Click on a section below to view details:

Pre-Event: Monday, April 15th

Monday, April 15 | 5:00 PM - 8:00 PM

Honky Tonk Executive Happy Hour

Arriving early for #LS2019?

Kick off your spurs & join Dialsource and Ambition as they bring rhinestones & whiskey to the Windy City for the first annual Honky Tonk Executive Happy Hour!

Start your AA-ISP Leadership Summit the right way with BBQ and boot-scootin’ with today’s top sales leaders!

Where: Bub City, 5441 Park Pl, Rosemont, IL 60018

RSVP HERE

Pre-Event: Tuesday, April 16th

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

Pre-Event Workshop: Driving Sales Performance with Goals – a Leader’s Workshop

London

A special three-in-one opportunity for Sales Managers and Leaders! This workshop pulls the top takeaways from three award-winning Factor 8 management development courses in an easy-to-digest and hands-on format. Critical for sales leaders at every level, this interactive workshop will teach leaders:
• How to translate big sales numbers into every day action
• How to set goals that inspire
• The right way to manage metrics
• What every level of leader should be talking about and managing to
• Easy formulas to make goals accessible at every level
• Translating goals into performance
• New levers to pull to get more performance from every sales rep
• Tactics for keeping new skills and initiatives alive

Lauren Bailey
Founder & President | Factor 8, #GirlsClub
Shelley Cesar
Advisor | Factor 8
Kelly Spencer
Senior Advisor | Factor 8

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

Vienna

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 PM

Networking Lunch: Full Summit Experience Pass Holders

International Ballroom Foyer

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

Day 1: Tuesday, April 16th

Tuesday, April 16 | 12:00 PM - 1:00 PM

Tech Expo Grand Opening

Grand Ballroom B

Tuesday, April 16 | 1:00 PM - 5:30 PM

General Sessions

Grand Ballroom E

#LS2019 Kickoff

Grand Ballroom E

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

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

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

Investing in Our Future - #giveback

Grand Ballroom E

Bob Perkins, AA-ISP Founder and Chairman will take the stage to welcome LS2019 Attendees. He will share the purpose and mission of why AA-ISP leaders need to #giveback and invest in our profession's future.

Bob Perkins
Founder & Chairman | AA-ISP

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

Addressing the Future of Virtual Selling

Grand Ballroom E

Despite being overladed with tasks, salespeople are making a big effort to spend more time connecting with customers and prospects. In an era of constant connectivity, the biggest gains are in time spent connecting virtually. This shifting dynamic coincides with a general trend toward screen time, in general, among salespeople.

Isabelle Guis
VP of Product Marketing | Salesforce
MaryAnn Patel
Senior Director of Product Management | Salesforce

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

Idea Exchange: Stories of Personal Success in Sales & Leadership

Grand Ballroom E

What really defines outstanding Inside Sales leadership? Our conference attendees have the unique opportunity to use the Leadership Summit to springboard their own career advancement. Our panelists will share their personal journeys on how they became true thought leaders and outstanding professionals within our growing community. The audience will have an opportunity ask questions and learn just what it took for them to become successful leaders.

Robert Beattie
Senior Sales Director | Thomson Reuters
Rakhi Voria
Director, IBM Global Digital Sales | IBM
Morgan J Ingram
Director of Sales Execution and Evolution | JBarrows LLC
Shabri Lakhani
Founder & Managing Director | SalesWorks

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

The Holy Grail of Inside Sales: Answering the Million-Dollar Questions

Grand Ballroom E

The demands on sales leadership are changing. It was once acceptable to rely on BELIEF of what’s going on in your business: anecdotes from reps, call notes, and CRM metrics. Today, the best sales leaders demand facts. This session is going to tell you why and how.

Amit Bendov
CEO | Gong.io

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

Tips for Navigating the Expo

Grand Ballroom E

Before heading to the first Expo Break, Dianna and Alice will give you a few quick pointers on how to make the most of your Expo Experience!

Dianna Geairn
Co-Founder and Chief Operating Officer | TradeShow Makeover™
Alice Heiman
Co-Founder and Chief Revenue Officer | TradeShow Makeover™

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

Break in the Expo

Grand Ballroom B

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

Tuesday, April 16 | 3:15 PM - 3:30 PM

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

Idea Exchange: Research Project - Customer Buying Preferences

Grand Ballroom E

Today's research on sales development has been primarily Sales-focused — based on sales statistics, how should Sales engage with prospects to optimize their success. But, what does the Buyer think? What do they expect from Sales when they engage with you? Are you negatively impacting your success because you’re not engaging with them as they expect you to? AA-ISP and Vanillasoft partnered with the Telfer Business School to conduct the industry’s first-of-its-kind study that focused on the Buyer. During this session, you will learn the very needs and sales engagement preferences as seen from the Buyer’s point-of-view. Learn the specific actions inside sellers need to take to support its "buyer focused" sales engagement process.

Darryl Praill
Chief Marketing Officer | VanillaSoft
David Hood
CEO | VanillaSoft
Bob Perkins
Founder & Chairman | AA-ISP

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

What Is Digital Sales Transformation & How Do I Drive Change In My Organization?

Grand Ballroom E

Research from Salesforce shows that sales performance is in decline across the board, with 57% of sales reps expecting to miss their quotas. Additionally, most organizations still believe in sales and marketing delineation: this is where marketing generates leads for sales, sales development reps then qualify these leads, to create opportunities that salespeople hopefully turn into revenue. Unfortunately, this delineation is not helping sales performance. It creates silos across the revenue team, a constant power struggle in organizational alignment, and a fractured experience for the customer.

As a result of this, many organizations are understandably keen to design and implement a sales transformation initiative. Yet, according to the Harvard Business Review, as many as 70% of all change initiatives fail, which is why organizations need to think carefully about the transformation they are attempting, and to set clear objectives. In many cases, a key objective is to focus on and improve digital sales.

