Wondering how other teams are doing with our new Work/Sell-From-Home reality? 

We thought it would be fun (and educational, of course) to bring a team together each Friday to share their experiences, stories, and provide advice for others who are facing this new way of selling, managing, and moving forward.

This week, we will chat with the team at Digital Lumens who has gone fully remote with team members around the US. They have had their fair share of challenges as they got started but together have put new processes, goals, and clear expectations into place.

They will join us to share their experiences and take questions from fellow AA-ISP sellers and leaders to help provide resources and continue the conversation on moving the profession forward in this time of change!

Topics discussed will include:

• Recent Successes - Keeping the positive vibe top of mind!
• Prospecting/Outbound – What has changed in their processes?
  • Current Customers
  • Prospecting
• Team Collaboration  
  • How often are you meeting as a team?
  • Tips for other teams
• Motivation
• How is Digital Lumens addressing motivation?
• Tools & Technology
• What does the Digital Lumens WFH Tech Stack look like?
• Home/Work-Life Balance
• With our home and work lives blurred, the Digital Lumens team will share how they are structuring work and family needs.
• What was the craziest blooper or most embarrassing moment that happened to you since working from home?

Who Should Attend?

• Anyone who has an interest in learning how other teams are succeeding in this time of change!

Register:

This AA-ISP-hosted webinar is complimentary and open to all. 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.

Adjusting to remote work can be challenging; especially if you're a manager. Trying to figure out ways to effectively coach our teams while maintaining the right balance in key areas is important. Fortunately, there are coaching methods and strategies availabe to us to help us navigate these challenges.

Kevin Juza will share with us what he's learned through the years to help us become more effective managers. Tools, methods, and strategies will all be covered in order to help us provide our teams with the direction they need during this time of transition.

Chat followed by a Q&A session.  

Register:

This AA-ISP Chapter-hosted webinar is complimentary and open to all. Session will be conducted via Zoom. 

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.

Every sales leader knows that coaching is important. Now more than ever, high-quality coaching will take teams to the next level and can improve quota attainment by 19%, but not all coaching methods are created equal.

This live, interactive webinar will teach you to ditch the on-the-fly feedback, and give you a methodology and system in place to achieve the best outcomes. Sales leaders need to continue to evolve as coaches, especially in this remote sales world we are all currently living in. The success of our teams depend on it.

In this session, we will give real-life coaching and feedback which will teach you:

• The difference between coaching and feedback
• Why coaching is critical to your organization's success
• Examples of what a good coaching session looks like
• Where to start when developing a structured coaching program

Speaker:

David Leinweber, LevelEleven

Bob Perkins, AA-ISP

Register:

This AA-ISP-hosted webinar is complimentary and open to all. 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 Boston AA-ISP Chapter listened to your requests for skills in improved storytelling, demo-ing and presenting featuring award-winning author and speaker Julie Hansen - UPDATED for our "new" sales environment. 

Sales has gone remote. Are you “camera ready”? Now, more than ever, it’s time to master your remote on-camera skills in order to create valuable face-to-face time with prospects – and close more sales. 

According to research done by Gong.io, closed deals involve webcams being used 41% more often than lost deals.

So what is keeping you from using video? Maybe you’re intimidated by the camera, not sure if you’re doing it right, or just feel awkward.  You are not alone. Speaking to a camera is an unnatural act.  Even actors who transition from stage to film struggle with it.  But they overcome it by learning specific on-camera techniques.  Now you can learn them too! 

In this session, actor and sales presentation expert Julie Hansen shares acting secrets to help you overcome your fear of the camera and start using video to ramp up your sales.

You will learn:

1. How to be “natural” and relaxed on-camera
2. The secret to connecting with your customer remotely
3. What to do with your eyes, face and hands
4. Michael Caine’s “less is more” technique
5. How to use a script on-camera

Julie Hansen teaches critical new skills for crafting and delivering a winning sales presentation, conversation or demonstration that engages and persuades today’s busy decision-makers.

Register:

This AA-ISP-hosted webinar is complimentary and open to all. Session will be conducted via Boston Chapter Zoom. 

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.

Wondering how other teams are doing with our new Work/Sell-From-Home reality? 

We thought it would be fun (and educational, of course) to bring a team together each Friday to share their experiences, stories, and provide advice for others who are facing this new way of selling, managing, and moving forward.

This week, we will chat with the team at Home Depot who has gone fully remote with team members around the US. They have had their fair share of challenges as they got started but together have put new processes, goals, and clear expectations into place.

They will join us to share their experiences and take questions from fellow AA-ISP sellers and leaders to help provide resources and continue the conversation on moving the profession forward in this time of change!

