Sales Leadership Summit
Date, Time and Location
May 19, 2021
For the location, please note that it is now virtual.
Conference Subject Matter
Conference subject matter and participation is primarily for the following audience:
- Sales Directors
- Sales Managers
- Salespeople looking to move into sales leadership
Sponsored By
Sales Leadership Summit
Date: May 19, 2021
9:30 a.m. – 3:00 p.m.
9:30 a.m – 10:15 a.m.
Keynote Block I
Dr. Howard Dover | Welcome
Hang Black | TBD
10:15 a.m. – 10:35 a.m.
Break
10:35 a.m. – 11:45 a.m.
Keynote Block II
Ryan Bott | SaaS Model Transformation for a Traditional Company
Becc Holland | TBD
11:45 a.m. – 12:15 p.m.
Collaborative Breakout Sessions
Brian Hanks | BDR tips and tricks: Tactical prospecting secrets your team can implement tomorrow
Break
12:15 p.m. – 12:50 p.m.
Keynote Block III
Sean Penix | TBD
12:50 p.m. – 1:10 p.m.
Break
1:10 p.m. – 2:50 p.m.
Keynote Block IV
Morgan Ingram | Being a Pro-Active Coach
Steve Richards | TBD
Mario M. Martinez Jr. | 3 Steps to Digital Sales Leadership
2:50 p.m. – 3:00 p.m.
Wrap Up
Mario Martinez Jr.
CEO & Co-Founder
Vengresso
Read Biography
Mario is the CEO and Founder of Vengreso. He spent 87 consecutive quarters in B2B Sales and Leadership. He is one of 20 sales influencers invited to appear in the Salesforce.com documentary film “The Story of Sales”. He was also named of the Top 10 Sales Influencers by The Modern Sales Magazine, Top 25 Most Influential Inside Sales Professional, and Selling Power Magazine’s Top Sales Training and Coaching Consultant. Mario is the host of the popular The Modern Selling Podcast.
Ryan Bott
President
Global Vice President of Inside Sales, Sodexo
Sean Penix
Director of Sales
AT&T Stadium
Read Biography
Former defensive back for the Arkansas Razorbacks, Sean graduated from the University of Arkansas in 2008 with a degree in Marketing Management and has always had a competitive drive to be successful. After a few sales jobs following graduation, his first job in sports was in 2010 with the NBA- G League where he worked as an account executive for the Texas Legends, a Dallas Mavericks affiliate. From there he began working for the Dallas Cowboys as an account executive in 2011 and over time was promoted to Sales Consultant and Senior Sales Consultant, earning (3) “Sale of the Year” Awards in 2012, 13’ & 15’ and the “Team Player of the Year” award in 2015. In 2017, Sean became the Manager of Group & Tour Sales and was later promoted to Director of Sales in 2019. He focuses primarily on driving revenue for anything group related at AT&T Stadium such as private tours, ticketing for 3rd party events, Dallas Cowboys home games or private events within spaces of the stadium. In 2019, he and his team received the “Outstanding Financial Performance” award from Legends Hospitality after setting a new record for the highest grossed annual revenue for the department.
He is happily married to Julianne Penix who is the Head Track coach at Burleson Centennial High School and has two daughters named Millie and Maeva. Sean’s ultimate goal is to develop and grow his team and make a lasting impact as a young leader. Additionally he strives to create a culture and work environment that all Legends’ and Dallas Cowboys employees can be excited to work in every day and perform at a high level.
Steve Richard
Co-Founder
ExecVision
Read Biography
Steve Richard is the founder of ExecVision & Vorsight. Steve’s mission and life’s work is to help as many sales teams as possible become wildly successful. He has been featured in numerous publications including The Harvard Business Review, The Washington Business Journal, and The Washington Post. Outside of work, Steve enjoys scuba diving, skiing, running, and watching lots of football. He lives in Arlington, VA with his wife Ellen and their four kids ages 5, 7, 9, and 11.
