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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

AA-ISP Inside Sales 2015 - Boston September 10th, 2015

Keynote:
THINK BIG, ACT BIGGER - The Rewards of Being Relentless! - Jeffrey Hayzlett Details Download
Thinking big and acting bigger is all about action and attitude: being fearless and bold – willing to put oneself out there, steamrolling obstacles, ignoring perceived boundaries, and even being a little irrational.

Jeffrey Hayzlett, Primetime TV and Radio Host and Chairman of the C-Suite Network, will be bringing his years of selling in the C-Suite to AA-ISP for this energizing keynote presentation. Specifically, how to match selling styles to buyers by using personalities and key behaviors. Learn to recognize the styles to meet and exceed greater close ratios. Hayzlett motivates audiences to "Think Big" and "Act Bigger" by addressing key questions and guiding them through to breakthrough answers to drive sales.
General Sessions:
Sales in the Cloud: The High Velocity Inside Sales Model - Ken Krogue Details Download
*Mick Hollison filled in for Ken Krogue in Boston.

Inside sales is growing three times faster than traditional sales. Ken Krogue*, Founder, President, & Chief Strategy Officer of InsideSales.com, will share four trends that have forever changed selling.
Get Competitive: How to Thrive in Modern Sales - Matthew Bellows Details Download
Sales is changing at warp speed””which means the salesperson’s job is too. We’re dealing with a new kind of customer, sales cycle, in addition to other digital-age challenges. Find out what it takes to be the most effective “modern salesperson” with Matthew Bellows, CEO of prescriptive sales company Yesware.
Sales Productivity: The Silent Killer - Tawheed Kader (TK) Details Download
TK, Founder & CEO of ToutApp, and his team draw on the work they do with the top sales teams across multiple verticals. What's the one thing that they've found differentiates top performing sales teams from the ones that fall behind? The sales teams that work together, that collaborate, and that share information outperform the others. In this session, TK will talk about the top 5 things that silently kill rep productivity and why it matters to sales managers.
Performance and Compliance - Tom Miller Details Download
Obtaining stellar performance from your Inside Sales Team can be a formidable task – especially while ensuring compliance with the latest legislative criteria for wireless calling, automated dialing, and other regulations. Reinforcing your sales people with compliance-ready communication tools and tactics is an essential element of a successful sales campaign in today’s regulatory-heavy environment. Tom Miller, Vice President at Noble Systems, leads a discussion on compliance strategies for Inside Sales professionals that will explore how your organization can manage compliance while sustaining a high level of performance.
18 Time Hacks to Close More Deals - Josh Evans Details Download
If time is money, then we should spend as much time as possible selling to qualified prospects. Makes sense, right? Unfortunately, several research studies have shown that the average salesperson spends less than 35% of their time selling. Just think of what increasing the time spent selling (even by 10%) could do to our revenues.

Join us for a “Sales Time Hacks” session with the SVP of Sales at Velocify, Josh Evans, and CEO & Sales Strategist of Score More Sales, Lori Richardson.

You’ll learn:
• How to better guard your time
• How to focus on activities that drive revenue
• What routine tasks you should consider automating

Speakers:
Josh Evans
Sales Vice President
Velocify

Lori Richardson
CEO & Sales Strategist
Score More Sales

Open Interactive Forum: The Largest Inside Sales Town Hall Ever! - Steve Richard (VorsightBP) Details Download
Steve Richard, Founder at VorsightBP joins Trish Bertuzzi, President & Chief Strategist for the Bridge Group in a highly interactive, open-forum session.

Do you want to receive great information: good! Do you want to share great information: better! This is an opportunity to come together and share our tribal knowledge.

This discussion will cover the following topics:

-Hiring
-Onboarding
-Sales Tool Fatigue
-Management vs. Micromanagement
-Process Adoption

...and”¦whatever else you want! Bring the questions and ideas YOU want to share. You will walk out of the room energized and full of easy-to-implement ideas.

See you there!
The Top Sales Hacks of 2015 - Chad Burmeister Details Download
In this session, Chad Burmeister, Author of SalesHack, and Top 25 AA-ISP Inside Sales Professional 6 years in a row, will share the top 10 sales hacks of 2015 from newly launched book – Sales Hack.