Topics discussed will include:

• Recent Successes - Keeping the positive vibe top of mind!
• Prospecting/Outbound – What has changed in their processes?
  • Current Customers
  • Prospecting
• Team Collaboration  
  • How often are you meeting as a team?
  • Tips for other teams
• Motivation
• How is Home Depot addressing motivation?
• Tools & Technology
• What does the Home Depot WFH Tech Stack look like?
• Home/Work-Life Balance
• With our home and work lives blurred, the Home Depot team will share how they are structuring work and family needs.
• What was the craziest blooper or most embarrassing moment that happened to you since working from home?

Who Should Attend?

• Anyone who has an interest in learning how other teams are succeeding in this time of change!

Register:

This AA-ISP-hosted webinar is complimentary and open to all. 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.

Join the AA-ISP Colorado Chapter as Dionne Mischler, Founder of Inside Sales by Design, shares with us The Art of Conversation™. We’ll talk about the fundamentals and how they apply during a crisis, what works, and what words to say and avoid. We’ll have chapter members share their real world examples of how they’ve pivoted and found meaningful ways to give back to their customers. Lastly, you’ll leave with a Conversation Tree Map to use with your team, craft your message, and move forward during this difficult time.

Speaker Bio

Dionne 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, to work with companies wanting to build their Inside Sales Teams right the first time and transform their current Inside Sales Team into something greater. Dionne believes in and uses common sense, practical approaches to inspire leaders and teams to greatness.

In this time of uncertainty, so many are unsure about how to reach out and engage with our network. In fact, now is the time to build relationships, show real empathy and be a resource... the sales will come when the time is right.

In this webinar, we will cover activities that can help you build and deepen relationships with prospects, clients, COIs and your network, especially while in quarantine!

Session Takeaways:

• The New LinkedIn Outreach Philosophy
• 8 Ways to Engage with Your Targeted Connections
• How to Show Up as a Thought Leader Now

Speaker:

Brynne Tillman, Social Sales Link

Register:

This AA-ISP-hosted webinar is complimentary and open to all. 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.

For those of us new to working remotely, adjusting to the new methods of day-to-day interactions with peers and coworkers can seem overwhelming. Learning, understanding, and implementing the various types and frequency of interactions with our teams can be a tough road to navigate. 

Chris Beall, CEO of ConnectAndSell, will be joining us to help us navigate these challenges. Chris will draw from his extensive experience in engaging with his remote teams to share tips and best practices to help us engage with our teams in a meaningful, encouraging, and optimal manner. 

Chat followed by a Q&A session. 

Register:

This AA-ISP Chapter-hosted webinar is complimentary and open to all. 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.

Due to the current COVID-19 situation, many of our members are faced with new challenges surrounding the sales tech stack they need to run and manage, as well as coaching their teams in a virtual setting. Each April at the Leadership Summit, 50+ tools and technologies are showcased, and our members explore the expo, talk with providers, and ultimately make decisions on what technologies their teams will adopt to improve performance.

As you know, the #LS2020 event has been rescheduled for August 18th - 20th, but we know your teams are still needing access to the latest tech. During this webinar, Dan Cilley with Vendor Neutral and Bob Perkins will discuss the current tech landscape, share some key technologies with you, and give you a resource to assess the needs of your team - now!

Additionally, you will get to see firsthand (3) 5-minute demos from our #LS2020 sponsors which could make an immediate impact on how you sell virtually.

Moderators:

Dan Cilley, Vendor Neutral

Bob Perkins, AA-ISP

Register:

This AA-ISP-hosted webinar is complimentary and open to all. 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.

Sales reps and leaders...don't miss this meeting, the AA-ISP Columbus Chapter has opened up their virtual event to all!

We are excited to have Chris Beall, CEO of ConnectAndSell discussing the realities of cold calling.

This discussion will cover:

- The role of cold calling in a company's life cycle
- Calculating the costs of a dial, conversation and meeting
- Managing calling efficiency and effectiveness
- What cold calling delivers beyond meetings
- Checklist for adding cold calling into your business.

Chris is well known in the industry for posting "daily stats" with call activity including conversations, meetings set, and follow ups showing the power of accelerating cold calling.

Feel free to connect or follow him on LinkedIn!

Register:

This AA-ISP Chapter-hosted webinar is complimentary and open to all. 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.

LIVE DISCUSSION!

****Limited to the first 50 registrants****

This small-group, roundtable discussion is designed for our leaders who are selling through distribution channels. We will come together to share our challenges, ask each other for advice, and throw around ideas to help improve performance.

This roundtable will not be your typical webinar. All participants will be live on Zoom.  Leave your video on or turn it off... totally up to you! Come prepared to learn, share and (most of all), be open to new ideas!

Register:

This AA-ISP hosted session is complimentary and open to both members and non-members; limited to the first 50 registrants. 

