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 - Dallas November 3rd, 2015

Keynote:
Turning Inside Sales...Outside In! - Duane Cummings Details Download
Join Duane Cummings for this inspiring keynote presentation on how focusing on Empathy, Communication, and Asking Better Questions can provide a fresh perspective on an age old profession.
General Sessions:
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.
Sales in the Cloud: The High Velocity Inside Sales Model - Gabe Larsen Details Download
Inside sales is growing three times faster than traditional sales. Gabe Larsen, Momentum Director of InsideSales.com, will share four trends that have forever changed selling.
Make the CFO Your New BFF - Michael Schultz Details Download
The late baseball legend Yogi Berra once said, “It's tough to make predictions, especially about the future.” And yet, Sales Leaders must make predictions every quarter about their performance when research shows that 50 percent of all forecasted deals slip. Because of this lack of precision, CFOs must then adjust forecasts based on gut instinct and past results - making it difficult to have confidence in revenue forecasts or to give earnings guidance. New predictive forecasting tools can be transformative for Sales Leaders, but the key is looking at actual customer engagement.

In this compelling session, Michael Schultz, VP of Marketing & Business Development for ClearSlide and Raj Gossain, VP of Product for ClearSlide, discuss how ClearSlide Predictive Insights can be leveraged to gain better confidence in your pipeline, identify deals at risk or ones that can be moved forward, and have the engagement data to coach more effectively - making the CFO your new best friend.
Performance and Compliance - Jeff Fontenot 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. Jeff Fontenot, Director of Business Development & SMB Sales 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.
The 6 P's of Sales Acceleration - Josh Evans Details Download
Working with some of the most progressive inside sales teams to hone and perfect their processes for working leads, Velocify has identified the key drivers that enable world-class inside sales performance. In this session, Josh Evans, SVP of Sales for Velocify, will guide you through the "6 P's" needed to accelerate your sales efforts. You'll walk away with actionable insights you can immediately deploy to turn more leads into revenue and unleash a high-velocity sales engine in your organization.
Getting Inside the Conversation - Chad Burmeister Details Download
The value of coaching in inside sales can be the difference between a Sales Development Rep (SDR) setting 10 appointments per month vs. 50 or more. In this session, Chad Burmeister, Author of Sales Hack and VP of Sales & Marketing at ConnectAndSell, will play recorded sales calls and provide feedback and coaching on each of the calls that will change the way you look at what goes on "inside the conversation" of an SDR. Whether you are an SDR, a Manager, or Executive leader, these are skills that you need to be effective as an inside sales professional.
Open Interactive Forum: The Largest Inside Sales Town Hall Ever! - Steve Richard (VorsightBP) Details Download
Steve Richard, Founder at VorsightBP leads 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!
Make the CFO Your New BFF - Raj Gossain Details Download
The late baseball legend Yogi Berra once said, “It's tough to make predictions, especially about the future.” And yet, Sales Leaders must make predictions every quarter about their performance when research shows that 50 percent of all forecasted deals slip. Because of this lack of precision, CFOs must then adjust forecasts based on gut instinct and past results - making it difficult to have confidence in revenue forecasts or to give earnings guidance. New predictive forecasting tools can be transformative for Sales Leaders, but the key is looking at actual customer engagement.

In this compelling session, Michael Schultz, VP of Marketing & Business Development for ClearSlide and Raj Gossain, VP of Product for ClearSlide, discuss how ClearSlide Predictive Insights can be leveraged to gain better confidence in your pipeline, identify deals at risk or ones that can be moved forward, and have the engagement data to coach more effectively - making the CFO your new best friend.
Owning the Sales Cycle to Close Big Deals - Mark Ruthfield Details Download
Enable your inside sales team to drive more ROI by operationalizing and optimizing the sales process. Learn how to avoid common pitfalls in your workflow and leverage technology to automate non-revenue generating activity. Join Mark Ruthfield, Vice President of Sales at Yesware, as he takes you through the essential steps to becoming the most effective modern salesperson.
Breakout Sessions:
Anatomy of a Lousy Pitch The Six Worst Presentation Habits and How You Can Avoid Them! - Details Download
Whether you are speaking to an audience of one or one thousand, it’s critical that you engage your listeners. As the presentation coach for some of today’s fastest growing companies, Tim Wackel knows exactly what it takes to deliver messages that get results!

Tim has coached lots of presentations... literally thousands of them. And during this program he analyzes the six worst (and most common) presentation habits while giving you specific ideas on how you can conquer them.

