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Pre-Event: Tuesday, April 16th

Tuesday, April 16 | 9:00 AM - 11:45 AM

Pre-Event Workshop: Driving Sales Performance with Goals – a Leader’s Workshop

Florence

A special three-in-one opportunity for Sales Managers and Leaders! This workshop pulls the top takeaways from three award-winning Factor 8 management development courses in an easy-to-digest and hands-on format. Critical for sales leaders at every level, this interactive workshop will teach leaders:
• How to translate big sales numbers into every day action
• How to set goals that inspire
• The right way to manage metrics
• What every level of leader should be talking about and managing to
• Easy formulas to make goals accessible at every level
• Translating goals into performance
• New levers to pull to get more performance from every sales rep
• Tactics for keeping new skills and initiatives alive

Lauren Bailey
Founder & President | Factor 8, #Girls Club
Shelley Cesar
Advisor | Factor 8
Kelly Spencer
Senior Advisor | Factor 8

Pre-Event Workshop: Visionary Leadership - Curating and Sustaining an Elite Organizational Culture

Vienna

BP McCoy is a Marine combat veteran, business executive, wilderness expedition leader, starving PhD student, and author of The Passion of Command: the Moral Imperative of Leadership.

This workshop is for those who want to lead with passion while inspiring their teams to great performance. BP will share lessons from the battlefield, boardroom and remote mountain ranges to help attendees build an energized organization through Clarity, Consistency, and employee Connection.

BP believes leadership is the X-factor, the difference that makes a difference. When your vision is delivered with clarity, consistency and connection, you create belief throughout workforce leading to increased productivity and retention of your best people, and you add value to lives by unlocking the massive potential, initiative and passion of your people.

This is hands-on, introspective, leadership training, attendees will walk away with hard skills they can immediately leverage set an elite culture in their organizations and inspire their workforce…. the biggest competitive advantage a company can have.

Workshop Modules

Module 1: Clarity. It all starts with clarity and refining your company, business unit or personal vision to its most essential elements.

Module 2: Consistency. What is your “say-do” gap? How much daylight is between what you aspire to do and what you actually do. This module helps map and repair those disconnects that derail the best of intentions.

Module 3: Connection. Without genuine connection between the leader and the workforce all else will be sub-optimized. This module will give day-to-day methods to establish that connection through the social energy pathways of empathy, trust and authenticity.

Colonel BP McCoy USMC (Ret.)
Founder | Xiphos Initiatives LLC

Tuesday, April 16 | 11:45 AM - 12:45 AM

Networking Lunch: Full Summit Experience Pass Holders

International Ballroom Foyer

Following the pre-event workshops, Full Summit Experience pass holders are welcome to join a networking lunch prior to the 1:00pm Summit Kickoff.

Day 1: Tuesday, April 16th

Tuesday, April 16 | 1:00 PM - 5:30 PM

General Sessions

Grand Ballroom E

#LS2019 Kickoff

Grand Ballroom E

Welcome to the 2019 Leadership Summit! During this time, we will cover the event agenda, what to expect, additional networking opportunities and more...

Jen Gergen
Director of Operations & Emcee | AA-ISP

Tuesday, April 16 | 1:15 PM - 1:30 PM

Opening Remarks: The Future is Now

Grand Ballroom E

Bob Perkins, AA-ISP Founder and Chairman will take the stage to welcome LS2019 Attendees and set the stage for the next three days of learning, sharing, and networking.

Bob Perkins
Founder & Chairman | AA-ISP

Tuesday, April 16 | 1:30 PM - 1:50 PM

Addressing the Future of Virtual Selling

Grand Ballroom E

Despite being overladed with tasks, salespeople are making a big effort to spend more time connecting with customers and prospects. In an era of constant connectivity, the biggest gains are in time spent connecting virtually. This shifting dynamic coincides with a general trend toward screen time, in general, among salespeople.

Speakers TBA...

Tuesday, April 16 | 1:50 PM - 2:15 PM

Idea Exchange: Stories of Personal Success in Sales & Leadership

Grand Ballroom E

What really defines outstanding Inside Sales leadership? Our conference attendees have the unique opportunity to use the Leadership Summit to springboard their own career advancement. Our panelists will share their personal journeys on how they became true thought leaders and outstanding professionals within our growing community. The audience will have an opportunity ask questions and learn just what it took for them to become successful leaders.

Robert Beattie
Senior Sales Director | Thomson Reuters
Rakhi Voria
Former Chief of Staff | Business Manager to Microsoft Corporate VP of Inside Sales, Debbie Dunnam | Microsoft
Morgan J Ingram
Director of Sales Execution and Evolution | JBarrows LLC
Shabri Lakhani
Director | SL Strategies

Tuesday, April 16 | 2:15 PM - 2:35 PM

The Manager as the Trainer – Balancing Managing and Training Your Sales Reps

Grand Ballroom E

Session details to be announced...

