Tuesday, October 24, 2017
Driving Manager Engagement through Informal Learning
High performing sales enablement organizations leverage technology for informal learning that addresses timely and relevant sales challenges. Go beyond initiative based training like onboarding, sales methodologies, and new product rollouts and truly align with sales leadership. This workshop will help identify the challenges faced with engaging sales leadership as well as frontline sales reps. The result will be a playbook for any sales enablement leader to take back to their organization with best practices, questions and templates to build an ongoing informal learning culture that is highly adopted by sales teams and has an impact on revenue results.
Driving Manager Engagement through Informal Learning (continued)
LearnCore Certification Crash Course
A round robin session on the most valuable LearnCore feature sets: Automation, Reporting, Checklists, User Management. Receive a LearnCore Certified Administrator crediential by completing Certification Checklist and assessment (estimated 60 minute additional work).
Wednesday, October 25, 2017
Breakfast & Registration
Scaling Coaching and Engagement for Any Size Sales Team
Coaching and engaging a sales team can be difficult whether you have 5 or 500 sales reps. As sales teams grow, leaders have to find scalable ways to keep reps engaged and make time for individual coaching so reps can perform at their best. How do you accomplish all of this on top of every day tasks and goals? Discover the best approaches to scaling sales coaching and engagement from our panelists as they share their experiences and successes.
Nate Lindstrom, Vice President of Operations, Lockton
Giorgia Ortiz, Senior Director, Sales Education & Enablement, Coupa
Julie Rhodes, Director, Sales Enablement, Informatica
Taryn Rosada, Director, Talent Development and Learning, CondeNast
Nichole Williams, Sales Training Manager, Jive Communications
Case Study - Trendkite
How do you build an onboarding program that can quickly scale to accommodate a steady stream of new hires and provide visibility into effective training? Learn from Trendkite! After identifying training goals for all sales and CS roles, Trendkite built and launched their onboarding program and in one year, have successfully increased revenue and renewals, and saved hours each week on in-person training. Hear how they accomplished all of this with LearnCore.
Katie Pariseau, Director of Learning Development, Trendkite
Transparency: The Next Era in Enterprise Sales
One could argue that the oldest profession in the world is actually sales. Since the first time a caveman sold a wheel, certain core elements of the profession have stayed the same, however, the intricacies of the methodology have evolved. And they are about to evolve again. To win in the future, sellers will need to become the source for information the buyers cannot get anywhere else…their own customer feedback data. Sellers will collect it, analyze it, act on it, but more importantly, share it. Just like brands and retailers displaying positive and negative ratings and reviews on their own web pages online, the successful future sellers will lead with transparency.
Todd Caponi, Chief Revenue Officer, PowerReviews
Sales does not work, and you may not be ready to accept this. The traditional skills, thinking, and behaviors of sales do not align with the innate human behaviors and thinking around change, and change is what your prospects either work hard to resist or embrace. If you are having sales conversations, you are making it easier for your prospect to resist. Learn how to have conversations that help your prospect break their status quo around change without giving up your soul to sales.
Dan Lappin, President, Lappin180 Sales Consulting
Find out about the exciting new product releases and updates coming from LearnCore.
Lunch Presentation - Secrets of the World's Greatest Sales Coaches
There's more data around why sales coaching matters than ever before. But creating coaching discipline inside your organization can be challenging. Rob Jeppsen, CEO/founder of Xvoyant and winner of 15 Stevie Awards for Sales and Serivce (including Sales Coach of the Year and Sales Coaching Program of the Year) will share a coaching blueprint to help you:
- Generate coaching consistency and cadence
- Create "moments that matter" with each rep
- Develop predictive coaching plans
- Become relevant to every rep on the team, regardless of their performance level
Rob Jeppsen, CEO, Xvoyant
Showing ROI on Training is Tricky, but Not Impossible
Training is an essential part of building a sales team whether you’re onboarding a new employee or getting ready to release a new product. These requirements consume a lot of time and money from sales leaders who need resources to ensure their teams are knowledgeable and effective sellers. But how do you prove your training investment is benefiting the bottom line? Learn from our panel of experts who have developed successful training programs for their sales teams and know how to show the ROI for their efforts.
Steve Bonvissuto, Executive Director of Innovation, Marketsource
Katie Fallon, Director, Sales Enablement & Learning, Aol
Kyle Himmelwright, Senior Manager, Revenue Operations, Optymyze
Katrina Williams, Director, Sales Capability, CDW
John Barrows and Doug Landis will be on the same stage for the first time discussing the state of sales training and enablement. The industry is changing quickly and you need to be ready.
John Barrows, Owner, JBarrows Sales Training
Doug Landis, Growth Partner, Emergence Capital
Keynote Address - The Power of Story
The Power of Story helps leaders enhance their leadership performance by looking at their everyday communications differently. Using a series of powerful stories, anecdotes, visual examples and his story tools, Craig describes unique challenges we face trying to communicate effectively and demonstrates how leaders create strong connections with people and with the organization’s strategy. He discusses the importance of capturing and telling the right kinds of stories and why stories are the most effective method for enhancing performance.
Craig Wortmann, CEO & Founder, Sales Engine Inc.
CEO & Founder, Sales Engine Inc.
Clinical Professor of Innovation and Entrpreneurship, Northwestern University
JBarrows Sales Training
Executive Director of Innovation
Chief Revenue Officer
Senior Manager, Revenue Operations
Lappin180 Sales Consulting
Vice President of Operations
Vice President, Global Field Enablement
Senior Director, Sales Education & Enablement
Director of Learning Development
Director, Sales Enablement
Director, Talent Development and Learning
Director, Sales Learning & Development
Director, Sales Capability
Sales Training Manager
Jive Communications, Inc.