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Agenda:

Thursday, 13 June | 7:30 AM - 8:30 AM

Registration Open - Visit the Expo

Thursday, 13 June | 8:30 AM - 8:45 AM

Conference Kick-Off

Thursday, 13 June | 8:45 AM - 9:05 AM

How High-Growth Companies Coach Their Sales Teams - AI Driven Insights From 50 Companies That Grew >100% Last Year

Do you wonder what your sales coaching culture should look like? How should your managers identify coaching needs and deliver value to reps? How should reps coach themselves and each other? When your entire sales cycle is dependent on conversations with customers and prospects, can you afford to not coach reps continuously on conversations?

Six Chorus data scientists (each a PHD) took apart billions of data sets from >4 million sales conversations. They analyzed cold calls, discovery meetings, product demos, late-stage calls, and identified what made some sales teams more successful than others.

In this session, Roy Raanani, CEO and co-founder of Chorus.ai will walk you through a data-driven story of what the team discovered. He will walk you through best practices in coaching and data-based decision making adopted by high-growth companies.

Roy Raanani
CEO & Co-Founder | Chorus.ai

Thursday, 13 June | 9:05 AM - 9:25 AM

Case Study: Selling the Southwest Way

Southwest Airlines employees are renowned for their Positively Outrageous Customer Service. However, can they build a top performing sales team while maintaining this Customer-Centric Culture? In this session, Matthew Smith and Silke Koehnecke will talk about how they are using Southwest Airlines’ Values and Expectations as a “boarding pass” for sales careers, all while developing the critical selling skills necessary to redefine the industry and achieve sales goals.

Matthew Smith
Senior Director of Corporate Sales | Southwest Airlines
Silke Koehnecke
Director of Corporate Sales | Southwest Airlines

Thursday, 13 June | 9:25 AM - 9:40 AM

Service Provider Demos

Thursday, 13 June | 9:40 AM - 10:00 AM

You Can't Outsell Your Thinking: How Fear Affects Sales Success and Turning Fear into Powerful Confidence

There's a secret battle going on in your mind every day and chances are, your opponent is winning. That opponent? Fear. Fear of rejection, judgment, and failure holds you back from taking the steps you know you need to take in order to succeed. Fear that drives you to make desperate decisions that negatively impact the business and/or your customers. Fear that hinders your ability to think clearly, analyze, and pivot to make the sale effectively.

Process and methodology will only get you so far — your mindset is the key to unlocking success and in this session, Kristy Ellington, a 10-year sales and marketing veteran who has closed 7-figure deals with clients like Hilton, Amazon, and Target, will teach you how fear works and how to turn that fear into authentic confidence that pays.

Kristy Ellington
Owner, Speaker, Coach, Consultant | Ellington Consulting

Thursday, 13 June | 10:00 AM - 10:20 AM

Case Study: Rapid Growth at Infor

Session details TBA...

Katie Azuma
Vice President, Global Inside Sales and Business Development | Infor

Thursday, 13 June | 10:20 AM - 10:35 AM

Thursday, 13 June | 10:35 AM - 10:50 AM

Service Provider Demos

Thursday, 13 June | 10:50 AM - 11:15 AM

Break in the Expo

Thursday, 13 June | 11:15 AM - 12:00 PM

Breakout Session 1

Attendees will have two track choices for all breakout sessions, including sessions for frontline sales professionals and leaders.

Fighting The Gravity

During this session we will have an honest conversation on overcoming depression in sales and learning to fly high.

Additional details TBA...

Christopher Fago
Sales Development Leader | Palo Alto Networks

Thursday, 13 June | 12:00 PM - 1:00 PM

Lunch & Guest Speaker

Thursday, 13 June | 1:00 PM - 1:45 PM

Breakout Session 2

Attendees will have two track choices for all breakout sessions, including sessions for frontline sales professionals and leaders.

Can You See Me Now? - Body Language Techniques To Take Your Phone and Video Calls To The Next Level

In this session you'll learn to apply the science of body language for both phone to phone calls, and video to video calls.

- Improve your confidence before the call
- Establish trust in seconds
- Develop better connection with clients and prospects
- Maximize the effectiveness of phone calls and video calls

Leo Cardenas
Body Language Speaker & Trainer | Lay-O, LLC

Thursday, 13 June | 2:00 PM - 2:45 PM

Breakout Session 3

Attendees will have two track choices for all breakout sessions, including sessions for frontline sales professionals and leaders.

Thursday, 13 June | 3:00 PM - 3:45 PM

Breakout Session 4

Attendees will have two track choices for all breakout sessions, including sessions for frontline sales professionals and leaders.

Thursday, 13 June | 3:45 PM - 4:30 PM

Afternoon Expo Time

Thursday, 13 June | 5:00 PM - 9:00 PM

Offsite Sponsor Dinners/Activities

Any sponsored post-event activities will be posted here.

Interested in speaking at Digital Sales World?

AA-ISP is currently seeking thought leaders who are interested in leading Leadership or Frontline focused breakout sessions. These are hands-on, action-based sessions in which delegates will learn skills they can use in the development of their teams and their own performance.​

Please register in our Speakers Bureau in order to be considered.

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