Amit Bendov
CEO | Gong.io

Tuesday, April 16 | 2:35 PM - 2:40 PM

Tips for Navigating the Expo

Grand Ballroom E

Before heading to the first Expo Break, Dianna and Alice will give you a few quick pointers on how to make the most of your Expo Experience!

Dianna Geairn
Co-Founder and Chief Operating Officer | TradeShow Makeover™
Alice Heiman
Co-Founder and Chief Revenue Officer | TradeShow Makeover™

Tuesday, April 16 | 2:40 PM - 3:15 PM

Break in the Expo

Grand Ballroom B

Grab a snack and head into the Expo Area to see the latest tools and technologies live!

Tuesday, April 16 | 3:15 PM - 3:30 PM

Tuesday, April 16 | 3:30 PM - 3:55 PM

Idea Exchange: Research Project - Customer Buying Preferences

Grand Ballroom E

Today's research on sales development has been primarily Sales-focused — based on sales statistics, how should Sales engage with prospects to optimize their success. But, what does the Buyer think? What do they expect from Sales when they engage with you? Are you negatively impacting your success because you’re not engaging with them as they expect you to? AA-ISP and Vanillasoft partnered with the Telfer Business School to conduct the industry’s first-of-its-kind study that focused on the Buyer. During this session, you will learn the very needs and sales engagement preferences as seen from the Buyer’s point-of-view. Learn the specific actions inside sellers need to take to support its "buyer focused" sales engagement process.

Darryl Praill
Chief Marketing Officer | VanillaSoft
Bob Perkins
Founder & Chairman | AA-ISP

Tuesday, April 16 | 3:55 PM - 4:15 AM

Leading A Digital Sales Transformation

Grand Ballroom E

Session details TBA...

Lars Fredrick Wold
Senior Vice President of Sales | DialSource

Tuesday, April 16 | 4:15 PM - 4:40 PM

Idea Exchange: Elements of a Winning Sales Culture

Grand Ballroom E

While most would agree culture is critical to sustaining a high-performing sales organization, few know what the critical areas are of a great organization and how to improve them. Our panel will share their own areas of focus, as well as how they execute around them to ensure they have a motivating, rewarding, and people-centered culture.

Additional speakers TBA...

Bernadette McClelland
CEO | 3 Red Folders
Tom Leidigh
CEO, Founder, Owner | Infinity
John Healy
Vice President | Factor 8

Tuesday, April 16 | 4:40 PM - 5:00 PM

Tool & Tech Demos

Grand Ballroom E

Based on research and our member's feedback, leaders continue to struggle with selecting, implementing, and gaining ROI on technology solutions.

For the first time in Summit history, leading tool and tech providers Salesforce, Gong.io and LinkedIn will take the stage individually to demonstrate how their specific solutions can improve performance and sales execution.

Tuesday, April 16 | 5:00 PM - 5:30 PM

Keynote Presentation: Flashes of Genius - Learning the Art and Science of Creativity

Grand Ballroom E

The standard view of creativity is one of constant brainstorming punctuated by sudden flashes of genius - it is not something you can be intentional or methodical about. This talk will disprove this, explain how flashes of genius actually happen and provide ways any creator can increase their odds of having one.

The talk is based on two years of research for Gannett's upcoming book The Creative Curve (June 2018, Penguin Random House). As part of this, he interviewed dozens of the world's leading creatives such as celebrity chefs, multi-platinum musicians, billionaire entrepreneurs, and fine artists. In addition, he talked to the leading scientists and academics who study the field. Based on this, he found four patterns—The Four Laws of Creative Curve—that all creatives engage in. These laws are not only scientifically valid, but can be followed by any aspiring creative. This talk will give a sneak peek into Gannett's research and an early look at how you can leverage it.


Key Takeaways
1. You will learn the neurological and psychological mechanisms behind flashes of genius
2. How you can learn to have more of these so-called aha moments through the mass consumption of content
3. How famous creators engage in a strategy called “the 20% principle” that is accessible for anyone
4. How imitation provides you with the ability to create ideas that have the right mix of familiarity and novelty.

Allen Gannett
CEO TrackMaven & Author of The Creative Curve | TrackMaven

Tuesday, April 16 | 5:30 PM - 7:00 PM

Happy Hour in the Expo

Grand Ballroom B

Join fellow attendees in the Expo area for a Happy Hour with the Technology and Service Providers. This is a key time to network with your peers and learn about the latest tools for our profession.

Day 2: Wednesday, April 17th

Wednesday, April 17 | 7:00 AM - 8:00 AM

Breakfast in the Expo

Grand Ballroom B

Grab some breakfast in the Expo Area with your peers!

Wednesday, April 17 | 8:00 AM - 12:00 PM

General Sessions

Grand Ballroom E

Morning Kickoff & Announcements

Grand Ballroom E

Jen Gergen
Director of Operations & Emcee | AA-ISP

Wednesday, April 17 | 8:05 AM - 8:30 AM

Idea Exchange: Aligning Your Organization with Technology

Grand Ballroom E

AA-ISP Top Challenges Research continues to place technology near the top of leader's most pressing issues. Our panel will share their own experiences around several topics such as the right tech stack, how to select and implement technology, measuring ROI, sales rep adoption, and future solutions like AI they may be considering.

