Join AA-ISP San Diego Feb. 19 for an evening with Ralph Barsi, Senior Director, Global Sales Development at ServiceNow.

Ralph regularly speaks and writes about sales and leadership and is recognized among the top inside sales leaders in the technology industry. He publishes most of his material at https://ralphbarsi.com/show-your-work on his podcast.

Ralph will share his thoughts on building a team and hiring A players and avoiding rep burnout.

Date / Time: Februrary 19, 2019 from 5:30 - 7:30 pm

Location: ServiceNow, 4810 Eastgate Mall (Room Shark Tank 1), San Diego, CA 92121

Supported by our sponsor Outreach and hosted by ServiceNow.

Refreshments courtesy of Outreach.

MORE ABOUT THIS SPECIAL EVENT

Meet the Sales Development team behind "The Fastest Growing $1B Enterprise SaaS Sofware Firm"

Want to hear about what drives the sales development team behind ServiceNow's last three years of double digit growth? Meet Ralph Barsi, Senior Director of Global Sales Development for ServiceNow. Ralph started with ServiceNow in 2015 and has helped build the development team that's the fuel for their rapid growth.

Check out the numbers:
-ServiceNow has doubled the number of customers doing more than $5 million in annual revenue, with that total now at 58
-Revenue for the twelve months ending September 30, 2018 was $2.457B, a 39.99% increase year-over-year.
-Annual revenue for 2017 increased 39.02% from 2016.
-Annual revenue for 2016 increased 38.29% from 2015.
-Annual revenue for 2015 increased 47.31% from 2014.

You won't want to miss this!! 

Right now, sales professionals are focusing on how great their product is and the many many problems it solves. The issue that most are coming across, is simply, does your customer have a need for those features or those benefits. To much we lead with how great we are, and how great of a product/service we offer is, and most times we get stuck in a position of creating value for our perceived thoughts.

It's time to dive in more and ask more questions. It's time to figure out what need/problem your potential client has and use your product/service to build value around THAT particular want/issue.

Let's focus on solution selling with the best....Sandler Training

Speaker - Doug Lotiero, Sandler Training

Sponsor - Automotive Training Institute 

Inside Sales is facing a digital sales transformation to accelerate growth and effectiveness within the larger sales ecosystem and two of the key building blocks needed to complete this transformation and enable reps are CRM and CTI (Computer Telephony Integration).

In this session, we will discuss the roadmap to developing a modern Inside Sales organization and how leaders can initiate a planned approach to digital sales transformation by focusing on defining objectives, developing process, aligning talent and leveraging technology.

Speaker:

Lars Wold, DialSource

Register:

This AA-ISP hosted webinar is complimentary and open to all. Please click here to register - session will be conducted via Zoom.  Can't join live?  No problem, register anyway to receive the playback information!

During the scheduled presentation, if you are experiencing any trouble connecting or accessing the session, please Click here to contact Zoom Support or visit https://support.zoom.us and a technician will be available to assist you momentarily.

Feel free to contact us with any questions at memberservices@aa-isp.org or call 1-800-604-7085 ext 130.

Topic: Build a World Class Sales Organization
 Leverage Sales Enablement To Grow Revenues
New Approaches for The New Year

Panelists: 

Misha McPherson, Chief Executive Officer, HumbleGritSales
Heather Yan, Head of Sales Strategy, InsideSales.com
Greg Holmes, Head Of Sales, Zoom
Neil Harrington, Senior Analyst, TOPO


Entertainment By
Kate Turchin
AA-ISP Silicon Valley Chapter Rock Star

Sponsor & Host: Zoom, Inc
Location: 99 Almaden Blvd, San Jose, CA 95113
Date: Thursday, February 21st, 2018
Arrival Registration Networking 5:00 PM to 6:00 PM PST
Event Start Time: 6:00 PM PST To 8:00 PM PST 

Topic: 

Join us on Thursday, February 21st, 2018 at our AA-ISP Silicon Valley Chapter Meeting to Kickoff 2019! 

We will enjoy networking with your peers, food, a happy hour and hear from thought leaders on how they are leveraging sales enablement to build a world-class sales organization and to really leverage sales enablement to grow revenues in 2019.  

Whether you are an individual contributor or senior leader, this is a great opportunity to network and hear best pratices from your peers in the space. 

Food & Beverage: 
Our sponsor (Zoom) will provide pizza and drinks

Parking:
Plenty of free parking available at the event location

Feel free to invite any of your colleagues.  We hope you can join us.

