Jump to: [Monday, 2/5/18] | [Tuesday, 2/6/18] | [Wednesday, 2/7/18] | [Thursday, 2/8/18] | [Friday, 2/9/18]

Monday, February 5, 2018 | ARRIVAL DAY


Suggested Arrival Time Arrive Monday to take advantage of all Lake Tahoe has to offer – whether on your own or with your team

Jump to: [Monday, 2/5/18] | [Tuesday, 2/6/18] | [Wednesday, 2/7/18] | [Thursday, 2/8/18] | [Friday, 2/9/18]

Tuesday, February 6, 2018 | SNOW DAY

Spend the day taking advantage of the beauty of Tahoe’s highest base resort – at Mt. Rose Ski Resort!

Jump to: [Monday, 2/5/18] | [Tuesday, 2/6/18] | [Wednesday, 2/7/18] | [Thursday, 2/8/18] | [Friday, 2/9/18]

Wednesday, February 7, 2018 | NETWORKING DAY

*Please note Networking Day is open to all event participants and sponsors.

8:00 AM

Enjoy a morning on your own to explore all that Lake Tahoe has to offer!

3:15 PM

Sponsor Workshop

4:45 PM

Sponsor Registration & Orientation Reception

6:00 PM

Speaker & Thought Leader Orientation An essential meeting for speakers, facilitators and confirmed thought leaders to preview the event, highlight your roles and network with fellow peers.

 6:45 PM

Participant Meet ‘n’ Greet This end-user/practitioner networking activity is your opportunity to identify – right out of the gate – those peers who share challenges similar to your own. It’s a great way to find participants who have thought leadership you can benefit from and to facilitate later dialogues throughout the event.

7:30 PM

STAR Welcome Networking Reception and Event Kickoff

Jump to: [Monday, 2/5/18] | [Tuesday, 2/6/18] | [Wednesday, 2/7/18] | [Thursday, 2/8/18] | [Friday, 2/9/18]

Thursday, February 8, 2018 | GENERAL SESSION AND EXHIBITION

8:00 AM

Registration, Continental Breakfast, and Exhibition

Didn’t get your badge at last night’s reception? Make sure you’re down in time for breakfast and registration to get your event materials now! Already have your badge? Make sure you pick up your event packet and start networking bright and early.

8:45 AM

WELCOME and Out of the Gate KEYNOTE – Digital Disruption and the Reinvention of Sales

Cate Gutowski, Vice President, Commercial & digitalTHREAD, GE Digital

Learn More

Session Abstract: We live in the Digital Age. That, in turn, fueled the Age of the Customer. And customer’s buying behaviors have fundamentally changed as a result. This strong combination of forces is disrupting every industry and every function. To meet customers new expectations, we must enable the Future of Work for our sales organizations.


  • Insight on Trends and Challenges: Regarding The Future of Work & The Future of Sales…impacts of a changing customer and the new skill sets required to support them
  • Case Study: A real-world case study of sales digital transformation and implementation – GE’s Commercial digitalTHREAD
  • Lessons Learned: The challenges around driving digital transformation… a significant cultural change that requires new tools for a new world

9:45 AM

Marketing Insights – Who’s Steering the Ship in Enterprise Sales: Marketing or Sales?

Bernie Borges, Chief Marketing Officer, Vengreso

Diana Eadington Reed, Marketing Director & Head of SMB Marketing,

Learn More
ABM is all about the enterprise sale. And, it might surprise you what a world-class marketer believes about who is doing the heavy lifting of connecting, engaging and acquiring critical customer relationships in targeted accounts. Come learn what is really required for marketing and sales to effectively work together to close the enterprise opportunity. And how to minimize the inevitable turf war over who gets credit for the win.

10:15 AM

Networking, Refreshment, and Exhibition Break

Featured Demonstration Hosted by:

10:45 AM

Case Histories explore a specific use case and include informal conversations that draw upon the experience and expertise of the featured executive and participants.
Choose one of the following zones:

Zone 1. Leveraging Sales Intelligence to Identify Profitable Customers, New Opportunities and Quality Leads
John Healy, Vice President, Factor 8
Case History with:
Jason Blais, Vice President, Inside Sale, ZipRecruiter

Learn More
Session Abstract: If you’re like most companies, your buyers have evolved more in the last 5 years than they did in the previous 20….has your sales team evolved at the same pace?  Your team needs to be better prepared, better trained, and better equipped in order to remain relevant to modern buyers.  In addition, your company needs to adapt the structure of the team and method(s) of engagement to meet your buyers where they are.  Are you putting your frontline sellers in the best position to succeed when the customer is on the line?


