We are looking for engaging practitioners for DigitalNow Revenue Summit!

7:30 AM - 12:00 PM ( 4 hours, 30 minutes )

Corporate Visions Customer Summit - Invite-Only

Corporate Visions customers are invited to special Customer Summit sessions at DigitalNow Revenue Summit.

Monday, April 17th 6:00 - 7:30 PM | Welcome Reception

Tuesday, April 18th 7:30 - 12:00 PM | Customer Summit Sessions

Join your fellow customers for exclusive learning, sharing, and networking time the morning of Tuesday, April 18th. Breakfast begins at 7:30 AM, followed by sessions on how customers are putting their skills and messages into practice and seeing results, even in a challenging economy.

The Customer Summit wraps up at 12:00 PM, at which time you'll be released to fully participate in DigitalNow Revenue Summit.

First-person customer success stories will include:

- Debra Jenson from IBM's Global Enablement team will describe their new customer engagement model, grounded in the CVI Deciding Journey.

- Mike Wallington from ADP will share details about their onboarding program, built with underlying CVI methodology, that reduced new hire turnover and increased sales productivity by an average of $3k per rep.

- Melissa Lowe from Philips Healthcare will showcase how they re-vamped their executive selling skills (and won a prestigious award in the process).

- Bob Bladel from Hyster-Yale will show how they integrated CVI messages & skills + playbooks + Highspot content delivery, all from inside their Salesforce system.

- Kelly Lewis and Annie Lizenbergs from Highspot will discuss their rollout of CVI skills and their use of Primary Intelligence to sharpen their selling intelligence.

If you're a Corporate Visions customer and haven't received an invite to the Customer Summit, reach out to Salla Eskola at seskola@corporatevisions.com.

8:30 AM - 8:30 AM ( minutes )

Registration Open - Convention Center Foyer

Stop by the Registration Desk to grab your attendee badge.

Registration to DigitalNow Revenue Summit is required and all attendees must have a badge to access sessions and the Expo Hall.

9:30 AM - 11:30 AM ( 2 hours )

Hands-On Workshops

Start off your DigitalNow Revenue Summit experience on the right foot with your choice of hands-on workshops.

9:30 AM - 11:30 AM ( 2 hours )

Workshop: Coaching for Pipeline Creation in a Difficult Economy

In a difficult economy, many companies look to save costs by “shopping” or rebidding contracts. When it’s your client who is shopping around, that means risk for you. But when your competitor’s client is shopping around—that’s your opportunity. Research shows that these different scenarios require completely different strategies and messages. Join Rob Perrilleon to learn hands-on, research-backed practical strategies and skills for winning both of these moments.

9:30 AM - 11:30 AM ( 2 hours )

Workshop: Coaching for Convincing Executive Decisions in a Difficult Economy

Executive stakeholders not only want you to understand their business—they expect it. In fact, executives value having business conversations four times more than product conversations. With economic uncertainty top of mind for all executives, the seller who understands the buyer’s perspective and priorities will get more opportunities. The seller who can confidently communicate the unique business value of partnering will win more deals.

In this hands-on session with Jim Druckrey, you’ll learn what it takes to inspire business curiosity and compel busy executives to invest time, resources, and money; and create urgency with decision makers to act now, not later.

You’ll also learn the “Three C’s” for improving executive conversations:

Competence – Learn how to connect your solution to the business issues and metrics executives care about to win the sale.
Confidence – Learn how to engage executives in a way that gets you more time versus being delegated to whom you sound like.
Compelling – Learn how to build a business case that passes muster with your executive stakeholders and helps them justify a decision.

9:30 AM - 11:30 AM ( 2 hours )

Workshop: Coaching to Handle Pricing Pressures in a Difficult Economy

In a challenging economy, you might think that buyers have all the power in sales negotiations. Are your buyers calling the shots when it comes to price, while asking for more and more of your time and resources? With the right techniques, you can turn your low-power position into a competitive advantage. It's time to embrace the natural tension of the moment and learn how to exchange value, rather than give it away.

Join Reuben Advani to learn:

- learn to apply unexpected and counterintuitive techniques to maximize deal size and value.
- manage complex, consensus-driven deals.
- protect your margins and gain a negotiating edge.

9:30 AM - 11:30 AM ( 2 hours )

Workshop: Leadership Levers: Align Your Coaching to the Composition of Your Team

Typical leadership advice says to "do the things top-performing leaders do and your team will jump to elite status." But in reality, team performance isn't just an output of leadership behaviors; it is also an input. You must also consider your team's past performance when thinking through different leadership and coaching tactics to apply.

Dr. Leff Bonney analyzed almost 1,000 sales teams to identify high-performing managers who are tasked with leading teams at different points of the performance curve. Join this hands-on workshop to learn how to apply strategies that were surfaced as successful in the research. You'll walk away knowing how to better align your coaching with the current performance of the sales team you're leading.

