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AA-ISP Conference Presentation Slides

Most presentation materials for AA-ISP conferences, including our frontline, leadership, and executive level events, are available for download approximately a week following the event.

AA-ISP Inside Sales 2015 - San Francisco February 12th, 2015

  • Keynote:
  • Look Out, Here We Come! - Shelly Davenport Download Details
  • Long time sales leader Shelly Davenport shares her perspective and insight on where Inside Sales has been, and more importantly, on where we’re going in 2015 and beyond. You’ll be sure to leave with some fresh ideas you and your team can use.

  • General Sessions:
  • Inside Sales and Social Selling for Extreme Results! - Ken Krogue Download Details
  • InsideSales.com was ranked #1 in the world for their Social Selling Index in the Top 500 Growth Companies by Deloitte. Join Ken Krogue, President and Founder of InsideSales.com, author of the #1 Inside Sales blog and recently ranked #2 in Social Selling by Forbes and Huffington Post, as he discusses the convergence of inside sales and social selling. Discover the research, tips, and best practices his company is pioneering and observing in the top sales forces in the US and globally.

  • Sales Productivity: The Silent Killer - Tawheed Kader (TK) Download Details
  • TK, Founder & CEO of ToutApp, and his team draw on the work they do with the top sales teams across multiple verticals. What's the one thing that they've found differentiates top performing sales teams from the ones that fall behind? The sales teams that work together, that collaborate, and that share information outperform the others. In this session, TK will talk about the top 5 things that silently kill rep productivity and why it matters to sales managers.

  • Best Practices for Inside Sales - Henry Danser Download Details
  • Arming your Inside Sales Team with tools and processes that maximize their sales efforts and utilizing proactive campaign strategies critical to helping your sales agents succeed. Join us for this group discussion with Henry Danser, Regional VP of Sales with Noble Systems, on best practices for inside sales program management that allow you to drive revenue and reduce costs.

  • Mastering Inbound Sales - Nick Hedges Download Details
  • Working with some of the most progressive inside sales teams to hone and perfect their processes for working inbound leads, Velocify has identified the key drivers that enable world-class inside sales performance. In this session, Nick Hedges, President and CEO of Velocify, will guide you through four golden rules that you can immediately deploy to turn more inbound leads into revenue and unleash a high-velocity sales engine in your organization.

  • Sales and Millenials - Bridget Gleason Download Details
  • The sales industry is inundated with millenials. As consumers and sales professionals, millenials are poised to fundamentally alter both how we sell and how we manage our teams. Millenials may lack professionalism and maturity, but dismissing this mobile first and tech-savvy generation overlooks a critical point: millenials are our champions and increasingly influencers and decision makers.

    Bridget Gleason, VP of Sales at Yesware, will share her strategy of how to manage and sell to millenials.

  • Inside Sales as a Strategic Weapon: From the Boardroom to the Frontline - Chris Beall Download Details
  • Chris Beall, CEO of ConnectAndSell and 25+ year serial entrepreneur and thought leader, will share the “State of the Union” as it relates to Inside Sales as a Strategic Weapon. In 2015, whether you’re talking to Judy Bucholz from IBM, Anneke Seley from Reality Works, or Trish Bertuzzi from the Bridge Group, the conversation is that "Inside Sales is becoming just Sales”. In this session, Chris will reveal the truth that Venture Capital, M&A and Private Equity are transforming the business landscape into a battlefield with Inside Sales as THE most important weapon. What started as a way to cut costs has now become the strategy that allows a company to have significant competitive advantage over their competition. Chris will share some benchmarks and KPIs that inside sales teams are currently measured by, and where the industry is headed.

  • 8 Sales Training Tips to Avoid Squandering Leads - Steve Richard Download Details
  • So you have a lot of "leads" to fill your sales funnel, right? GREAT! You are now on first base. But how do you move to second base where you create an opportunity then finally round the bases to close the business and score the run? Sadly many leads are squandered due to bad salespeople. Don't believe me? Secret shop yourself. You will be surprised what you hear.

    Marketing is only part of the story. What your sales team does with those leads separates the winners from the losers. That first conversation with a prospects is so critical. But how many organizations train their sales teams on what a lead is and how to more effectively convert that lead into a REAL opportunity and then a commitment to buy?

