• Jill Konrath
    February 28 | 3:10 pm - 4:20 pm

    Fresh Strategies for Selling to Today’s Buyers

    Jill Konrath

    If you don’t have enough high-quality prospects in your pipeline, it’s tough to reach your revenue goals.  Yet it’s a real struggle to connect with crazy-busy meeting planners and decision makers, especially since they never return your calls or respond to your messages. 

    In this session you’ll discover:

    •             What your targeted buyer expects from you—and why.
    •   How to slash the time it takes to set up a meeting/conversation.
    •   Strategies to position yourself as an invaluable resource.

    Jill Konrath is an internationally recognized sales expert who speaks frequently at conferences and sales kick-off meetings. She’s also the bestselling author of four books: Selling to Big CompaniesSNAP SellingAgile Selling, and More Sales Less Time. 

    With over 1/3 million followers, in 2018 & 2019, LinkedIn named Jill as their NUMBER ONE Business-to-Business Sales Expert. Salesforce recently selected her as one of Top 7 Sales Influencers of the 21st century. Plus, she’s a featured expert in the new “Story of Sales” documentary.

    Jill’s career has been defined by her relentless search for fresh strategies that actually work in an ever-changing business environment. She’s an award-winning seller and sales leader. As a consultant, Jill’s clients include IBM, Oracle, E&Y, GE, 3M, Medtronic and numerous mid-market firms. Today she serves as an advisor to growing SaaS companies.

    Because Jill is on the front edge of what it takes to be successful today, her strategies have been featured in Forbes, Fortune, WSJ, New York Times, ABC News and Fox. In 2012, she was inducted into the Sales & Marketing Hall of Fame.

  • February 28 | 4:25 pm - 5:25 pm

    Every Sales YES, Begins with a KNOW: Web Search Secrets to Help You Grow Your Speaking Business

    Sam Richter, CSP

    There are more professional speakers than at any time in history. To succeed, you need to constantly find new opportunities and ensure relevancy in every sales communication. 

    In this session you’ll discover:

    •  Web search secrets that you never thought possible for finding leads, creating lists, and understanding decision makers.
    •  Tips and tricks for using social media as sales and competitive “intelligence agents.” 
    •  How to leverage the “Hidden Web,” the majority of the valuable online information invisible to search engines.
    •  How to use information to differentiate from the competition and win in every sales call. 

    This may be one of the highest take-home-value program you’ve ever experienced. In addition, you’ll receive access to the Sales Intel Engine – Speaker Edition, making it easy to implement what you learn. This high energy, motivating, incredibly high content program has a huge “WOW” factor – you will be shocked at what you don’t know (but soon will.)  

  • February 29 | 8:15 am - 9:15 am

    Master The Art of Follow-Up! Sales Strategies Guaranteed To Land The Deal

    Meridith Elliott Powell, CSP

    You followed all the rules. You’ve read all the books. You’ve implemented your best speaker sales strategies. And still you’re struggling to close more deals -endlessly worried about booking keynotes. Face it – the rules have changed and selling today is different. Selling yourself as a speaker now that’s the ultimate challenge.

    Everyone demands more – clients, meeting planners, and bureaus. Sales cycles are longer. Competition is stronger. And landing a keynote can seem damn near impossible.  Sales success today is about one thing – stamina, perseverance and your ability to stay in the game. In other words, how good are you at follow-up? Want to land more keynotes, want to book more gigs – the sales happen in the follow-up. You’ve got to know how to: Follow-up strategically. Follow-up consistently. Follow-up without being annoying. 

    Join us for this hands-on session that walks you through the proven strategies you need to Master the Art of Follow-up: stay visible, add value, and most importantly land more deals.

    In this session you’ll discover:

    •  Insight and research into why follow-up plays a key role in sales today
    •  How to use follow-up to gain competitive advantage and land the deals you want
    •  Innovative follow-up ideas to position you as the known expert and thought-leader in your field
    •  Powerful personalized follow-up system guaranteed to get results

  • February 29 | 9:30 am - 10:50 am

    Get the fee you deserve; you know you’re worth it. Secrets on how to price, negotiate and close deals with less stress!

    Mark Hunter, CSP

    You want the gig, but there’s just one problem, the fee you want and the budget the client is telling you is not even close.  You do not need to cave, you do not need to sweat, all you need is a plan you can believe in and you can get the fee you deserve.

    The fee you get is a result of how you position yourself with what you say and more importantly with what you do NOT say. It all starts by you knowing what the outcome is the customer is looking for and ensuring everything you say is focused towards helping them with their desired outcome. Buyers are smart and they can sense quickly when a discount is there for the taking. Your goal is to be able to allow your buyer to feel like their winning while you are still holding firm on your fee.

    You’ll learn strategies you can use that will not only help you avoid the low-fee nightmare but more importantly allow you to get a higher fee and have your client thanking you.

    In this session you’ll discover:

    •  How to respond to the demand made by the customer to lower your fee.
    •  Smart ways to handle the conversation when they ask you what your fee is.
    •  What questions to ask to learn what their budget is before they tell you.

  • February 29 | 11:00 am - 12:00 pm

    The Champion’s Code: Building Relationships Through Life Lessons from the Sports World to the Speaking World

    Ross Bernstein, CSP

    You’ve booked the gig, now how do you leverage that into more gigs? The author of nearly 50 sports books, Ross Bernstein takes the lessons that world-class athletes use to achieve peak performance and leverages them into a formula that helps him consistently book more than 100 speaking engagements per year. In this session Ross will peel back the curtain to share some best practice ideas you can use to book more gigs and dive deeper with your clients.

    In this session you’ll discover:

    • Innovative ways to give and receive referrals, not just to your fellow speakers, but to your clients.
    •  Learn how to leverage testimonials, philanthropy, and social media in order to grow your business.
    • Find ways to be more creative in your sales pitches, as well as your pre and post gig networking — that could lead to more international travel and lifestyle destinations.

  • February 29 | 1:30 pm - 2:30 pm

    Relationships 2.0: Tech Tools & Strategies to Get More Business!

    Crystal Washington, CSP

    How do you win over prospects when they don’t know you, aren’t sure if they like you, and technology is the only means of communication to gain their trust?

    In an increasingly digital world, professionals often use technology for efficiency at the expense of relationships. But not you, not anymore!
    In this high-energy session, Crystal Washington CSP will demonstrate her juiciest sales tricks which will ensure you always stand out from the competition, immediately build rapport with prospects, and forge lasting relationships with your clients. In other words, you’ll get more signed contracts, referrals, and spin-off!

    In this session you’ll discover:

    •    How to send out high tech, high touch proposals that knock the socks off of your prospects
    •    Ways to turn what would be tedious conference calls into relationship-building experiences
    •    Fun tools for endearing yourself to clients and building lasting relationships

  • March 1 | 10:30 am - 11:45 am

    Ask the Buyer – Facilitated Panel Q&A

  • Laurie Guest, CSP
    February 29 | 4:35 pm - 5:35 pm

    1-2-3 Play!

    Laurie Guest, CSP

    This rapid-fire session is an audible play. The content will come from the attendees through quick questions, suggestions, and struggles.

    •  1 minute for attendee to share
    •  2 minutes for the expert to respond
    •  3 minutes for the host to add a move to the play

    Watch how brevity is the key to ending our day strong. And yes, there will be a timer and buzzer so get your game on!

  • March 1 | 8:15 am - 10:15 am

    Make Your Playbook: Facilitated Workshop