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

Paris Chapter quarterly event - agenda to be confirmed

The turmoil amongst the COVID-19 pandemic is far greater for SMBs. Being “of service” in this environment is about helping SMBs navigate and potentially pivot their business. In a recent Accenture Survey, 62% of SMBs state they are highly likely to renew products or services they purchased. Now is the time to be there for new and existing clients desperately needing your support. Being “of service” matters – today more than ever.

Join this webinar conversation with Jacqueline Morgan to share, borrow and implement ideas big and small to help SMBs see the path to survival and  possible market opportunities.

WHAT YOU WILL LEARN: 

• Tip 1: Understand SMB behavior trends and how to navigate during this pandemic
• Tip 2: Why service is the new sales
• Tip 3: See and share examples of COVID-19 programs for SMBs

Speaker: 

Jacqueline Morgan, Accenture

Register:

This AA-ISP-hosted webinar is complimentary and open to all. 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.

Panelists: 

Hannah Cho, VP Corporate Communications at BMC Software

Brett Blackney, Global Director of Sales Development & Programs at HackerRank 

The mission is complete, the sale is won or lost, and the quarter is over. What comes next? Is it time to go after the next client or time to get started on the next quarter? No, it is time to have a Debrief. Take this time to review what your team did right, what they did wrong, what they can improve, and what they can learn. As a military and business professional, nothing is finished until the Debrief is completed.

In “Communication is Key: The Art of the Debrief,” your teams will learn the steps and the art form of leading and conducting an effective Debrief. Many companies review their productivity without ever getting to the heart of the matter. Unfortunately, they only review the surface-level causes and do not get to the root of the issue. They miss the opportunity to build best practices that can have an exponential impact on their business going forward.

Session takeaways: 

• The steps and the art form of leading and conducting an effective Debrief
• How to create an open, honest, and inclusive environment where a culture of Debriefing can flourish
• How Debriefing can drive agility and improved performance throughout their organization

Speaker:

Patrick "Lips" Houlahan, Strategic Leadership Consultants, LLC.

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.

Join us for a Conversation Workshop as we talk through the "how" of how to have a winning conversation now and in the future.

We'll talk through what to say and how to say it throughout the sales conversation.

If you're a BDR, SDR, Sales Rep, Outside turned Inside Sales Rep, CS, you'll get some value out of our time together.

Join us for a lively conversation and breakout sessions for real time conversation coaching.

Register today and see you soon!

Agenda:

• Welcome
• The Data - from Dan McClain
• Talking points from Chris Beall
• Break outs - Conversation Coaching
• Come back - wrap and next steps

From aggressive growth targets to stalled pipeline to customer churn, Inside Sales organizations are feeling the pressure. But no matter how robust your CRM, AI, apps, tools, and dashboards, technology isn’t enough to address these challenges. In fact, more than any other factor, the quality and quantity of the conversations your people have with customers will determine how differentiated your solutions are, the degree to which your opportunities and revenues advance, and even the ROI from your tech stack.

The success of these critical conversations ultimately comes down to the person’s skill, attitude, and beliefs about selling. The problem is, most organizations aren’t doing enough to develop these essential human factors. AA-ISP research shows that sales reps don’t believe the training, coaching and developmental support (if it’s even available) are doing enough to help them be successful.

Join us to discover how to develop not just the skills and techniques but the pivotal mindset areas that are the true predictor of sales success. You’ll learn practical tips and an easy-to-apply framework for building a continually growing and consistently high-performing sales organization that attracts and retains top sales talent.

Session takeaways:

• Increase confidence and improve close rates by shifting your reps’ attitudes and beliefs about selling
• Shift the emphasis of sales training to the differentiating human factors that create customer value
• Apply a coaching model that helps leaders build trust and adapt their communication to ignite individual achievement drive
• Implement a post-training reinforcement plan that delivers sustainable impact

Speakers:

Mike Esterday, CEO and Partner, Intergrity Solutions

Bruce Wedderburn, CSO, Integrity Solutions

Register:

This AA-ISP-hosted webinar is complimentary and open to all. 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.

With the state of the world today, companies are looking to find a new normal. But questions like "how do I get through my leads quickly" and "how do I enable rep productivity" are still top-of-mind, and perhaps more important than ever. The challenge of improving and streamlining sales processes is increasing, and inside sales is on the front-line of figuring out remote productivity.

High Velocity Sales by Salesforce was created to solve a few challenges for inside sales including:

• Onboarding and training reps quickly
• Enabling efficiency at scale across teams
• Optimizing processes for best practices

Now more than ever, learning about new technologies to improve performance is key and Salesforce will take the AA-ISP Community into a live case study to learn how other companies and Salesforce themselves have implemented this solution to revolutionize their sales process.

