Header Resource Library Sales 2.0 Conference
Agenda Overview

 
Wednesday, September 17, 2014
5:45 pm – 6:45 pm
Open
Conference Welcome Reception & Networking Event
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Welcome Reception & Networking Event

Join us for this complimentary welcome reception. We'll have cocktails, hors d'oeuvres and our Chief Networking Officer Alice Heiman will make sure you meet the people you don't know and you can start making valuable new business connections. Bring plenty of business cards!
 
Thursday, September 18, 2014
7:30 am – 8:30 am Registration and Breakfast – Exhibits Open
8:30 am – 8:35 am
Conference Welcome
Speakers: Alice Heiman, Founder & Chief Sales Officer, Alice Heiman, LLC
Gerhard Gschwandtner, Founder & CEO, Selling Power
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Conference Welcome



Speakers: Alice Heiman, Founder & Chief Sales Officer, Alice Heiman, LLC
Gerhard Gschwandtner, Founder & CEO, Selling Power
8:35 am – 9:05 am
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Sales and Marketing Alignment in a 2.0 World
Speaker: Gerhard Gschwandtner, Founder & CEO, Selling Power
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Sales and Marketing Alignment in a 2.0 World

Selling Power magazine publisher Gerhard Gschwandtner will address the complex challenges involved in sales and marketing alignment. He will share a six-step alignment process that will allow both of these critical functions to operate in sync, speak with one voice, and leverage existing talent to execute a winning strategy.

Speaker: Gerhard Gschwandtner, Founder & CEO, Selling Power
9:05 am – 9:35 am
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Why Insight-Based Sales Approaches Win More Deals
Speaker: David DiStefano, President & CEO, Richardson
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Why Insight-Based Sales Approaches Win More Deals

In the not-so-distant past, buyers relied on salespeople to gather product and solution information. Today, much or all of that information is available to buyers online, giving buyers the power to identify and evaluate potential providers on their own. To succeed today, sales teams must adapt and strengthen their selling approach to meet the needs of this ultra-informed buyer. Today's sellers must provide buyers with information and insight that adds value, creates credibility, and differentiates their solution in order to position themselves competitively and win more deals. In this session, David DiStefano, CEO of Richardson, will discuss the challenges sales teams face with buyers today and how to overcome them. Specifically, he'll discuss how your sales reps can
  • build trust with customers through an insight-based selling approach;
  • effectively leverage insight to create needs and shape the buyer's thinking, creating an aha moment that propels prospects to engage;
  • position themselves competitively and win more deals.
Speaker: David DiStefano, President & CEO, Richardson
9:35 am – 10:05 am
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Sell Smarter: The Future of Sales
Speaker: Scott Poore, Regional Manager, Oracle Customer Experience (CX) Applications
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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 Scott Poore, Regional Manager, Oracle Customer Experience (CX) 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: Scott Poore, Regional Manager, Oracle Customer Experience (CX) Applications
10:05 am – 10:35 am Morning Break – Exhibits Open
10:35 am – 11:05 am
Open
Driving Measurable Business Results with Strategic Sales Training: Intro to the Six-Step Process
Speaker: Jenny Dearborn, Senior Vice President & Chief Learning Officer, SAP
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Driving Measurable Business Results with Strategic Sales Training: Intro to the Six-Step Process

Sales-training results are among the easiest to measure. So why do some training organizations still miss the boat? Find out the answers with an action-packed 30 minutes of data and analytics, measurement approaches, and a straightforward six-step process that you can confidently take back to your sales leaders.

Speaker: Jenny Dearborn, Senior Vice President & Chief Learning Officer, SAP
11:05 am – 11:35 am
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Marketing and Sales: From Infighting to Inspiring
Speaker: Scott Broomfield, Chief Marketing Officer, Xactly Corporation
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Marketing and Sales: From Infighting to Inspiring

"Sales doesn't understand the market or message. Marketing doesn't understand the customers and their pain points." In most organizations, we hear this too often – but there is hope. Given the state-of-the-art solutions now available to sales and marketing professionals, the status quo needn't hold you back. In this presentation, we will discuss how, with the right tool set, skill set, and mind-set, your marketing and sales teams can align and achieve common objectives. Our discussion will include a how-to for reaching the right person at the right time and with the right message through predictive intelligence, which comes to us now through big-data solutions.

Speaker: Scott Broomfield, Chief Marketing Officer, Xactly Corporation
11:35 am – 12:05 pm
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The Future of Sales is Marketing
Speaker: Dave Hutchison, Senior Vice President, Marketing, SAP North America
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The Future of Sales is Marketing

Continuous and easy access to huge amounts of information, analysis, and peer recommendations has changed the way organizations make buying decisions. In fact, your sales executives may be the last people your customers and prospects engage when they are in a decision cycle. That's a bad thing. Or is it?

In this thought-provoking talk, Salesman-turned-Marketer Dave Hutchison explores how “alignment” between sales and marketing is not enough in today's hyper-connected, buyer-empowered world. Continued sales success and customer growth require a true partnership in which sales and marketing share the same goals, “wave one flag,” and even adopt each other's best practices. Learn from Dave how sales needs to move in the direction of marketing, and vice versa.