Mike Mishler

Manager, Renewals and Cloud Demand

Palo Alto Networks 

Mobile: 717-387-2585 

Come to the Pipeline Social Happy Hour and learn how to set meetings, and propose real business value, without pitching your product (or services) first.

Between raffle prizes and funny sales videos, we'll do a mini-dive into how to "Ask for Time" to "Explore Change" based on the first two steps in The Lost Art of Closing.

The Lost Art of Closing: Winning the Ten Commitments that Drive Sales, by Anthony Iannarino, is a highy rated sales book and process for full cycle sales executives.

We'll deconstruct the first two steps, raffle books and audiobooks, and have some fun as we explore ways to set better meetings, reduce no-shows, and create opportunities established based on first embracing change.

Networking: Individual Contributors and Managers are encouraged to attend. We’ll have food, beer, wine, and cider throughout the evening, and networking before and after the session begins. Post event festivities will continue at Breakside Brewery. 

Location and Parking: AskNicely is located in Slabtown, near the New Seasons. Street Parking available, no permit required after 5pm.

Supporting Sponsors:

AskNicely

AskNicely provides NPS^® software to help your business deliver great customer experiences and accelerate growth.

DealPoint

DealPoint allows buyers and sellers to create mutual action plans inside a single, secure, deal room to keep complex deals on point.

LeadIQ

Sales reps work smarter, and faster, with LeadIQ. Find high quality prospecting data in real time, then get it into your sales tools without doing a million clicks. 

Outbound Edge

How do you know if you'll hit your number? Increase the probablity of C/W with deal scoring by ARPEDIO, and take the guesswork of out pipeline reviews and forecasting.

Text Chris Ortolano, chapter co-President, at (503) 353-3000 with event questions.

We’ve all heard the term Sales Enablement, however, that term has different meaning for different people and different organizations. Join us and our panel as we demystify this term and what you can do today to enable your team to greatness.

Panelists include:

Garrett Brown - Head of Sales and Customer Success at List Reports

Dionne Mischler – Founder and CEO at Inside Sales by Design

Valerie Bordelon – Inside Sales Manager at Digital Map Products

We'd like to thanks our host List Reports and meeting sponor Connect and Sell!

Agenda:

5:30 - 6:15pm - Arrival and Networking

6:15pm - 6:30pm - Announcements and Sponsor Spotlight

6:30pm - 7:30pm - Panel Discussion on Sales Enablement

7:30pm - 8pm - Q&A and Closing Statements

Every sales rep is looking to have more meaningful conversations. Whether it’s with a new lead they’re hoping to get in touch with, or with a potential buyer who has gone cold. There is a plethora of strategies on how to acquire more conversations. With terms such as: cadence, sequence, follow-up, and outreach being thrown around like a chopped salad, it’s difficult to know what methodologies actually deliver results.

After reviewing 479,140 sales activities, we discovered the four laws that will increase your connect rates as well as conversations.

Join Gabe Larsen, VP of Growth at InsideSales.com, as he discusses these four laws. Showing you how to build a cadence that delivers real results.

Learn:

• The four laws to build a successful sales cadence
• Tips and tricks on building cadences for different sales situations
• What 1,456 different sales cadences tell us about conversation rates

Speaker: 

Gabe Larsen, InsideSales.com

Register:

This AA-ISP hosted webinar is complimentary and open to all. Please click here to register - session will be conducted via Zoom.  Can't join live?  No problem, register anyway to receive the playback information!

During the scheduled presentation, if you are experiencing any trouble connecting or accessing the session, please Click here to contact Zoom Support or visit https://support.zoom.us and a technician will be available to assist you momentarily.

Feel free to contact us with any questions at memberservices@aa-isp.org or call 1-800-604-7085 ext 130.

Women in Sales - How These Women Are Making an Impact In sales and Sales Leadership 

Location: memoryBlue Headquarters, Tysons, VA.  7925 Jones Branch Dr suite 4100, Tysons, VA 22102 
Free Parking
Easy access from 497, Rt 267 Green Way, Rt 7 Leesburg Pike

Agenda: 
5:30 PM to 6:30 PM: Happy Hour, networking and refreshments
6:30 PM - Main event 
7:30 PM Networking and event wrap up, key takeaways

About Our Panelist:

Abigail Lacy: She is the VP of Sales at Measure, a drone services, and software organization. She joined the company as employee #8, and now the company has grown to 45+ employees and experienced significant YOY growth in an extremely nascent industry, capturing work in the Energy Infrastructure, Buildings & Construction, and Telecommunication markets. Drones have taken over Abigail’s world entirely; she is passionate about how drone technology can not only reduce hazardous man hours and save companies money, but how drones can be integrated into a company’s existing workflow to provide data that can provide long-term value for the management of assets.  Prior to working at Measure, Abigail worked at memoryBlue first as an entry level SDR, rising to the internal sales team, working the full sales cycle, where she learned some invaluable lessons that have set her up for the rest of her career. In her free time, Abby enjoys reading, working out, and traveling whenever she can steal the time off work! 

