T-REX 2019 AGENDA


 

Monday April 15th Day 6pm to 9pm
WeWork Durham


Kick-Off Party — Networking, Cocktails, Sales Improv Challenge, and Keynote
6pm — 9pm

Join your friends and colleagues for a high energy kick-off to T-REX 2019. We’ll have drinks, snacks, games (including the Sales Improv Challenge), and a keynote speaker. Thanks to our Kick-Off Host and Sponsor WeWork Durham. Note that the kick-off party is optional — you can purchase a Conference Only ticket.


Tuesday April 16th 8am to 6pm
The Carolina Theater


Registration, Breakfast from Rise Biscuits and Donuts, and Networking  
8:00am — 9:00am


Welcome & Warm Up
T-REX Hosts Vince Beese and Eric Boggs
9:00am


Andy Paul, Founder, The Sales House
9:10am — 10am

Can Sales Be Fixed?
Two trends have converged in the past several years: the steady influx of innovative tools and technologies into B2B sales and the continuing unabated decline of overall B2B sales performance (as measured and reported by sales research reports.)  In his talk, Andy Paul is going to challenge the conventional wisdom to explore whether we are tracking the wrong metrics, training the wrong skills, stunting the development of our sellers and disproportionately allocating our sales resources to activities that don’t materially impact the buyers’ decisions. And provide possible alternatives that could halt and reverse the downward trend in sales productivity.

In his 40+ years in sales Andy has challenged the status quo to build sales teams in 7 start-ups, close over $500 million in orders over 6 continents, author two Amazon best selling sales books, host more than 700 episodes of his top-rated podcast, Accelerate!, and recently launch The Sales House, a sales growth academy for sellers who want to take their careers to the next level.


Sangram Vajre, Founder & CMO, Terminus
10:00am — 10:30am

The Account Based Marketing Journey
It’s no longer rare for B2B companies to be actively engaged in an account-based marketing (ABM) strategy, but there are still different shades of ABM success. In fact, there are several common stages marketers might find themselves along the continuum from the status quo to ABM 2.0. In this session, co-founder & chief evangelist of Terminus Sangram Vajre will walk attendees through the three distinct phases of status quo marketing, ABM 1.0 and ABM 2.0.

 

Break & Networking
10:30am — 11:00am


Coach Sylvia Hatchell
11:00am — 12:00pm


Lunch & Networking
12:00pm — 1:00pm


Growth Track

Founder’s Track

Jed Carlson, Founder & CEO, AdWerx
1:00pm — 1:30pm

In just a few short years, Adwerx grew from humble beginnings inside ReverbNation to one of the fastest growing startups in the area.  Jed will walk through the early growth when there was no sales team, the decision to start a sales team, and then the value of doubling down on that decision as the business model and team adapted to include enterprise sales.

Katy Jones, CMO, FoodLogiq
1:00pm — 1:30pm

Katy's will share her story of Foodlogiq's growth from the early stages through it's recent $20M financing. She’ll talk about sales and marketing alignment lessons learned and she’ll highlight how her role as CMO has evolved along the way.


Adam Smith, COO, Automated Insights
1:30pm — 2:00pm

Adam was an early employee and a big part of the Automated Insights success story. He’ll share his experience searching for product fit in a developing market that didn’t understand the need his team addressed and certainly didn’t have a budget line for his solution. After several years and several iterations, Adam lead the sales efforts for Automated Insights that resulted in an $80M acquisition by Vista Partners.

Donald Thompson, CEO, WalkWest
1:30pm — 2:00pm

Donald is a successful founder, operator, and investor multiple times over — he has led or participated in multiple successful exits to firms like Adobe, KPIT and Beringer Capital. Donald will discuss the overlap between sales, marketing, and personal branding in the digital age.


Vickie Gibbs, Executive Director, The Entrepreneurship Center, UNC Kenan-Flagler
2:00pm — 2:30pm

Vickie is an experienced founder multiple times over, plus she’s accomplished marketer, having held marketing leadership roles at Capitol Broadcasting, Motricity, MTV, and Art.com. In her current role at UNC, she helps students and alumni to accelerate their entrepreneurial career through university programs and partnerships. In her T-REX talk, she’ll share the first marketing strategies, programs, and metrics that founders and early stage growth executives should prioritize, along with her stories and experience putting these programs into practice.

Carolyn Sparano, VP Product & Customer Success, SolarWinds
2:00pm — 2:30pm

Customer churn can be the ultimate failure in SaaS.  Don’t wait until it’s too late to implement strategies to achieve net negative churn, where expansion revenue outpaces lost customer revenue. Carolyn will share real world experiences, along with practical advice, to help change churn into a growth driver.


Networking Break
2:30pm — 3:00pm

Networking Break
2:30pm — 3:00pm


{Announcement Soon}
3:00pm — 3:30pm

{Announcement Soon}
3:00pm — 3:30pm


Best Selling Podcast — Live Episode Recording
3:30pm — 4:00pm

We’ll close the show with a live recording of a sales leadership panel moderated by Vince Beese and featuring Eric Gressel (EVP Sales, One Source Communications) Chas Scarantino (VP Sales, Pendo), and Brad McGinity (CRO, 15Five).


Closing Comments & Networking Reception, sponsored by Hi-Wire Brewing
4:00pm — 6:00pm