July 29, 2020

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Conference Agenda

11:00 AM - 11:40 AM (EDT)
Welcome and Opening Keynote: The Sales Leader's Role in the Recovery

Gerhard will share how successful leaders navigated the tough challenges of the Covid 19 pandemic and shares innovative steps that will lead to the recovery. Takeaways include: 

  • The shift from WFH (work from Home) to WFA (Work from anywhere)
  • Why sales leaders must double down on the fundamental values that engage salespeople on a deeper level while moving business forward.
  • How successful sales leaders support their team through greater emotional intelligence by helping salespeople reduce stress, practice mindfulness, show empathy, remove friction, expand coaching and invest in better technology.
  • Best practice cases of companies that expanded sales during the crisis.

Speaker: Gerhard Gschwandtner, Founder & CEO, Selling Power

11:40 AM - 11:50 AM (EDT)
10-minute Break – Visit Sponsor Meeting Rooms
11:50 AM - 12:20 PM (EDT)
5 Core Strategies for Accelerating Your Revenue Recovery

COVID-19 is the Great Accelerator, the Great Reminder and the Great Suppressor - all of which present their own unique sales opportunities post-lockdown. 

The impact of coronavirus on the marketplace continues to vary significantly from month-to-month and market-to-market. Sales leaders face the challenge of optimizing their teams to thrive in the current environment while preparing them for better days ahead.

In this session, Lee will share:

  • The rethinking of what “value” means in your sales relationships during these times and beyond
  • How emotional intelligence will play a key role in success (or lack thereof) in the months ahead
  • Why now is the best time in the past 10 years for hiring new salespeople
  • Harvesting collective intelligence to improve your agility and responsiveness to ever-changing events

Speaker: C. Lee Smith, President and CEO, SalesFuel, Inc.

12:20 PM - 12:30 PM (EDT)
10-minute Break – Visit Sponsor Meeting Rooms
12:30 PM - 1:10 PM (EDT)
Successful Sales Enablement Innovations to Mitigate the Impact of Covid 19

Three Sales Enablement leaders will share their innovative pivots.

  • Roderick Jefferson, CEO of Jefferson Associates will share “How to shift your Sales Culture during a crisis.”
  • Meagan Davis, Sales Enablement Manager of Cyberark will share how her company abandoned a plan for a live onboarding program and transformed it into a highly successful, virtual onboarding training event.
  • Russ Walker, SVP Sales Enablement with Datasite will present How to Respond, not React during a crisis. His team created a virtual communications and training support program for 250 salespeople in 12 countries. This month, Datasite’s sales organization achieved rank # 3 within the 50 best companies to sell for.

Speakers: Roderick Jefferson, CEO, Roderick Jefferson & Associates, LLC
Meagan Davis, Sales Enablement Manager, CyberArk
Russ Walker, SVP Sales Ops & Enablement, Datasite

1:10 PM - 1:20 PM (EDT)
10-minute Break – Visit Sponsor Meeting Rooms
1:20 PM - 1:50 PM (EDT)
How to build a team that sells effectively, in a virtual and socially-distant world

It’s become a crazy world we live in.  Selling effectively, and building selling skills within your sales team, is going to have to be radically different than what we have seen in the past.  The new virtual sales environment is taking away one of the most valuable tools from sales reps:  their in-room, physical presence.  To a good rep, “presence” is powerful.  Just as it is for a really good sales trainer.  The in-room interaction is extremely difficult to recreate via virtual meetings.  

So now what?  

  • How does sales learning have to change? (hint: major overhaul).

  • How can you replicate the success you had with a 3-day workshop, in a virtual meeting that is tough to do for more than an hour?

  • What does this new world look like and how do sales calls change?

  • How can I prepare my reps so they have the greatest chance to succeed?

It’s a crazy new world and if you’re going to survive, you’ll need a strong plan for evolution if not revolution.  Let’s explore it together.

Speaker: J Steve Osborne, Founder and CEO, Top Gun Sales Performance

1:50 PM - 2:00 PM (EDT)
10-minute Break – Visit Sponsor Meeting Rooms
2:00 PM - 2:30 PM (EDT)
Opportunity Through Adversity: Leading Your Sales Team Through Uncertain Times

Now is a uniquely challenging time. In the face of a global pandemic and drastic changes in the way we work, our current situation has created uncertainty within sales teams. Amidst these unprecedented times, there is more commoditization and pressure on sales, and the importance of selling the value associated with our products and services has never been greater.

In this session, we will share ideas on how to lead sales teams during times of uncertainty, to help them emerge intact and even stronger in a post-COVID world. We will highlight three key areas of focus for sales leadership:

  • Helping your teams sell value;
  • Leveraging a positive mindset;
  • Investing in your team through development

Speakers: Mark Shonka, Co-CEO, IMPAX Sales Performance
Brittany Laurent VP, Strategic Development IMPAX Sales Performance

2:30 PM - 2:40 PM (EDT)
10-minute Break – Visit Sponsor Meeting Rooms
2:40 PM - 3:10 PM (EDT)
Create the Best Version of You
  • Learn how winners take charge and accelerate their self-development during the pandemic.
  • How to become aware of the roadblocks to your success and how to eliminate them.
  • Effective strategies and tactics to combat fear and realize that every set-back, is a set-up for a come-back.

Speaker: John Guydon, Author, Ted Speaker, Coach, Entrepreneur Collegiate Athlete (University of Colorado)

3:10 PM - 3:20 PM (EDT)
10-minute Break – Visit Sponsor Meeting Rooms
3:20 PM - 4:00 PM (EDT)
Why Every CEO Should Sell

During the pandemic CEO’s need to step forward and lead from the front. Chris Beall, CEO of ConnectAndSell will share

  • How CEOs of Successful companies focus on expanding the addressable market and extend the horizon line for the sales team.
  • Why CEOs are "merchants of hope" that lead with vision, confidence and courage.
  • How CEOs should support the sales organizations by making joint calls with salespeople and act as the trusted advisor to the customer.
  • What CEOs can learn at the front lines about the changes in the market, about customer challenges and about allocating the right resources to the sales team.

Speaker: Chris Beall, CEO, ConnectAndSell

4:00 PM - 4:10 PM (EDT)
Closing Thoughts and Q&A

Speaker: Gerhard Gschwandtner, Founder and CEO, Selling Power


Top Gun Sales Performance
Teneo Results
Selling Power