Follow Steve’s one minute sales tips of the day on LinkedIn.
Hang Black
VP of Revenue Enablement
Juniper Networks
Read Biography
A Vietnamese immigrant, dedicated mother, and seasoned technology executive, Hang Black has an extensive background in engineering, marketing, sales leadership, and entrepreneurship.
Hang began her career as a process engineer at AMD where she earned multiple patents in semiconductor manufacturing. She then moved over to Cisco as a Technical Marketing Engineer, adding product management, marketing and sales to her skill set. Hang left Cisco to start her own company as a sales and marketing consultant where she was nicknamed “Black Ops” for her cutting edge solutions to field marketing, marketing ops, sales ops & sales enablement. She also led worldwide sales enablement programs at cybersecurity company Gigamon and unified communications provider 8×8.
Author of Embrace Your Edge, Hang is a global speaker on sales, leadership, and a passionate advocate for women in the workplace. She holds a BS in Chemical Engineering from the University of Texas at Austin.
Hang lives in Los Altos, California where she enjoys exploring new adventures and experiences with her two teenage children.
Brian Hanks
Enterprise Named Account Manager
Adobe
Read Biography
Brian Hanks is currently a Strategic Accounts Director at Adobe working with some of Adobe’s largest global accounts across the CPG, Auto, and Retail industries. Prior to this role, he has held positions throughout the Adobe Sales Academy including Inbound SDR, Outbound BDR, and Enterprise ISR. Throughout his time in the ASA, he has won many accolades including 2018 Rookie of the Year, 2019 Global BDR of the year, and 2020 ISR Grit award winner. He was also the fastest to ever move into an Enterprise Account Director role – promoting from University Hire in under 2.5 years and still maintains a perfect record of never missing a quarterly or annual quota.
Brian is a graduate of the sales program at the University of Texas at Dallas and is a frequent speaker on topics like modern day digital prospecting, the blurred lines of top closers and BDR’s and building a promotion path through your personal brand.
Agenda and Speakers – Spring 2021 Summit
Sponsored by
Hang Black
VP of Revenue Enablement, Juniper Networks
Embrace Your Edge: Selling Innovation Through Inclusion, by Hang Black (Watch the presentation on YouTube.)
Ryan Bott
Global Vice President of Inside Sales, Sodexo
SaaS Model Transformation for a Traditional Company, by Ryan Bott (Watch the presentation on YouTube.)
Becc Holland
CEO & Founder, Flip the Script
Presentation by Becc Holland (Watch the presentation on YouTube.)
Brian Hanks
Enterprise Named Account Manager, Adobe
BDR Tips & Tricks: Tactical prospecting secrets your team can implement tomorrow, by Brian Hanks (Watch the presentation on YouTube.)
Sean Penix
Director of Sales, AT&T Stadium
Selling Through Uncertainty, by Sean Penix (Watch the presentation on YouTube.)
Morgan Ingram
Being a Pro-Active Coach, by Morgan Ingram (Watch the presentation on YouTube.)
Steve Richard
Co-Founder, ExecVision
Recorded Call Review: Breaking Down the Game Tape, by Steve Richard (Watch the presentation on YouTube.)
Mario Martinez Jr.
CEO & Co-Founder, Vengresso
3 Steps to Digital Sales Leadership, by Mario Martinez Jr. (Watch the presentation on YouTube.)
Agenda and Speakers – Fall 2020 Summit
Sponsored by
Leff Bonney
Associate Professor, Florida State University
Sales Enablement Hour, by Dr. Leff Bonney (Watch the presentation on YouTube.)
Welcome
Thiago Sa’Friere
Chief Revenue Officer, Chorus.ai
Rising to the C Suite Challenge, by Thiago Sa’Freire (Watch the presentation on YouTube.)
Paige Farragut
Senior Vice President, Ticket Sales And Services
Fireside Chat, by Paige Farragut (Watch the presentation on YouTube.)