This session will feature a Digital Sales Transformation overview including industry insights, best practices and first-hand experiences.

Our Presenters will outline best practices and strategies to help drive change across your organization, develop true alignment and shared objectives between sales and marketing, and sequence process, people and technology for an effective digital sales transformation.

Lars Fredrick Wold
Senior Vice President of Sales | DialSource
Tim Harris
Vice President of Marketing | DialSource
Bryan Gauch
Managing Director | Accenture

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

Idea Exchange: Elements of a Winning Sales Culture

Grand Ballroom E

While most would agree culture is critical to sustaining a high-performing sales organization, few know what the critical areas are of a great organization and how to improve them. Our panel will share their own areas of focus, as well as how they execute around them to ensure they have a motivating, rewarding, and people-centered culture.

Bernadette McClelland
CEO | 3 Red Folders
Tom Leidigh
CEO, Founder, Owner | Infinity
Kristen Twining
VP NA Inside Sales, US Mid Market & SMB | HPE
Margaret Weniger
Executive Director | #GirlsClub

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

Tool & Tech Demos

Grand Ballroom E

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 Salesforce, Gong.io and LinkedIn will take the stage individually 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

Grand Ballroom E

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

Grand Ballroom B

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.

Tuesday, April 16 | 6:30 PM - 8:30 PM

DialSource VIP Dinner for Executives and Sales Leaders

The Capital Grille Wine Room

DialSource is hosting an intimate dinner for sales leaders and executives.

We hope you will join us for an exclusive night of dinner and networking with today’s top sales executives. We look forward to discussing the biggest issues being faced by sales leaders today, including:

- How to plan for a successful digital transformation.
- How to drive alignment across all revenue teams.
- What is driving successful growth at today’s leading enterprise organizations.

To request an invitation, please contact Shannon.Elsemore@dialsource.com.

Tuesday, April 16 | 7:00 PM - 9:00 PM

GONG Executive Dinner for AA-ISP Leaders

Morton's Steakhouse

Wondering what to do following the Happy Hour in the Expo? Gong.io is inviting 60 leaders to Morton's Steakhouse for an offsite Executive Dinner. Attendees are required to RSVP and registration will be closed once the 60 tickets are gone!

Where: Morton’s Steakhouse (0.4 Miles from Hyatt Regency O’Hare)
Speakers: Senior Sales Leaders from F500 Companies
Network with fellow Sales Leaders and learn how many of them are leveraging Conversation Intelligence to:

- Replicate the Success of their Top Performers
- Leverage Visibility to improve Forecast Accuracy
- Collect Real-Time Competitive Intelligence
- Reduce On-Boarding / Ramp Time by 50%

RSVP HERE:
https://pages.gong.io/aa-isp-leadership-summit-dinner/

Day 2: Wednesday, April 17th

Wednesday, April 17 | 6:00 AM - 6:30 AM

LS2019 Walk & Gab - Get Moving!

Meet at the bottom of the escalators near the front doors

Start you morning off right by joining TradeShow Makeover founders Alice Heiman and Dianna Geairn for an upbeat networking opportunity to get the blood flowing and meet people who can help take your business to the next level.

We will start the 30-minute walk off with quick tips on ways to connect with your fellow attendees to make the most of your time here LS2019!

Wednesday, April 17 | 7:00 AM - 8:00 AM

Breakfast & Birds-of-a-Feather Roundtable Discussions

Grand Ballroom E

Grab some breakfast in the Expo Area with your peers and take advantage of informal, open roundtable discussions (topics will be displayed in the LS2019 Event App).

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

General Sessions

Grand Ballroom E

Morning Kickoff & Announcements

Grand Ballroom E

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

Idea Exchange: Aligning Your Organization with Technology

Grand Ballroom E

AA-ISP Top Challenges Research continues to place technology near the top of leader's most pressing issues. Our panel will share their own experiences around several topics such as the right tech stack, how to select and implement technology, measuring ROI, sales rep adoption, and future solutions like AI they may be considering.

Kathleen Glass
CEO | Oinkodomeo
Don Erwin
Head of Revenue | Mixmax
Kevin Waterman
Inside Sales Director | Centurylink
Dharmesh Shah
Vice President, Inside Sales | Vonage
Mike Mishler
Manager, Inside Sales | Palo Alto Networks

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

Leaving a Lasting Legacy Through Leadership

Grand Ballroom E

EVERY business problem can be solved with great leadership. Over the past five years, Kyle has interviewed leaders who have created a collective $50b in enterprise value (and likely more in the lives of the people they've led).

In this session, Kyle will share all the tips and tricks (little to big) learned from others (and his own mistakes) along the journey, that have allowed SalesLoft to grow from 4 employees in 2014 to over 370 today while scaling revenue 335% in the last two years.

Leadership starts with three simple principles and expands from there:

1. Attracting incredible talent.
2. Inspiring incredible talent.
3. Developing incredible talent.

The environment you create for your organizations and sales teams is critical to achieving this with scale and consistency.

Kyle Porter
CEO | SalesLoft

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

2 Tactical Ways to Triple Your Teams Conversations – No Tools Required

Grand Ballroom E

Join John Healy and Lauren Bailey from Factor 8 as they get hands on and share two things your team can do right now to improve the number and quality of the conversations they have every day. Regardless of what tools you use or methodology you subscribe to, these practical tips will immediately improve results. Listen to actual customer calls (YIKES!) and get the hacks your team needs to build their skills and confidence.

John Healy
Vice President | Factor 8
Lauren Bailey
Founder & President | Factor 8, #GirlsClub

Wednesday, April 17 | 9:10 AM - 9:15 AM

Special Announcement from AA-ISP

AA-ISP will share a special announcement which will help leaders address the challenge of training, development and ongoing learning.

