For our next chapter meeting guest speaker, Brian Trautschold,  will be presenting on "Moving the Middle 70%" of your sales org up, where leaders can gain the most leverage with better coaching, goal alignment, and behavior levers like contests and recognition. We are looking forward to another engaging chapter meeting and reconnecting with those who have a passion for Inside Sales in our area!

Brian Trautschold is the Cofounder and COO of Ambition. Ambition is a sales coaching and performance management platform used by enterprise sales orgs to amplify their culture and maximize their people.  He is passionate about enabling sales managers and leaders to inspire their teams and exceed their expectations. 

Sponsor: Outreach

Inside Sales has advanced beyond being a more efficient way to sell (even large and complex deals). It has become a Weapon of Market Dominance. In this webinar, we'll be taken through the math of using Inside Sales to dominate any market — from market hypothesis through definition, messaging, prospecting, discovery, and even crossing the dreaded chasm that stands between a good idea and achieving dominance.

Speaker:

Chris Beall, ConnectAndSell

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.

The Follow Up. We all know what it is and that it needs to be done. Most of us have been on the receiving end of poorly executed follow ups, and maybe some that are done very well and catch our attention.

To SDR’s & AE’s, a follow up done well, can be pure gold. You can progress or lose a deal if you do this right or wrong. Sometimes it’s that one extra follow up to a lost opportunity that becomes the surprise deal that gets you over quota.

But how do we do this well? Do we just become a pest who is in the endless cycle of “checking-in” or “touching base”? Do our calls and emails build momentum, or sink it? For leaders, are you involving marketing & coaching to the right tactics for modern sales?

We’ve invited representation from all levels of the sales process to answer these questions and more.

Join us to ensure you’re capitalizing this stage to book more qualified meetings, and progress deals towards a yes or no. We’ve got an incredible panel to help you treat follow up like gold.

Our panel:
Jim Brown, Sales Trainer, SaleTuners Podcast
Kate Davis, BDR Manager @ PFL
Brian Ellis, Enterprise AE @ Lessonly

Emcee: Elijah Condellone

Don't miss this great event!  

Join Lauren Bailey from Factor 8 as she get hands on and shares two things your team can do right now to improve the number and quality of the conversations they have every day. Regardless of what tools you use or methodology you subscribe to, these practical tips will immediately improve results. 

4:30-5:00 Networking/Arrival

5:00-6:00 Lauren Bailey Factor 8 - 2 Tactical Ways to Triple your Coversations

6:00-6:30 Q&A

Social Selling is a way to prospect, develop relationships, and to advance and close more deals.  Despite the promise of social, research has shown not only inconsistent use of Social as a selling tool, but also the inability to determine if social selling really helps to close more deals and increases ROI. 

In this session, attendees will learn the following: 

• Research on the current state of social selling
• Why Social is inconsistently adopted and used today
• How Social can drive improved prospecting and sales
• Ways to deliver on the promise of Social
• A look into the AA-ISP’s new Social Selling platform – AA-ISP Social

Join us for this interactive Training Tuesday webinar as our thought leaders share insights and tips to improve your Social Selling activity and results!

Speakers:

Joël Le Bon Ph.D.
Bob Perkins, AA-ISP
Brad Elrod, FRONTLINE Selling

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.

Hope you can make it out to our summer meeting!  More details coming soon! 

Additional Details Coming Soon. 

Panelists: 

Andrew Berger, Sales Leader at Square 

Ryan Longfield, Chief Revenue Officer at Gong.io 

Background

This workshop will use the PLS SEM decision-making tool. You will be exposed to the basic statistical analysis, exploratory factor analysis, and tests of differences.

Kindly bring along your laptops, installed with the PLS SEM software.

Certificate of attendance will be provided.

Workshop Information

Date: 19^th & 20^th August 2019

Time: 9.00 am – 5.00 pm

Speaker: Dr Amjad Shamim

Venue: Universiti Teknologi PETRONAS

Location

From the guard house, drive straight in, and when you see Chancellor Hall, turn right, you may find your parking to your left.

Sponsor

Management and Humanities Department, Universiti Teknologi PETRONAS.  

• Columbus Chatper Meeting Location: Dublin Entrepreneurial Center Training Room – 1^st Floor - 565 Metro Place South, Dublin, OH 43017
• SE Michigan/Toledo Chapter Meeting Location: University of Toledo The Savage Business Complex Room - 2801 W. Bancroft Street, Toledo, OH 43606
  • SE Michigan Chapter Meeting Parking Map - http://www.utoledo.edu/business/complex/location.html
• Cleveland Chapter Meeting Location: TBD

Three AA-ISP chapter groups will gather to connect via webinar to engage in a high energy panel discussion. The sales leaders we will have on the panels in each city will be college graduates from The University of Toledo Edward H. Schmidt School of Professional Sales program.