Michelle Carney: Michelle has been with WeddingWire for almost 6 years, working exclusively with local wedding professionals across the country.  Her background includes inside Sales/Business Development, performance management, recruitment & coaching. Michelle has experience with piloting new programs for her company while maintaining her brand as the 'go-to' Director on the sales floor for pump ups or collaboration on strategic calls. She has received three promotions in three years, while also having two children in the midst of these career changes!  Michelle is a mom to two children under the age of 3 and is heavily involved in the National Stroke Association. In her spare time, Michelle can be seen doing OrangeTheory to keep her competitive spirit alive and enjoys Bethany Beach at any time of the year! 

Kristen Wisdorf, Managing Director, memoryBlue. Kristen Wisdorf oversees all client engagement and sales development responsibilities from our flagship office in Tysons, VA. She brings over a decade of experience in sales leadership, direct sales, talent acquisition, and sales rep development to her clients and team. Under her direction, Wisdorf nearly doubled revenue and margin within her first 12 months at the helm. Prior to memoryBlue, Wisdorf served as the Vice President of Sales Recruiting and Development for The AroundCampus Group, where she led a team responsible for the annual hiring, training, and management of 640 sales professionals from college campuses. Wisdorf earned a Bachelor of Business Administration from the University of Wisconsin-Eau Claire. 

Amy P. Kelly, Executive, DLT. Amy P. Kelly is an HR and Learning and Organizational Development executive that creates award winning human resources and learning and development programs. She is the Vice President of Human Resources for DLT Solutions and leads all aspects of DLT’s HR, talent management, and learning and development strategy. Amy is also an author, speaker, and consultant. She is the Chief Consultant for The Jon Gordon Companies "Power of a Positive Team" Consulting Practice and co-author of "The Energy Bus Field Guide", a road map to fueling your life, work and team with positive energy.  

Amy speaks and leads development programs for executives and their teams all over the world. She is a graduate of the George Mason University's Leadership Coaching for Organizational Well-Being Program and an active member of SHRM (Society for Human Resource Management) and ATD (Association for Talent Development). Amy believes that proactive personal development is essential to delivering excellence as a part of any organization or team.

Amy and her husband Jim have twins that are fifteen, an eleven year old, and a ten-year-old. They are a team dedicated to raising their sons and daughter to live their purpose and positively impact the world

About MemoryBlue: memoryBlue is a sales development consulting firm headquartered outside of Washington, D.C, with offices in Austin, TX and Silicon Valley, CA. Since 2002, over 850 high-tech clients have trusted us to fuel their growth. Industry royalty – EMC, Symantec, McAfee, Quest Software – and a host of startups rely on memoryBlue's top inside sales talent to secure new revenue opportunities, further qualify inbound leads, and scale existing inside sales teams to grow their business faster. We’re passionate about helping high-tech companies grow faster and more profitably by maximizing the effectiveness of sales development efforts, while at the same time advancing the careers of stellar inside sales professionals. We believe these two goals shouldn’t be mutually exclusive. The memoryBlue “Try + Hire” offering gives clients the option to hire their consultants at any time during an engagement. This powerful model reduces client risk while it attracts top talent to a proven launching pad for future high-tech sales leaders. These leaders feed the memoryBlue Alumni Network of over 250+ high-tech sales professionals.

Hey Sales Professionals in the Greater Philadelphia Area!

Come join the AA-ISP Philly Chapter for its first 2019 "Brews and Business Cards" at Ladder 15 on Wednesday, Feb 27th from 6-8 PM and bring a colleague!

No guest speakers, classroom seating, or getting lectured - this mingling mixer is for open networking with top sales and marketing leaders in the surrounding communities - a new tradition and a great opportunity to connect with others in the Chapter.

A business card drop will help you share your info if you'd like, with others who attend.  Let's have a great meet and greet (using beer as a catalyst for connections!)

