Agenda:

Tuesday, 14 May | 9:00 AM - 9:30 AM

Registration Open - Visit the Expo

Delegates are welcome to begin checking in at the AA-ISP Registration Desk to pick up event credentials and materials.

Prior to the event start at 9:30, visit the Expo Area to get your first glance at the Solution and Tool Providers.

Tuesday, 14 May | 9:30 AM - 9:40 AM

Event Kickoff & Welcome

Welcome to Digital Sales World 2019 London! Before starting the day, we will cover logistics and also share a the common theme for the rest of the day!

Ashley Gagliano
Executive Director, Global Sales & Services | AA-ISP
Kameron Hobbs
Sr. Director Global Marketing & Operations | AA-ISP

Tuesday, 14 May | 9:40 AM - 10:00 AM

Modern Sales Engagement: Blending Art and Science

Modern sales leaders and the people who enable them will learn what works and what does not in multi-touch, multi-channel sales engagement. Drawn from hundreds of millions of interactions, we will answer questions like:

• How many touches over what time frame?
• How many words should be in your subject line?
• Should you use bullets?

Sean Murray
Chief Revenue Officer | SalesLoft

Tuesday, 14 May | 10:00 AM - 10:20 AM

Case Study: Neopost's Take on Inside Sales Training Success

During this time, a local company will share a case study on how they have implemented Inside Sales in their organization.

Exact topic and speaker TBA...

Sam Patel
Telesales Director | Neopost

Tuesday, 14 May | 10:20 AM - 10:35 AM

Tool & Tech Demos

In short 5-minute sessions, our tool and technology providers will share a demo of how their solution helps improve performance of Inside Sales.

Tuesday, 14 May | 10:35 AM - 11:00 AM

IDEA EXCHANGE: Emerging Trends in Inside Sales Models

Although the discrete quota carrying model for inside sales continues to grow, many larger, well established organizations rely on a team based model which pairs inside reps with their field counterparts. This idea exchange will discuss a variety of use cases and best practices in emerging inside sales models including team-based, discrete quota carrying, and others. Topics covered will include defining the roles, performance management & metrics, communication best practices, compensation models and potential obstacles to achieving team success. There will be plenty of time for audience questions and comments so come prepared to engage in our discussion!

Kevin Kelly
Co-Founder / Managing Director | PACE Digital Sales
Andrew Hough
COO | Association Of Professional Sales

Tuesday, 14 May | 11:30 AM - 12:15 PM

How to Build a Bootcamp Structure for Faster Ramp Up & Sales Effectiveness

During this session, Shabri will talk through the importance and best practice of a structured onboarding programme. In addition, they will also learn how Access Group reduced their onboarding from three months to three weeks by implementing a bootcamp structure for faster ramp time and effectiveness.

Shabri Lakhani
Founder & Managing Director | SalesWorks

Frontline Focused Breakout: The Million-Pound LinkedIn Message

Imagine generating a £1,000,000 sale from a single LinkedIn message....

In this session, Daniel Disney, one of the world's leading Social Selling experts, will be sharing his story of how he turned a single LinkedIn message into one of the biggest sales of his career. This session will not just tell you how Daniel did it, but he will show you how you can do the same with a host of proven sales LinkedIn messages. Done right, Social Selling is a huge asset for anyone working in sales and this is the ultimate case study of how you and your sales team can leverage LinkedIn messaging to its full potential.

Daniel Disney
Founder & Owner | The Daily Sales

Tuesday, 14 May | 12:15 PM - 1:30 PM

Networking Lunch

Grab your lunch and take a seat with your peers to continue discussions started earlier in the day. Lunch is also a good time to seek out those who can help you with your challenges for both personal and professional development.

Tuesday, 14 May | 1:30 PM - 2:15 PM

Frontline Focused Breakout: Best Practices to Build Relationships & Stand Out to Your Prospect or Customer

We all face the same challenge, standing out to our prospects and customers. During this session, we will share tips and processes you can implement in your sales process that will help you stand out amongst your competitors. Expect real life examples including email templates, all openings and much more!

Hope O Baker
Global Account Development and Inside Sales | Eightfold / Hope O Baker LLC
Enza Burgio
Consultant | Enza Burgio Training Consultancy

Tuesday, 14 May | 2:30 PM - 3:15 PM

Leadership Focused Breakout: Implementing and Growing an Inside Team which Supplements a Traditional Field Model

Are you looking to implement or improve on a current teamed selling model? If so, this session is for you. Fiona Gavigan, Head of Inside Sales for Merrill Corporation in London, will be sharing her story of building and high-performing, results oriented inside sales group which supports field sales. Learn best practices which will help with the following:

- Drive incremental revenue growth
- Define roles and responsibilities for both the inside BDR’s and the field Sales Executives.
- Hear ideas for developing outstanding teamwork between the inside and the field
- Learn tips on developing a career path for BDR’s
- Tips on metrics and goals

There will be ample time for questions along with sharing your own ideas around a successful team model!

Fiona Gavigan
Head of Inside Sales | Merrill Corporation

Frontline Focused Breakout: Account Planning and Mapping

Session description and additional speaker TBA...

Kasia Fima
Manager, EMEA Sales Development | Dynamic Signal

Tuesday, 14 May | 3:15 PM - 3:45 PM

Break in the Expo

Tuesday, 14 May | 3:45 PM - 3:55 PM

Reminders & Updates

All delegates receive a 1-year professional level AA-ISP Membership with their DSW Pass. Learn about the resources available to you and your teams.

Tuesday, 14 May | 3:55 PM - 4:15 PM

Case Study: Toshiba - Inside Sales “Executive” or “Chief Executive

Join this impactful and interactive session where Toshiba will share a case study that champions the idea of raising the profiles of your Inside Sales teams and using recruitment to positively disrupt in order to deliver business growth.

Ben Gaston
UK Sales Director | Toshiba

Tuesday, 14 May | 4:15 PM - 4:30 PM

Tool & Tech Demos

In short 5-minute sessions, our tool and technology providers will share a demo of how their solution helps improve performance of Inside Sales.

Tuesday, 14 May | 4:30 PM - 4:50 PM

Tuesday, 14 May | 4:50 PM - 5:15 PM

Keynote Presentation: Impact of Digital on 21st Century Selling

Session details TBA...

Alexander Low
Director | Digital Leadership Associates

Tuesday, 14 May | 5:15 PM - 6:30 PM

Happy Hour in the Expo

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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