Sales Leadership Summit


Registration for the Spring 2020 Sales Leadership Summit is now closed. We look forward to seeing you at our Fall 2020 event on November 6.

Sales Leadership Summit
November 6, 2020 Register

Date, Time and Location

November 6, 2020
8 a.m. – 4 p.m.
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

Pipkin Associaites Logo

9:00 a.m. – 10:15 a.m.

Keynote Block I – Virtual Onboarding & Client Engagement
Dr. Howard Dover | Welcome
Derek Pando | The Zoom Boom: How to Take Virtual Engagement to the Next Level
Thiago Sa’ Freire | TBD

10:15 a.m. – 10:35 a.m.

Break

10:35 a.m. – 11:25 a.m.

Keynote Block II – Business Continuity Planning
Paige Farragut | TBD
Lennox Representative | TBD

11:25 a.m. – 12:00 p.m.

Collaborative Breakout Sessions/Break
Business Continuity Plans

12:00 a.m. – 1:00 p.m.

Keynote Block III
Hank Barnes | B2B Buying Myths That Demand
Changes in Sales Enablement Approaches Pipkin Panel | TBD

1:00 p.m. – 1:20 p.m.

Break

1:20 p.m. – 2:20 p.m.

Keynote Block IV – Buyer Changes During COVID
Alex Jones | AT&T’s Distribution Strategy with the Advent of Omni-Channel
Changes in Sales Enablement Approaches
TBD | TBD

2:20 p.m. – 2:40 p.m.

Break

2:40 p.m. – 3:40 p.m.

Keynote Block V – Mental-Well Being of Your Team
Dr. Diane Hamilton | TBD TBD | TBD

3:40 p.m. – 3:45 p.m.

Wrap Up

Thiago Sa' Freire

Thiago Sa’ Freire

Chief Revenue Officer, Chorus.ai

Read Bio

Biography

Thiago, a native from Brazil, is the current CRO at Chorus, the leading Conversation Intelligence platform, where he oversees the global customers success, implementation, rev ops, sales, solutions engineering and technical support team.

Prior to Chorus, Thiago led all global customer facing teams at Hudl where he guided their global growth across 20+ countries and 5X revenue. He also had a stint at Responsys and was a part of its journey through an IPO and eventual acquisition by Oracle.

Thiago’s philosophy focuses on a team adopted growth mindset and an obsession with customer outcomes to deliver growth. In his free time you can find him spending time with his wife Francesca and daughter Alessandra. You may also find him at a soccer pitch where he attempts to relive his glory days playing collegiate soccer!

Hank Barnes

Hank Barnes

Distinguished VP Analyst, Gartner Sales Training

Read Bio

Biography

Hank Barnes is a Distinguished Vice President Analyst. He explores the dynamics, challenges, and frustrations enterprises face when buying technology products and services. Using that customer-centric lens, Mr. Barnes advises those responsible for marketing technology products and services, general managers responsible for product portfolios, and startup CEOs on next practices to drive success for their customers and their business.

Mr. Barnes has more than 30 years of high-technology sales and marketing experience in both field and corporate roles. He led the marketing function for a number of technology startups, including Eprise and Ultimus. He also held product marketing and management leadership positions at SAP, IBM and Adobe; driving thought leadership, analyst strategy and positioning activities.

Derek Pando

Derek Pando

International & Partner Marketing, Zoom Video Communications

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Biography

Derek Pando is the Head of International and Partner Marketing at Zoom Video Communications. He joined Zoom in 2017. He has spent his career at high growth enterprise software companies including Salesforce and LinkedIn. He has held a variety of different marketing roles in his career. His expertise is in international marketing, product marketing and marketing strategy. He also writes and speaks on collaboration, technology, marketing, and professional relationships. He is the author of the LinkedIn Learning Course “Social Selling Foundations”. Derek has an undergraduate degree in Political Science and a MBA from Brigham Young University. He speaks Spanish fluently and can get by in Portuguese.

Paige Farragut

Paige Farragut

Senior Vice President Ticket Sales & Service, Texas Rangers Baseball Club

Dr. Diane Hamilton

Dr. Diane Hamilton

Business Behavioral Expert, Keynote Speaker, Creator of the Curiosity Code Index

Alex Jones

Alex Jones

Assistant Vice President, Omni Channel, AT&T

Agenda and Speakers – Spring 2020 Summit

Sponsored by

vanilaSoft logo
Elay Cohen

Elay Cohen

CEO and Founder, SalesHood
Rethinking Sales Enablement with WFH Teams (Watch embedded video or on YouTube.)