Ladder 15 offers an excellent, rotating draft selection composed of a unique variety of local, craft and specialty beers, as well as creative, upscale pub fare, available for purchase.

Please register by Friday, Feb 22nd if you can to guarantee a spot!  See you there!

About Ladder 15.  In what was once a firehouse, Ladder 15, Rittenhouse Square's hottest eating and drinking destination combines an exciting and original dining experience with an upscale, unpretentious bar scene.  With 35-ft ceilings and a unique mix of stone, steel, mahogany and 2 fireplaces, it is cool in an industrial sense but still feels warm and comfortable.

From cold calling to social selling, the way we prospect and sale has greatly evolved over the past years. AI, machine learning, ABM and other new tool or processes are triggering the next leap. Come and learn about sales automation, what’s coming next and how to adopt/adapt from our panel of industry experts!

Speakers:

• Martin Dieffenbach, Head of Relationship Management - Sales Solutions Asia - LinkedIn
• Henri-Christian Hartloff, VP Sales - Taiger
• Jason Bisell, GM & SVP Sales APAC and Japan - Databricks

Agenda:

6:30 - 7:00 pm: Registration
7:00 - 8:00 pm: Panel, Presentation, Q&A
8:00 - 8:30 pm: Networking

Free Food and Beverages will be provided courtesy of LinkedIn.

Looking forward to seeing you there!

The AA-ISP Austin Chapter would like to invite you to our next meeting on February 28th, to hear from Jason Treu (Troy), an executive coach who helps executives, managers, and teams to maximize their leadership potential and performance, along with building and executing their career blueprint.

Think about the best team you’ve ever been on. The team that was the most collaborative, connected, and productive.

How did it feel to be connected to something bigger and lose yourself in that moment?

That feeling you just thought of is the most powerful business asset. Leaders stay awake at night trying to figure out how to create that feeling.

Many of them believe it’s like your DNA – you either have it or not. But it’s not luck.

It’s learned behaviors backed by science and intentionally developed and prioritized by leaders.

Business leaders can learn how to “dial in” to the right behaviors and environment to put every person in a peak state of performance and innovation.

The key is creating a foundation of psychology safety, vulnerability, truth telling and operationalized values.

Three Learning Objectives

Attendees will learn:

• “Secret" strategies for maximizing performance, innovation, communication, collaboration, and problem-solving.
• How to build high levels of trust both internally and externally with clients, media, analysts and any other third-parties to build extraordinary relationships.
• Tips and best practices on how to manage up, down and across much more effectively to maximize teamwork.

We’ll also play Jason’s breakthrough team building game (question/answer), Cards Against Mundanity (cardsagainstmundanity.com), in small groups to build deep relationships (in minutes) so attendees can experience everything we are discussing and see why it will work for them and their team/organization. Everyone will get a free copy of the game to use, along with additional materials.

Website

JasonTreu.com and JasonTreu.com/speaking

If you are a Sales Professional or Sales Leader in the Austin area, we are looking forward to meeting you,

Best regards,
Gary

Hosted by Outreach.

We are talking about PEOPLE!

Two conversations in one meeting featuring expert panelists.

1. The War for Talent - How to identify and attract the best available sales talent in a competitive job market.

2.  Develop your talent the right way - Leadership skills, training, coaching, and building a sales team that will crush your 2019 number.

When it comes to winning new business and growing our existing customers, what used to be the highest bar is now often considered table stakes.

The new sales economy has shaken up the standard definition of satisfaction. To attract and grow the very best customers, we now need to move the needle toward loyalty. Loyal customers are 3X more likely to continue buying from us. We’re more likely to expand our reach within that customer (and to do so at higher margins).

To do this successfully, it takes sellers and sales leaders who are ambassadors. 

Ambassadors are a bridge; they’re the connecting point between their organization and their prospects and customers. They are also connectors into their industries, strategic partnerships, and into the larger community. Their impact is felt well beyond their organization. As sellers, they’re particularly skilled at expanding the lifetime value of a client and creating even more opportunities.

In this 1-hour interactive workshop, we will cover:

1. The top traits of modern selling, with an emphasis on Ambassador
2. Key value elements that are most important to our prospects and customers
3. The differences between table stakes (satisfaction) and differentiators (loyalty)
4. Two assessments to best gauge client lifetime value, as well as client loyalty (Lifetime Value Assessment and Loyalty Engagement Inventory)
5. Strategies to improve overall client loyalty, that can also be used early in the sales cycle with prospective clients

5:30pm: Arrival/Networking

6:00pm: Amy Franko – The Modern Seller: Ambassador Factor

7:00pm: Wrap Up/QA

7:30pm: Networking/Depart

Location Details

 - This is at the Smith Brothers Building in downtown Columbus

 - Parking is available in the main lot and all parking is free after 5pm (numbered spots included).

