2019 Speaker Presentations
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Presentations that were given permission for posting are shared below. This page will be updated with additional presentation files as they are received. If you have any questions, please email info@sesociety.org.

Taming the Chaos to Focus on Growth
Beth Allen
Director, Learning & Enablement, Viewpoint Construction Software

Beth Allen leads learning and enablement for Viewpoint. Her work experience spans over 25 years of creating strategy and implementing learning programs for customers, partners, and employees in the technology sector. In 2017, she established the sales enablement function at Viewpoint and is currently expanding enablement & onboarding to all client-facing teams.

Kristin Kelly
Sales Enablement Manager, Viewpoint Construction Software

Kristin Kelly manages sales enablement for Viewpoint and is a master at taming chaos. She started her career in the high tech industry over 30 years ago, developing broad experience in sales as well as learning and development. She also has mad knitting skills.

Abstract - Download Presentation

When all departments want to communicate with sales all the time, what do you do? Join us to learn how Viewpoint tamed the chaos through collaboration and technology to achieve unprecedented growth.

After this session, you will be able to:

  • Identify ways to leverage technology to align messaging, engage sellers, and track compliance
  • Leverage technology to drive and track engagement to inspire leadership buy-in
  • Create a structure to support product launches geared towards the most optimal sales cadence
  • Articulate methods of cross-organizational collaboration to create a cadence and effectively communicate to sales teams
  • Describe how to establish an enablement engine to foster growth and drive revenue
  • Walk away with samples of a product delivery slot plan and a quarterly sales play bulletin
A Fanatical Approach to Sales Enablement: Visibility, Predictability and Agility
Mayme Blanton
Sr. Director Global Sales Operations, Rackspace

Mayme Blanton is senior director of global sales operations for Rackspace. In this role she is responsible for the global strategy, development, and delivery of solutions essential to the sales & presales community within Rackspace. Mayme has extensive experience in global operations and leadership, always prioritizing a balance execution and innovation.

Prior to joining Rackspace, Mayme has spent more than two decades establishing sales operations models and helping organizations execute sales enablement strategies at leading organizations including Dell, Earthlink and Windstream.

Abstract

We all know the holy grail of sales is predictable and consistent execution. But in this quest for steady and repeatable, many organizations are putting too much focus on process, playbooks and strategy and not enough on agility.

That was the challenge Rackspace was facing. Over the past year, as part of Rackspace’s America’s Transformation, the sales enablement team has equipped both sales reps and managers with real-time activity data and coaching, making it easier to adapt to changing buyer needs with speed. They’ve established guardrails, removed blind spots, and have created an operating cadence that ensures accountability. The result is an increase in deal capacity; reduced time to close; improved pipeline quality; and a massive improvement in activity visibility.

In this session, Mayme will discuss their experience and provide tips to help Sales Enablement leaders create an agile and truly data-driven sales organization. This transformation not only up-levels your own positions from a support function to a strategic component of Sales Ops but will also play a critical role in improving overall sales performance and execution.

Rethinking “Differentiators.” The Rise and Fall of Harvey Balls & Why W/L Reasons Are the Only Things That Matter Now
Joe Booth
Joe Booth
Sr. Director of Sales Enablement and Competitive Intelligence, SecureAuth Corporation

Joe Booth brings a unique blend of sales and education experience. He’s “held a bag” for numerous technology companies and calls upon his background in snowsports education to put together engaging sales enablement programs. He’s methods for building high performance sales teams have been described as “unique” and ‘ahead of the curve.”

Abstract - Download Presentation

Case Study (Maturing 3-5yrs)

In this case study, we will look at how a $250M revenue company took on the biggest CRM provider in the world and achieved a 90%+ win rate by learning how to disqualify low potential deals. Sales reps need to use the same methods for selecting customers as companies use to disqualify vendors. Arming sales reps with qualification and discovery questions that relate business outcomes back to your company’s strengths will set them up for success.

The Effect of Digital Transformation on Customer Expectations and Sales
Tiffani Bova
Growth and Innovation Evangelist, Salesforce and WSJ Bestselling Author, Growth IQ

Tiffani Bova is the growth and innovation evangelist at Salesforce and the author of the Wall Street Journal and 800-CEO-READ bestselling book GROWTH IQ: Get Smarter About the Choices that Will Make or Break Your Business (Portfolio). Bova was recently named to Thinkers50’s Radar Class of 2019 and was Thinker of the Month in December 2018. She has appeared on MSNBC and Yahoo Finance, among others, and was featured in the January 2019 issue of Rotman Management Magazine's Disruption Issue. She has also contributed to publications including Harvard Business Review, Forbes, Entrepreneur, and Huffington Post, and is a frequent guest on Wharton Business Radio and a variety of industry-leading podcasts.As host of What's Next! with Tiffani Bova, one of the top 100 business and marketing podcasts on iTunes and top sales podcast of 2018 and 2019 according to Top Sales Magazine, she has interviewed guests from Arianna Huffington and Tom Peters to Dan PinkBova is a top influencer in Customer Experience, Digital Transformation, the Future of Work, and Sales, and she was recently recognized as one of Inc. Magazine's 37 Sales Experts You Need to Follow on Twitter, a LinkedIn Top Sales Expert to follow in 2019, a Top 100 Women in Tech, a Brand Quarterly Magazine Top 50 Marketing Thought Leader, and one of the most Powerful and Influential Women in California according to the National Diversity Council. Her book Growth IQ was one of 800-CEO-READ's top 5 strategy and leadership books of 2018, and the #1 Salesforce, Dreamforce Bookstore seller in 2018.Having delivered over 500 keynote presentations on sales transformation and business model innovation to over 400,000 people on six continents, Bova is highly sought after keynote speaker. Prior to working with Salesforce she was a Distinguished Analyst and Research Fellow at Gartner where she won the Thought Leadership award and earned accolades from the best leaders in the technology world for her cutting-edge analysis and her skill at inventing bold strategies for growth.Bova has also lived in the fast lane of high tech, leading sales, marketing and customer service organizations, driving growth and creating durable competitive advantages for startups and Fortune 500 Companies alike such as Sprint, Inacom, Interland (web.com) and Gateway Computers. Throughout, she learned how to lead sales and marketing teams in hotly competitive markets. She is considered one of the early pioneers of cloud based sales strategies, and completely reinvented indirect "go-to-market" tactics in several hardware and services businesses. Her high velocity years at the front lines also gave Bova the hands-on expertise executives crave in their strategic partners and made her an authentic, passionate and brilliant advocate committed to her clients’ success and prosperity.

Abstract -

What is required for business growth in this time of digital transformation? How does sales enablement integrate into the vision for business revenue generation, not only for sales teams, but for any customer facing team members who engage with customers (prospects / current / past)? What’s more, how can we extend the use of tools developed in support of sales enablement to those same teams? This session will review the pressures companies are experiencing and what their teams need to be equipped in order to drive the business forward.

First-time Enablement Hires
Cory Bray
Cory Bray
Managing Director, ClozeLoop & Author

Cory has written 4 sales books that have sold more than 10,000 copies in the last 2 years. He has mastered the craft of book creation and plans to publish a total of 40 in his lifetime, with 2 more coming in 2019 alone.

Additionally, he has coached several authors on writing and launching their books.

His expertise includes topic selection, outlining, writing, editing, publishing, and marketing. On the marketing front, he has found ways to open doors through digital and offline distribution for both his business and others.

Max Materne
Max Materne
Sales Enablement, Fiix Software

Max is the first Sales Enablement hire at Fiix Software, a rapid growth B2B SaaS company.

Max started his career at Fiix as the first inbound SDR, before moving through outbound BDR, Account Management, and Customer Success, finally making the transition to Sales Enablement in early 2019. Throughout his early time in Sales Enablement, Max has; coordinated the production and launch of Fiix’s first-ever Sales Playbook; built out a Sales School program teaching and reinforcing industry knowledge, Fiix’s sales methodology (Triangle Selling), and learning Fiix’s product; and formalized onboarding for all new revenue hires.

Abstract

In this highly-interactive session, attendees will leave with a clear roadmap to hire first-time sales enablement practitioners and set them up for success. The session will be facilitated by Cory Bray, Managing Director of ClozeLoop, and Max Materne, Sales Enablement Manager at Fiix Software.

If your organization is hiring or promoting individuals into enablement roles who have not done the job before, this is a can't-miss session.

How Informal Learning Kicks Sales Performance Into High Gear
RJ Butaney
RJ Butaney
Sales Executive, Allego

RJ Butaney has over two decades of sales, business development and digital strategy leadership experience in the computer software industry. Prior to joining Allego as a sales executive, RJ held senior business development and partnership positions with companies including social media platform Shareaholic and Compete, Inc., where he successfully self-funded and served as executive sponsor for multiple large scale internal projects, contributing to ~25% of cumulative US sales over an 8-year period. His clients have included Google, Sony, Yahoo, Microsoft and Samsung. RJ received a Bachelor of Science degree in Marketing and Computer Information Systems from Bentley University and a Master of Business Administration degree with a concentration in Entrepreneurship / Entrepreneurial Studies from Babson College.

