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.
Keynote: | ||
Social, Mobile and the Renaissance of Inside Selling - Thomas Dekle | Details | Download |
Inside selling although not a new idea or business approach is experiencing a surge in value in today's Social and Mobile world. Tom Dekle, IBM VP Marketing, will share his perspective from with IBM on how his team is harnessing the power of Social, Mobile and Inside Selling. |
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General Sessions: | ||
Top Trends Of Our Evolving Profession - Bob Perkins | Details | Download |
AA-ISP Founder and Merrill’s Vice President of Inside Sales, Bob Perkins, will offer his view on the leading trends of Inside Sales as it continues to grow and evolve as a profession. Bob will encourage and inspire attendees to take their own careers to new levels. |
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Predicting the Future of Sales - Dave Elkington | Details | Download |
Learn how recent breakthroughs in predictive analytics and data visualization are changing the future of sales by prioritizing leads in a whole new way. Imagine if your reps knew not only who to contact first, but when and how best to communicate with those prospects. New lead scoring and sorting technology combined with automated, cloud-based communications are making that scenario a reality today. During this session, you will learn how to leverage this amazing new technology to dramatically increase the productivity of your sales team. |
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How Top Sales Teams Leverage LinkedIn for Social Selling - Brett Wallace | Details | Download |
Research by the Corporate Executive Board (CEB) shows that social media engagement is the number one driver of B2B sales rep performance, and a changing buyer landscape ensures that social selling is here to stay. In this session, Brett Wallace, Director of North American Sales for LinkedIn Sales Solutions, will demonstrate how top sales performers are utilizing networking sites such as LinkedIn to increase pipeline and shift away from the dreaded cold call. Find out how your company’s Social Selling Index is calculated””and how your team’s social activity stacks up against your competitors’. |
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Look, Up in the Sky...It's a...Sales Superhero! - Josiane Feigon | Details | Download |
The inside sales hiring frenzy has hit. The competition for A-list inside sales talent, also know as today’s Inside Sales Superheroes, is brutal. Companies are aggressively growing their inside sales organizations– at the rate of 15% per year. And according to Insidesales.com, inside sales is growing at warp speed–300% faster than it’s field counterparts. |
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Persuasive Inquiry - Steve Richard (VorsightBP) | Details | Download |
Research has revealed that the science of professional persuasion can greatly improve the ability of a seller to take a buyer through their journey. Sadly too few sellers know the predictable stages that buyers go through on their way to making decisions. The ability to recognize where a buyer is in their decision process, then ask questions and actively listen, is the difference between successful and mediocre inside sales professionals. During this talk Steve Richard will explore Persuasive Inquiry as an antidote to these challenges. |
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The New Conversation: How to Engage the Modern Customer - Jim Benton | Details | Download |
There is no question that technology has changed the buyer's process. As a result the sales conversation has also evolved into the New Conversation. In this presentation, Jim will explore the four key elements of the New Conversation: data, timing, content and delivery, and explain how sellers can leverage each to engage the modern customer. |
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How to Master Prospecting - 3 Core Prospecting Strategies that Every Sales Person Needs to Succeed - Will Spendlove | Details | Download |
When was the last time you searched and searched for customer data? How long did it take? Having accurate and easily accessible data about your prospects matters. Join Will Spendlove as he offers three key areas that every Sales person needs to master to drive more revenue. |
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Ask An Expert, Ask Your Peers' - Interactive Q & A Panel with Anneke Seley and Special Guests - Anneke Seley | Details | Download |
If you are an AA-ISP member, you are familiar with the online “Ask an Expert” membership benefit. This highly interactive Q&A style panel takes this program live and real time. But in addition to getting “expert” advice, you will also have the chance to ask your questions to the group of other attendees: your peers outside your company. Come with all your burning questions, issues and experiences and be ready to share ideas! |
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Breakout Sessions: | ||
Stop Pitching and Start Solving: Helping Customers Discover What They Really Want - | Details | Download |
We all have favorite questions that we like to ask during a sales call. Maybe some of these will look familiar”¦ ? |
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The Art (and Science) of the Sales Playbook - Dionne Mejer | Details | Download |
Co-presenting with Ralph Barsi, Senior Director of Sales Development, Achievers |
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How to Solve the Biggest Sales Training Problem - Bruce Lewolt | Details | Download |
You have seen the statistics that over 75% percent of sales training programs fail to produce any lasting improvement in sales performance and the rest only produces a small improvement. |
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Global Sales Competencies and Career Framework - Jeff Travis | Details | Download |
Jeff will be sharing the process used to build the Global Sales Competency and Career Framework guides. Will also review content from these interactive guides. Hope to build better understanding around importance of personal development and career management. |
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How to Design and Deliver Captivating Virtual Sales Presentations - | Details | Download |
One of the greatest challenges we face when selling online is being able to effectively engage our audience. Our objective for this presentation is for you to significantly improve your ability to fully engage your prospect when presenting virtually so you can shorten the sales cycle and close more business. |
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Growing Your Sales with LinkedIn - Kurt Shaver | Details | Download |
This session is designed for individual sellers. It provides a practical roadmap for increasing sales through the tactical use of social applications and techniques. Note: this is not a session about how the Marketing department can use social media. It is a session on how salespeople can use tools like LinkedIn and Twitter to generate leads and reach decision makers more effectively. |
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Metrics that Matter - Bob Perkins | Details | Download |
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