 - When you arrive, walk in the main doors and take the elevator up to the 5th floor. Exit the elevator and turn right to walk into the offices of Smart Harbor and The Shipyard.

 - The event will take place in the breakroom (follow the noise!).

Sponsor Spotlight

Smart Harbor

Smart Harbor provides technology solutions for trusted advisors, empowering them with industry-specific tools to grow their businesses. With a specific focus on insurance and deep industry expertise, Smart Harbor offers, web and SEO, and data and analytics capabilities, enabling insurance agencies to compete effectively in the constantly changing digital world. 

Noble Cut Dislillery

Noble Cut is a spirirts producer in Gahanna, OH delivering the most sophisticated and smooth flavorerd spirits. Featured spirits include Limoncello Liqueur, Orangecello Liqueur, Wheat Whiskey, Dark Cherry Whiskey, and Apple Whiskey. Seasonal flavored whiskeys produced including Salted Carmel, Pumpkin Spice, Vanilla, and Maple. With heritage from the Ozark Mountains and European Countrysides, Noble Cut Distillery’s mission is to deliver on a vision of crafted spirits as diverse as that heritage.

Come join us on March 9th for networking, lite breakfast and a workshop on Sales Enablement.

This workshop will focus on the one-to-many approach of Sales Enablement. What is successful and which common roadblocks can be changed.

Managers will break into groups and discuss what is working well, and what areas can be improved.

SDR's and front line professionals will focus on how they can maximize their internal and external resources to succeed and get promoted.

It's always a good time with our LA chapter! Come learn and invest in your career with us.

Details to Come Soon!

AA-ISP is proud to support and attend the Women Sales Pros2nd annual "Rev it Up - Sales Leader Summit" for men and women leaders immediately AFTER the Outreach "Unleash 19" event.

Agenda:
Breakfast from: 8AM-8:25AM

Session begins: 8:35 SHARP

Speakers Include (Finalized Agenda TBA):

• Carole Mahoney (Sales Coach and Speaker, Unbound Growth)
• Andy Paul (Author, Zero Time Selling and Amp Up Your Sales) Accelerate! Podcast and The Sales House
• Kameron Hobbs (Sr. Director Marketing & Operations, AA-ISP)
• Alice Heiman (Alice Heiman, LLC and Trade Show Makeover)
• Jaime Diglio (Sales Coach, Consultant, Speaker, inFirst)
• Liz Heiman (Sales Process Expert, Alice Heiman, LLC)
• Lori Richardson (President, Women Sales Pros & CEO / Founder, Score More Sales

Session concludes 12:30 PM

Use promo code "AA-ISP" during registration to join Kameron at no cost.

We all know that culture eats strategy for breakfast... yet culture often presents numerous challenges when scaling a growing business. Join us on March 13th when we dive deep into the enablement of a global culture with Nate Vogel (VP of WW Sales & Partner Readiness @ Tableau) and Alex Matyushenko (Senior Sales Productivity & Enablement Leader @ AWS). During the event, we'll discuss how companies of all sizes can successfully replicate their foundational programs that continue to stand the test of time, geography, and growth.

Speakers:

• Nate Vogel - VP of World Wide Sales & Partner Readiness @ Tableau
• Alex Matyushenko - Senior Sales Productivity & Enablement Leader @ AWS

Timeline:

6:00-6:30 - Networking

6:30-7:30 - Panel discussion with Nate Vogel & Alex Matyushenko

7:30-8:00 - Breakouts/Group discussions

Food and Drinks will be provided.

Thank you to our amazing sponsors: Outreach and VanillaSoft

The AA-ISP Austin Chapter would like to invite you to our next meeting on March 13th – Women in Sales and Leadership.

Did you know only 17% of all sales leaders are women? And, according to CEB / Gartner the percentage of women in frontline sales management has remained flat for more than 10 years. Leaders know that in today’s complex market, companies that hire, retain, and develop female sales professionals and leaders will attain a competitive advantage. Both men and women are encouraged to attend this interactive event. We will have an interactive conversation with participants sharing their inspiring stories and discussing strategies of leading organizations that attract and promote this vital segment of the sales profession.