Since 2000, many college students have majored or minored in professional sales and have since progressed into sales management. At this event, you will hear about their journey from college student to sales management and everything in between. You will also hear their perspective on what is needed to evolve from sales manager to sales leader and Chief Sales Executive. 

Th event is hosted and sponsored by Loquantur, Inc. Loquantur is Latin meaning "to speak". We provide a cloud communications platform as a service. Our offering is a mix of hardware, software, management, upgrades, changes, and moves all bundled into a single framework.

On Wednesday, August 21st, we will be welcoming a panel of local Sales Leaders who will be sharing their challenges, hiring practices, leadership qualities, and secrets to building a successful and high-powered sales team. Join us for a stimulating and educational discussion, and then join us afterwards for a pint and the opportunity to engage and network with some of the brightest sales leaders in Denver.

Hope to see you there!

Join us at The Guild craft beer cooperative for a discussion on the challenges you face in Sales.

This will be a social event celebrating our chapter and a group discussion with your involvement. Please come with thoughts on your daily challenges in your role. Daren Jennings will facilitate the discussion. We’ll tackle these challenges as a group and use the topics to develop helpful content for upcoming events.

Beer will be complimentary thanks to our friends at Outreach, Top Line Systems and Vanilla Soft.

The Guild or Isle Brewers Guild (IBG) is a craft beer cooperative designed to deliver state of the art brewing, packaging, quality control, and customer service to its brewing partners. Our partners are Devil's Purse Brewing Co., Farmer Willies Craft Ginger Beer, Narragansett Brewing Co., Newburyport Brewing Co. and Sons of Liberty. 

You must register for this event to attend so we can be sure they don’t run out of beer.

For information on parking, click here.

Please thank our sponsors by considering their services:

Outreach

Outreach, the leading Enterprise ready Sales Engagement Platform, accelerates revenue growth by optimizing every interaction throughout the customer lifecycle. The platform manages all customer interactions across email, voice and social, and leverages machine learning to guide reps to take the right actions. To learn more, visit Outreach.io.

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. To learn more, visit toplinegrowth.com

Vanilla Soft

VanillaSoft, the industry’s most successful sales engagement platform, empowers sales teams to respond to leads faster, interact more consistently, and generate more qualified sales opportunities. Thousands of users employ VanillaSoft’s sales cadence automation to drive speed-to-lead, persistency, productivity and revenue-per-rep. VanillaSoft is a privately held company based in Plano, Texas, USA. To learn more, visit vanillasoft.com

The world of assessments can often feel like the Wild, Wild West.  There are countless assessments available in the marketplace, many of which appear to provide the same information; making the process of selecting the right tool(s) a daunting endeavor for any business person.  Also, when we consider data privacy and other compliance-related considerations, the complexity of these business decisions increases. Where do we start? 

Join us for this interactive and informative session, where we will learn about the variety of strategic business reasons organizations employ assessments, the types of assessments that best support business challenges organizations encounter, how to select the right assessment tool(s) for your organization, and how to use them properly.  

Participants will explore:

• How to strategically align a business challenge to an appropriate assessment

• What considerations are important when selecting and deploying an assessment

• How data privacy will impact the use of assessments

• How organizations are mishandling assessments

Guest Speaker: Tamara Furman, CEO of the San Diego Leadership Institute and President of the SDHR Forum  

Tamara is the CEO of SD Leadership Institute, a San Diego-based, certified women-owned business that provides certified and credentialed executive coaching, leadership development and a wide-variety of assessment instruments.   SD Leadership Institute is a Certified Partner as well as a Master Certified Training Center for Predictive Index. 

Tamara is passionate about partnering with successful leaders who have a desire to maximize their full potential, achieve remarkable results, and make a difference in the lives of others, while navigating their personal leadership and learning journey.  She works with senior leaders and their teams to gain alignment, communicate more effectively and grow their leadership and emotional intelligence capabilities. 

Tamara earned her M.S. in Executive Leadership at USD and graduated Summa Cum Laude with a B.S. in Organizational Behavior from the University of San Francisco.  She completed her coaching certification at the Hudson Institute of Coaching in Santa Barbara, CA and subsequently obtained her Master Certified Coach (MCC) Credential through the International Coach Federation (ICF).  She is a Board Certified Coach (BCC) through the Center for Credentialing and Education, Inc. and a certified Senior Professional in Human Resources (SPHR and SHRM-SCP).

Tamara is certified to administer, train and coach on a variety of assessment tools, in areas such as behavioral preferences and drives, motivators/driving forces, cognitive, conflict style, emotional intelligence, sales skills, and 360-feedback. 

In addition to the above, Tamara currently serves as President of the SDHR Forum Board and was a founding board member of the ICF-San Diego Chapter.  Tamara has served as a panelist and speaker for a variety of organizations, groups and leadership conferences.   

