WELCOME BREAKFAST & REGISTRATION

8:00 AM - 9:00 AM

Location: Four Seasons - Market Place


MAIN STAGE PRESENTATIONS


9:00 AM -
9:45 AM

Digital Selling with Sales Enablement

Keynote - Location: Veranda A

Evolution of the Sales Enablement Charter

Panel - Location: Veranda B
 

Scaling Your Onboarding Efforts

Panel - Location: Yerba
 


10:00 AM -
10:45 AM

Measuring Sales Enablement Success

Panel - Location: Veranda A

Continuous Training for Success

Panel - Location: Veranda B

Sales Enablement at Scale at Salesforce

Keynote - Location: Yerba 


11:00 AM -
11:45 AM

No Paper: Modern Sales Plays

Panel - Location: Veranda A
 

What Does "Good" Look Like?

Keynote - Location: Veranda B

Modern Training to Build Seller Confidence

Panel - Location: Yerba
 


LUNCH & NETWORKING

11:45 AM - 1:00 PM

Location: Four Seasons - Market Place


1:00 PM -
1:45 PM

5 Winning Sales Enablement Strategies 

Keynote - Location: Veranda A

Sales Content Mapping: Start with the Buyer

Panel - Location: Veranda B
 

Revenue: Enablement's Responsibility?

Panel - Location: Yerba
 


2:00 PM -
2:45 PM

Building an Onboarding Program

Panel - Location: Veranda A
 

Master Framework for Sales Enablement

Keynote - Location: Veranda B

Metrics That Drive Bad Sales Behavior

Panel - Location: Yerba
 


3:00 PM -
3:45 PM

Structuring Your Content for Sales Reps

Panel - Location: Veranda A

Getting Personal: Engagement Personalization

Panel - Location: Veranda B

Sales Enablement In The Age Of The Customer

Keynote - Location: Yerba


COCKTAIL NETWORKING RECEPTION

3:30 PM - 5:00 PM

Location: Outdoor Terrace


Digital Selling with Sales Enablement

What’s the secret to driving 100% rep adoption and how to get 100% of your reps to add a sales opportunity into their sales pipeline? The answer is simple: digital selling. Join digital sales expert, Mario Martinez Jr., as he walks through the ten steps every sales and marketing organization must go through to implement a digital selling program whether it's with LinkedIn, Video, and everything in-between.

Speaker: Mario Martinez

Mario Martinez
Chief Executive Officer
Vengreso

Mario is the CEO and Founder of Vengreso. He spent 83 consecutive quarters in B2B Sales and Leadership. He is one of 20 sales influencers invited to appear in the Salesforce documentary film “The Story of Sales” launched in 2018 and the host of the popular Selling With Social Podcast.

Evolution of the Sales Enablement Charter

The vision, mission, purpose, and goals of sales enablement have evolved. As the sales enablement function grows and expands, it’s important for every organization to have a holistic sales enablement charter. Join our panel of sales enablement experts as they dive into the breadth of sales enablement today and how it will continue to evolve in the future.

Panelists:

Hang Black, Sr. Director, Global Sales Enablement, 8x8
Carrie Bustillos, Director, Sales Enablement, Autodesk
Haley Katsman, VP, Account Development, Highspot
Steve Hallowell, VP, Sales Enablement & Operations, Mulesoft
Roderick Jefferson, CEO, Roderick Jefferson & Associates
Ryan Leavitt, VP of Growth Strategy, Showpad

Scaling Your Onboarding Efforts

Growing your sales team? Growing pains can be a challenge for any sales organization, but a an onboarding program that is designed to scale as your team continues to grow can help alleviate a lot of that strain. Join our experts in sales onboarding as they go over what it means to successfully scale sales onboarding efforts for growing organizations.

Panelists:

Misha McPherson, CEO, HumbleGritSales
David Bloom, CEO, LevelJump
Steve Maxwell, Senior Director, Field Enablement, Medallia
Marcela Piñeros, Senior Director, Sales Enablement, New Relic
Courtney Skay, Senior Director, WW Field Operations Enablement, Okta

Measuring Sales Enablement Success

“Is it working?” One of the biggest struggles is measuring the impact of sales enablement. But without the correct metrics it’s impossible to understand where your sales enablement efforts are most positively impacting your sales team, and what areas can be optimized. Hear from a panel of sales enablement experts on the metrics they use in their own organizations to measure the success of sales enablement and the impact it has on their teams.

Panelists:

Edwin Castillo, Advisor
DeAnn Haley, VP, Sales & Marketing CRM, CapGroup
Kris Hartvigsen, CEO & Founder, Dooly.ai
Rhett Livengood, Director, Digital Business Enabling, Intel Corporation
Sheryl Buscheck, Senior Director, Sales Enablement, ServiceTitan
Patrick Aitken, Director of Sales Enablement, Sojern
Chanin Ballance, President & CEO, Veelo

Continuous Training for Success

Respondents from SiriusDecisions’ survey of high-performing organizations reported providing 61.1 hours (7.6 days) of learning and development to their reps per year. It’s no secret that continuous training is necessary for reps to succeed. Join this panel of sales training experts to learn the latest tips, best practices, and insights on continuous training that will help your sales reps win.