Darryl Praill

Darryl Praill

CMO, VanillaSoft
If Emails are Critical to Success then Stop Sending Sh**ty Emails (Watch embedded video or 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

John Barrows

CEO, JBarrows Sales Training
Selling Amidst COVID-19 (Watch embedded video or on YouTube.)

Read Bio

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.

Leff Bonney

Dr. Leff Bonney

Associate Professor, Florida State University
Enabling an Inconsistent Sales Force (Watch embedded video or on YouTube.)

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Biography

Leff Bonney (PhD, MBA) is currently an Associate Professor of Marketing at Florida State University where teaches both graduate and undergraduate courses in sales and sales management. His research interest relates to decision making in sales and sales managers, specifically around customer selection and targeting. Leff also serves as Director of Executive Programs for both the FSU College of Business and the FSU Sales Institute. He helped create and grow the FSU Sales Institute, which has been recognized as the premier sales program in the United States. Leff serves on the Board of Directors for the Sales Education Foundation. He also founded and is director of the Sales Educators’ Academy which is a program designed to help sales faculty from all over the world be better equipped to teach sales and sales management at their respective universities. Recently, Leff won the American Marketing Association’s Don McBane Award which is given to sales educators and sales leaders who have made a lasting impact on the field of sales and sales management.

Prior to joining the faculty at Florida State University, Leff worked in sales leadership roles for two Fortune 500 companies. Specifically, he worked for 7 years on major accounts for RR Donnelly, negotiating large multi-year print contracts. Leff also spent two years leading a field sales and marketing team for Eli Lilly Pharmaceuticals. Over the last 12 years Leff has consulted with dozens of corporate clients on sales force effectiveness including areas such as customer segmentation and targeting, sales process design and adaptation, sales messaging, and sales training design and implementation. Leff has also designed and led corporate training programs such as basic selling, sales coaching, advanced situational selling, sales operations leadership, and negotiation.

Read Abstract

Abstract

What if we’ve been wrong about what it takes to be successful in sales for the last 30 years? What if our believe that great sales people follow a consistent sales approach in route to success is really not true at all? In this session, Leff Bonney will share some interesting research that calls into question long-held assumptions about what it takes to be successful in sales and that Inconsistent sellers are actually much more effective than those that follow a defined sales approach in their daily selling efforts. The session will go on to illustrate the importance of enabling Inconsistent selling behaviors by drawing parallels between elite fighter pilots and today’s sales teams.

Jaime Diglio

Jaime Diglio

Senior Director, Slalom
Leading People Through Uncertainty – Strategies to “keep it real” and drive success (Watch embedded video or on YouTube.)

Read Bio

Biography

Jaime Diglio is a Senior Director at Slalom, a modern consulting firm focused on strategy, technology, and business transformation. She specializes in the future of work and helping organizations innovate by lifting people and shifting mindsets through times of transition. Diglio previously held sales leader positions at Microsoft and Gartner, where she built a multimillion dollar business supporting some of the largest and most competitive companies in the world. She shines a spotlight on how to successfully activate and lead people through disruption to deliver transformative change by using an in-first approach.

Becc Holland

Becc Holland

Head of Sales Development, Chorus.ai
How to Drive More Quota-Attainment Through Personalizing Your Messaging at Scale (Watch embedded video or on YouTube.)

Shari Levitin

Shari Levitin

CEO, Levitin Group
Leading People Through Uncertainty – Strategies to “keep it real” and drive success (Watch embedded video or on YouTube.)

Read Bio

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

Jeff Molander

Managing Partner & Sales Communications Coach, Communications Edge Inc.

Read Bio

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

Drew Pipkin

Owner & Managing Director, Rooke Pipkin & Associates

Lori Richardson

Lori Richardson

Founder & President, WOMEN Sales Pros

Read Bio

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”

Sponsored by

vanilaSoft logo
Jen Sieger

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.

Warren Shiver

Warren Shiver

Multi-Generational Sales Teams
Warren Shiver discusses Multi-Generational Sales Teams at UT Dallas’ Fall 2019 Sales Leadership Summit on November 5, 2019.

Howard Dover

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.

Chris Beall & Scott Gillum

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.

David Hood

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.

Seleste Lunsford

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.

Mark Hunter

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.