Abstract

Are you taking advantage of the way your reps actually learn in the real-world? No two selling situations are the same, so reps need to be able to learn on the fly to stay agile and productive. Yet research shows that as much as 90% of professional learning is spent on formal, event-based training that does little to prepare reps for agile selling. And if sales training fails, the ramifications are significant: lost deals, missed quotas, and revenue shortfalls. Join this session to discover the strategies and technologies that empower sales teams to take advantage of the agile content and learning available to them to close business more efficiently in today’s dynamic selling situations.

Strategy Mapping and Balanced Scorecards for Sales Enablement
Paul Butterfield
Head of Global Sales Enablement, Vonage

Paul Butterfield is a sales and sales enablement leader with over 20 years of experience selling software and technology through direct and indirect channels. Currently leveraging that experience to enable sales and customer success organizations to differentiate by how they sell rather than relying on price or product features. Paul is Certified CustomerCentric Selling® Business Partner. His work assisting sales organizations in sales effectiveness analysis and implementing sales process and messaging has been nationally recognized. Paul serves on the board of the SES Utah chapter.

Abstract - Download Presentation

A well designed and executed sales enablement strategy should have a measurable impact on sales results and revenue. Often the challenge is identifying and implementing the right elements, priorities and measurements that will have that impact. This session will cover how to use the strategy mapping and balanced scorecard concepts developed by Kaplan & Norton to develop and measure an effective sales enablement program that will drive top line revenue.

The State of Coaching in Sales: How to Incorporate a “Right-Sized” Coaching Curriculum
Joe Caprio
Joe Caprio
VP of Sales, Chorus.ai

Joe Caprio is a seasoned Sales and Sales Enablement leader and current VP Sales at Chorus.ai. He specializes in helping growth mode tech companies scale their sales and revenue teams through best practices and guidance around Sales Process, Methodology, SaaS & Sales Metrics, and Training programs.

Abstract - Download Presentation

Sales Enablement is growing in numbers and importance. The fastest growing companies in our space are shrinking time to results for new hires while increasing overall productivity per employee. When should you invest in sales enablement? What’s the ‘right’ approach, based on your team’s current maturity level? How can you help build a world class sales organization?

Creating Harmony: Enabling the Sales Channel and the Channel Partner Community
Marnie Christenson
Director, Global Channel Enablement, RingCentral

Marnie Christenson is the Director of Global Channel Enablement at RingCentral. Marnie has been working in the training and development field for 20 years in a variety of individual contributor and leadership roles for a variety of industries including Civil Engineering, Aerospace, Healthcare, and Telecommunications.

Renee Mann
Renee Mann
Sr. Channel Instructional Designer, RingCentral

Renee Mann is a Sr. Channel Instructional Developer for RingCentral who works with partner and internal channel teams to develop entire e-learning courses and curriculums. She also creates training materials, on-boarding guides, and learning paths. Renee has been in the telecom industry for 20 years, having previously worked at Sprint, Cricket, AT&T, and Direct TV.

Abstract - Download Presentation

Channel Sales are a growing, cost-effective strategy for many sales organizations. Channel sales partners allow you to exponentially increase your sales force and reach prospects you might not have been able to reach directly. But they, like a Direct Sales Team, need to be enabled – not only to bring in leads, but first and foremost to be thinking of and recommending your company first (without the incentive of a regular paycheck and benefits). And as enablers, you’ve got to work toward these goals WITHOUT letting your inside sales strategy leak to your competitor who your partner might also sell…this is the story of Channel Enablement in RingCentral.

How To Lose A Manager In 10 Days
Elay Cohen
Elay Cohen
CEO, SalesHood and author of Enablement Mastery

Elay Cohen is the CEO and co-founder of SalesHood and the author of the books Enablement Mastery and SalesHood. He is recognized as a Top Innovative "Mover and Shaker" in sales leadership by Entrepreneur magazine and by LinkedIn as one of the world’s top sales experts. While in the role of Senior Vice President of Sales Productivity at Salesforce, he was recognized as Salesforce's “2011 Executive of the Year” by Marc Benioff.

Abstract - Download Presentation

Join Elay Cohen CEO of SalesHood and author of Enablement Mastery in a fun and engaging talk about manager enablement. Find out what to do and what not to do when developing programs to enable front-line managers.

State of Sales Enablement
Heather Cole
Service Director Sales Enablement Strategies, Forrester

Heather brings more than 20 years of hands-on, b-to-b experience in a variety of disciplines including sales enablement, sales operations, field marketing and sales leadership. She has a passion for helping organizations define and execute on effective sales enablement strategies and has hands on expertise in developing sales learning, asset and communications programs for global b-to-b organizations.

Prior to joining SiriusDecisions in the Sales Enablement Strategy (SES) service, Heather was the Director of Sales Learning and Enablement for Wolters Kluwer where she led the enterprise sales effectiveness strategy focused on generating defined business results from enablement activities. Her focus included role-based learning programs, on-boarding, asset development, field enablement support center, messaging, field communication, as well as their annual kickoff meeting and leadership summits.

Heather also led several sales and marketing functions in the document technology industry in director roles at Ricoh, IKON and Pitney Bowes including enablement, field marketing, training and pre-sales discovery services.

Heather earned her BSBA from St. Louis University with a double degree in economics and international business.

Maria Chien
Service Director, Channel Marketing Strategies, Forrester

Maria is an industry thought leader in b-to-b channels with more than 20 years of experience defining and implementing marketing and channel strategy. She is experienced in a variety of disciplines including channel marketing, channel readiness, partner enablement, partner program design and field marketing, and has expertise in leading and executing innovative go-to-market strategies to and through the channel.

Prior to joining SiriusDecisions, Maria spent the majority of her career at Sun Microsystems, Inc., where she had leadership roles in global channel marketing, partner programs and services and field marketing. She was responsible for designing and implementing a global sales enablement strategy for key products and programs to ensure channel readiness and increase partner adoption. Maria was also a key architect and evangelist for developing and launching the premier partner sales engagement benefit offered through Sun’s global partner program. She designed and delivered programs to enable partners, field sales and reseller teams worldwide to build alliances and monetize those partnerships through joint sales opportunities.

Maria’s experience encompasses all stages of partnering strategy, levels of program maturity and spans a wide variety of partner types. Having worked for global marketing, market development and field sales organizations, she brings a unique perspective and insight to building global revenue-generating programs that are tailored to be implemented through field and partner resources.

Abstract - Download Presentation

There is no doubt that the pace of change in enablement is greater than it has ever been-but why?

Buyers are engaging sellers differently than they have in the past and with greater frequency-on average, a buyer will engage with 9 different roles from first contact to contract- and that does not even include post sale! Propensity to buy and remain a customer is influenced by every interaction- from first touch to up-sell and renewal, with every associate- both direct and partner. Are you just enabling sales reps… or every buyer interaction so that you can build external loyalty, advocacy and growth? This session will take a close look at the buyer and customer influences on enablement. We will introduce the concept of revenue engine enablement and the impact it will have on the enablement organization of the future.

Data-Driven Coaching for Sales
Mark Crofton
Global Vice President, SAP

Mark Crofton is Global Vice President of Sales Coaching at SAP. In this capacity, he leads a team of sales enablement professionals responsible for a range of activities and programs—all designed to boost the performance of SAP’s 10,000+ colleagues in sales and sales-related roles around the world.

Prior to his current role, Mark led the SAP Academy for Sales--SAP's flagship sales training program for Early Talent. Previously, he was VP Sales, Latin America, launching and leading the Mobility business in that region. He has also held positions in the North America Sales and Corporate Development organizations. His expertise is in leading sales teams and implementing Go-to-Market strategy with a focus on attaining revenue targets.

Prior to SAP, Mark was a consultant with McKinsey & Company and worked at early-stage venture capital firms in the US and Latin America. He began his career at Thomson Reuters with roles in client services, pre-sales and sales. When he left Thomson Reuters, Mark was an Account Executive based in Argentina with territory responsibility for all of Latin America.

Mark has a BA from Tufts University and an MBA from Columbia Business School. He is fluent in Spanish and German and resides in Miami.

Abstract

A presentation on SAP's experience with Data-Driven Coaching, including its impact on the organization and outlook, best practices and outlook for the future. Includes Q&A.

Fast Onboarding
Kristen Davis
Director, Learning and Development, Planview

After a long career in Consulting and Solution Consulting at several software companies and Accenture, I transitioned to Learning and Development, concentrating on Sales Enablement about two years ago. Since then, I have embarked on a new world and broadened my horizons.

Casey Byrnes
Casey Byrnes
VP, Sales and Marketing, Wickshire Senior Living

Casey Byrnes has spent 16 years in the senior living sales and marketing arena- working in a community setting as well as at the corporate level. Her experience with sales enablement includes equipping a sales force of 1500+ remote sales associates to be effective and efficient through standardizing onboarding, processes and tools.

Adriana Romero
Sales Enablement Manager, Clearbanc

An Engineer by Education, sales person by passion and Coach by nature, Adriana has 15+ years of experience in Technology Sales. Recently, she decided to move into an Enablement role to focus on helping other Sales people grow and move the needle. Born and raised in Caracas, Venezuela, she moved to Toronto, Canada in 2006 where she lives with her family. Currently she is helping enable the sales team in the hyper-growing FinTech Clearbanc.

