Whether you are a new or existing member, please join us for our Member Orientation Session! Learn how to maximize the full benefit of your AA-ISP membership in this fast-paced, interactive, 30-minute session. If you have something particular you would like us to review for our next session, please contact memberservices@aa-isp.org or call 1-800-604-7085 ext 130. We would love to hear your thoughts and suggestions!

NO PREREGISTRATION REQUIRED: click here to ADD TO MY CALENDAR!

Simply follow the link: https://zoom.us/j/3452291189 (or go to https://zoom.us/join and enter meeting ID: 345 229 1189) to log in.

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.

Unable to attend live? Check out our Knowledge Center for a replay of last month's session.

We have assembled an all-star panel of sales leaders in Los Angeles to speak, debate, and articulate their viewpoints on a range of topics all around the idea of closing more deals in a faster way. 

We will discuss varying strategies on closing including objection handling, pipeline velocity, buyer's remorse and much more! Come network, learn and improve your closing numbers. This is for sure the professional development event around closing that you don't want to miss. 

Food will be provided on a first come, first serve basis. 

Panelists:

Kevin Dorsey, Head of Sales Development and Enablement, ServiceTitan

Amyra Rand, VP of Sales & Strategic Partnerships, Criteria Corp

Olivia Bodnar, VP of Sales, RingDNA

Sponsor: Lessonly

Host: SnackNation

Please join us on Wednesday, August 29^th, from 5:30 to 7:30 PM for a special joint Chapter meeting between the AA-ISP Orange County and San Diego Chapters.

We have two very special guests – Mike Scher – CEO of FrontLine Selling, and Chris Beall – CEO of ConnectAndSell. Each represents a unique approach to Inside Sales methodologies, with each being successful in its own right. Chris and Mike will give a robust defense of their respective solutions, and help us understand the strengths and circumstances of each.

And as an added treat, in order to keep what is likely to be a lively and spirited conversation under control, Andy Paul, best-selling author of “Zero Time Selling” has volunteered to be our Moderator / Referee.

The event will be held at the Bagby Beer Company in Oceanside

Topic: Is there a linear way to understand people? A conjoint method perspective

Meeting objectives:

1. To determine how people value different attributes (feature, function, benefits) that make up an individual product or service
2. To deepen the understanding of the linear and dynamics of managing people

Date: 3rd September 2018

Speaker: Dr Ting Ding Hooi

Venue: Universiti Teknologi PETRONAS

Time: 9.00 am – 5.00 pm

Targetted audience: Academics and Researchers

Sponsor: Universiti Teknologi PETRONAS

Parking: Vehicles can park inside the campus (beside the Chancellor Hall)- You can see the round shaped building once you pass by the guard house.

The new era of Digital Selling is upon us. Every sales role, whether inside or in the field, is connected and engaging customers and prospects virtually through email, video, text, web and a variety of social networks. Digital Sales World will help all sales professionals and leaders stay on top of the latest trends, technologies, tips and strategies to boost their performance and revenue.

Social selling is no longer optional, and modern sales organizations need to stand out in order to reach modern buyers. Video is the solution. Not only is video the most engaging and most popular form of content available today, but it also creates real connections with buyers that engage them emotionally while opening doors to meaningful sales conversations on social channels that help close deals. Join us and learn how video is revolutionizing the way we engage and sell to buyers online and how to make video a part of a winning social selling strategy.

Training Tuesday Host:

Ashley Becker, AA-ISP

Presenter:

Charles Moreton, Videolicious

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.

As organzations build or desire to build an Inside Sales team, we need to take into account what the executive wants and needs to hear about your team. Here's the scenario:

You just hired a new batch of Sales Reps, they’re fresh out of training… and already the questions start.  Why aren’t they hitting their targets?  You just doubled the size of the team, when are we going to see double the revenue? 

We have spent hours in countless sales and leadership training learning about the importance of setting expectations… how do we apply these same lessons with our internal stakeholders and Executive Teams?  What questions can we avoid altogether, and which ones do we need to be prepared to answer? 

Join us as we talk with executives to get real-life feedback on what they needed to hear and why when it came to working with their Sales leaders on forecasting, churn, hiring and more

Join us as we talk with executives to get real-life feedback about what they need to hear and why. Some of the topics we'll talk about are churn, forecasting, hiring, and others.

Join us as we talk through this highly relevant topic.

Agenda:

5:30 - 6:00pm  Arrive/Networking

6:00-6:15pm  AA-ISP OC Chapter meeting updates

6:15 - 7:15pm Panel Discussion and Q&A

7:15 - 8:00pm Discussion/Networking

Thank you to our host TriNet.

Jon Selig sold tech for 12 years, and it was a very well-paid internship for his career in stand-up comedy. The similarities between sales and stand-up are staggering (sales is stand-up comedy with much slower rejection).  Jon highlights how humor impacts your prospects, shows salespeople what they can learn from stand-up comics, what makes stuff funny, how to create some, and how all of the above can be used by sales reps to get attention, build rapport, and drive more engagement. 

