Hard Skill Exchange

How do we make sales management work? We're tapping the wisdom and genius of Frank Cespedes, bestselling author and senior Harvard lecturer, for an hour dedicated to his hit book "Sales Management That Works." Join us this Fri (Oct 17th) on CXO Games at 9am PT / Noon ET If you, as a manager, fail to separate fact from hype, you will make decisions based on faulty assumptions and, in a competitive market, eventually fall behind those with a keener grasp of the current selling environment. Learn to separate “facts from hype” when it comes to sales management methodology that works.  – Hire and deploy the right talent – Pay and incentivize your sales force – Improve ROI from your training programs – Create a comprehensive sales model – Set and test the right prices – Build and manage a multichannel approach Executives Panelists: Mark Stouse, Chairman and CEO, ProofAnalytics.ai Anne Hollander, Strategic Advisor, The Strategic Edge Warren Zenna, Founder, The CRO Collective Registration is free: https://lnkd.in/d598-a6M CXO Games: C-Level Challenges, C-Level Solutions #CXOgames #gtm #growth #marketing #salesmanagement

How are you leveraging the 95:5 rule? Per Dale W. Harrison: The fantasy of the "demand creationists" is that everyone is always in-market... they just haven't been persuaded hard enough to buy yet. All that's needed is more "lead nurturing," and a faster cadence of explaining the benefits of their product, and buyers who aren't in-market and have no current need will somehow be tipped over the edge into buying now. The 95:5 Rule (based on Professor John Dawes's work at the Ehrenberg-Bass Institute) and the hard research data behind it show why this is nothing more than a fantasy. Only about ~5% of buyers are currently in the market at any given time. The other 95% represent future buyers who will bring themselves in-market based on their own needs, and no amount of persuasion from marketers will change that. Join us tomorrow on CXO Games as we deep dive into the 95:5 Rule and how to calculate it. Streaming live at: https://lnkd.in/dezhQWYw CXO Panelists:  – Nicky Dibben Strategy Advisor & Marketing Mentor, Invention Marketing – Mark Stouse, Chairman and CEO, ProofAnalytics.ai – Anastasia Pavlova, Founder & CMO, Bold GTM – Kerry Cunningham, Research & Thought Leadership, 6sense #CXOgames #gtm #growth #marketing #sales #demandgen

Neuro-Negotiation: Unlock Elite U.S. Navy Negotiation Secrets Join us on CXO Games tomorrow (Friday), Sept 27th, at 9am PT for a debate hosted by Lena Sisco, CEO & Founder, The Congruency Group. Streaming live here: https://lnkd.in/g73NABtw Lena is a former military Intelligence Officer and DoD DoD-certified interrogator who has trained thousands of people, most of whom are on the front lines keeping us safe from acts of terrorism. She is also a TV expert in deceptive analysis, author of “Honest Answers” and “You’re Lying,” a global keynote speaker, and certified instructor and curriculum developer specializing in human behavior, body language, statement analysis, elicitation, counter-elicitation, questioning techniques, and leadership. She will teach us her signature techniques to persuade people to be open and honest - even in life-threatening situations - that only she developed when she was a US Navy Human Intelligence Officer and US Marine Corps interrogator. CXO panelists: Sarah Biller, Bank Director and Investor, Thread Bank  Brandee Sanders⚡️ Sanders, Chief Marketing Officer, Apromore Karen Sage, Chief Marketing Officer, Locally R. Paul Herman, FSA, CEO/ Founder, HIP Investor Inc. .Marcus Jewell Chief Revenue Officer, Cellebrite Bill Decker CMO (Interim), Next Chain Ventures Steve Layne, Chairman & Chief Executive Officer, RedVector - 🚀 Ben Kelton -, Executive Management Consultant, Kel Co Coin #CXOgames #gtm #growth #marketing #sales #negotiation

How can behavioral science boost marketing effectiveness? We are thrilled to feature a mainstage HubSpot and SXSW marketing thought leader: Nancy Harhut, Co-Founder and Chief Creative Officer of HBT Marketing, in a CXO debate. Join us tomorrow, September 27th, at 9 a.m. PT on Hard Skill Exchange. Streaming live here: https://lnkd.in/dkfQY4_c Discover the proven strategies behind her success: $6M in incremental revenue—the highest in 15 years 369% lift over industry benchmarks 35% increase in sales 534% lift over control 241% increase in ROI Host bio:  Nancy excels at driving action through a blend of behavioral science and award-winning creative strategies. With over 200 marketing effectiveness awards, her work has generated $68 million in incremental revenue for Nationwide, set controls for the GM Card, and launched H&R Block’s top campaigns. Recognized as a top B2C, B2B, and nonprofit marketing leader, Nancy has been named among the 10 Most Fascinating People in B2B Marketing, a Top 50 Email Marketing Leader, and a Top 40 Digital Strategist. A sought-after speaker, she’s inspired audiences globally, including at SXSW. Debaters: Allison J. Snow, Managing Director & Founder, Salacia Go-To-Market Advisory Warren Zenna, Founder, The CRO Collective  Jasmine Martirossian, CMO, Mercury  Mark Stouse, CEO, Proof Analytics Christine Slocumb, Chief Growth Officer, Supreme Group  Mats Georgson, Ph.D. Georgson, CEO, Georgson & Co.  Jenn Steele, CEO & Co-Founder, SoundGTM  Mats Henriksson, Chief Communications Officer (CCO), Vironova AB Jennifer Shambroom, CSMO, Clickatell Warren Zenna, Founder, The CRO Collective  Asaf Katz 🦦 Katz, Chief Strategist Otter, LinkedOtter #cxogames #behavioralscience #marketing #gtm