Thank you to our event sponsor, Informatica, the leader in Enterprise Cloud Data Management. Informatica will be hosting our event at their office in North Austin and is part of their ongoing focus on diversity in the workplace.

If you are a Sales Professional or Sales Leader in the Austin area, we are looking forward to meeting you,

Best regards,

Gary

The NY-NJ-CT Chapter welcomes members and guests to join in an exciting interactive session on "How to Build the Highest Performing Teams in 45 Minutes or Less", by Jason Treu, Executive Coach - Leadership & Management Expert.

How to Build the Highest Performing Teams in 45 Minutes or Less

Would you like to have your inside sales team (and sales organization) performing in the top 1%? What would that do to your key metrics? retention? engagement? innovation?

But here are some of the biggest obstacles organizations face:

1) According to Gallup, almost 70% of employees are disengaged. It’s costing U.S. businesses $550 billion every year

2) Trust is at an all-time low in the workplace

3) 70%+ of teams are dysfunctional

4) 86% of executives cite lack of collaboration of ineffective communications for workplace failures

The secret to solving the above issues is prioritizing and building a foundation of psychological safety, vulnerability, truth-telling and operationalized values. When organizations and teams do this, they can get double-digit increases sales/revenue, collaboration, satisfaction, and retention.

After spending three years interviewing more than a thousand individuals, including leaders and teams in Fortune and Forbes Top 10 Workplaces, Jason discovered specific strategies and activities any organization can do to quickly increase engagement, innovation and performance as well as instantly build much stronger external relationships with prospects, clients, partners, and more. 

Jason Treu, executive coach, will lead participants in a session to understand that data and strategy above.

We’ll also play his breakthrough team building game (question/answer), Cards Against Mundanity (cardsagainstmundanity.com), in small groups to build deep relationships (in minutes) so attendees can experience why it will work for them and their team/organization. Everyone will get a free copy of the game to use, along with additional materials.

Cards Against Mundanity has been played by more than 10000+ people. It’s being used in leading companies such as Amazon, Southwest Airlines, Ernst & Young, Google, Microsoft, Gillette, Oracle, PRSA, Blue Cross Blue Shield, Phillips May Corporation, Worldwide Express, CareHere, Utility Concierge and many others.

Biography

Jason Treu is an executive coach.

He spent 15+ years in marketing leadership positions working with influential leaders such as Steve Jobs, Reed Hastings, Mark Cuban, and many others.

He is the best-selling author of Social Wealth, the how-to-guide on building extraordinary business relationships.

He was a featured speaker at 2017 TEDxWilmington for his talk on, “How to Get CoWorkers to Like Each Other.” His team building game, Cards Against Mundanity, has been played by more than 10000+ people and organizations such as Amazon, Southwest Airlines, Ernst & Young, Google, Blue Cross Blue Shield, Gillette, and many others.

Jason has his law degree and master’s in communications from Syracuse University.

Other

• Please make sure to bring some form of photo ID. You will need to present your photo ID in order to check-in, get a badge, and gain access to the event space.
• Pizza and beverages will be provided.

Save the date for our inside sales front line best practices panel discussion. Learn from the folks who are making it work! 

More info to follow!

We are excited to kick off the 2019 AA-ISP Spain Chapter event series with 2 amazing workshops for all Inside Sales professionals, hosted by HPE!

For Inside Sales - "Hunt Like a Pro, Qualify With Style: Inside Sales on Steroids!!!" 

with

Benjamin Tellez (Global Inside Sales Director @ EIMS)

AND

For Managers - "How to Detect and Recruit a Great Inside Sales Rep" 

with

Morgann Mobry  (Head of Talent Acquisition for Inside Sales Barcelona)

Please note the 2 sessions will happen simultaneously and will be followed by drinks at a nearby location.

Seats are limited and registration is compulsory (necessary to enter the building) so don't wait and RSVP now!

See you there!

The AA-ISP Spain Chapter Team

Come to the Pipeline Social Happy Hour and learn how to develop a strong business relationship, and create a commitment to change, without pitching your product (or services) first.

Between raffle prizes and funny sales videos, we'll do a mini-dive into seeking a "Commitment to Change" and how to "Agree to Collaborate" based on steps 3 and 4 in The Lost Art of Closing.

The Lost Art of Closing: Winning the Ten Commitments that Drive Sales, by Anthony Iannarino, is a highy rated sales book and process for full cycle sales executives.