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

Wednesday, April 17 | 9:15 AM - 9:35 AM

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

Grand Ballroom E

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 | 9:35 AM - 10:00 AM

Idea Exchange: AI Driven Sales

Grand Ballroom E

Artificial Intelligence is coming on strong and many progressive organizations are beginning to harness its power. Yet AI has produced more questions than answers. Our panel will share their own experiences with implementing and using AI while also discussing its challenges and ROI.

Dave Elkington
Chairman, CEO & Founder | InsideSales.com
Jen Tadin
National Sales Director & Client Experience Director | Arthur J. Gallagher
David Rosuck
Managing Regional Vice President | Pacific LIfe Insurance Company
Alli Gentile
VP Sales, General Manager | Pearson

Wednesday, April 17 | 10:00 AM - 10:05 AM

Tips for Navigating the Expo

Grand Ballroom E

Dianna and Alice come back to share a few quick pointers for making the most of your Expo Experience!

Dianna Geairn
Co-Founder and Chief Operating Officer | TradeShow Makeover™
Alice Heiman
Co-Founder and Chief Revenue Officer | TradeShow Makeover™

Wednesday, April 17 | 10:05 AM - 10:35 AM

Break in the Expo

Grand Ballroom B

Wednesday, April 17 | 10:35 AM - 10:55 AM

The Next Era of Innovation in Sales

Grand Ballroom E

Innovation moves in cycles. While the era of automated sales outreach brought a surge in efficiency, ultimately it hasn't provided authentic customer value. Face-to-face selling provides customers with that value, but it lacks speed and efficiency. The only way to solve for these two challenges and drive high-quality sales is by creating and leveraging scaled relationships. Don’t get left behind. Join this session with LinkedIn to hear where the next era of innovation in sales is headed.

John Mayhall
Senior Director of Sales Solutions | LinkedIn Sales Solutions

Wednesday, April 17 | 10:55 AM - 11:20 AM

Tool & Tech Demos

Grand Ballroom E

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 Salesloft, DialSource, and BombBomb will take the stage to demonstrate how their specific solutions can improve performance and sales execution.

Wednesday, April 17 | 11:20 AM - 12:00 PM

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

Grand Ballroom E

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

Grand Ballroom E

Sit down with your lunch and enjoy discussing with fellow attendees your shared challenges and experiences, and what you've learned at the Summit so far!

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

Breakout Workshops - 1-Hour Sessions

Various Rooms - See Agenda for Your Room Name

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

Idea Exchange: Compensation Planning (Structure & Setting Quotas)

Heathrow

Compensation, incentives and setting accurate sales goals and quotas are an extremely important part of a Sales Leader's role. This Idea Exchange will provide different ideas, best practices and solutions which have proven successful in motivating sales teams to achieve success. Walk away with new insights into compensation design along with sharing your own ideas during the session.

Robert Beattie
Senior Sales Director | Thomson Reuters
Sonya Meloff
Co-Founder | Sales Talent Agency Inc.
Richard Ortega
VP Inside Sales | Amenity Analytics
Rick Lucero
Vice President, Worldwide Inside Sales | Hewlett Packard Enterprise

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

Florence

During this session, Shabri will talk through the importance and best practice of a structured onboarding program. This session will help you reduce onboarding time by implementing your own bootcamp structure for effectiveness.

Shabri Lakhani
Founder & Managing Director | SalesWorks

Can You See Me Now? - Body Language Techniques To Take Your Phone and Video Calls To The Next Level

Vienna

In this session, you'll learn to apply the science of body language for both phone-to-phone calls, as well as video-to-video calls.

- Improve your confidence before the call
- Establish trust in seconds
- Develop better connection with clients and prospects
- Maximize the effectiveness of phone calls and video calls

Leo Cardenas
Body Language Speaker & Trainer | Lay-O, LLC

Women in Sales Part II: From Research to Actions on Diversity and Inclusive Leadership That Make a Difference

London

Last year, Lori and Joel presented on the main stage the results of their first Women in Sales Leadership study. Join us now for the second part where they will show their latest research in working with top corporations on diversity and inclusive leadership that make a difference. This can help you understand how effective inclusive competency models can grow ROI. Time will be dedicated to small-group discussions and Q&A.

Who Should Attend:
Men and women sales leaders and company leaders
Women in sales roles

Lori Richardson
President | WOMEN Sales Pros
Joël Le Bon, Ph.D.
Marketing & Sales Professor, Leadership in Digital Marketing & Sales Transformation Faculty Director | ​Johns Hopkins University, Carey Business School

Creating a Story Playbook

Paris

Continuing the conversation from Matthew's main-stage keynote Presentation: Build Your Story Playbook - the catalyst to explosive sales growth.

In this 1-hour Breakout Workshop, attendees will continue to 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) Dive into 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
- Continue to develop a step-by-step process
- Learn steps for how to implement your new strategy
- Further develop a culture that attracts and retains the best and brightest

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

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

DaVinci

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 Tony, an expert buyer and seller of some of the world’s largest closeouts

Tony Perzow
Founder and CEO | You Suck At Negotiating

You’re In Business to Do Business: What Attendees Can Do at a Summit to Grow their Business

Narita

Summits, conferences, and trade shows create marketplaces with unique opportunities for professionals who know how to capitalize on them. Doing so requires a specific mindset and skill set that we teach with our proven CREATE•DOMINATE•GENERATE process. Summit attendees enjoy dramatically improved ROI from applying our process.

In this session, you’ll discover how to:
- Create a winning strategy to meet people who will help you achieve business growth objectives
- Dominate at the event by creating memorable experiences for those you meet
- Generate desired outcomes by turning connections into meaningful relationships or new business

Who should attend:
- Sales or business development professionals who attend events where their ideal customers aggregate
- Sales managers who train inside teams to set sales meetings before, during, and after the event
- Business owners seeking to improve financial results from the conferences, summits, and trade shows their company attends

Dianna Geairn
Co-Founder and Chief Operating Officer | TradeShow Makeover™
Alice Heiman
Co-Founder and Chief Revenue Officer | TradeShow Makeover™

Pay It Forward: Developing Sales Accountability That Scales With Revenue Targets

Malpensa

There has never been more transparency in society with the rise of social media, etc. Customers are asking for transparency. How can transparency change marketing and selling? Learn how cutting edge sales teams are leveraging ‘conversation visibility’ to transform their sales effectiveness, customer experience, and consistency.