11:30 AM - 12:45 PM ( 1 hour, 15 minutes )

Executive Forum Meeting & Lunch

Members of our Executive Forums are invited to participate in a private meeting structured as personal challenge think tanks/roundtable conversations. Lunch will be served.

11:30 AM - 1:00 PM ( 1 hour, 30 minutes )

Expo Grand Opening & Lunch!

Before heading into the General Sessions, which begin at 1:00 PM CT, head into the DigitalNow Revenue Summit Expo and take note of the tools and service providers you hope to connect with across the 3-day event.

Lunch will be available, so bring your appetite!

1:00 PM - 1:10 PM ( 10 minutes )

DigitalNow Revenue Summit General Session Kickoff

Join your fellow attendees for an official DigitalNow Revenue Summit welcome from Nicci Nesmith Hammerel. Let's set the tone for an amazing Summit 2023!

1:10 PM - 1:40 PM ( 30 minutes )

Keynote: Digital First Buyers and Sellers

Recent analyst research confirms 65-80 percent of all B2B buyers prefer digital interactions in the buying process. How can your commercial organizations evolve their approach to deliver the digital-first experiences buyers want across the customer lifecycle? In this keynote, Tim Riesterer will introduce a tool you can use for assessing and prioritizing your "DigitalNow" journey based on experiences from working with over 200 companies who are making this digital enterprise transition.

1:40 PM - 2:00 PM ( 20 minutes )

Company Transformation Case Study: Leading the Charge in Modernization - ADP Digital Sales

During this case study, we will hear from Matt McGreevy, Senior Vice President, Sales – Digital Sales at ADP, on ways their organization has optimized to meet the growing demands of today's digital selling reality. Revenue leaders of all types will learn firsthand from a peer what it looks like to transition a salesforce to digital selling and successfully manage the change process from the leadership level on down.

2:20 PM - 2:30 PM ( 10 minutes )

Mid-Day Updates

2:30 PM - 3:30 PM ( 1 hour )

Expo & Networking Break

Take a breather in the Expo, chat with new business connections, and explore vendors to find the next right addition to your tech stack.

3:30 PM - 3:40 PM ( 10 minutes )

Top Challenge Polling - Live Activity!

What is currently your top revenue growth challenge? Join us for a live attendee poll and see the results in real time.

3:40 PM - 4:00 PM ( 20 minutes )

Company Transformation Case Study: Schneider Electric on Digital Sales Team Expansion & Tech Optimization

Nicola Park will share how Schneider Electric's inside sellers have been recast from "second class citizens" of the traditional sales organization to revenue role models. Learn how this multinational company is expanding their digital salesforce and managing the change that comes with it.

4:00 PM - 4:30 PM ( 30 minutes )

Research Keynote: Could a robot replace your sales team?

We live in an era where algorithms rule. They are becoming increasingly more sophisticated and impact a lot of things in our lives, from package delivery to movie recommendations to finding a kidney or love online. Will there be a point where the robots take over? Can our humanity be automated?

It is helpful to strike a balance between robots and humans because it’s the human brain that creates demand, which keeps the economy strong, and it’s the machine that augments our human capabilities. During this keynote, we will look at ways to balance the human and the machine and create loyalty and better engagement with your customers.

4:30 PM - 4:50 PM ( 20 minutes )

Research Keynote: What Winning Sales Teams Do to Protect Revenue and Grow Business in Challenging Times

As the economic downturn persists, sales teams are compelled to find ways to do more with less while capturing—and then protecting—every dollar. There are right and wrong ways to do this, and taking action informed by reality-based insights can make all the difference in ensuring revenue growth. Hear from Chief Evangelist Udi Ledergor on what Gong’s data shows companies can do immediately to meet today’s challenges and create growth in an unsteady environment.

4:50 PM - 5:10 PM ( 20 minutes )

Research Keynote: How Companies are Using Automated Customer Feedback to Find and Fix Blind Spots that are Causing You to Lose Deals and Customer

Between 50-70% of the time, the reason prospects and customers give for why you win or lose deals is completely different than what your salespeople say. Getting an accurate picture of what is really going on in your sales and renewal cycles can increase win rates by 60%. Find out the most common blind spots causing companies to lose deals based on data from over 100,000 B2B purchase decisions at hundreds of companies in fifty different industries.

5:10 PM - 5:30 PM ( 20 minutes )

Closing Keynote: The Future of Just-In-Time Sales Coaching and Enablement

To close out our DigitalNow Revenue Summit keynotes, we will hear ways sellers can improve their execution and performance based on feedback from their interactions with prospects and customers.

Additional session details are to be announced...

