Join your local Inside Sales community to pick up great tips to improve your sales results, share experiences about how GDPR has shaped our industry, and network with peers from across our local area.

Thank you to Clarkslegal for hosting us in their office space up in the sleek Thames Tower opposite Reading Station.

Agenda:

6.30 - 7pm Registration & Drinks reception
7 - 8pm Functional Sales Skills workshop
8 - 8.30pm GDPR 1 Year on: Observations, Trends, Q&A
8.30-9pm Networking & Drinks

Our hosts' sensible security policy dictates that it is critical to register ahead of attendance for this event.

With the end of 2019 fast approaching, join our experts in a virtual discussion of closing out the year strong. We'll explore:

• How to Approach Year End
• Closing Techniques
• Creating Urgency

There will be time for Q&A.

Grab your lunch and dial in to get the most out of the remaining days in 2019.

AA-ISP Omaha Closing for Success
Thu, Nov 21, 2019 12:00 PM - 12:45 PM CST

https://global.gotomeeting.com/join/701909349

You can also dial in using your phone.
United States: +1 (872) 240-3311 / Access Code: 701-909-349

Our agenda for this session under the leadership of our "Maitre de Ceremonie" François Méro:

Welcome

Discussion and panel: Evolution of inside sales function in the context of the raise of recurring business models

Guest speakers: Kilian Bazin and Baptiste Jourdan, Co-founders of Toucan Toco,  Eric Didier, Co-founder of COMET, and Jean-François Bres, Customer Success Director EMEA at Talend.

What's new at AA-ISP? Recent publications and next events

Networking cocktail

----------------------------

Notre agenda pour cette session qui sera menée par notre hôte et maitre de cérémonie François Méro:

Quelques mots de bienvenue

Panel et Discussion: l'évolution de la fonction inside sales dans le contexte du développement des modèles d'affaires à revenu récurrents, avec nos invités Kilian Bazin et Baptiste Joudan, co-fondateurs de Toucan Toco, Eric Didier, cofondateur de Comet, et Jean-François Bres, Customer Success Director à Talend.

Nouveautés de l'AA-ISP : publications et évènements à venir

Cocktail de réseautage

Come hear Steve Richard, Chief Evangelist and Co-Founder of Execvision, speak about some of the ways to build a best in class sales organization by focusing on your culture and the drive to coach your team.

Culture is what your reps are doing when no one is looking.  Top companies don’t leave their learning and development to chance.  They seek out innovative ways to foster a sales coaching culture that creates consistency and accountability at scale.  In this fast moving session, Steve Richard from ExecVision will take you step by step through the best practices of sales coaching.  You will learn how to:

• Form a clear ‘why’ that underpins your coaching program including quantitative and qualitative measures of success
• Use metrics as a diagnostic to inform coaching
• Gain agreement on what ‘good’ looks like for your different call types which will turn into your call coaching scorecards
• Create a positive, productive call coaching culture that reps love while eliminating defensiveness
• Apply lessons from neuroscience for how and when to coach
• Coach using the observe, describe, prescribe model
• Foster an environment of self-assessment and peer coaching to ease the burden on managers to do all the coaching
• Harness the power of the habit loop to change rep behavior
• Calibrate by having managers independently listen to and score calls for different skills, then compare scores
• Leverage research on who to coach and how to handle reps who reject coaching to make better use of your time

As the Inside Sales profession continues to evolve and define its place in organizations as a revenue generating powerhouse, frontline reps and leaders are demanding more training and development.

This 1-day event will bring together reps and leaders from inside and digital sales teams to learn, share, and network.

In the sales world, endless analysis is done on how to make sales reps increasingly efficient, effective, and profitable. But how do we make them happier? In a profession that is often pegged as one of the most stressful in the world, filled with repetitive tasks and often demoralizing rejection, it’s crucial that companies understand how they can address the mental state of their sales reps, and how their mental health can impact the success of their job, and their organizations as a whole.

During this panel discussion, you'll hear shared experiences and stories on the topic of mental health. Through this conversation, attendees will start to uncover how they can address stress, motivation, depression and other relevant issues in their own organization, including the tools and tips they need to build a more nurturing and impactful culture, as well as the benefits that come with a happier and healthier sales workforce.  

Join us and learn how to keep the high's from being too high and the low's from being too low. (Thanks Charlie Teed for the verbiage.)

Register today and we'll see you soon!

Panelists include professionals from RingDNA and Franklin Covey!

