AA-ISP Conference Presentation Slides

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

Events

UNITE 2017 October 4th, 2017

All Sessions:
WORKSHOP: Unlocking Seller Advantages Powered by Microsoft Office 365 - Ron De Appolonia Details Download
Buyers have changed more in the past 10 years than in the previous 100. They’re digitally empowered and mobile enabled. Sellers must adapt or be replaced. The facts don't lie. According to Sales Benchmark Index, a sales team has a 56% greater chance to attain quota if they engage digitally.

In this value packed workshop, Amar Sheth will show you how to leverage social selling, Microsoft Office 365 and other technologies to align with the modern buyer. We will teach you specific tactics to:

● Find & socially surround buyers digitally
● Connect, have conversations and build rapport
● Educate with content that drives sales conversations
● Collaborate effectively
● Develop and grow your digital network
● Optimize sales performance

You will also walk out with a prescriptive daily routine you can follow to incorporate digital within your own sales process.

BONUS: All UNITE 2017 Attendees will receive a Microsoft Office 365 Subscription at registration!
Quick Tip from Joy Baldridge! - Joy Baldridge Details Download
Quick Tip from Joy Baldridge! - Joy Baldridge Details Download
A Framework for Building a Rock Star Sales Team - Steve Richard Details Download
There is so much to think about when building and optimizing a sales team.

Wouldn’t it be great if there was a framework for organizing all that ‘can be’ done to prioritize what ‘should be’ done?

Steve Richard will share a 5-step framework as well as tools, templates, and methods that top sales leaders use to drive revenue.

This will be the most concrete session you will ever attend with actions you can implement as soon as you get back to the office.
How to Build a High-Velocity Sales Assembly Line to Mass-Produce Sales - Donald Scherer Details Download
In any industry, there can be only one Marketplace Gorilla. Why? Because traditional approaches to sales operations don't allow hyper-velocity growth. In this session, learn how to transform your sales methodology to increase sales 10X at a lower cost. Donald will dive into the tactics to build a high-velocity sales assembly line, taking the core concepts used in modern manufacturing and applying it to sales. Instead of a sales person that does everything from cold calling to customer success, learn how to build sales specializations, as well as how to use AI and automation tools to optimize and keep your assembly sales line in equilibrium.
Five Easy Methods to Track & Rate Information - Ron Cowan Details Download
It’s not about the tools; there are just too many sales and marketing tools today providing too much data to your Inside Sales teams.

• What started out as a method to research prospects now leads to needless hours spent scrolling through websites and even worse--time wasted typing this data into CRM records.

• You need to guard your Inside Sales reps’ time effectively. They need to be connecting with customers and prospects --not writing diaries about them. But they do need information to help make those connections effective.

There should never be more than five critical points of data that an Inside Sales rep should seek to learn, or document, in their CRM system and call notes.

At this groundbreaking session, you will learn Ron Cowan’s ‘Rules of Five’:

1. How to identify exactly what those five critical data elements should be (and why they are constantly changing)
2. Methods to identify the most up-to-date (and sometimes unconventional) sources of those five critical data points
3. Innovative ways to quickly document this information
4. Ways to quickly score prospects and customers using this information
5. How to identify who NOT to contact and move them aside effectively
Practical Tips to Drive Innovation from the Sales Floor - Chad Nuss Details Download
Sales executives struggle everyday with pushing their Inside Sales organization to try new ideas, experiment and test new approaches. These new ideas can fail or disrupt the natural flow of “what’s working” with their tenured Inside Sales teams. However, as today’s buyer journey is changing, it’s imperative for sales executives to drive innovation in their sales team’s processes, cadence, tech stack, social selling, and many other areas. But how?

It’s simple. All the sales innovation you need is already sitting on the floor, within your four walls, inside your team’s heads. This session will give you practical and easy to implement techniques to gather innovative ideas, test, measure, and validate them, before they are rolled out across the sales team. These techniques are inspired from innovative Inside Sales teams from today’s largest sales organizations. The most successful Inside Sales teams find productive and innovative ways to sell. As a sales leader, you have the opportunity to lab test all your best ideas, deliver real productivity gains, and inspire young leaders to participate in the innovation process. Let’s unlock your Inside Sales team’s innovation and productivity potential, it’s already there, you just need to learn to find it.

Leaders will return to their offices armed with innovation techniques that they can implement on their sales floor right away!
Hello?...Is anybody listening? - Tom Snyder Details Download
Listening is a skill. Many sellers have been taught some type of questioning model, but very few of them have been trained on what to do with a buyer’s answers. Most sellers think of “listening” as an exercise in polite silence. The truth is, listening and building rapport are determined by what a seller says and knowing when to say it.

Mastering these skills equips a seller with the surest, fastest and most useful means of establishing and building rapport. In this breakout session, Tom will share methods to quickly develop rapport with decision makers, derived from the largest field study of seller/buyer interaction ever conducted.
How to Increase Productivity (in Some Cases by Double or More). Get More Opportunities, More Closes, & More Revenue. - Dr. Scott Baird Details Download
Whether you lead a sales team or are an individual sales performer, you will benefit greatly from this presentation.