Lanessa Bannister
Vice President, Lennox Stores, Lennox International
Sales Focused Continuity Planning, by Lanessa Bannister (Watch the presentation on YouTube.)
Hank Barnes
VDistinguished VP Analyst, Gartner Sales Training
B2B Buying Myths, Hank Barnes (Watch the presentation on YouTube.)
Alumni Panel
Dr. Diane Hamilton
Founder and CEO, Tonerra
Unleash Human Performance, Dr. Diane Hamilton (Watch the presentation on YouTube.)
Agenda and Speakers – Spring 2020 Summit
Sponsored by
Elay Cohen
CEO and Founder, SalesHood
Rethinking Sales Enablement with WFH Teams (Watch the presentation on YouTube.)
Darryl Praill
CMO, VanillaSoft
If Emails are Critical to Success then Stop Sending Sh**ty Emails (Watch the presentation on YouTube.)
Read Abstract
Abstract
Ever gotten a bad sales email? I mean really bad. The type of bad where the message cannot be ignored, deleted, unsubscribed from, or even shuffled into the spam folder – you can’t get rid of them, and you don’t want to hear from that sender again. We often talk about how to do things right in marketing and sales. However, to do things right, you need to have a very clear understanding of what you’re doing wrong. Join VanillaSoft CMO Darryl Praill for a frank discussion on email – where we go wrong, and what we can do to make things right again!
Join this session and learn:
- The messaging your decision makers really respond to
- How to accurately communicate the benifits of your solution to prospects
- How to avoid sending outreach that is sloppy and ineffective
- Ways to consistently spur meaningful conversations with your email communications
- Tips and tricks from the best in the business and how to incorporate them into your own communications
John Barrows
CEO, JBarrows Sales Training
Selling Amidst COVID-19 (Watch the presentation on YouTube.)
Read Biography
Biography
John provides sales training and consulting services to some of the world’s fastest growing companies like Salesforce.com, Google, LinkedIn, Slack and many others. His over 20 years of experience spans all aspects of Sales at every level from making 400 cold calls a week as an inside sales rep to a VP of Sales at his first start up that was sold to Staples. He’s an active sales practitioner who trains what does every day.
He’s also the proud author of a newly released Amazon best seller children’s book called “I want to be in Sales when I grow up” that he wrote with his daughter.
Dr. Leff Bonney
Associate Professor, Florida State University
Enabling an Inconsistent Sales Force (Watch the presentation on YouTube.)
Read Biography
Read Abstract
Jaime Diglio
Senior Director, Slalom
Leading People Through Uncertainty – Strategies to “keep it real” and drive success (Watch the presentation on YouTube.)
Read Biography
Becc Holland
Head of Sales Development, Chorus.ai
How to Drive More Quota-Attainment Through Personalizing Your Messaging at Scale (Watch the presentation on YouTube.)
Shari Levitin
CEO, Levitin Group
Leading People Through Uncertainty – Strategies to “keep it real” and drive success (Watch the presentation on YouTube.)
Read Biography
Biography
Shari Levitin is an energetic, wickedly funny sales guru, who helps sales teams bridge the gap between beating quota and selling with an authentic heartfelt approach. As the founder of the Shari Levitin Group, Shari has helped create over 1 billion dollars in increased revenue for companies in over 40 countries. Shari is the bestselling author of Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know, (now translated in 4 languages), a contributor to Forbes, CEO Magazine, Quotable, Inc Magazine and Huffington Post.
Sharry has been recognized as one of the
- Top 38 Most Dynamic Women in Sales in 2019 by Sales Hacker
- Top Ten Voices in Sales for LinkedIn 2018
- Top 20 global sales experts appearing in the documentary film “The Story of Sales.” (Salesforce)
- 35 Most Influential Women in Sales (Sales Hacker)
- Top 35 sales authors for her book, Heart and Sell (Vengreso)
- Number one Thought Leader of 2019 for Girls Club
- Top 50 Keynote Speakers (Top Sales World)
- Best Businesses in 2019 in Park City, Utah
Additionally, Shari is a guest lecturer at Harvard Extension Programs, an Advisory Board member of Vengreso, the largest digital transformation company, an advisory board member of the prestigious Sundance Institute and was chosen as the first adjunct professor at the University of Utah David Eccles School of Business to teach a course in sales..
