Agenda

Join Pete Kazanjy in a compelling session that confronts the stark realities faced by today’s sales organizations, illuminated by findings from Atrium’s 'State of Sales Performance Management 2024' report.

Pete will share alarming statistics revealing that 95% of sales organizations acknowledge the critical need to enhance rep performance management, yet a mere 30% are confident in their managers’ abilities to interpret and act upon performance analytics effectively. This presentation will dissect the underlying issues that contribute to this disparity.

He will explore the consequences of inadequate manager enablement, the overreliance on outdated analytics tools, and the systemic failure to align sales strategies with actionable insights.
Additionally, the session will highlight the substantial gap in holding reps accountable, with 63% of organizations emphasizing its importance yet struggling to implement effective measures.
Prepare to confront the hard truths about the inefficacies in current sales management practices.
The report will challenge attendees to rethink their strategies and introduce a suite of actionable solutions aimed at transforming these insights into a robust framework for data-driven management.
This is an essential discussion for leaders ready to move beyond conventional tactics and drive their sales teams towards sustained success through rigorous accountability.

In today's fast-paced market, falling behind on best practices is not an option. 

Nothing hurts morale more than struggling to see meaningful increases in revenue despite putting in the effort, but the good news for you and your org is that outside innovation has never been so accessible - AI is your best friend.

Say goodbye to stagnation and hello to growth with our panel of pro’s AI solutions to break through plateaus and unlock new opportunities for expansion so you can stay ahead of the competition and capture market share.

In this session, we'll discuss:

• Uncover hidden opportunities with AI to identify untapped revenue streams for maximum profit
• Discover AI-driven solutions that free up valuable time to strategize initiatives and build relationships
• Simplify navigating complex market dynamics to make informed, confident decisions that are guaranteed to drive revenue growth

AI captured the minds, and hearts, of most B2B sales teams in 2023 as the impact potential remains most promising there. 

We’ve had a full year of experimentation under our belt and we’ve learned a lot. So, the question arises: where do sales organizations go from here to stay on the bleeding edge of these advancements?

This session will reveal the business value, complexity, and risk of 3 common AI systems in sales today. By examining these factors, you will gain a deeper understanding of the maturity of your team and be able to chart a clear path toward sustained growth and success.

In this session we'll discuss:

• Evaluating AI Systems in Sales: Business Value, Complexity, and Risk
• Learning from a Year of AI Experimentation in B2B Sales
• Charting the Future: Staying on the Bleeding Edge of AI Advancements

Recharge and refuel during our Lunch Break! Enjoy a delicious spread of gourmet options while mingling with fellow attendees. It's the perfect time to discuss the morning sessions and prepare for the exciting afternoon ahead.

A serious relationship with your customer begins with trust - a hard thing to come by in today’s sales landscape. The shift from “always be closing” to “leading with empathy” brings with it a whole new dependence on your customer success strategy.

How the hell do you bring in great prospects in light of the current economic situation?

Once you have them in the funnel - how do you keep them engaged over what studies show is an elongated deal cycle? 

Join our panelists for valuable guidance on adjusting your negotiation strategy and guardrails so you can work smarter, not harder, to build lasting customer relationships.

In this session, we'll discuss:

• Adopt empathetic, relationship-driven sales approaches to drive customer success
• Develop effective prospecting strategies tailored to current economic challenges
• Implement strategies for mid-funnel acceleration utilizing tech resources you already have

The revenue leader of today has a full plate, and successful team management requires far more adaptability than ever before. With the average sales stack containing no less than 17 tools and the loss of the traditional sales floor - how do you ensure your people are enabled to do their best work? 

Data doesn’t lie - let the hard numbers make the soft skills easy.

The impact of data-driven leadership for remote and hybrid team management simply can’t be overstated. Join this session to learn tactical, actionable tips to become a more well-rounded leader so your team can win time and time again. 

