Emblaze Conference Presentation Slides

Most presentation materials for Emblaze conferences, including our frontline, leadership, and executive level events, are available for download approximately a week following the event.


AA-ISP Inside Sales 2015 - Denver June 10th, 2015

Open Interactive Forum: The Largest Inside Sales Town Hall Ever! - Trish Bertuzzi Details Download
Do you want to receive great information: good! Do you want to share great information: better!

Please join us for a highly interactive, open-forum session led by Trish Bertuzzi, President & Chief Strategist for the Bridge Group with Steve Richard, Founder at VorsightBP. This is an opportunity to come together and share our tribal knowledge.

You will learn about the following topics: Hiring, Onboarding, Sales Tool Fatigue, Management vs. Micromanagement, Process Adoption, and”¦whatever else you want! You will walk out of the room energized and full of easy-to-implement ideas. One lucky person will win an iPad (or equivalently valued cool technology).

See you there!
General Sessions:
Sales Productivity: The Silent Killer - Tawheed Kader (TK) Details Download
TK, Founder & CEO of ToutApp, and his team draw on the work they do with the top sales teams across multiple verticals. What's the one thing that they've found differentiates top performing sales teams from the ones that fall behind? The sales teams that work together, that collaborate, and that share information outperform the others. In this session, TK will talk about the top 5 things that silently kill rep productivity and why it matters to sales managers.
Inside Sales and Social Selling for Extreme Results! - Ken Krogue Details Download
InsideSales.com was ranked #1 in the world for their Social Selling Index in the Top 500 Growth Companies by Deloitte. Join Ken Krogue, President and Founder of InsideSales.com, author of the #1 Inside Sales blog and recently ranked #2 in Social Selling by Forbes and Huffington Post, as he discusses the convergence of inside sales and social selling. Discover the research, tips, and best practices his company is pioneering and observing in the top sales forces in the US and globally.
Mastering Inbound Sales - Josh Evans Details Download
Working with some of the most progressive inside sales teams to hone and perfect their processes for working inbound leads, Velocify has identified the key drivers that enable world-class inside sales performance. In this session, Josh Evans, SVP of Sales for Velocify, will guide you through four golden rules that you can immediately deploy to turn more inbound leads into revenue and unleash a high-velocity sales engine in your organization.
How to Use Technology to Increase Your Sales Performance by 450% - Bridget Gleason Details Download
In one year, Yesware's salespeople improved their MRR by 450%. How did they do this? Pervasive use of technology. Join Yesware's VP of Sales, Bridget Gleason to learn how she used technology to debunk common email myths, coach millennials and implement a social selling strategy.
A How-To Guide on Sales Coaching - Chris Beall Details Download
In this session, Chad Burmeister, VP Sales & Marketing at ConnectAndSell and Chris Beall, CEO at ConnectAndSell are joined by special guest, Trish Bertuzzi, Founder and Chief Strategist of the Bridge Group, where they will play several actual sales conversations, and then provide real-world coaching for every dialogue. A must-attend session for Inside Sales reps looking to arm themselves for the feedback they may hear from CEOs, Sales VPs, and more.
A How-To Guide on Sales Coaching - Chad Burmeister Details Download
In this session, Chad Burmeister, VP Sales & Marketing at ConnectAndSell and Chris Beall, CEO at ConnectAndSell are joined by special guest, Trish Bertuzzi, Founder and Chief Strategist of the Bridge Group, where they will play several actual sales conversations, and then provide real-world coaching for every dialogue. A must-attend session for Inside Sales reps looking to arm themselves for the feedback they may hear from CEOs, Sales VPs, and more.
Modern Selling with Insight is the Key to Success with Millennials - Dustin Grosse Details Download
By 2020, nearly 50% of the workforce will be comprised of Millennials. This “Net Generation” is diverse, tech savvy and socially connected – and they are changing the way we buy and sell. Sellers, Sales Managers, and Marketers all need to adapt to modern methodologies and new technologies to keep pace with changing customer needs and expectations, where real-time customer insights and more predictive selling capabilities will be required. In this compelling session, Dustin Grosse, COO of ClearSlide, discusses new strategies to ensure that your selling organization becomes more intelligent and is ready for this radical shift.
Best Practices for Inside Sales - Henry Danser Details Download
Arming your Inside Sales Team with tools and processes that maximize their sales efforts and utilizing proactive campaign strategies critical to helping your sales agents succeed. Join us for this group discussion with Henry Danser, Regional VP of Sales with Noble Systems, on best practices for inside sales program management that allow you to drive revenue and reduce costs.
Membership & You - Ashley Gagliano Details Download
In this session, Ashley will discuss the wide variety of resources and services available through your AA-ISP membership. In addition, she will share recent updates on association activities and events.
Breakout Sessions:
Disappearing Fear - How Your Fears Kill Sales Velocity (and what you can do you to stop it) - Townsend Wardlaw Details Download
"What are you afraid of?