5:30 PM - 7:30 PM ( 2 hours )

Happy Hour in the Expo

Join us for networking and libations in the Expo. Visit with the technology vendors you've been eyeing, make that promising introduction, and brush shoulders with speakers and experts.

7:30 AM - 8:30 AM ( 1 hour )

Breakfast in the Expo

Catch up with your fellow attendees at breakfast, take a spin through the Expo, and get ready for a great Day 2!

8:30 AM - 9:15 AM ( 45 minutes )

Improve Your Team's Engagement - Gallup Research

Learn from Kristi Rubenstein, Managing Director at Gallup, who will share Gallup's latest research, including data, trends, and one thing you can do differently this week to improve your team's engagement.

Employee engagement helps you measure and manage employees' perspectives on crucial elements of your workplace culture. Based on over 50 years of employee engagement research, Gallup knows that engaged employees produce better business outcomes than other employees—across industry, company size, and nationality, and in good economic times and bad.

8:30 AM - 9:15 AM ( 45 minutes )

Research: Leadership Levers - Aligning Your Coaching to the Composition of Your Team

Join us for a presentation of research, where Leff Bonney will reveal potential strategies that leaders can use to better align with the current performance of the sales team they are leading. A discussion will follow.

Typical leadership advice says to "do the things top-performing leaders do and your team will jump to elite status." But in reality, team performance isn't just an output of leadership behaviors; it is also an input. You must also consider your team's past performance when thinking through different leadership and coaching tactics to apply.

Dr. Leff Bonney analyzed almost 1,000 sales teams to identify high-performing managers who are tasked with leading teams at different points of the performance curve. The results of this research are fascinating and show that following the axiom to “just do what managers of our top teams do” spells disaster for most sales leaders.

8:30 AM - 9:15 AM ( 45 minutes )

Research: Digital Diligence – Content and Cadences

How can sellers better deliver the consistent, persistent digital experiences buyers want? With content and cadences, you can automate personalized touches to meet your buyer where they are. Join Frank Pinder for a presentation of B2B research on science-backed content and cadences.

8:30 AM - 9:15 AM ( 45 minutes )

Research: New Win-Back Research Creates Distinct Growth Opportunities

Whether supply chain issues, service failures, a competitor's innovation, or a lower price pushed your lost customers to find another solution, those formerly loyal buyers represent an enticing opportunity to recoup lost revenue. Research shows they are easier to re-claim than it is to win completely new business. But it’s not an easy conversation to have.

In a new real-world behavioral study with over 300 B2B sellers approaching more than 1,000 lost customers, we discovered and will share the following results:

- How your former customers frame value and make decisions.
- Whether the reason they left affects their decision to return.
- What type of messages are most effective for winning back lost customers.

8:30 AM - 9:15 AM ( 45 minutes )

Research: Gong Labs - B2B Buying Has Changed - 4 Strategies to Win in 2023

Based on the analysis of hundreds of thousands of deals across three years, the Gong Labs team will uncover how buying behaviors have transformed and how GTM teams need to align around these transformations to win.

8:30 AM - 9:15 AM ( 45 minutes )

Research: Critical Customer Conversations: Partnership Planning, Apologies, Retention, and Renewal

Most organizations would say that their customers are the lifeblood of their business. That's why handling critical customer conversations the right way is so important to your success. Join Doug Hutton for a presentation of B2B research on the most effective messages to use during critical customer conversations, including partnership planning, apologies, retention, and renewal. A facilitated discussion will follow.

8:30 AM - 9:15 AM ( 45 minutes )

Research: The Four Habits of Highly Seductive Sellers

Persuasion is pervasive, and typically relies on your words and pictures that you share with customers. But how do you know you’re selecting just the right ones?

In this session, Dr. Carmen Simon, Chief Science Officer at Corporate Visions, shares the most recent neuroscience research on persuasive words and images. The research examines existing communication habits and reveals practical answers to relevant questions, such as:

- If you use the most current business jargon, does your message come across as smart and sophisticated or empty and insincere?
- Is it worthwhile to share original pictures in your collateral, or does the brain find comfort in the cliché?
- If you use one consistent theme across your messages, does it make your communication coherent or boring?
- What type of emotion is most effective for persuasion, and how much of it is necessary to influence others? Is there such thing as too much emotion in business content?

Leaders will find this session actionable and practical and will be able to take these insights back to their teams to implement.

9:15 AM - 10:00 AM ( 45 minutes )

Expo & Networking Break

Take a breather in the Expo, chat with new business connections, and explore vendors to find the next right addition to your tech stack.

10:00 AM - 10:45 AM ( 45 minutes )

Idea Exchange: Employee Engagement and Well-Being

The well-being and engagement of your employees is more important than ever. As a sales leader, understanding this can be critical to driving business success.