Abstract

Improve your Onboarding Results with Standardizing and Expediting the Onboarding Process. See how structure and automation can drive faster onboarding and get your sales people more productive in less time.

Great Onboarding
Sara Dee
Head Sales Learning and Development, Newsela

Sara is the head of Sales learning and Development at Newsela; where she helps the sales team unlock the written word for everyone. With 15 years of experience in Marketing and Sales roles Sara and her team design, build and execute on sales learning experiences that ensure all sales team members have the knowledge, skills, resources, and tools they need to be successful.

Bill Parry
Senior Sales Enablement Evangelist, AspenTech

Bill Parry is a senior sales enablement manager at Aspen Technology. He is a professional leader in the learning space with over 25 years of military and corporate experience developing and delivering training programs for entertainment and technology sector heavyweights, including Monster Cable, Lucent, Nextel, Guitar Center, Comcast, AVAD, Ingram Micro, Invaluable, and Aspen Technology.

Ali Condah, Jr.
Public Sector Onboarding and Training Delivery Manager, Amazon Web Services

Ali Condah is the leader of Public Sector Enablement Strategy and Operations at Amazon Web Services. Ali brings 15 years of Sales Enablement, Marketing, and Training experience centered-around building global Sales Enablement programs, customized for local markets. Prior to Amazon Web Services, Ali developed the first Sales Enablement and Sales Certification program for Gemalto/Thales Enterprise and Cybersecurity partners, for Social Solutions Global (a Vista Equity Portfolio company) where he developed the first Sales Enablement program and Inside Sales team. Ali has worked in Sales, Marketing and Enablement roles at CLEAResult, AT&T, Sprint, Bank of America and Universal Music Group.

LevelUp: Using Credible Conversations to Build Rep Confidence and Content Mastery
Kathryn Fish
Kathryn Fish
Senior Global Enablement Program Lead, CloudBees

Kathryn has an extensive background in training and development, program management and organizational effectiveness. She has worked in the tech sector for over 8 years and is extremely passionate about bringing more women into the field - the thesis of her Master’s program centered on identifying the impact of motivational factors on job satisfaction for women working in a high tech org (link here). She is an HBDI Certified Practitioner, as well as in Prosci Change Management. Kathryn sits on the Board of her local Charlottesville Women in Tech organization, planning educational events and conferences for women in central Virginia in or interested in technology.

Ben Harris
Ben Harris
Director, Enablement Programs, CloudBees

Ben spent the beginning years of his career in sales and sales leadership. After realizing where his passions truly were, he has enjoyed the last 10 years in sales training Enablement. In the Enablement world, he has held a variety of positions and has a particular passion for effective classroom communication. Ben and his teams have won several industry awards including an ATD Sales Enablement Excellence in Practice award.

Abstract - Download Presentation

Practice makes permanent. Ditch your ineffective role play and implement credible conversations. Developed by CloudBees Sales Enablement, Credible Conversations is a tweaked method of learning that fosters innovative thinking, agile learning, while allowing the professional student to practice their mastery of the content through facilitated, improvised conversations. Learn from our journey, including how we developed an agile philosophy toward Sales Enablement, partnered with several internal groups for content development and delivery, and executed on each of our learning outcomes at this year’s Sales Kickoff event. We will share tips, tricks and lessons learned, plus give you a framework for starting to build your own Credible Conversations for improved rep execution.

How to Transform Your Onboarding Program in 3 Simple Steps
Emily FitzPatrick
Emily FitzPatrick
Revenue Enablement Manager, Showpad

Emily Fitzpatrick is responsible for the development and execution of Showpad’s global go-to-market onboarding program. With more than 7 years of sales enablement experience, Emily is passionate about the power of learning and development in the development of sales talent. A certified professional coach with a unique background in theater and improv comedy, she brings her dedication to helping others thrive to all Enablement programs.

Abstract - Download Presentation

According to CSO Insights, onboarding can improve quota attainment by 6.7%. It’s not uncommon for as many as 1 in every 5 sales reps to be new to an organization, which means that the end of the year results are heavily dependent on how well and how quickly new reps can ramp. In this session, Emily will share her experience developing and implementing Showpad’s onboarding program which has reduced ramp time by 30% - and doing it all while the organization was in a period of explosive growth and rapid change. Her approach is centered on three simple steps: flip the classroom, bring on-the-desk learning into your onboarding learning journey and make learning fun and actionable.

The Future of Sales Enablement
Cate Gutowski
Head of Sales Enablement, Amazon Web Services

Cate Gutowski is leading the worldwide salesforce at Amazon Web Services as the World Wide Head of Sales Enablement. As the market leader in cloud infrastructure and services for the past 8 years, AWS has been an innovator, pioneering the development of new cloud services. AWS is known globally for rapid product innovation. The appointment of Gutowski signals an equal focus by AWS leadership on commercial innovation as they continue to scale their growing global business.

Prior to AWS, Cate worked in the aviation industry as the senior vice present of sales and services at Panasonic Avionics. Cate spent the majority of her career at GE, where she was most recently the vice president of commercial. Gutowski led the company’s effort to transform how the GE global sales force utilizes technology to drive customer success across all GE businesses. In this Shadow IT role, she guided teams that were innovating new technologies in artificial intelligence, machine learning and predictive analytics to drive productivity, and enhance the customer experience. Previously, Gutowski held corporate general manager and operational leadership roles for a variety of GE businesses in the United States and Europe.

Cate is a passionate advocate for women in Leadership, serving for the past 5 years as the President of a non-profit she founded, “If You Can See It, You Can Be It,” which focuses on enabling women grow their leadership skills in STEM roles by teaching them the art and science behind strategic storytelling. Over the past 5 years, Cate’s non-profit has trained over 1,000 women in 11 countries and donated over $1MM to women in STEM scholarships.

Abstract

Given the rapid pace of innovation at AWS, Sales Enablement plays a key role. It’s imperative that AWS keeps their teams up to speed as they continue to develop new product and service innovations at a rapid pace. How can businesses modernize for growth, while keeping up with the pace of technology, data and rapidly changing customer expectations? Join us for this final session as we learn about the future of Sales Enablement through the lens of a global leader in cloud-based technology services.

Future of Work/Enablement
Greg Hanifee photo
Greg Hanifee
Associate Dean Executive MBA Global Network, Kellogg School of Management

Greg serves as the Associate Dean, Executive MBA Global Network for the Kellogg School of Management at Northwestern University. He joined Kellogg in 2013 after four years at the University of Maryland to lead the US and international partnerships for Kellogg’s Executive MBA that inspire students on campuses across the globe. His role spans recruitment, academics, student experience, operations and financial management in serving over 1,000 students per year.

Prior to his time at the University of Maryland, Greg spent 20 years in the telecom industry with Verizon, including international assignments in Eastern Europe and Asia. Greg’s professional experience included roles in strategy, marketing, sales strategy and leadership. Greg co-launched a German-US design agency in Shanghai in 2006 and served as a board director until January 2019.

Greg also serves as an outside director at Lurie’s Childrens Hospital Pediatric Anesthesiology Group ; on the advisory board of Breast Cancer Hub, a NGO focused on educational awareness of breast cancer in developing countries; and Accelerator 111, a search fund.

Greg earned a BS in Chemistry from the University of Delaware, and an MBA from the University of Maryland. Greg is married to P.Kaye and they have two children, Tess and Jack.

Damu McCoy
Damu McCoy
VP Talent Acquisition, Target

Damu is currently the Vice President of Talent Acquisition at Target Corporation and is responsible for recruiting across all corporate and field locations

During his career at Target he has led teams in several operational areas including buying, planning, and technology.

In addition to his work at Target, Damu is also actively involved in the local community. He has served on several nonprofit boards focused on reducing disparities for diverse and low income individuals. He is currently serving as Board Chair for Project for Pride in Living which provides transformative affordable housing and career readiness services. He also serves on the Board of the Minnesota Chamber of Commerce.

Damu has a Bachelor of Arts from Wittenberg University and received his MBA from the Kellogg School of Management at Northwestern University.

Brad Gifford
Brad Gifford
VP, Revenue and Sales Operations, DXC Technology

Bio Coming Soon.

Abstract

This session will facilitate a dialogue between two sides of the equation significantly investing in the future of Sales Enablement – academia and corporate talent development. Join Greg Hanifee and Damu McCoy for an interactive dialogue to understand the “future of work” and how they envision talent development to progress over the next several years, and most importantly, how you should prepare. We will open the dialogue to audience members to join the conversation and ask questions.

Women in Sales Enablement: WiSE
Shannon Hempel
Shannon Hempel, M.Ed.
Sales Enablement Manager, Personify

Shannon Hempel's career began in Texas Public Education where she piloted many technology learning programs and earned a masters in Instructional Design. Taking that knowledge of learning best practices into the corporate world, she got her feet wet in educational tech sales and created training materials for her own team and then moved on to build enablement for Rackspace, RetailMeNot and currently at Personify in Austin, TX.

