Agenda:

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

Tuesday, 3 December | 8:40 AM - 9:00 AM

Emerging Trends & the Future of Inside Sales

AA-ISP Founder & Chairman Bob Perkins will share key research on the current trends surrounding the profession of Inside Sales. He will discuss the need for personalization, rep development, and leadership best practices as we usher in a new era of digital/virtual selling.

Bob Perkins
Founder & Chairman | AA-ISP

Tuesday, 3 December | 9:00 AM - 9:20 AM

General Session Presentation

Tuesday, 3 December | 9:20 AM - 9:40 AM

Case Study: Combining Humans & Machines to Deliver Insights

During this session, Lisa will share how the Digital Sales team at Microsoft which are all are co-located within state-of-the-art sales centres using 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 | 9:40 AM - 10:00 AM

General Session Presentation

Tuesday, 3 December | 10:00 AM - 10:15 AM

Tool & Tech Demos

Tuesday, 3 December | 10:15 AM - 10:45 AM

Break in the Expo

Tuesday, 3 December | 10:45 AM - 11:05 AM

Case Study by AA-ISP Community

Tuesday, 3 December | 11:05 AM - 11:25 AM

Idea Exchange with Leaders from AA-ISP Community

Tuesday, 3 December | 11:25 AM - 11:45 AM

Tool & Tech Demos

Tuesday, 3 December | 11:45 AM - 12:05 PM

Idea Exchange with Leaders from AA-ISP Community

Tuesday, 3 December | 12:05 PM - 1:15 PM

Networking Lunch

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

Breakout Session 1

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

Breakout Session 2

Tuesday, 3 December | 3:15 PM - 4:00 PM

Breakout Session 3

Tuesday, 3 December | 4:15 PM - 5:00 PM

Breakout Session 4

Tuesday, 3 December | 5:00 PM - 6:15 PM

Happy Hour in the Expo

Breakout Sessions

Times and Locations TBD


Building a high performing SDR team

Building a high performing sales team is no mean feat. Among the many hurdles to overcome are juggling multiple KPI's to measure performance, careful balancing of teams and the dreaded 'Monday blues' and 'Friday Funk' to avoid. This session will cover 5 cornerstones that lead to a high-performance culture and a top-performing SDR team.

Jennifer Hicks
Sales Development Manager | Cvent

The Power of Storytelling to Simplify a Complex Message

During this interactive session, Alan will explain to he 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

Idea Exchange: Tactical Tips to Increase Your Sales Performance

One of the best ways to learn is from the experience of others. During this interactive session, you can expect to learn tips, tricks, and best practices from top-performing AE’s in a variety of industries.

Topics we will discuss include:
• Time Management
• Negotiating and handling objections
• The handoff from sales development
• Our favorite tools and tech to help in our success
• How to tell when a deal is going south (and our tips on bringing it back around)

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

AA-ISP is currently seeking sales reps, account managers, SDR/BRS's and managers to join as panelists for this interactive session!

Idea Exchange: 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 and open forum session 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 – as participants, you will have plenty of time to pose questions to the panelists as well as offering your own ideas

AA-ISP is currently seeking sales leaders to join as panelists for this interactive session!

Idea Exchange: All Things Account Management

The deal is done and now the customer has been handed of to the Account Management team… now what?

Join this open forum discussion where we will discuss:
• Outlining and achieving your customer's goals
• Importance of long-term goals and growth strategies with your current customers
• The difference between customer service and account management
• Communication between sales and account management
• Understanding your customer's behaviors and needs

AA-ISP is currently seeking Account Managers to join this session and share expertise!

Idea Exchange: Advancing Your Career in Inside Sales

Join us as we share ideas on how to advance your career in sales. Whether you are an SDR, Sales Rep or Leader, this session will help define different career paths, roles, and continuing education to help you advance!

AA-ISP is currently seeking sales leaders, reps, and aspiring sales professionals to join this session!

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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