We are excited to announce the next AA-ISP Tampa/Orlando Chapter meeting and the ongoing Brews & Best Practices Series, this time, coming to you live from Orlando.

Sales Enablement means so many different things to different people, so we are pulling together a panel of guest speakers to discuss where it's been and where sales enablement is going.  You will not want to miss this one.  Oh, did I mention free drinks?

The job market in North America is tightening, and that’s a good thing for sales professionals. The unemployment rate is the lowest it's been since 2001, and the percentage of prime working age adults who are employed is the highest it’s been since 2008. This has driven improvement of the job market over the past year for B2B sales.

We've examined how changes in 2018 have impacted compensation levels, reward structures, and satisfaction levels. Join us as we identify compensation trends for sales professionals, their expectations, and what factors you can manage to keep and attract top sales talent.

All participants in the study will receive a copy of the full report at no cost.

Join us and learn:

• Insights collected from thousands of sales professionals on compensation through 2018-2019.
• Actionable insights employers need to focus on to keep and attract top sales talent.

Speaker:

Ryan Moore, Peak Sales Recruiting

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.

Come hear Steve Richard, Chief Evangelist and Co-Founder of Execvision, speak about the some of the ways to build a best in class sales organization by focusing on your culture and the drive to coach your team.

Culture is what your reps are doing when no one is looking.  Top companies don’t leave their learning and development to chance.  They seek out innovative ways to foster a sales coaching culture that creates consistency and accountability at scale.  In this fast moving session, Steve Richard from ExecVision will take you step by step through the best practices of sales coaching.  You will learn how to:

• Form a clear ‘why’ that underpins your coaching program including quantitative and qualitative measures of success
• Use metrics as a diagnostic to inform coaching
• Gain agreement on what ‘good’ looks like for your different call types which will turn into your call coaching scorecards
• Create a positive, productive call coaching culture that reps love while eliminating defensiveness
• Apply lessons from neuroscience for how and when to coach
• Coach using the observe, describe, prescribe model
• Foster an environment of self-assessment and peer coaching to ease the burden on managers to do all the coaching
• Harness the power of the habit loop to change rep behavior
• Calibrate by having managers independently listen to and score calls for different skills, then compare scores
• Leverage research on who to coach and how to handle reps who reject coaching to make better use of your time

Thank you to our event sponsor Seamless.ai, the worlds best sales leads! Seamless helps you maximize revenue, increase sales and acquire your total addressable market instantly using artificial intelligence.

Thanks to our location sponsor, Loth, Inc! Office furniture and workplace design experts, LOTH, Inc., is an Ohio based company creating smarter spaces for corporate, education and healthcare markets

The number one issue in Sales and Marketing alignement is well recognized. 

Marketing: We are providing high-quality, actionable leads, but Sales doesn't follow up

Sales: These leads suck!

And even if Marketing is aware of the sales group's quotas and goals, and Sales is informed of upcoming campaign and offers, are the two groups really working together?

This session, hosted by Twin Cities AA-ISP Chapter and the ANA Business Marketing Minnesota will showcase a panel of experts who have built an integrated sales and marketing machine. Joins us for best practices, results, breakfast and networking. 

This program is designed for Sales Leaders and Senior Executives who are wanting to increase their effectiveness and impact across the organization.

Featured speaker: Mike Esterday, CEO Integrity Solutions

 Most sales managers will agree: coaching helps sales professionals maximize performance and attain higher goals. In fact, recent research shows that 76% of sales leaders believe coaching to be critical to their team’s success. Yet the reality is most still aren’t doing it. And those that are typically don’t coach often enough, will confuse “managing the numbers” with coaching and developing their team or have not been taught how to coach. So the default goes to “I don’t have time...”

 But the benefits and sales performance lift that organizations receive when prioritizing coaching and creating a support system and culture for sales coaching are undeniable. Join us for this interactive discussion, facilitated by Integrity Solutions CEO Mike Esterday.

You Will Gain:

-          The 5 drivers of coaching effectiveness

-          Not one, but three conversations of effective coaching

-          A simple and effective framework for coaching that you can begin to use the next day

-          How to shift the mindset of newer sales leaders from player to coach

-          The critical importance of leaders expecting and believing their people can continually achieve              more in effectively coaching teams.

Space is limited to 50 attendees so be sure to register early as this event will fill up quickly.

How important is sales prospecting?  Without it, you are going to have a very lean pipeline.  In today’s digital world, prospecting has certainly changed over time. What works?  What doesn't work? Social media and inbound methods have replaced some old school methods and being effective on the phone is more critical than ever.   We are bringing together 5 successful sales and marketing experts in a panel to discuss their perspectives and success stories. 

Hear from:

Stephen Borchuk, Business Development Rep – Assent Compliance

Erin Waterfall, Strategic Development Manager – Ultimate Software

Mat Paciga, Head of Sales - Shopify Shipping Services

Darryl Praill, CMO – VanillaSoft

Chris Beall, CEO – ConnectAndSell

Join our moderator Janie Wall, Associate Director Customer Success, ConnectAndSell June 20^th at the Brookstreet Hotel from 6-8 pm.

