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Pre-Event: Tuesday, April 16th

Tuesday, April 16 | 9:00 AM - 11:45 AM

Pre-Event Workshop: Setting Sales Goals that Drive Performance

workshop details to come...

Lauren Bailey
Founder & President | Factor 8 Sales Training

Pre-Event Workshop: Visionary Leadership - Curating and Sustaining an Elite Organizational Culture

BP McCoy is a Marine combat veteran, business executive, wilderness expedition leader, starving PhD student, and author of The Passion of Command: the Moral Imperative of Leadership.

This workshop is for those who want to lead with passion while inspiring their teams to great performance. BP will share lessons from the battlefield, boardroom and remote mountain ranges to help attendees build an energized organization through Clarity, Consistency, and employee Connection.

BP believes leadership is the X-factor, the difference that makes a difference. When your vision is delivered with clarity, consistency and connection, you create belief throughout workforce leading to increased productivity and retention of your best people, and you add value to lives by unlocking the massive potential, initiative and passion of your people.

This is hands-on, introspective, leadership training, attendees will walk away with hard skills they can immediately leverage set an elite culture in their organizations and inspire their workforce…. the biggest competitive advantage a company can have.

Workshop Modules

Module 1: Clarity. It all starts with clarity and refining your company, business unit or personal vision to its most essential elements.

Module 2: Consistency. What is your “say-do” gap? How much daylight is between what you aspire to do and what you actually do. This module helps map and repair those disconnects that derail the best of intentions.

Module 3: Connection. Without genuine connection between the leader and the workforce all else will be sub-optimized. This module will give day-to-day methods to establish that connection through the social energy pathways of empathy, trust and authenticity.

Colonel BP McCoy USMC (Ret.)
Founder | Xiphos Initiatives LLC

Tuesday, April 16 | 11:45 AM - 12:45 AM

Networking Lunch: Full Summit Experience Pass Holders

Following the pre-event workshops, Full Summit Experience pass holders are welcome to join a networking lunch prior to the Summit Kickoff at 1:00 PM.

Day 1: Tuesday, April 16th

Tuesday, April 16 | 1:00 PM - 1:15 PM

LS2019 Kickoff

Welcome to the 2019 Leadership Summit! During this time we will cover the event agenda, what to expect, additional networking opportunities and more...

Jen Gergen
Director of Operations & Emcee | AA-ISP

Leadership Summit 2019 General Session

The main stage general sessions during the LS2019 event will feature 20-minute presentations, thought leadership Idea Exchange panels, keynote sessions and more...

Details of each session TBA...

Tuesday, April 16 | 1:15 PM - 1:30 PM

Opening Remarks: The Future is Now

Bob Perkins, AA-ISP Founder and Chairman will take the stage to welcome LS2019 Attendees and set the stage for the next three days of learning, sharing, and networking.

Bob Perkins
Founder & Chairman | AA-ISP

Tuesday, April 16 | 1:30 PM - 1:50 PM

General Session Presentation: Salesforce

Session speaker and details TBA...

Tuesday, April 16 | 1:50 PM - 2:15 PM

Idea Exchange: Stories of Personal Success in Sales & Leadership

During the first Idea Exchange of the 2019 Leadership Summit, four leaders from different organizations will share how they are successful in their own career.

Robert Beattie
Senior Sales Director | Thomson Reuters
Rakhi Voria
Chief of Staff | Business Manager to Microsoft Corporate VP of Inside Sales, Debbie Dunnam | Microsoft
Morgan J Ingram
Director of Sales Execution and Evolution | JBarrows LLC
Shabri Lakhani
Director | SL Strategies

Tuesday, April 16 | 2:15 PM - 2:35 PM

General Session Presentation: Gong.io

Session speaker and details TBA...

Tuesday, April 16 | 2:35 PM - 2:40 PM

Tips for Navigating the Expo

Exploring Your AA-ISP Resources

AA-ISP Members will share their experiences with fellow attendees on ways they utilize their membership for their personal development, as well as the development of their teams.

