Header Sales 3.0 Conference
Agenda Overview

The agenda is still being finalized, confirmed sessions and speakers are listed below. Please check back for updates.

To receive an email when the complete agenda is posted, contact events@salesdottwoinc.com.


The Cognitive Era and What It Means for Sales

For the past several years, the converging forces of data, cloud, mobile and social technologies, and the Internet of Things have disrupted industries and led to unprecedented transformation across every type of business – ushering in the Cognitive Era. At IBM, we work with clients in every industry to help them reimagine their business, create new value, and lead in the Cognitive Era.

What does sales look like in the Cognitive Era? Learn how IBM is addressing the Cognitive Era while also applying its cognitive and digital capabilities to increase seller effectiveness, build skills, and engage clients in new ways.

Speaker: Judy Buchholz, General Manager, Sales Strategy & Solutions, Global Markets, IBM | @jabuchh
Achieve More with an Attitude of Excellence

Dr. Willie Jolley answers the age-old question: What are the secrets that sustain successful organizations through difficult times? His answers are born out of his work helping Ford Motor Company go from the brink of bankruptcy in 2006 to being positioned to reject the government bailout in 2009 – and on to billion-dollar profits every quarter since 2009. Success Magazine called him "Ford's Secret Weapon!"

In this program Dr. Jolley shares strategies and ideas your attendees can employ to transform their businesses – as well as the five areas of development that can be used immediately to change their thinking and their business.

Upon completing this program, participants will:
  • Pursue a workplace culture of excellence
  • Seek leadership development – no matter their position in the organization
  • Embrace change as a positive factor
  • Build teams as the lifeblood of the organization
  • Serve the internal and external "customers"
Speaker: Dr. Willie Jolley, CEO, Willie Jolley Worldwide | @WillieJolley
Coaching: No Longer a Soft Skill

The role of the manager as a coach is misunderstood in most every sales department. While "coaching" is being taught, it is limited in scope and lacks metrics that prove coaching effectiveness and outcomes. In this session, Bill Eckstrom will share how the manager role has become archaic and why sales departments need to eliminate the role or adopt a high-growth coaching model.

In this upbeat, research-based session, attendees will
  • See data that shows how much managers impact sales results
  • Understand the role of the growth-minded coach (it may not be what you think it is)
  • Learn coaching metrics: what are they and why aren't sales execs using them?
  • What and how to measure coaching performance
EcSell Institute research indicates that 31 percent of managers hinder performance – which is to say that, without a manager in place, almost one-third of salespeople would produce an average of $2.2 million more revenue. It is no longer acceptable for sales departments to "hope" managers are behaving like coaches – it is time to measure.

Speaker: Bill Eckstrom, President, EcSell Institute
Call to Sell or Call to Learn?

The cold calling debate will apparently go on forever. But one thing that is hard to deny is that you learn more by having a conversation than you do by sending an email, tweeting, or posting – or leaving a voice message. Most of that learning is locked up in conversation notes and only used to help with the immediate opportunity. What if it turns out conversation outcomes contain the secret to discovering the truth about your market: who's the buyer, what problems are they facing, and how might your offering help? Chris Beall of ConnectAndSell will close the loop between sales conversations and discovery, and show you how data and conversations can evolve together to systematically drive results.

Speaker: Chris Beall, CEO, ConnectAndSell Inc. | @chris8649
The Four Pillars of an Effective Training and Coaching Program

Tony attends a five-day training course. He's pumped. He returns to the office with new ideas, increased energy, and 10 pages of notes. The problem? He forgets 90 percent of what he's learned and can't apply classroom knowledge to live customers.