In this session, you will learn to:

1. Act with greater confidence, speed, and persistence.
2. Outperform competitors.
3. Create a lively sales culture.
4. Discover the magical power of systems to create a positive and optimistic culture that elevates individual and organizational results.
5. Master at least one skill that, when implemented, will immediately increase productivity.
Stop Pitching, Start Solving: Helping Customers Discover What They Really Want - Tim Wackel Details Download
You already have a number of questions that you ask customers during a sales call:

• “Do you have a budget?”
• “When are you looking to make a change?”
• “Who is involved in the decision making process?”
• “What keeps you up at night?” (my all-time favorite)

You may benefit by asking these types of questions, but your prospective customer gains nothing! These conversations typically end with the customer saying “Why don’t you send me some info and then I can get back to you?”

This program will show how to craft questions that ignite emotions, discover motivations and get customers to act. Here is a sample of what you will learn during this jam-packed presentation.

• The #1 obstacle to asking great questions and how to eliminate it
• How to ask hard questions in an easy way
• Tips for creating thought-provoking (not mind-numbing) questions
• How to minimize your addiction to “hopeium”
What Comes First, the Customer or the Revenue? - Dale Zwizinski Details Download
In today’s buying environment, yes "buying environment", organizations are going to have to make a shift on how they interact and their expectations through a customers life cycle. Have you notices that many customers in the SaaS world are “trying” before they are “buying”? In this session, we are going to explore the 3 C’s Formula for increasing your top-line revenue number while creating raving fans for sustainable growth for your organization.

The 3C’s Formula comprises the following elements:
• Culture
• Customer Experience
• Cash

If you are still executing off of YOUR selling process and not at least considering your customer’s buying process than this is a must-join session. Participants will have the following actionable insights from this sessions:

1. Why has selling process become so difficult?
2. How can our organization drive sustainable revenue growth?
3. Where should I start when I am looking to deliver exceptional customer experience?
Feeding Your Digital Network to CREATE Conversations - Phil Gerbyshak Details Download
You’re connected to your ideal customer on LinkedIn, and you’re following them on Twitter and Instagram. Now what do you do? You’ve got to feed your digital network - and create conversations!

Join Phil Gerbyshak for a practical and tactical guide to the why and how of curating content, what you should feed to your network and a demo featuring just a few of the tools that can help you connect to your target audience. A terrific session for all salespeople, and especially so for organizations who don't already have an employee advocacy solution in place.

Key takeaways for participants:
● Why curating content is necessary for sales people today
● How to curate content in a meaningful (and profitable!) way
● What content formats resonates best on each platform
● How to help your marketing team get more email signups - by sharing other people’s content
● Learn several tools you can use to curate content for your digital network
How to Spark Relevant Conversations with Buyers And Close Deals Leveraging Content Powered by Microsoft Office 365 - Ron De Appolonia Details Download
Content is the currency of the modern buyer. If sellers demonstrate that they have information, insights, resources, and networks — that is, real value to add — it’s like a magnet attracting buyers to the sales professional.

In this session, Amar Sheth of Sales for Life will discuss how your sales organization can tackle a tough buyer journey using content from discovery to decision. In addition, we will take a look at the Office 365 products that can help improve your content discovery and sharing process.

You'll learn how to:
1) Empower your sales reps with the right content, at the right moment, for each potential customer
2) Leverage technology to accelerate content creation and distribution
3) Differentiate from the competition by giving your customers a memorable buying experience.
Will Robots Replace Sales Reps? - Bernie Borges Details Download
Empowering your sales team in the age of artificial intelligence!

Artificial Intelligence (AI) and Machine Learning (ML) are rapidly integrating into every aspect of our lives. The software we use daily in sales is no exception ranging from CRM to Account-Based Marketing (ABM) to marketing automation. They are all getting “smarter.”

The customer is demanding a more “Amazon-like” experience, even in the B2B buying journey.

In this session, you'll learn how AI is impacting B2B sales and marketing professionals today, how to leverage it for sales productivity and what to expect in the near future.


Key takeaways for participants:

- A foundational review of artificial intelligence (AI) and machine learning (ML) to set the stage for a closer look at how to harness its potential in the sales profession.

-How AI can be used (really) to build relationships and fill more pipeline through digital selling.

-A look at the current landscape of AI-powered sales/marketing technology products available today.

-A look into the near future to understand the impact of AI on digital selling and how you can leverage it.

-What sales leaders and sales reps should do today to harness AI in their sales strategy.

-Answer the question: Will AI eventually replace sales reps?
Leading your Team to Peak Performance - Dionne Mischler Details Download
With the right infrastructure in place, coaching and reinforcement become the tools of choice for Inside Sales Leaders to get the most out of their teams. With research showing that only about 40% of sales people make their number, what would your world look like if just one more rep made their number? Let’s talk about coaching reps to maximum productivity and performance. What do those conversations look like? How do we constructively share ways a rep can improve? We’ll talk about this and much more.
The 5 Stages of Sales Management - Bob Marsh Details Download
Front line sales managers are typically former top sellers who are learning to manage a team for the first time. Come to this session to learn the 5 stages of sales management, and how to move you and your team forward to Inside Sales management excellence.