Thank you to our sponsors RingDNA

Agenda:

5:30-6pm - Arrival and Networking

6pm - 6:15pm - Announcents 

6:15pm - 7:15pm - Mental Health in Sales discussion with Howard Brown

7:15pm - 8pm - Q&A and Networking

Sales is a game of probability, not a game of perfection. Are you doing everything you can to maximize your odds and collect more WINS?  Enter the Universal Buying Cycle™. Shadows in your sales process can hide the real reasons behind flat and unpredictable revenue growth, inconsistent margins, bloated pipelines, too many lost proposals or quotes, and the challenges preventing new sales team members from penetrating new markets and adding new customers. The good news? Most of these challenges are self-inflicted, which means they can also be prevented. 

In this session you’ll learn how to:

• Apply the Universal Buying Cycle on your next sales call
• Reach more decision-makers and collect more W.I.N.S.
• Grow deal values and shrink sales cycles
• Apply the timeless growth principles of servant leadership
• Transform sales and customer success teams into Growth Multipliers

Come hear James Rores, founder of Floriss Group, talk about the “Four Whys” that every prospect asks and answers before they buy.

This event is sponsored by VanillaSoft...The simple sales engagement solution to reach more leads - and close more sales. VanillaSoft's sales engagement platform offers a comprehensive suite of products that optimize your workflows so you can concentrate on what's important - closing more sales!

You have found and vetted a sales technology that you would like to invest for your team.  How do you sell it internally?  We will have two experts explain the process to evaluate and approve technology for sales teams.  Jon Pinyon from Georgia Pacific and Steve Bonvissuto from MarketSource will show you their process to identify the right technology and get it approved for your organization.

 Now, if you are a technology seller wouldn't this information be valuable?  The audience will have an interactive exercise to take what we learned about how companies approve technologies and help them to navigate as sellers.  

Hosted and sponsored by Georgia Pacific. The auditorium is on the first floor.  

Food and beverage provided during networking at 6pm.  Parking in garage behind building.  

Hey Sales and Marketing Professionals in the Greater Tampa Bay Area!

We have another great event coming up for our Brews and Selling Best Practices series. We have a great event planned at Green Bench Brewing in St. Petersburg Florida on December 4^th, 2019, from 6:00pm – 8:00pm.

No guest speakers, no sitting down and getting lectured! This event is an open networking event with top sales and marketing leaders in the Tampa, Orlando and St. Petersburg communities. We will be holding a workshop orientated event solving some classic issues for sales and marketing professionals (using beer as a catalyst for creative ideas).

Plan on coming in, engaging with local sales and marketing leaders, and solving some of the sales world’s biggest issues in a great event setting. 

Sponsored by PandaDoc (https://www.pandadoc.com). Thank you for your support, we couldn't do this without you!

Save the Date for our Annual Holiday Sales and Ales Brewery Social! Relax, mingle and make new friends at our annual social event. This year we are joining with the San Diego Sales Enablement Society. 

Thank you to our sponsors!
ConnectandSell

Join us for our Holiday Networking Meeting, featuring one of last year's most popular topics - the synergy between sales and marketing!

We have created a panel of professionals to address the challenging conversation on the Collaboration of Sales and Marketing through the Client Lifecycle.

Let's face it:  The lines between Marketing and Sales have increasingly blurred in the digital age and in the era of Big Data.  Communication between Sales and Marketing is stronger, and these two groups often share common quantifiable goals.  In the end, there is one client funnel and both Marketing and Sales contribute to it.

Still, there are so many ways our alliance can improve. Our panel will talk about best practices, common mistakes/misunderstandings and how to avoid them.  They'll share success stories and lessons learned.

Whether you are a Senior Sales Executive or a Frontline Sales Person, whether you are in Marketing Strategy or you implement programs for client engagment and retention, you will gain insights from our panel. 

Panelists:

• Judy Arnold, Founder and Chief Consultant of JCAdvantage
• Cassandra Bailey, CEO of Slice Communications
• Kim Landry, Vice President, Impact at BTC Marketing
• Ed Seiders, Vice President of Business Development at 20/20 Visual Media

Moderator:  

• Brandon Steiger, President, 2120 Creative 

Our event will begin at 6 PM so that there is ample time for networking and holiday cheer!  Sandwiches and snacks, with bottled water, wine and beer will be served.

Program starts promptly at 6:45.

Our meetings are highly interactive and rely on our audience to provide input, insights, challenges and questions.

