Sales Leadership Summit

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!

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.

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.

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

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.

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.

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.

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.

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.