11:00 AM - 11:40 AM (EDT)
Creating a Revenue Resilient Sales Team

Learn the best practices and strategies leading companies deploy to energize salespeople. We’re facing the toughest market since the Great Depression, so it is more important than ever to leverage our collective intelligence to navigate these uncertain times. In this session, Gerhard will share the best practices and strategies leading companies deploy to energize salespeople. You'll discover how to streamline sales processes and invest in time saving sales technologies that will help your sales team create more customers.

Speaker: Gerhard Gschwandtner, Founder & CEO, Selling Power

11:50 AM - 12:20 PM (EDT)
Solving WFH Sales Management: The Surprising Connection Between Sales Productivity and Rep Engagement

Sales managers face a dilemma: they still have to make their number, but may feel uncomfortable pushing highly stressed salespeople trying to make their number during a pandemic. By definition, managing remotely means managers can't see who is doing what, and all those little clues you used to rely on on the sales floor to gauge motivation and engagement (body language and facial expressions) are hidden by distance. To complicate matters, each of your reps faces a unique situation each selling day, from managing kids' education, to sharing work space with a partner, to recovering from interruptions, to dealing with health worries – all while selling to prospects whose businesses are disrupted and who are also adapting to the new normal.

In this session, Chris Beall will draw on his experience managing a WFH team for more than five years, along with measured facts from more than 100 sales teams that went 100 percent WFH in March 2020. He will share answers to these questions:

  • What are the top three metrics that help us measure sales rep engagement?
  • Which sales activities drive both engagement/motivation and productivity among sales reps?
  • As a manager, what's the biggest indicator that it's time to intervene and coach your reps on a deal or opportunity?
  • What sales management and workflow adjustments can you make to improve rep engagement without hurting productivity?

Speaker: Chris Beall, CEO, ConnectAndSell

12:30 PM - 1:10 PM (EDT)
How B2B Decision Makers are Responding to the Coronavirus Crisis

Is it now "all digital, all the time" to succeed with sales growth? Yes and no. While the demand for seamless self-serve digital interactions is higher than it has ever been, the same is true of the demand for expert-driven interactions with sales professionals. Our body of research and work across industries and multiple countries reveals that, while buyers do desire improved digital interactions, their preference for "human" vs. "digital" interactions varies considerably across the buying journey. This raises the stakes for any supplier's sales and service teams to deliver a seamless buying experience – meeting the customer armed with the right information at the right time, enabled and empowered by the latest sales technology and automation. Jennifer Stanley and Marie Rowell will share the latest insights from McKinsey's ongoing research, along with some best practices to help sales leaders shift their activity accordingly and invest in digital interactions that both delight customers and drive top-line growth.

Speakers: Jennifer Stanley, Partner, McKinsey & Company Marketing and Sales Practice
Marie Rowell, Associate Partner, McKinsey & Company Marketing and Sales Practice

1:20 PM - 1:50 PM (EDT)
Introducing the Importance of Training-led Growth in Revenue Generation, Increasing Retention, and Brand Evangelism

Training-led Growth is a strategic way to think about training - it’s about creating engaged experts and product fans at scale. In the B2B Software industry, product adoption is more difficult than ever, with more competition, continuously evolving complex products and pricing. Developing top performers, requires getting the right training in front of reps, coaching confidence and a competitive edge across the team. Users that love a product stick around. This is true for internal and external users. Users that invest time or money in your training are more likely to buy your products, become long-term customers, and recommend your product to their friends, colleagues and clients. The purpose of this presentation is to show how a training-led growth strategy can fulfil internal and external demand for training and add a revenue stream to your company, by automating internal and external training delivery, partner training program and payment collection for paid courses.

Speaker: Joe Moriarty, CEO, Raven360

2:00 PM - 2:40 PM (EDT)
The Creative Pivot: How an NFL Sales Team is Streamlining Sales and Finding Digital Ways to Connect with Customers

The Miami Dolphins has one of the largest sales teams in the NFL. But what happens when your sales approach (traditionally a mix of high-volume outreach and disciplined lead-management) gets turned upside down? The COVID-19 pandemic has restricted in-person meetings, sales events, stadium tours, and more. In this presentation, Josh Young, VP of ticket sales and service for the Miami Dolphins, shares how the team has quickly pivoted and is using creative new ways to digitize selling and connect with customers. You’ll learn how they’re:

  • Revamping CRM to improve accountability and track the sales cycle.
  • Gaining traction with new digital initiatives like virtual appointments and “engage chat” features for booking tickets online.
  • Investing in new social media strategies to increase engagement and tap influencer networks.

Speaker: Josh Young, Vice President, Ticket Sales & Service, Miami Dolphins

2:50 PM - 3:50 PM (EDT)
Six Great Strategies for Selling in Tough Times

Learn 6 great strategies that will help your sales team be successful selling in tough times. You'll learn immediately applicable action steps from industry experts, including:

  • How to help your sales team avoid distractions and stay focused while working from home
  • Five steps for selling in tough times
  • How to maintain a positive mind to remove obstacles to success
  • Overcoming objections in tough times
  • Sales leadership lessons from the edge
  • The art of pivoting in a crisis

Speakers: Alice Heiman, Founder & Chief Sales Officer, Alice Heiman, LLC
Mark Hunter, CSP, The Sales Hunter
Anthony Iannarino, Speaker, Coach, and Consultant, The Sales Blog
Shari Levitin, Professional Speaker, Author of Heart and Sell, and CEO, Shari Levitin Group
Andy Miller, Partner Coach, Objective Management Group
Rob "Waldo" Waldman, Best-Selling Author & Sales Keynote Speaker, Wingman Enterprises