Agenda:

Tuesday, 3 December | 8:30 AM - 8:40 AM

Tuesday, 3 December | 8:35 AM - 8:40 AM

The Future of Inside Sales - It's All About Leadership

Hogan Suite

AA-ISP Founder & Chairman Bob Perkins will share insights into the current state of Inside Sales and what the future holds.

Bob will also discuss his newest e-book "Five Unique Qualities of Great Inside Sales Leaders". Just released into the AA-ISP Knowledge Center, the five attributes will help all leaders to assess their own skills as they prepare to lead their teams into 2020 and beyond.

Bob Perkins
Founder & Chairman | AA-ISP

Tuesday, 3 December | 8:40 AM - 8:50 AM

Guest of Honour - Kickoff Speaker

Tuesday, 3 December | 8:50 AM - 9:10 AM

Why You Should Care About Sales Productivity

Hogan Suite

In this session, Aidan will share how the modern sales rep has evolved and take a closer look at why sales leadership should be focusing on sales productivity, as today's sales rep is only spending a fraction of their day actually selling. You'll learn tactics you can bring back to your sales team that will increase the time spent focusing on revenue generating activities and increase sales productivity.

Aidan Smyth
Sales Leader | Zendesk Sell

Tuesday, 3 December | 9:10 AM - 9:15 AM

Meet Your Ireland AA-ISP Chapter

Hogan Suite

The AA-ISP Ireland Chapter has been relaunched with new leadership! During this time, we will hear from leaders on the importance of staying involved on an annual basis and also announce future meetings included with your AA-ISP Membership.

Tuesday, 3 December | 9:15 AM - 9:35 AM

Case Study: Combining Humans & Machines to Deliver Insights

Hogan Suite

During this session, Lisa will share how the Digital Sales team at Microsoft, all co-located within state-of-the-art sales centres, uses their own technologies, including AI and machine learning. The teams are using these technologies and enhancing them with digital selling capabilities.

This is enabling Microsoft to transform their engagement with customers and to meet and exceed their needs by engaging them at the right time in their digital journey to help drive their business success. Lisa will share the power of combining humans and machines to deliver insights that can change the conversation with customers.

Lisa Dillon
VP EMEA Digital Sales | Microsoft

Tuesday, 3 December | 9:35 AM - 9:55 AM

Diversity and Inclusion for Sales Managers

Hogan Suite

This session equips sales leaders and managers at all levels with the knowledge and skills to better understand diversity and inclusion concepts and challenges in the workplace, how to get started into the inclusion journey, so that they are able to effectively make decisions with an inclusive mindset, lead across different cultures and build higher-performing leaders and teams.

Furkan Karayel
Founder & CEO | Diversein

Tuesday, 3 December | 9:55 AM - 10:10 AM

Tool & Tech Demos

Hogan Suite

During this time, we will get a live look at the latest sales technologies impacting our profession. In short 5-minute demos, we will learn from:

ZenDesk
Refract

Tuesday, 3 December | 10:10 AM - 10:45 AM

Break in the Expo

Hogan Suite Foyer

Grab a quick snack and visit with the Service and Technology Providers in the Expo Area.

Tuesday, 3 December | 10:45 AM - 10:50 AM

Meet UNcrushed.org

Hogan Suite

AA-ISP has partnered with UNcrushed.org to bring awareness to our community around Mental Health in sales. Our special guest, Richard Harris will briefly share the mission of UNcrushed.org and give insight into the 45-minute breakout session happening at 2:15 PM.

Richard Harris
Board Director | UNCrushed.org

Tuesday, 3 December | 10:50 AM - 11:10 AM

Case Study: From Tele Sales to Digital Sales, A Telco's Journey - Vodafone

Hogan Suite

During this session, Chris will show how Vodafone have transformed their sales organisation from traditional tele-sales to modern Digital Sales.

Vodafone's Digital Sales team extends to six Hubs in Europe, APAC & South Africa. They use best in class sales processes & digital technologies to understand customers' buying journey.

This has enabled Vodafone to increase sales predictability, meet customers’ transactional & transformational business requirements, improving customer experience and retention. While also achieving a higher ROI on their Sales investment.