Many in the community are implementing programs to support employee mental health and well-being, including:

- Flexible work arrangements
- Access to mental health resources
- Wellness initiatives
- Internal feedback and communication strategies
- Reward programs to recognize employees for their contributions and achievements.

During this session, leaders will give insight into what their organization is doing to impact success by focusing on their employees, touching on their own programs and results.

AA-ISP is currently accepting applications to join this session as a panelist.

To qualify you must have direct experience in the topic and be willing to share.

10:00 AM - 10:45 AM ( 45 minutes )

Idea Exchange: Coaching a Multi-Generational Sales Force

With four generations of leaders and professionals currently working in your organization—Baby Boomers, Gen X, Millennials, and Gen Z—it makes sense that habits, styles, and preferences might differ. How can leaders leverage the strengths of each generation and contributor to maximize value to your teams and buyers?

Leaders will share their unique perspectives and insights, touching on their own organization's experiences and results.

10:00 AM - 10:45 AM ( 45 minutes )

Idea Exchange: Optimizing Inside Sales for Full-Funnel Selling

Buyers now prefer digital interactions at all stages of their deciding journey. This means that inside sellers have a distinct advantage, because of their comfort and familiarity with delivering digital experiences in the buying process. But how can sellers optimize their buyer's entire journey throughout the funnel using digital? Frank Pinder leads a panel discussion.

10:00 AM - 10:45 AM ( 45 minutes )

Idea Exchange: Change Management for Enablement Leaders

Getting sellers onboard to use a new methodology or approach can be challenging. Humans love familiarity, and tend to want to cling to old approaches even when they're not producing stellar results. To dislodge outdated thinking and pave the way for better outcomes, enablement leaders must become masters of change management. How can leaders enable adoption and utilization of new techniques and help sellers feel great about trying something new? Tim Riesterer hosts a panel discussion.

10:00 AM - 10:45 AM ( 45 minutes )

Idea Exchange: Cross-Functional Alignment Through Technology

To meet buyers' needs at every stage of their deciding journey, your entire revenue growth organization needs access to the same information. For instance, how can you expect marketing and sales to pick up on critical buyer signals if they can't visualize the buyer's journey? Sheena Badani, Head of Product Marketing, Gong, leads a panel discussion on how your team can use technology to break down information silos and stay aligned on what matters.

AA-ISP is currently accepting applications to join this session as a panelist.

To qualify you must have direct experience in the topic and be willing to share internal processes with fellow leaders in a moderated panel discussion.

10:00 AM - 10:45 AM ( 45 minutes )

Idea Exchange: Aligning Customer Success and Sales

Being closest to your customer, customer success is uniquely attuned to your customer's needs and goals. But who owns renewal and expansion in your organization? Ideally, customer success and sales should partner closely to facilitate these critical customer conversations. Join Doug Hutton for a panel discussion on the collaboration between customer success and sales for better aligned and more productive customer conversations.

10:00 AM - 10:45 AM ( 45 minutes )

Idea Exchange: AI for Marketing & Content Creation

The advent of Artificial Intelligence (AI) has brought about a new wave of innovation in the field of marketing and content creation. ChatGPT, a language model developed by OpenAI, is one such technology that has revolutionized the way organizations approach marketing and content creation.

In this panel discussion, leaders will explore how sales organizations can leverage ChatGPT to drive sales and create engaging content. Panelists will share their insights and experiences on using ChatGPT in sales organizations, including:

- A brief breakdown of ChatGPT and its capabilities
- Use cases for ChatGPT in marketing and content creation
- The benefits of using ChatGPT for sales organizations
- Best practices for integrating ChatGPT into your marketing and content creation strategy
- The role of human creativity in ChatGPT-generated content
- Ethical considerations when using AI in marketing and content creation

Leaders will come away with a better understanding of how ChatGPT can be used to create more effective marketing strategies and engaging content, as well as the potential pitfalls to watch out for when using AI in these areas.

Join us for this exciting panel discussion and discover the possibilities of ChatGPT for marketing and content creation in revenue organizations!

10:45 AM - 11:00 PM ( 12 hours, 15 minutes )

Short Refresh Break

Take a quick breather in the Expo before Member Case Studies start at 11:00 AM CT.

11:00 AM - 11:30 AM ( 30 minutes )

Company Transformation Case Study: Retaining & Developing Talent - ModMed

Developing talent is critical to your ability to grow revenue. Learn how ModMed is retaining top talent with a focus on developing and retaining leaders in their organization.

11:00 AM - 11:30 AM ( 30 minutes )

Company Transformation Case Study: Identifying and Cultivating the Right Leaders for the Right Role

Revenue growth requires a thoughtful, strategic approach, including having the right leaders in the right places within the organization. During this session, you'll learn how FIS identifies and cultivates its leaders for the right role.

