** REGISTER NOW **

2019 marks the Chicago Chapter's 10-year anniversary. Please join us as we kick-off an amazing start to a phenomenal year of selling, and celebrate ten years since becoming the 1st AA-ISP Chapter ever formed.

Guest Speaker Steve Richard of Execvision.io will be talking about using Consistency to Scale Revenue!

Acclaimed Author Cory Bray will be there giving away a free copy of his new book "Triangle Selling" to the first 100 attendees!

The meeting will be held at 125 S. Clark St. 17th Floor, Chicago, IL 60603 courtesy of our location sponsor SnackNation.

Free Food and Beverages, Beer and Wine will be provided courtesy of Outreach.io 

Space is limited to approximately 100 people, don't miss out, so REGISTER NOW 

The AA-ISP Austin Chapter would like to invite you to our next meeting on January 24th,

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

Come together for three-days with a select group of 60 Leaders, Executives, VP’s, and Directors from some of the world’s most prominent companies to learn, share, and network.

We live in a world of constant distractions, and the ever present B word: “Busyness”. Do you ever get to the end of your day, and feel like you haven’t accomplished what you hoped? Do you get home, only to feel pulled back to your laptop or device to finish work, or are distracted by the latest social media feed? I would say most of us feel this way at least a few days a week. How do we resolve this issue? Are there ways to better manage time, and focus on what can make our day successful? Are there strategies to make the most of our time to progress sales opportunities?

Join us Thursday, February 7th to hear from our panel as they share their struggles and strategies for managing their day to day and hitting their goals!

Our Panel:
Peter Countryman, Director of Sales and Marketing at Swagelok
Sarah Norris, Director of Sales at Springbuk
Tony Rhine, Sales Leader at 120WaterAudit

As always, we'd like to highlight our sponsors!

SalesTuners

Lessonly

LevelEleven

Nameless Catering

We’re going to pretend that everyone in this session has no following online, no brand recognition, and doesn’t have a double-digit response rate from their prospects. Ryan O’Hara will go into how he and his team are able to generate over 50+ meetings a month combining social selling, individual branding, content, cold calling, and cold emailing. Whether you run a sales team, or are a prospector, bring your notebooks. Your path to world domination starts here.

Ryan O'Hara has been an early employee at several startups helping them with marketing and prospecting tactics, including Dyn who was acquired by Oracle for $600+ million in 2016. He's had prospecting campaigns featured in Fortune, Mashable, and TheNextWeb. Ryan specializes in branding, business development, prospecting, and coaching people on how to make good digital first impressions. He also mentors two accelerators, The Iron Yard and The Alpha Loft, and hosts The Prospecting Podcast. 

Networking:

We’ll have beer and wine throughout the meeting and time for networking before and after the session begins.

Parking and Location:

There is street parking and lots nearby. Please take the elevator to the 9th floor to the Upserve office.

Snow Date:

If we get snowed out on February 7, you'll be notified in advance and we'll move this to February 21st.

Please thank our sponsors by considering their services:

Top Line Systems

Top Line Systems is dedicated to helping industrial companies find more customers. And we’ve been doing it for almost 20 years.

Upserve

Upserve is the restaurant management platform serving up everything you need to know to run a smoother operation and exceed guest expectations.

Whether you realize it or not, your fears of rejection, failure, and judgment may be hindering your potential for sales success. At the same time, your customer’s fear of being taken advantage of creates separate challenges for you to overcome. How can you as a seller manage both your fears and the fears of your customers while effectively selling through your product or service with confidence? 

Kristy Ellington, a 10-year sales and marketing veteran who has closed 7-figure deals with clients like Hilton, Amazon, and Target, will teach you:

• The mechanics of fear and how it impacts your thinking, your focus, and your actions
• How to manage your own fears to increase confidence, impact, and shorten sales cycles
• The best way to address customer fears and lower their Red Flag Response
• The 13 trigger emotions behind every sale and how to leverage them in your conversations to communicate value and minimize customer anxiety

Training Tuesday Host:

Richard Harris, The Harris Consulting Group

Presenter:

Kristy Ellington

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.

LIVE & INTERACTIVE VIRTUAL SIMULATION:
Testing Your Sales Negotiation Skills

****Limited to the first 30 registrants****

Did you know that 84% of companies have no formal negotiation process when it comes to sales?   Do you know why?  Because the majority of salespeople (and leadership) have an inflated view of their negotiation capabilities - they think they are skilled when they are not. 