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

Tuesday, April 16 | 2:40 PM - 3:15 PM

Break in the Expo

Grab a snack and head into the Expo Area to see the latest tools and technologies live!

Tuesday, April 16 | 3:30 PM - 3:55 PM

Tuesday, April 16 | 3:55 PM - 4:15 AM

General Session Presentation: DialSource

Session speaker and details TBA...

Tuesday, April 16 | 4:15 PM - 4:40 PM

Idea Exchange: Elements of a Winning Sales Culture

details and full panel list to be announced...

Bernadette McClelland
CEO | 3 Red Folders
Tom Leidigh
CEO, Founder, Owner | Infinity
John Healy
Vice President | Factor8

Tuesday, April 16 | 4:40 PM - 5:00 PM

Tool & Tech Demos

Based on research and our member's feedback, leaders continue to struggle with selecting, implementing, and gaining ROI on technology solutions.

For the first time in Summit history, leading tool and tech providers will take the stage to demonstrate how their specific solutions can improve performance and sales execution.

Tuesday, April 16 | 5:00 PM - 5:30 PM

Keynote Presentation: Flashes of Genius - Learning the Art and Science of Creativity

The standard view of creativity is one of constant brainstorming punctuated by sudden flashes of genius - it is not something you can be intentional or methodical about. This talk will disprove this, explain how flashes of genius actually happen and provide ways any creator can increase their odds of having one.

The talk is based on two years of research for Gannett's upcoming book The Creative Curve (June 2018, Penguin Random House). As part of this, he interviewed dozens of the world's leading creatives such as celebrity chefs, multi-platinum musicians, billionaire entrepreneurs, and fine artists. In addition, he talked to the leading scientists and academics who study the field. Based on this, he found four patterns—The Four Laws of Creative Curve—that all creatives engage in. These laws are not only scientifically valid, but can be followed by any aspiring creative. This talk will give a sneak peek into Gannett's research and an early look at how you can leverage it.


Key Takeaways
1. You will learn the neurological and psychological mechanisms behind flashes of genius
2. How you can learn to have more of these so-called aha moments through the mass consumption of content
3. How famous creators engage in a strategy called “the 20% principle” that is accessible for anyone
4. How imitation provides you with the ability to create ideas that have the right mix of familiarity and novelty.

Allen Gannett
CEO TrackMaven & Author of The Creative Curve | TrackMaven

Tuesday, April 16 | 5:30 PM - 7:00 PM

Happy Hour in the Expo

Join fellow attendees in the Expo area for a Happy Hour with the Technology and Service Providers. This is a key time to network with your peers and learn about the latest tools for our profession.

Day 2: Wednesday, April 17th

Wednesday, April 17 | 8:00 AM - 12:00 PM

General Sessions

Morning Kickoff

Wednesday, April 17 | 8:05 AM - 8:30 AM

Idea Exchange: Aligning Your Organization with Technology

Session speakers and topic TBA...

Wednesday, April 17 | 8:30 AM - 8:50 AM

General Session Presentation

Session speaker and details TBA...

Kyle Porter
CEO | SalesLoft

Wednesday, April 17 | 8:50 AM - 9:10 AM

Rehumanize Your Business: How Personal Videos Accelerate Sales and Improve Customer Experience

Every day your sales team entrusts important and valuable messages to a form of communication that doesn’t build trust, doesn’t differentiate you, and doesn’t improve results. Learn why, how, and when to replace your plain, typed-out text with simple, personal videos. See examples from a salesperson who’s sent 12,000 videos. Learn the cadence and terminology you should use in your videos to get more conversions. Also, get a simple three-part framework that instantly builds trust with your prospects and more!

Stephen Pacinelli
CMO | BombBomb

Wednesday, April 17 | 9:10 AM - 9:20 AM

Inside Sales Academy

AA-ISP offers online certifications for a variety of roles in the Inside Sales profession.

Hear from your peer leaders on how their investment in the training and development of the sales reps and leaders has impacted their bottom line.