 Sponsored by: 

• ANA Business Marketing
• VSA, Inc. 

SPECIAL 1-HOUR WORKSHOP!

It is important to know what someone is thinking and feeling when your goal is to build constructive relationships through leading, coaching, selling or hiring. People often attempt to suppress their emotions. But there is “leakage” known as micro expressions, which occur in 1/5th of a second. In this unique and highly interactive communication program, you will experience a special video tool and hands-on coaching to help you increase Emotional Intelligence and influence, as you learn to spot these emotions.

These potent skills are based on 40+ years of research by Dr. Paul Ekman. In the past, training has been kept to law enforcement and security firms. Organizations who use these detection skills across the globe include the CIA, FBI, Interpol, Department of Homeland Security, Scotland Yard, Emirates Airlines and more. Hollywood embraced this with the FOX tv show Lie to Me and Pixar's movie, Inside Out. Lord of the Rings won the Academy Award for Visual Effects using this science.

This is a new skill! This elite training has been redesigned so business professionals can adopt these potent techniques and leave the training experience better able to interpret the feelings of others. Regardless of job roles, learners can see an increase in their influence and communication skills.

In this session you will:

• Attend to the trend that applies more video to inside sales work and know what that other person is really feeling
• Understand the science and function of emotions by improving how you personally react to triggers which can undermine relationships with others
• Discover how to have healthier relationships with buyers, prospects and your own staff, for when you know others' feelings you can better manage objections and assess the credibility of their words.
• Be one of the first to adopt this powerful new skill that boosts emotional intelligence 

Speaker:

Dan Seidman - Managing Director, Read Emotions

Register:

This AA-ISP-hosted webinar is complimentary and open to all. Please click here to register - session will be conducted via Zoom.  Can't join live?  No problem, register anyway to receive the playback information!

During the scheduled presentation, if you are experiencing any trouble connecting or accessing the session, please Click here to contact Zoom Support or visit https://support.zoom.us and a technician will be available to assist you momentarily.

Feel free to contact us with any questions at memberservices@aa-isp.org or call 1-800-604-7085 ext 130.

We are talking hiring, assessing, and onboarding great sales reps and sales managers.

There were 152,683 open sales positions in Boston this past September. 

How does your company rise above the noise? 
How do recruiters work, and how do we know we are bringing on great new team members?

Is the biggest sale made in the interview? 

So you bring on great people, and you lose them due to a poor onboarding process - now what?

We'll cover all of this and more in our special Q4 Boston Chapter Meeting.

Thanks to Workable for hosting us and providing appetizers. 

We will have holiday prizes that we'll be giving out to some attendees. 

Come meet up with LA's rising sales professionals to find out what's happening in the industry over drinks and appetizers. This is an unsponsored networking event for us to gather, learn from each other and share best practices. Come join us!

The 2020 Spring Leadership Retreat will bring a select group of 60 leaders, manager level and above for three-days to learning, sharing, and networking. The Retreat will provide you with insight into the non-financial KPI’s that are affecting the success of your business. Using the Performance Gap Indicator Assessment, we will address the biggest gaps holding your team back from excellence and benchmark our organizations amongst fellow participants based on team size, industry and selling models.

Join us!

It's no secret that Discovery is a key element to a succesful Sales Process. In fact, Discovery is where you find out how to win the deal. 

Join our panel of experts for a lively discussion about Discovery, including:

- Go To Questions for the Discovery Process

- Guiding the Customer Through the Roadmap of The Buying Process

- Pitfalls of Rushing Discovery

4:30 - Networking

5:15 - Panel Discussion

Coaching is more than call recordings, deal reviews, and one on one meetings. A consistent approach to sales coaching helps reps onboard faster and enables managers to be great leaders. To get the most value from any professional development program, sales training, or sophisticated tech stack, effective coaching is critical. Join us and LevelEleven as we will discuss how to develop and run a coaching program.

Join us for the Inside/Digital Sales Leadership Event of the Year!

LS2020 is a three-day event with 65+ sessions to help you solve the challenges your teams are facing! This 12th annual event will bring together 900+ Sales Leaders dedicated to improving the performance and professionalism of their teams, and the industry as a whole.

Leaders are encouraged to unplug from their daily duties as much as possible in order to take full advantage of sessions, pre-event workshops, hands-on breakouts, networking opportunities, and the annual AA-ISP Awards. Take this time to develop yourself, as well as the performance of your teams!