  • Strategies for building a structure to support your sales team
  • Best practices for modernizing your sales force
  • Insight on the needs and values of the modern buyer

Zone 2. Enabling Your Team with Tools to Sell Better!
Greg Holmes, Head of Sales, Zoom

Case History With:
Marc Silberstrom​, Vice President ​of ​Worldwide Sales​, Clari

Learn More
Session Abstract: Next generation sales teams and their buyers expect video-enabled tools for scheduled and impromptu meetings. Audio-only meetings just don’t cut it anymore, and travel is too expensive and time-consuming. Face-to-face interactions and live demos are crucial in building trust, fostering relationships, and gaining understanding. With machine learning and AI, data collected during video meetings provides feedback and intelligence, giving your team an information edge. Learn how high growth companies are enabling their sales teams with the tools and knowledge to connect with modern buyers and shorten their sales cycles.

  • Insights for building relationships and accelerating close rates
  • Fresh perspectives on enabling Millennial sales teams
  • Predictions on how machine learning and AI will impact sales processes

Zone3. Digital Selling – Strategies and Tactics to Grow Your Sales Pipeline!
Paul Epstein, Former Director of Sales & Business Development, San Francisco 49ers / Levi’s Stadium
Mario Martinez Jr., Chief Executive Officer and Founder, Vengreso

Learn More
Session Abstract: Today’s modern buyer is digitally connected, attached to mobile devices, reliant on social networks, and used to getting information via video. These shifts in buyers’ behaviors mean that modern sellers must adapt in order to reach busy buyers and remain competitive. Success on a corporate level requires more than simply acquiring new tools. Sales and marketing must be aligned on the Digital Sales Ecosystem.


  • Best practices on how sales and marketing can align on the Digital Sales Ecosystem
  • Insight on why today’s digital salesperson must adopt a new mindset and think like a marketer
  • Key findings on why video for salespeople will be a major differentiator in 2018

11:45 AM

Session to Session Travel Time

11:50 AM

Choose one of the following concurrent sessions:

INTERACTIVE – Solutions Wheel – Play the “wheel” to find out which of the industry’s products and services will help you solve your challenges. It is a series of rapid fire, one-on-one meetings with leading sponsors – both intense and fulfilling.


SPEED RUNS Join us for a burst of expert insight on:

  • Sales; an Outward-In Perspective: How Does Sales Culture Play a Role in Your Growth?
    Gordon Littley, Managing Director, Customer Experience Practice, Verizon
    Learn More
    For decades enterprises have focused on, and motivated their sales organizations, based on the objectives of who? The enterprise of course. Imagine a world where our motivations for success were based on achieving the client outcomes? This session draws upon the trials and tribulations of making that culture change. The path may surprise you. Here is one hint; it’s not just sales that has to change.

    • Guidelines to improve success through clarity of purpose and creating autonomy
    • Creating a culture of learning. You can only lead the horse to water, but what are the motivations to drink?
    • Ideas for driving a client first sales culture, vs one that consists only of a monthly forecast
  • Collaborating with Customer Service to Capture Voice of the Customer and Drive Retention and Revenue
    Phil Horn, Senior Vice President, Sales & Service, Sacramento Kings
    Learn More
    Sales too often leaves Service setup to fail. A data-driven and experiential sales strategy will lead to a successful retention process before the sale. This session will showcase best practices for proactive collaboration with your service and strategy teams to utilize customer feedback to disarm your buyers during the sales process leading to manageable expectations and maximum revenue throughout your retention efforts.