In this session, we'll discuss:

• Challenge conventional one-size-fits-all views on hybrid sales teams through critical assessment of where, how, and why you and your unique team win 
• Look beyond closed won business to identify leading indicators and key metrics providing insight into overall organizational health and performance
• Harness the power of data to measure the effectiveness of enablement programs to turn  onboarding logistics into objective success

We’ve all felt lost in the sea of messaging overload, which comes at a cost.

Your product is only as good as the messaging behind it, and to get noticed in today’s sales landscape it’s gotta be good.

Effective messaging requires all hands on deck, from a feedback loop and alignment with marketing to training your reps to empowering your team with effective training, our panelists have got you covered. 

In this session, we'll discuss:

• Cut through the noise with actionable strategies to resonate with your unique audience's attention and drive real results in pipeline growth
• Explore techniques for ensuring your messaging aligns perfectly with your overall marketing efforts to create a cohesive brand story that resonates with your audience
• Equip your crew with the skills and confidence they need to consistently deliver compelling messages that steer your organization toward success regardless of the deal

For B2B high-consideration purchases, the buyer is not one person but a buying group with multiple personas. So, how do organizations entrenched in MQLs and ABM motions effectively sell to a group? Learn how revenue teams focus on buying groups within Accounts to drive an efficient, more predictable pipeline. This session offers practical recommendations, addresses potential roadblocks, and highlights the role of a revenue team in implementing transformational change. You’ll learn how this new Opportunity-centric motion boosts deal velocity and drives more revenue.

Stretch your legs, grab a coffee, and catch up with fellow attendees. It's the perfect moment to recharge before diving back into the next exciting session.

You’ve got a good thing going, but how do you keep the quality high while scaling up?

The pain points are a tale as old as time, but the sales landscape is hot with new, innovative strategies to unlock and sustain growth. If you’re not adapting, you’re already behind. 

From leveraging AI and data analytics to finding new markets and revenue streams, it’s time you chart a course that cuts through the clutter. Expect practical strategies for navigating financial risks and uncertainties to drive decisions and optimize sales processes.

In this session, we'll discuss:

• Dive into AI and data analytics to turbocharge your sales processes and make faster decisions that actually work for you
• Explore trailblazing innovation for breaking into new markets to shake up your revenue streams
• Learn hands-on strategies for navigating risk and resilience in financial storms to keep your ship steady amidst economic uncertainties

In today's competitive market, leveraging events as a powerful sales tool can significantly enhance your outreach and drive revenue growth. Join our panel of experienced revenue leaders as they share insights and strategies on maximizing the impact of events in the sales cycle.

In this session, we'll discuss:

• Setting Sail with Sales Goals: learn how to strategically align event objectives with overall sales goals to ensure a cohesive approach and measurable outcomes.
• Casting a Wide Net for Engagement: discover practical techniques for identifying and engaging high-value prospects before, during, and after events.
• Navigating with Data and Technology: explore the role of data-driven insights and advanced technologies in optimizing event planning and execution for better sales results.
• Anchoring Success with Follow-Up: gain practical tips for maintaining momentum with targeted follow-up strategies that convert leads into loyal customers.

As a revenue leader, you are uniquely positioned to have both a stake in the present and future.

Balancing career aspirations and talents to provide meaningful growth opportunities can feel like solving a complex puzzle. The challenge lies in the potential - you need strategies to make your role in future leaders’ trajectories more tangible. 

This is your guide for identifying, creating opportunities for growth, and role transition assistance so you can ensure the success of your company’s leaders today, tomorrow, and years down the line. 

In this session, we'll discuss:

• How to foster a culture of leadership proactivity by recognizing and nurturing individuals who demonstrate initiative early and often
• Customizing growth opportunities with development plans that align individual career aspirations with organizational needs to ensure meaningful opportunities for personal and professional growth
• Supporting seamless transitions with comprehensive guidance to empower the transition from peer to manager successfully while maintaining positive relationships within the team

We'll kick off with a quick Happy Hour on the docked boat. At 6 PM, the boat will set sail for a 45-minute tour, followed by a second sail later. Feel free to join any of the sails or relax at our in-land venue while waiting for the next departure.