Additional session details TBA!

11:00 AM - 11:30 AM ( 30 minutes )

Company Transformation Case Study: Optimizing Your Tech Stack for Digital Sales

Digital sales leaders face an overwhelming number of options when choosing technology to run their sales engagements.

This may have you wondering, how do I even begin evaluating tools to accelerate deals and enable sellers to use those tools effectively without slowing them down?

In this session with David Ketchell, Digital Sales Transformation at IBM, and Frank Pinder, you’ll get practical advice to:

- Provide guidance and structure to your sales engagement strategy.
- Choose and deploy the right sales tech effectively.
- Give sellers the training they need without slowing them down.

Frank Pinder will moderate the Q&A.

11:00 AM - 11:30 AM ( 30 minutes )

Company Transformation Case Study: Enablement in the Future of Work

Session details to be announced...

11:00 AM - 11:30 AM ( 30 minutes )

Company Transformation Case Study: Maximizing Every Sales Opportunity & Improving Pipeline Accuracy with Gong

Vidyard's Dan Wardle knew that Gong was a powerful platform for turning customer insights into better revenue results by improving deal execution, strategic initiatives, and coaching. Learn from Dan and Bobby Hennig about how, as Vidyard scaled, they took their usage to the next level with Gong Forecast to cut forecasting time in half and create better pipeline accuracy. Through saving time and having a better forecast outlook, Vidyard is able to spend time on initiatives that drive more revenue.

11:00 AM - 11:45 AM ( 45 minutes )

Company Transformation Case Study: SAP - Building & Growing a Customer Success Function

Tony Pante leads the team at SAP who provides amazing experiences at scale by driving customer business value. In this session, Tony will share SAP's approach to customer success: the ins, the outs, the challenges, and the lessons learned.

Doug Hutton will host.

11:00 AM - 11:45 AM ( 45 minutes )

Company Transformation Case Study: Converting Buyers to Customers - Cloudflare

The commercial world abounds with perspectives on what makes good content. But content is only as good as it is useful to buyers and effective at converting buyers into customers. Join this session to see a case study on Cloudflare's process of overhauling internal content strategies and measuring the uplift.

11:30 AM - 11:45 AM ( 15 minutes )

Technology Showcase

Immediately following the member case study, you'll get an up-close look at the latest tools, technologies, and services to improve your organization's performance related to the track topic.

Additional details TBA!

11:30 AM - 11:45 AM ( 15 minutes )

Technology Showcase

Immediately following the member case study, you'll get an up-close look at the latest tools, technologies, and services to improve your organization's performance related to the track topic.

Additional details TBA!

11:30 AM - 11:45 AM ( 15 minutes )

Technology Showcase: Conquer

Immediately following the member case study, you'll get an up-close look Conquer which helps close more deals by reaching your economic buyers faster, where they want to talk, without ever leaving Salesforce.

Learn more about Conquer by visiting them at the Expo!

11:30 AM - 11:45 AM ( 15 minutes )

Technology Showcase: Outreach

Disconnected tech stack point solutions are impossible to manage. They lead to lower rep productivity, limited insights, and predictability while being costly, complex, and difficult to scale. In this tech showcase, Outreach will share a vision for the unified tech stack across the entire buying journey that leads to lower costs and higher revenue.

11:30 AM - 11:45 AM ( 15 minutes )

Technology Showcase: Gong.io

Immediately following the member case study, you'll get an up-close look at Gong.io, which enables revenue teams to realize their fullest potential by unveiling their customer reality.

11:30 AM - 11:45 AM ( 15 minutes )

Technology Showcase

Immediately following the member case study, you'll get an up-close look at the latest tools, technologies, and services to improve your organization's performance related to the track topic.

Additional details TBA!

11:30 AM - 11:45 AM ( 15 minutes )

Technology Showcase

Immediately following the member case study, you'll get an up-close look at the latest tools, technologies, and services to improve your organization's performance related to the track topic.

Additional details TBA!

11:45 AM - 1:00 PM ( 1 hour, 15 minutes )

Lunch in the Expo

Join us for lunch in the Expo and enjoy time to connect and converse with your fellow attendees.

1:00 PM - 1:45 PM ( 45 minutes )

Research: Compensation Benchmarking 2023

Inside/digital seller compensation is perennially a hot topic among revenue leaders. In partnership with Florida State University Sales Institute, AA-ISP conducted a 2023 compensation benchmarking survey of revenue leaders (76 percent of whom were sales leaders). Join Dr. Leff Bonney from FSU for the unveiling of results from our compensation survey, followed by a facilitated discussion.