Chris Thomas
Global Head of Digital Sales | Vodafone

Tuesday, 3 December | 11:10 AM - 11:30 AM

Tool & Tech Demos

During this time, we will get a live look at the latest sales technologies impacting our profession. In short 5-minute demos, we will learn from:

Salescode
RevenueGrid
SurveyMonkey

Tuesday, 3 December | 11:30 AM - 12:00 PM

The Great Escape - Keynote Session

Hogan Suite

AA-ISP is excited to welcome Peter Turley to the Digital Sales World stage!

In the Digital Era, it has never been easier to get your word out and go global at speed. And yet, it has never been easier for your competitors either. Peter will show you how to stand out from the crowd and get noticed. He knows that what truly drives success and increases profits is not just about mastering the ‘marketing buzz words’ of the week, but how well your messages genuinely – and authentically – connect with people, making it easy for them to buy your product or service.

Peter Turley
Signature Speaker & Changemaker | SALEStalk

Tuesday, 3 December | 12:00 PM - 1:15 PM

Networking Lunch

Hogan Suite

Enjoy one-on-one conversations with fellow delegates about the day's sessions while enjoying lunch in the Hogan Suite (where General Sessions are held). You will also have the opportunity to visit with our Service and Technology Providers in the Expo Area as well!

Tuesday, 3 December | 1:15 PM - 2:00 PM

Breakout Session 1

The Power of Storytelling to Simplify a Complex Message

Suite 679/680

During this interactive session, Alan will explain how uses storytelling to get across a complex idea to an audience that has no comprehension (or interest) in what they are being told! This session will help you to build out your very own "story" to help improve performance and increase ROI!

Alan Lawless
Snr. Director of OrgDev & Transformation @ Oracle Digital EMEA | Oracle

10 Proven Actionable Steps You Can Implement Today To Start Generating More Leads

Suite 681/682

As Seth Godin, author of "Purple cow", says “Marketing is no longer about the stuff that you make, but about the stories you tell.”

During this session, Rian breaks down all business accounts into four areas. Accounts you want to Keep, Attain, Recapture and Expand and this 45-minute session will focus on each one of these to help you generate more consistent leads for these accounts.

Perfect for sales reps and leaders alike, this session will have you set with actionable tips you can use right away!

Rían Lanigan
Co-Founder | Don't Paint Seagulls

How to Develop the Right Mindset for Success

Suite 688/689

Join this workshop if you are a corporate sales rep, leader or entrepreneur that would like to:

- Learn how to get over the fear of failure
- Increase your self-awareness and boost your self-confidence
- Position your products, services and yourself with the right value and impact

Katrin Sturm
Founder | The Best Possible You

Idea Exchange: Working with Global Teams

Suite 683/684

Does your sales organization span across multiple locations and countries? If so, we invite you to join this session for a discussion around best practices, solving the challenges of managing remotely, and ways to improve processes and communication.

Bob Perkins
Founder & Chairman | AA-ISP
Sean Broderick
Product Marketing Lead | Altify
Cormac Murphy
Major Accounts | Docusign
Garrett Clifford
Strategic Sales Director | Worldplay

Tuesday, 3 December | 2:15 PM - 3:00 PM

Breakout Session 2

The 5 W's of Power Selling - How technology can help you close more deals, faster

Suite 679/680

Technology is a tool for information mining, not a sales solution. For sales people the basic skills required to be a confident, relationship focused sales professional still apply and all the technology in the world won't make you a better sales professional (although it should increase your numbers!). This 45-minute session will be packed with tips and insights, based on 25+ years experience in sales & technology, on how you can leverage the digital tools at your disposal to maximise your time and effort versus returns, based on the 5 W's of Power Selling principles - Who, Why, What, When and Where.

Justin J. Smal
Senior CRM Consultant | Monread CRM

Fostering a Mentally Healthy Workplace: A Business Imperative for Everyone

Suite 681/682

Salespeople work in a fast-paced, high-stress environment. With customer expectations higher than ever, you have to always be ‘on’ and available. Many of us have experienced or know someone who has experienced Burnout, Anxiety, Depression. Addressing workplace mental health is not only an ethical priority but a business imperative. In today’s fast-paced society, the line between work and life is fading, making mental health increasingly difficult to prioritize. Most individuals spend one-third of their adult lives at work, which can exacerbate conditions such as anxiety and depression. Almost 20% of working-age adults in the U.S. experience some type of mental health challenge in a given year. Rates of major depression have increased by 33% over the last three years.

