Agenda:

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

Registration Open - Visit the Expo

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

Thursday, June 13 | 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, June 13 | 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, Silke Koehnecke will talk about how she is 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.

Silke Koehnecke
Director of Corporate Sales | Southwest Airlines

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

Ready to Hire Entry Level Rockstars?

Dr. Dover will share how UT Dallas has shifted their sales curriculum to adapt to the learning style and motivation preferences of GenZ (I-Gen). Using design thinking, coaching and competency models, and sales technology, #utdsales student engagement moved from 50% to 90%+, quota attainment increased over 200% and revenue increased 300% year over year! It’s time to prepare your Onboarding and early hire process for the next generation of sales rockstars, this is not your millennial’s sales curriculum! Are you ready?

Dr. Howard Dover
Director of the Center for Professional Sales, Clinical Professor of Marketing and Sales Coach | University of Texas at Dallas

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

Service Provider Demos

During this time, we will get a close-up look into the tools and technologies helping to advance our profession.

In quick 6-minute blocks, our sponsors will demo their tools and services. If you have additional questions, you can find them following their demo in the expo area.

1. Chorus
2. Proposify
3. LevelEleven

Thursday, June 13 | 10:00 AM - 10:30 AM

Break in the Expo

Thursday, June 13 | 10:30 AM - 10:50 AM

Case Study: Rapid Growth at Infor

Session details TBA...

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

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

Service Provider Demos

During this time, we will get a close-up look into the tools and technologies helping to advance our profession.

In quick 6-minute blocks, our sponsors will demo their tools and services. If you have additional questions, you can find them following their demo in the expo area.

1. Zoho
2. Seamless
3. VanillaSoft
4. ExecVision

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

The Price is Right Role Play

Don’t practice sales on prospects! - Practice with peers, experts, and professionals.

In this live Roleplay event we’ll be inviting 8 participants and 2 expert judges to come on stage and participate in an “Objection Island” Roleplay.

We’ll have 2 groups of four participants come up on stage and contend with 2 objections. Each group will have a chance to play. All participants will act out their unique / original rebuttal and the audience will quickly vote to keep them on the “island” or vote them off. After each participant from the group has had a chance to overcome the objection, expert judges will provide in the moment feedback / coaching. Each participant will be rated on a scorecard based on:

- Energy
- Tonality
- Articulation
- Rebuttal strength
- CTA (call to action)

The participant with the highest score at the end will receive a cool prize to be announced soon!

Prior to #DSW2019 Dallas you will have the opportunity to apply / nominate yourself or your team members to participate!

Aron Placencia
CEO | Roleplay.co
Richard Harris
Owner | The Harris Consulting Group
Kristen Twining
VP NA Inside Sales, US Mid Market & SMB | HPE

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

Networking Lunch

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

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

Tim Wackel
President | The Wackel Group

Understanding and Addressing Today's Training & Development Crisis

Research and Inside Sales Leadership feedback continues to indicate explosive job growth. Simply put, the demand to hire is outweighing the supply of qualified candidates. Leaders are hiring more less experienced candidates than at any time in our profession's history.

This collaborative idea exchange will explore the following areas:
- What does research tell us about the training needs of today’s sales workforce?
- How are some companies addressing this challenge?
- We will spend time sharing training ideas and best practices from those attending the session
- We will take a look at how the AA-ISP resources can help support relevant training & development for its members

Bob Perkins
Founder & Chairman | AA-ISP
Richard Conde
AA-ISP Chief Researcher | University of North Texas

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

Fighting The Gravity: An Open Conversation on Mental Health

During this session we will have an open dialogue conversation around mental health and the importance of work life balance in our profession. Mental health is a serious topic that needs to be discussed freely in the workplace and we hope to provide ways to cope with stress, maintain a healthy balance, ask for help, and ways to help those around you.

Additional session details TBA...

Christopher Fago
Sales Development Leader | Palo Alto Networks
Richard Harris
Owner | The Harris Consulting Group

Idea Exchange: Compensation Planning (Structure & Setting Quotas)

Compensation, incentives and setting accurate sales goals and quotas are an extremely important part of a Sales Leader's role. This Idea Exchange will provide different ideas, best practices and solutions which have proven successful in motivating sales teams to achieve success. Walk away with new insights into compensation design along with sharing your own ideas during the session.

Paula White
Director, Inside Sales | Bound Tree Medical

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

Idea Exchange: Tactical Tips to Increase Your Sales Performance

During this interactive session, a panel comprised of top SDR's, AE's and Account Managers will share with the audience top tips and hacks that help them crush quota.

Attendees are encouraged to bring questions and their own tips to share in this lively roundtable discussion.

Ashley Gagliano
Executive Director, Global Sales & Services | AA-ISP

Best Practices for Leading People

As Inside Sales continues to grow in both size of teams and role diversification, leaders are faced with many challenges in creating and sustain a high-performing organization.

This consultative panel will share leadership best practices around a variety of areas which include the following:
- Managing a diverse talent set including new reps straight out of college all the way through experienced senior reps
- Creating and sustaining a “people first” culture
- Performance management including metrics that matter today
- Open Q&A – participants will have plenty of time to ask questions to the panelists as well as offering your own ideas

Bob Perkins
Founder & Chairman | AA-ISP

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

Afternoon Expo Time

Thursday, June 13 | 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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