Leigh Koritke, MBA
Product Marketing & Sales Enablement, LogicMonitor

Leigh Koritke has over 20 year's experience in Sales Enablement, Go-To-Market, and Product Marketing. She has worked primarily for software and telecommunications companies from small and medium sized businesses to multinational organizations. A lover of travel and new experiences, Leigh spent 9 years living and working in the UK, with short stints in Germany and France. She has also lived and studied in Mexico. Leigh has an MBA from Vanderbilt University with concentrations in Marketing and Electronic Commerce, as well as certifications in Pragmatic Marketing and Strategic Selling among others. Leigh is one of four founding member of WiSE (Women in Sales Enablement). Outside of work, Leigh enjoys reading and learning about Sales Effectiveness, traveling, and spending time with family and friends around the world.

Rana Salman, Ph.D.
CEO, Salman Consulting, LLC

Rana Salman, Ph.D. collaborates with sales, marketing, and enablement leaders to improve sales effectiveness.

Rana has over 18 years of experience in marketing and sales and has spent a significant amount of her career as a sales consultant, working with midsize and Fortune 500 organizations. Rana leads Salman Consulting, LLC., which specializes in designing sales strategies, developing and humanizing the sales process, and creating practical tools and training required to acquire, qualify, and close deals.

Rana holds an MBA in Marketing and Brand Management and a Ph.D. in Organization and Management from Capella University and a BS in Public Relations from McPherson College. You can find her dissertation findings published in the Journal of International Business Management & Research.

Rana is the co-founder of WiSE (Women in Sales Enablement) and is also a speaker at national and local events, including Texas Conference for Women, Sales Enablement Society National Conference, and Competitive Marketing Summit. She also guest teaches sales and marketing students at Texas A&M’s Reynolds and Reynolds Sales Leadership Institute.

Abstract - Download Presentation

WiSE brings together professional women with common interests in an informal setting for personal and professional growth. Join our session to learn more about WiSE, how it began, and why it’s resonating. Hear from our members to discover why they joined, why the group is valuable for them, and the many ways they each contribute.

Discovery Playbook: One Size Does NOT Fit All
Michelle Kanan
Michelle Kanan
Director of Sales Enablement, Gong.io

Michelle Kanan is currently the Director of Sales Enablement at Gong.io where she leads onboarding and ongoing education for the US go-to-market teams. With her 10 years of Enablement experience she's worked in both publicly traded companies as well as fast growing startups to change the way companies think and leverage their enablement functions.

Abstract - Download Presentation

Ever wonder why some discovery conversations are home runs and others fall flat? Chances are you made a critical error to start your discovery call. Most sales professionals think one size fits all when it comes to discovery – which is why most deals die as soon as the meeting ends. You're going to learn a discovery playbook that will ensure you leave EVERY discovery call with a real deal on the line.

You'll learn:

  • A surprising discovery mistake even the best sales pros make
  • Why asking the right question at the right time is crucial (PLUS, how to do it)
  • 3 techniques to ensure your next discovery call converts to a sales presentation
Moving Beyond Sponsorship: Executive Collaboration and Engagement
Mike Kiely
Message and Enablement Director, Dell Technologies Services

Mike began his career in field sales with IBM before moving to EMC Corporation where he helped to build a non-existing Sales Enablement organization into a globally recognized entity, supporting over 4000 field sellers. Throughout his 17 years at EMC, Mike has led teams responsible for global sales messaging, onboarding, skills training, as well as sales enablement. Mike is recognized as a Sales Enablement practitioner, a direct Sales practitioner, a Sales Messaging expert, and is frequently requested to drive transformational conversations with customer executives in our Executive Briefing Center. Today Mike is responsible for Messaging and Enablement supporting Dell Technologies Services, a global services organization with over 45,000 practitioners.

Abstract

This is based on real world experiences.

Whether you are part of a young Sales Enablement organization in the process of establishing credibility to gain that often-nebulous executive “buy-in”, or part of an established organization looking to drive continued momentum with your Sales organization, establishing that credibility with senior executives is no easy task.

In this session you will be taken on a journey that includes the sharing of strategies and tactics that were used to establish critical relationships resulting in new levels of executive collaboration and engagement that transformed one Sales Enablement organization from a relatively unknown entity into a critical and globally recognized function within a Fortune 100 company. From one practitioner to another, learn and discuss real-life strategies and tactics that you can adopt right away, including:

  • Knowing where start
  • Moving beyond agreement to engagement
  • Driving global relationships and credibility
  • Maintaining relationship momentum
Evolution of the Annual Sales Conference
Shelly King
Shelly King
Manager, Sales Force Development, CooperVision

Shelly King is the Manager of Sales Force Development at CooperVision, Inc. She is a certified Learning & Development professional with 15 years of regional and national sales experience in the life science industry. She works cross-functionally to help identify training needs for the organization, then develops the plans to create and deploy those trainings. She holds certifications in blended learning, accelerated learning, instructional design, and adult learning theory. Shelly has also served as a speaker for the Association of Talent Development.

Abstract - Download Presentation

An interactive conversation on the evolution of the annual sales conference. Integrates a show and tell style of presentation where the audience can see the actual tools and technology used to invigorate a sales conference, which consisted of a broad multi-generational and mixed-tenure sales organization in the medical device space.

Elevating the Start-up Sales Process
Charles Knuth
Charles Knuth
Head of Market Research, Scoop Technologies

Charlie Knuth, Head of Market Research - spent over a decade working on building and selling products for CEB/Gartner. At Scoop he leads up research efforts to support Sales and Account Management with insight-driven commercial conversations. Kathryn Ross, Head of Enterprise Marketing - has worked in a variety of marketing roles for Microsoft, Delta Dental and One Medical. She currently leads all B2B marketing for Scoop.

Cait Dowling
Enterprise Product Marketing Manager, Scoop Technologies

Caitlin is an experienced B2B marketer with an expertise in the HCM and employee experience space. At Scoop Technologies, Cait collaborates with product, sales and insights to encapsulate the power that a positive commute can deliver to People leaders when it comes to attracting, retaining, and sustaining their employees in 2019.

Abstract - Download Presentation

How does a start-up shift its revenue strategy from B2C to Large Enterprise B2B? As Scoop Technologies was about to set off on a well-funded national growth plan, they hired an experienced team of enterprise sales and marketing professionals to reimagine the narrative, pitch deck, content, and develop its first sales training program. This session will showcase that journey of bringing S&P 500 level materials and training to a high-growth, but small, start-up.

It’s Time for a Buyer-Centric Selling System: How To Lead the (R)evolution with Your Sales Force
Mike Kunkle
Mike Kunkle
Vice President, Sales Enablement Services, SPARXiQ

Mike Kunkle is a respected sales transformation architect and internationally-recognized sales training and sales enablement expert. He's proud to be considered a first-year, founding member of the SES.

Mike’s spent 35 years in the sales profession and 25 years as a corporate leader or consultant, helping companies drive dramatic revenue growth through best-in-class training strategies and his proven-effective sales transformation methodologies. Mike is the former founder of Transforming Sales Results, LLC, and today, works as the Vice President of Sales Enablement Services for SPARXiQ, where he advises clients, writes, speaks at conferences, develops and leads webinars, designs sales training courses, delivers workshops, and designs sales enablement systems that get results.

Abstract - Download Presentation

Have you seen the recent B2B buying research? Study after study report that buyers:

  • don’t trust salespeople
  • don’t believe they understand them or their businesses
  • do more and more of their own research
  • aren't getting the insights they want from sellers
  • are growing weary of stereotypical seller behavior.
More than ever before, buyers don’t want to feel “sold to.” Yet, sellers still have quotas and a job to do. It’s a conundrum, for sure.

Fortunately, there is a path forward. It’s time to shift to a buyer-centric selling system that prepares reps to deal with modern buyers to “help them buy” and earn their respect and trust, while still being able to meet company quotas and succeed in sales.

The remaining challenge is how to get your sales force moving in this direction and selling in a new buyer-centric way. That’s no small feat, either.

After outlining why it's time to change and what buyer-centric selling really means, Mike will share how to lead the (r)evolution with your sales force, to change behaviors and achieve mastery with this new methodology.

 

Thought Leadership Think Tank; Books of Leaders: Meet the Authors, Enable Your Journey
Moderator: Joël Le Bon, PhD
Marketing and Sales Professor, Leadership in Digital Marketing and Sales Transformation Faculty Director, The Johns Hopkins University - Carey Business School

Joël Le Bon, PhD, is a Marketing & Sales Professor at Johns Hopkins University Carey Business School and serves as Faculty Director for Leadership in Digital Marketing & Sales Transformation. He is the Chief Academic Researcher & Higher Education Representative for the AA-ISP American Association of Inside Sales Professionals and serves on the Board of Advisors of the Sales Enablement Society. He was on the faculty at the University of Houston Bauer College of Business where he served as Director of Executive Education, and Director of Professional Development for the Stephen Stagner Sales Excellence Institute, and at ESSEC Business School in Singapore and France where he served as Department Head. Before becoming a professor, he was a Strategic Account Manager for Xerox, and had sales and sales management roles in the media industry where he won several all-time awards. As a professor, he has earned 24 international research, teaching awards and distinctions, and is the first sales educator to have received all the teaching awards from the major academic marketing associations. His research has been published by leading academic journals, and he is the author of two books on key account management & technology, and competitive intelligence & the sales force.