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

Wednesday, April 17 | 9:20 AM - 9:45 AM

IDEA EXCHANGE: Women in Sales & Leadership

Session speakers and topic TBA...

Lauren Bailey
Founder & President | Factor 8 Sales Training

Wednesday, April 17 | 9:45 AM - 10:30 AM

Break in the Expo

Wednesday, April 17 | 10:30 AM - 10:50 AM

General Session Presentation

Session speaker and topic TBA...

Wednesday, April 17 | 10:55 AM - 11:30 AM

Tool & Tech Demos

Based on research and our member's feedback, leaders continue to struggle with selecting, implementing, and gaining ROI on technology solutions.

For the first time in Summit history, leading tool and tech providers will take the stage to demonstrate how their specific solutions can improve performance and sales execution.

Wednesday, April 17 | 11:30 AM - 12:00 PM

Keynote Presentation: Build Your Story Playbook - the catalyst to explosive sales growth

What if your sales team could have an instant advantage over all your competition? What if you could quadruple appointments, shorten sales cycles, and skyrocket profits, all through the application of one powerful technique? If your sales team needs this kind of edge, “Build Your Story Playbook” provides the breakthrough you’ve been looking for. Shift your sales team away from the uncomfortable bulldog tactics of the past, to a new, relaxed, and scientifically proven methodology that consistently multiplies results, guaranteed.

In this Keynote, Matthew presents the science of storytelling as documented by Harvard and Stanford researchers, and explains why story is fundamental to a winning sales process. Attendees will hear about Matthew’s real-life clients – some painfully introverted, some needing to get hyped up on coffee to make the day bearable, some with sales in their DNA and thinking they were already doing everything right. All of them not only lowered their stress around selling and learned to love the process, but also increased closure rates as much as 400 – 1,000%. All it takes is a simple, proven process that Matthew has perfected over the last decade.

1) Learn the exceptional power of story, its use in gaining trust and credibility, and its effectiveness at sidestepping objections.
2) Uncover the secret to crafting laser-sharp true stories that make prospects say, “I want that!”
3) Discover the secret to creating your sales department’s story playbook, rapidly reducing sales cycles, increasing closure rates, creating a sales culture of teamwork and excitement, and instantly making both your new and seasoned salespeople more effective.

KEY TAKEAWAYS
- Discover a step-by-step process for creating true client stories that will 4-10x your sales team’s results
- Learn how to implement your new strategy with new-hire induction to drastically reduce the cost of training and onboarding, getting your team more productive, faster
- Develop a culture that attracts and retains the best and brightest
- Say goodbye to the high-pressure, high-stress environment, and hello to easier closes and a lot more money

Matthew Pollard
Author, Speaker, Coach, Consultant | Rapid Growth Coach LLC

Wednesday, April 17 | 12:00 PM - 1:15 PM

Lunch in the Expo

Wednesday, April 17 | 1:15 PM - 2:15 PM

Breakout Workshops - 1-Hour Sessions

During this 1-hour track attendees will have the opportunity to personalize their Summit experience by choosing from a variety of hands-on workshop sessions.

Wednesday, April 17 | 2:30 PM - 3:15 PM

Breakout Session 2

During this 45-minute track attendees will have the opportunity to personalize their Summit experience by choosing from a variety of breakout, smaller group sessions.

Wednesday, April 17 | 3:15 PM - 4:15 PM

Break in the Expo

Wednesday, April 17 | 4:15 PM - 5:00 PM

Breakout Session 3

During this 45-minute track attendees will have the opportunity to personalize their Summit experience by choosing from a variety of breakout, smaller group sessions.

Wednesday, April 17 | 6:00 PM - 10:00 PM

Awards Gala & After Party

Join the AA-ISP for the annual Awards presentation with a dinner and after party to follow! This is an event you won't want to miss.

More details TBA...

Day 3: Thursday, April 18th

Thursday, April 18 | 7:30 AM - 8:30 AM

Breakfast in the Expo

Thursday, April 18 | 8:30 AM - 9:15 AM

Breakout Session 4

During this 45-minute track attendees will have the opportunity to personalize their Summit experience by choosing from a variety of breakout, smaller group sessions.