Find out what respondents shared about their:

- Compensation amounts and mixes
- Quotas and metrics
- Who's getting hired, what they're doing, and where they're located
- Thoughts and opinions on the state of compensation

1:00 PM - 1:45 PM ( 45 minutes )

Managing v. Leading: How and Why They’re Different

We mush a sled team of dogs, not people. When our teams aren’t performing, and morale is low, we know that we’ve mixed the two up.

Whether you’re new to leadership or have been in the leadership chair for some time, during this discussion, we’ll talk through what makes leaders great, what you can do today to continue to be great, and if you’re stalled out, ways to get your leadership fire back!

1:00 PM - 1:45 PM ( 45 minutes )

Research: The Unconsidered Needs of Shifting from Field to Virtual

Get a look at the results of a recent survey of over 500 sales professionals and technology buyers in mid-market and enterprise companies regarding sales technology, priorities across revenue teams, the importance of emotional insights, and the gaps in current CI offerings. 

You'll hear the challenges of selling over video (virtual) vs. field (hybrid) and the requirement to enable all types of sellers. We will discuss the realities facing revenue organizations shifting from field to hybrid to 100% virtual, as well as the unconsidered realities facing each party: the sellers as well as their buyers.

1:00 PM - 1:45 PM ( 45 minutes )

Research: Situational Growth Plays - Planning Enablement Based on Use Cases

Join Tim Riesterer for a presentation of B2B research on situational growth plays and enablement, followed by a facilitated discussion. Learn about science-backed approaches that are unique and most effective for new customer acquisition, lost customer win-backs, existing customer retention and expansion, as well as new and existing customer margin increases. Targeted growth plays help you optimize your story and skills for greater impact.

1:00 PM - 1:45 PM ( 45 minutes )

Research: Gong Labs - Unlocking GTM Productivity

During uncertain times, sales reps need to execute with urgency and efficiency. The Gong Labs team will reveal how fundamental sales practices can have a large impact when it comes to closing more business in a shorter amount of time.

1:00 PM - 1:45 PM ( 45 minutes )

Research: Evolving Your Customer Relationship: Documenting Results, Business Reviews, and Upsell/Cross-Sell

Research shows that using a provocative message or challenging your customer during a renewal or upsell situation is the exact wrong approach—one that could drive a good customer straight into the arms of your competition. In fact, using the same provocative messages with customers as you use to get new buyers makes your customers 10-16 percent more likely to shop around. Join Doug Hutton for a presentation of B2B research on evolving your customer relationship across several types of critical conversations. A facilitated discussion will follow.

1:00 PM - 1:00 PM ( minutes )

Research: Your Buyer’s Mind Will Wander. How Do You Bring it Back?

Your audience's minds will wander. Ideally, they will not wander so far that they forget they're attending your Zoom call or reading your e-book. While mind-wandering can have a positive impact on leisure and creative activities, it has negative consequences in communication because it is linked to less comprehension and more reliance on automatic behaviors. This means that changing customers’ status quo is harder.

In this session, Dr. Carmen Simon shares the latest research on what to do (and what not to do) when the brain takes a break.

Specifically, you will find the following:

- What happens in your buyer’s brain when it becomes decoupled from the external world.
- In which medium the mind wanders more (is your bet on e-books or Zoom?).
- What to do, practically, when your buyer’s brain cannot keep still.

Leaders will find this session actionable and practical and will be able to take these insights back to their teams to implement.

2:00 PM - 2:45 PM ( 45 minutes )

Idea Exchange: Talent Strategies for 2023

Talent may be your organization's greatest asset. Most leaders agree that investing in and developing good talent is a high priority, though that can be challenging in uncertain economic times. Come prepared to hear new and fresh ideas while having the opportunity to ask your specific questions about talent strategies for 2023 to the panel.

AA-ISP is currently accepting applications to join this session as a panelist.

2:00 PM - 2:45 PM ( 45 minutes )

Idea Exchange: Leadership Development - Identifying & Cultivating New Leaders in Your Organization

The world of sales is changing quickly. Today's managers and individual contributors will lead the sales organizations of the future. As a leader, you have the opportunity to pass on valuable experience that will shape their style and approach. How are you identifying and cultivating new leaders in your organization? Dionne Mejer will lead this Idea Exchange. Come prepared to hear new and fresh ideas and bring your specific questions to ask the panel.

AA-ISP is currently accepting applications to join this session as a panelist.

2:00 PM - 2:45 PM ( 45 minutes )

Idea Exchange: The Use of AI in Sales

The use of artificial intelligence (AI) in sales has revolutionized the way businesses approach customer engagement, lead generation, and sales forecasting. This revolution brings with it a lot of questions, and even worry from reps and leaders on what this means for the future. This panel will explore the impact of AI on sales processes and how it can help sales teams achieve better results while also addressing how their own organizations are approaching, welcoming, and regulating the use of AI.

