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By: Alice Heiman
Categories: Building Relationships, Networking, Sales, Sales leadership, sales relationships

We did it! We just completed the final Sales 3.0 Conference of the year. We wrapped up in Philadelphia for a fantastic one-day event that was a day filled with great speakers, networking and of course, so much learning.

As always, it was a fun time being the Emcee and Chief Networking Officer at the event. And, if you missed it, I have a recap for you!

Gerhard Gschwandtner

Starting off the event, Gerhard, provided us with Lessons from History for Winning in 2018.

Not only were we reflecting back on history, but Gerhard had us consider the future, “In 5 years be prepared to increase sales by 200% per rep and reduce sales staff by 20%.”

Jake Reynolds

Jake from the Philadelphia 76ers taught us what it means to create a Winning Sales Culture.

Here are the top takeaways:

1. Who do you want to be? Create a vision and identity. Create the culture you want.

2. Hire world-class people that fit your culture and live your values.

3. Control the controllable and give your team the resources needed to be successful.

David Bauders

David, Founder Strategic Pricing Associates (SPASIGMA), showed us a new way to leverage training to help you maximize growth, profitability, and customer relationships. David taught us that our sales reps need simple intuitive, drip learning provided in an engaging and entertaining way. It has to be social and mobile, and it must be stimulating and experiential. It must include gamification and metrics.

“We are not doing justice to our sales force in the way we train them.  We need daily micro learning so they can retain and change their behavior using what they’ve learned. We must address retention.”

Russell Groves

Russellfrom McKinsey Sales Solutions, discussed how to accelerate sales growth through data-driven sales management. To drive this growth, you need to take a forward-thinking view so that you can deploy your sales force more strategically.

“Think about the full potential of what you can sell your customers.”

Catherine Kerr

Catherine, from DoubleDigit Sales, showed us why stories are the most powerful tool in your toolkit. We should never underestimate the power of a story. You might be asking what that means. The power of story is that it has the ability to connect with people at an emotional level.

What makes a great story? CASE!

Characters

Action

Structure

Emotion

Falon Fatemi

Falon, Founder of Node, presented how artificial intelligence aligns sales with marketing to deliver more revenue, faster.

“Meeting the right person at the right time can result in life-changing opportunities.”

Brian Walton

Brian, Director of Sales at LinkedIn Sales Solutions, led a discussion about the future of selling. He explained that personalization in this world of sales automation will ultimately win.

Three keys to success:

1. Converging sales and marketing

2. Using sales automation to help B2B sales

3. Personalization at scale

Sherri Sklar

Sherri, from GrowthTera, helped us understand the role of the human connection in a networked digital world. She explained that top sales performers are driven by purpose. Which drives them to do more than just close a deal. Sharing that purpose with the customer drives the relationship to a deeper level.

Relationship X Customer Experience X Impact = WOW!!

C. Lee Smith

C. Lee Smith, from SalesFuel, detailed the top 5 things today’s salespeople want from their management team.

1. Recognition in Front of Peers

2. Better Teammates

3. Coaching

4. Culture – “Culture is not what YOU think it is. It’s what THEY think it is.”

5. Better Management Overall

Jeff Cochran

Jeff, from Shapiro Negotiations, gave us a crash course in winning negotiation tactics for your sales team. Here are the negotiation tips he shared:

– Look for points of agreement

– Take the ego out of negotiating

– Be creative

– Increase the Pie

Bonus tip! Negotiation in small increments. Don’t go from 10% to 15% move from 10% to 11%.

Breakout Sessions

We also had some great breakout sessions. Jim Ninivaggifrom Brainshark, spoke about the New World of “Always On” Learning for Sales. And Chris Beall from ConnectAndSell with Bruce Lewolt from JoyisJoy and BrainX discussed how the future is already here for artificial intelligence and selling.


And that’s a wrap! It was another great day of networking and learning at Sales 3.0. Thank you to all of our speakers that shared their key insights with us and to our sponsors who helped make the event happen.

Are you sad you missed out? Then start making your arrangements to attend our 2-day event in San Francisco! More information is coming soon. But, save the date NOW!

Alice Heiman
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Alice Heiman

Founder and CSO at Alice Heiman, LLC
Alice Heiman has been helping companies increase sales for more than 20 years. Her innovative sales leadership programs, coupled with her top-down approach to creating long-term change, set up sales leaders and sales-managing business owners to get consistent and sustainable growth.
Alice Heiman
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