Agenda:

Thursday, September 12 | 7:30 AM - 8:30 AM

Networking Breakfast in the Expo

Thursday, September 12 | 8:30 AM - 8:40 AM

Thursday, September 12 | 8:45 AM - 9:05 AM

How Coaching Impacts Win Rates - What AI Learned from 50 Companies that Grew >100% in FY18

Your entire sales cycle is dependent on conversations. What reps say on cold calls or meetings determines conversion rates from MQLs to SALs to Opportunities to Close Won Deals and renewals. In this world, are sales managers and leaders adopting the right coaching techniques?

Six Chorus data scientists (each a PhD) took apart billions of data sets from >4M sales conversations--from cold calls, to discovery meetings, product demos, and late stage calls --to identify what makes 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, September 12 | 9:05 AM - 9:25 AM

Main Stage Presentation: Case Study from Local Inside Sales Organization

During this time, we will learn from a local sales organization on a specific challenge they faced, and the solution implemented to overcome! Additional details TBA...

Thursday, September 12 | 9:25 AM - 9:45 AM

Main Stage Presentation: Topic TBA

Session details TBA!

Joshua Tillman
CEO | DialSource, Inc

Thursday, September 12 | 9:45 AM - 10:00 AM

Tool & Tech Demos

Learn from Chorus and Dialsource on how their solutions can impact your bottom line!

Thursday, September 12 | 10:00 AM - 10:30 AM

Break in the Expo!

Grab a coffee and visit with the Tech and Service Providers in the Expo Hall! DSW provides attendees the opportunity to see the latest tools impacting the performance of inside sales teams up close!

Vendor Neutral will also be onsite to help you make the best use of your time by determining the tools your organization should explore.

Thursday, September 12 | 10:30 AM - 10:50 AM

Call Camp – LIVE!

Getting your reps to change their behavior (that is, conduct their calls in a different way) is hard.

Rather than talking about it, in this session, you’ll see how to actually do it. Together we will listen to several calls which have been submitted by reps in the DSW East audience and then do live-call coaching with each of them to help them improve!

CALLS/VOLUNTEERS NEEDED!
If you are a rep and would like to volunteer, OR a leader with a rep attending who would be great for this session, please email Steve Richard (steve@execvision.io)! The rep must be in attendance at the event. It’ll be a lot of fun, but more importantly, you’ll walk away with a game plan for how to significantly improve your or rep's skills through call coaching.

Steve Richard
Chief Evangelist | ExecVision

Thursday, September 12 | 10:50 AM - 11:10 AM

Main Stage Presentation: Topic coming soon!

Kyle Porter
CEO | SalesLoft

Thursday, September 12 | 11:10 AM - 12:00 PM

Battle of the Reps Roleplay - Audience vs Stage

Nominate your battle-ready sales rep to take the stage for all to see!

This session will bring the audience and role play nominees together to practice their sales chops! Five participants will take the stage to act out scenarios including sales prospecting push back, mid-funnel resistance, and tumultuous (stomach-turning) closing obstacles.

Volunteers from the audience will play the sales prospect who will pose different objections and buyer personas to our reps! This fun and sure to be entertaining session is not to be missed as we plan to hit you with 15 different role plays with personalized coaching and feedback to improve performance. After each participant 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)

Ready to join us on stage? Please reach out to kameron@aa-isp.org for more information!

Aron Placencia
CEO | Roleplay.co

Thursday, September 12 | 12:00 PM - 1:15 PM

Networking Lunch & Roundtable Discussions

Thursday, September 12 | 1:15 PM - 5:00 PM

Breakout Sessions - See Below

Thursday, September 12 | 5:00 PM - 6:15 PM

Happy Hour in the Expo

Thursday, September 12 | 6:30 PM - 10:00 PM

Sponsor Offsite Happy Hours

Details TBA...

Breakout Sessions

Times and Locations TBD


Idea Exchange: Selling to Executives/C-Level

Hear from a panel of executives on just what gets their attention when being prospected to, hear what they like, and what will sour a deal!

In addition, a few reps will get the chance to pitch their product or solution to the executive panel and hear ways to improve for optimal results!

Interest in joining this session? We are currently seeking panelists in positions including: VP, Procurement, CRO and reps who SELL to these leaders!
Email kameron@aa-isp.org for more info!

Ed Porter
Chief Executive Officer | Central Ohio Executive Services
Kameron Hobbs
Sr. Director Global Marketing & Operations | AA-ISP

How Leaders Can Support Growth and Retention to Build Inclusive Teams (and Great Sales Culture!)

During this session, Lori will share stories of how companies have successfully built their sales culture while retaining and hiring women reps / leaders.

Additional session details TBA...

Lori Richardson
President | WOMEN Sales Pros

Building a Problem-Solving Sales Stack

Companies don't look for sales technologies just for the heck of it. They look for technologies in order to solve problems, whether that's needing to sell more, sell faster, to improve sales skills or any other business imperative.

In this session, we'll take you through a framework for building a problem-solving Sales Stack.

You'll learn:
• How to identify the biggest opportunities for a pay-back
• Factors that should go into prioritizing those opportunities
• How to create an action plan

Nancy Nardin
Co-Founder | Vendor Neutral
Dan Cilley
Co-Founder | Vendor Neutral

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

Interested in joining as a panelist?
Submit your details here for consideration

Why You Need a Sales Playbook (and how to create one!)

During this session, attendees will hear the basics of why a sales playbook is necessary for sales success but then we will flip into workshop mode where you will begin the process of creating or streamlining your own playbook.

This session is for sales leaders looking to improve performance and return to the office with a playbook you can implement and improve.

Janet Stucchi
Sr Consultant | The Bridge Group, Inc.

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, please email kameron@aa-isp.org if interested**

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 leaders to join as panelists for this interactive session, please email kameron@aa-isp.org if interested**

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

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.

REGISTER IN THE SPEAKERS BUREAU

Find useful takeaways in every session.

REGISTER NOW