Additional Speakers TBA...

Kathleen Glass
CEO | Oinkodomeo
Don Erwin
Head of Revenue | Mixmax
Kevin Waterman
Inside Sales Director | Centurylink

Wednesday, April 17 | 8:30 AM - 8:50 AM

Leaving a Lasting Legacy Through Leadership

Grand Ballroom E

EVERY business problem can be solved with great leadership. Over the past five years, Kyle has interviewed leaders who have created a collective $50b in enterprise value (and likely more in the lives of the people they've led).

In this session, Kyle will share all the tips and tricks (little to big) learned from others (and his own mistakes) along the journey, that have allowed SalesLoft to grow from 4 employees in 2014 to over 370 today while scaling revenue 335% in the last two years.

Leadership starts with three simple principles and expands from there:

1. Attracting incredible talent.
2. Inspiring incredible talent.
3. Developing incredible talent.

The environment you create for your organizations and sales teams is critical to achieving this with scale and consistency.

Kyle Porter
CEO | SalesLoft

Wednesday, April 17 | 8:50 AM - 9:15 AM

Idea Exchange: Women in Sales & Leadership

Grand Ballroom E

Research from a variety of sources indicates that women may actually out-perform men when it comes to achieving sales goals. So why is it that the percentage of women in both individual contributor and leadership roles is so far below men?

Last year on our stage, Factor 8 founder Lauren Bailey started a movement to fix this and help more women earn roles in sales leadership called #GirlsClub. But what she learned are lessons every leader can apply in their organization to engage women AND men. LB and a panel of #GirlsClub participants will share surprising insights on how to attract, retain, and promote superstars and help us all build stronger (more diverse) benches of future leaders.

Insights include:
• What will attract more candidates to open positions
• Why failure sells
• The development future sales leaders need
• The role of community & mentorship
• Why people aren’t applying for promotion
• It’s all about confidence – how we’re building it

#GirlsClub Panelists TBA...

Lauren Bailey
Founder & President | Factor 8, #Girls Club

Wednesday, April 17 | 9:15 AM - 9:35 AM

Rehumanize Your Business: How Personal Videos Accelerate Sales and Improve Customer Experience

Grand Ballroom E

Every day your sales team entrusts important and valuable messages to a form of communication that doesn’t build trust, doesn’t differentiate you, and doesn’t improve results. Learn why, how, and when to replace your plain, typed-out text with simple, personal videos. See examples from a salesperson who’s sent 12,000 videos. Learn the cadence and terminology you should use in your videos to get more conversions. Also, get a simple three-part framework that instantly builds trust with your prospects and more!

Stephen Pacinelli
CMO | BombBomb

Wednesday, April 17 | 9:35 AM - 10:00 AM

Idea Exchange: AI Driven Sales

Grand Ballroom E

Artificial Intelligence is coming on strong and many progressive organizations are beginning to harness its power. Yet AI has produced more questions than answers. Our panel will share their own experiences with implementing and using AI while also discussing its challenges and ROI.

Speakers TBA...

Jen Tadin
National Sales Director & Client Experience Director | Arthur J. Gallagher

Wednesday, April 17 | 10:00 AM - 10:05 AM

Tips for Navigating the Expo

Grand Ballroom E

Dianna and Alice come back to share a few quick pointers for making the most of your Expo Experience!

Dianna Geairn
Co-Founder and Chief Operating Officer | TradeShow Makeover™
Alice Heiman
Co-Founder and Chief Revenue Officer | TradeShow Makeover™

Wednesday, April 17 | 10:05 AM - 10:35 AM

Break in the Expo

Grand Ballroom B

Wednesday, April 17 | 10:35 AM - 10:55 AM

Meeting Heightened Expectations for Personalization Without Sacrificing a Human Touch

Grand Ballroom E

Today’s sales landscape is changing. Highly personalized services like Netflix and Amazon are driving customers to expect more from the brands they interact with, including those with B2B sales teams. The next generations, who have especially high expectations for personalization, are gaining influence in the workforce and will make up a substantial percentage of professionals by 2020. They are quicker than other age groups to use new strategies and technologies to achieve explosive pipeline growth and grow revenue opportunities.

It’s more important than ever for sales professionals to earn and maintain trust as consumer skepticism of big brands peaks. Today’s selling landscape comes with heightened consumer expectations and skepticism—without a personalized purchasing experience, you’ll quickly lose buyers’ interest.

Join John Mayhall, Senior Director of Sales Solutions at LinkedIn, and learn how to navigate through this new landscape, including the expectations of today’s B2B decision makers and the modern selling strategies and technologies employed by B2B sales professionals to scale their impact, outperform their peers and close more deals.