These 5 stages include:

• Stage 1 - Initial: Stuck in the dark ages, only focused on closing.
• Stage 2 - Motivate: Spike performance with incentives and stack rankings.
• Stage 3 - Execute: Defined sales KPI's and pipeline standards.
• Stage 4 - Coach: Structured and consistent coaching process.
• Stage 5 - Align: Common language from exec to sales, managing in real-time.
Digital & Social Selling Success: What Top Performing Teams Do To Outperform Their Peers - Ron De Appolonia Details Download
A recent Forrester study found that B2B sellers who embrace digital and social selling are 72% more likely to exceed quotas than their peers who don't. But many companies are still struggling to incorporate digital and social within their sales process.

In this session, Brian Lipp from Sales for Life will review some of the frameworks and key considerations you should take when embedding social and digital. Brian will cover case studies by companies like Sprint, SAS and Juniper Networks, their strategies for success and lessons learned from implementing their social selling programs.

You'll learn:
1) Why digital and social selling should be a strategic initiative at every company
2) The importance of aligning sales, marketing and enablement for modern sales selling initiatives
3) Key tactics on how to approach and measure the success of a digital & social selling program
10 Tips for Inside Sales Success - Ivan Gomez Details Download
In this session, you will learn 10 proven lessons (or tips…) for success in Inside Sales. Whether you are a sales leader or a front line contributor, the 10 tips for Inside Sales success will give you a fresh perspective of actionable tools you can bring and implement in your organization right way. This is a brief compilation of stories along with the lessons learned from years of experience as an Inside Sales leader and practitioner. This session is suitable for all audiences… promise! Managers, leaders and reps will leave with actionable items.

In this breakout, you will:
- Learn lessons from 20 years of experience - summarized on 10 Tips
- Learn how a business plan for Inside Sales Reps can yield high success
- Lessons learned onboarding dozens of SDR/ISRs
- Coach for mind-set
- Learn to identify commitment on your hiring process
- Learn one leadership tip for success as a rep and as a leader
- Learn to create a learning culture within your team

At the end of the session, you will find for yourself how small changes from these lessons can yield incremental results.
Begin with the End in Mind – Streamlining Quality Metrics - Monica Venturella Details Download
It can be a struggle to identify and qualify what metrics you should be tracking to enable an effective and clear trajectory for your team. In the age where you have so much data at your fingertips via sales tech stack, it can be overwhelming to address what’s valuable to track and it’s certainly overwhelming for your team when the metrics don’t align with the top priorities of the role.

Join Monica Venturella for practical insight into streamlining how to effectively decide what to measure while enabling quality assurance.

Key measurement takeaways for participants:
· Identify ways to ensure both a qualitative and quantitative focused approach
· Ensure revenue impact clarity
· Identify ways to ensure sandbag elimination and stretch goal identification
· Plan your attachment strategies – cross selling
· Understand the value of activity measurement – Do you really need it?
· Identify ways to measure what’s promised in the commission plan
Create 3x More Opportunities With Personalized Cold Email Templates - Heather R Morgan Details Download
Are you missing out on opportunities by trying to acquire qualified leads with untargeted mass emails? Most cold emails are deleted before they are ever read, and a few bad emails can cause lasting damage on future revenue. During this session, we share the exact tactics that can triple your positive email response rates in significantly less time.

In this breakout, you will:
• Learn how to use persuasive messaging to create email templates that feel personalized.
• See tested cold email templates and learn the tactics that have generated millions of dollars in sales revenue
• Learn how to architect email campaigns that can help create new opportunities with decision makers
• Develop a scalable Inside Sales strategy to accelerate your company's growth and keep your pipeline full of qualified leads
How to Spark Relevant Conversations with Buyers And Close Deals Leveraging Content Powered by Microsoft Office 365 - Ron De Appolonia Details Download
Content is the currency of the modern buyer. If sellers demonstrate that they have information, insights, resources, and networks — that is, real value to add — it’s like a magnet attracting buyers to the sales professional.

In this session, Amar Sheth of Sales for Life will discuss how your sales organization can tackle a tough buyer journey using content from discovery to decision. In addition, we will take a look at the Office 365 products that can help improve your content discovery and sharing process.

You'll learn how to:
1) Empower your sales reps with the right content, at the right moment, for each potential customer
2) Leverage technology to accelerate content creation and distribution
3) Differentiate from the competition by giving your customers a memorable buying experience.
SPECIAL GUEST: Secret Weapon Selling: How To Have Your Best Year Ever! - Joy Baldridge Details Download
Secret Weapons Selling involves discovering innovative questions, listening intently and strategic aligning to close more sales sooner. Joy Baldridge went out in the field with scores of top sales professionals from a vast variety of industries and compiled insights and tangible takeaways you can immediately use to up your game and have your best year ever! You can achieve more win/win outcomes as a direct result of this presentation. You will learn better ways to question, present, negotiate, and close more lucrative deals. The secret is examining your current sales strategy and incorporating the Golden Nuggets or useful ideas from this energizing and engaging session.