    In this fast paced session Steve Richard, Founder at VorsightBP, will explore the following sales training topics to help your sales team take your single and turn it into a run on the board:

    1. Knowing how to do pre-call research in the context of lead qualification.
    2. Understanding where the buyer is in their journey and how to change your selling approach accordingly.
    3. Why active listening is not what you think it is.
    4. How your product messaging is killing ROI from marketing campaigns and how to fix it.
    5. Earning the right to ask questions.
    6. What it means to get "shopped" and what you can do about it.

  • How Data Science and Predictive Analytics are Changing Sales - Dan Enthoven Download Details
  • Sales today is becoming more data driven and quantitative than ever before. As more kinds of data become available, and as the data becomes easier to centralize and understand, there is an increasing opportunity to use data to tune the sales process from ramping reps to building pipeline and closing deals. In this presentation, Dan Enthoven, CMO at Enkata, will describe how the world of sales analytics is changing, and share insights from Enkata’s data science team into how sales teams can use data to improve performance and increase sales.

  • Breakout Sessions:
  • How to Get to The Root of The Real Problem When Sales is Struggling - Jenny Vance Download Details
  • In this presentation, long time inside sales veteran Jenny Vance will discuss:
    • Why monitoring reps with telephony will not solve the problem
    • The rep is not the problem, the process is the problem
    • How to improve the sales process
    • How to use prospecting data efficiently
    • How to develop a compelling message
    • How to adjust a cadence to deliver better results

  • Host: Tools, Trends, and Technologies Panel Discussion - Chad Burmeister Download Details
  • Join this fast paced, interactive discussion as we explore some of the key factors impacting our sales environment. Hear from thought leaders in the technology field as they share their insight on what you need to do in order to be successful today and tomorrow. Also bring your toughest questions and see what ideas these experts can provide for you.

    Host: Chad Burmeister, Vice President Sales & Marketing, ConnectAndSell

    Panelists:
    • Ken Krogue, Co-Founder & President, InsideSales.com
    • Yon Nuta, Founder & CEO, Accuvit
    • Matt Heinz, President Heinz Marketing Inc

  • New Independent Research - The Best Methods For Sales Training And Coaching - Bruce Lewolt Download Details
  • In this session, Bruce Lewolt, Founder & President of BrainX, will show you how to solve the biggest problem that senior VPs of Sales and sales team leaders face.

    Here are some of the symptoms of this problem:

    1. After training, salespeople quickly revert to their old selling methods.
    2. Your new hire attrition rates are too high.
    3. You have a few regular high performers with rest being average and inconsistent

    The research shows that these are all symptoms of an inaccurate corporate mindset regarding salespeople. They are seen and they see themselves as just employees who have the job of selling. This is as crazy as thinking of a pitcher for the Dodgers as being just an employee who has the job of throwing the ball. Instead, the pitcher is a competitive athlete whose sport is baseball and who consistently works out, thinks, and acts like a competitor. In addition, they are trained and coached to be able to consistently perform at the high levels demanded of a professional athlete.

    You will learn the steps required to reverse this mindset. You will also learn the best and most objective way to evaluate salespeople along with how to construct Daily Perfect Learning Workouts that evoke high productivity as they teach new knowledge and skills.

  • True Story: Running a Remarkable Inside Sales Team - Etai Beck Download Details
  • In this fast paced session, Etai Beck, Co-Founder & CEO at Folloze, will share some recent and extensive research done with top sales directors to provide proven best practices to help you further improve your sales.

  • Modern Selling with Insight is the Key to Success with Millennials - Dustin Grosse Download Details
  • By 2020, nearly 50% of the workforce will be comprised of Millennials. This “Net Generation” is diverse, tech savvy and socially connected – and they are changing the way we buy and sell. Sellers, Sales Managers, and Marketers all need to adapt to modern methodologies and new technologies to keep pace with changing customer needs and expectations, where real-time customer insights and more predictive selling capabilities will be required. In this compelling session, Dustin Grosse, COO of ClearSlide, discusses new strategies to ensure that your selling organization becomes more intelligent and is ready for this radical shift.

  • Conversations That Matter - Voice-Driven Analytics - Yon Nuta Download Details
  • Closing deals isn't just calling more leads. It’s having conversations that work. Emerging technology and innovations in voice-to-text transcription are bringing sales managers unprecedented access and insight into what their reps are saying--and what really sells.

