CSO  Insights Lounge
Meet me and other top sales influencers for a series of speaker events, breakfast, lunch, refreshments, cocktails, and conversations.
 
Tuesday, 11/7 & Wednesday, 11/8
8:00am - 4:00pm
Hotel Zetta
Speaker Agenda
Tuesday, November 7th
Gerhard Gschwandtner
11:00am - 11:30am
Selling 3.0
Chris Patton
1:00pm - 1:30pm
Predictive Analytics - Aligning, Marketing, Forecasting & Performance
Barry Trailer & Jill Konrath
2:00pm - 2:30pm
More Sales, Less Time
Wednesday, November 8th
Nancy Nardin
9:30am - 10:00am
Sales Technology Stack
Jim Dickie
11:00am - 11:30am
Sales Disruption & Artificial Intelligence
Alice Heiman & Liz Heiman
2:00pm - 2:30pm
Sales Enablement: Bridging Sales & Marketing
Meet the Speakers
Nancy Nardin
NANCY NARDIN

Nancy Nardin is a nationally recognized thought leader on sales and marketing productivity tools. Her firm, Smart Selling Tools, is dedicated to helping marketers and sellers apply process and technology to drive revenue.

Backed by nearly 30 years of sales and marketing exptertise, Nancy is a pioneer in sales prospecting technology - first as a service provider and now as an evangelist and expert. She is a frequent speaker and writer on using technology to drive revenue throughout the sales pipeline.

Barry Trailer
BARRY TRAILER

Co-founder of CSO Insights, Barry is a past president of both Miller Heiman and Goldmine - a world-class sales training firm and well-known provider of CRM applications, respectively.

He has conducted seminars with hundreds of companies around the world including HP, Sun Microsystems, Oracle and Hitachi Data Systems. 

Barry co-authored The Sales and Marketing Excellence Challenge: Changing How the Game is Played and has contributed to the Harvard Business Review. He's also a novelist, editor, and author of numerous white papers on the sales process.

Jim Dickie
JIM DICKIE

Jim began his career more than 30 years ago with IBM and Sterling Software before launching two succesful software companies. His client work spans multiple industries and includes world-renowned companies: 3M, ADP, GE Capital, CIsco Systems, Corning, Fairchild Semiconductor, Harte Franks, Federal Express, IBM, Accenture, VISA, HP, Barclays, Rockwell, and Intel.

He's a contributing editor for CRM Magazine, CustomerThink and SoftwareMag.com, as well as a contributing author for the Harvard Business Review. Jim is the author of The Chief Sales Officers Guide to CRM and Insights into High Tech Sales and Marketing, and he co-authored The Sales and Marketing Excellence Challenge and The Information Technology Challenge.

Pat Lynch
JILL KONRATH

Jill is the author of three bestselling, award-winning books. Her newest book, Agile Selling shows salespeople how to succeed in a constantly changing sales world. SNAP Selling focuses on what it takes to win sales with today’s crazy-busy buyers. And Selling to Big Companies provides step-by-step guidance on setting up meetings with corporate decision makers.

Jill Konrath is also a frequent speaker at sales conferences and kick-off meetings. Sharing her fresh sales strategies, she helps salespeople to speed up new customer acquisition and win bigger contracts. Her clients include IBM, GE, Microsoft, Wells Fargo, Staples and numerous mid-market firms

Pat Lynch
CHRIS PATTON

Chris began his career as a successful, enterprise-class salesperson for companies like IBM, Hyperion and Oracle before transitioning to global leadership positions focused on sales effectiveness and productivity. 

His primary expertise is helping organizations define and align customer engagement techniques with operational processes and technologies. He has helped organizations merge sales forces, implement new sales processes, develop executive-level messaging, create competitor battle strategies and launch critical new flagship products – all with documented financial success.

Chris’ background in Sales Operations for analytic and business intelligence leader, Hyperion Solutions, means Chris has been developing analytic models around sales effectiveness for a long time. In fact, just prior to joining CSO Insights, Chris introduced the first analytic model designed to help sales enablement and sales operations leaders confirm the financial impact of their sales effectiveness programs and strategies.

Pat Lynch
GERHARD GSCHWANDTNER

Gerhard Gschwandtner is the founder and CEO of Selling Power, a media company that produces the award-winning Selling Power magazine and Selling Power TV, a daily video interview series on sales success. He developed and hosts the Sales 3.0 Conference, which helps sales leaders integrate sales technologies into their sales organizations to create improved sales effectiveness and greater customer value. 

 

Over the course of three decades, he has interviewed some of the most successful leaders and experts in sales, business, sports, entertainment, and politics, including Mary Kay Ash, Marc Benioff, Michael Dell, George Foreman, Larry Ellison, Richard Branson, Jay Leno, Meg Whitman, and many more. Gerhard has studied the lives of hundreds of peak performers and worked with world-leading coaches and psychologists to create the unique, new Peak Performance Mindset training program. He is the author of 17 books on the subject of sales, management, and motivation and received the Sales & Marketing Executives International, Inc. 2010 Ambassador of Free Enterprise Award.

Pat Lynch
ALICE HEIMAN

Alice is a nationally recognized sales expert. She’s made numerous guest appearances on television and radio broadcasts, in addition to being featured in print publications, including Entrepreneur’s Startups and Selling Power magazines. Over the course of her two decades of teaching others the fine art of selling, she’s earned a host of awards. Saleswoman of the Year, Marketer of the Year, and the U.S. Chamber of Commerce Small Business Blue Ribbon Award are a few of the acknowledgements adorning her office walls.

Alice developed her sales expertise while at Miller Heiman, Inc. before striking out on her own and establishing Alice Heiman, LLC, in 1997. In her years at Miller Heiman she sold to and trained some of the company’s largest and most complex accounts, including Coca Cola, Dow Chemical, Merck and Hewlett Packard.

Pat Lynch
LIZ HEIMAN

Liz has made a career of helping companies identify where their weaknesses lie and finding solutions to improve their businesses. Since 1999, Liz has worked as a consultant developing operations, customer service, and sales and marketing processes for small to medium sized businesses as well as training Fortune 500 sales forces. 

 

Liz is responsible for increasing sales revenue in many organizations, some clients having as much as a 30% increase in sales over a 1 year period. Working with a wide variety of clients from service organizations to high tech companies, finance companies and tourism industry, she understands the issues companies face in all sectors. By putting process in place around operations, sales and customer service, all of her clients have seen increases in revenue, profits and customer satisfaction. 

Venue
When: Tuesday, 10/7 & Wednesday, 10/8
Time: 8:00am - 4:00pm
Where: Hotel Zetta
55 5th Street
San Francisco
1.5 blocks from Moscone 
 
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