Panelists:

George Donovan, Chief Revenue Officer, Allego
Jenna Cronin, Sales Enablement Community Manager, ATD
Donna McCurley, Director of Sales Enablement, Curvature
Matt McClendon, President, DSG
Brianna Woon, Senior Sales & Channel Enablement Manager, Polycom
Josie Marshburn, SVP, Enablement, Yext

Sales Enablement at Scale at Salesforce

Salesforce is a unique company given its prominence and leadership in the sales technology space. As such, Salesforce is on the cutting edge on how they drive productivity with their own sales teams. During this presentation, Dan Darcy will discuss how he has optimized the Salesforce Enablement team to scale with the larger organization over the years.

Speaker: Dan Darcy

Dan Darcy
SVP, Global Enablement
Salesforce

Dan Darcy leads enablement for global sales and is senior vice president of productivity at Salesforce. He also serves as the head of customer visions for Salesforce's Chairman and CEO. Prior to Salesforce, Dan enabled product and sales organizations at companies like Oracle and Fisher Investments.

No Paper: Modern Sales Plays

It’s time to burn your paper playbooks. Salespeople need sales plays that are intuitive and at their fingertips to stay competitive in today’s modern selling environment. Learn from a panel of sales enablement experts about the steps it takes to build effective, modern sales plays for your sales reps.

Panelists:

Alice Heiman, Founder, Alice Heiman LLC
Chris Rothstein, CEO, Groove
Margot Epstein, Director, Sales Operations, KONE
Tony Kavadas, EVP, Global Alliances and International Sales, Mediafly
Sophie Asher, Senior Manager, Enterprise GTM, Twillio

What Does "Good" Look Like?

Four Must-Haves for Winning in Sales Enablement
The beauty – and curse – of sales enablement is that its very definition is so highly varied, plenty of smart marketers and sellers can’t tell you what it means in their organization. Whom does it serve? How is it measured? Who even owns it? In this keynote, SiriusDecisions’ Peter Ostrow breaks down four essential enablement responsibilities – training, content, buyer engagement and analytics – through the lens of how high-performing organizations distance themselves from everyone else. Join us as he shares compelling benchmark data, customer case studies and must-have metrics for sales enablement success.

Speaker: Peter Ostrow

Peter Ostrow
Senior Research Director
SiriusDecisions

Peter capitalizes on 20+ years of revenue growth leadership in sales enablement, sales talent management, and operational expertise. Finding a better, faster way to help b-to-b sales teams beat quota drives just about every topic, company, rep, and channel partner he engages.

Modern Training to Build Seller Confidence

With more millennials joining the workforce, sales teams are seeing a more diverse group of sellers in their organizations. This means that sales training methodologies must adapt to your diverse group of sellers. Join this panel session where sales training experts will share best practices for building a training program that will help to build up your sales team’s confidence.

Panelists:

Loree Bell, Sales Enablement Strategist
Chris Orlob, Senior Director of Product Marketing, Gong.io
Hillary Anderson, Global Sales Enablement Lead, Hired
John Barrows, CEO, JBarrows Sales Training
Gopkiran Rao, SVP, Strategy and Business Development, MindTickle
Maria White, Senior Director, Global Sales & Partner Sales Enablement, ServiceNow

5 Winning Sales Enablement Strategies

Sales Enablement is the rage and so is any discussion around Artificial Intelligence, which is still in its infancy in Sales. The challenge for Sales teams is to simply the work process to engage with Customers vis a more streamlined Journey. Join Aragon Research Founder and CEO Jim Lundy to understand the current trends in Sales Enablement and learn the winning strategies you need to operationalize in 2019.

Speaker: Jim Lundy

Jim Lundy
Chief Executive Officer & Lead Analyst
Aragon Research Inc.

Founder, CEO and Lead analyst at Aragon Research Inc. Proven Technology Visionary and seasoned Business Professional with a track record of analyzing markets and helping clients with technology and strategy decisions.

Sales Content Mapping: Start with the Buyer

Today’s buyer is more educated than ever, going through 57 percent of their buyer’s journey before talking to a sales rep. In order to communicate value and insight that truly resonates with their buyer, sellers must be able to communicate the right message for wherever their buyer is in their journey. Hear from a panel of sales enablement experts on the best practices and insights from their own experiences on how to tackle content mapping that truly aligns with your buyer.