Speaker: 

Jon Selig, Salesguy & Highly Improbable Stand-Up Comic

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.

Sponsored by:

Zoho - the operating system for your business.

This one is for sales leaders (managers to executives).  We are limiting the audience to 50 people so register soon.

Leading your team to peak performance

Let's talk about what inside sales infastructure should look like, how effective it is, and what does it look like to coach representatives to maximum productivity.  What do these conversations look like?  How do we constructively share ways a representative can improve?

During our time together, we will talk about best-in-class process as well as how to best communicate with our people to reach desired results.  You'll walk away with answers to the following questions.

1. What does the right infastructure look like?
2. What questions do I ask to get better results?
3. How do I effectively coach and have better 1 on 1s?

This conversation is for sales leaders that have existing teams or looking to start a new team.

Dionne Mischler is a 20 year sales veteran having built and scaled inside sales teams from the ground up.  She started her own firm, Inside Sales By Design

Dionne works with companies wanting to build their inside sales teams right the first time and transform their current inside sales teams to something greater.  Dionne and her team believe in and use common sense, practical approaches to inspire leaders to and teams to greatness.  

Find out the top mistakes nearly everyone makes in the call introduction and how to double your selling time with a few quick fixes. 

Lauren Bailey is a bada$$! She won't say it, but she is. She heads up Factor 8, an inside sales training and consulting firm known for delivering customized, actionable solutions that quickly drive top line growth.

www.factor8.com

https://www.linkedin.com/in/insidesalesadvisor/

8:00am   Arrive/networking

8:30am   Lauren Bailey 

9:30am   QA/Wrap Up/Networking

An opportunity to hear and learn from industry leaders and MNCs trainers, coaches on handling and dealing with objections, negotiations and closing sales deals. 

Speakers:

Steve Dana, Sales Trainer, Sales Enablement and Head of Inside Sales - ex-Qilk, ex-HP  

Jason Bisell, GM & VP of Sales - Talend 

Senthil Kumar, Head of Commercial - DHL

Agenda:

• 6:45 - 7:00 pm: Registration
• 7:00 - 8:00 pm: Panel, Presentation, Q&A
• 8:00 - 8:30 pm: Networking 

If you've spent ANY time in sales, chances are you've found yourself wondering about what's going through your prospect's head...

What do you they think about my pricing?
How can they not be seeing the value?
Why are they just sitting there???

Let's face it -- unless you're putting yourself in your buyer's shoes, it can be frustrating watching a deal wither on the vine.

UNTIL NOW.

Join the Seattle AA-ISP chapter on September 18th as we invite four esteemed "buyers" to share with us their buying habits, philosophies, and taboos. From the first email to the final signature, we'll uncover once and for all what it's like to be on the "Buyer's Journey".

Panelists include:

- Wendy White - Vice President of Marketing at Egencia

- Tiffany Jones - Sr Director, Field Operations at DocuSign

- Special Guests

Thank you to our Sponsors - ZipWhip and LevelEleven!

Continuing the conversation from July's Training Tuesday...

Learn about how the latest in AI technology from the world’s top research laboratories is being used to measure emotions and behaviors in conversations and how these metrics can deliver real-time insights that can help a Sales person seal the deal.

Key Takeaways:

• learn how emotional intelligence can help you predict specific behaviors
• learn how real-time behavioral insights from within a call can help you adapt the conversation to reach your KPIs
• learn why emotional and behavioral intelligence carries information way beyond basic call analytics

Presenters:

Alexandros Potamianos & Jason Ferrell, Behavioral Signals 

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.

You've heard that Artifical Intelligence is the next big thing for sales. How are sales team leveraging AI today? What does the future hold?

Join for a discussion with Mitch Coopet, founder and CEO of Rambl, a Minneapolis based start up leveraging AI to help sales people train and ramp quickly and help sales teams acheive scale. 

Appetizers and beverages will be provided before and during the event. 

Free parking is available at Ford Center.

I’ve Got a Lead, So Now What? 

Join the Philadelphia Chapter of AA-ISP on September 20^th for a stand-out panel of sales pros and a lively give and take among all in attendance.  

We’ve all been there.  You get a lead.  How do you pursue it?  How do you push it through the sales funnel.  Here’s your chance to learn from the best. 

Our panel of aces will start the evening off with perspectives on lead prioritization, scoring, follow-up (cadence) and ownership.  Then, we want an active participation by our attendees.  

So, bring questions, insights, an open mind for new perspectives and a willingness to share, or just listen and learn.

Light supper will be served

Our Panel: 

Dave Curci is Senior Manager of Inside Sales at Comcast Business.  As a sales leader who started as a BDR, he is focused on identifying key behavioral tendencies in a proven effective sales process. Dave develops strategies for inbound sales optimization and ensures that his team is empowered to self-assess and see positive growth. Dave’s areas of focus include coaching and development, and driving company initiatives forward.