Who Should Attend:

• Sales Leaders looking to improve their team's performance
• Sales Enablement leaders
• Leaders who need to improve their technology ROI
• Leaders who are considering improvements in sales tools and technology

Register:

This AA-ISP-hosted webinar is complimentary and open to all. 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.

Please join us on May 21st for our Austin AA-ISP Chapter event.

More details to come....

Branding isn't just for companies, it's for people too. It's also a term used to help describe yourself to employers, lenders, colleagues, customers, and prospects. How you present yourself in both formal and informal ways will impact how others perceive you. In sales specifically, you are looking to appeal toward customers, prospects, and partners so creating an online presence for yourself helps build that credibility and could differentiate yourself from your competition.

In this interactive format, we will have three panelists, each with different backgrounds and experiences, focused on how you can brand yourself as a sales person, an expert, and a candidate. We will form small groups around each station and you will move from session to session every 20 minutes so everyone gets to participate in each topic.

• Why is personal branding important and how to use it effectively?
• Social branding and your LinkedIn profile.
• How to use LinkedIn to market and sell yourself?

A bit about our panelists...

Samantha Nolan - Samantha was inspired to make a career out of helping others achieve job search success after experiencing her own career trial. Samantha is now regarded as one of the most accomplished and effective personal branding experts in the U.S., having worked with over 9,000 clients in over 47 states and around the world. Her well-known "Dear Sam" column is published weekly in 20+ newspapers across the country.

Jeff Young - Jeff has been devoting his time to being a Professional Networker, teaching Networking and LinkedIn, and he has trained thousands of professionals on how to maximize their networking skills and best utilize networking tools. Jeff is known for being "The LinkedIn Guru" and has been helping people for years learn and master everything LinkedIn!

Brandon Bornancin - Serial entreprenuer and salesperson, Brandon has launched several companies and is on a mission to positively impact 1 billion people. His current company, Seamless.ai, Brandon has amassed a tribal following from people all over LinkedIn and used that following to promote himself, his values, and his business. Come here how he uses LinkedIn to sell! 

Topic and format TBD.  

The Sales World 2020 series will bring together sales reps and leaders from all industries and levels for a 1-day hands-on learning opportunity. The AA-ISP Community has a wealth of experience with overcoming sales challenges, building high performing teams, managing metrics, and providing top level Inside/Digital Sales and Leadership for their companies. Sales World will provide the community to chance to share these experience with each other!

Building a High Performing Sales Team

Most people will agree that Sales is a numbers game which is why all sales professionals are on a constant search for ways to maximize their odds in order to meet goals and generate revenue. While improving your marketing, sales process and tools/technology can definitely impact results in a positive way, the most effective approach to increased sales is by simply building a high performing sales team. 

Join our newly formed Orlando Chapter in a panel conversation where we will share best practices on how to create and transform your sales team immediately through areas like culture, motivation, and leadership.

We look forward to meeting you and helping you close more deals! 

Please join us on July 16th for our Austin AA-ISP Chapter event.

Our first 1/2 day leadership summit. 3pm to 7pm. 

Dynamic and well known speakers to present on sales leadership topics.  

Sponsored by MarketSource and Georgia Pacific

Location TBD

Join us for the Inside/Digital Sales Leadership Event of the Year!

LS2020 is a three-day event with 65+ sessions to help you solve the challenges your teams are facing! This 12th annual event will bring together 900+ Sales Leaders dedicated to improving the performance and professionalism of their teams, and the industry as a whole.

Leaders are encouraged to unplug from their daily duties as much as possible in order to take full advantage of sessions, pre-event workshops, hands-on breakouts, networking opportunities, and the annual AA-ISP Awards. Take this time to develop yourself, as well as the performance of your teams!

More Details coming soon...

Topic to be determined.

The Sales World 2020 series will bring together sales reps and leaders from all industries and levels for a 1-day hands-on learning opportunity. The AA-ISP Community has a wealth of experience with overcoming sales challenges, building high performing teams, managing metrics, and providing top level Inside/Digital Sales and Leadership for their companies. Sales World will provide the community to chance to share these experience with each other!

Please join us on September 17th for our Austin AA-ISP Chapter event.

Twice a year AA-ISP, holds exclusive Retreats for Inside/Digital Sales leaders to learn, share, and network with each other in a relaxed and informal setting. This isn't your typical conference!

More details on our Q4 Meeting coming soon....

The Sales World 2020 series will bring together sales reps and leaders from all industries and levels for a 1-day hands-on learning opportunity. The AA-ISP Community has a wealth of experience with overcoming sales challenges, building high performing teams, managing metrics, and providing top level Inside/Digital Sales and Leadership for their companies. Sales World will provide the community to chance to share these experience with each other!

Join us for our chapter meeting.

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.

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.

Please join us on November 19th for our Austin AA-ISP Chapter event.

Topic, Format, and Sponsor TBD

Topic to be determined.