Nat con 14_art_of
Published on: Mar 3, 2016
Transcripts - Nat con 14_art_of
In partnership with
TORONTO | JANUARY 28, 2014 | 9:00AM - 5:00PM
"An organization's ability to learn,
and translate that learning into
action rapidly, is the ultimate
- Jack Welch
Former Chairman & CEO of GE
January 28, 2014 | 9:00AM - 5:00PM
Metro Toronto Convention Centre
John Bassett Theatre
255 Front St. West, Toronto, ON M5V 2W6
ABOUT THE ART OF SALES
Specifically designed for sales and business development
professionals, The Art of Sales is a unique one-day
conference featuring six internationally renowned
bestselling authors and visionaries, who will share an
exciting blend of cutting edge thinking, best practices,
current trends and real world experience on today’s most
critical sales issues. Don’t miss this once-in-a-lifetime
opportunity to gain a competitive advantage and network
with over 1,300 of Canada’s most influential sales
The Art of Sales will provide you and your colleagues with
critical information and knowledge that will enable you
to sustain a valuable competitive advantage and make a
positive contribution to your success. Attendees will benefit
from learning the latest strategies including how to...
• Strategically align sales and marketing
• Collaborate and connect with customers
• Engage prospects in a more meaningful dialogue
• Leverage social media tools more effectively
• Build and cultivate stronger relationships
• Enhance sales rep productivity
Daniel H. Pink
WHAT YOU WILL LEARN
Daniel H. Pink
To Sell Is Human: The Surprising Truth
About Moving Others
The Challenger Sale: Taking Control
of the Customer Conversation
Your Network Is Your Net Worth
• Why caveat emptor (buyer beware) is giving way to
caveat venditor (seller beware).
• Why the best salespeople don’t just build
relationships with customers - They challenge them.
• How to focus your passions and purpose with the
• Five ways to frame messages to increase clarity
and lead to action.
• That giving can be as beneficial and lucrative as
• Why problem finding has become more important
than problem solving.
• How leading companies are adapting their go-to
market approach in response to today’s empowered buyers by changing not just the skillset of the
sales force but also the nature of the marketing
messages and collateral they use.
• Why questioning your abilities before a sales call is
more effective than pumping yourself up.
• Understand how to identify the Challengers within your organization.
• How to expand your comfort zone and meet new,
• Why the most effective salespeople are not extroverts.
• How almost any average-performing rep, once
equipped with the right tools, can successfully
reframe customers’ expectations and deliver a
distinctive purchase experience that drives higher
levels of customer loyalty and, ultimately, greater
• Ways to make The Ask without offending anyone
or appearing selfish.
• Two principles that can move your sales from
transactions to transcendence.
LEARN MORE -
LEARN MORE -
• How and why technology can accelerate your
LEARN MORE -
WHAT YOU WILL LEARN
Blah-Blah-Blah: What to Do When
Words Don’t Work
Sales Innovation & Creativity:
Out-Innovate the Competition
Selling Like A Champion
• In this fast-paced session, Dan introduces his newest
set of tools in the battle against complexity,
misunderstanding, and boredom: Vivid Thinking.
• Dan will show you how to find the underlying
message in any idea and cut out the blah-blah-blah
• How to bring the right mix of people to your sales
team to unlock your organizations full potential.
• Why asking for ideas is a bad idea.
• How to define challenges more clearly. If you ask
better questions you will get better answers.
• Why it is more critical than ever to be able to quickly
and simply summarize your business message.
• Why you don't want to think outside the box.
In fact, you want to find a better box.
• Dan will show how anyone - regardless of artistic
talent, training or confidence - can use a simple set
of powerful visual thinking tools to create and sell
game-changing strategic ideas through the use of
• Why failure is always an option. Looking at sales
innovation as a series of experiments allows you
to redefine failure and learn from your results.
LEARN MORE -
• Attract and influence buying partners: with proven
tools and techniques, including reading body language,
you will learn to influence minds, especially when
• Be the best prepared in your industry: you will
learn to swiftly adjust when things don’t go your
way, especially when you’re trying to sell and no
one is buying.