Hosted by: Mitchell International

A workshop with Jason Treau, Executive Coach, TED Talk keynote speaker, best selling author, and creator of #1 team building workshop.

How to build an amazing culture with your sales team.

Hosted by Vonage:

Meeting location: 3200 Windy Hill Rd #200

Atlanta, GA 30339

Co-Sponsored by MarketSource and Vonage

Food and beverage will be service.  

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.

Join us for our AA-ISP OC Q3 Chapter meeting! The discussion topic is AI in Sales, What is it? Join us as our expert panel share their knowledge and experience on AI in Sales. We're excited to have Babar Batla, Co-Founder and CEO with SalesDirector.ai and Aaron Cort, CEO of Bound Hound, on our panel. Register today to save your spot and be sure to bring a friend.

Please see Babar's LinkedIn profile here - linkedin.com/in/bbatla

Please see Aaron's LinkedIn profile here - linkedin.com/in/aaroncortgrowthmarketing    

See you soon!

Agenda:

5:30 - 6 - Arrival and Networking

6:00 - 6:10 - Announcements and Sponsor Spotlight

6:10 - 7:30 - Panel Discussion and Q&A

7:30 - 8:00 - Networking

Thank you to our sponsor Connect and Sell.

More details coming soon...

Back by Popular Demand ..... 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.

Additional 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. 

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.

This is the follow on workshop to the Personal Brand Workshop in May. The purpose of this workshop is to help you create content, identify the right content and to showcase you as an expert in your area. 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.

Come hear an all-star panel talk about talent acquisition and job hunting. Today it's much less about posting a job and finding the right candidate. It's also much less about applying for a job and getting that offer. Candidates and employers have many sources available to help during this process to shorten the cycle on both sides. 

Candidates

Finding a job is harder than ever. While the majority of open positions are posted on company websites and job boards, it seems that applicants submit their information into a black hole only to wait, and wait, and wait some more. So how do you get that call back? Come here some tips on how to use your resume, your network, and your social profiles to stand out from the crowd.

Employer

Filling jobs is harder than ever. With the decreasing unemployment rate, demand for higher wages, and competitive environments, applicants almost have their pick of employers. Whether you are hiring entry level college grads or experienced staff, positions are becoming harder and harder to fill in timely manners and on budget.

Details to Come Soon!

Hope you can make it out!  More details to follow

More details coming soon...

Content details still in planning stage! 

Coffee is NOT for closers. . . it’s for openers! Especially in phone sales, it’s harder and harder to get and keep prospects’ attention. So your most critical tool isn’t your close, it’s your opening! Join us with Lauren Bailey as we learn how to rewrite intros.

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.

About Lauren Bailey

Voted "Top 25 Most Influential Leaders in Inside Sales, Top 25 Sales Coaches and Top 35 Most Influential Women in Sales" this year, Lauren Bailey is the Founder of Factor 8, The Sales Bar, and #Girls Club, and she’s  on a mission to help more people feel more successful at work. 

After spending nearly 20 years launching and leading Inside Sales organizations around the World, she started Factor 8 to help solve the problems she kept seeing in inside sales centers: Sales rep and sales managers woefully unprepared to sell over the phone. That meant poor calls, poor results, and massive turnover. Lauren knows that really preparing folks for their roles helps them feel more confident. And when people feel successful at work, we would see transformations - in careers, departments, companies, and lives. 

Factor 8 has received numerous awards for best rep and manager sales education, and last year Lauren leveraged that curriculum to start her passion project called #GirlsClub. management training, mentoring, and confidence building program. 

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.

Details coming soon. 

Agenda 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 inside and digital sales teams to learn, share, and network.

Sales is a game of probability, not a game of perfection. Are you doing everything you can to maximize your ODDS and collect more WINS?  Enter the Universal Buying Cycle™. Shadows in your sales process can hide the real reasons behind flat and unpredictable revenue growth, inconsistent margins, bloated pipelines, too many lost proposals or quotes, and the challenges preventing new sales team members from penetrating new markets and adding new customers. The good news? Most of these challenges are self-inflicted, which means they can also be prevented. 

In this session you’ll learn how to:

• Apply the Universal Buying Cycle on your next sales call
• Reach more decision-makers and collect more W.I.N.S.
• Grow deal values and shrink sales cycles
• Apply the timeless growth principles of servant leadership
• Transform sales and customer success teams into Growth Multipliers

Come hear James Rores, founder of Floriss Group, talk about the “Four Whys” that every prospect asks and answers before they buy.

Hosted and sponsored by Georgia Pacific

Topics and speakers TBD

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.

LS2020 will help leaders prioritize their own mission for their team and organization while also focusing on personal leadership development.