2013 AA-ISP Leadership Summit Recap

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Recap of several presentations given during the April 2013 AA-ISP (American Association of Inside Sales Professionals) Leadership Summit. Summary slides curated by Paul Leto of F5 and Mark Ippolito of Lenati.

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  • Howard Stevens, Chairman of the Chally Group WorldwideDeveloping Sales Professionals
  • KenKrogue – InsideSales.comInside Sales Growth
  • Bob Perkins – AA-ISP FounderDeveloping Sales Professionals
  • KenKrogue – InsideSales.comInside Sales Growth
  • KenKrogue – InsideSales.comInside Sales Growth
  • Ralph Barsi – Inside Sales Manager from InsideViewAttracting and Retraining Inside Sales Candidates
  • Howard Stevens, Chairman of the Chally Group WorldwideDeveloping Sales Professionals
  • Howard Stevens, Chairman of the Chally Group WorldwideDeveloping Sales Professionals
  • Brian Donahue – VP of Sales Strategy at CareerBuilderJustin Jackson – Managing Director, R&D at CareerBuilderFinding Inside Sales Candidates
  • Brian Donahue – VP of Sales Strategy at CareerBuilderJustin Jackson – Managing Director, R&D at CareerBuilderFinding Inside Sales Candidates
  • Brian Donahue – VP of Sales Strategy at CareerBuilderJustin Jackson – Managing Director, R&D at CareerBuilderFinding Inside Sales Candidates
  • Brian Donahue – VP of Sales Strategy at CareerBuilderJustin Jackson – Managing Director, R&D at CareerBuilderFinding Inside Sales Candidates
  • Ralph Barsi – Inside Sales Manager from InsideViewAttracting and Retraining Inside Sales Candidates
  • Ralph Barsi – Inside Sales Manager from InsideViewAttracting and Retraining Inside Sales Candidates
  • Ralph Barsi – Inside Sales Manager from InsideViewAttracting and Retraining Inside Sales Candidates
  • Tom Snyder – Sr. Sales Advisor & Co-Founder of Team VisibilitySales Management Best Practices
  • Tom Snyder – Sr. Sales Advisor & Co-Founder of Team VisibilitySales Management Best Practices
  • Tom Snyder – Sr. Sales Advisor & Co-Founder of Team VisibilitySales Management Best Practices
  • Tom Snyder – Sr. Sales Advisor & Co-Founder of Team VisibilitySales Management Best Practices
  • Tom Snyder – Sr. Sales Advisor & Co-Founder of Team VisibilitySales Management Best Practices
  • Tom Snyder – Sr. Sales Advisor & Co-Founder of Team VisibilitySales Management Best Practices
  • Tom Snyder – Sr. Sales Advisor & Co-Founder of Team VisibilitySales Management Best Practices
  • Tom Snyder – Sr. Sales Advisor & Co-Founder of Team VisibilitySales Management Best Practices
  • Tom Snyder – Sr. Sales Advisor & Co-Founder of Team VisibilitySales Management Best Practices
  • Steve Richards – Co-Founder of VorsightDeveloping Sales Professionals
  • Steve Richards – Co-Founder of VorsightDeveloping Sales Professionals
  • Steve Richards – Co-Founder of VorsightDeveloping Sales Professionals
  • Steve Richards – Co-Founder of VorsightDeveloping Sales Professionals
  • Steve Richards – Co-Founder of VorsightDeveloping Sales Professionals
  • Steve Richards – Co-Founder of VorsightDeveloping Sales Professionals
  • Steve Richards – Co-Founder of VorsightDeveloping Sales Professionals
  • Tom Snyder – Sr. Sales Advisor & Co-Founder of Team VisibilitySales Management Best Practices
  • Tom Snyder – Sr. Sales Advisor & Co-Founder of Team VisibilitySales Management Best Practices
  • Brian Donahue – VP of Sales Strategy at CareerBuilderJustin Jackson – Managing Director, R&D at CareerBuilderFinding Inside Sales Candidates
  • Steve Richards – Co-Founder of VorsightDeveloping Sales Professionals
  • Tom Snyder – Sr. Sales Advisor & Co-Founder of Team VisibilitySales Management Best Practices
  • Mike Smalls – Founder & CEO for HooplaMotivation and Sales Performance
  • Mike Smalls – Founder & CEO for HooplaMotivation and Sales Performance
  • Mike Smalls – Founder & CEO for HooplaMotivation and Sales Performance
  • Mike Smalls – Founder & CEO for HooplaMotivation and Sales Performance
  • Mike Smalls – Founder & CEO for HooplaMotivation and Sales Performance
  • Mike Smalls – Founder & CEO for HooplaMotivation and Sales Performance
  • Mike Smalls – Founder & CEO for HooplaMotivation and Sales Performance
  • Mike Smalls – Founder & CEO for HooplaMotivation and Sales Performance
  • Mike Smalls – Founder & CEO for HooplaMotivation and Sales Performance
  • 2013 AA-ISP Leadership Summit Recap

