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 >5M sales conversations in 2019 (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, we'll walk you through a data-driven story of what the team discovered and best practices in coaching and data-based decision making adopted by high-growth companies.

During this session, Amy will cover how she has worked with teams to standardize activity metrics, such as Calls, Meetings, Opp Gen and more as a path to predictable revenue. Gaining commitment from the management team and sales reps are essential, and she will share tips for what she has found helpful in the organizations she worked with, most recently at Carbon Black.

Digital selling is no longer a thing of the future, it is here and now. In many cases, a key objective is to focus on and improve digital sales. 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.

Join Lars Wold in this interactive session as he helps fellow sales leaders map their transformation journey and shares insights and pitfalls from his 18 years of experience in shaping and developing the Inside Sales function and digital sales team at Hewlett Packard Enterprise. Taking his experience from the enterprise arena, Wold now leads the sales organization at DialSource, helping support the digital transformation of customers and partners across a wide array of industries. This interactive session will include a workbook and discovery process to help set your organization up for success and map clear objectives along your digital transformation journey.

Discovery is the most important part of the sales process, but it's hard to get it right. The more information you uncover, the more equipped you are to win the deal. But you can only ask a handful of questions before losing your prospect's attention. This session will walk you through the five types of discovery questions and how to use them to make sure you're asking the right questions on every call.

The deal is done and now the customer has been handed off to the Account Management team… now what?

Join this open forum discussion where we will discuss:

• Outlining and achieving your customer's goals
• Importance of long-term goals and growth strategies with your current customers
• The difference between customer service and account management
• Communication between sales and account management
• Understanding your customer's behaviors and needs

AA-ISP is currently seeking Account Managers to join this session and share expertise!

In this presentation, we will discuss specific best practices to build a culture of accountability both individually and in a leadership role.

We'll cover:
• How to emphasize the “right” activity along with focusing on results
• How to minimize blaming factors outside of your control that will enhance ownership
• How to tap into internal motivation to facilitate change
• How to move outside your comfort zone on a consistent basis

This interactive session will include real-life scenarios and specific techniques and exercises to build accountability from the ground up.

You’ve heard about how coaching impacts win rates and how to do call coaching. Now let’s step back and look at how 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 to success.

In this session, we will discuss how to develop and run a coaching program. You will learn:

- Elements of a good coaching session and what to avoid for a bad coaching session
- How a structured coaching methodology complements call analysis and role plays
- How to use performance data in a coaching session
- How to use coaching during onboarding to speed ramp time
- How to make time for coaching

From the team that averages double-digit reply rates, grab your pen and paper and get ready as Ryan O'Hara jumps in to a fury of actionable prospecting tactics your team can do to increase meetings. This will tackle things in social, email, phone, and maybe even a few surprise channels. Expect some laughs, some tears, and maybe (just maybe) the inspiration your team needs to book more meetings.

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

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

Interest in joining this session? We are currently seeking panelists in positions including: VP, Procurement, CRO and reps who SELL to these leaders!

Proposals - some people love ’em, some people hate ’em. Regardless of where your proposal politics lie, for most sales professionals, they’re essential to winning the sale and closing the deal. The challenge is that what makes a good or bad, winning or losing proposal remains largely a mystery. That’s why Kyle did a deep data dive into 1.4M proposals to discover all the juicy trends, hidden tips, and best practices of the most kick-ass proposals. Join this session to gain the info that could give your sales team the competitive edge to improve their proposals and close rate (and maybe you’ll get back to loving 'em.)

There’s a lot hype these days about “Modern This” and “Modern That.” What does Modern Selling even mean? And what is Modern Learning? And how can you get past the hype and combine these maxims to improve your Inside Sales performance and deliver profitable growth for your company?

Join this session to learn:
-Why it’s time for Inside Sales to make the critical shift to a modern, buyer-centric, value-based, and outcome-focused sales methodology
-How to use modern methods to deliver the skills training that’s required to support this mindset and behavioral shift in ways that meet the needs of today’s modern learners
-How to guide and support your Inside Sales force through this journey to get the results that you need

In a survey of nearly 10,000 people, 55% agreed with the statement “I am afraid of getting punished for taking a day off to attend to my mental health.” The stigma surrounding mental health, along with a fear of being viewed differently as a team member or for promotion, or even losing one's job, has left much of America’s workforce avoiding treatment.

Companies’ annual expenses for mental health care are rising twice as fast as they are for all other medical expenses. Depression, one of the leading causes of disability, and anxiety cost the global economy an estimated $1 trillion annually in lost productivity. Yet we continue to live and work in a culture that doesn’t speak about these challenges.

Workplaces that promote mental health and support people with mental disorders are more likely to reduce absenteeism, increase productivity and benefit from associated economic gains. studies indicate as much as a 10-to-1 return on investment in mental health training programs – to reduce stigma, train managers and improve organizational culture – pointing to the fact that addressing workplace mental health is not only an ethical priority but a business imperative. Fostering a mentally healthy workplace is the new frontier for leading executives, and those looking to maintain a competitive advantage will embrace new approaches to support and inclusion. Employers need to ensure that individuals feel supported and able to ask for support in continuing with or returning to work and are provided with the necessary resources to do their job.

During this session we will have an open-dialogue conversation around the responsibilities on individuals, managers and organizations, to help change the workplace culture to be supportive and inclusive.

During this session, Lori will share stories of how companies have successfully built their sales culture while retaining and hiring women reps and leaders. You'll hear about a startup, a mid-sized organization, and an enterprise-sized company. Within that, we will discuss two areas: finding / attracting / hiring and developing / retaining / promoting.

This is an interactive session, so bring your questions!

Whether your Inside Sales team is made up of SDRs, AEs or CSMs, you want every rep to have great sales conversations. The challenge is that most of the tools, tactics, and messaging they need is spread across the organization and nearly impossible to locate and act upon. And, even if you've made the information easy to access, most of it is probably focused on your product, not buyer needs.

Whether you are looking to create a Sales Playbook for the first time, or strengthen your existing messaging, you will walk away with guidance to get you started.

In this session, Janet and Adam Johnson will cover:

• The key components of a Sales Playbook
• Who needs to be involved in the effort
• A quick and simple method for creating engaging messaging
• Tips on driving adoption

In this presentation, we will cover effective qualifying practices, challenge the notion that a salesperson should "Always Be Closing", and discuss how effective qualifying can help you close more deals - faster!

We will also discuss how doing so will also protect your prospects from a bad experience while also protecting your organization from a bad review.

Topics will include how to:

• Identify qualified prospects before they know they are prospects
• Qualify a lead before your initial discussion
• Qualify a prospect during your initial meeting
• Identifying red-flags that a prospect may not be a good fit - and how to handle it quickly
• Quickly provide value to a prospect who is not an ideal prospect, and turn it into potential value for you

This session will include real-life examples and a takeaway qualifying checklist you and your teams can modify for your business.

In today’s fast-paced society, the line between work and life is fading, making mental health increasingly difficult to prioritize. Most individuals spend one-third of their adult lives at work, which can exacerbate conditions such as anxiety and depression.

Almost 20% of working-age adults in the U.S. experience some type of mental health challenge in a given year. Rates of major depression have increased by 33% over the last 3 years.

The time to talk about this is NOW. Only through talking about these challenges, can we help to break down the many stigmas associated with mental health. During this session, we will have an open-dialogue conversation around mental health in the workplace, led by 3 speakers in the sales industry sharing their personal experiences on this topic.

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

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

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