Agenda:

6:00 pm – 6:15 pm – Networking

6:15 pm - 7:30 pm – Panel

7:30 pm - 8:00 pm Networking

Join via Zoom - https://sap-se.zoom.us/j/2491109011

Host: Ramzi Musa (https://www.linkedin.com/in/ramzimusa/)

Agenda

(1) Vorstellung neues Chapter Team für Deutschland

(2) Vorstellung AA-ISP, anstehende Termine, zu Verfügung stehende Ressourcen

(3) Ausblick Themenschwerpunkte

(4) Diskussion und Input der Community

Please join us on June 27th for our Austin AA-ISP event focused on The Last Mile Problem. As Inside Sales Professionals, we live near the intersection of Sales and Marketing; where marketing automation gives way to active sales engagement. It's one of the least automated and worst performing segments of the modern sales funnel. The Co-Founders of Kronologic (previously of VMware and Bazaarvoice) will lead our discussion, help us map our own Last Mile Problems and provide benchmarks and best practices through anonymized data from some of Austin's top performing sales teams. 

Our Sponsor:

Kronologic 

Give your sales team superpowers with 24/7 AI, automate scheduling meetings with prospects, explode your pipeline and shrink your sales cycle. 

The best kind of sales tech fills up the calendar, not your to-do list.

www.kronologic.ai

Look forward to seeing you there!

We are excited to announce the first meeting of the newly-revamped AA-ISP Phoenix Chapter!

Join the area's top sales leaders and their teams for a night of networking, happy hour, and learning at our kickoff meeting on Thursday June 27th at 6pm at 18 Degrees, attached to the Ice Den in Scottsdale.

Our featured topic for the evening is The Keys to Social Selling. We'll be joined by a special panel of social selling experts who will present on the topic after networking and happy hour.

Agenda:

• 6pm-7pm: Happy Hour and Networking (Drink Vouchers Provided)
• 7pm-8pm: Panel on The Keys to Social Selling
• 8pm-8:30pm: More Networking and Wrap-Up

Speakers:

• Chris Beall. CEO at ConnectAndSell.
• Jack Kosakowski. CEO (US) at The Creation Agency.
• Jen Spencer. VP Sales and Marketing at SmartBug Media.

Sponsor:

• ConnectAndSell 

On behalf of the AA-ISP Phoenix Leadership Team, we welcome you to this event and encourage you and your team,to attend. Please email any questions to jeremy.boudinet@nextiva.com or peter.schirripa@ziprecruiter.com. 

Enter your information to RSVP for the event. We'll see you there!

A breakfast format for this networking opportunity, with a special Guest of honour, Gerald Karsenti, Managing Director SAP France and associate professor at HEC Paris, and author of "leadership du 3eme type", who will share his views on the Leadership and how it applies to the Inside Sales function.

As always, this event will also be an opportunity to meet with the community of sales leaders interested and sponsoring the inside sales function to expand your professional network and share & learn best practices.

During this session, we will have an open dialogue conversation around mental health and the importance of work-life balance in our profession. Mental health is a serious topic that needs to be discussed freely in the workplace and we hope to provide ways to cope with stress, maintain a healthy balance, ask for help, and ways to help those around you.

Presenters:

Christopher Fago, Palo Alto Networks

Richard Harris, The Harris Consulting Group

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.

Email. Voicemail. Social. Email. Email. Voicemail.

If you do outbound sales, you know the drill. You also know that it’s harder than ever to break through the noise and earn the trust of would-be buyers using the same old sales tactics.

Enter one-to-one video messaging. Video is one of the hottest trends in sales prospecting, and if you do it right you’ll stand out and connect with your prospects in a more personal and authentic manner.

We will learn from sales professionals from a variety of companies and backgrounds to learn how they use video in their roles and industries as they outline how to transform your scripts and email templates into engaging video concepts that you can easily create and scale for your own prospecting needs.

You’ll learn: 

• Easy and effective ways to add video to your sales cadence
• Tips to create videos that make a material change to your conversion rates
• Creative ways to use webcam and screen capture videos
• Best practices for creating an engaging narrative with video

Speaker Panel:

Dan Wardle, VP Revenue, Vidyard
Ryan Reisert, Co-founder & CEO, The Sales Developers
Sam Griffard, Sales Enablement Manager, Clearwater Analytic

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.

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.

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 

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. 

• Columbus, OH - Dublin Entreprenurial Center
• Toledo, OH - University of Toledo
• Cleveland, OH - TBD

The Columbus chapter 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.

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.  

Join us for our AA-ISP OC Q3 Chapter meeting! See the video on LI where we ask you for your most pressing Inside Sales topics. We'll put together an event based upon your questions and what you'd like to learn.

See you 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.

Details to Come Soon!

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.

Details to Come Soon!

Hope you can make it out!  More details to follow

More details coming soon...

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.