Speaker: Dave Hutchison, Senior Vice President, Marketing, SAP North America
12:05 pm – 1:05 pm Birds of a Feather Lunch – Exhibits Closed
1:10 pm – 1:50 pm
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Breakout A - Ending the War between Sales & Marketing
Speaker: Bill Wallace, Vice President, Revenue Storm
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Breakout A - Ending the War between Sales & Marketing

In 2013, more than 40 percent of B2B sales professionals missed their quota. The culprit, if you ask sales, is often the quality and volume of leads from marketing. Marketing, on the other hand, blames sales for ignoring their leads and not working hard enough or acting fast enough to close them. Sales and marketing just can't seem to get on the same page. So how do you align marketing to sales (or sales to marketing)? Join Bill Wallace, Vice President at Revenue Storm, as he explains why attempts to align the two groups often fail, and he'll provide two keys to ending the war.

Speaker: Bill Wallace, Vice President, Revenue Storm
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Breakout B - Four Hundred Percent Sales Productivity Increase with Advanced Sales Acceleration – Are You Serious?!
Moderator: Chad Burmeister, Vice President, Sales & Marketing, ConnectAndSell
Panelists: Lisa Keeler, Senior Manager, Business Development Team, Ceridian HCM
Brett Longchamps, Manager, Enterprise Sales Development, ClearSlide
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Breakout B - Four Hundred Percent Sales Productivity Increase with Advanced Sales Acceleration – Are You Serious?!

In this session, Lisa Keeler, Senior Manager of Business Development at Ceridian, and Brett Longchamps, Manager of Enterprise Sales Development at ClearSlide, will share how they leverage advanced sales-acceleration techniques to drive up sales-productivity improvements by 400 percent. In addition, Chad Burmeister, Vice President of Sales and Marketing at ConnectAndSell, will share key findings in Big Data, having delivered more than 15 million dials and 770,000 sales conversations in the past 12 months. Lesson 1: Be careful when deploying advanced sales acceleration, because it can amplify greatness, and it can also amplify suck! Lesson 2: When executed properly, companies deploying advanced sales acceleration see 72 percent of their sales teams achieve quota versus just 16 percent in companies that don't (Aberdeen study). Finally, we're in Vegas, and this session wouldn't be complete without $500 worth of giveaways (in Vegas poker chips, of course). This may be a session that you don't want to miss!

Moderator: Chad Burmeister, Vice President, Sales & Marketing, ConnectAndSell
Panelists: Lisa Keeler, Senior Manager, Business Development Team, Ceridian HCM
Brett Longchamps, Manager, Enterprise Sales Development, ClearSlide
1:55 pm – 2:35 pm
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Breakout A - Bringing Sales Training into the Social Age
Speakers: Paul Ironside, Founder & CEO, CommercialTribe
Sean Murray, Senior Director SMB, Xactly Corporation
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Breakout A - Bringing Sales Training into the Social Age

The dirty little secret among sales executives is that we hate training. And so do our teams. Why? Because it hasn't changed in decades. In fact, it hasn't really changed since the dawn of the industrial age. We stand up and lecture one message to all and expect our reps to get it. In this session, the former head of sales for industry giant CEB and CommercialTribe CEO Paul Ironside will address how the Information Age has given us new powerful tools to make training far more effective for our teams: Interactive video. Social media and scoring. Paul will be joined by Sean Murray of Xactly, who will talk about how he has used these new tools to boost productivity and get his reps up to speed far more quickly than before. If you've ever been frustrated about sales training, you will want to see this presentation.

In this session, you will learn:
  1. Why existing sales training consistently fails to ‘stick'
  2. How new online video and social media tools can be leveraged to train in a whole new way that actually gets rep to practice
  3. What results have been generated from this new approach
Speakers: Paul Ironside, Founder & CEO, CommercialTribe
Sean Murray, Senior Director SMB, Xactly Corporation
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Breakout B - Story Selling on Mobile: The Next Great Way to Create Winning Sales Conversations
Speaker: Leon Yeh, CEO & Founder, Mobiten
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Breakout B - Story Selling on Mobile: The Next Great Way to Create Winning Sales Conversations

Your buyers are more informed than ever, and thanks to technology, these savvy buyers expect their sales presentations to have relevance, immediacy, and splash. Mixing these informed, intelligent customers with outdated, irrelevant sales-presentation materials is a recipe for disaster. Customers are busy, deadline-driven, and overcommitted, which makes getting time with them difficult. In this new economy, we sales professionals need a new approach to engage our buyers. Fortunately, Leon Yeh has been thinking differently about what mobile technology can do for sales and marketing. Learn from a disruptor who has developed some of the most forward-thinking mobile sales tools available.

