Experience Sales Enablement 2017 Agenda
TimeSession InformationTrack
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1
Time
Wednesday, October 25Track
2
6:00 pm - 8:00 pm
Event Registration & Texas Welcome
3
Marriott Renaissance Symphony Foyer
4
6:00 pm - 9:00 pm
Member Meet-up
5
Marriott Renaissance Lounge
6
7:30 pm - 10:30 pm
Women in Sales Leadership with Lori Richardson
7
University of Texas at Dallas
8
Time
Thursday, October 26Track
9
7:30 am - 8:30 am
Registration & Power Breakfast: Show Up, Fuel Up and Fire Up
10
Marriott Renaissance Symphony Foyer
11
-7:30 am - 6:00 pm
Key Attractions: Experience the Sales Enablement SocietyKey Attractions
12
The Definition Exhibition and Voting Hall
Hosted by Michael Labate and the Definition Team
Definition Project
13
Sonata 3
14
The Starfish Salon
Hosted by Ori Brafman and Dave Wallack - Starfish Leadership
Starfish Salon
15
Harmony 1
16
SES Welcome Room and Member Onboarding
Hosted by Mary Beth Hanifer
Member Onboarding
17
Sonata 1
18
The Lion's Den: Meetup Whitespace
Hosted by the Gratitude Project
Meetup Whitespace
19
Harmony 2
20
Innovation Lab: New Ways to WorkInnovation Lab
21
Harmony 3
22
SES Now + Next: Lessons Learned & Actionable Insights
Hosted by Scott Santucci
SES N+N
23
Sonata 2
24
8:30 am - 9:30 am
Ice Breaker: Busting Silos and Spanning Boundaries
Produced by the SES Member Engagement Team and Second City Works
IceBreaker
25
Symphony Ballroom 4 & 5
26
9:30 am - 10:00 am
Coffee for Connectors: Network with Vanguard Practitioners
27
Symphony Foyer
28
10:00 am - 11:30 am
Kickoff: Get Ready to Roar into the Future
Mario Martinez, Jr., Heather Cole, Howard Dover, Scott Santucci
VisionScape
29
Symphony Ballroom 4 & 5
30
11:30 am - 12:00 pm
Power Lunch: Feast with Lions (Plate Up)
31
Symphony Foyer
32
12:00 pm - 1:00 pm
Confined and Confused? Imagine a World of White Space
Scott Santucci, Ori Brafman, Mary Beth Hanifer, Michael Labate
VisionScape
33
Symphony Ballroom 4 & 5
34
1:00 pm - 2:00 pm
SES Partner Presentations
35
2018 Emerging Trends in Sales Enablement: Inaugural Survey Results
Michael Schultz - ClearSlide
Briefing: ClearSlide
36
Symphony Ballroom 6
37
Your Right Content at Your Right Time
Kelly Dotson, Jeremy Schultz, David Kriss - SAVO
Briefing: SAVO
38
Symphony Ballroom 7
39
Bridging Sales & Marketing through Sales Plays
Haley Katsman - HighSpot
Briefing: HighSpot
40
Symphony Ballroom 8
41
2:00 pm - 3:00 pm
Track Presentations
42
What Your Chief Sales Officer Expects of You: A Case Study on Hewlett-Packard Enterprise
Dan Perry - The Brevet Group, Steve King - HPE
Sales Enablement Strategy
43
Symphony 6
44
The Trust Shift: Putting Customer Stories at the Core of Your Marketing and Sales Strategy
Jeff Ernst - Buyer Persona Institute, Steve Patti - B2B Content Agency
Sales-Marketing Nexus
45
Symphony 2
46
The SE Surge: Findings From the Front
Jill Guardia - TriNet, Robert Peterson - Northern Illinois University
Sales Talent Development
47
Symphony 3
48
Transformation is a Journey, Not a Destination
Jen Marie Jacober - Everchanges, Nicole O'Brien - Sage Payment Solutions, Cory Bray - ClozeLoop
New Ways to Work
49
Symphony 7
50
Social Selling: Hype vs. Reality
Michael Labate - SAP, Jill Rowley - Sales Strategist, Brandon Lee - Yip Yip
Sales Enablement Visions
51
Symphony 8
52
3:00 pm - 4:00 pm
Track Presentations
53
Modernizing Sales Enablement by Capitalizing on Data and Insights
Billy Bob Brigmon - WorkDay
Sales Enablement Strategy
54