Is data-driven leadership more effective than story-led leadership in driving team performance? Join us this Friday, September 20th @9 am PT for an unscripted GTM debate led by Connie Kwan, CEO of 4Storyteller. Real. Raw. Unfiltered. Watch live for free: https://lnkd.in/dkqzVCYj Debate Agenda: • Segment I: Defining Team Performance • Segment II: Stories vs. Data—Impact on Culture and Performance • Segment III: When to Lead with Stories vs. Data Meet Our Judge: Connie Kwan With 20 years of product leadership at companies like Microsoft, Atlassian, and SunPower, Connie is a seasoned expert in AI, enterprise software, and the power of storytelling. She’s taught professionals at Google, Oracle, and more how to 10x their impact through storytelling, and her insights have been featured at top industry events. Debaters: • Oren Michels, Co-Founder & Managing Partner, Cloudery • Dr. Natalie Petouhoff, WSJ Best-Selling CX Author, AI & CX Speaker • Ryan B., CSO, Fullcast, The Go-to-Market Cloud • Karolyn Zeng, Founder & CEO, 5th Universe, Inc. • Dave Sifry, Founder & CEO, Warmstart.ai  • Carolyn Moore, Advisory Council Member, Harvard Business Review Don’t miss this powerful clash of ideas. #CXOgames #GTM #Growth #Marketing #Sales

AI coaching is not the answer to the AI threat. The tech’s not there yet. Hard Skill Exchange’s human-to-human e-learning marketplace is. thx The Enterprise World

"The core of the problem lies in the outdated and often rigid training models that dominate many organizations. Hard Skill Exchange is not just preparing the workforce for the future---it is actively shaping that future." – Indie Hackers https://lnkd.in/dUwfGtjk

AI for Retention Questions from Kelley Hippler: (people wonder what these panels are like, so let's go to the tape) 1. Given that studies show that acquiring a new customer can cost five times more than retaining an existing customer, let's start with establishing a baseline for what you view as mission-critical technologies and/or processes for driving client retention. 2. In the next 12-18 months, where specifically in the customer lifecycle do you anticipate AI will have the most impact? 3. How might AI impact the role of CSMs and Account Managers moving forward? If you were in one of these roles, what steps would you take to prove your job in the future? 4. Based upon what you have seen from AI tools to date, what impact do you believe it will have on ROI for companies who effectively deploy it? Join us tomorrow (Thurs) at 11:30 am PT! Streaming free/virtual: https://lnkd.in/gtNB9Wq3 Kelley Hippler - CRO, Outside GC, Ex-Forrester CSO Beth Bauer - Founder and CEO, PosiROI, LLC Ori Entis - VP, Product, CS & AI, Gainsight Blake Williams 📒 - Founder & CMO, GrowthStory Christina Kearney - Expert, Primary Venture Partners You Mon Tsang - CEO, Founder & CEO, ChurnZero Yuriy Zaremba - Co-founder & CEO at AiSDR Rishi Sharma- Founder & Principal, Mallama Capital David Isaac Mathews - Founder, AIPath Many thanks to our sponsors, who make the magic of the AI Summit possible: Attention Gainsight People.ai Common Room Nooks Consensus Persana AI ZoomInfo Fathom - AI Meeting Assistant RocketReach LeanData Mixmax Revegy PathFactory Overloop AI Alleyoop Growth Era AISDR SalesAi Substrata AIPath.one by Causality Cloudlead.co #AISummit

How can we leverage direct and indirect AI-based promotion to accelerate deal velocity and contract value? Did you know that today's average AI deal involves seven layers of technology and seven partners? Successful integration and collaboration are crucial to reaching the finish line. It requires working with partnerships and approaching it as a team sport. Let’s delve deep into what this entails with the master of ecosystem-led growth, Jay McBain, Chief Analyst, Canalys 10:30am PT tomorrow, Thurs Sep 5 streaming live free/virtual: https://lnkd.in/gtNB9Wq3 Jill Rowley – GTM Advisor & LP, Stage 2 Capital Ed Corno - CTO, IBM Michelle Killebrew - Growth CMO Mark Ogne - Founder & CEO, Symplexity.AI Jen Tindle - VP, Strategic Insights, Grace Hill Sean Sheppard - Managing Partner, U+, FifthRow Jason Napieralski- Executive Strategic Leader, Ex-Google, Oracle, Amazon Many thanks to our sponsors, who make the magic of the AI Summit possible: Attention Gainsight People.ai Common Room Nooks Consensus Persana AI ZoomInfo Fathom - AI Meeting Assistant RocketReach LeanData Mixmax Revegy PathFactory Overloop AI Alleyoop Growth Era AISDR SalesAi Substrata AIPath.one by Causality Cloudlead.co #AISummit

Complex negotiations require answering a lot of stakeholders, including some hidden ones whom you may never speak to. Can AI help with understanding this hidden layer of negotiations? Is AI nuanced enough to play a role in uncovering unstated or latent cultural assumptions? We will answer this and many more on tomorrow's AI for Negotiation panel moderated by Hyoun Park, Principal Analyst, Amalgam Insights. Join us at 9:30am PT (free/virtual): https://lnkd.in/gtNB9Wq3 Ori Zuckerman- Founder & CEO, Substrata Dan Gottlieb - VP Analyst, Gartner Amanda Kahlow - CEO & Founder, 1mind Bryce Kaspar- CEO, Growth Era Karen Sage - CMO, Locally Many thanks to our sponsors, who make the magic of the AI Summit possible: Attention Gainsight People.ai Common Room Nooks Consensus Persana AI ZoomInfo Fathom - AI Meeting Assistant RocketReach LeanData Mixmax Revegy PathFactory Overloop AI Alleyoop Growth Era AISDR SalesAi Substrata AIPath.one by Causality Cloudlead.co #AISummit