    Join Yon Nuta, CEO at Accuvit, to learn how to incorporate voice-to-text technology into your sales cycle and help answer questions such as,

    -What script works every time?
    -What information overcomes every objection?
    -What details are hidden in each lost deal?

    Yon will also share trend data from 1000s of hours of calls—and show you how easy it is to discover your winning sales formula through voice-to-text transcripts.

  • Delivering Predictable Results for the High Growth Sales Organization - Matt Stanton Download Details
  • Developing a predictable sales model can be challenging for even the most seasoned sales executive. For high growth organizations that are working with institutional investors, the need to have a predictable sales model is even more important. In this presentation, Matt Stanton, Vice President of Sales for ConnectLeader, presents a straightforward model for developing repeatable and predictable sales models and processes.

  • Social Selling - Building Your Brand & Nurturing Network - Jon Ferrara Download Details
  • Buyer behavior has changed. Today’s buyers are Web and social-media savvy, informed about your offering (and your competitors’), and starting the sales process without your salespeople and marketing messages. If you aren't in the customer-influence discovery loop, you’ll find yourself locked out, and with multiple social channels available to engage prospects and their influencers, how do you determine who matters most, how to engage them, and how to manage it all?

    Join Jon Ferrara, founder at Nimble, Inc., to answer these questions and learn how to leverage your personal brand and professional network to produce your greatest social selling results!

  • Understanding How to Communicate in a Multi-Channel World - Conrad Bayer Download Details
  • Only 58% of sellers made quota last year. Most of them were using outdated methods of communicating. We live in an attention economy where time is the scarce resource for all of your customers and prospects. Understanding how to efficiently communicate with them goes beyond email subject lines and needs to include a much broader collection of tools. This session will focus on communication techniques designed to make you more efficient but more importantly get the attention of your buyer using a wide range of tools from social media to traditional email.

  • Advanced LinkedIn Secrets for Inside Sales - Kurt Shaver Download Details
  • LinkedIn is the No. 1 social application for reaching with B2B prospects. However, LinkedIn is so feature-rich and changes so often that most sellers just scratch the surface of LinkedIn's potential.

    Join Kurt Shaver, founder of The Sales Foundry, a sales training company focused on Social Selling skills, in a session covering little-known power techniques for:

    • Growing Your Network with the Right People
    • Identifying and Connecting with Decision Makers
    • Attracting Prospects with Content

  • Panelist: Tools, Trends, and Technologies Panel Discussion - Matt Heinz Download Details
  • Join this fast paced, interactive discussion as we explore some of the key factors impacting our sales environment. Hear from thought leaders in the technology field as they share their insight on what you need to do in order to be successful today and tomorrow. Also bring your toughest questions and see what ideas these experts can provide for you.

    Host: Chad Burmeister, Vice President Sales & Marketing, ConnectAndSell

    Panelists:
    • Ken Krogue, Co-Founder & President, InsideSales.com
    • Yon Nuta, Founder & CEO, Accuvit
    • Matt Heinz, President Heinz Marketing Inc

  • Panelist: Tools, Trends, and Technologies Panel Discussion - Yon Nuta Download Details
  • Join this fast paced, interactive discussion as we explore some of the key factors impacting our sales environment. Hear from thought leaders in the technology field as they share their insight on what you need to do in order to be successful today and tomorrow. Also bring your toughest questions and see what ideas these experts can provide for you.

    Host: Chad Burmeister, Vice President Sales & Marketing, ConnectAndSell

    Panelists:
    • Ken Krogue, Co-Founder & President, InsideSales.com
    • Yon Nuta, Founder & CEO, Accuvit
    • Matt Heinz, President Heinz Marketing Inc

  • Panelist: Tools, Trends, and Technologies Panel Discussion - Ken Krogue Download Details
  • Join this fast paced, interactive discussion as we explore some of the key factors impacting our sales environment. Hear from thought leaders in the technology field as they share their insight on what you need to do in order to be successful today and tomorrow. Also bring your toughest questions and see what ideas these experts can provide for you.

    Host: Chad Burmeister, Vice President Sales & Marketing, ConnectAndSell

    Panelists:
    • Ken Krogue, Co-Founder & President, InsideSales.com
    • Yon Nuta, Founder & CEO, Accuvit
    • Matt Heinz, President Heinz Marketing Inc