Sales and marketing leaders should attend this session to learn:
- How to address the growing expectations for personalization
- Why it’s important to bring the next generation into the sales fold
- What you need to implement a modern selling strategy

John Mayhall
Senior Director of Sales Solutions | LinkedIn Sales Solutions

Wednesday, April 17 | 10:55 AM - 11:20 AM

Tool & Tech Demos

Grand Ballroom E

Based on research and our member's feedback, leaders continue to struggle with selecting, implementing, and gaining ROI on technology solutions.

For the first time in Summit history, leading tool and tech providers Salesloft, DialSource, and BombBomb will take the stage to demonstrate how their specific solutions can improve performance and sales execution.

Wednesday, April 17 | 11:20 AM - 12:00 PM

Keynote Presentation: Build Your Story Playbook - the catalyst to explosive sales growth

Grand Ballroom E

What if your sales team could have an instant advantage over all your competition? What if you could quadruple appointments, shorten sales cycles, and skyrocket profits, all through the application of one powerful technique? If your sales team needs this kind of edge, “Build Your Story Playbook” provides the breakthrough you’ve been looking for. Shift your sales team away from the uncomfortable bulldog tactics of the past, to a new, relaxed, and scientifically proven methodology that consistently multiplies results, guaranteed.

In this Keynote, Matthew presents the science of storytelling as documented by Harvard and Stanford researchers, and explains why story is fundamental to a winning sales process. Attendees will hear about Matthew’s real-life clients – some painfully introverted, some needing to get hyped up on coffee to make the day bearable, some with sales in their DNA and thinking they were already doing everything right. All of them not only lowered their stress around selling and learned to love the process, but also increased closure rates as much as 400 – 1,000%. All it takes is a simple, proven process that Matthew has perfected over the last decade.

1) Learn the exceptional power of story, its use in gaining trust and credibility, and its effectiveness at sidestepping objections.
2) Uncover the secret to crafting laser-sharp true stories that make prospects say, “I want that!”
3) Discover the secret to creating your sales department’s story playbook, rapidly reducing sales cycles, increasing closure rates, creating a sales culture of teamwork and excitement, and instantly making both your new and seasoned salespeople more effective.

KEY TAKEAWAYS
- Discover a step-by-step process for creating true client stories that will 4-10x your sales team’s results
- Learn how to implement your new strategy with new-hire induction to drastically reduce the cost of training and onboarding, getting your team more productive, faster
- Develop a culture that attracts and retains the best and brightest
- Say goodbye to the high-pressure, high-stress environment, and hello to easier closes and a lot more money

Matthew Pollard
Author, Speaker, Coach, Consultant | Rapid Growth Coach LLC

Wednesday, April 17 | 12:00 PM - 1:15 PM

Lunch

Grand Ballroom E

Sit down with your lunch and enjoy discussing with fellow attendees your shared challenges and experiences, and what you've learned at the Summit so far!

Wednesday, April 17 | 1:15 PM - 2:15 PM

Breakout Workshops - 1-Hour Sessions

Various Rooms - See Agenda for Your Room Name

During this 1-hour track attendees will have the opportunity to personalize their Summit experience by choosing from a variety of hands-on workshop sessions.

Idea Exchange: Compensation Planning (Structure & Setting Quotas)

Heathrow

Details and Speakers TBA...

Dionne Mischler
CEO & Founder | Inside Sales by Design

Building Processes around Hiring and Prospecting to Help Teams Scale

Florence

Session details TBA...

Gary Smyth
Director, Inside Sales | Informatica

Can You See Me Now? - Body Language Techniques To Take Your Phone and Video Calls To The Next Level

Vienna

In this session, you'll learn to apply the science of body language for both phone-to-phone calls, as well as video-to-video calls.

- Improve your confidence before the call
- Establish trust in seconds
- Develop better connection with clients and prospects
- Maximize the effectiveness of phone calls and video calls

Leo Cardenas
Body Language Speaker & Trainer | Lay-O, LLC

Creating a Story Playbook

Paris

Session details TBA...

Matthew Pollard
Author, Speaker, Coach, Consultant | Rapid Growth Coach LLC

You Suck at Playing Hardball: How to Win Using Hard-Nosed Negotiation Tactics: Part I

DaVinci

In every negotiation, there’s always a buyer and seller. To be a competitive sales negotiator, you need to first be prepared, skilled and strategic. This session will provide actionable advice to sales professionals who want to know how to tactfully play the game of negotiation. Having price conversations with your buyers will seem less daunting after you learn how to get a bigger slice of the proverbial pie as well as countertactics to protect the slices you already have.
You’ll get insights on:
• Planning and preparation for negotiation.
• What steps you must take before talking numbers.
• How to determine whether you should be offering up discounts.
• A hands-on negotiation simulation with a personalized critique from expert Tony Perzow, a buyer and seller of some of the world’s largest closeouts.

Tony Perzow
Founder and CEO | You Suck At Negotiating

You’re In Business to Do Business: What Attendees Can Do at a Summit to Grow their Business

Narita

Summits, conferences, and trade shows create marketplaces with unique opportunities for professionals who know how to capitalize on them. Doing so requires a specific mindset and skill set that we teach with our proven CREATE•DOMINATE•GENERATE process. Summit attendees enjoy dramatically improved ROI from applying our process.

