powerful, in fact, that they drive most of our actions. The easiest way to persuade customers is to find out what they already believe – their unconscious emotional reasoning – and use this unique existing conviction to sell your idea or product. All too often, we approach selling from our perspective, including our beliefs and needs, rather than from the buyer's point of view.

What if you could quickly connect with prospects, understand their deeper emotional process as it relates to their interest in buying, and adapt your approach to fit? Wouldn't you and your reps close more deals with the same number of prospects?

This talk demystifies persuasion as it applies to the profession of selling. You will hear how seemingly rational, thought-out behaviors and actions are actually controlled and influenced by environmental factors. You will learn how slight adjustments in nonverbal behavior powerfully influence the perceptions of others. We will explore a number of the timeless principles of influence that are hardwired in our minds and drive our decisions and actions. We will see how other professional sellers in a variety of industries persuade their target audience by appealing to their emotions.

When our customers feel a connection with us, when they believe we can help them eliminate their pain or reach their goals and dreams, we transform ourselves from sellers to valued partners.

Speaker:
Peter McLaughlin, President, Becoming the Customer

Time: 1:30 pm – 2:15 pm

Location: Yerba Buena B
2:15 pm – 2:45 pm Break – Exhibits open
2:45 pm – 3:20 pm
Open
Buying Preferences: Understanding How Organizations Buy in Today's Connected World
Speaker: Mustafa Kapadia, North America Sales Leader, IBM
Close
Buying Preferences: Understanding How Organizations Buy in Today's Connected World

Social media and the Internet are changing the way businesses buy. Buyers are rewriting the buying process; some are migrating to the Web, some are sticking to the traditional cycle, and others are using a hybrid approach. For sellers, this shift represents both an opportunity and a threat. Sellers willing to embrace this new type of buyer will ultimately win, but doing so requires them to first understand their target audience's buying preferences. In this discussion, you'll learn the four key types of buying preferences and their impact on the buying cycle and what it all means for sales organizations.

Speaker:
Mustafa Kapadia, North America Sales Leader, IBM

Time: 2:45 pm – 3:20 pm

Location: Veranda Ballroom
3:20 pm – 3:55 pm
Open
What Sales Moves Make the Biggest Difference?
Speaker: Tristam Brown, Chairman & CEO, LSA Global
Close
What Sales Moves Make the Biggest Difference?

If you believe that you are headed in the right direction, but your sales team's performance is not where you want it to be, do not get fooled into making isolated moves that do not lead your sales force dramatically forward.

Neither talent, nor culture, nor strategy alone will produce the results you want. Alignment is the missing ingredient.

This session will help you to:
  • Determine if your sales strategy is clear enough to act
  • Create a high performance sales culture
  • Attract, develop, and retain differentiated sales talent
Speaker:
Tristam Brown, Chairman & CEO, LSA Global

Time: 3:20 pm – 3:55 pm

Location: Veranda Ballroom
3:55 pm – 4:30 pm
Open
Understanding the Science of Happiness: Practical Lessons to Improve Sales Team Morale, Performance & Productivity
Speaker: Devin Hughes, The Chief Inspiration Officer, Speaker, Author & Coach
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Understanding the Science of Happiness: Practical Lessons to Improve Sales Team Morale, Performance & Productivity

Happiness is something we all desire, and yet it often seems elusive, always waiting for us somewhere just over the horizon. Getting your sales team to act more intelligently, be more productive, achieve higher levels of performance, and be perceived by customers as more charismatic than competitors translates into higher revenue for your company. In this session, Devin C. Hughes will reveal the latest research on the science of happiness. In the process, he will share some amazing revelations:
  • Optimistic salespeople outsell their pessimistic counterparts by 56 percent.
  • Employees who receive high-impact praise become 31percent more productive within weeks. They take fewer sick days and bounce back from setbacks faster.
  • Happiness is the cause, not just the result, of a whole host of positive outcomes in the workplace.
Salespeople can benefit from improving their mind-set. The trick to unlocking the power of happiness is helping your team members retrain their brains to more positive thinking patterns. In this high-energy session, you will learn specific ways to help your team achieve higher levels of happiness, productivity, and results.

Speaker:
Devin Hughes, The Chief Inspiration Officer, Speaker, Author & Coach

Time: 3:55 pm – 4:30 pm

Location: Veranda Ballroom
4:30 pm – 5:00 pm Closing Remarks
Speaker: Gerhard Gschwandtner, Founder & CEO, Selling Power