Ten Years of the UT Dallas Sales Leadership Summit
Find information from the past ten years of Sales Leadership Summit, including keynote speakers, links to keynote presentations and links to download slides.
Agenda and Speakers – Spring 2021 Summit
Speakers
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
Speakers
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
Speakers
Darryl Praill
Associate Professor, Florida State University
Sales Enablement Hour, by Dr. Leff Bonney (Watch the presentation on YouTube.)
Read MoreAbstract
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 benefits 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.)
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.)
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.
Jaime Diglio
Senior Director, Slalom
Leading People Through Uncertainty – Strategies to “keep it real” and drive success (Watch the presentation on YouTube.)
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
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.)
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 MoreBiography
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 MoreBiography
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
Speakers
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
Speakers
Rob Jeppsen
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
Speakers
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
Speakers
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