Tiffani Bova
Growth and Innovation Evangelist, Salesforce and WSJ Bestselling Author, Growth IQ

Tiffani Bova is the growth and innovation evangelist at Salesforce and the author of the Wall Street Journal and 800-CEO-READ bestselling book GROWTH IQ: Get Smarter About the Choices that Will Make or Break Your Business (Portfolio). Bova was recently named to Thinkers50’s Radar Class of 2019 and was Thinker of the Month in December 2018. She has appeared on MSNBC and Yahoo Finance, among others, and was featured in the January 2019 issue of Rotman Management Magazine's Disruption Issue. She has also contributed to publications including Harvard Business Review, Forbes, Entrepreneur, and Huffington Post, and is a frequent guest on Wharton Business Radio and a variety of industry-leading podcasts.As host of What's Next! with Tiffani Bova, one of the top 100 business and marketing podcasts on iTunes and top sales podcast of 2018 and 2019 according to Top Sales Magazine, she has interviewed guests from Arianna Huffington and Tom Peters to Dan PinkBova is a top influencer in Customer Experience, Digital Transformation, the Future of Work, and Sales, and she was recently recognized as one of Inc. Magazine's 37 Sales Experts You Need to Follow on Twitter, a LinkedIn Top Sales Expert to follow in 2019, a Top 100 Women in Tech, a Brand Quarterly Magazine Top 50 Marketing Thought Leader, and one of the most Powerful and Influential Women in California according to the National Diversity Council. Her book Growth IQ was one of 800-CEO-READ's top 5 strategy and leadership books of 2018, and the #1 Salesforce, Dreamforce Bookstore seller in 2018.Having delivered over 500 keynote presentations on sales transformation and business model innovation to over 400,000 people on six continents, Bova is highly sought after keynote speaker. Prior to working with Salesforce she was a Distinguished Analyst and Research Fellow at Gartner where she won the Thought Leadership award and earned accolades from the best leaders in the technology world for her cutting-edge analysis and her skill at inventing bold strategies for growth.Bova has also lived in the fast lane of high tech, leading sales, marketing and customer service organizations, driving growth and creating durable competitive advantages for startups and Fortune 500 Companies alike such as Sprint, Inacom, Interland (web.com) and Gateway Computers. Throughout, she learned how to lead sales and marketing teams in hotly competitive markets. She is considered one of the early pioneers of cloud based sales strategies, and completely reinvented indirect "go-to-market" tactics in several hardware and services businesses. Her high velocity years at the front lines also gave Bova the hands-on expertise executives crave in their strategic partners and made her an authentic, passionate and brilliant advocate committed to her clients’ success and prosperity.

Juliana Stancampiano
CEO, Oxygen & Author

Juliana is a founding member of SES and has been a significant contributor to the Society’s success, especially her leadership in the design and execution of the SES Onboarding Program and Experience Rooms. As an EB member, she will play a significant role in leading and executing the Society’s strategic plan centered around membership value and growth in the organization.

Cory Bray
Managing Director, ClozeLoop & Author

Cory has written 4 sales books that have sold more than 10,000 copies in the last 2 years. He has mastered the craft of book creation and plans to publish a total of 40 in his lifetime, with 2 more coming in 2019 alone.

Additionally, he has coached several authors on writing and launching their books.

His expertise includes topic selection, outlining, writing, editing, publishing, and marketing. On the marketing front, he has found ways to open doors through digital and offline distribution for both his business and others.

Elay Cohen
Elay Cohen
CEO, SalesHood and author of Enablement Mastery

Elay Cohen is the CEO and co-founder of SalesHood and the author of the books Enablement Mastery and SalesHood. He is recognized as a Top Innovative "Mover and Shaker" in sales leadership by Entrepreneur magazine and by LinkedIn as one of the world’s top sales experts. While in the role of Senior Vice President of Sales Productivity at Salesforce, he was recognized as Salesforce's “2011 Executive of the Year” by Marc Benioff.

Abstract - Download Presentation

Books are treasure of knowledge, for better thinking, and for better practice. Writing a book that goes in-depth on the problems you solve for buyers and your organization is arguably the most effective journey to reflect on your practice, knowledge, and to educate. During this session, the panel will share such experience, describe how their books have impacted others and themselves, led to new opportunities, and create a roadmap to publishing it.

Creating Urgency & Endorsement with a Data-Driven Mindset
Kristen McCrae
Kristen McCrae
Head of Sales Enablement & Performance, Core Acquisition, Intuit

Two time Sales President's Club Awardee Kristen McCrae brings a decade of sales and marketing experience to the sales enablement arena. Kristen has worked on a wide array of enablement initiatives including building 90 day onboarding programs, implementing manager enablement plans that generated 1.5M in revenue, and developing sales strategies that have become part of Intuit's sales methodology. Kristen has twice been elected to women's leadership networks and is passionate about helping gender minorities find their voice in tech. Kristen graduated from Emory University with a double major in journalism and environmental science and participated in a business leadership program at The University of California, Berkeley.

Abstract - Download Presentation

Data can tell a story, captivate an audience, and energize the C suite more effectively than anything else. As a sales enablement professional, there are a lot of questions when it comes to using data strategically: What should I track besides typical KPIs? How should I track it? How do I present it? To whom? How can I send a compelling message with this data? To garner enthusiasm for an idea? To help show the ROI of an enablement team? During this session, Kristen will share specific examples of her work and provide tactical advice on how to develop and execute with a data-driven mindset.

Weathering Change in Sales Enablement
Eric Matthews
Manager, Inside Sales Enablement, Vonage

Eric Matthews is a passionate talent developer and motivational messenger whose goal is to inspire success in everyone he comes into contact with. Eric has been a Sales Enablement leader and professional for four years supporting an Inside Sales team of 150+ agents and managers. Prior to Enablement, Eric was a multi-award winning sales professional with a high level of achievement across multiple industries working for companies like AT&T, Verizon Wireless, First Data, and more. Eric is Customer Centric Selling and Sales Navigator certified. His training and selling experiences include social selling, solutions selling, up-selling, inside and field sales, and technology like UCaaS, CPaaS, CCaaS, and SaaS. Eric is a psychology major and considers himself a true autodidact.

Jen Marie Jacober
Jen Marie Jacober
Sales Enablement Strategist, Vonage

Jen Marie is a sales enablement strategist and was a Founding Director for the Sales Enablement Society. Her work experience spans over 20 years of developing change management strategies and implementing enablement programs for customers, partners, and employees in the government, non-profit, and technology sectors. Jen Marie is a Peak Performance Mindset trainer and coach and certified Change Management Advanced Practitioner. She earned her BS from the University of Virginia and MBA from the University of Maryland.

Abstract - Download Presentation

The Case Study will walk participants through the journey to move the Vonage Inside Sales Enablement function from a stagnant, manual-based training environment to a digital-based modern learning training experience. In order to do this a new framework was required to address the unique needs of the 7 different sales roles within the 130 rep audience. This also required redesigning the training courses to work in a resource-constrained environment while still preparing the reps for their diverse roles that require a wide spectrum of sales skills and processes. The last part of the case study will show how we evolved the training to address the shift in how reps were getting hired (promotion vs. outside).

Swimmin' in Sales Enablement: Navigating the Turbulent Waters of Content, Technology & 2,700+ Sales Reps
Lauren May
Lauren May
Sales Enablement Manager - Legal Content Strategy, Thomson Reuters

Lauren was one of the first Sales Enablement team members at Thomson Reuters, and is finishing up her 4th year in the industry. She is currently part of a Sales Enablement team of 7 that supports 2700+ Reps globally. Prior to discovering her love for Sales Enablement, Lauren gained experience in frontline sales, client management, customer training, segment marketing and talent development with certified facilitation of sales methodologies, as well as leading large scale training sessions with Thomson Reuters. She is also a licensed attorney with past experience in private practice and a judicial clerkship in Dakota County. Additionally, Lauren is a hockey & gymnastics mom who likes to run and spend time with her husband and three children, Jackson (8), Taylor (6) & Genevieve (2).

Abstract

This session will explore the evolution of Sales Enablement in a Global Enterprise, reveal challenges from several stakeholder perspectives, and share advice as well as a vision of success for Sales Enablement teams of all sizes.

Artificial Intelligence (AI): Beyond Bleeding Edge... Now Leading Edge. What every sales enablement professional should know about this game-changing technology
Sergey Medved
Sergey Medved
Head of Product, ClearSlide, ClearSlide

Sergey began his career in consulting before moving into product management at market-leading companies (Ogilvy & Mather and Oracle) and eventually founding a startup. He spent over a decade designing solutions that make B2B professionals more efficient and effective in their jobs. Now as the Head of Product at ClearSlide, Sergey leads his team in building leading technology that helps sales and marketing teams make every interaction count and create truly amazing buyer experiences.