Symphony 6
55
Arm Your Salespeople with Conversations that Matter
Thierry van Herwijnen - Wipro
Sales-Marketing Nexus
56
Symphony 2
57
Defining SE Jobs and Compensation Strategies
David Cichelli - Alexander Group
Sales Talent Development
58
Symphony 3
59
Improvisational Selling: Humanizing Your Sales Interactions
Kristy West and Kirk Miller - Second City Works
New Ways to Work
60
Symphony 7
61
Value Selling and Realization: A VMware Success Story
Michael Maxey - VMware, Shimon Abouzaglo - VSRC, Jim Berryhill - DecisionLink
Sales Enablement Visions
62
Symphony 8
63
4:00 pm - 4:30 pm
Cookies for Connectors: Network with Vanguard Practitioners
64
Symphony Foyer
65
4:30 pm - 5:30 pm
Track Presentations
66
A Proven Guide to Sales Behavior Change
Liz McCormick - Pegasystems
Sales Enablement Strategy
67
Symphony 6
68
Enabling a Truly Sales-Owned Message
Mo Schlick - FIS (Fidelity National Information Services)
Sales-Marketing Nexus
69
Symphony 2
70
Talent & Career Development for SE Professionals: The Salon Summary
Iris Chan - Sydney Chapter President, Sales Enablement Society
Sales Talent Development
71
Symphony 3
72
Making Content Count: The Citrix Experience
Eric Spatzer - Citrix
New Ways to Work
73
Symphony 7
74
What it Takes to Achieve Visibility and Predictability
Leff Bonny - Florida State University
Sales Enablement Visions
75
Symphony 8
76
5:30 pm - 6:00 pm
Growth is a Mindset
Gerhard Gschwandtner - Selling Power
VisionScape
77
Symphony Ballroom 4 & 5
78
6:30 pm - 7:30 pm
Reception: Get Social with the Sales Enablement Society
79
Symphony Foyer
80
7:30 pm - 10:00 pm
BBQ in the Big D: Roaring into the Future
81
Symphony Ballroom 4 & 5
82
Time
Friday, October 27Track
83
7:30 am - 8:30 am
Power Breakfast: Show Up, Fuel Up and Fire Up
84
Symphony Ballroom 5 - 8
85
8:30 am - 9:30 am
The Future of Selling
Robert Racine - Wipro
VisionScape
86
Symphony Ballroom 5 - 8
87
9:30 am - 10:30 am
SES Partner Presentations
88
Enablement Lessons Learned from the Salesforce Hypergrowth Years
Elay Cohen - SalesHood
Briefing: SalesHood
89
Harmony 1
90
Optimizing the Tech Stack for Marketing and Sales Enablement
Rene Hefner - Getty Images
Briefing: Seismic
91
Harmony 2
92
Key Strategies for Accelerating Onboarding Ramp Time and Maximizing Rep Effectiveness
Chris Orlob - Gong.io, Bill Smith - EVERFI, Chuck Marcouiller - Avalara
Briefing: Gong.io
93
Harmony 3
94
The Science of Sales Enablement
Amir Chaudry and Joseph Angeletti - Nutanix
Briefing: MindTickle
95
Sonata 1
96
10:30 am - 11:00 am
Coffee for Closers: Network with Vanguard Practitioners
97
Symphony Ballroom 6 - 8
98
11:00 am - 12:00 pm
Track Presentations
99
Mastering the Sales Enablement Stack
Peter Ostrow - Sirius Decisions, Bryan Ehrenufrend, Tommy Benning, Brandon Lee, Melissa Maiden
Sales Enablement Strategy
100
Harmony 1
101
Designing a Unified Buyer and Customer Journey: What It Takes to Put Your Customer First
Jen Burns - Interfolio, Walter Pollard - BrandFuzion
Sales-Marketing Nexus
102
Sonata 1
103
Debate: The Blurry Line Between Sales Enablement and Sales ManagementSales Talent Development
104
Sonata 2
105
The Gen-X Factor and Millennial Madness: Enabling & Selling Across Generations
Chris Kingman - TransUnion, Paul Bickford - Epicor, Bob Britton - NTT Data Services, Greg Smith - Bambu
New Ways to Work
106
Harmony 2
107
Metrics that Truly Matter: Outcome-Based Enablement at Hewlett Packard Enterprise
Steven Hagler and Christie Hayden - HPE
Sales Enablement Leadership