• Stay positive no matter what: you will learn to
immunize yourself against No’s and reverse them
into Yes’s. You will stay positive when the market
• Develop a short and long-term winning environment:
you will learn to create a life-work blueprint that
will guide you for the long haul.
LEARN MORE -
LEARN MORE -
DANIEL H. PINK
#1 New York Times Bestselling Author, To Sell is
Human, A Whole New Mind & Drive
Daniel H. Pink is the author of several
provocative, bestselling books about
the changing world of work.
His latest is To Sell is Human: The
Surprising Truth About Moving Others,
which offers a fresh look at the art
and science of sales. Using a mix of
social science, survey research, and rich
stories, the book shows that white-collar
workers now spend an enormous portion
of their time persuading, influencing,
and moving others. Then it reveals the
3 personal qualities and 3 specific skills
necessary for doing it better. To Sell is
Human is a New York Times (#1), Wall
Street Journal (#1), Washington Post
(#1), San Francisco Chronicle (#6), and
Publishers Weekly (#8) bestseller.
His articles on business and technology
appear in many publications, including
the New York Times, Harvard Business
Review, Fast Company, Wired, and The
Sunday Telegraph. Dan has provided
analysis of business trends on CNN,
CNBC, ABC, NPR, and other networks
in the U.S. and abroad. And he lectures
to corporations, associations, and
universities around the world on
economic transformation and the new
In 2011, Thinkers50 ranked him one of
the 50 most influential business thinkers
in the world. A free agent himself, Dan
held his last real job in the White House,
where he served from 1995 to 1997 as
chief speechwriter to Vice President Al
Gore. He also worked as an aide to U.S.
Labor Secretary Robert Reich and in other
positions in politics and government.
He received a BA from Northwestern
University, where he was elected to Phi
Beta Kappa, and a JD from Yale Law
School. He has also received honorary
degrees from the Pratt Institute (2013),
the Ringling College of Art and Design
(2011), and Westfield State University
Dan lives in Washington, DC, with his wife
and their three children.
A fresh look at the art and science of sales using a mix of social science, survey research and stories.”
Bestselling Author, The Challenger Sale
& Executive Director at CEB
Matthew Dixon is an executive director
with CEB’s sales and marketing practice.
In this capacity, he has management
responsibility for CEB Sales Leadership
Council and CEB Customer Contact
Council, which together serve more
than 1,000 sales and customer service
During his time at CEB, Matt has overseen
dozens of original quantitative and
qualitative research studies of customer
service and sales and has presented
to hundreds of senior executives and
management teams around the world,
including those of many Fortune 500
companies, on issues ranging from
customer service strategy to sales
productivity. In addition to The Challenger
Sale, his work has been published in the
Harvard Business Review (“Stop Trying to
Delight Your Customers,” and “The End
of Solution Sales”). He is also a frequent
contributor on sales and customer
service topics in a variety of publications,
including the Harvard Business Review’s
conducted field research in Japan,
China and South Korea. Matt completed
his undergraduate work at Mount
Saint Mary’s University in Emmitsburg,
Maryland, where he graduated summa
cum laude. He currently resides outside
Washington, DC in Silver Spring, Maryland
with his wife and four children. In his
spare time, he enjoys training for and
competing in triathlons.
Matt holds a Ph.D. from the Graduate
School of Public and International Affairs
at the University of Pittsburgh where he
did research on multinational sourcing
and technology transfer in the aerospace
industry. As part of his research, Matt
The most important advance in selling for many years.”
- Neil Rackham, Author of SPIN Selling
Bestselling Author, Your Network Is Your Net Worth
& Former Vice President of Marketing, Virgin America
Porter Gale is a marketing expert with
over 20 years of experience working in
branding, social media, advertising and
filmmaking. Her first book, Your Network
Is Your Net Worth was published by Atria
Books, a division of Simon & Schuster in
Ms. Gale is an advisor for several companies,
including: Dollarshaveclub.com, WePay.com,
The Michael Mina Group, Rocket Fuel,
Peoplebrowsr, Zozi.com and Zuberence.
