Ken Krogue, Founder, President, and Chief Strategy Officer of InsideSales.com, will discuss the advancements in technology and how analytics have changed the business landscape forever. Ken will share lessons learned and tips from his Inside Sales training, marketing, social selling, sales development, and sales operations which attendees can put to use right away.

Reps, Managers, and Execs are missing a treasure trove of data and insights that could drastically affect results and productivity. These processes, messaging, and operational improvements are hidden in the Black Box of Sales. You will see the data points, metrics, and techniques you need to be aware of so your team can get to peak performance levels, including SFDC reports needed to manage high-velocity sales teams, how to manage messaging optimization, and the warning signs you can look at daily to know if you team is on track to hitting their numbers.

Having a better product or technology than your competitors isn’t enough. Sales Reps need to set themselves apart from the pack and all of the sales noise in this age of digital selling.

Michael Schultz, VP, Marketing and Business Development at ClearSlide, will share three incredibly powerful tips that his Inside Sales team uses to help gain a prospect’s attention while increasing conversion rates and closed revenue. Attendees will walk away with actionable learnings which increases rep productivity while leveraging modern tools to help crush quotas!

The “sharing economy,” with perhaps the best known example being Uber, is fundamentally changing the way the world works. Uber’s transformative business model brings down the cost of transportation and creates a better overall experience for consumers through better utilization of drivers to match consumer demand. The Uber business model is similar to the shift we are seeing in Inside Sales. Buyers want control and convenience whether they are looking for a ride to the airport or purchasing a software product for their business. In this session, Josh Pittman, the Vice President of Inside Sales at Velocify, shares his own personal experience with the Uber brand and draws parallels to lessons that Inside Sales teams can leverage to better optimize their own sales processes to meet evolving buyer expectations.

B2B sales teams still operate with a territory or target account list, do buyer research, engage with and qualify prospects, manage objections and more – but technology has transformed how these processes are managed.

However, despite the introduction of hundreds of new sales tools to manage these processes – including not just CRM but separate and siloed tools for engagement, enablement, sales intelligence, pipeline analytics, coaching and more – sales quotas have been reduced.

In this session, Graham Curme, CEO of LiveHive, Inc., will discuss how analytics have become essential to manage the sales process. Sales analytics give businesses a way to take a journey back from the closed sale to the original point of discovery to create a truly repeatable and successful sales process. By giving companies a window into the entire sales process, only analytics can deliver the promised ROI and increased productivity of emerging sales technologies.

It's the opposite of what you've always been told in B2B sales leadership, but focusing on the number on the leaderboard will only distract you from finding areas in the sales process that could use improvement, leading to increased results across the board. In this session, Steve McKenzie, VP of Sales with InsightSquared, will discuss what it takes to build an objective, metrics-based approach to sales management. Attendees will learn how to build consistent, data-driven sales processes, how to prioritize objective data over subjective opinions, and how to consistently integrate data into pipeline reviews and forecasting meetings in order to garner trust as a leader (and to keep your sales people honest).

Several independent research projects have established that in B2B markets the universe of customers and prospects is made up of three distinct groups. Which group any given potential customer may fall into will vary over time, but the size of each group is stable over time. Most companies structure and train their sales force to pursue the smallest slice of these groups. And, relative to the size of the potential market, that group is small indeed. However, there are 13 times more opportunities in the group least pursued. Tom Snyder, Founder of Funnel Clarity, will describe why over 40% of any market is poised to consider a purchase, but moving them to action takes a different approach than most sellers are trained to take. Tom will also provide insight into what it takes to tap into this pool.

Thousands of dollars and hundreds of hours are invested so that sales teams can sell - yet it is surprising how little selling time is available with all that's on their plates. So, how can sales reps get more time back to actually do what they love and what we all need them to do....sell?

In this session with Jim Eberlin, Founder and CEO of TopOPPS, you'll learn:

• What consumes a sales reps work week, backed by research
• The essential tasks to focus on for the best bang for your buck
• How sales managers can help in giving back time to sales reps

Sales teams have the burden of hitting their number while keeping up communications to stakeholders - find out the right behaviors of sales teams to give back 20% or more of the traditional sales workload.

As leaders you may struggle with finding, developing, and promoting great sales reps and sales managers. Join us for this panel session where we'll talk about strategies for more women in these roles and what actual ROI can be to support this effort. What are innovative companies doing to build a stronger bench?

This session is open to all sales leaders - male and female - and to individual contributors looking for an idea of the skills they need to develop to be more successful in their sales team. Leaders will leave with ideas on how their environment and hiring team can be helping or hurting in this effort.

Host: Lori Richardson, President, WOMEN Sales Pros

Panelists:
Kelly Lichtenberger Vice President of Inside Sales, Carousel
Cary Anne Simpson, Director, Consumables Operations, Waters Corporation
Jacquetta Randal, Director Sales Operations, Arrow Electronics

Every SDR knows the feeling. The end of the month is quickly approaching and they haven’t come close to hitting their quota. This is when frustration and burnout start to kick in as the monotony of the day-to-day grind drags on. Join Peter Weyman, Chief Revenue Officer at ZoomInfo, to learn how to avoid SDR burnout and accelerate your revenue growth by:

• Hiring with the future in mind - how to build a bench of your future superstars
• Setting the stage for success: Empowering your SDRs with the right tools (data, sales automation, etc.)
• Acknowledging success and establishing the right career trajectory, goals and expectations, and following through with the promise

Sales professionals already know the importance of using data when selling. More and more sales conversations are happening over email, and while email produces a large amount of data, it’s often undervalued. Looking at the aggregate email habits of more than 450,000 users, data-science experts have put together the best tips and advice to get your email opened, read, replied to, and most of all, valued. Join Yesware’s VP of Sales, Mark Ruthfield, as he shares the results of this research to help you use email data to close more deals, faster.