In this fast-paced session, you will learn how to:

1. Experience what your prospects and customers experience through their eyes and ears
2. See that reps adhere to the sales process
3. Listen to and share the ‘voice of the customer’ between sales and marketing with ease
4. Reinforce your sales training methodology so it sticks
5. Create a culture where accountability is a two-way street
6. Harness the power of transparency to change everything about your company

Steve Richard
Chief Evangelist | ExecVision

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

Breakout Session 2

Various Rooms - See Agenda for Your Room Name

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 as well as some Case Studies.

Idea Exchange: Leading & Scaling Large/Enterprise Organizations

Heathrow

With today's explosive growth, more companies are fitting into a large or even enterprise category in terms of the number of Inside Sales reps they deploy. There are many critical factors when leading an Inside Sales organization with several hundred seats. Hear from panelists who will share their experiences around massive change, growth, technology adoption, leadership development, large-scale hiring, retention, globalization, culture and many more.

Kurt Shaver
Chief Sales Officer & Co-Founder | Vengreso
Edward J Auriemma
SVP & COO of Field Operations | Infor
Wendy Mitchell-Covington
National Vice President of Sales Success | TriNet
Andy Kadlec
Director of Sales | Enterprise | Freshworks

Salesforce on Salesforce: Inside Sales and Technology

Vienna

Salesforce has a streamlined Inside Sales organization, with hundreds of reps across their global offices. Together, they form a well-trained, well-run, well-oiled selling machine that’s key for company growth. Learn how they set up their teams for success and how they’re building solutions to contribute to that success.

Matt Loria
Director of Sales Development | Salesforce
Charlie Elbert
Director of Sales Development | Salesforce
Victor Liu
Senior Manager of Product Management | Salesforce

From Coaching To KPIs: How Metric-Driven Sales Teams Create Winning Cultures

London

These days, it seems like every sales publication has *at least* one article about “culture”, but what does “building a culture” actually mean? Better yet, how does a busy, stretched-thin sales manager in a high-pressure environment intend to create and shift culture while making sure everyone hits the big numbers?

Successful, modern sales leaders have figured out that “building a culture” really means measurable coaching programs, team-wide visibility, strategic competitions and celebrating wins are a highly valued centerpiece of their organizations. Not-so-coincidentally, these managers are leading the pack when it comes to building healthy pipeline, consistently hitting numbers and reducing employee churn while also increasing quota attainment.

Join this session to learn how to use real-time data to make lasting, incremental management decisions that will move the needle and motivate your reps like never before.

Brian Trautschold
COO | Ambition Inc.

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

DaVinci

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
- How to be tougher without impacting relationships in a negative way

Tony Perzow
Founder and CEO | You Suck At Negotiating

Sales Storytelling: How to DOUBLE Your Close Rates with a “Game-Over” Narrative

Narita

Are you looking to learn how to use sales narratives to skyrocket your close rates? Join this session and you'll learn how to tell stories that make your buyers uncontrollably listen to every word you say. You'll learn how to bring your buyer 'past the point of no return', so that the only logical thing for them to do is to buy your solution.

Chris Orlob
Senior Director, Product Marketing | Gong.io

Discover Your Breakthrough: Connecting Strategy and Scripting to Drive Your Sales Pipeline

Malpensa

There’s a vital relationship between company strategy and sales messaging that’s crucial to filling your pipeline with high-potential opportunities. The first words spoken to your ideal prospects are the key to building a strong pipeline; yet the choice of these words is usually left up to either junior sales reps or a marketing committee. Your strategy deserves a carefully crafted sales script that leads directly to a steady flow of meetings with qualified prospects.

In this workshop, you’ll develop this all-important core-message, condensed to one succinct “breakthrough” sentence, embedded in a scripting structure designed for the toughest conversations: cold calls. And you’ll learn how to apply this breakthrough script to achieve immediate and sustainable success by avoiding the four potential failure points of every first sales conversation.

The goal of this workshop is simple: to arm you with a sales weapon that works in every targeted conversation to turn strategic intent into predictable results.

Chris Beall
CEO | ConnectAndSell

Wednesday, April 17 | 2:30 PM - 2:50 PM

CASE STUDY: IBM Research Study on Effective Outbound Selling

Florence

This session is for senior sales leaders. One year ago, IBM started a three-phase study, to identify, evaluate, and overcome the biggest obstacles to outbound selling success.

The first phase of the study identified the top five obstacles to effective outbound selling. Evaluating and thoroughly understanding the obstacles was the second phase. Evaluation proved more challenging than expected given the variety of initiatives underway, including new sales acceleration tools, evolving selling strategies, and training. Sometimes the impact of an initiative was simultaneously positive to one part of the sales and marketing process and negative to another part of the process. Finally, in phase three, a formula was developed to evaluate the net impact of the initiatives and a plan took form to overcome the identified obstacles to success.

Learn the top five obstacles to effective prospecting and a case study of IBM’s learnings to-date on how to overcome the obstacles (much of which was unexpected).

Bruce Lewolt
Co-Founder | JOYai
Thomas Dekle
VP, IBM Global Digital Sales - Sales Acceleration | IBM Inside Sales, North America

Wednesday, April 17 | 2:55 PM - 3:15 PM

CASE STUDY: Automated Packaging Systems - A 50-Year-Old Manufacturing Company Digitally Transforms Sales

Florence

During this case study, Brian and Charissa will share how Automated Packaging Systems transformed their Inside Sales team with a best-practice roadmap to identify, objectively hire, and compensate the best-fit candidates. The new reps were empowered to succeed with thorough on-boarding training which included process, messaging and a framework for measurement.