Does your training fall on deaf ears? Research confirms 87 percent of traditional sales training doesn't stick. In this session you'll learn the four pillars required for a results-producing training and mentoring program as well as how to
  • Reduce the time and effort it takes to develop your training program, while increasing its effectiveness through the use of facilitated learning.
  • Leverage scientifically proven methods to increase your sales and decrease turnover.
  • Incorporate virtual learning, games, and interactivity to put the fun back in your sales meetings.
  • Give your trainers tools to incorporate the four pillars and increase retention.
  • Offer breakthrough tips for one-on-one coaching and mentoring to get the most out of each employee.
Speaker: Shari Levitin, Professional Speaker, Author of Heart and Sell, and CEO, Shari Levitin Group | @sharilevitin
How AI and Automation Will Affect the Customer Journey

Data is transforming the way every industry operates – empowering even non-technical functions like sales and marketing to make data-driven, strategic business decisions. But, without an intelligent system to integrate and process that data, it's impossible to uncover the potential insights. That's where AI and automation come in.

By applying machine learning and predictive data analytics to historic data, sales and marketing teams can automate direct-attribution and forecasting – revealing the future revenue impact of each decision.

In this session, join Nadim Hossain, CEO and Co-Founder of BrightFunnel, as he explains how Sales and Marketing teams can leverage this insight to understand which combination of marketing and sales touches moves a lead through the funnel, and how to optimize each stage of a customer's journey.

Speaker: Nadim Hossain, CEO and Co-Founder, BrightFunnel | @NadimHossain
Building the Perfect Sales Beast

Today's business market demands sales professionals who can function as true business assets. That requires a transformation from the one-dimensional "tech-focused" or "product-focused" approach to a multi-dimensional set of capabilities that includes equal parts IQ (Intelligence Quotient), EQ (Emotional Quotient), and TQ (Technical Quotient). In this program, Carew International CEO Jeff Seeley will expand on these three critical areas of competence and the role of each in cultivating productive, long-term relationships, increasing reps' value and influence, and closing more sales.

Speaker: Jeff Seeley, CEO, Carew International | @jeffreybseeley
Sales Planning: Strategies that Leave Your Competition in the Dust

By the time September arrives, you will probably be thinking about how your team is going to crush its quota in the fourth quarter. As highly driven people, sales executives tend to want to close anything that's living and breathing without realizing – at the end of the quarter – they've just "drained the swamp" of opportunities. Don't worry; you're not alone. Many sales organizations lack the planning system necessary to ensure consistent, repeatable success, and they end up starting the new year handicapped due to the hockey stick run-up of opportunities leading to the inevitable precipitous drop in revenue in the next quarter. We call this "hockey stick syndrome." Setting yourself up for an amazing year in 2018 involves a lot more than knowing how to manage your pipeline, however. This session will explore the five key strategies you must address in your strategic planning to totally crush your competition in 2018. Topics include:
  • Accelerating the buyer's process
  • Developing a team of rock stars
  • Breaking down the sales/marketing divide using ABS (account-based selling)
  • Increasing sales performance with AI technology and sales process
  • Reducing stress with predictive metrics
Speaker: Sherri Sklar, CEO, GrowthTera | @SherriSklar
How to Build a High-Velocity Sales Assembly Line to Mass-Produce Sales

In any given industry, there can be only one "marketplace gorilla." This company will receive 50 percent of the revenue and 75 percent of the profits from the segment. Unfortunately, most other market participants will eventually fail. Why? Because traditional approaches to sales operations – like inside or direct sales – don't allow hyper-velocity growth.

In this session, learn how to transform your sales methodology to increase sales 10X at a lower cost in order to become your industry's gorilla. Drawing from real-world examples, Donald will dive into the strategy and tactics to build a high-velocity sales assembly line, taking the core concepts used in modern manufacturing and applying it to sales. Instead of a salesperson who does everything from cold calling to customer success, learn how to build sales specializations as well as how to use AI and automation tools to optimize and keep your assembly sales line in equilibrium.

Speaker: Donald Scherer, Author, Assembly Required, AssemblySales.com | @donald_scherer
Premier Sponsors
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Platinum Sponsor
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Gold Sponsor
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Silver Sponsors
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Lanyard Sponsor
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Media Sponsor
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