The time to talk about this is NOW. Only through talking about these challenges can we help to break down the many stigmas associated with mental health. During this session, we will have an open-dialogue conversation around mental health in the workplace, led by three speakers in the sales industry sharing their personal experiences on this topic.

Richard Harris
Board Director | UNCrushed.org
Joey Grogan
EMEA Sales Leader | New Relic Inc.

Idea Exchange: Best Practices for Leading People

Suite 683/684

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

This consultative panel and open-forum session will share leadership best practices around a variety of areas which include the following:

- Hiring with the competition for talent - ways to attract and retain top talent
- Creating and sustaining a “people-first” culture
- Engaging employees for performance
- Performance management including metrics that matter today
- Open Q&A – as participants, you will have plenty of time to pose questions to the panelists as well as offering your own ideas

Kelley Orcutt
Senior Manager, Business Development, EMEA | Zuora, Inc.
Aimee Barrett
Head of SME Sales | BOI Payment Acceptance
Stephen Dossett
Senior Director, Commercial Sales EMEA | Proofpoint
Ken Tormey
Director of Business Development | Typetec

Tuesday, 3 December | 3:00 PM - 3:45 PM

Afternoon Expo Break

Hogan Suite Foyer

Head back downstairs for a coffee and to visit with our tool and tech providers. Additionally, this time is good for one-on-one conversations with fellow delegates.

Tuesday, 3 December | 3:45 PM - 4:30 PM

Breakout Session 3

Building a High-Performing SDR Team

Suite 679/680

Building a high-performing sales team is no mean feat. Among the many hurdles to overcome are juggling multiple KPIs to measure performance, careful balancing of teams and the dreaded 'Monday blues' and 'Friday Funk' to avoid. This session will cover five cornerstones that lead to a high-performance culture and a top-performing SDR team.

Jennifer Hicks
Sales Development Manager | Cvent

The Can-Do, Can't-Do and Should-Do - Making your Sales Activities GDPR Compliant

Suite 681/682

There is a lot of bad advice and confusion around what GDPR really means for sales teams. Some companies are following that bad advice and are leaving money on the table. Others are ignoring it and putting themselves at risk of GDPR fines.

Marie Murphy will provide some reliable guidance on the do's and don'ts for B2B sales under GDPR to help you implement a GDPR-compliant sales process.

Bring your pressing questions and lets bust a few of those GDPR myths.

Marie Murphy
COO | Fort Privacy

Idea Exchange: Making It in Inside Sales – Insights from Seasoned Professionals

Suite 683/684

Join us, as we share ideas on how to advance a career in Inside Sales. Whether you are an SDR, Sales Rep or Sales Leader, this session will outline and define the different career paths, roles, and continuing education that brought these seasoned professionals to their roles today.

Our panelists will explore careers in Digital/Inside Sales at all levels. They will share insights on career progression and how people can build a successful career on the Inside Sales professional path.

Questions these senior leaders will explore:

• Traits and skills they attribute to success in the Inside Sales Profession
• The role of mentors and coaches in their career success
• Their path to Inside Sales as a career
• The future of the Inside Sales Profession
• Advice to aspiring professionals in the industry
• Career setbacks and how they used them to move forward
• What they look for in a great Inside Sales Professional (SDRs, Sales Reps and Sales Leaders)

Shiera O'Brien
CEO Sales Metrics Ltd. | Team Sales Metrics
Anthony McPartlin
Research Director | Forrester
Roisin Davis
Director of Renewal Sales, EMEA | Citrix
John McArdle
Vice President of Worldwide Sales | Channel Mechanics
Orla Sheridan
Inside Sales Director Central Eastern Europe | Microsoft

Tuesday, 3 December | 4:30 PM - 5:30 PM

Happy Hour in the Expo

Hogan Suite Foyer

Discuss the day's events and network with fellow delegates while enjoying drinks and hors d'oeuvres.

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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