In this session, you’ll discover how to:
• Create a winning strategy to meet people who will help you achieve business growth objectives.
• Dominate at the event by creating memorable experiences for those you meet.
• Generate desired outcomes by turning connections into meaningful relationships or new business.

Who should attend:
• Sales or business development professionals who attend events where their ideal customers aggregate.
• Sales managers who train inside teams to set sales meetings before, during, and after the event.
• Business owners seeking to improve financial results from the conferences, summits, and trade shows their company attends.

Dianna Geairn
Co-Founder and Chief Operating Officer | TradeShow Makeover™
Alice Heiman
Co-Founder and Chief Revenue Officer | TradeShow Makeover™

Pay It Forward: Developing Sales Accountability That Scales With Revenue Targets

Malpensa

There has never been more transparency in society with the rise of social media, etc. Customers are asking for transparency. How can transparency change marketing and selling? Learn how cutting edge sales teams are leveraging ‘conversation visibility’ to transform their sales effectiveness, customer experience, and consistency.

In this fast-paced session, you will learn how to:

1. Experience what your prospects and customers experience through their eyes and ears
2. See that reps adhere to the sales process
3. Listen to and share the ‘voice of the customer’ between sales and marketing with ease
4. Reinforce your sales training methodology so it sticks
5. Create a culture where accountability is a two-way street
6. Harness the power of transparency to change everything about your company

Steve Richard
Chief Evangelist | ExecVision

Wednesday, April 17 | 2:30 PM - 3:15 PM

Breakout Session 2

Various Rooms - See Agenda for Your Room Name

During this 45-minute track, attendees will have the opportunity to personalize their Summit experience by choosing from a variety of breakout, smaller-group sessions.

Idea Exchange: Leading & Scaling Large/Enterprise Organizations

Heathrow

With today's explosive growth, more companies are fitting into a large or even enterprise category in terms of the number of Inside Sales reps they deploy. There are many critical factors when leading an Inside Sales organization with several hundred seats. Hear from panelists who will share their experiences around massive change, growth, technology adoption, leadership development, large-scale hiring, retention, globalization, culture and many more.

Additional Speakers TBA...

Kurt Shaver
Chief Sales Officer & Co-Founder | Vengreso
Tony Pante
Global Vice President, COO - Commercial Sales | SAP

High Velocity Sales: The Future of Inside Sales

Vienna

Technology questions dominate sales teams' growth plans, and planning for the future can be daunting. But, inside sales is growing 15X faster than "traditional," outside sales organizations. It's the fastest, most effective sales strategy for growing your company's business. Join us to hear about successful inside sales strategies and the tools Salesforce is building to help you succeed in this space.

Speaker TBA...

From Coaching To KPIs: How Metric-Driven Sales Teams Create Winning Cultures

London

These days, it seems like every sales publication has *at least* one article about “culture”, but what does “building a culture” actually mean? Better yet, how does a busy, stretched-thin sales manager in a high-pressure environment intend to create and shift culture while making sure everyone hits the big numbers?

Successful, modern sales leaders have figured out that “building a culture” really means measurable coaching programs, team-wide visibility, strategic competitions and celebrating wins are a highly valued centerpiece of their organizations. Not-so-coincidentally, these managers are leading the pack when it comes to building healthy pipeline, consistently hitting numbers and reducing employee churn while also increasing quota attainment.

Join this session to learn how to use real-time data to make lasting, incremental management decisions that will move the needle and motivate your reps like never before.

Brian Trautschold
COO | Ambition Inc.

Fear Is Your #1 Limiting Factor to Growth: How to Cultivate a Fearless Team

Paris

Fear is standing between your team and success. Ignoring common fears like failure and judgment hinder your team’s ability to think clearly, analyze, and close the deal effectively. Kristy Ellington, a 10-year sales and marketing veteran who has closed 7-figure deals with clients like Hilton, Amazon, and Target, will identify the common fears facing sellers today and how you can create a safe space for your teams to thrive, helping them turn their fears into powerful confidence.

Kristy Ellington
Owner, Speaker, Coach, Consultant | Ellington Consulting

You Suck at Playing Hardball: How to Win Using Hard-Nosed Negotiation Tactics: Part II

DaVinci

To win at negotiation, you need to know how to play the game of negotiation. What are the best and most widely used tactics? This session will offer actionable advice to sales professionals who want to know how to tactfully play – and win – the game of negotiation. Having price conversations with your buyers will seem less daunting after you learn how to get a bigger slice of the proverbial pie as well as countertactics to protect the slices you already have.
You’ll get insights on:
• The best negotiation tactics and countermeasures your company can use to maximize profits.
• How to protect yourself from manipulative tactics.
• How to be tougher without impacting relationships in a negative way.

Tony Perzow
Founder and CEO | You Suck At Negotiating

What Separates Market-leading Sales Teams from the Rest

Narita

Session details TBA...

