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.


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

Suaad Sait kicked off day 2 of the conference.

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

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

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

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.


Also published on Medium.

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