She is also a member of the National
Speakers Association and frequently
presents talks on social media, networking,
branding and customer loyalty.
From 2007 to 2011, Ms. Gale was Vice
President of Marketing at Virgin America.
Prior to Virgin America, she was a
consultant with a diverse array of clients.
She also held the post of General Manager
at Kirshenbaum Bond + Partners San
Francisco. She was awarded the Changing
The Game Award, by The Advertising
Women of New York (AWNY), was on
AdAge’s Digital Hotlist, iMedia Top
25-Digital Marketers and named a Digital
Passionista by The Huffington Post.
and in film festivals around the globe.
Porter’s film work has been honored
by the Directors Guild of America, The
Academy of Motion Pictures & Sciences
and Filmmaker Magazine. Porter has
a BSBA from Boston University and a
Masters in Documentary Film and Video
from Stanford University.
Porter has been quoted or interviewed
in over 500 online, print and broadcast
press outlets, including; The Wall Street
Journal, The New York Times and more.
In the independent film world, Ms. Gale
produced or directed documentaries that
aired on Lifetime, PBS, Channel 4/England
In a connected society, we are defined by what we say, what we do, and who we know. As in
the real world, social capital is now the measure of one’s standing in these digital communities.
Porter Gale explains how each of us can more productively contribute to this social economy.”
- Brian Solis, Digital Analyst, Sociologist & Bestselling Author
Bestselling Author of The Back of the Napkin & Blah,
Blah, Blah: What to Do When Words Don’t Work
Dan Roam is the author of two
international bestsellers, The Back of the
Napkin: Solving Problems and Selling
Ideas with Pictures and Unfolding the
Napkin: The Hands-On Method for
Solving Complex Problems with Simple
Pictures, both published by Portfolio
Trade, a Penguin imprint. The former
was selected as Business Week and Fast
Company’s best innovation book of the
year, and Amazon’s #5 selling business
book. The Back of the Napkin has been
published in 25 languages and is a
bestseller in Japan, South Korea, and China.
Dan has helped leaders at Microsoft,
eBay, Google, Wal-Mart, Boeing, Lucas
Film, Gap, Intel, Cisco, IBM, Kraft,
Stanford University, Carnegie-Mellon,
The MIT Sloan School of Management,
the US Navy, and the United States
Senate solve complex problems through
visual thinking. Dan and his whiteboard
have appeared on CBS, CNN, MSNBC,
ABC News, Fox News, and NPR. His visual
explanation of American health care
was selected by BusinessWeek as “The
World’s Best Presentation of 2009.”
This inspired the White House Office
of Communications to invite Dan in for
discussions on visual problem solving.
Dan is the founder of Digital Roam Inc,
a management consulting company that
helps business executives solve complex
problems through visual thinking.
Through lectures, workshops, books,
and hands-on projects with many of the
world’s most influential organizations,
Dan has helped teams learn to solve
complex problems by relearning how
to see. Dan discovered the power of
pictures as a business problem-solving
tool in the 1990's when he founded
the first marketing communications
company in what was then the Soviet
Union. With no Russian language skills, he
quickly realized that his business pictures
transcended the language barrier. Since
that eye-opening experience, Dan has
been fine-tuning the visual thinking tools
he introduces in his books.
Roam received two degrees at the
University of California, Santa Cruz:
fine art and biology. This combination
of art and science kicked off Dan’s
cross-disciplinary approach to problem
solving. Dan is a licensed pilot, a
skill that demands constant practice
in understanding complex visual
information displays. He has applied
his business-oriented visual thinking
skills while working in Switzerland,
Russia, Thailand, France, Holland, and
the US. He lives in San Francisco.
Roam shows you how to create simple drawings... that are simple but effective tools in breaking
down complex notions and letting you share an idea across cultures and levels of expertise with
- Fast Company
Bestselling Author of Best Practices Are Stupid
& Global Innovation Authority
Stephen Shapiro is one of the foremost
authorities on innovation culture,
collaboration, and open innovation.