Lisa Peskin is CEO of Business Development University, a Sales Training and Coaching Group.  Lisa has more than 25 years of experience in sales and sales management and has developed an award-winning reputation as a motivational and results-oriented sales professional.  She thrives in helping all levels, from new-to-sales to highly trained sales teams, maximize their performance and potential.  Lisa started BDU after a successful career as Vice President of Sales for ADP.

Donna Valente is co-Founder of Enterprise Sales Institute, a uniquely different sales academy that focuses on the mindset for sales success, in addition to practical skills and tools.  As a leader, sales pro, strategist, and fearless coach, Donna brings her experience, energy and passion as a “Player coach” to her clients. She is keenly aware of how language impacts relationships and the importance of connecting to a vision.  Donna understands what it’s like to live behind the eyes of the sales reps she coaches.

Moderator:  Joe Smolarski, COO, MRP.  Joe has a proven track record of driving growth and an improved customer experience in a wide range of sales, operations and technology roles.

Join us September 24th for an interactive workshop with the founder of Everybody Up!, Melissa Love. During this interactive workshop we will discuss ways to refine communication skills and explore ways to increase employee engagement at your office. Everybody Up! focuses on helping businesses increase productivity through team building, communication, customer service and employee engagement programs. The tool we employ is Applied Improv. Improvisation is a way in which people can actively explore possibilities, innovate and respond to a challenge in real time. On an improv stage and in business there is often no time to plan and things change constantly and quickly. If one does not change and evolve through observing, connecting and responding quickly the individual or business could fail. Improv strengthens your ability to think on your feet, make decisions quickly and pay close attention to how those decisions are affecting others. Through a few low-pressure exercises we will walk participants through how to be present in the moment, listen carefully and contribute freely. 

Guest Speaker: Melissa Love

Melissa Love is the founder of Everybody Up. She has over 20 years of pedal-to-the floor experience working with companies nationwide, like Apple, Inc., Rolls-Royce, SuperValu, snack food manufacturers, casino resort destinations and secondary education institutions. Figuring out a way to get things done, work around obstacles and find opportunities for growth for her clients and employees has been her life-long mission and sticky client situations are her specialty because working the front lines with clients has prepared her to bob, weave and hit any problem head on. She now combines these skills with improvisation tools to help businesses increase productivity through team building, employee empowerment and employee engagement programs or to simply persuade her family to do what she wants.

Join us for this hands-on training session to get your sales teams motivated!

What you will learn:

• Understand Sales Environment, Structures and Pressures
• The need for a happy staff
• Conditions necessary to keep staff motivated
• 5 immediate tips for getting started

Training Tuesday Host:

Richard Harris, The Harris Consulting Group

Presenter:

Zeenath Kuraisha, Asia Pacific Sales & Marketing Academy Pte Ltd (APAC SMA)

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.

In this workshop-style open discussion, we will have activities and speakers around two topline issues:

• What actually is sales enablement? Companies and individuals can define the role of sales enablement very differently.
  
  
• How has the frontline manager's role changed with sales enablement? 

For this session, we ask that you share concrete examples and ideas from your company. Come ready to participate and tackle the tough challenges of sales enablement together.

The Executive Retreat is our Profession’s most strategic gathering for Inside Sales Leaders.

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.

The 2018 Executive Retreat will tackle new challenges facing our leaders, as well as address the future of our profession.

Join our sponsor and host, Brandon Bornancin from Seamless.AI as he facilitates a panel discussion regarding the industry's top trends and strategies.

• Outreach communication channels - Phone, email, text, video, social, direct mail, etc
• Lead sources - Trade shows, white papers, webinars, lead lists, etc
• Sales acceleration tips - Technology, cadences, follow up, etc

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.

The new era of Digital Selling is upon us. Every sales role, whether inside or in the field, is connected and engaging customers and prospects virtually through email, video, text, web and a variety of social networks. Digital Sales World will help all sales professionals and leaders stay on top of the latest trends, technologies, tips and strategies to boost their performance and revenue.

Speaker and details to follow ..

Join Greg Scott, Director of Partnerships for the Schey Sales Centre at Ohio University, as he discusses how the largest selective undergraduate sales program trains and prepares its students for careers in sales. Hear about unique approaches that have been proven successful with the over 640 millennials and gen Z students in the Schey.

You’ll leave the session with:

• Knowledge around key generational differences and considerations from over 13,000 surveys and other primary research
• Actionable tools and strategies purpose built to resonate with the new generation

The Ralph and Luci Schey Sales Centre at Ohio University was one of the first undergraduate sales programs in the country. The program, founded in 1997, counts over 1,200 sales certificate alumni since its inception and over 640 current undergraduate students making it the largest selective college program in the world. The Schey’s graduates have gone on to highly successful sales careers with some of the nation’s top companies in nearly every industry. Learn more at: http://business.ohio.edu/sales.

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.

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.