This panel will discuss:

- How AI technologies like machine learning, natural language processing, and predictive analytics can be used to identify patterns in customer behavior, automate repetitive tasks, and provide personalized recommendations to prospects.
- How AI can help sales teams prioritize leads, streamline the sales process, and optimize sales performance.
- The challenges and ethical considerations associated with the use of AI in sales, such as data privacy, bias, and transparency.
- Ways their companies are working to ensure that AI is used ethically and responsibly to drive business growth and create value for customers.

This is a session you won't want to miss as it will provide valuable insights into the benefits and limitations of AI in sales and its potential to transform the way businesses engage with customers and drive revenue growth.

2:00 PM - 2:45 PM ( 45 minutes )

Idea Exchange: Enabling the Full-Funnel Digital Sale

Buyers want self-service, consistent, persistent digital experiences throughout all stages of their deciding journey. For enablement, this means providing the right types of content at the right moments to keep the buyer's exploration, and later, the seller's conversation, on-track. How can you enable the full-funnel digital sale from start to finish? Come prepared to hear new and fresh ideas and bring your specific questions to ask the panel, led by Tim Riesterer, Chief Strategy Officer, Corporate Visions.

2:00 PM - 2:45 PM ( 45 minutes )

Idea Exchange: Real Talk for Revenue Leaders on Inspiring Revenue Growth

As a revenue growth leader, you're responsible not only for overseeing the day to day of your team, but for holding the big vision and inspiring others to grow and create change. How can your leadership make a meaningful difference in your organization's bottom line results? Rob Perrilleon leads this panel discussion. Come prepared to hear new and fresh ideas and bring your specific questions to ask the panel.

AA-ISP is currently accepting applications to join this session as a panelist.

2:00 PM - 2:45 PM ( 45 minutes )

Idea Exchange: Customer Retention and Expansion in Uncertain Times

Many revenue leaders are focusing more now on customer retention and even expansion. What can customer success leaders do to make the greatest impact on their team in driving retention and expansion, especially in an uncertain economic climate? Come prepared to hear new and fresh ideas, and bring your specific questions to ask the panel.

AA-ISP is currently accepting applications to join this session as a panelist.

2:00 PM - 2:45 PM ( 45 minutes )

Idea Exchange: Measuring Content Effectiveness: Who, How, When, and Where

What makes content truly effective? You won't know unless you measure it. Technology allows you to measure who is using your content, how they're engaging with it, when they're using it, and where they're using it. You can then use that data to tweak and improve your content for buyers. Join us for a panel discussion hosted by Leslie Talbot.

2:45 PM - 3:30 PM ( 45 minutes )

Expo & Networking Break

Take a networking break in the Expo and stop by that vendor booth you've had your eye on.

3:30 PM - 4:15 PM ( 45 minutes )

Company Transformation Case Study - Reskilling, rebooting, and retooling your commercial team for operational excellence

In a time of rapid digital commercial transformation, focusing on people, process, and technology remains key to operational excellence. In this case study, Ed Auriemma, COO, and Meg Paintal, VP of Business Development, with Blue Yonder will share how their organization is finetuning their talent, building and implementing operational models, and adopting traditional “inside sales” technology across the entire sales organization.

3:30 PM - 4:15 PM ( 45 minutes )

Leadership Wrap Up: Manageable Next Steps for Yourself and Your Teams

Phew! That was a lot of content. I’m so ready to take all these great ideas and get to work. Said no one ever after a conference.

On top of that, we know that none of us like homework. So come to our wrap-up working session where you can breathe, process, digest, and think through all you’ve learned today and what you want to do next.

You’ll talk with your peers about what they do, talk through the research findings you've heard, and come up with manageable next steps for yourself and your teams.

3:30 PM - 4:00 PM ( 30 minutes )

Company Transformation Case Study: Driving B2B Growth: Lessons from Sumo Logic's Fearless Transformation

Join Rachel Nusbaum, charismatic sales leader, and Vice President for North America Commercial Sales at Sumo Logic, for an inspiring case study on overcoming fear and maintaining focus in B2B sales. Discover the transformational journey that is leading to Sumo Logic's exponential growth from $200M to over $1B, and gain insights into the human element of sales and future applications of AI. Learn from a true sales game changer with a strategic mindset, change management leadership, and commitment to diversity and inclusion.

3:30 PM - 4:15 PM ( 45 minutes )

Company Transformation Case Study: Digital-First Training & Enablement

AA-ISP is currently accepting applications to present a case study in this session.

3:30 PM - 4:00 PM ( 30 minutes )

Company Transformation Case Study: Leveraging Gong for Team Alignment to Find Value at Every Opportunity

Learn how global SaaS company, Piano, formed its Revenue Operations organization from the ground up. Led by Peter Lastowski, VP of Rev Ops, hear how Piano leverages Gong across teams for team alignment while also consolidating their tech stack to find maximum value at every opportunity.

