Inside Sales Insights: Takeaways from the AA-ISP Digital Sales Leadership Summit

In my keynote speaking and sales training, I often discuss the importance of social connections. Even in the age of technology, it’s often the person-to-person interactions that are most meaningful.

Several months ago, I had the good fortune of connecting with Karen Kennedy online. Karen and I share a passion for sales and for serving the Girl Scouts. Even though we are on opposite ends of the country, we quickly forged a friendship. And earlier this month Karen extended an invitation I couldn’t refuse, to be her guest at the AA-ISP Digital Sales Leadership Summit in Chicago.

The Digital Sales Leadership Summit is considered to be the world’s largest gathering of Inside Sales leaders. More than 700 sales leaders attended the event to take part in three days of learning, sharing, and networking. The agenda was jam-packed with 60+ total sales and leadership sessions.

If you missed it, these posts capture some of the most significant takeaways from the Digital Sales Leadership Summit.

As sales professionals, we always need to know what can get us in the door. Shari Levitin says to focus on empathy, competency and integrity.

#LS2018 “Empathy will get you in the door. Competency and integrity will keep you there.” @sharilevitin sharing the importance of balancing empathy and comptency. pic.twitter.com/KTIqAT9RsI

— Amy Franko (@AmyFranko) April 3, 2018

Sean Murray of Sales Loft gave tips on creating sales experience.

Sean Murray @SalesLoft offering up some fresh ideas in creating sales experience. How you hire is critical to success…hire for competencies instead of just the resume. #LS2018 pic.twitter.com/N1hxIYVGyr

— Amy Franko (@AmyFranko) April 4, 2018

Suaad Sait kicked off day 2 of the conference.

#LS2018 @suaadsait kicking us off at @AA_ISP! Netflix has 6700 titles and shows a consumer 4.2% of them – based on neural data. use AI to show sales teams only the most qualified leads to connect with that day. Order from chaos. pic.twitter.com/IifnWvyFQb

— Amy Franko (@AmyFranko) April 4, 2018

From Mario Martinez Jr. on four attributes of today’s buyer.

Four attributes of today’s buyer. While this may present differently depending on your industry…your decision makers and influencers are connecting/engaging in these ways and expect you to be there too. #LS2018 @M_3jr pic.twitter.com/T2GgiyzYzz

— Amy Franko (@AmyFranko) April 4, 2018

Lori Richardson explained, to grow more women in sales, HR strategy must be intentional.

To grow more women in sales, HR strategy must be intentional. The answer can’t be that the pipeline isn’t there. It is there, and our strategies have to uncover it or build it. @WomenSalesPros #LS2018 @AA_ISP pic.twitter.com/sYwyyibfAt

— Amy Franko (@AmyFranko) April 4, 2018

Lori also shared compelling research on what makes women want to stay, and grow into sales leadership roles.

We need more women in #sales leadership. Lori Richardson shares compelling research on what makes women want to stay, and grow into sales leadership roles. Career clarity is a top requirement. @scoremoresales #LS2018 @AA_ISP pic.twitter.com/Aacwjz3r5V

— Amy Franko (@AmyFranko) April 4, 2018

And we received insights on analytics from Amit Bendov of Gong.io. ‏ Top sales performers have specific patterns that can be deciphered through analytics. One pattern: they take five times longer to pause before replying to an objection; they maintain an even level of dialogue and voice cadence to keep a prospect engaged. I shared that and more in this LinkedIn post.

To view all the posts from the Digital Sales Leadership Summit, check out the hashtag #LS2018 on Twitter and on LinkedIn.

And for more sales insights, download my ebook, 6 Strategies to Maximize Sales Results.