In this session, you will learn
  1. why the "pitch" no longer works;
  2. what to do differently to relate more effectively to your customers;
  3. how mobile technology can support visual, interactive stories, providing a gateway to customer engagement.
Speaker: Leon Yeh, CEO & Founder, Mobiten
2:35 pm – 3:05 pm Afternoon Break – Exhibits Open
3:05 pm – 3:35 pm
Open
Using Big Data to Create a Sales-Marketing Handshake Relationship
Speaker: Amanda Kahlow, CEO & Founder, 6Sense
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Using Big Data to Create a Sales-Marketing Handshake Relationship

Traditionally, marketing has been viewed as a strictly "pre-sales" discipline—kept separate and silo-ed from the majority of the sales process. With today's advances in big data and predictive modeling, companies can drive the critical "handshake relationship" between sales and marketing teams.

Join Amanda Kahlow, CEO at 6Sense, as she discusses how B2B companies like Xactly, Blue Jeans, and Cisco are increasing lead conversions and surpassing revenue targets by leveraging big data and predictive intelligence. In this results-focused session, Kahlow will discuss how big data and predictive modeling have the ability to drive sales-marketing engagement throughout the entire sales funnel, and can help you to:
  • Understand where new revenues and customers are going to come from
  • Find and target net-new prospects as soon as they appear
  • Determine where prospects are in the sales cycle, what products are of interest, and the value of the opportunity
  • Focus marketing budgets on customers most interested
  • Deliver better-qualified leads to sales
Speaker: Amanda Kahlow, CEO & Founder, 6Sense
3:35 pm – 4:05 pm
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Sales Enablement and Training Strategies That Get Results
Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power
Panelists: Andrea Sittig-Rolf, Chief BlitzMaster & CEO, BlitzMasters
Alice Heiman, Founder & Chief Sales Officer, Alice Heiman, LLC
Bill Wallace, Vice President, Revenue Storm
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Sales Enablement and Training Strategies That Get Results

Sales enablement can be interpreted in many different ways: 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). What are some of the best strategies and technologies for sales enablement? This panel of experts will help you ensure that you execute sales-enablement initiatives 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: Andrea Sittig-Rolf, Chief BlitzMaster & CEO, BlitzMasters
Alice Heiman, Founder & Chief Sales Officer, Alice Heiman, LLC
Bill Wallace, Vice President, Revenue Storm
4:05 pm – 4:35 pm
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Growing Sales through Social Content, Conversations & Influence
Speaker: Jon Ferrara, Founder & CEO, Nimble
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Growing Sales through Social Content, Conversations & Influence

Today, brands are built by mobilizing the collective power of employee networks across the organization. Relationships matter. Now more than ever, personal connections and extended networks influence the buying process. Buyer behavior has changed. Today's buyers are Web and social-media savvy, informed about your offering – and your competitors' – and starting the sales process without your salespeople and marketing messages. If you aren't in the customer-influence discovery loop, you'll find yourself locked out, and with multiple social channels available to engage prospects and their influencers, how do you determine who matters most, how to engage them, and how to manage it all?

During this engaging and informative session, you will learn
  • the power of influence,
  • how sales and marketing align with the buyer's dynamic decision journey,
  • tips to amplify your social-selling story,
  • how to nurture relationships that lead to closed deals,
  • customer 2.0 expectations and engagement strategies,
  • the 5 E's of social business.
Speaker: Jon Ferrara, Founder & CEO, Nimble
4:35 pm – 5:10 pm
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Convergence Marketing: Empower Your Customer in a World of Choice
Speaker: Richard Rosen, President & CEO, ROSEN
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Convergence Marketing: Empower Your Customer in a World of Choice

Today, the average attention span is five minutes, down from 12 minutes 10 years ago. People spend 700 billion minutes on Facebook each month, and smartphone users install 20 million apps every day. This is the pace of our new world, and today's fast-paced consumers insist on interacting with brands that reflect their values and lifestyles. Seventy percent of consumers care about the social responsibility and transparency of the companies from which they buy. So in this age of the consumer, how will your brand fit into this changing landscape? How do we cut through the clutter and make our customers feel valued across all media?

Featured speaker Richard G. Rosen, chief architect of Convergence Marketing, will address how to empower your customer in this overstimulated world of choice. Convergence offers a fresh, business approach to drive profit and increase interaction with your customer, all while building brand loyalty. As the head of ROSEN, a certified B Corporation, Richard will engage the power of mission and profit to empower your customer.

Speaker: Richard Rosen, President & CEO, ROSEN
5:10 pm – 5:15 pm
Concluding Remarks
Speakers: Gerhard Gschwandtner, Founder & CEO, Selling Power
Alice Heiman, Founder & Chief Sales Officer, Alice Heiman, LLC
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Concluding Remarks

TBA

Speaker: Gerhard Gschwandtner, Founder & CEO, Selling Power
5:15 pm – 6:30 pm Networking Reception
Premier Sponsors
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premier_sponsor-oracle
premier_sponsor-xactly
premier_sponsor-sap
Platinum Sponsors
platinum_sponsor-revenuestorm
platinum_sponsor-connectandsell
platinum_sponsor-mobiten
platinum_sponsor-commercialtribe
Gold Sponsors
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gold_sponsor-rehearsal
Silver Sponsors
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silver_sponsor-contatta
Social Media Sponsor
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Media Sponsors
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