We'll deconstruct the steps 3 and 4, raffle books and audiobooks, and have some fun as we explore ways to understand the business outcomes related to change, and create stronger opportunities established based on collaborating with your mobilizers and champions.

Networking: Individual Contributors and Managers are encouraged to attend. We’ll have food, beer, wine, and cider throughout the evening, and networking before and after the session begins. Post event festivities will continue at Breakside Brewery. 

Location and Parking: AskNicely is located in Slabtown, near the New Seasons. Street Parking available, no permit required after 5pm.

Supporting Sponsors:

AskNicely

AskNicely provides NPS^® software to help your business deliver great customer experiences and accelerate growth.

DealPoint

DealPoint allows buyers and sellers to create mutual action plans inside a single, secure, deal room to keep complex deals on point.

LeadIQ

Sales reps work smarter, and faster, with LeadIQ. Find high quality prospecting data in real time, then get it into your sales tools without doing a million clicks. 

Outbound Edge

How do you know if you'll hit your number? Increase the probablity of C/W with deal scoring by ARPEDIO, and take the guesswork of out pipeline reviews and forecasting.

Text Chris Ortolano, chapter co-President, at (503) 353-3000 with event questions.

Speaking up and finding your voice is hard to do, even when it benefits you. There are many reasons we don’t but there are so many more for why we should. The purpose of our workshop in March is to help you "Find Your Voice" on Social Media through creating your personal brand. The objective is to empower you on Social Media and show you how to find your voice and showcase your best self on social platforms.

The AA-ISP Austin Chapter would like to invite you to our next meeting on March 28th,

With the growth of the Inside Sales profession in Austin, there is a great opportunity to harness this growth and come together as a profession to help each other network, grow as sales professionals, share best practices and overcome challenges together. We will provide an environment to grow as an individual and also provide an opportunity to take our teams and organizations to the next level. The Austin Chapter will be the sales benchmark for all organizations.

If you are a Sales Professional or Sales Leader in the Austin area, we are looking forward to meeting you,

Best regards,
Gary

Join the Boston Chapter of AA-ISP as we discuss and share best practices on sales leadership after kicking the meeting off with Austrailian-based Leadership Speaker, Bernadette McClelland. 

More details as our venue sponsor is confirmed. 

Agenda TBD

Earning a reputation as the premier conference for Inside Sales leaders, the annual AA-ISP Leadership Summit is known for delivering informative, content-rich presentations and collaborative discussions relevant to today's Inside Sales leaders.

The 11th Annual AA-ISP Inside Sales Leadership Summit will take place at the beautiful Hilton Chicago on April 10th through the 12th, with a pre-event workshop occurring on April 3rd. The 2018 Summit will feature all new presentations from over 50 of the nation's leading Inside Sales Experts, who will be discussing the key issues and challenges facing Inside Sales organizations and sharing their proven solutions and best practices.

Vertiv is excited to host the AA-ISP Columbus Chapter event on April 23rd, sponsored by Zoho CRM, to bring you and your team an afternoon of learning how to turn pain points into laughable moments and how to combat objections using humor. 

The evening is designed to be engaging, fun and give sales professionals a unique strategy on how to use humor in sales. Jon Selig will walk us through the art of crafting a joke and how to use humor to help close your next deal.

For sales leaders, we encourage you to bring a few people from your team. You'll walk away with some tangible action plans to use to make your sales calls and meetings a bit more fun. Totally fine to show up without your team, but feel free to bring a few of them!

For sales reps, please try and bring your sales leader! This will be an engaging opportunity for you and your leader to learn valuable techniques to help amplify your sales process ultimately improving your closing rates. 

Our featured speakers:

1. Diane Darling: How to work a room. 
During her session, Diane will share her experience on how she became a top earner by learning how to deal with pushback, when to talk (and when not to) and how to start conversations. She'll share her strategy on how to work a room and look for the right people that will help you become a top earner. 

2. Jon Selig: Funny You Should Say That. 
The only difference between prospects and a stand-up comedy audience is the 2-drink minimum. Jon will walk us through the art of being funny. The audience will learn to write tasteful jokes that are relevant to their products, roles and prospects. 

The event is free and drinks and light apps will be provided. Feel free to reach out to your network and invite other sales professionals who might be interested. 

Prospecting Workshop

As the Inside Sales profession continues to evolve and define its place in organizations as a revenue generating powerhouse, frontline reps and leaders are demanding more training and development.