Losing a deal? Not making quota? Challenging your prospect? Walking away from a bad opportunity? Picking up the phone to cold call?

We ALL have fears, but may not know where they come from or how to make them go away. Fear tells us to walk (or even run) from those things we know we need to do to succeed. Fear keeps us from our dreams”¦ if we let it.

I am afraid of public speaking. I have panic attacks. I may have one on front of you. Even so, I plan to share the secret to moving through fear with you."

During this 45 minute breakout, Sales Transformation Architect, Townsend Wardlaw, will share how he acknowledges, re-calibrates, and re-frames his fears so they lose their power.

Recording of this session is available here (please copy and paste into your browser): https://www.youtube.com/watch?v=TmdsWW_Gn6M
Account Management Best Practices: Strategies, Tactics, Tools & More to Increase Retention, Loyalty & Lifetime Value - Matt Heinz Details Download
For many businesses, a closed deal is just the beginning of realizing the revenue potential and lifetime value of your best customers. Successful account management is key to maximizing the mutually-beneficial relationship between buyer and seller. In this fast-paced session, join Matt Heinz, President of Heinz Marketing, to hear numerous field-proven best practices, productivity tips, and more to help your account management team delight customers, drive higher upsell, and maximize revenue yield.
Navigating LinkedIn Premium Accounts - Mike O'Neil Details Download
When you get serious with LinkedIn, it's time to pay. Which premium program is right for you and your team and what are the trade-offs? This session with LinkedIn and Social Media Expert, Mike O’Neil covers strategies for LinkedIn premium accounts including LinkedIn Sales Navigator. Special issues with sales teams and social media policies are presented and a number of unique advanced strategies are shared.
New Independent Research - The Best Methods For Sales Training And Coaching - Bruce Lewolt Details Download
In this session, Bruce Lewolt, Founder & President of BrainX, will show you how to solve the biggest problem that senior VPs of Sales and sales team leaders face.

Here are some of the symptoms of this problem:

1. After training, salespeople quickly revert to their old selling methods.
2. Your new hire attrition rates are too high.
3. You have a few regular high performers with rest being average and inconsistent

The research shows that these are all symptoms of an inaccurate corporate mindset regarding salespeople. They are seen and they see themselves as just employees who have the job of selling. This is as crazy as thinking of a pitcher for the Dodgers as being just an employee who has the job of throwing the ball. Instead, the pitcher is a competitive athlete whose sport is baseball and who consistently works out, thinks, and acts like a competitor. In addition, they are trained and coached to be able to consistently perform at the high levels demanded of a professional athlete.

You will learn the steps required to reverse this mindset. You will also learn the best and most objective way to evaluate salespeople along with how to construct Daily Perfect Learning Workouts that evoke high productivity as they teach new knowledge and skills.
How to Not Annoy Your Buyers - Etai Beck Details Download
Speaking to your buyers is more simple than you think, but you might be chasing them away without even realizing it. As such, there are a few keys to understanding their modern frustrations and playing on their turf. In this session, Etai Beck, Co-Founder and CEO of Folloze, will help you see how to bridge the gap between buyers' mentality and your own. Don't forget, the sales cycle is becoming increasingly buyer driven and its crucial that you adjust accordingly, so you don't get left behind.
Host: Tools, Trends, and Technologies Panel Discussion - Chad Burmeister Details Download
Join this fast-paced, interactive discussion as we explore some of the key factors impacting our sales environment. Hear from thought leaders in the technology field as they share their insight on what you need to do in order to be successful today and tomorrow. Also, bring your toughest questions and see what ideas these experts can provide for you.

Host: Chad Burmeister, Vice President Sales & Marketing, ConnectAndSell

• Ken Krogue, Co-Founder & President, InsideSales.com
• Tawheed Kader (TK), Founder & CEO, ToutApp
• Etai Beck, Co-Founder & CEO, Folloze
Host: Women & Inside Sales Panel Discussion - Trish Bertuzzi Details Download
In this fast-paced, interactive session we will examine how to get ahead as a woman in Inside Sales and how to attract more women to your sales organization. Bring your questions for the open Q&A portion.

Host: Trish Bertuzzi, Founder & Chief Strategist, The Bridge Group, Inc.

• Sandra Anderson, Consultant, Enhanced Sales Potential
• Kyle Porter, Founder & CEO, SalesLoft
• Bridget Gleason, VP of Sales, Yesware

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