Agenda and Speakers – Spring 2019 Summit

Sponsored by

challenger logo

Sponsored by

Rooke Pipkin logo
Rob Jeppsen

Rob Jepssen

Founder & CEO, Xvoyant
Creating a Sale Dynasty: How the Greatest Sales Coaches Create Legendary Performance

Kurt Shaver

Kurt Shaver

Chief Sales Officer, Vengresso
The Modern Buyer Requires a Modern Seller

Julianna Stancampiano

Julianna Stancampiano

CEO, Oxygen Exp
To Team is Human

Scott Santucci

Scott Santucci

President, Growth Enablement
Simplify Complex Selling by Enabling Buyers to Succeed

Brent Ghione

Brent Ghione

Sales Development Lead, Outreach
To txt or not to txt

Philip Bokan

Philip Bokan

Director Field Sales, SalesIntel.io
To txt or not to txt

Spencer Wixom

Spencer Wixom

Director of Marketing and Sales Enablement, Challenger
Coach Your People to Perform the Next Generation Sales Experience

Drew Pipkin

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

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

David Brock

Founder and CEO, Partners in EXCELLENCE
Fireside Chat

Ashley Welch

Ashley Welch

Co-Founder, Somersault Innovation
Naked Sales: How Design Thinking Reveals Customer Motives & Drives Revenue

Jake Reni

Jake Reni

Head of Adobe Sales Academy, Adobe
Building a World Class Sales Academy

Agenda and Speakers – Fall 2018 Summit

Sponsored by

Outreach logo
Marylou Tyler

Marylou Tyler

CEO, Strategic Pipeline
Leverage: Practical Use of AI in the Sales Process

Max Altschuler

Max Altschuler

Vice President Marketing, Outreach
Fireside Chat: Modern Sales Engagement Best Practices

Dawn Owens

Dawn Owens

Offerings Manager – Analytics, IBM
Bringing Cognitive to Sales and Enablement

Greg Johnson

Greg Johnson

Digital Innovations Executive, IBM Bluewolf
Bringing Cognitive to Sales and Enablement

Joel Greenberg

Joel Greenberg

Product Manager, IBM
Bringing Cognitive to Sales and Enablement

Chad Burmeister

Chad Burmeister

Founder & CEO, ScaleX.ai
Equipping Today’s Modern Sales Professional with the Power of Artificial Intelligence

Erik Martinez

Erik Martinez

President, BD Acceleration

Steve D’Angelo

Steve D’Angelo

President, Aviso Inc

Kameron Hobbs

Kameron Hobbs

Sr. Director Global Marketing and Operations, AA-ISP
Re-Humanizing the Sales Process

Jerome Gafford

Jerome Gafford

Clinical Assistant Professor of Marketing, UT Dallas
Actionable AI: What Can You do Right Now to Drive Quota and Revenue?

Jim Hopkins

Jim Hopkins

Senior Product Marketing Manager, Salesforce
Future of Sales: 9 Emerging Trends

Alli McKee

Alli McKee

Founder & CEO, Stick.ai
Augmentation, not Automation: How Artificial Intelligence enables Sales to become even more Human

Roy Raanani

Roy Raanani

Co-Founder & CEO, Chorus.ai
The Impact of AI on Sales Meetings

Agenda and Speakers – Spring 2018 Summit

Dr. Leff Bonney

Dr. Leff Bonney

Associate Professor, Florida State University Sales Institute
Everything I Learned About Selling, I Learned from Peyton Manning

Angela Chapoy

Angela Chapoy

Director of Merchandising, Lennox International
The Lennox Coaching Model

Jim Dickie

Jim Dickie

Co-Founder & Independent Research Fellow, CSO Insights
A Business Case of Dynamic Sales Management (and How to Get There)

Rob Jeppsen

Rob Jeppsen

Founder & CEO, Xvoyant
Executive Briefing (invitation only)

Jason Jordan

Jason Jordan

Partner & Co-Founder, Vantage Point Performance
The Good, the Bad, and the Useless

Jill Konrath

Jill Konrath

Best Selling Author & Keynote Speaker
Managing Crazy-Busy Sales People

Greg Lewis

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

Lori Richardson

Founder & President, WOMEN Sales Pros
Creating an Inclusive Sales Organization

Dr. Stacey Schetzsle

Dr. Stacey Schetzsle

Professor & Director, University of Tampa Institute for Sales Excellence
Key Elements of a Coaching Model

Scott Weinhold

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

Elay Cohen

CEO & Founder, SalesHood
Developing a Winning Sales Culture