Chris Orlob
Senior Director, Product Marketing | Gong.io

Discover Your Breakthrough: Connecting Strategy and Scripting to Drive Your Sales Pipeline

Malpensa

There’s a vital relationship between company strategy and sales messaging that’s crucial to filling your pipeline with high-potential opportunities. The first words spoken to your ideal prospects are the key to building a strong pipeline; yet the choice of these words is usually left up to either junior sales reps or a marketing committee. Your strategy deserves a carefully crafted sales script that leads directly to a steady flow of meetings with qualified prospects.

In this workshop, you’ll develop this all-important core-message, condensed to one succinct “breakthrough” sentence, embedded in a scripting structure designed for the toughest conversations: cold calls. And you’ll learn how to apply this breakthrough script to achieve immediate and sustainable success by avoiding the four potential failure points of every first sales conversation.

The goal of this workshop is simple: to arm you with a sales weapon that works in every targeted conversation to turn strategic intent into predictable results.

Chris Beall
CEO | ConnectAndSell

Wednesday, April 17 | 3:15 PM - 4:15 PM

Break in the Expo

Grand Ballroom B

Wednesday, April 17 | 4:15 PM - 5:00 PM

Breakout Session 3

Various Rooms - See Agenda for Your Room Name

During this 45-minute track, attendees will have the opportunity to personalize their Summit experience by choosing from a variety of breakout, smaller-group sessions.

Idea Exchange: Best Practices for Distribution Inside Sales Teams

Heathrow

Channel, distribution, and the entire supply chain continues to grow with respect to Inside Sales driving customer engagement and sales. Selling indirectly has its own challenges which can vary somewhat from a traditional direct-selling model. Our panelists will explore both the challenges and also proven best practices around implementing and executing an effective indirect Inside Sales model.

Speakers TBA...

Ed Porter
Chief Revenue Officer | Smart Harbor
Lisa Hubbard
Vice President Digital Sales and Marketing | Premier Safety

The Truth About Sales Cadences – What Millions of Data Points Tell Us About Engaging Prospects

Vienna

Session details TBA...

Gabe Larsen
VP of Marketing | InsideSales.com

Digital Transformation & The Sales Department

London

Session details TBA...

Matthew Kinkaid
Director of Sales | Brandcast

How Coaching Impacts Win Rates - What AI Learned from 50 Companies that Grew >100% in FY18

DaVinci

Your entire sales cycle is dependent on conversations. What reps say on cold calls or meetings determines conversion rates from MQLs to SALs to Opportunities to Close Won Deals and renewals. In this world, are sales managers and leaders adopting the right coaching techniques?

6 Chorus data scientists (each a PHD) took apart billions of data sets from >4 million sales conversations - from cold calls, to discovery meetings, product demos, and late stage calls - to identify what makes some sales teams more successful than others.

In this session, Roy Raanani, CEO and co-founder of Chorus.ai will walk you through a data-driven story of what the team discovered. He will walk you through best practices in coaching and data-based decision making adopted by high-growth companies.

Roy Raanani
CEO & Co-Founder | Chorus.ai

The No BS, Straight-Up, Super-Amazing-Starting-From-Zero, Social-Selling Workshop

Narita

We’re going to pretend that everyone in this session has no following online, no brand recognition, and doesn’t have a double-digit response rate from their prospects. Ryan O’Hara will go into how he is are to generate over 50+ meetings a month combining social selling, individual branding, content, cold calling, and cold emailing. Whether you run a sales team, or are a prospector, bring your notebooks. Your path to world domination starts here.

Ryan O'Hara
VP of Marketing/Growth | LeadIQ

Finding Hidden Gems in Your Candidate Pool

Malpensa

Sometimes the best person for the job doesn’t have the best resume. Learn how to spot those diamonds in the rough using predictive insights that signal potential. This session will help you expand your candidate pool by identifying the top talent that could be hiding right under your nose.

This session will help sales leaders:

• Maximize current applicant pools
• Learn how to identify the key signs of potential in candidates
• Spot transferable skills that pay off in sales
• Design onboarding and training programs that transform inexperienced salespeople into seasoned pros

Amyra Rand
Vice President of Sales & Strategic Partnerships | Criteria Corp

Wednesday, April 17 | 6:00 PM - 10:00 PM

Awards Gala & After Party

Grand Ballroom E

Join the AA-ISP for the annual Awards presentation with a dinner and after party to follow! This is an event you won't want to miss.

More details TBA...

Day 3: Thursday, April 18th

Thursday, April 18 | 7:30 AM - 8:30 AM

Breakfast in the Expo

Grand Ballroom B

Thursday, April 18 | 8:30 AM - 9:15 AM

Breakout Session 4

Various Rooms - See Agenda for Your Room Name

During this 45-minute track, attendees will have the opportunity to personalize their Summit experience by choosing from a variety of breakout, smaller-group sessions.