Charissa Franklin
SVP Client Success and Managing Partner | Reality Works Group
Brian Zamary
Corporate Sales Director | Automated Packaging Systems, Inc.

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

Break in the Expo

Grand Ballroom B

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

Breakout Session 3

Various Rooms - See Agenda for Your Room Name

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 as well as some Case Studies.

Idea Exchange: Best Practices for Distribution Inside Sales Teams

Heathrow

Channel, distribution, and the entire supply chain continues to grow with respect to Inside Sales driving customer engagement and sales. Selling indirectly has its own challenges which can vary somewhat from a traditional direct-selling model. Our panelists will explore both the challenges and also proven best practices around implementing and executing an effective indirect Inside Sales model.

Ed Porter
Chief Revenue Officer | Smart Harbor
Lisa Hubbard
Vice President Digital Sales and Marketing | Premier Safety
Chris Lamon
Director of Sales, Internal Account Management | Kimberly-Clark Professional
Thomas Parbs
Senior Manager, Sales | SMS-Magic

The Truth About Sales Cadences – What Millions of Data Points Tell Us About Engaging Prospects

Vienna

Join this session to learn how to build a sales cadence that delivers real results.

You'll walk away with:

- The four laws to build a successful sales cadence
- Tips and tricks on building cadences for different sales situations
- What 1,456 different sales cadences tell us about conversation rates

Scott Mark
Head of Sales | InsideSales.com, Inc.

The 5 Steps to Digital Transformation for Sales Teams

London

The skills needed to succeed in sales are rapidly changing. In this session, you will learn how sales teams are driving more revenue and future-proofing their jobs by transforming the way they use data and leverage digital tools to connect better with customers.

KEY TAKEAWAYS:
- How to transition away from offline sales materials
- How to transform your CRM into a CMS
- How to leverage analytics for an optimized sales process

Matthew Kinkaid
Director of Sales | Brandcast

Rapid Growth for SMB, the Lazy Way

Paris

Do your members or channel partners feel they are on an endless hamster wheel, just trying to keep their business going? They provide an amazing product or service, but despite all their efforts and good intentions, their day-to-day is a constant struggle to find interested people, set themselves apart, and make the sale – all while competing against established industry players and dealing with customers who seem to care about only one thing... PRICE. In this game-changing breakout, participants will walk away with a complete understanding of where they have been going wrong, and they’ll know the three instantly-implementable strategies to turn it all around.

Attendees will leave this session feeling a renewed excitement for their business – but most important, with a reliable plan for success based on three simple steps:

1) Differentiation and Message Unification.
Participants will discover exactly how to set themselves apart from their competition, put an end to competing on price, and learn the secret to exciting prospects to
want to know more.

2) Niche Marketing.
Participants’ experiences, education, upbringing, and talents perfectly qualify them to serve one specific niche of customers. In this session, they’ll learn exactly how to identify who those customers are, how to be seen as the only logical choice, and how to get paid what they’re worth.

3) Sales Systemization.
Sales is seen by most as a skill set you either have or you don’t. But in truth, it’s a system like any other, one that can be learned and mastered. Participants will walk out of this session knowing that they can create an individualized sales process that brings repeatable, reliable results.

KEY TAKEAWAYS:
- Finally differentiate yourself and put an end to competing on price
- Understand why you can’t (and shouldn’t be) everything to everyone
- Discover your niche market of motivated, excited-to-buy customers
- Achieve a new outlook on sales

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

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

DaVinci

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 >4 million 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 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

The No BS, Straight-Up, Super-Amazing-Starting-From-Zero, Social-Selling Workshop

Narita

We’re going to pretend that everyone in this session has no following online, no brand recognition, and doesn’t have a double-digit response rate from their prospects. Ryan will go into how he generates over 50+ meetings a month combining social selling, individual branding, content, cold calling, and cold emailing. Whether you run a sales team, or are a prospector, bring your notebooks. Your path to world domination starts here.

Ryan O'Hara
VP of Marketing/Growth | LeadIQ

3 Ways Sales Leaders Can Supercharge Their Teams

Malpensa

In this session, you will hear about three critical areas where sales leaders can improve reps’ performance - motivating prospecting activity, engaging individual reps, and mentoring/coaching reps around fundamental behaviors. For each topic, we will share examples and some best practices in a “good-better-best” fashion, so that organizations of any level of expertise can take action immediately to improve their game.

David Leinweber
CEO | LevelEleven

Wednesday, April 17 | 4:15 PM - 4:35 PM

CASE STUDY: Engaging a Remote Team – American Airlines

Florence

During this session, Amber will share ways to effectively engage your remote team members, and how that engagement improves your bottom line.

Amber Evans
Team Lead, Corporate Sales | American Airlines

Wednesday, April 17 | 4:40 PM - 5:00 PM

CASE STUDY: Importance of Continuing Education - Midco

Florence

As a leader, developing and sustaining high-performing teams is always top of mind. However, in order to achieve success, there are many obstacles one has to overcome and this may vary by industry.
There is, however, one obstacle that we all have in common… staff.

Do you find yourself asking:
"How do I establish a knowledge baseline?"
"How do I position them for success?"
"How do I help them grow?"

While this can be a tad overwhelming, taking a stance on continuing education, partnering with the right organizations and allocating the proper resources to help position sellers for success is the springboard to help them achieve more than they thought was possible. During this session, Cory will discuss the Midco journey. He will explore how that has helped staff establish a proper knowledge foundation, how it has enhanced culture and how it is positively impacting performance.

Cory Lichty
Director of Inside Sales | Midco

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

Awards Gala & After Party

Grand Ballroom E

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.

Agenda:
6:00 to 6:30 PM - Open Bar Networking
6:30 PM - Doors to Gala Open
6:45 PM - Welcome & Dinner
7:30 PM - Award Presentation Begins
8:15 PM - Party Time!