A few of the sales hacks that Chad will share include:

-The Outsourced Social Selling Hack
-The Race to Zero Hack
-The Dormant Leads Hack (otherwise known as the “unmatched socks” hack).

Twitter handle: @SalesHack
How to Run Your Sales Team Like a Data Scientist - Steve McKenzie Details Download
Everyone has an opinion when it comes to B2B sales. And while these opinions are often valid and may prove to be correct, they’re still just opinions. Any idea that’s not backed up by solid data is an educated guess - not a fact. In this session, Steve McKenzie, VP of Sales with InsightSquared, will discuss the importance of having an objective, metrics-based approach to sales management. Attendees will learn how to build consistent, data-driven sales processes, how to prioritize objective data over subjective opinions, and how to consistently integrate data into pipeline reviews and forecasting meetings in order to garner respect and trust as a leader (and to keep your sales people honest). After all, it’s only logical: data beats opinions in every instance, including on your sales team.
18 Time Hacks to Close More Deals - Lori Richardson Details Download
If time is money, then we should spend as much time as possible selling to qualified prospects. Makes sense, right? Unfortunately, several research studies have shown that the average salesperson spends less than 35% of their time selling. Just think of what increasing the time spent selling (even by 10%) could do to our revenues.

Join us for a “Sales Time Hacks” session with the SVP of Sales at Velocify, Josh Evans, and CEO & Sales Strategist of Score More Sales, Lori Richardson.

You’ll learn:
• How to better guard your time
• How to focus on activities that drive revenue
• What routine tasks you should consider automating

Speakers:
Josh Evans
Sales Vice President
Velocify

Lori Richardson
CEO & Sales Strategist
Score More Sales

Open Interactive Forum: The Largest Inside Sales Town Hall Ever! - Trish Bertuzzi Details Download
Steve Richard, Founder at VorsightBP joins Trish Bertuzzi, President & Chief Strategist for the Bridge Group in a highly interactive, open-forum session.

Do you want to receive great information: good! Do you want to share great information: better! This is an opportunity to come together and share our tribal knowledge.

This discussion will cover the following topics:

-Hiring
-Onboarding
-Sales Tool Fatigue
-Management vs. Micromanagement
-Process Adoption

...and”¦whatever else you want! Bring the questions and ideas YOU want to share. You will walk out of the room energized and full of easy-to-implement ideas.

See you there!
Breakout Sessions:
6 Email Tips and Templates for Scaling Personalization - Mark Kosoglow Details Download
Personalization and scale are contradictory ideas, right? Not exactly.

In this session, Mark Kosoglow, VP of Sales for Outreach, will show you how to measure your time (and the metrics to use) to make decisions about where your greatest return will be when creating email templates and incorporating personalization.
Coaching for Success - Dave Kurlan Details Download
In just 30 minutes, Dave Kurlan, Founder and CEO of Kurlan & Associates, will dazzle you with a few of his coaching secrets so that you can begin to have a real impact when coaching your inside salespeople.

The session includes:

• What to Listen for
• When to Interrupt
• What to Ask
• What to Say
• What to Expect
• How to Start
• How to End
• How to Differentiate Between Cause and Effect
• How to Get to a Meaningful Lesson Learned
• Finishing with an Action Plan
How Your Voice can Make or Break the Sale - Nancy Munro Details Download
Once you get past the gatekeeper, email blocks and voicemail jail and actually get to speak to a customer, what percentage of the time does your conversation go the way you want it to? Just the sound of your voice can impact a customer’s reaction as to whether or not they trust you, feel you are knowledgeable and are excited about what you are doing. In this session, Nancy Munro, KnowledgeShift Founder & CEO, will share several examples and pull volunteers from the audience to demonstrate how your voice sound and content influences your outcome.
The Sales Stack: What You Need Right Now to Triple Qualified Appointments - Sean Kester Details Download
The sales development team is the biggest innovation to happen to the sales process over the last decade, and the emergence of a technology stack specifically for this function is now mission critical. By integrating a robust technology stack, SDR teams can focus on driving performance, revenue and setting qualified appointments.