108
Harmony 3
109
12:00 pm - 1:00 pm
Power Lunch: Feast with Lions
110
Symphony Ballroom 6 - 8
111
1:00 pm - 2:00 pm
SES Partner Presentations
112
Why Sales Enablement Needs to Care about ABM
David Keane and Stephanie Schalow - Bigtincan
Briefing: Bigtincan
113
Harmony 1
114
Blowing Stuff Up; Episode 1: Onboarding
Juliana Stancampiano - Oxygen, Bill Ball - Vorsight
Briefing: Oxygen
115
Harmony 2
116
Training 3.0: Driving Profitable Growth in the Cognitive Era
Jason Levinson - SPASIGMA
Briefing: SPA
117
Harmony 3
118
2:00 pm - 3:00 pm
Track Presentations
119
From Enablement Confusion to Enablement Strategy
Tamara Schenk - CSO Insights
Sales Enablement Strategy
120
Harmony 1
121
Fact or Fake News? Buyers are 57%
through their Journeys Before Contacting Sales
Jeff Ernst - Buyer Persona Institute, Steve Patti - B2B Content Agency
Sales-Marketing Nexus
122
Sonata 1
123
SE Confessions: Why I Killed Bootcamp
Andrew Taylor - Jive Software
Sales Talent Development
124
Sonata 2
125
Unshackled: A Roadmap for Using Analytics and Innovation to Blow Through Enablement Barriers
Wendy Bradley - Waters Corp., Peter Pisarri - Fused
New Ways to Work
126
Harmony 2
127
Will Al Transform Selling?
Colleen Ellison - DigitalMap, Virinchi Duvvuri - SalesDirector.ai, Patrick Lynch - SalesBridge
Sales Enablement Leadership
128
Harmony 3
129
3:00 pm - 4:00 pm
Track Presentations
130
Tipping Point: Sales Enablement Drives Transformation
Sheevaun Thatcher and James Simpson - RingCentral
Sales Enablement Strategy
131
Harmony 1
132
5 Actions to Solve Sales Content Problems
Bryan Ehrenfreund - Sales Growth Partners, Jim Burns - Avitage
Sales-Marketing Nexus
133
Sonata 1
134
Driving Behavior Adoption After Training
Paul Bickford - Epicor
Sales Talent Development
135
Sonata 2
136
Real Plays vs. Role Plays: Arming Your Team for Executive Conversations
Barbara Mazziotti - GE Digital, Lauren Coy - GLG, Inc.
New Ways to Work
137
Harmony 2
138
Personalize SE to Maximize Business Impact: Cisco's Story
Greg Dalzell - Cisco, Lee Sellers - Visible Impact
Sales Enablement Leadership
139
Harmony 3
140
4:00 pm - 4:30 pm
Cookies for Closers: Network with Vanguard Practitioners
141
Symphony Ballroom 6 - 8
142
4:30 pm - 5:30 pm
Track Presentations
143
Connecting Sales Enablement to Strategy: An Autodesk Point of View
Carrie Bustillos - Autodesk
Sales Enablement Strategy
144
Harmony 1
145
Leveraging Customer Advocacy for Sales Enablement
Zoe Meyer - CA Technologies, Ian Levine - Angel Investor
Sales-Marketing Nexus
146
Sonata 1
147
Get with the Program: Dynamic Sales Coaching
Bob Britton - NTT Data Services
Sales Talent Development
148
Sonata 2
149
Sales Ops as Special Ops: Actionable Insights from the Military's Elite Forces
Chuck Marcouiller - Avalara, Ted Corbeill - DXC Technology, Britton Manasco - Visible Impact
New Ways to Work
150
Harmony 2
151
SE Conversations: Research Findings and Tribal Pow Wows
Howard Dover - UT Dallas, Robert Peterson - Northern Illinois University
Sales Enablement Leadership
152
Harmony 3
153
5:30 pm - 6:00 pm
Where Do We Go From Here?
Scott Santucci - Alexander Group and Sales Enablement Society
VisionScape
154
Symphony Ballroom 5 - 8
155
6:00 pm - 7:30 pm
Chilling in the Big D: The Reception with Reflection
156
Symphony Foyer
157
Time
Saturday, October 28Track
158
9:00 am - 2:00 pm
Envisioning the SES Future: A Gathering of Chapter Presidents and Fanatical MembersVisionScape
159
UT Dallas, Naveen Jindal School of Management