Day 3: Thursday, April 18th

Thursday, April 18 | 6:00 AM - 6:30 AM

LS2019 Walk & Gab - Get Moving!

Meet at the bottom of the escalators near the front doors

Start you morning off right by joining TradeShow Makeover founders Alice Heiman and Dianna Geairn for an upbeat networking opportunity to get the blood flowing and meet people who can help take your business to the next level.

We will start the 30-minute walk off with quick tips on ways to connect with your fellow attendees to make the most of your time here LS2019!

Thursday, April 18 | 7:15 AM - 8:15 AM

Women in Sales & Leadership Roundtable Breakfast

International AB

AA-ISP is happy to welcome you to join us for an informal women in sales and leadership roundtable breakfast. We will spend the hour sharing the challenges and stories of successes in our roles as women in the sales profession.

This breakfast is open to all!

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

Breakfast & Birds-of-a-Feather Roundtable Discussions

Grand Ballroom D

Grab some breakfast in the Expo Area with your peers and take advantage of informal, open roundtable discussions (topics will be displayed in the LS2019 Event App).

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

Fast Ramps, Smart Quotas & Balanced Territories

Paris

Sales planning is tricky business. Set quotas too high or slice patches too thin and you risk attrition and demotivating the team. Too low or too fat, and you’ll incur unnecessary expense and leave opportunities on the table. Learn how sales operations teams at high-growth companies are using modern technologies to build staffing plans, set quotas, and balance territories.

Daniel Meyer
Account Executive | Adaptive Insights
Matt Shore
VP, Product Strategy | Adaptive Insights

Breakout Session 4

Various Rooms - See Agenda for Your Room Name

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 as well as a Case Study.

Idea Exchange: Sales & Marketing Marriage Counseling with Dr. Bob

Heathrow

It’s an age-old tale, much like cats and dogs, our sales and marketing teams get a bad rap for not getting along. During this counseling session, “Dr. Bob Perkins” will guide our panel of marketing and sales leaders through an open dialogue discussion on ways to improve communication and work better together, how to define and agree on goals, plus explore best practices for structuring your teams.

If your organization is struggling with sales and marketing alignment, or even if you are “killing it”, we invite you to join us for this interactive session that is sure to leave you with new ideas you can take back to office and implement right away!

Bob Perkins
Founder & Chairman | AA-ISP
Jen Spencer
Vice President, Sales and Marketing | SmartBug Media
Todd McCormick
CRO | Terminnus

Gamification is a Serious Business

Vienna

In a recent AA-ISP survey, 46% of association members report the use of gamification. In this session, Alice will discuss what gamification is and why it is important. She will also share her own as well as the audience's experiences on how gamification has helped to motivate teams and individuals in achieving their sales goals.

Alice Coatalem
Founder | AL.IS Expertise

High Velocity Sales: The Future of Inside Sales

London

Technology questions dominate sales teams' growth plans, and planning for the future can be daunting. But, Inside Sales is growing 15X faster than "traditional," outside sales organizations. It's the fastest, most-effective sales strategy for growing your company's business. Join us to hear about successful inside sales strategies and the tools Salesforce is building to help you succeed in this space.

Andy Kung
Senior Director of Product Management | Salesforce
MaryAnn Patel
Senior Director of Product Management | Salesforce
Victor Liu
Senior Manager of Product Management | Salesforce

Eliminating Clawbacks: How Sales Can Help Customer Success Keep Their Clients 

DaVinci

Sales and marketing alone are no longer enough to drive sustainable growth. The fastest-growing companies are adopting customer success as the third growth engine in their company. But much like the challenges involved with marketing handing off leads to sales, challenges arise when sales hands off new customers to the customer success team.

In this talk, Kyle will present the internal challenges his company faced, and how his sales and success teams have pushed through obstacles, from client onboarding, to activation, renewals, and upsells. You’ll learn how sales reps can avoid creating bottlenecks for CS reps when closing new deals, ensuring happier clients, less clawbacks, and a more harmonious work environment.

Kyle Racki
CEO / Co-Founder | Proposify

You Can’t Teach People to Sell By Teaching People to Sell

Narita

Every inside sales leader is looking at increased sales targets in 2019. Achieving those goals needs to go beyond just implementing the latest technology. In addition to that, positioning and coaching your inside sales reps for increasedsuccess has to be a priority. 75% of inside sales teams are hiring and just as many are ramping up training, yet despite this investment sales leaders are feeling increased pressure to achieve aggressive growth goals. What’s missing?

You’ve seen this many times – you hire two sales reps, one goes on to become a solid performer and the other never gets out of second gear. Same for front-line managers. Why do so many people with similar skill sets, experience and training perform at such different levels? What actually causes this fluctuation – and what can you do about it?

This highly interactive session will get to the real root of the problem. It will save you and your sales enablement teams countless hours frustratingly trying to solve the puzzle of sales team performance.

Attendees will learn:

The 5 critical and overlooked dimensions of sales success.The 3 critical conversations that your sales team must be having regularly if you are to reach your sales goals this year.What research says about the gap in performance between organizations who approach their sales team and manager development differently – 20% revenue gap.Three takeaways that you can put into practice when you return from this conference.

Mike Esterday
CEO and Partner | Integrity Solutions
Bruce Wedderburn
Chief Sales Officer | Integrity Solutions

Finding Hidden Gems in Your Candidate Pool

Malpensa

Sometimes the best person for the job doesn’t have the best resume. Learn how to spot those diamonds in the rough using predictive insights that signal potential. This session will help you expand your candidate pool by identifying the top talent that could be hiding right under your nose.