Anatomy of a Lousy Pitch helps Inside Sales professionals learn how to:

• Avoid the #1 mistake most presenters still make.
• Grab your listener’s attention in the first two minutes.
• Organize your ideas in a clear, concise and compelling approach.
• Avoid the fatal trap most presenters fall into on “the big day”.
• Leverage the two most important (and overlooked) elements of all successful presentations.
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.
Sales Engagement Optimization - Craig Klein Details Download
Limited talent requires that sales organizations leverage sales staff time by focusing salespeople on the right prospect at the right time with the right message. In this session with Craig Klein, CEO and Founder of SalesNexus.com, you’ll learn how your organization can do this with the technology you have today.

● Identify actions customers take that tell us what they need next and automating getting it to them.
● Measuring what customers do online
● Capturing what customers tell salespeople
● Synthesizing all of this information together

Result: Salespeople call prospects at the right time with the right message, based on customer action.

The system automatically nurtures those that aren’t ready and leads them forward.
Alchemy 101: Turn Lead into Gold - Alex Roy Details Download
Alchemy is an ancient practice shrouded in mystery and secrecy. Its practitioners mainly sought to turn lead into gold, a quest that has captured the imaginations of people for thousands of years.

In this breakout session, Alex Roy, Founder & CEO of SalesBox Inc., will walk you through the basics of Alchemy and how it applies to Sales in the current fast-paced and dynamic Digital Age.
Crush Sales Targets with the Right Technology Mix - Brian Gebert Details Download
Overwhelmed with what technology mix is essential to improve your Insides Sales team performance, culture and management visibility? Join Brian Gebert, RVP, North America Sales Development, NewVoiceMedia as he reviews the top technology investments for inside sales teams and how these tools help power high performance sales teams. He will share the challenges these teams initially faced and the technology mix of solutions they used to transform their sales pipeline. He will highlight lessons learned and the benefits experienced with specific technology investments.

This session guarantees to provide you with great tips to complement your current Insides Sales strategy and provide insight on how to build a winning technology toolkit to crush your sales targets!
Email Tips and Templates for Scaling Personalization - Pleasant Rich Details Download
Personalization and scale are contradictory ideas, right? Not exactly. In this session, Pleasant Rich, Enterprise Account Executive for Outreach, we’ll 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.
Want a Millennial Sales Rockstar? Avoid the Deadly Sins of Sales Orgs! - Howard Dover Details Download
Over the past 8 years of witnessing companies recruit and hire sales trained millennials, Dr Howard Dover has observed that some companies consistently win the Sales Rockstars. In this presentation, he will share the deadly sins that are often pervasive in sales organizations that present a poor culture and fit for the rising generation of sales professionals who will become the future business leaders. Companies who avoid these cultural challenges are able to better attract and retain high-performing sales talent. It’s time to consider how your culture and sales model align with the desires and goals of your target audience and determine to properly engage the trained Sales Rockstars coming out of University Sales Centers across the country.
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.
Starting Small - Finishing Big - Matthew Saari Details Download
If you want to grow a scratch agency into something big, then you have to have goals, break them down into daily actions, and hold people responsible. Give them the training and get out of the way. Make sure people understand their roles. Keep it simple. The less you have to manage the more efficient you'll be. Manage what matters - behavior, not results. Two best behavior management tools - a dry erase board and some call reports. Let's talk growth!
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 (Denver Chapter President)

Panelists:
• Tawheed Kader (TK), Founder & CEO, ToutApp
• Marcheta Gardner, Client Manager, IBM (Dallas Chapter Co-President)
• Lee Roberts, VP of Inside Sales, Ricoh
Consensus Selling - 44% Higher Close Rates - Jed Morley Details Download
In this breakout session, DemoChimp CMO Jed Morely will focus on the 5 steps to accelerate purchase decisions for every opportunity in your pipeline. Generating new prospects is critical, but how do you fight through the complexities that kill over 70% of B2B purchase decisions? We can't rely on one internal champion when there are multiple stakeholders with unique motivations and reasons for buying...or not buying.
Special Guest Sessions:
The Gift of Failure - Matt Mayberry Details Download
In this presentation Matt will discuss:

- How to turn failures into gifts
- Why employees must personally grow before the company can.
-Teamwork makes the dream work. How to create a culture that brings out the best in others and what top performing teams do differently.
-How to keep motivation levels at an all-time high regardless of current circumstances.
-The importance of health and fitness for increasing levels and creating a world-class organization.
-How to win the battle of your mind by programming your thought process.
-And much more!

Be ready for an absolute life-changing experience. Through Matt’s story telling of how he overcame an enormous amount of failure and hardships while growing up to having the opportunity to play in the National Football League, Matt provides a unique and passionate motivational style that is sure to leave the audience on the edge of their seats and walk away with new profound inspiration to take their work and effort to the next level.