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Exploring the Sales Mastery and Methodology Track at Rainmaker 2018

4 min read
Updated Aug. 25, 2021
Published Feb. 22, 2018

Four tracks. 50+ sessions. Over 100 speakers. More than 1000 attendees. Less than 12 days to get the few tickets remaining.

Rainmaker 2018 is shaping up to be a truly transformational conference. With so much content to offer this year, we’re going to spend a little bit of time diving into each track to highlight some of the not to be missed gems from the line-up for each track.

We’ve already covered a preview of the Sales Leadership and Strategy Track and today we’ll look deeper into the Sales Mastery and Methodology track. This track, with 11 sessions across two-days, is focused on sharpening the tools that you need to be a great seller and covers topics ranging from call coaching (with live coaching on stage – volunteers anyone?), the importance of storytelling and remaining focused on your buyer’s needs, to open panel conversations around complex sales, promoting diversity in your sales teams, and unpacking why managers do the things to drive sellers crazy.

Here’s a sample of five must-see sessions you’ll want to check out:

1. Dew Point & Temperature: The Science and Technique Behind Making It Rain

Shawn Cook, Chief Sales Officer, Triblio
Wednesday, 3/7 at 1:00 pm

In one of the most creatively original titles for a Rainmaker session, Shawn gets all scientific on us. He’ll reveal the secrets to creating the conditions for rain at every stage of your sales process and moving prospects from Ice to Snow, from Snow to Fog and ultimately from Fog to Rain. I challenge you not to be intrigued!

2. A Leader’s List: The Secret to Becoming a Sales A-Player

Ralph Barsi, Global Sales Development Leader, ServiceNow
Tuesday, 3/6 at 11:00 am

Ralph has led a distinguished career leading successful sales teams and has been a Rainmaker staple for many years. More importantly, he’s dedicated a large portion of this time coaching and mentoring reps to strive for excellence. This session will tackle the philosophical dilemma behind the common question – how do I become a sales A-player? On the one hand, salespeople genuinely don’t know what they need to do, but want to improve their game. On the other hand, deep down, they really do know the answer, but still don’t apply what they know. Come find out what the real answer is.

3. Embrace Diversity: Inclusive Sales Organizations Start With You

Sahil Mansuri, CEO at Bravado, Tina Bean, Founder at Kickfire, Morgan Ingram, Director of Execution and Evolution at JBarrows, and Preeti Pinch, Senior Account Executive at Uberflip
Wednesday, 3/7 at 11:00 am

This very open and transparent panel discussion will dive into the importance of not throwing diversity and inclusion around as buzzwords to be used with little substantive action behind them. They’ll examine the benefits of investing in diversity in your sales team and demonstrate that the future of sales is one that is powered by the best sellers from all walks of life. I’m so proud to have this meaningful discussion receive the attention it deserves.

4. Coaching Counts: Better Teams Get Coached

Scott Leese, SVP Sales at Qualia,  Pete Gracey, Head of Sales, New Business at Aurea Software, Alexandra Kane, Head of Marketing at Chorus, and Justin Hiatt, VP Sales Development at Workfront
Tuesday, 3/6 at 3:55 pm

We all generally agree that coaching can improve teams. Yet it somehow still doesn’t get the attention it needs to be operationalized into our day to day activities. Learn how these leaders approach coaching with their teams, have fueled head-turning growth through their coaching methods, and how front-line reps can be more proactive in receiving coaching to improve themselves as professionals.

5. Not Just For Enterprise: Unpacking The Complex Sale

Julie Mai, Enterprise AE at Salesloft, Matt Cameron, Managing Partner at SalesOps Central, Matt Gahr, CSO at Chrome River
Tuesday, 3/6 at 2:20 pm

Regardless of the type of organization that you’re selling into, chances are that navigating complex sales processes are a typical obstacle to closed opportunities. The complexity can begin at the prospecting stage and continue through the process of identifying requirements, evaluation of options and execution of agreements. This panel will offer insights on how to effectively approach these stages, how to make the process as easy as possible for your buying team and share real-world stories from the field.

There’s so much more to offer with additional speakers including: Kevin Dorsey, Head of Sales Development and Enablement at ServiceTitan, Milena Flament, Sales Director at Salesloft, John Barrows of J. Barrows, Steve Richard, CRO at ExecVision, Doug Landis, Partner at Emergence Capital, Matt Amundson, VP Marketing & Sales Development at EverString.

Want to learn more from our customers and industry leaders? Join us in Atlanta from March 11-13, 2019 for Rainmaker 2019!

Rainmaker 2019