Abstract - Download Presentation

(50 attendees will be receive Victor Antonio's latest book - Sales Ex Machina: How Artificial Intelligence is Changing the World of Selling )

No matter what your profession is, artificial intelligence is bringing a change to it, just like it subtly changed the ways we navigate cities, find what to watch on a Friday night, or what to buy online. In this session, you will learn how AI will help you sell better.

AI is already disrupting sales. Disrupting, but not replacing or eliminating it. In fact, Sergey argues that those sales and marketing professionals who embrace artificial intelligence will become more relevant, strategic, and effective in their jobs.

This session will focus on the value that AI will bring to your organization and you will walk away understanding:

  • What is AI anyway and why now?
  • What is AI for sales and why is it important?
  • What role data and privacy will play.
  • What is in it for you as a sales enablement professional.
5 Facets of Successful Sales Asset Management
Mike Minchew
Head of Global Sales & Marketing Enablement, DXC Technology

Mike is a senior marketing executive with over 20 years of experience building and leading high-performing teams and award-winning, global solutions. He is an expert in sales & marketing enablement including sales asset management platforms and governance. He has broad and deep knowledge across multiple disciplines in global B2B companies and currently delivers the award-winning What We Sell sales and marketing enablement solution for DXC Technology supporting 10,000 sales & support staff and 120,000 employees in 70 countries with all critical sales materials, tools and processes. Mike was recently recognized as the 2019 Program of the Year award winner for Sales Enablement by SiriusDecisions.

Abstract

Over the last several years, Sales Asset Management (SAM) platforms have matured into feature-rich systems. However, organizations are quickly realizing that a sophisticated SAM platform alone won’t fix sales enablement or drive revenue. Effective sales asset management starts with a clear understanding of what assets Sales needs to be successful. Only then can you implement a governance model that drives the right cross-functional collaboration, content standards, and consistent processes. Session is targeted from individual contributors to Directors to VP or C-Suite. Will share my strategy for getting the most from your sales asset management platform and invite others in the room to share their own challenges, solutions and ask questions.

Ensure Sales Enablement is Business Critical
John Moore
Vice President of Revenue Enablement, Bigtincan

John began his career in Software Engineering, working on iconic products like Lotus 1-2-3 and Lotus Notes. He began working in SaaS software in early 2000 at Brainshark, one of the first cloud-based enablement solutions in the business. Over the years he has transitioned from technology to business roles, always focusing on how communication and collaboration solutions can maximize customer outcomes.

Abstract
No download available, as John's session was highly interactive. If you are interested in hearing more, please email john.moore@bigtincan.com.

Sales Enablement teams are focused on creating content and training for their sellers. Often, the only measurement of success comes in the form of kudos from the sellers. The feels-good, must-be-good, approach is far too often the only data point teams are using. Yes, you may be delivering incredible value as measured subjectively (e.g., your sales team is happy and telling management). Are you struggling to achieve measurable results with your Sales Enablement efforts? Far too many are in this boat. During this discussion, we will explore how you can bring focus to the most critical items in a consensus-driven manner. This approach will: Lead to improved cross-functional alignment and partnership. Result in the up-front definition of KPIs and provide solutions for measuring results. Create an imperative for change and drive adoption. Join The Collaborator, and let's raise our profession together.

The Zs are Coming! The Zs are Coming! Are you Generationally Ready?
Robert Peterson
Dean's Distinguished Professor of Sales, Northern Illinois University

Robert M. Peterson Ph.D. is the Dean’s Distinguished Professor of Sales at Northern Illinois University. He holds degrees from Indiana University, George Washington University and the University of Memphis. He spent his sabbatical studying sales enablement; other interests include negotiation, improv, and training-oriented innovations. Dr. Peterson is the Editor of the Journal of Selling and has completed the Second City Improv curriculum

Rob created the National Sales Challenge and the Sales Decathlon, both collegiate sales competitions, while earning six national teaching awards. He is passionate about wine making, Boy Scouts, and making a difference in higher ed, yet his teenage twins are convinced he knows nothing.

Howard Dover, PhD
Director of the Center for Professional Sales, Clinical Professor of Sales, University of Texas at Dallas

Howard Dover is the Director of the Center for Professional Sales, Clinical Professor of Marketing and Sales Coach at the University of Texas at Dallas. As the Director of the Center, he consults with the Center’s partners to develop modern sales strategy to attract the top sales talent from the rising generation now entering the business world. His areas of expertise include digital disruption of the sales and marketing field, sales enablement, social selling and sales effectiveness strategies. He has been a keynote speaker at Sales Enablement Experience 2017, AA-ISP Digital Sales World, CSO Summit, is the resident technology expert for Sales Educator’s Academy, and has been an invited speaker at numerous Sales, Sales Educator and Marketing Conferences. He contributed a chapter to the book “Standing O” and was featured, with his UT Dallas students, in the documentary film, “The Story of Sales.”

Abstract - Download Presentation

The Gen Zs/iGen are now leaving college and entering your workforce, and they are different from the Millennials in numerous ways. Using public data, student generated data, and amazingly interesting exchanges with these budding professionals we hope to educate SES members on what is on the horizon when the 4th generation joins your work culture. Videos and audience role plays will enhance your experience.

Generation X, Y or Z; how do you keep me? Engagement is key!
Liz Pulice
Liz Pulice
VP, Sales Enablement, Brainshark

With over a decade of experience as a sales enablement practitioner, Liz has worked every angle of the sales process, as an inside seller, channel manager and enablement leader. Prior to joining Brainshark, she served as vice president of global sales enablement at Turbonomic, director of strategic sales operations and enablement at Qvidian, senior director of global sales enablement and communications at Ellucian, and sales enablement lead at PTC, among other positions. Liz holds a Bachelor of Science from Union College and a Masters of Business Administration from The College of Saint Rose.

Julie Greenfield
Julie Greenfield
Sales Enablement Readiness Director, Brainshark

Julie Greenfield has a varied background in learning and development, change management, communications and sales that spans over twenty years. Working with direct and channel sales teams across the globe to develop the skills and knowledge they need to be successful. In addition to her roles, Julie took part in a steering committee that built out company values and formally defined the desired culture all with a focus on employee involvement and engagement. She also served on a committee to evaluate internal and external practices for improvement with the goal of building customers for life.

Julie holds a Bachelor of Science from Nova Southeastern University.

Abstract - Download Presentation

Employee turnover is a top-of-mind issue for every Executive, but is engagement top of mind?

Engagement is key when it comes to “growth employees” who are always looking for that next career move. It costs a lot to get the right talent through the door. It can cost even more – in dollars, resources, and institutional knowledge – to watch them leave.

So, what can sales organizations do to be the example to the whole organization that engagement is key to peak productivity. And more specifically, how can sales enablement help?

Join Brainshark’s Liz Pulice, VP of Sales Enablement, and Julie Greenfield, Director of Sales Enablement and Readiness, for an interactive session on how enablement teams can help drive sales team retention through the right combination of effective onboarding, skills development, career pathing and more.

As Right as Possible for as Long as Possible: Building and Scaling your Enablement Team
Hugh Redford
Hugh Redford, RVP
Global Sales Enablement, Seismic

Hugh leads the Commercial Enablement effort at Seismic. Hugh and his team oversee the Seismic@Seismic story, ensuring Seismic's internal sales enablement program helps set the industry standard for the rapidly evolving and maturing practice. Prior to joining Seismic, he held a series of growth-oriented operational and consulting roles ranging from small companies to the Fortune 100, covering industries including Retail and ecommerce, Energy, Hospitality, Medical Devices, and Technology. He moonlights as an overbearing sports dad to an Australian Shepherd mix.

Dave Lichtman
Dave Lichtman
CEO, Enablematch

With over 20 years of experience in the B2B sales and sales enablement space, Dave has an acute understanding of the growing challenges employers face in recruiting top sales enablement talent. To solve this problem, he founded Enablematch, a boutique recruitment firm specializing in the esoteric and emerging field of sales enablement. Prior to Enablematch, Dave was an early employee at SalesHood, a peer-to-peer sales learning platform to elevate sales results. Before SalesHood, Dave had a career spanning almost ten years at Salesforce; and 5 years as a sales enablement professional at QRS/Inovis.

Cathy Rowell
VP of Enablement, Nectar Services Corporation

Cathy Rowell is currently the VP of Enablement at Nectar Services Corporation, where she is responsible for enabling the direct and indirect sales force, and the overall channel partner experience with Nectar. Cathy has multiple years of experience as an accidental Sales Enablement Practitioner, including 14 years at Hewlett Packard Enterprise in Sales Enablement and Learning & Development organizations. Cathy has also led training organizations in small companies, with a focus on sales methodology and skills development.