This 1-day event will bring together reps and leaders from both Inside and Field based sales teams to learn, share, and network.

Are you sick of getting man-handled by gatekeepers or blown off by decision makers when you prospect by phone? This session is a must-attend if you have to cold call or prospect for a living.

This is a hands-on workshop where Mike will literally build a prospecting script that you can simply stick your own product or service into to create the most powerful and effective prospecting script you’ll ever use. 

Here’s just a sample of what you’ll learn: 

• A word-for-word opening to build instant rapport with decision makers
• Word-for-word scripts to overcome the brush offs and blow offs you get
• A proven technique to get past gatekeepers
• Specific questions to get the information you need to close a sale
• How to qualify for the “Big 4” qualifiers that lead to a sale
• How to get commitment at the end of your call

Training Tuesday Host:

Richard Harris, The Harris Consulting Group

Presenter:

Mike Brooks, Mr. Inside Sales

Register:

Please click here to register - session will be conducted via Zoom.  Can't join live?  No problem, register anyway to receive the playback information!

During the scheduled presentation, if you are experiencing any trouble connecting or accessing the session, please Click here to contact Zoom Support or visit https://support.zoom.us and a technician will be available to assist you momentarily. 

Feel free to contact us with any questions and to share your thoughts at memberservices@aa-isp.org or call 1-800-604-7085 ext 130.

You Can’t Teach People to Sell By Teaching People to Sell

Presented by Bruce Wedderburn, Integrity Solutions

Location: TBD 

Time: 6:00 PM 

Description: 

Up to 85% of success in selling is rooted in beliefs, attitudes, emotions, and feelings. Yet very few organizations consider themselves very effective at developing these attributes

In their people. Most sales training fails to take these critical factors into account, and as a result, most sales training ultimately fails the people (and the organizations) it’s supposed to be helping.

Your people may be hitting their call metrics- but not their sales goals. So just have them make more calls! No… Get to the real root of the problem. It’s typically not a skill problem- it’s a will issue. 

Why do so many salespeople with similar skills sets, experience levels and training perform at such different levels? What causes your salespeople’s success? Salespeople have to feel comfortable and confident that they are uncovering and filling needs and adding value for customers. And if they don’t feel like they’re doing that, they’re not going to ask questions that turn into business opportunities.

This highly interactive session will explore practical, proven ways sales leaders and training teams can influence the critical behaviors, attitudes, and beliefs that lead to higher levels of productivity and better bottom-line results. Attendees will learn:

• The five critical dimensions of sales success

• Three critical conversations that will determine the success of the salespeople, sales team and ultimately, the organization

• ‘Skill and Will’ training principles that impact the emotional issues of selling

• What research says about the gap in performance between organizations that effectively

 Attendees will also receive a related eBook; You Can’t Teach People to Sell By Teaching People to Sell.

Video Overview:  https://www.youtube.com/watch?v=b8AyogL581g

Video Overview:  https://www.youtube.com/watch?v=RUVT8bj_2DU  

Networking opportunity

Details to Come Soon!

Hosted by SalesLoft.  New format that includes audience round table discussions.  Excellent opportunity for networking and learning.  

More details coming soon...

As the Inside Sales profession continues to evolve and define its place in organizations as a revenue generating powerhouse, frontline reps and leaders are demanding more training and development.

This 1-day event will bring together reps and leaders from both Inside and Field based sales teams to learn, share, and network.

Summer Networking Mixer

Hosted by MarketSource.

Topic and speaker TBD

As the Inside Sales profession continues to evolve and define its place in organizations as a revenue generating powerhouse, frontline reps and leaders are demanding more training and development.

This 1-day event will bring together reps and leaders from both Inside and Field based sales teams to learn, share, and network.

Sales Enablement Speaker meeting

Details to Come Soon!

More details coming soon...

The Executive Retreat brings together like-minded sales leaders who are invested in creating best-in-class sales teams as well as their own leadership development. Unique to other conferences, the Retreat focuses solely on solving the challenges facing our profession in a small, intimate group setting. 

Agenda TBD

Details to Come Soon!

November Close Faster – compress the closing cycle

More details coming soon...

As the Inside Sales profession continues to evolve and define its place in organizations as a revenue generating powerhouse, frontline reps and leaders are demanding more training and development.

This 1-day event will bring together reps and leaders from inside and digital sales teams to learn, share, and network.

Hosted and sponsored by Georgia Pacific

Topics and speakers TBD