Idea Exchange: Pre-Sales/Role Specialization

Heathrow

As Inside Sales continues to raise the bar on their ability to sell more complex solutions, the need for technical sales support has become more and more important. Our panelists will explore the importance of the "pre-sales engineer" role while sharing some best practices around how they support and otherwise assist Inside Sales with achieving their revenue targets.

Speakers TBA...

Mark Burgener
Sales Manager | Zoho Corporation

Idea Exchange: Gamification

Vienna

In a recent AA-ISP survey, 46% of its member organization report the use of gamification. Our panel will discuss what gamification is and why it is important. They will also share their own as well the audience's experiences on how gamification has helped to motivate teams and individuals in achieving their sales goals.

Additional Speakers TBA...

Alice Coatalem
Founder | AL.IS Expertise

Salesforce on Salesforce: Inside Sales and Technology

London

Salesforce has a streamlined inside sales organization, with hundreds of reps across our global offices. Together, they form a well-trained, well-run, well-oiled selling machine that’s key for company growth. Learn how we set up our teams for success and how we’re building solutions to contribute to that success.

Speaker TBA...

Breakout Session: Planning Tips

Paris

Session speaker and details TBA...

Aligning Sales, Marketing, & Success Teams

DaVinci

How creating a free flow of communication between teams can encourage data-driven conversation, reduce churn, and increase conversion rates.

Further session details to be announced...

Kyle Racki
CEO / Co-Founder | Proposify

You Can’t Teach People to Sell By Teaching People to Sell

Narita

Up to 85% of success in selling is rooted in beliefs, attitudes, emotions and feelings. Yet very few organizations consider themselves very effective at developing these attributes
in their people. Most sales training fails to take these critical factors into account, and as a result, most sales training ultimately fails the people (and the organizations) it’s supposed to be helping.

Your people may be hitting things like their call metrics, but not their sales goals. So just have them make more calls?! No, get to the real root of the problem. It’s typically not a skill problem, it’s a will issue.

Why do so many salespeople with similar skills sets, experience levels and training perform at such different levels? What actually causes your salespeople’s success? Salespeople have to feel comfortable and confident that they are uncovering and filling needs and adding value for customers. And if they don’t feel like they’re doing that, they’re not going to ask the questions that turn into business opportunities.

This highly interactive session will explore practical, proven ways sales leaders and training teams can influence the critical behaviors, attitudes and beliefs that lead to higher levels of productivity and better bottom-line results. Attendees will learn:

• The 5 critical dimensions of sales success
• 3 critical conversations that will determine the success of the salespeople, sales team and (ultimately) the organization
• ‘Skill and Will’ training principles that impact the emotional issues of selling
• What research says about the gap in performance between organizations that effectively coach their salespeople and managers and lagging firms which are ineffective and do not provide their managers with coaching

Attendees will also receive a related eBook, You Can’t Teach People to Sell By Teaching People to Sell.

Mike Esterday
CEO and Partner | Integrity Solutions

3 Ways Sales Leaders Can Supercharge Their Teams

Malpensa

In this session, you will hear about three critical areas where sales leaders can improve reps’ performance - motivating prospecting activity, engaging individual reps, and mentoring/coaching reps around fundamental behaviors. For each topic, we will share examples and some best practices in a “good-better-best” fashion, so that organizations of any level of expertise can take action immediately to improve their game.

David Leinweber
CEO | LevelEleven

Thursday, April 18 | 9:15 AM - 10:00 AM

Break in the Expo

Grand Ballroom B

Grab a coffee in the Expo and visit with the Technology and Service providers for the last time!

Thursday, April 18 | 10:00 AM - 10:45 AM

Breakout Session 5

Various Rooms - See Agenda for Your Room Name

During this 45-minute track, attendees will have the opportunity to personalize their Summit experience by choosing from a variety of breakout, smaller-group sessions.

Idea Exchange: Career Progression

Heathrow

Today's sales professionals are eager for continual development with an eye on moving their careers forward. Our panelists will share their experiences around best practices in career pathing along with ideas on how to help reps prepare for the next step in their careers.

Additional speakers TBA...

Lisa Hubbard
Vice President Digital Sales and Marketing | Premier Safety
Brent Hansard
Enterprise Business Development Executive | DeVry University
Gabe Villamizar
Global Sales Evangelist | Lucidchart

Transform Your Sales Organization to Scale Success

Florence

To scale sales success, organizations need to consider not only the sales organization, but also how sales collaborates with marketing and how both teams are supported with enablement and technology. This session outlines a step-by-step approach to modernize sales by leveraging investments in operational systems and incrementally improving customer-facing experiences, organizational priorities and investments, collaboration between sales and marketing, and sales enablement.

Breakout Session: TBA

Vienna

Session details TBA...

Brandon Bornancin
CEO | Seamless.ai

Sales is Not a One-Size-‘Fits-All’ Kind of Job

London

Selling is a specialized profession which requires more than years on paper to be successful. Know what behaviors are the right fit for your company. AI/Machine Learning when combined with Behavioral Science and Sales Performance Data formulate a role-specific model to develop, define and grow top-performing Sales Teams.