Brian Lambert
Brian Lambert
President & Managing Director, Growth Matters America; Co-Host, Inside Sales Enablement Podcast

Brian is the founder of Growth Matters, a sales management and enablement training and consulting firm working to help sales managers become super heroes driving productivity and performance. Recognized by Sales & Marketing Management Magazine as one of the most influential people in professional selling, and Miller Heiman International as a Top 10 Sales Enablement Thought Leader to Watch, Dr. Brian Lambert has more than 20 years of experience in sales enablement, sales management, learning, and operations. Brian has led the training and development community in a variety of roles, including one of the first industry analyst’s covering and researching the Sales Enablement profession, launching 5 Sales Enablement functions; including enablement at a Fortune 50 company, at the world's largest publicly-traded training company, and at the Association for Talent Development. Brian's passion for selling and sales enablement have led the creation of two international non-profits dedicated to selling including the Sales Enablement Society as well as a charity in S. Africa designed to coach, develop, and mentor early-stage entrepreneurs.

Abstract - Download Presentation

There is no “right” way to build an enablement team. There are, however, ways that are less-good. With all of the demands placed on enablement leaders and all of the available (and sometimes conflicting) advice, it can be hard to know how to build the right team for your organization. Join Enablement leaders Cathy, Dave, Brian, and Hugh as they discuss their experience building teams and growing enablement organizations — and bring your questions! Audience participation and group learning will be highly encouraged.

Sticky Enablement: Spaced Repetition & Catering to the Role
Melissa Regan
Global Enablement & Onboarding Manager, RingCentral

Melissa’s quirky approach to enablement paired with her intense organization skills mix to create a scalable and delightful path for learning. With a teaching background and first-hand sales experience, she has owned enablement for lead gen teams as well as new hire onboarding programs at RingCentral - truly bringing sales enablement to life. Melissa seeks memorable experiences for her sales customers, just as she does in her personal life exploring her home state of Colorado with her 1 year old son & husband, John.

Abstract - Download Presentation

True enablement involves finding and solving for gaps - and sometimes the gaps we find require tackling a complex or even dull topic for our audience. How do we make it truly stick? How can you go above and beyond to think outside the box, create an EXPERIENCE, use metaphors, interactivity, and spaced repetition? We'll also discuss catering to your audience & role-specific enablement (why and how that is important). Get ready to see real examples, real metrics, and get inspired to concoct your own memorable learner experience!

Thinking Outside the Internal Box - Enabling Internal & Partner Sellers as One Team
Erin Reilly
Manager, Sales & Partner Enablement, Nectar Services Corporation

Erin Reilly is the Manager of Sales & Partner Enablement for Nectar Services Corporation, where she is responsible for enabling Nectar’s internal and partner sales teams to successfully sell and maintain Nectar's portfolio of offerings. Erin has more than 20 years of international business experience in the technology services industry including the development of knowledge management and enablement training initiatives.

Abstract - Download Presentation

Enablement is more than just training, and enablement needs expand beyond internal resources. To better equip our internal sales team, we provide growth programs, training, resources, and tools, but what about our partner sellers and, ultimately our clients? Today’s sales motion has shifted and selling with partners is more important than ever. To support this strategy, we have found that it is just important to have a comprehensive enablement plan for our partner sellers, from pre-sales through implementation and ongoing lifecycle support.

At Nectar, we have taken enablement to the next level by enabling our partners with programs, methodologies, a complete training curriculum and a full suite of client engagement tools and assets as if they are members of our own internal teams. Engaging our partners, and including them as a part of our comprehensive enablement plan gives our internal teams the opportunity to grow their own business opening another path for revenue generation for Nectar.

Social Selling: From KPIs to Content. How We Are Transforming Sales Role with Social
Anna Rokina
Sr. Manager, Oracle Digital

Head of Digital Selling Programs and Enablement team for Oracle Digital Prime JAPAC. Driving social selling and digital sales transformation program - we are helping sales team to use all the new tools and methods out there to sell smarter, faster, be social not just sell on social media. Team leader with over 15 years of experience across JAPAC and Russia both with agency and client side experience. Over my career I built expertise in different areas of social media: starting with social media listening and analytics, social media marketing, strategy and paid campaigns.

Abstract

Key components of a social selling program. How to set the right KPIs for social selling, train technology sales reps to create engaging social content and introduce social selling to all markets in JAPAC.

What Do You Want to Be When You Grow Up? aka The Accidental Sales Enablement Professional
Cathy Rowell
VP, Enablement, Nectar Services Corporation

Cathy Rowell is currently the VP of Enablement at Nectar Services Corporation, where she is responsible for enabling the direct and indirect sales force, and the overall channel partner experience with Nectar. Cathy has multiple years of experience as an accidental Sales Enablement Practitioner, including 14 years at Hewlett Packard Enterprise in Sales Enablement and Learning & Development organizations. Cathy has also led training organizations in small companies, with a focus on sales methodology and skills development.

Abstract - Download Presentation

Ask any sales enablement practitioner today what they wanted to be when they grow up and you won't hear many responses of "I wanted to be in sales enablement". In other words, we didn't actively see out our current roles.

This discussion explores how we all got here, from where, and where we want to go from here. What's your next step? What do you REALLY want to be when you grow up?

First Steps in Creating a Charter
Paul Saleme
Paul Saleme
Global Head of Sales Enablement, Showpad

Paul Saleme is Showpad’s Global Head of Sales Enablement and joined the team in June 2019. He leads Showpad's global Sales Enablement strategy and builds the onboarding, training, and continuous learning programs for all Showpad’s Go-to-Market teams. By aligning with Product Marketing, Sales and Executive Leadership, he defines and drives Sales Enablement programs that will maximize revenue and growth.

Paul has a proven background in leading Sales Enablement organizations to help increase sales teams’ productivity through collaboration. Throughout his career, he’s developed innovative enablement solutions aligned with strategic business initiatives that accelerate bottom-line results. Prior to joining Showpad, Paul was the Director of Sales Enablement at MapR Technologies and held various enablement positions at Sun Microsystems.

Abstract - Download Presentation

The first step to building a successful sales enablement program is to develop a charter. This essential first step serves as a business plan for your sales enablement program that lays out the who, what, when, where, and why. During this session, Paul Saleme, Showpad's Global Head of Sales Enablement, will guide attendees through the essential elements of a sales enablement charter. He'll discuss how to identify internal audiences, the importance of organizing by role, program and geography, resourcing appropriately, and KPIs to track. Audience members will leave with actionable blueprint for building a successful sales enablement program.

Starting Up Sales Enablement
Nicola Hartery-Sampers
Nicola Hartery-Sampers
Sales Enablement, Senior Manager, TD Ameritrade

Nicola is the self-proclaimed love child of all things sales, service, tech and creative, and she's been at it for 20+ years in the financial services industry. Just a year and a half ago, she took on a new role to parlay that experience and is fully enjoying life helping Sales get the most out of their day. Nicola’s main focus is building out a strategic, scalable enablement program that helps Sales drive revenue. Nicola holds BA degrees in Economics from Davidson College and Fine Arts from Montclair State University.

TD Ameritrade Institutional, Division of TD Ameritrade, Inc., member FINRA/SIPC.

Diana Roberts
Diana Roberts
Senior Manager, Sales and Service Integration, TD Ameritrade

Diana Roberts has over 20 years’ experience building brands and driving growth for leading global financial services institutions. During her tenure, she has worked on the agency and client side, both the B2B and B2C side, and has held a number of roles including: communications, advertising, account management, content marketing, and strategy. In her current role, she is focused on developing and implementing strategies that help drive growth in sales while improving visibility into content performance for marketing and an improved client experience. Diana holds BA degrees in both Political Science and Psychology as well as a Masters degree in Psychology.

Maria Belen Eglez
Maria Belen Eglez
Revenue Enablement Manager, ex-Unbabel/Algolia

Belen Eglez built the Revenue Enablement team from the ground up at Unbabel and is now transitioning into the same role for Algolia, to lead the EMEA enablement team. In the past 2 years, she contributed to Unbabel's 300% growth by supporting the onboarding of +50 people and leading +100 training sessions. Being a scaling start-up, Belen wore many hats. She worked alongside a dozen of teams- including marketing, business operations, product, and all customer-facing teams- to align, simplify and enhance the customer journey.

Abstract

Abstract Coming Soon.

Routes to Value: Empowering Sellers to Enable Buyers
Scott Santucci
Chief Growth Catalyst, Growth Enablement Ecosystems

BIO:

Abstract

Abstract Coming Soon.

[New Research] Measuring Sales Enablement Performance
Shawnna Sumaoang
Shawnna Sumaoang
Senior Director, Sales Enablement PRO

Currently serve as the Senior Director for SalesEnablement.PRO, a site dedicated to surfacing sales enablement expertise across the ecosystem.

Bob Britton
Bob Britton
Director of Sales Enablement, Netsurion

Bio Coming Soon.

Brooke Spatz
Brooke Spatz
Lead Sales Enablement Specialist, Omnitracs

Bio Coming Soon.

Bill Ball
Bill Ball
Director of Learning and Development, DISYS

Bio Coming Soon.

Joe Booth
Joe Booth
Sr. Director of Sales Enablement and Competitive Intelligence, SecureAuth Corporation

Joe Booth brings a unique blend of sales and education experience. He’s “held a bag” for numerous technology companies and calls upon his background in snowsports education to put together engaging sales enablement programs. He’s methods for building high performance sales teams have been described as “unique” and ‘ahead of the curve.”

