up-skill

your digital team

develop

your story

engage

your customers

September 8th, 2022 | The Westin Waltham Boston, MA


save your seat

Modern sales teams must execute smarter, be more compelling, and articulate the value throughout the entire customer journey to be best in class. salesDistrupted, powered by B2B DecisionLabs, will level-up your leadership and selling skills in a 1-day, research focused event.

together, we will Disrupt Sales by focusing on...

Convert your traditional field and channel sales teams to modern digital selling machines

Upgrade your inside selling teams to execute more complex, solution-based sales cycles

Develop more disruptive, differentiated messages that drive decisions

Deliver more remarkable and memorable presentations and conversations that win

Execute more consistent, persistent digital engagement

Articulate value across the entire customer-deciding journey

Click to view the full agenda
agenda

Thursday, September 8 | 8:00 AM - 9:00 AM

Registration & Expo Open

Thursday, September 8 | 9:00 AM - 9:15 AM

Event Kickoff - Welcome to Sales World 2022

Bob Perkins
Founder & Chairman | AA-ISP

Thursday, September 8 | 9:15 AM - 9:45 AM

[Value Conversation #1] PROSPECTING: Creating Value. Telling a Disruptive “Why Change” Story

Creating more pipeline means convincing prospects they need to change and choose you. Learn how to defeat your number one competitor – status quo bias – with a research-backed messaging framework that helps you and your teams deliver a compelling and distinct point of view.

Doug Hutton
SVP Products | B2B DecisionLabs

Thursday, September 8 | 9:45 AM - 10:15 AM

Roundtable Discussion – Creating Value. Telling a Disruptive “Why Change” Story

Thursday, September 8 | 10:15 AM - 10:30 AM

Research Keynote: Topic TBA

Thursday, September 8 | 10:30 AM - 11:00 AM

Break in the Expo

Thursday, September 8 | 11:00 AM - 11:30 AM

[Value Conversation #2] CLOSING: Elevating Value. Telling a Compelling “Why Now” Story

Closing more business often requires buy-in from business and financial buyers. Learn how to gain access to executive decision-makers and deliver a compelling business impact story that gets them to take action now, not later.

Frank Pinder
Executive Advisor and Researcher | B2B DecisionLabs

Thursday, September 8 | 11:30 AM - 12:00 PM

Roundtable Discussion: Elevating Value. Telling a Compelling “Why Now” Story

Thursday, September 8 | 12:00 PM - 12:15 PM

Research Keynote: Topic TBA

Thursday, September 8 | 12:15 PM - 12:30 PM

Research Keynote: Topic TBA

Thursday, September 8 | 12:30 PM - 1:30 PM

Lunch in the Expo

Thursday, September 8 | 1:30 PM - 2:30 PM

Manager Track: Situational Fluency: Acquisition vs. Expansion Motions

It’s not a one-size-fits-all approach. Make sure your teams are prepared for the differences in buyer psychology with different stories and skills to acquire new customers versus retain and expand existing customers.

Doug Hutton
SVP Products | B2B DecisionLabs

Rep Track: Mastering Remote Presentations

The best story wins. Learn how to create and deliver distinct, winning virtual presentations backed by neuro-scientific studies. See how to grab and keep attention and embed precise memories that drive decisions in your favor.

Dr. Carmen Simon
Chief Science Officer | B2B DecisionLabs

Executive Track: Case Study - Moving from Field Sales to Digital, Inside Sales

Find out how executives at a large, long-standing global industrial company designed, tested and certified a new play for transitioning a significant portion of their traditional branch and local field sales personnel to a modern, digital, inside selling motion.

Frank Pinder
Executive Advisor and Researcher | B2B DecisionLabs

Thursday, September 8 | 2:30 PM - 2:45 PM

Break in the Expo

Thursday, September 8 | 2:45 PM - 3:45 PM

Executive Track: Case Study – Moving from Channel Sales to Digital, Inside Sales

Find out how executives at a large, global medical equipment manufacturer designed, tested and certified a new play for transitioning a significant portion of their indirect channel sales revenue to a modern, digital, and direct inside selling motion.

Frank Pinder
Executive Advisor and Researcher | B2B DecisionLabs

Manager Track: The Right Content Assets and Messaging Improve Prospecting Performance

Two real-world field trials – generating hand-raisers and getting a meeting – examined the content assets and messaging that drive increased performance in multi-touch prospecting cadences.

Doug Hutton
SVP Products | B2B DecisionLabs

Rep Track: Running More Engaging Virtual Meetings

There are lots of opinions about how to make virtual meetings less passive and more interactive. Learn whether certain techniques or technologic capabilities either improve or detract from your customers’ web meeting experience.

Dr. Carmen Simon
Chief Science Officer | B2B DecisionLabs

Thursday, September 8 | 3:45 PM - 4:00 PM

Break in the Expo

Thursday, September 8 | 4:00 PM - 4:30 PM

[Value Conversation #3] NEGOTIATING: Capturing Value. Telling a Differentiated “Why You” Story

Differentiating in a highly competitive market where your buyers perceive you at parity with other alternatives creates pricing pressure. Learn how to create pricing uncertainty while managing the tension of difficult negotiations.

Leslie Talbot
Executive Advisor | B2B DecisionLabs

Thursday, September 8 | 4:30 PM - 5:00 PM

Roundtable Discussion: Capturing Value. Telling a Differentiated “Why You” Story

Thursday, September 8 | 5:00 PM - 5:20 PM

Closing Keynote

Thursday, September 8 | 5:20 PM - 5:30 PM

Closing Remarks

Thursday, September 8 | 5:30 PM - 7:00 PM

Happy Hour with the Sponsors

salesDisrupted FAQ

Who should attend?
Sales professionals & leaders of all levels will find value in attending this event. salesDisrupted is designed to provide you with new skills and ideas based on Research & Testing. This conference won’t teach theory, we are here to disrupt the status quo by focusing on results. Visit the agenda to see all topics, tracks, and research takeaways.
What is the price?
  • Current AA-ISP Members: $395
  • Non-Members: $595
Are team discounts available?
Yes! If 4 or more from your organization plan to attend the event, please contact AA-ISP to receive the best rate possible!
What does my registration include?
All conference content and materials, access to the event networking app, beverages throughout the day, breaks, boxed lunch, as well as Happy Hour drinks and hors d'oeuvres are included with your registration.
Where is the conference?
All sessions will take place at The Westin Waltham located at 70 Third Avenue,Waltham, USA, Massachusetts 02451
I’m traveling to the event, where should I stay?
AA-ISP has a discounted rate at The Westin Waltham. Rooms are available until sold out at the rate of $179 / night plus tax and fees.

To book your room online, please click the button below, or call 888-627-8455 and reference 'AA-ISP'.

BOOK YOUR ROOM

Reserve your room by Friday, August 12th to enjoy the discounted rate!

Which airport should I fly into?
Logan International Airport is approximately 20 miles from The Westin Waltham. Consider Uber or Lyft for quick transfer from the airport to the conference!
Are sponsorship opportunities available?
Yes! Limited sponsorships are available for this event. to learn more!
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