Fall Meeting Sessions
Thursday, October 21
General Session #1: Matt Dixon
Selling in the New Environment: The Road Ahead
8:00 - 10:00 a.m.
The biggest challenge facing today's sellers isn't mastering the art of selling virtually, it's coping with the fact that customers no longer need them in the way they once did. Armed with troves of information, data and advice about suppliers and their offerings, customers today are able to box out salespeople until extremely late in the purchase process--effectively disintermediating sellers and forcing them into a price-driven sale. This session will share research from a global study of salespeople that identifies what the best sellers do to engage today’s information-empowered customer differently, earn the right to get in earlier in the purchase process and ultimately close more deals.
General Session #2: Hannah Ubl
Personal Touch in Your Business Process
10:30 a.m. - 12:00 p.m.
We are boldly striding into a brave new world of work. As organizations, leaders, and employees are being asked to mold a company culture that works for everyone, regardless of where they are working from. People are asking: Do we start from scratch? Do we go back to the way things were? What lessons from the past year do we carry forward? This presentation will provide insights, strategies and tools to help you navigate and lead a people-first work environment in today's "normal".
General Session #3: Mark Thompson
Strategic Thinking for Managers
1:15 - 2:30 p.m.
Are you spending your time, day after day, striving to fit old insights to the current marketplace environment? Are you critical of the tactics and execution of last year’s plans without pausing to validate your strategy in the first place? Could your routine Strategic Planning exercises possibly be just a waste of time? Producing uncommon strategic results is Mark’s trademark, and he brings his extensive experience, insight, creativity, and analytical methods, explaining how to profoundly change the game and tilt the playing field to your advantage by starting to think strategically. Utilizing actual case studies, you will learn how three completely different companies applied Strategic Thinking and began to achieve greatly improved financial performance by thinking differently about their companies.
“You have to master your strategy to master your business”, and that can begin today!
General Session #4: Mike Massimino
Being Resilient and Adaptable in Times of Change and Uncertainty
3:00 - 4:15 p.m.
Mike’s second space flight was one of the last of the Space Shuttle Program. It was time for NASA to retire the shuttle and move on to the next phase in space exploration. That next phase included flying exclusively on the Russian Soyuz for a few years, and working with commercial companies to provide launch services in the future. Many at NASA did not want to accept these changes. But the last few years have shown that those who accepted these changes have thrived, while those who resisted are no longer contributing. We may not like the new world we are now living in that has forced us to change the way we do business. But by accepting change and knowing that change can provide unseen opportunities, we can still shoot for the stars.
Friday, October 22
General Session #1: Chris Brogan
Blockchain: It's Not About the Coins
8:00 - 10:00 a.m.
Right now, most people hear “blockchain” and they think immediately of Bitcoin and other cryptocurrencies. But blockchain is a wide-reaching platform technology that has implications in healthcare, logistics, food safety, identity management, security, government, and more. This technology’s a bit fuzzy to most people and yet many of us need to know more so that we can align our company strategies to account for this shift. (Hint: this is as big as the Internet.) Chris will help you get from 30,000 feet, down to “what do we really have to do next and when?”
General Session #2: Sterling Hawkins
#noMatterWhat - The 5 Systems to Achieve Breakthrough Results in Your Business & Life Regardless of Circumstances
10:30 a.m. - 12:00 p.m.
Everyone should have access to the radical idea behind achieving breakthrough growth #NoMatterWhat. Now it’s your turn. Meaningful growth, regardless of circumstances, is driven by one thing and one thing only: your culture. You’ll learn the most important systems that have been at the core of—multi-billion dollar wins, industry disruptions, and even hardened criminals transforming their lives to get out of jail—to take and implement as soon as you walk out the door. Sterling uses heart-wrenching personal stories, hilarious anecdotes, and inspirational videos that are not only informational and entertaining, but contain exactly what it takes to transform your business. You will learn that you can embody the five practices it takes to realize even the most audacious growth under the most difficult circumstances.