    • Insight into how to use existing customer feedback to enhance your sales process and shorten the sales cycle
    • Tools to shift your retention efforts from reactive to proactive WOW moments using predictive customer insights
    • Framework to create a cohesive organization by turning your sales team into service evangelists
  • Aligning Buyer Personas with Sales Processes
    Steve Paul, Vice President Sales and Commercial Operations, Breg
    Learn More
    Effective Customer Mapping to the appropriate buyer specific strategy and process is a broad sweeping concept that at face value sounds simple and obvious but requires a different level of discipline and analysis then most organizations are willing to embrace. Successful adoption of this practice requires a systemic transition from the way we traditionally target customers with equal focus, resources and corporate energy to a revamped approach that places a disproportionate amount of resources and effort against understanding truly your most high close probability prospects. As a direct result of this effort you will understand that you will effectively deprioritize certain types of buyers/personas in favor of more long term value/aligned customers who believe in what you do and the value you uniquely bring to them.

    • Insight on why mapping the right strategy to the appropriate buyer specific persona can only partially be understood by analytics
    • An understanding of why effective Commercial leaders need to know what’s driving their growth and competitive differentiation and focus on this segment of key customers who recognize the unique value your offering provides
    • An in-depth review of the benefits of a migration to this strategy that will yield sustained and outpaced market growth while focusing the team on this key type of buyer persona

12:45 PM

Food For Thought – Networking Roundtables

Hosted by Industry Leaders Practitioners and solution providers host a menu of luncheon discussions on pertinent industry issues. Dine and dish with industry experts. The list of discussion topics will be available on-site.

1:45 PM

Session to Session Travel Time

1:50 PM


Roundtable sessions capture the power of all participants’ voices, insights and experiences via group discussion and exploration of the issue at hand. Choose one of the following zones:

Zone 1. Hiring and Developing the Kind of Talent and Business Acumen You Need to Grow Your Business
Mark Hunter, CSP, “The Sales Hunter

Learn More

The talent war has come to sales and those who fail to realize the competitive landscape of what it takes to find the right talent will soon find themselves in a never ending downward spiral due to their inability to meet customer expectations.


  • Guidelines to assist in the sourcing and qualifying of potential talent to allow for the acceleration of the hiring process in a competitive marketplace
  • Best practices for the integration of talent into the organization and what it takes to have a “sales/customer-focused culture” when the marketplace is in a continual state of change
  • Insight into how to build a career development path for new salespeople identified as having high-potential

Zone 2. Superior Pipeline Management and Sales Forecasting
Larry Warnock, President & Chief Executive Officer, Olono

Learn More
Over the past few years, enterprises have made significant investments in processes and systems designed to manage the sales pipeline, quickly identify and respond to opportunities that are stalled, and boost the accuracy of data for forecasting. Yet despite all the spend, and all the tools, very few, if any organizations have perfected their buyer’s journey. In fact, strikeout rates continue to remain steady. With all the talk of big data, why are we still struggling with accuracy?


  • Best practices for discovering the true buyer’s journey (not simply what we’d like it to be), and creating a sales path to match
  • Fresh perspectives on how we can stop being surprised about the closed number vs forecasted. The answer can’t just be bad data.
  • Examples of the newest ways to forecast that get it right
  • Best practices for adapting our processes to more accurately reflect the true human behavior of everyone involved—both buyers and sellers

Zone 3. Deploying and Integrating a Modern CRM System
Brian Shultz, Vice President, Sales and Marketing, ABB

Learn More
Session Abstract: Sales people hate CRM systems: Sales people are smart, driven and customer focused. They are also extremely busy. Sales, unlike production or accounting, does not easily lend itself to a linear system. So how do you get your sales people to adopt a CRM system, use it regularly and input quality data? This session will draw upon lessons learned with three different organizations – all using the same CRM, what did not work and what worked well.


  • Best practices for facilitating adoption
  • An in depth review of the benefits of adoption
  • A guide for what to do tomorrow to get started

3:10 PM

Networking, Refreshment, and Exhibition Break

Featured Demonstration hosted by:

3:40 PM

GAUGING THE TURNS – Employing Artificial Intelligence to Revolutionize Your Sales Processes and Sales Organization

Lori Harmon, Vice President, Global Inside Sales, Blackberry
Learn More
This session will provide insight on the opportunities enabled with the emerging trend of using Artificial Intelligence to augment and boost sales results through increased sales rep productivity.


