AGENDA

Registration Items & Featured Demonstration Hosted by:

Today’s social, political and economic environment is moving and changing at an unprecedented rate. These changes are accelerating sales cycles and affecting how competitors are going to market. Succeeding in this landscape requires strong and impactful leadership. Hear an approach to navigate this coined, “Four Keys to Navigating in Uncertain Times”.

Key Take-Aways:

• Insights on how the changing social, political and economic environment is affecting sales cycles and how companies compete
• Practical techniques for leading sales teams and deliver outcomes during turbulent times
• Examples of real-world lessons learned and strategies for success

Possessing traditional selling skills like product knowledge, strategic prospecting, presenting or even pitching is not enough. Companies need to pivot their selling skills outside of those areas and be prepared to challenge and educate. Challenging the Status Quo Bias which paralyzes 60% of decision makers requires a deeper credibility.

Key Take–Aways:

• Case study of customer engagement and how misinterpretation of a problem and desired outcome can miss the critical factors required to secure the entire, rather than part of the potential opportunity
• A blueprint for potential qualification to ensure opportunities are clearly qualified and problems are fully understood
• Lessons learned and how to predict outcome through an early qualification engagement

Featured Demonstration Hosted by:

Are you taking advantage of the way your reps actually learn in the real-world? No two selling situations are the same, so reps need to be able to learn on the fly to stay agile and productive. Yet research shows that as much as 90% of professional learning is spent on formal, event-based training that does little to prepare reps for agile selling. Join us in this interactive session to discover the strategies and technologies that empower sales teams to take advantage of the agile content and learning available to them to close business more efficiently in today’s dynamic selling situations.

Key Take-Aways:

• Pitfalls of only relying on formal in-person training events
• Best practices for creating an agile learning plan that involves everyone in the organization
• Techniques for encouraging peer-based learning that boosts your entire team’s performance by capturing and transferring your rock stars’ “secret sauce”

With an ever changing corporate priorities and the subsequent impacts on the sales force, companies are relooking at Sales Performance Management (SPM) to ensure sales alignment and growth. Combining SPM solutions with best practices is offering companies the chance to drive and monitor sales performance and alignment more effectively and more efficiently. Join us as we discuss real world examples of where SPM optimization has helped drive sales performance.

Key Take-Aways:

• Best practices leveraged by top performing sales operations teams related to performance management
• Understanding of solutions/technologies leveraged to communicate and track sales activity against sales strategy
• Lessons learned from teams who have recently deployed solutions and program improvements

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.

Selecting and buying sales tools can be a long and arduous process. Applying that new sales tech can be just as difficult or worse! In this interactive “Shark Tank” style competition you’ll hear from three practitioners who will identify best practices for their recent sales tool application with measurable results: where they started, the tool they used, the journey to get there, measurable impact and what would they do differently next time. The best implementation wins and will be voted on by our “Sharks”.

The list of discussion topics may be, but are not limited to:

• Meet the Keynote with Dr. Jason Richardson
• Improving Sales Culture

According to recent research – 77% of account/territory managers (of a geo-territory, vertical or industry) use revenue as the basis for selecting their accounts. While this subscribes to the thesis that strategic accounts generate >25% more sales revenue, this account selection process has a major flaw. This selection process does not account for probability and/or velocity as an attribute to winning presumably larger sales opportunities.  This model does not account for relationships – as a key competitive advantage or disadvantage that can dramatically alter probability and/or velocity of account activation. How can we upend this flawed model?

Key Take-Aways:

• Examples of how companies are applying the “Sphere of Influence”, rooted in modeling “social proximity” as a key driver to account selection
• Insight on how sellers are identifying asymmetrical competitive advantages and disadvantages (relationships) in their Total Addressable Market
• Best practices for leveraging compelling triggers that are a complimentary mechanism to be first to activating accounts

Every modern CEO, CRO and Head of Revenue Operations lists sales transformation as a priority– and rightfully so. Sellers operate in one of the most fast-paced and challenging sales environments in history. This session will focus on tangible applications of Artificial Intelligence– specifically Robotic Process Automation (RPA) and Machine Learning in order to radically improve productivity, convert existing tools into a “smart” sales stack and ultimately grow revenue through an AI-enabled and agile sales organization.

Key Take-Aways:

• A framework for thinking about transformation
• Key pitfalls to avoid when formulating a strategy
• Three initiatives you can bring back to your organization

Featured Demonstration Hosted by:

Share your smarts! Choose between six themed brainstorming sessions and crowdsource solutions to the most vexing challenges facing sales leaders and sales managers today. These are 15-minute rapid fire sessions with three rotations. First come, first served, 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 Hiring the Right Fit for Your Sales Team

Hosted By: Gary Silva, Director of Inside Sales, Gannett
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The Fix on Structuring Account Teams for Growth

Hosted By: Rob Beattie, Sales Director, Customer Growth & Retention Lead, Thomson Reuters
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The Fix on Reaching Buyers

Hosted By: Adam Pierno, Associate Vice President, Marketing Strategy, Arizona State University
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The Fix on Building an Accelerated Sales Training Program

Hosted By: Patrick Mulkey, US Director of Training and Enablement, Gordon Food Service
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Here is the deal, every success and failure can be traced back to a belief. The problem is most people don’t even realize their brain is operating from a faulty premise! Good news… It’s TOTALLY possible to build a bigger, better, stronger belief (one that helps you win more, work better, and live happier!) Are you ready to uncover the one thing that is holding you back? Jason will literally give you the important plays from his pro athlete playbook. Get ready to leave smarter and motivated to build better beliefs! Are you ready to start building?

Key Take-Aways:

• Key learnings about the neuroscience of belief and how you can use the Belief Matrix to coach yourself and your team in to better returns
• Insight on how to reprogram yourself and your team for more success
• Examples of how to override the negativity that gets in the way of your potential