Abstract

As sales enablement grows in popularity and maturity, sales enablement stakeholders have a growing desire to understand the direct impact of their efforts. Practitioners have the opportunity to shape a new standard for high-performing sales enablement and elevate the business impact of their function through enablement analytics.

The Sales Enablement Society and Sales Enablement PRO partnered to conduct research to understand common and emerging trends on measuring the business impact of sales enablement.

Join sales enablement experts for a lively panel to discuss the findings from the research, including:

  • Commonly measured metrics, and why it’s underrepresenting sales enablement’s value.
  • How to get stakeholder and cross-functional alignment on the metrics that really matter and move the needle.
  • Growing trends in emerging sales enablement metrics on areas like: customer centricity, behavior change, and culture-centric KPIs.
Building Next-Gen Sales Simulations for Purposeful Practice & Proficiency
Abby Vietor
Abby Vietor
Global Sales Enablement Leader, Amazon Web Services

Abby Vietor has over 10 years of experience in sales acceleration, and is currently a Global Sales Enablement Leader at Amazon Web Services. She was previously the Sales Enablement Leader for IBM North America, and a Senior Manager in Deloitte’s Sales Intelligence organization. She enjoys partnering with sales teams to identify and target critical business needs and formulate leading-edge sales strategies in order to scale large enablement programs and drive revenue.

Quintin Walker
Quintin Walker
Senior Learning Experience Designer, Amazon Web Services

With 10 years expertise creating innovative, customer-centric training and enablement, Quintin is a data-driven instructional designer with a track record of developing enthusiastic, high-performing teams. He currently works with Amazon Web Services as Worldwide Training and Enablement's Senior Learning Experience Designer.

Abstract - Download Presentation

Learn how to develop an industry-specific next-gen sales simulator program, enabling reps to get the practice they will need to work effectively with customers, but in a guided learning environment.

Design Workshop: Building Sales Simulators That Maximize and Reinforce Sales Performance
Abby Vietor
Abby Vietor
Global Sales Enablement Leader, Amazon Web Services

Abby Vietor has over 10 years of experience in sales acceleration, and is currently a Global Sales Enablement Leader at Amazon Web Services. She was previously the Sales Enablement Leader for IBM North America, and a Senior Manager in Deloitte’s Sales Intelligence organization. She enjoys partnering with sales teams to identify and target critical business needs and formulate leading-edge sales strategies in order to scale large enablement programs and drive revenue.

Quintin Walker
Quintin Walker
Senior Learning Experience Designer, Amazon Web Services

With 10 years expertise creating innovative, customer-centric training and enablement, Quintin is a data-driven instructional designer with a track record of developing enthusiastic, high-performing teams. He currently works with Amazon Web Services as Worldwide Training and Enablement's Senior Learning Experience Designer.

Deepna Sarkar
Deepna Sarkar
Enterprise Customer Success Manager, MindTickle

As an Enterprise Customer Success Manager, Deepna acts as a Trusted Advisor to MindTickle's large enterprise customers, ultimately responsible for ensuring their success. She leverages deep business and industry knowledge to partner with customers to help them accelerate the business value and ROI of their investment. She is focussed in delivering an increase in value, retention, customer satisfaction and ultimately expansion of the business

Abstract

In this hands-on workshop, Enablement leaders from AWS provide the steps and tools guidance supported by MindTickle for building a sales simulation program using sales enablement best practices and sales readiness tools that you can implement at your own organization. AWS and MindTickle will walk attendees through a completed sales simulator based on industry, sales role, segment, etc. Then, with the support of MindTickle, attendees will be guided to build their own near real-world model of a sales environment.

Attendees will learn:

  • Components required for providing an experience that take a seller through an entire sales cycle from opportunity identification to closing the deal
  • How to build near-real world sales simulation with onboarding, skills development, ongoing learning, and coaching
  • How to create a continuous feedback channel that reinforces sales skills and sales strategy throughout the sales cycle
  • How to integrate best practices from peers and leaders as well as previous sales training and product training
Critical JiT Components of a Sales Enablement Academy
Laura Welch
Laura Welch
Director, PS Services Sales Enablement, HP

Laura Welch is Sr. Director, Global Sales Enablement with Poly. Welch has been with the organization for 14 years in Product Marketing and Enablement. Prior to Poly, she was the director of marketing for VCON, Inc. and a product manager at VTEL.

Welch has more than 22 years of experience in enablement, marketing and product management roles in the video conferencing industry. She holds a double degree in International Business and Management from the University of Texas at Austin and currently resides in Austin. Welch is also has been trained in professional public speaking, holds a 3rd degree black belt in mixed martial arts, and is an avid runner, having run over 40 half marathons and 3 marathons.

Abstract - Download Presentation

We have implemented many JiT aspects to our sales enablement academy at Poly and they have proven to be one of the most effective things we do. Things like Sales Wins, Ring the Bell, Podcasts, Ballot Boxes, Gamification and more. The session would share our successes and then create a workshop where teams would come up with ideas and a plan to implement this in their organizations.

Aligning Sales Enablement Initiatives to Strategic Business Objectives
Rebecca Wells
Moderator: Rebecca Wells
Senior Product Marketing Manager, Highspot

Rebecca Kijak Wells has been enabling sellers for over a decade starting with simply adding relevant details for events to calendar invites to eventually getting slightly more sophisticated with a gated Marketo landing page that would at least provide usage analytics. She developed her foundation of business skills at the University of Washington, Foster School of Business where she earned an MBA in Technology Management and truly cultivated a deep love for all things innovation. Establishing her Product Marketing career in the medical industry working for a pioneer robotic surgery simulation software company, she has continued to evolve at high-growth technology startups. With a passion for customer experience and advocacy, she focuses her Product Marketing work on channeling the customer's voice and eliminating barriers for sellers, her internal customers.

Cate Gutowski
Head of Sales Enablement, Amazon Web Services

Cate Gutowski is leading the worldwide salesforce at Amazon Web Services as the World Wide Head of Sales Enablement. As the market leader in cloud infrastructure and services for the past 8 years, AWS has been an innovator, pioneering the development of new cloud services. AWS is known globally for rapid product innovation. The appointment of Gutowski signals an equal focus by AWS leadership on commercial innovation as they continue to scale their growing global business.

Prior to AWS, Cate worked in the aviation industry as the senior vice present of sales and services at Panasonic Avionics. Cate spent the majority of her career at GE, where she was most recently the vice president of commercial. Gutowski led the company’s effort to transform how the GE global sales force utilizes technology to drive customer success across all GE businesses. In this Shadow IT role, she guided teams that were innovating new technologies in artificial intelligence, machine learning and predictive analytics to drive productivity, and enhance the customer experience. Previously, Gutowski held corporate general manager and operational leadership roles for a variety of GE businesses in the United States and Europe.

Cate is a passionate advocate for women in Leadership, serving for the past 5 years as the President of a non-profit she founded, “If You Can See It, You Can Be It,” which focuses on enabling women grow their leadership skills in STEM roles by teaching them the art and science behind strategic storytelling. Over the past 5 years, Cate’s non-profit has trained over 1,000 women in 11 countries and donated over $1MM to women in STEM scholarships.

Sara Dee
Head Sales Learning and Development, Newsela

Sara is the head of Sales learning and Development at Newsela; where she helps the sales team unlock the written word for everyone. With 15 years of experience in Marketing and Sales roles Sara and her team design, build and execute on sales learning experiences that ensure all sales team members have the knowledge, skills, resources, and tools they need to be successful.

Nicola Hartery-Sampers
Nicola Hartery-Sampers
Sales Enablement, Senior Manager, TD Ameritrade

Nicola is the self-proclaimed love child of all things sales, service, tech and creative, and she's been at it for 20+ years in the financial services industry. Just a year and a half ago, she took on a new role to parlay that experience and is fully enjoying life helping Sales get the most out of their day. Nicola’s main focus is building out a strategic, scalable enablement program that helps Sales drive revenue. Nicola holds BA degrees in Economics from Davidson College and Fine Arts from Montclair State University.

TD Ameritrade Institutional, Division of TD Ameritrade, Inc., member FINRA/SIPC.

Diana Roberts
Diana Roberts
Senior Manager, Sales and Service Integration, TD Ameritrade

Diana Roberts has over 20 years’ experience building brands and driving growth for leading global financial services institutions. During her tenure, she has worked on the agency and client side, both the B2B and B2C side, and has held a number of roles including: communications, advertising, account management, content marketing, and strategy. In her current role, she is focused on developing and implementing strategies that help drive growth in sales while improving visibility into content performance for marketing and an improved client experience. Diana holds BA degrees in both Political Science and Psychology as well as a Masters degree in Psychology.

Abstract - Download Presentation

Overview: Join expert Sales Enablement leaders from Amazon Web Services, TD Ameritrade, and Newsela for a lively discussion around how they have aligned their sales enablement initiatives to broader strategic business objectives to optimize impact at scale.

Key Takeaways:

  • Learn key steps to evolve sales enablement into a more strategic role by aligning structure, methodology, and process to overall business goals
  • Discover best practices for optimizing a strategic sales enablement function that scales
  • Explore areas of opportunity for advancing your sales enablement strategy using data and analytics to drive business impact
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