    1. 1. Paul LetoDirector, Americas Inside SalesAA-ISP LEADERSHIP SUMMIT RECAP
    2. 2. Inside SalesHigh Growth ExpectedCandidate Shortage?
    3. 3. If you would like to contact theUW Foster School ofBusiness Sales CertificateProgram for more information:Judy MohoricAssistant Director206-685-5239jmohoric@uw.edu
    4. 4. Frontline Managers Matter Most
    5. 5. Driving for High Performance
    6. 6. Credit for Slides:• Howard Stevens, Chairman of the Chally Group Worldwide• Ken Krogue, Co-Founder of InsideSales.com• Bob Perkins, AA-ISP Founder• Brian Donahue, VP of Sales Strategy at CareerBuilder• Justin Jackson, Managing Director, R&D at CareerBuilder• Ralph Barsi, Inside Sales Manager from InsideView• Tom Snyder, Sr. Sales Advisor & Co-Founder of Team Visibility• Steve Richards, Co-Founder of Vorsight• Mike Smalls, Founder & CEO for Hoopla
    7. 7. If you would like to contactme for more information:Paul LetoDirector, Americas Inside Sales206-272-6692p.leto@f5.com
    8. 8. Mark Ippolito, Sales Practice Leader, LenatiChallenging the Challenger
    9. 9. Hot Topic• “Challenger Sales” hot topic of discussion among attendees– Two Keynotes and 4 sessions• Teach. Tailor. Take Control– Consultative Selling done well– Premium on listening and taking action– BUT Challenger is beyond the capabilities of mostleadership teams to implement
    10. 10. Customer Segmentation for Sales• Need:– Deep customer intelligence – delivered at SCALE– Segmentation based on shared needs or behaviors rather thantraditional attributes such as geography, size, and industry• Pain Point:– Ineffective targeting, overly broad and irrelevant– Pairing wrong messages to wrong customers– Organizations fail to deliver "teaching" messaging frameworks to theirsalespeople
    11. 11. Customer Insight for Sales• Need:– A library of powerful, compelling and value-driveninsights– Specific and relevant to the specific industry– Specific and relevant to the buyer by role• Pain Point:– Inability to “tailor” a message sabotage’s buyerconfidence– Lack of credibility when communicate the message– Weak presentation and potentially lostopportunities
    12. 12. Telling Stories that Sell• Need:– Consistent, thought-provoking, and value-addconversations with customers– “Leading to" storyboards that guide theconversations and lead to the desired result.• Pain Point:– Salespeople are pitching "leading with" salespresentations– Don’t engage the buyer at a level that compelsthem to act– Weak organizational support, elongated salescycles, and stalled deals
    13. 13. Account Plans that Work• Need:– Matrix of key needs mapped to specific roles within Buyer Org– Identify CUSTOMER outcomes realized through purchase ofproduct/solution mapped to the individual buyerrole/needs/concerns• Pain Point:– All plans start with the Seller NOT Customer– Fail to measure value of Seller’s solution within context of Customer’sbusiness
    14. 14. Challenger Ingredients:• Embrace Profound Change• Connected Sales & Marketing• Powerful Examples of Success• Don’t Do It Alone!– Peers/Colleagues– Associations– Service Firms

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