This session will help sales leaders:

- Maximize current applicant pools
- Learn how to identify the key signs of potential in candidates
- Spot transferable skills that pay off in sales
- Design onboarding and training programs that transform inexperienced salespeople into seasoned pros

Amyra Rand
Vice President of Sales & Strategic Partnerships | Criteria Corp

Thursday, April 18 | 8:30 AM - 8:50 AM

CASE STUDY: Southwest Airlines - Using Data Insights to Drive Revenue

Florence

As one of the most recognized customer-centric brands in the world, Southwest Airlines has invested extensively in how they engage, service, and sell to their customers. With a renewed focus on the corporate traveler, the small-but-mighty Southwest Corporate Sales Team was tasked with getting the absolute most out of its resources. Leveraging customer and industry data, the team began applying data science and leveraging insights into the sales process. This hybridization of sales skills and applied analytic insights ultimately forged the sales force of the future, or as Southwest calls them, Sales Ninjas. Join Matthew, Silke, and Mason as they share the secrets to successfully building your own team of Sales Ninjas.

Matthew Smith
Senior Director of Corporate Sales | Southwest Airlines
Silke Koehnecke
Director of Corporate Sales | Southwest Airlines
Mason Thelen
CEO | Elicit

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

Break in the Expo

Grand Ballroom B

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

Various Rooms - See Agenda for Your Room Name

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.

Idea Exchange: Career Progression

Heathrow

Today's sales professionals are eager for continual development with an eye on moving their careers forward. Our panelists will share their experiences around best practices in career pathing along with ideas on how to help reps prepare for the next step in their careers.

Lisa Hubbard
Vice President Digital Sales and Marketing | Premier Safety
Gabe Villamizar
Global Sales Evangelist | Lucidchart
Tracey Wik
President Sales Talent Consulting | GrowthPlay
Sara Hobson
Director, Global Virtual Sales - US Commercial | Cisco Systems

Transform Your Sales Organization to Scale Success

Florence

To scale sales success, organizations need to consider not only the sales organization, but also how sales collaborates with marketing and how both teams are supported with enablement and technology. This session outlines a step-by-step approach to modernize sales by leveraging investments in operational systems and incrementally improving customer-facing experiences, organizational priorities and investments, collaboration between sales and marketing, and sales enablement.

Gauri Chawla
Head of Global Business Development and Alliances | Showpad

Top 10 Secrets To Building a World-Class $100M Inside Sales Team

Vienna

Learn the top 10 secrets to generating $100M in sales pipeline and $10M in sales from a serial salesperson selling for IBM, Google and Seamless.ai.

Get all the insider playbooks, tips and secrets to maximize predictable Inside Sales growth with actionable strategies spanning leads, script content, activity and people.

Many of these Inside Sales secrets are being used by the world’s fastest growing companies like Amazon, Facebook, Salesforce, Google, Oracle, Slack and many others.

Attend this session and apply these secrets to immediately increase sales today.

Brandon Bornancin
CEO | Seamless.ai

Sales is Not a 'One-Size-Fits-All’ Kind of Job

London

Selling is a specialized profession which requires more than years on paper to be successful. Know what behaviors are the right fit for your company. AI/Machine Learning when combined with Behavioral Science and Sales Performance Data formulate a role-specific model to develop, define and grow top-performing Sales Teams.

In this session, we will talk about:

- the effects of BIAS in the workplace and the outcome it has on growing a successful team
- how to improve diversity when unconscious biases are removed
- how AI/Machine learning can out ‘process’ the human brain
- aligning sales-rep strengths with the right sales role
- how training is having little effect on quota attainment and what can be done to change that

Suchi Pathak
Co-Founder and Chief Psychologist | Aptology, Inc.
Jay Greaves
VP Growth | Aptology

Automation: It's for More Than Just Sequences

DaVinci

Join this breakout for a session detailing:

- How automation helps lean sales teams
- How automation helps you learn to scale your team
- The importance of data for automation
- How to build automation without sacrificing personalization

JP Bertram
Head of Marketing | Rolepoint

Maximize Success within your Sales Organization by Building a Peak Performance Sales Team

Narita

Do you know what the missing piece is to grow and sustain peak sales performance among your sales team? Most Sales Leaders spend the majority of their team-development time focusing on teaching or improving sales skills BUT 80% of sales success is based on mindset and ONLY 20% of sales success is based sales skills set. If only 20% of the success quotient is based on skill set, why are we solely focused in that area? We must learn what we can do as Sales Leaders to build a peak-performance-mindset sales organization, so we can achieve maximum sales results!

This session will address this critical topic, and after attending, Sales Leaders will be equipped to:

- Change the trajectory of the success of their sales team by at least 38%
- Maximize each sales team member to their full potential
- Teach their team to engage in a growth mindset which will propel sales results
- Learn the key qualities to evaluate to hire team members with a peak performance mindset
- Elevate performance and grow revenue

Jamie Crosbie
Founder/CEO | ProActivate LLC
Mike Pierce - "Antarctic Mike"
Founder | www.AntarcticMike.com

The Business of Connection - Rehumanizing Sales

Malpensa

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

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

Breakout Session 6

Various Rooms - See Agenda for Your Room Name

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.

Idea Exchange: CSI-ing Metrics (Coaching with Metrics)

Heathrow

Metrics still remain a mystery in many organizations. As the Inside Sales profession has evolved, so has what gets measured and actually used. Our panel will have a discussion with the audience around what should get measured and why. An often controversial topic, this session is sure to evoke some debate around which metrics should stay and which should go.

David J.P. Fisher
President | RockStar Consulting
Adria Jefferies
Metrics and Team Building Specialist | Inside Sales Consultant
Ed Porter
Chief Revenue Officer | Smart Harbor
Phill Keene
Director of Sales | Renaissance Electronic Services

Are You a Cultural Fit?

Florence

What is Cultural Fit?

In this session, we will break down a few different meanings of culture and whose responsibility it is to ensure or maintain the culture of a company or team. How do you get the most from your sales teams? We will discuss four areas to create a sustainable culture from the interview process to accountability and autonomy. Come prepared for some hands-on activities and an open discussion about organizational culture or a preferred working environment.