Well, it is time to put your salespeople's skills to the test and find out once and for all how much margin they are giving away! Negotiation keynote speaker and trainer, Tony Perzow, will have all attendees participate in an exciting live negotiation simulation using zoom breakout rooms. Having trained over 10,000 sales professionals, Tony has discovered that through practice rather than lecture, sales negotiation excellence can be attained.

Once the simulation concludes, Tony will thoroughly critique everyone’s negotiation by putting a figurative spotlight on the choices that led to money being left on the table. Ineffective choices made during Tony’s negotiation simulations are often the same choices that sales professionals are making unconsciously in the real world. Tony will conclude the presentation with the SECRET SAUCE of negotiation, the one thing that’ll transform the way your salespeople negotiate forever.  This workshop is one that your organization cannot afford to miss!

QUESTIONS THIS WORKSHOP WILL ANSWER:

• In what areas do my sales negotiation skills need improvement and what are the steps I need to take?
• What are the critical mistakes I am making when having price conversations and what are the quick fixes?
• What is the secret sauce of negotiation, the one thing I MUST learn that will change the way I negotiate forever?

Register:

This AA-ISP hosted training session is complimentary and open to both members and non-membners and limited to the first 30 registrants. Please click here to register.

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

Join AA-ISP San Diego 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, San Diego, CA 92121

Supported by our sponsor Outreach and hosted by ServiceNow.

Refreshments courtesy of Outreach.

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!

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 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.

The AA-ISP Austin Chapter would like to invite you to our next meeting on February 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

Sales Enablement focused workshop meeting

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 tables 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

Sponsored by Seamless.ai - The World's Best Sales Leads! Maximize revenue, increase sales and acquire your total addressable market instantly using A.I.! Watch an instant demo here: http://demo.seamless.ai/sign-up

Get 300 leads (Over a $500 value) today by joining for free using referral code AAISPCBUS

Seamless.AI was started by Brandon Bornancin and a group of award-winning entrepreneurs who are working to disrupt an entire industry. Seamless was founded to organize the world’s contacts and make them universally accessible and useful. This makes creating profitable relationships and new revenue, Seamless. Visit Seamless at http://www.seamless.ai.

Details to Come Soon!

More details coming soon...

The NY-NJ-CT Chapter welcomes members and guests to join in an exciting interactive session on "The secrets to building the highest performing and innovative teams", by Jason Treu, Executive Coach - Leadership & Management Expert.

Snapshot of Jason's Background

• Graduated with law degree and Masters in Communications from Syracuse University
• Spent seven years in Silicon Valley working with transformational leaders such as Steve Jobs (Apple/Pixar), Mark Cuban, Mark Hurd (CEO/HP), Reed Hastings (CEO/Netflix), Paul Wahl (President/SAP) and others at companies such as Apple, HP, Microsoft, Oracle, Pixar, Yahoo!, Nordstrom, AT&T, Sony and many others
• Helped clients meet top influencers such as Richard Branson, Bill Gates, Tim Cook, Peter Diamandis, Chris Anderson and others
• Wrote a #1 bestseller, Social Wealth, that’s been #1 in four business categories on Amazon, and sold over 50,000 copies
• Featured speaker at TEDxWilmington for my talk, “How to Get CoWorkers to Like Each Other.”
• Been a guest expert on more than 500+ podcasts, radio, and TV shows in the past year
• Studied and learned hands-on from the top experts in the world such as Tony Robbins, Marie Forleo, Mastin Kipp, and Brene Brown, and at leading institutions such as Harvard, University of California Berkeley and Ken Blanchard Companies
• Have helped clients generate over a billion dollars in personal wealth over the past five years

Food and beverages will be served.

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!

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.

Zoho CRM and AA-ISP Columbus Chapter are partnering together 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.

“Secrets to Quickly Building the Highest Performing

and Innovative Teams”

Speaker: Jason Treu, Jason Treu, Executive Coach

Location: TBD 

Time: 6:00 PM 

Description: 

To accomplish extraordinary things in business, NOBODY does it alone. We need other people. It requires people to invest and build strong connections with others. That matters because the most significant accelerant to someone’s success is knowing that you have their back and deeply care about them. Then they will do almost anything for you because they don’t want to disappoint or let you down.

When you do that inside of a team, you create an unstoppable force that has a contribution mindset with caring, authentic and connected people. That creates an environment where people don’t have to defend and protect themselves. They can be who they are, and that’s incredibly powerful to have that freedom. Teams like that thrive in highly stressful, challenging, and “razor’s edge” conditions.

They are the top 1% of all teams.

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...

Hosted and sponsored by Georgia Pacific

Topics and speakers TBD