Thursday, April 18 | 9:15 AM - 10:00 AM

Break in the Expo

Grab a coffee in the Expo and visit with the Technology and Service providers for the last time!

Thursday, April 18 | 10:00 AM - 10:45 AM

Breakout Session 5

During this 45-minute track attendees will have the opportunity to personalize their Summit experience by choosing from a variety of breakout, smaller group sessions.

Thursday, April 18 | 11:00 AM - 11:45 AM

Breakout Session 6

During this final 45-minute track attendees will have the opportunity to personalize their Summit experience by choosing from a variety of breakout, smaller group sessions.

All Breakout Sessions

Thursday, April 18 | 12:00 AM - 12:45 AM

Breakout Session

Session title and details TBA...

Gary Smyth
Director, Inside Sales | Informatica

The Business of Connection

What’s next? The Future of Work tells us jobs today won’t be here tomorrow, skills needed yesterday are gone forever and algorithms will hold the key to our superpowers in the future.

So, how do we elevate our leadership skills to navigate this era of change? How do we amplify the human skills critical to bringing real connection back to business? How do we navigate this 'connection' economy we are now in, and still product the results that matter the most?

This session is a must-attend for managers, supervisors, business owners and sales leaders.

TESTIMONIAL
"Loved, loved, loved Bernadette’s presentation. Powerful, fresh content. Filled with real-life examples. Delivered with flair and humility. Focused on what the audience really needs." ~ Jill Konrath | Keynote speaker, Sales strategist, and bestselling author of 4 sales books

Bernadette McClelland
CEO | 3 Red Folders

Idea Exchange: Leading and Scaling Distribution Inside Sales Teams

Session details TBA...

Joe Brothers
Director, Inside Sales | HD Supply

CSI-ing Metrics (Coaching with Metrics)

Session description TBA...

Adria Jefferies
Manager of Business Development | Vector Solutions/TargetSolutions

You Suck at Playing Hardball: How to Win Using Hard-Nosed Negotiation Tactics: Part I

In every negotiation, there’s always a buyer and seller. To be a competitive sales negotiator, you need to first be prepared, skilled and strategic. This session will provide actionable advice to sales professionals who want to know how to tactfully play the game of negotiation. Having price conversations with your buyers will seem less daunting after you learn how to get a bigger slice of the proverbial pie as well as countertactics to protect the slices you already have.
You’ll get insights on:
• Planning and preparation for negotiation.
• What steps you must take before talking numbers.
• How to determine whether you should be offering up discounts.
• A hands-on negotiation simulation with a personalized critique from expert Tony Perzow, a buyer and seller of some of the world’s largest closeouts.

Tony Perzow
Founder and CEO | You Suck At Negotiating

You Suck at Playing Hardball: How to Win Using Hard-Nosed Negotiation Tactics: Part II

To win at negotiation, you need to know how to play the game of negotiation. What are the best and most widely used tactics? This session will offer actionable advice to sales professionals who want to know how to tactfully play – and win – the game of negotiation. Having price conversations with your buyers will seem less daunting after you learn how to get a bigger slice of the proverbial pie as well as countertactics to protect the slices you already have.
You’ll get insights on:
• The best negotiation tactics and countermeasures your company can use to maximize profits.
• How to protect yourself from manipulative tactics.
• How to be tougher without impacting relationships in a negative way.

Tony Perzow
Founder and CEO | You Suck At Negotiating

Check back often as session details are added daily!

VIEW ALL SPEAKERS

Awards Gala and Party

All attendees are encouraged to join us for the Awards Gala & Party on Wednesday, April 17th. A short awards ceremony will honor the winners of the 2019 Inside Sales Awards before a dinner, networking, and live band ending the night. More details to come.

Gala Attire: Most attendees will dress in cocktail attire for this event. We encourage you to be comfortable and remember that room temperatures may vary! Reach out with any specific questions.

Ready to join us?

REGISTER NOW