3:30 PM - 4:15 PM ( 45 minutes )

Company Transformation Case Study: Customer Success

AA-ISP is currently accepting applications to present a company case study for this session.

3:30 PM - 4:15 PM ( 45 minutes )

Company Transformation Case Study: How Thomson Reuters Reshaped their Sales Process Using Buyer Preferred Experiences

During this session, we will hear how Thomson Reuters used insights from their customers to reshape their engagement and selling process.

4:00 PM - 4:15 PM ( 15 minutes )

Technology Showcase: Gong.io

Immediately following the member case study, you'll get an up-close look at Gong.io which enables revenue teams to realize their fullest potential by unveiling their customer reality.

4:00 PM - 4:15 PM ( 15 minutes )

Technology Showcase: Q for Sales - Move from Reality to Understanding

4:15 PM - 5:30 PM ( 1 hour, 15 minutes )

Happy Hour & Networking in the Expo

Join us for networking and libations in the Expo. Make vendor visits a priority, bump into that person you've been meaning to talk to, and share what you've learned so far at DigitalNow Revenue Summit.

8:00 PM - 10:00 PM ( 2 hours )

After-Hour Party Hosted by Crystal

Gather Bar at the Renaissance

Join the Crystal Team at the Gather Bar for complimentary drinks and socialize with other AA-ISP members at an unforgettable after-hours event. It will be a night to remember!

7:30 AM - 8:30 AM ( 1 hour )

Breakfast & Networking in the Expo

Join us for breakfast and networking as we prepare for a terrific Day 3!

8:30 AM - 9:30 AM ( 1 hour )

Personal Challenge ThinkTanks

Picture this: you walk into a room and sit down at a table with several other leaders you don't already know. For 10 minutes, you have the floor to share your specific revenue challenge and receive feedback from your peers. You absorb their ideas and make notes to follow up with a few of them later on for deeper conversations. When the timer goes off, now it's your turn to listen to a fellow leader's challenge and offer your perspective and wisdom. In Personal Challenge ThinkTanks, you'll experience this lightning-round style of feedback giving-and-receiving, and you'll walk away with valuable new ideas for driving revenue growth.

9:30 AM - 10:15 AM ( 45 minutes )

Expo & Networking Break

Take a breather in the Expo, circle back on interesting conversations you started yesterday, and visit the vendors of your choice before you dive into the rest of your day.

10:15 AM - 11:30 AM ( 1 hour, 15 minutes )

Roundtable: Talent 2023

Roundtables will serve as a time where leaders come together to discuss their specific challenges around the track topic and ask for feedback from others in small group conversations. Tables will be marked with conversation starters and an assigned moderator will help guide the conversation and keep the session on time.

10:15 AM - 11:30 AM ( 1 hour, 15 minutes )

Roundtable: Leadership Development

Roundtables will serve as a time where leaders come together to discuss their specific challenges around the track topic and ask for feedback from others in small group conversations. Tables will be marked with conversation starters and an assigned moderator will help guide the conversation and keep the session on time.

10:15 AM - 11:30 AM ( 1 hour, 15 minutes )

Roundtable: Driving Digital Transformation

Roundtables will serve as a time where leaders come together to discuss their specific challenges around the track topic and ask for feedback from others in small group conversations. Tables will be marked with conversation starters and an assigned moderator will help guide the conversation and keep the session on time.

10:15 AM - 11:30 AM ( 1 hour, 15 minutes )

Roundtable: Training and Enablement

Roundtables will serve as a time where leaders come together to discuss their specific challenges around the track topic and ask for feedback from others in small group conversations. Tables will be marked with conversation starters and an assigned moderator will help guide the conversation and keep the session on time.

10:15 AM - 11:30 AM ( 1 hour, 15 minutes )

Roundtable: Alignment and Cross-Collaboration with Technology

Roundtables will serve as a time where leaders come together to discuss their specific challenges around the track topic and ask for feedback from others in small group conversations. Tables will be marked with conversation starters and an assigned moderator will help guide the conversation and keep the session on time.

10:15 AM - 11:30 AM ( 1 hour, 15 minutes )

Roundtable: Customer Retention & Expansion

Roundtables will serve as a time where leaders come together to discuss their specific challenges around the track topic and ask for feedback from others in small group conversations. Tables will be marked with conversation starters and an assigned moderator will help guide the conversation and keep the session on time.

10:15 AM - 11:30 AM ( 1 hour, 15 minutes )

Roundtable: Digital Buyer Engagement

Roundtables will serve as a time where leaders come together to discuss their specific challenges around the track topic and ask for feedback from others in small group conversations. Tables will be marked with conversation starters and an assigned moderator will help guide the conversation and keep the session on time.