Shari, her husband, and son live in Park City, Utah. When she’s not creating killer content, and presenting at sales kick offs, Shari enjoys skiing, rock climbing, reading, and standing on her head.
Jeff Molander
Managing Partner & Sales Communications Coach, Communications Edge Inc.
Read Biography
Biography
Jeff Molander is the authority on effective conversation-starting prospecting techniques. His company, Communications Edge, helps sellers start more conversations with customers using outreach tactics vetted by a private community of sellers. The resulting copywriting techniques are familiar yet unique. His clients call it Spark Selling since it’s based on sparking customers curiosity. It’s part Sandler, part Challenger, part mental toughness and is constantly being updated by his customer community. Jeff has been selling for over 2 decades and in 1999, he co-founded what became the Google Affiliate Network and Performics Inc.
Drew Pipkin
Owner & Managing Director, Rooke Pipkin & Associates
Lori Richardson
Founder & President, WOMEN Sales Pros
Read Biography
Biography
Lori Richardson is CEO and Founder of Score More Sales, a sales strategy firm helping mid-market company leaders grow revenues and solve sales issues. Six years ago she launched Women Sales Pros, a community obsessed with helping get more women into sales and sales leadership roles. Lori is a host on the B2B Sales Show podcast and author of “She Sells – Attract, Promote, and Retain Great Women in Sales”
Agenda and Speakers – Fall 2019 Summit
Sponsored by
Jen Sieger
Microsoft Digital Sales Journey
Jen Sieger discusses the Microsoft Digital Sales Journey at UT Dallas’ Fall 2019 Sales Leadership Summit on November 5, 2019. (Watch the presentation on YouTube.)
Dr. Howard Dover
Sales Innovation Paradox
Dr. Howard Dover discusses the Sales Innovation Paradox at UT Dallas’ Fall 2019 Sales Leadership Summit on November 5, 2019. (Watch the presentation on YouTube.)
Chris Beall & Scott Gillum
Debate
Chris Beall and Scott Gillum debate whether technology or adding SDR headcount would increase sales at UT Dallas’ Fall 2019 Sales Leadership Summit on November 5, 2019. (Watch the presentation on YouTube.)
David Hood
Customers Buying Experience
David Hood discusses VanillaSoft’s research into the Customer Buying Experience at UT Dallas’ Fall 2019 Sales Leadership Summit on November 5, 2019. (Watch the presentation on YouTube.)
Seleste Lunsford
What World-Class Sales Organizations Do Differently
Seleste Lunsford discusses what world-class sales organizations do differently at UT Dallas’ Fall 2019 Sales Leadership Summit on November 5, 2019. (Watch the presentation on YouTube.)
Mark Hunter
The Sales Hunter’s Guide to High Profit Prospecting
Mark Hunter discusses his guide to high profit prospecting at UT Dallas’ Fall 2019 Sales Leadership Summit on November 5, 2019. (Watch the presentation on YouTube.)