In this presentation, SalesLoft Head of Product, Sean Kester will share insight into building the ultimate sales stack for your SDR team. Know how to source real-time, accurate data, and how to increase quality touches using phone, email and social solutions.
The New Type of Data Driving Today's Top Sales Teams - Jamie Schneiderman Details Download
Great sales leaders know their numbers. They distill massive amounts of customer and sales activity data to make powerful decisions.

The best amongst them are now using a new type of data, performance insights, which shows them why their top performers are winning. They're using this WHY data to drive new levels of team performance.

Discover how today's sales leaders are uncovering and leveraging WHY data to:

• Dramatically reduce the time it takes to find other top performers
• Identify the hot buttons to take each rep to the next level
• Know instantly which role each person will thrive in

In this session, Jamie Schneiderman, CEO of ClearFit, the leader in performance insights, will explore how you can combine WHAT data with WHY data to dramatically improve the performance and results of your sales team.
Gateway Drugs: The Real Journey from Prospect to Addict - Jared Fuller Details Download
Author & Entrepreneur Jared Fuller has trained hundreds of sales professionals and teams on creating addiction using what he calls 'The Six Gateways of Selling'. Today's great leaders agree that sales is no longer an art. It's a science. But with the influx of all that sales data, metrics, and new tools, it's easy to get distracted by the noise. When you implement The Six Gateways of Selling, the fog lifts, and you can map that data to the only thing that matters: How to improve the conversion through each gateway, from prospect to addicted customer.
Move That Needle! How to Own Each Step of Your Sales Cycle - Peter J. Weyman Details Download
In order to drive more revenue for your organization, with time being a sales team’s worst enemy, you need to own each stage of the sales cycle.

Join Peter Weyman, VP of Sales at ZoomInfo, to learn how to:

• Target accounts with similar characteristics to your ideal buyer persona profiles
• Use different techniques to make your conversations more personalized
• Determine if the accounts you’re going after will lead to revenue
• Make the close process more predictable using the Sequence Of Events approach to post–call followup
Bluebirds & Dodos - Removing Surprises from Your Pipeline with Predictive Scoring - Tim Bridge Details Download
Every Inside Sales Reps has experienced the joy of an end of quarter Bluebird who pops up from nowhere for a quick win. And conversely, they have experienced many Dodos -- apparent great fits who show tremendous interest but burn through multiple meetings for months before fizzling to a dead opportunity. Imagine the impact to your organization if your Inside Sales Reps can identify Bluebirds and Dodos before the first call and prioritize their focus accordingly. Join Tim Bridge, VP Enterprise Sales at Lattice Engines, to understand how Predictive Scoring can tell you upfront who will convert and who will not.
Host: Tools, Trends, and Technologies Panel Discussion - Chad Burmeister Details Download
Join this fast-paced, interactive discussion as we explore some of the key factors impacting our sales environment. Hear from thought leaders in the technology field as they share their insight on what you need to do in order to be successful today and tomorrow. Also, bring your toughest questions and see what ideas these experts can provide for you.

Host: Chad Burmeister, Vice President Sales & Marketing, ConnectAndSell

Panelists:
• Ken Krogue, Co-Founder & President, InsideSales.com
• Tawheed Kader (TK), Founder & CEO, ToutApp
• Steve McKenzie, VP of Sales, InsightSquared
Special Guest Sessions:
The Nexus of Leadership and Sales; The Art of Creating Belief - Colonel BP McCoy USMC (Ret.) Details Download
“Of every 100 men in battle, 10 shouldn’t even be there, 80 are nothing but targets, 9 are the real fighters and we are lucky to have them since they make the battle. Ah but the one, the one is the warrior, and he brings the others home.” - Heraclitus Greek Philosopher 500 BC

Does the above ratio represent your organization? How does one get those “80” to perform like the “9”?

This session is a high-content and interactive talk designed around a few select and provocative questions that provide for an illuminating introspective conversation regarding one’s own leadership preparation and organizational climate that creates belief among a team, belief in their mission, their ethos and their purpose. The take-away from this discussion is a healthy dose of self-assessment paired with concrete steps for daily improvement as a leader aimed at winning the hearts and minds of your people and creating belief throughout your organization to get the “80, to perform like the 9”