  • Examples of how Artificial Intelligence will help your sales teams
  • Insight on leading tools that enable Artificial Intelligence
  • Success factors for managers and reps to prepare for Artificial Intelligence

4:10 PM

Share your smarts! Choose between five themed brainstorming sessions and crowdsource solutions to the most vexing challenges facing sales organizations today. These are 10 minute rapid fire sessions with three rotations. First come, first serve, so choose wisely! Each brainstorm group will build upon the other to build a list of readily operationalized ideas to these common challenges.

The Fix on Global Team Collaboration
Hosted By: Brian Shultz, Vice President, Sales & Marketing, ABB

The Fix on Sales Manager Coaching Abilities
Hosted By: Robert Wonderlin, National Sales Trainer, Windstream

The Fix on Minimizing Time Spent on Non-Selling Activities
Hosted By: Toby Carrington, Senior Vice President, Head of Global Sales Operations, Siemens Healthineers

The Fix on Transitioning Accounts from the Aging Workforce
Hosted By:Joseph Plubell, Senior Vice President, Global Strategic Programs, Black & Veatch

The Fix on Identifying Talent
Hosted By:Tom Gallagher, President, Port Hawkesbury Sales Services

4:40 PM

CAPSTONE KEYNOTE – Sales is Leadership / Leadership is Sales

Mark Hunter, “The Sales Hunter”, Best-selling Author “High Profit Prospecting”
Learn More
This session is based on the belief that the salesperson who acts like a leader will indeed be seen as a leader and will develop better customers. Mark Hunter, CSP “The Sales Hunter” will share with you his journey from salesperson to sales leader and how the transition changed everything. Developing this leadership attitude across an entire sale team can have dramatic positive impact on the bottom line but it is more than just actions. Being a sales leader is both an attitude and a lifestyle. Too many salespeople don’t understand their role. They see it as selling a product or a service — when in fact the sales rep’s role is to show the prospect what is changing in their industry, strategies they can deploy to avoid mistakes that their competitors are making and be a true partner, rather than a vendor. The outcome as a sales leader comes down to one very simple thing, it is to help others see and achieve what they didn’t think was possible.


  • An understanding of why being seen as a leader is essential if they expect their customers to see them differently and have greater respect for them
  • Insight on how motivation is not something others do for them, but what they do for themselves
  • Best practices on how to use “sales leadership” to open up new opportunities with existing accounts and new accounts

5:15 PM

Star Gazing Networking Reception & Inaugural STAR Winter Olympics

Hors d’oeuvres, buffet dinner and just plain winter Olympics fun! Gear up for a night of winter-themed Olympic games minus the chilling temperatures.

Jump to: [Monday, 2/5/18] | [Tuesday, 2/6/18] | [Wednesday, 2/7/18] | [Thursday, 2/8/18] | [Friday, 2/9/18]


7:45 AM

Continental Breakfast and Exhibition

8:15 AM


Embracing Change: The Three Critical Dimensions You’re Not (But Should Be) Thinking About
Michael O. “Coop” Cooper, Founder, Innovators + Influencers

Learn More
Humans naturally resist change. And change efforts are met with all sorts of problems and resistance. Leaders must understand 3 critical, but rarely discussed dimensions to change in order to effectively lead change efforts in any organization.


  • Framework for the 3 Critical Dimensions of Change
  • Fresh perspectives on dealing with resistance to change
  • Best practices for addressing the 3 Critical Dimensions of Change

9:30 AM

Briefing Sessions, Networking, Refreshments, and Exhibition Break

10:30 AM

BLACK DIAMOND – Ask the Experts! It’s All About the Millennials

Michael O. “Coop” Cooper, Founder, Innovators + Influencers

Chad Burmeister, Co-Founder & Chief Executive Officer, ScaleX.ai
Diana Eadington Reed, Marketing Director & Head of SMB Marketing, Oracle
Cody Gilland, Director of Strategic Sales, Lucid Software, Inc.
Phil Horn, Senior Vice President, Sales & Service, Sacramento Kings

11:15 AM

Session to Session Travel Time

11:20 AM


Best Practice sessions examine a real world use case, dissect the best practices employed, and explore how to apply them to your own initiative and company.
Choose one of the following zones:

Zone 1.Developing a Coaching and Incentive System to Increase Sales

Bruce Wedderburn, Chief Sales Officer, Integrity Solutions

Jim Bateman, Partner, B2B CFO

Learn More
Latest research is showing that coaching is the #1 performance driver for sales teams. As such, extra attention is being given to the “coaching conversations” between a manager and her sales people. Rightly so – they are the foundation of a culture of engagement and productivity. However, the reality is that many organizations struggle to consistently translate good intentions to activity, and noble goals to measurable behavior. They often overlook an inconvenient factor: There is not one but three types of conversations that need to occur to realize the goals of a coaching initiative. Most organizations are unaware of or ignoring the other two critical conversations. This interactive session will discuss these overlooked factors so that you as a leader can avoid the common coaching traps and position your coaches for success.


  • Key factors for how coaching unlocks authentic connections between managers and their direct reports
  • Insight on the three types of coaching conversations that have to occur, and why sales leaders avoid two of them
  • Best practices and lessons learned from a successful coaching initiative

Zone 2. Creating Value-Based Consultative Conversations for Sales

Bob Sanders, Chief Executive Officer, Axiom Sales Force Development

Laurie Oswald, Global Vice President Sales, Enterprise Strategic Accounts, CommScope

Learn More
What if your prospects and customers actually valued your sales interactions? What if your people were considered an extension of their buyer’s team, able to make valuable contributions and help them make better, more informed buying decisions? Not only is this possible, is is absolutely essential to the future success of your sales organization. Many of today’s buyers will make buying decisions without engaging sales people. However, when they do engage your sales team, that interaction will have more impact on their decision than the all other elements of your solution combined!


  • A model for building value and becoming trusted advisors by helping buyers make better decisions
  • Insight on nine information objectives for understanding every sales opportunity
  • Examples of key questions that demonstrate value and differentiate your sales conversations
  • Proven strategies for scaling a value-based consultative sales model in your organization

Zone 3. Best Practices, from Presentation to Close
Bob Wonderlin, National Sales Trainer, Windstream

Learn More
Making President’s Club isn’t for everyone. But the opportunity to attain it gets easier when you learn best practices from past President Club winners! In this interactive session everyone will brainstorm ideas around best practices of setting appointments to having great meetings to negotiations for a win-win solution. This is an action-oriented, hands-on strategy session which will help participants learn the key sales strategies to achieve their company’s President’s Club.


  • Proven ways to set appointments using LinkedIn, social media, networking, phone and email
  • Techniques used during presentation to get the most opportunities out of your appointments
  • Lessons learned when going from proposal to negotiation to close

12:20 PM

Food For Thought – Networking Roundtables

Hosted by Industry Leaders Practitioners and solution providers host a menu of luncheon discussions on pertinent industry issues. Dine and dish with industry experts. The list of discussion topics will be available on-site.

Hosted by:

1:25 PM

Session to Session Travel Time

1:30 PM


Peer Council sessions are participant-driven discussions focusing on your key challenges and concerns.
Choose one of the following zones:

Zone 1. Leadership: Designing a Sales Organization Structure Made for You
Joseph Plubell, Senior Vice President, Global Strategic Programs, Black & Veatch

Learn More
Think of all the available sales channel opportunities available to you—direct, indirect, reps, inside sales, alliances, social, partnerships, and more. Research from a number of sales support organizations show that customers vary in the way that they want to receive communications—phone, email, text, etc. Moreover, that same research indicates greater buying complexity with: more people involved in the process; more options available; and, more information accessible. How does one build a multichannel sales organization to meet the changing buying behaviors of your target customers?


  • Best practices to align the sales processes to the buyer’s processes
  • Insight on aligning the sales channels to accommodate your strategies
  • Critical factors on why Sales Leadership and coaching are vital to the process and success

Zone 2. Tools and Best Practices for Supercharging Your Account Based Planning and Sales Strategy
Mike Kunkle, Vice President, Sales Transformation Services, Digital Transformation, Inc.
Craig Jones, Managing Partner, PMI

Learn More
Many sales organizations struggle to effectively implement account based planning, despite the significant potential for sales growth. To maximize account potential, you need both:

  • A proven methodology that will help your sales and account teams get better results by engaging customers, building value, uncovering and winning more opportunities, and ultimately, growing accounts
  • An implementation approach that will foster adoption, behavior change, and sales mastery, and cement the account planning methodology into your culture.