Agenda and Speakers – Spring 2019 Summit
Rob Jepssen
Founder & CEO, Xvoyant
Creating a Sale Dynasty: How the Greatest Sales Coaches Create Legendary Performance
Kurt Shaver
Chief Sales Officer, Vengresso
The Modern Buyer Requires a Modern Seller
Julianna Stancampiano
CEO, Oxygen Exp
To Team is Human
Scott Santucci
President, Growth Enablement
Simplify Complex Selling by Enabling Buyers to Succeed
Brent Ghione
Sales Development Lead, Outreach
To txt or not to txt
Philip Bokan
Director Field Sales, SalesIntel.io
To txt or not to txt
Spencer Wixom
Director of Marketing and Sales Enablement, Challenger
Coach Your People to Perform the Next Generation Sales Experience
Drew Pipkin
Co-Owner and Managing Partner, Rooke Pipkin & Associates
Managing Your Career: Our Client’s #1 Decision Criteria for Hiring Modern Sales Leaders
Steve Rooke
Co-Owner and Managing Partner, Rooke Pipkin & Associates
Managing Your Career: Our Client’s #1 Decision Criteria for Hiring Modern Sales Leaders
David Brock
Founder and CEO, Partners in EXCELLENCE
Fireside Chat
Ashley Welch
Co-Founder, Somersault Innovation
Naked Sales: How Design Thinking Reveals Customer Motives & Drives Revenue
Jake Reni
Head of Adobe Sales Academy, Adobe
Building a World Class Sales Academy
Agenda and Speakers – Fall 2018 Summit
Sponsored by
Marylou Tyler
CEO, Strategic Pipeline
Leverage: Practical Use of AI in the Sales Process
Max Altschuler
Vice President Marketing, Outreach
Fireside Chat: Modern Sales Engagement Best Practices
Dawn Owens
Offerings Manager – Analytics, IBM
Bringing Cognitive to Sales and Enablement
Greg Johnson
Digital Innovations Executive, IBM Bluewolf
Bringing Cognitive to Sales and Enablement
Joel Greenberg
Product Manager, IBM
Bringing Cognitive to Sales and Enablement
Chad Burmeister
Founder & CEO, ScaleX.ai
Equipping Today’s Modern Sales Professional with the Power of Artificial Intelligence
Erik Martinez
President, BD Acceleration
Steve D’Angelo
President, Aviso Inc
Kameron Hobbs
Sr. Director Global Marketing and Operations, AA-ISP
Re-Humanizing the Sales Process
Jerome Gafford
Clinical Assistant Professor of Marketing, UT Dallas
Actionable AI: What Can You do Right Now to Drive Quota and Revenue?
Jim Hopkins
Senior Product Marketing Manager, Salesforce
Future of Sales: 9 Emerging Trends
Alli McKee
Founder & CEO, Stick.ai
Augmentation, not Automation: How Artificial Intelligence enables Sales to become even more Human
Roy Raanani
Co-Founder & CEO, Chorus.ai
The Impact of AI on Sales Meetings
Agenda and Speakers – Spring 2018 Summit
Dr. Leff Bonney
Associate Professor, Florida State University Sales Institute
Everything I Learned About Selling, I Learned from Peyton Manning
Angela Chapoy
Director of Merchandising, Lennox International
The Lennox Coaching Model
Jim Dickie
Co-Founder & Independent Research Fellow, CSO Insights
A Business Case of Dynamic Sales Management (and How to Get There)
Rob Jeppsen
Founder & CEO, Xvoyant
Executive Briefing (invitation only)
Jason Jordan
Partner & Co-Founder, Vantage Point Performance
The Good, the Bad, and the Useless
Jill Konrath
Best Selling Author & Keynote Speaker
Managing Crazy-Busy Sales People
Greg Lewis
Executive Managing Director, Strategic Sales & Marketing – Treasury, Payments & Liquidity, Texas Capital Bank
Changing the Game: How to Recruit and Build Competitive Sales Teams
Lori Richardson
Founder & President, WOMEN Sales Pros
Creating an Inclusive Sales Organization
Dr. Stacey Schetzsle
Professor & Director, University of Tampa Institute for Sales Excellence
Key Elements of a Coaching Model
Scott Weinhold
Messaging & Sales Enablement Advisor, Revenue Growth Engine
Sales Messaging 4.0: The AI You Must Deploy Now to Hit Your Number
Elay Cohen
CEO & Founder, SalesHood
Developing a Winning Sales Culture