Paula White
Director, Inside Sales | Bound Tree Medical

Ask-n-Expert Live - Leadership Forum

Vienna

One of the AA-ISP’s top online resources is called “Ask-n-Expert” where members pose their toughest challenges and questions to a panel of experts. This brand new Idea Exchange will allow attendees to come with their most pressing and difficult questions and challenges which may have not been addressed or answered during the last three-days of LS2019. As forum host, Bob will ask attending leadership experts to offer ideas, suggestions and provide additional resources to your most pressing issues. Come prepared to learn and to also share your ideas with fellow attendees.

Bob Perkins
Founder & Chairman | AA-ISP

Combating "onlyness" in Sales Leadership

London

Whoever said, “It’s lonely at the top” must have been a woman. Women currently make up only 19% of sales leadership positions and the reality is it's not just loneliness, it's the "only-ness".This session is about helping us tackle the “only-ness” by growing our network, pulling more women into sales, sharing important stories, and helping more women earn promotions into sales leadership. Learn actionable steps you can take immediately while connecting with other badass women in sales.

Lauren Bailey
Founder & President | Factor 8, #GirlsClub
Margaret Weniger
Executive Director | #GirlsClub

Enablement Architecture: Building out the Enablement Function

Paris

At OnDeck, the Enablement team are key stakeholders across all of the teams that impact the customer experience. This session will focus on one approach to build and scale the enablement function at your company. Chad will examine the structure blueprint of Enablement Technology, Analytics, and Effectiveness and their impact on the revenue team (and beyond).

Chad Dyar
Director of Enablement | OnDeck

Improving Sales Certainty - How CRM Can Help Make Sales Inevitable (case study)

DaVinci

Every salesperson wants certainty. Certainty to exceed the sales projections. Certainty to make their commission. Certainty to earn your commission check.
After all, according to Peter Drucker, the late, great management guru and the father of modern management, “Nothing happens until someone sells something.”

In this session, attendees will learn how a sales CRM platform that guides the right fundamental actions can lead to making sales inevitable.

You will hear from Lisa Coyle, Co-CEO of 360Payments.com, an award-winning online payments provider, who has seen an increase of 298% in net income growth. She will be interviewed by Tara Bryant, SVP of Sales at Pipedrive.

Tara will uncover the actionable steps that you can use, which are the same fundamentals that led to Lisa’s success. And most of all, attendees will learn how to apply those fundamentals and sales actions that can lead to sales certainty to hit that sales projection and beyond.

Tara and Lisa will start by showing what motivates them -- and for that matter -- all of us. Because as salespeople, in the end, you make it all happen -- for your company, your family and yourself.

Lisa Coyle
Co-CEO | 360 Payments
Tara Bryant
VP of Sales | Pipedrive Inc

How to Build a Gym to Grow Your Reps' Sales Muscles Quickly and Consistently

Narita

We’ve taken the concept of sales “Roleplay” and turned it inside out in order to build muscle memory and massive advancement for your reps. We’ll show you exactly how to make roleplay training stick and keep reps practicing and building new habits instead of burning hot prospects. This session features a fun interactive live roleplay for audience members to hone their skills.

Aron and Chris will host this interactive session to show you how to integrate a roleplay system to provide consistent high-quality feedback that reps will use on their calls. Consistent roleplays lead to faster ramp, more meetings, and robust deal reviews to increase pipeline conversions and shorten sales cycles.

Chris Ortolano
Pipeline Process Consultant | Outbound Edge
Aron Placencia
CEO | Roleplay.co

Check back often as session details are added daily!

DOWNLOAD AGENDA 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.

Off-Site Networking Opportunities:

Walk & Gab

Start your morning off right by joining TradeShow Makeover founders Alice Heiman and Dianna Geairn for an upbeat networking opportunity to get the blood flowing and meet people who can help take your business to the next level.

We will start the 30-minute walk off with quick tips on ways to connect with your fellow attendees to make the most of your time here LS2019!

Executive Happy Hour

Kick off your spurs & join Dialsource and Ambition as they bring rhinestones & whiskey to the Windy City for the first annual Honky Tonk Executive Happy Hour!

Start your AA-ISP Leadership Summit the right way with BBQ and boot-scootin’ with today’s top sales leaders!

Where: Bub City, 5441 Park Pl, Rosemont, IL 60018
When: Monday, April 15th, 5-8pm CST

Come say howdy for a spell!

RSVP HERE

DialSource VIP Dinner for Executives and Sales Leaders

DialSource is hosting an intimate dinner for sales leaders and executives. On Tuesday April 16th at 6:30pm.

Where: The Capital Grille Wine Room (0.6 Miles from Hyatt Regency O’Hare)

We hope you will join us for an exclusive night of dinner and networking with today’s top sales executives. We look forward to discussing the biggest issues being faced by sales leaders today, including:
ꞏ How to plan for a successful digital transformation
ꞏ How to drive alignment across all revenue teams
ꞏ What is driving successful growth at today’s leading enterprise organizations

To request an invitation, please contact Shannon.Elsemore@dialsource.com.

GONG Executive Dinner for AA-ISP Leaders

Wondering what to do following the Happy Hour in the Expo? Gong.io is inviting 60 leaders to Morton's Steakhouse for an off-site Executive Dinner.

Where: Morton’s Steakhouse (0.4 Miles from Hyatt Regency O’Hare)
Speakers: Senior Sales Leaders from F500 Companies

Network with fellow Sales Leaders and learn how many of them are leveraging Conversation Intelligence to:
Replicate the Success of their Top Performers
Leverage Visibility to improve Forecast Accuracy
Collect Real-Time Competitive Intelligence
Reduce On-Boarding / Ramp Time by 50%

Attendees are required to RSVP and registration will be closed once the 60 tickets are gone!

RSVP HERE

Ready to join us?

REGISTER NOW