  • Insight on a proven methodology and strategies for effectively engaging with a customer before, during, and after the sale
  • Best practices for building trust-based relationships and creating unique value from the customer’s perspective
  • Proven ways to effectively guide the behavior changes you need to see in your sales and account management organizations
  • A framework for The Five Stages of Sales Mastery and Behavior Change
  • A guide to benchmark your organization to prioritize strengths and areas for improvement

Zone 3. Balancing Resources to Meet Increasing Demand for Operational Support
Toby Carrington, Senior Vice President, Head of Global Sales Operations, Siemens Healthineers

Learn More
As many industries continue to consolidate or become disrupted by new entrants and technologies, companies are scaling either organically or through M&A at unprecedented levels. This growth trajectory, whether it be in adjacent markets, when larger corporations acquire a series of smaller companies or even when two large players combine poses a series of challenges for the operational support functions of the organization. This impacts not just sales support operations, but also internal business functions like finance, accounting and marketing. This interactive session will seek to explore the key considerations firms should take when considering their support operations under different growth scenarios, as well as share best practice on structures and approaches to set-up for success.


  • Insight into the different scenarios for support operations that may exist depending on the growth strategy of your organization
  • Fresh perspectives for how to deal with the increased pace of change required in a firm’s support operations
  • Techniques and mechanisms to use in orienting your support operations towards sales growth and customer focus

2:30 PM

Networking, Refreshment, and Exhibition Break

Featured Demonstration Hosted by:

3:00 PM

RAMPING UP – Onboarding for Efficiency, Effectiveness, and Engagement

Manish Choudhary, Senior Vice President and Business Group Head, Payments & Strategic Accounts, Tech Mahindra
Learn More
The Fourth Industrial Revolution is here. The connected future is taking shape faster than most businesses anticipated. Technology is not only impacting customer experiences, but also redefining the way sales teams are on-boarded & trained to create the best solutions for specific industries This session draws upon case studies to illustrate the best practices that were employed to overcome the market challenges to create game changing deal structures and win. Examples will include a large automobile brands in the US where a virtual showroom for customers to experience the car was enabled and how a leading property insurance company used drones for assessment of the real estate


  • Perspective on market trends changing businesses from capex to opex type model which is highly customer focused to drive growth and profitability
  • Guidelines to leverage digital technologies while training the new age sales force and onboarding customers
  • Insights from case studies; lessons learnt & success factors.

3:30 PM

THE CASE – Crowdsourcing a Business Case for Investing in Next Generation Sales Technology Capabilities Moderator:

Purnima Jandial, Vice President Global Sales & Professional Services, Genesys
Learn More
During this interactive session, participants will work together collectively to identify and build an effective business case in real time, while simultaneously unpacking the nuances of building, pitching and delivering on these business cases for technology investments.

4:00 PM

The Four Pillars of An Effective Training and Coaching Program

Shari Levitin, Founder and Chief Executive Officer, Shari Levitin Group
Learn More
Neuroscientists tell us we’ve created five times as much content in the last five years than in all of human history. Sorting through this avalanche of information, trying to figure out what you need to know and deciding what you can ignore is exhausting.

Our job as sales leaders is no longer to simply teach information to our sales teams; it’s to help them filter, assimilate, and apply that information to win deals on a consistent basis.

How do we engage today’s information rich, tech savvy, distracted salespeople?

In this lively session, best-selling author and sales strategist, Shari Levitin reveals the four pillars required for a results-producing training and mentoring program, one that increases ROI, engages the learner and creates a culture of lifelong learning and development.

The passion, energy and commitment you put into your training process will be duplicated by your salespeople in the sales process!


  • Best practices for reducing the time and effort it takes to develop your training program, while increasing its effectiveness through the use of facilitated learning
  • Examples of ways to leverage scientifically proven methods to increase your sales and decrease turnover
  • Proven ways to incorporate virtual learning, games and interactivity to put the fun back in your sales meetings
  • Key tools to give to your trainers to incorporate the four pillars and increase retention
  • Insight on breakthrough tips for one-on-one coaching and mentoring to get the most out of each employee

4:30 PM

Content for STAR – Sales Team Alpine Retreat Concludes

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