Understanding your buyers is essential to having great sales conversations. The challenge is that most reps haven't walked in the buyer's shoes, so they don't understand their roles, responsibilities, or business challenges.

Strong buyer personas help reps understand buyers and deliver messaging that resonates.

Whether you are looking to create buyer personas for the first time, or strengthen your existing personas, you will walk away with guidance to get you started.

In this engaging session, Laurie Page and Janet Stucchi of The Bridge Group will cover:

• The key "ingredients" to a strong buyer persona
• How to evolve your current personas to work for sales
• Who needs to be involved in the effort
• Examples of weak and strong personas
• Tips on training reps to have a buyer focused conversation

Understanding your buyers is essential to having great sales conversations. The challenge is that most reps haven't walked in the buyer's shoes, so they don't understand their roles, responsibilities, or business challenges.

Strong buyer personas help reps understand buyers and deliver messaging that resonates.

Whether you are looking to create buyer personas for the first time, or strengthen your existing personas, you will walk away with guidance to get you started.

In this engaging session, Laurie Page and Janet Stucchi of The Bridge Group will cover:

• The key "ingredients" to a strong buyer persona
• How to evolve your current personas to work for sales
• Who needs to be involved in the effort
• Examples of weak and strong personas
• Tips on training reps to have a buyer focused conversation

The one thing that is consistent in top sales performers across all industries is that they are mentally tough. They purposefully execute strategies to keep themselves focused, productive and motivated. They know how to brush off the negative effects of a bad call and put their brain back into a peak performance zone at the start of the next call. They learn to focus their attention on the things they can control and to never waste energy by complaining about the things they can’t. Research from sport psychology and sales training proves that every one of these mental toughness skills can be mastered by anyone which means every one of your salespeople can dramatically improve their sales performance.

In this session with Bruce Lewolt, Founder & President of BrainX, you will learn how other companies have used Mental Toughness Training to produce an across the board increase in sales performance. You will also learn about a new AA-ISP Mental Toughness Coaching certification program for sales managers and the Mental Toughness Training Courses for Salespeople.

How do you expect to get your team better if you don’t study the game tape?

Can you imagine a sports coach who doesn’t use game film? That’s what happens in most sales organizations.

In this fast-paced session, Steve Richard, CRO for ExecVision, joined by Trish Bertuzzi, Founder of the Bridge Group, will review and break down real sales calls for what works and what doesn’t.

You’ll be sorry later if you don’t go to this session.

How do you expect to get your team better if you don’t study the game tape?

Can you imagine a sports coach who doesn’t use game film? That’s what happens in most sales organizations.

In this fast-paced session, Steve Richard, CRO for ExecVision, joined by Trish Bertuzzi, Founder of the Bridge Group, will review and break down real sales calls for what works and what doesn’t.

You’ll be sorry later if you don’t go to this session.

AA-ISP and KZO Innovations have teamed up to learn more about how sales people are using video to further the sales process. In a survey aimed to learn more about the perspective of sales professionals when it comes to communication effectiveness, relevance, and best practice with video, we were enlightened to learn that video is in fact making a play in the sale process.

Join KZO Innovation's Brad Layman, VP of Sales, and Jeff Fissel, VP of Solutions & Co-founder, along with AA-ISP Founder, Bob Perkins, to learn about the results of this research, impact on the sales process, and the tools and technologies that are advancing the sales cycle.

AA-ISP and KZO Innovations have teamed up to learn more about how sales people are using video to further the sales process. In a survey aimed to learn more about the perspective of sales professionals when it comes to communication effectiveness, relevance, and best practice with video, we were enlightened to learn that video is in fact making a play in the sale process.

Join KZO Innovation's Brad Layman, VP of Sales, and Jeff Fissel, VP of Solutions & Co-founder, along with AA-ISP Founder, Bob Perkins, to learn about the results of this research, impact on the sales process, and the tools and technologies that are advancing the sales cycle.

You already have a number of questions that you ask customers during a sales call. Maybe you recognize a few of these:

• “Do you have a budget?”
• “When are you looking to make a change?”
• “Who is involved in the decision making process?”
• “What keeps you up at night?”

You may benefit by asking these types of questions, but your prospective customer gains nothing! These conversations typically end with the customer saying, “Why don’t you send me some info, and then I can get back to you?"

This program will show how to craft questions that ignite emotions, discover motivations, and get customers to act.

Here is a sample of what you will learn during this jam-packed, 30-minute presentation with Tim Wackel, Founder and President of The Wackel Group:

• The #1 obstacle to asking great questions and how to eliminate it
• How to ask hard questions in an easy way
• Tips on asking thought-provoking (not mind-numbing) questions
• How to minimize your addiction to “hopeium”

Ask any sales leader to rank their top 5 business challenges. The majority will include hiring top talent on their list. With endless products to sell and not enough top-performing sales reps in a highly competitive market, how do companies find the right people to move the needle on a daily basis?

In this session, Matt Tamasi of Betts Recruiting will break down the recruiting playbook for effectively scaling a sales team in today’s candidate-driven market.