Panelists:

Steve Hanson, Director of Product Marketing, Bigtincan
Noah Mithrush, Vice President of Marketing, Evisions
Joe Andrews, VP, Marketing, InsideView
Jen Spencer, Vice President, Sales and Marketing, SmartBug Media
Paul Butterfield, Sr. Director, Sales Enablement, Vonage

Revenue: Enablement's Responsibility?

Is revenue enablement’s responsibility? As your sales organization grows, it’s important to establish how enablement contributes to revenue and what metrics you should be looking at to ensure you’re measuring the right things. Join our panel of sales enablement experts as they talk about the role of enablement in relation to how it contributes to an organization’s revenue.

Panelists:

Cameron Tanner, Sales Productivity & Readiness Lead, AWS
Vrahram Kadkhodaian, CEO, Prolifiq
Pam Didner, Author, Relentless Pursuit
James Bridgeman, Head of Sales Enablement and Operations, Siemens
John Dougan, Director, Global Sales Performance and Productivity, Workday

Building a Streamlined Onboarding Program

A good onboarding program can make or break a sales rep’s success. And today’s sellers quire more than just a week of traditional classroom training in order to retain learnings. Join our panel of experts as they go over the structure of building an effective onboarding program that will set your sellers up for success.

Panelists:

Jim Ninivaggi, Chief Readiness Officer, Brainshark
Kate Gadzinski, Sales Enablement & Training Associate, Datamir
Roz Greenfield, Founder, Level213
Julie Newhouse, Sales Enablement, Lyft
Gina Krigbaum, Head of Global Sales Enablement, Talend

Master Framework for Sales Enablement

Join sales enablement champion and author Byron Matthews on a journey through a turnkey sales enablement roadmap. Over two decades of consulting for and leading Fortune 500 sales organizations, together with CSO Insights research, have fueled his sophisticated master framework. Byron’s four key strategies for sales enablement and insights into the future of CRM are a pathway to clarity in this cluttered, emerging discipline.

Speaker: Byron Matthews

Byron Matthews
Chief Executive Officer
Miller Heiman Group/CSO Insights

As CEO of Miller Heiman Group/CSO Insights, Byron leads their commitment to championing customer management excellence. He brings a depth of experience in growing, leading and providing guidance to organizations globally around their sales processes and operations. Byron is passionate about sales education as a discipline, and is working to drive a nationwide inclusion of sales into academic environments.

Metrics That Drive Bad Sales Behavior

Are you measuring the right numbers? Not all sales metrics are created equal, and there are some that might be hindering your sales team rather than helping them. Join our panel of sales enablement experts as they talk about they measure and the ones they stay away from in order to drive sales success.

Panelists:

Jack Kosakowski, CEO, Creation Agency
Emily Garza, Director, Account Management, Fastly
Andrew Mewborn, Solutions Consultant, Outreach
Nikki Curtis, Head of Sales Enablement, Slack

Structuring Your Content for Sales Reps

SiriusDecisions estimates that 65% of marketing content goes unused by sales. Chances are the content you want your sales reps to use is hiding in multiple content repositories or organized in a way that makes no sense to your reps. Join our panel of experts as they go over approaching content in a way that your sales reps will actually understand and use.

Panelists:

Matt Heinz, President, Heinz Marketing
Michelle Kanan, Director of Sales Enablement
Greg Stephenson, Director of Product Marketing, LinkedIn
Harbinder Khera, CEO & Founder, Mindmatrix
Karishma Patel, Sales Operations Manager, Twitter

Getting Personal: Engagement Personalization

How do you cut through the clutter and noise to reach your buyer? It’s all about personalization. 40 percent of a seller’s time is spent searching for and creating personalized content for their buyer. Hear from the experts about how create effective personalized engagements that will help your sellers get engagement.

Panelists:

Liz Heiman, Chief Strategy Officer, Alice Heiman, LLC
David Kim, Director, Sales Productivity, Demandbase
Kirsten Boileau, Global Head of Regional Engagement, Localization and Social Selling, SAP
Tom Melbourne, VP of Sales, Sendoso
Jake Dunlap, CEO and Founder, Skaled

Sales Enablement In The Age Of The Customer

Unprecedented change in digital, mobile, cloud, and software-as-a-service allow B2B buyers to act more like consumers every day. Sales and marketing teams that exceed the rising expectations of these empowered buyers report happier employees, more loyal customers, and are more likely to exceed revenue growth expectations. Forrester Vice President and Principal Analyst, Laura Ramos, will explore how sales enablement, done right, separates firms that put customers first from the rest of the pack, and what it takes to fundamentally reset current routines and day-to-day operations to become more customer-obsessed.

Speaker: Laura Ramos

Laura Ramos
Vice President, Principal Analyst
Forrester

Laura Ramos serves B2B Marketing Professionals. She is a leading expert in business-to-business marketing with hands-on senior management experience in corporate, industry, and product marketing; demand management; and social media.