In this session, we will talk about:

• the effects of BIAS in the workplace and the outcome it has on growing a successful team
• how to improve diversity when unconscious biases are removed
• how AI/Machine learning can out ‘process’ the human brain
• aligning sales-rep strengths with the right sales role
• how training is having little effect on quota attainment and what can be done to change that

Jay Greaves
VP Growth | Aptology

3 Tactical Ways to Triple Your Teams Conversations – No Tools Required

Paris

Join John Healy and Lauren Bailey from Factor 8 as they get hands on and share three things your team can do right now to improve the number and quality of the conversations they have every day. Regardless of what tools you use or methodology you subscribe to, these practical tips will immediately improve results. Listen to actual customer calls (YIKES!) and get the hacks your team needs to build their skills and confidence.

John Healy
Vice President | Factor 8
Lauren Bailey
Founder & President | Factor 8, #Girls Club

Automation: It's for more than just sequences

DaVinci

Join this breakout for a session detailing:

-How automation helps lean sales teams
-How automation helps you learn to scale your team
-The importance of data for automation
-How to build automation without sacrificing personalization

JP Bertram
Head of Marketing | Rolepoint

Maximizing Team Success With A Peak Performance Mindset

Narita

During this session, we will discuss ways to maximize your teams success by changing your mindset to one that focuses on performance. In addition to ample Q&A time we will cover ways to:

- Gain perspective on the importance on evaluating mindset and hiring decisions
- How to elevate performance and grow revenue
- Learn to power through challenges and limiting beliefs to springboard your success
- Discover the importance your teams bigger why
- Learn how to engage in a growth mindset

Jamie Crosbie
Founder/CEO | ProActivate LLC

The Business of Connection - Rehumanizing Sales

Malpensa

What’s next? The Future of Work tells us jobs today won’t be here tomorrow, skills needed yesterday are gone forever and algorithms will hold the key to our superpowers in the future.

So, how do we elevate our leadership skills to navigate this era of change? How do we amplify the human skills critical to bringing real connection back to business? How do we navigate this 'connection' economy we are now in, and still product the results that matter the most?

This session is a must-attend for managers, supervisors, business owners and sales leaders.

TESTIMONIAL
"Loved, loved, loved Bernadette’s presentation. Powerful, fresh content. Filled with real-life examples. Delivered with flair and humility. Focused on what the audience really needs." ~ Jill Konrath | Keynote speaker, Sales strategist, and bestselling author of 4 sales books

Bernadette McClelland
CEO | 3 Red Folders

Thursday, April 18 | 11:00 AM - 11:45 AM

Breakout Session 6

Various Rooms - See Agenda for Your Room Name

During this 45-minute track, attendees will have the opportunity to personalize their Summit experience by choosing from a variety of breakout, smaller-group sessions.

Idea Exchange: CSI-ing Metrics (Coaching with Metrics)

Heathrow

Metrics still remain a mystery in many organizations. As the Inside Sales profession has evolved, so has what gets measured and actually used. Our panel will have a discussion with the audience around what should get measured and why. An often controversial topic, this session is sure to evoke some debate around which metrics should stay and which should go.

Additional Speakers TBA...

Adria Jefferies
Metrics and Team Building Specialist | Inside Sales Consultant
Ed Porter
Chief Revenue Officer | Smart Harbor

Are You a Cultural Fit?

Florence

What is Cultural Fit?

In this session, we will break down a few different meanings of culture and whose responsibility it is to ensure or maintain the culture of a company or team. How do you get the most from your sales teams? We will discuss four areas to create a sustainable culture from the interview process to accountability and autonomy. Come prepared for some hands-on activities and an open discussion about organizational culture or a preferred working environment.

Paula White
Director, Inside Sales | Bound Tree Medical

Best Practices for Distribution Sales

Vienna

Session details TBA...

How to Build a Bootcamp Structure for Faster Ramp Up & Sales Effectiveness

London

During this session, Shabri will talk through the importance and best practice of a structured onboarding program. This session will help you reduce onboarding time by implementing your own bootcamp structure for effectiveness.

Shabri Lakhani
Director | SL Strategies

Enablement Architecture: Building out the Enablement Function

Paris

At OnDeck, the Enablement team are key stakeholders across all of the teams that impact the customer experience. This session will focus on one approach to build and scale the enablement function at your company. The blueprint we will examine is the structure of Enablement Technology, Analytics, and Effectiveness and their impact on the revenue team (and beyond).

Chad Dyar
Director of Enablement | OnDeck

Check back often as session details are added daily!

VIEW ALL SPEAKERS

Awards Gala and Party

All attendees are encouraged to join us for the Awards Gala & Party on Wednesday, April 17th. A short awards ceremony will honor the winners of the 2019 Inside Sales Awards before a dinner, networking, and live band ending the night. More details to come.

Gala Attire: Most attendees will dress in cocktail attire for this event. We encourage you to be comfortable and remember that room temperatures may vary! Reach out with any specific questions.

Ready to join us?

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