Agenda

schedule

Welcome

9:00

Pain - The great differentiator from prospecting to retention

9:15

During the presentation, I will focus on mastering the art and science of leveraging and uncovering pain in sales. Discover how to create emotionally charged sales conversations that drive opportunities and close deals. This impactful session will provide practical strategies and real-life tactical examples to revolutionize your approach from prospecting to account growth.

How to beat your sales target: from planning to execution

9:40

The session will guide you step by step from planning next year's hiring and quotas to resilient execution throughout the year, ultimately helping you exceed your goals. By leveraging insights from your sales team and segment data, and applying predictive models, you'll learn practical strategies and walk away with the tools you need to keep your team successful.

Enterprise sales – The good, the bad, and the beautiful

10:05

Complex enterprise sales are the crown jewel of any sales, and companies addressing $1m+ ARR enterprise deals have higher chances to increase market share and revenue. During this session, Shuki will share some interesting insights about such sales, provide tips for different stages of sales journey, as well as fascinating juice behind the scene of enterprise sales his teams were leading. Shuki will also address enlightening aspects of turning organizations to work in scale, which is the natural change required from any growth organization.

Coffee Break

10:25

The guiding principles for sales stardom

10:50

In this presentation, I’ll share the top guiding principles for becoming a sales superstar. You’ll get a glimpse into the minds of top sellers and how they deal with challenges when deals unexpectedly fall through or when they have difficulties during economic slowdowns. You’ll acquire tools for self-diagnosis when you really want to succeed, but in fact, you sabotage your chances. This presentation is about internal processes that every sales professional experience in his/her career and lessons learned from over 20 years of observation.

Sales challenges: Navigating timelines and decision-making processes

11:15

In this session, I will discuss how timelines influence the process of bringing new customers on board, emphasizing the importance of understanding decision criteria, decision processes, and paper processes. By gaining a deeper insight into these elements, we can minimize surprises and effectively manage the timelines involved in lead follow-ups and securing new clients. I will also provide various examples to illustrate these concepts.

Demos Showcase

11:40

Top 5 challenges using CRM for sales leaders

Your CRM should be a powerful tool that works for you and your team, not the other way around. In this session we will address the most common challenges Sales Leaders face with this critical component of their tech stack. Join us to discover practical solutions that will help you overcome these obstacles and make your CRM a true asset to our sales strategy.

Mastering the human pitch on digital: Transforming sales through social selling

Even though today’s buyers trust people more than they trust brands, traditional sales outreach and relationship-building tactics are not making enough impact. And no longer enough to stay ahead. This session delves into the transformative power of social selling—a modern approach where building relationships and engaging with prospects on social media leads to closing more deals, faster and at a higher value. Learn why salespeople must be social media savvy to thrive and how leveraging an employee advocacy program can amplify your efforts to get them to be the best social sellers. By turning your entire sales team into brand ambassadors, you can expand your reach, build trust, and accelerate the sales cycle. Discover practical strategies to integrate social selling into your daily routine and watch your sales soar.

Mastering outbound prospecting with LinkedIn sales navigator

Discover how to supercharge your prospecting efforts using LinkedIn Sales Navigator. This session will equip you with techniques to identify, engage, and convert high-value prospects at scale. Learn to leverage advanced search filters, gain actionable insights, and craft personalized outreach that resonates. Unlock the full potential of this powerful tool and transform your outbound prospecting strategy for maximum impact in today's competitive B2B landscape.

Lunch and Networking

12:30

Mastering the art of sales: Strategies for success in a dynamic marketplace

13:25

We'll explore cutting-edge techniques and timeless principles designed to elevate your sales game. Discover how to navigate the complexities of today's market, engage with customers more effectively, and close deals with confidence. Whether you're a seasoned sales professional or new to the field, you'll gain actionable insights to drive success and stay ahead of the competition.

What sales leaders miss when Using traditional AI: The critical role of non-verbal cues in virtual sales calls

13:50

This topic addresses a significant gap in AI-powered sales tools, particularly Large Language Models (LLMs), and highlights the irreplaceable value of human perception in virtual B2B sales. Introduction to the AI Gap in Sales: We'll begin by acknowledging the increasing use of AI and LLMs in sales processes. Briefly outline their benefits, such as data analysis and conversation scripting. - Then, we'll introduce the key limitation: AI's inability to perceive and interpret non-verbal cues. - The Hidden Conversation: Non-Verbal Communication in Virtual Calls - Explain how a significant portion of communication is non-verbal, even in virtual settings. - Discuss how sales leaders skilled in reading these cues gain a substantial advantage. - Body Language of Non-Speakers: The Silent Influencers - Highlight the importance of observing other participants in multi-person calls: - Team dynamics are revealed through posture and facial expressions - Indicators of agreement, disagreement, or confusion among the client team

Sales is no longer a one night stand

14:15

Acquiring new customers in today's economy is becoming increasingly difficult and expensive. During the session, I will equip you with some tips and tricks for identifying cross sell and expansion opportunities as early as the first call with a prospect. The techniques presented will teach you how to increase the value of each potential opportunity and create a sales plan so that your closed-won opportunities will ultimately lead to more opportunities for you in the near and long term with those same clients.

Closing

14:35

Purchase

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