During the past twenty years, his
message to hundreds of thousands
of people in over 40 countries around
the world has focused on how to
enable innovation by bringing together
divergent points of view in an efficient
Over the years, Stephen Shapiro has
shared his innovative philosophy in
books such as 24/7 Innovation, The Little
Book of BIG Innovation Ideas and GoalFree Living. He led a 20,000 person
process and innovation practice during
his 15 year tenure with Accenture. And
his Personality Poker® system has been
used by more than 50,000 people around
the world to create high-performing
His latest book, Best Practices Are Stupid:
40 Ways to Out Innovate the Competition,
has been featured on ABC News, CBS
Interactive’s BNET, Southwest Airline’s
Spirit Magazine, Investor’s Business Daily,
and more. It was selected as the best
innovation and creativity book of 2011 by
800-CEO-READ. And it is an international
#1 bestselling business book.
His work has been featured in Newsweek,
Entrepreneur Magazine, O - The Oprah
Magazine, The Wall Street Journal, and The
New York Times. His clients include Nike,
Microsoft, Staples, GE, NASA, BP, Johnson
& Johnson, The United States Air Force,
Fidelity Investments, Pearson Education,
Nestlé, and Bristol Myers Squibb.
Stephen Shapiro is the best presenter of ideas since Tom Peters."
- Michael Johnson, Former Business Week Writer
World’s #1 Coach of Champions, Bestselling
Author & Peak Performance Expert
Jim Fannin is the World’s #1 Coach of
Champions. Jim has coached more
champions - in sports, business and life - than
anyone on earth. As a mental performance
coach to some of the world’s top athletes
and most successful company CEOs, he
has been called the “Change Your Life”
Coach. His thought management system
has transformed tens of thousands of
people’s lives by teaching them to reduce
and manage their thoughts - putting them
in a “Zone” mindset.
Jim created and personally funded a
private research project in 1974 with
three Ph.D.’s from Ohio State University
that focused on maximizing learning in
children. This 18-month research project
spawned his S.C.O.R.E.® Success System
that became the groundbreaking model
that effectively attracts the “Zone” mindset
for reaching peak performance. This led to
Jim becoming the ZoneCoach® to amateur
and professonal athletes worldwide.
Jim is an author, professional platform
speaker, a former professional tennis
player, life strategist and sports & business
consultant. He has 35+ years of professional
coaching, consulting and public speaking
experience. He has coached hundreds of
professional athletes from nine sports
including members of the PGA and LPGA
Tours, NBA, NFL, NHL, MLS, MLB, US
Equestrian Association, World Series of
Poker and the Olympics. He has trained
tens of thousands of individuals and
hundreds of companies from 50 industries
in peak performance. He’s been featured
on ESPN, NBC, ABC, CBS, and Lifetime and
published in the Wall Street Journal, Sports
Illustrated, Golf Magazine, Cosmopolitan,
Esquire, Fortune Small Business and
hundreds of other respected newspapers
Jim has published multiple bestselling
works including, S.C.O.R.E.® for Life and the
internationally renowned 90-Second Rule.
Today, Jim divides his time between public
speaking, writing, personal coaching
(6500 coaching minutes per month via
cell phone), corporate consulting, physical
fitness, travel, and his charity, Think Like A
Champion (TLC) Foundation. Jim and his
family live outside Chicago, IL.
In one workshop Jim Fannin changed my life and most of the lives in my management team.”
- Rick Kahlbaugh, CEO, Fortegra Financial
NOTABLE PAST ATTENDEES
“Original, unique and truly a value add experience
for selling success. A wonderful stimulus for
thinking about selling more and differently.”
- J. Armstrong
Director of Sales Training
“Insightful, relevant and interesting learnings from
the change leaders and thought makers. Great
selection of speakers and cultural observers!”
- Elizabeth Wetzel
Director Advertising Sales
“The best one day seminar I have ever attended!
All the topics important to me have been covered.”
- Bryan Humphries
“A really good mix of topics and presentation
styles. Will definitely implement the techniques
learned. Very pleased with the calibre of the
program... Thank you!”
- Cindy Tong
Business Development Manager
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