Your success as a sales pro is directly tied to your ability to handle objections.

That's why our Presenter, Sarah Brazier is sharing her go-to responses to handle the 5 most common objections in sales. These tips work for ALL personas and account sizes.

Sarah has climbed the SDR ranks at Gong, and now she's working on the largest and toughest companies to crack into: The Enterprise.

Here's what you'll learn:

• HOW to effectively pace your conversation when objections pop up.
• WHAT the 5 objections are that every sales pro should be able to overcome.
• HOW to respond to these objections so you turn "no's" into booked meetings and closed deals.

+Plus, you'll get a printable cheat sheet with the 5 objections and how to overcome them.

Who should attend:

• SDRs and AEs who want FRESH and effective responses for the most common objections.
• Sales Leaders who want to coach their team to effectively and tactfully turn "no" into meaningful conversations.

Speaker:

Sarah Brazier, Gong.io

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.

• How to do better discovery with Andy Paul
• Building great sales culture with Daren Jennings
• BDR KPIs that drive rapid skills improvement with Tom Stearns
• Hiring and on-boarding best practices with Lori Richardson
• Outside the box prospecting with Ryan O'Hara

Hosted by our friends at Cardinal Health

Food, beverages, and other support generously provided by

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.

We are excited to host you for the AA-ISP Phoenix Winter Meetup.

This event is open to all business professionals looking to improve their hiring and retention best practices. You don't have to be an AA-ISP member to attend the event.

We're featuring 3 of the top minds in B2B sales on a special panel.

• Joe Venuti. Sr. Director of Inside Sales. Sendoso.
• Nick Hecht. Director of Inside Sales. Doordash.
• Kara Martin. Mid-Market Sales Manager. Zenefits.

Join us at Sendoso on Thursday, February 20th from 6pm-8:30pm MST for a special night of networking, learning, and free food and drink.

Here's the agenda below:

• 6pm-7pm MST: Happy Hour + Networking
• 7pm-7:45pm MST: Panel Discussion
• 7:45pm-8:30pm MST: Wrap-up.

RSVP here and reach out to Peter Schirripa or Jeremy Boudinet if you have any questions about the event. We'll see you there!

Generating and closing the right leads matters more today than ever. Growth requires focus but often sales teams spend hours doing more research than selling. Partnering with AA-ISP, our Presenter shares knowhow on identifying and converting winning leads to drive business success.

This session will answer:

• Where should sales agents focus their energy
• How to drive higher conversion rates
• Why is Human + Machine an unbeatable combination

Speaker: Ryan Schroeter, Accenture

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.

Looking forward to our 1st meeting of the 2020 calendar year.  We will have more details coming soon! 

SDR roles are often the entry point for individuals into sales but there can often be a skill gap when the time comes to make the jump to a closing role. Success often requires time and effort so how can you ramp reps quickly and decrease their time to close?

Join us to learn how to break through any hurdles and transform both young and tenured talent into successful sales reps.

Session takeaways:

• How to rapidly train reps
• Why your sales process might be out of date
• Proven sales tactics to close more business

Speaker:

Evan Santa, Sales Manager of Emerging Markets, Vidyard

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.

Debriefing is one of the most underutilized tools in today's business world. Organizations don't debrief because they perceive they don't have the time, they don't know how, or they don't have the right culture. What many misunderstand is that Debriefing is a teaching and learning opportunity, where best practices are developed and future mistakes eliminated.

Retired Marine Fighter Pilot, Former Organizational Development Executive, and Founder/CEO of Strategic Leadership Consultants, Patrick Houlahan will share the tools and techniques to establish a Debriefing culture within your business.

Join us March 5th at 6pm at 1777 Elsworth Industrial Blvd NW. Atlanta, GA 30318

Hosted and sponsored by OxBlue

Today’s prospects and clients are inundated with emails and phone calls that have little to do with who they are, what they do, and what they need.  Otherwise known as spam, these emails rarely get opened and even fewer get read and replied to.  Join us for this special Expert Chat to learn effective ways to dramatically improve your overall prospecting effectiveness and conversion rates.  Bob Perkins, AA-ISP Chairman will discuss specific best practices with Becc Holland, Head of Sales Development at Chorus.ai and Oliver Churchill, Founder of Acuity Sales Decision Science. 

Participants will take away the following:

• A better understanding of why this SPAMIDEMIC is hurting prospecting and sales.
• Ways to utilize current data to improve your overall prospecting process.
• Specific and proven tips on how to effectively personalize your prospecting.

We hope you will join us for this one-of-a-kind Training Tuesday!

Speaker Panel:

Bob Perkins, AA-ISP
Becc Holland, Chorus.ai
Oliver Churchill, Acuity Sales Decision Science

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.

If you are a Front-Line Manager, Director, Executive, or an aspiring Leader..

Please be our guest for this amazing roundtable event. Together we are going to discuss Sales Leadership, best practices, onboarding/ramp, diversity and inclusion, coaching and success plans, and what it takes and what it means to be an effective leader in today's selling world. 

Free Food and Drinks will be provided courtesy of our sponsor Ascent Cloud (formerly LevelEleven and Geopointe)

Space will be very limited, so reserve your spot today!

Building a High Performing Sales Team 

To deliver maximum value to a business, sales teams must be motivated not just to sell, but to sell the right things to the right customers in the right way.

In this webinar, we highlight 5 trending commission models that help Sales Enablement teams translate business objectives into incentive schemes that attract, motivate and retain high-performing salespeople.

Commissions Models we will be covering include:

1. Staged Commissions
2. Trailing Commissions
3. Advanced (Multi-Rule)
4. Attainment Tiers
5. Retained Payment Schedules

Session takeaways:

• Provide a better understanding of different types of commission models in use today
• An in-depth look at the mechanics of each of these different commission structures
• Help viewers decide on the best incentive structures to implement for their teams in the future

Who should attend this webinar?

Sales Leaders and Senior Executives researching different types of commission models to implement into their business in an effort to optimize revenue growth.

Speaker:

Neil Young, Leaptree Limited

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.

Relaunch of the Houston Chapter AA-ISP

Business Networking Opportunity Keynote Speaker Tina Marie - Creating Energy Rich Connections  

Tina Marie St.Cyr is a board certified executive coach and a licensed corporate trainer specializing in human communications & human relations. With over 12,000 hours of application, study and design of programs, her methods for helping people create immediate and lasting results is extraordinary.

Clients refer to her as: Their “Professional Sounding Board”, “Personal Advisor”,”Secret Weapon”, “Life Coach”, and “Evokateur”.

Appetizers and Drinks complementay of Primary Services - Recruting and Staffing Firm 

Event Sponsor - Primary Services of Houston Texas

Free Admission - Reservation Requested 

Please join us on March 30th for our Austin AA-ISP Chapter event.

How to upgrade your sales process and unlock the growth potential of your entire sales team.

About David Masover

David Masover has over 30 years of B2B sales experience including roles from front-line, commission-only rep to VP of sales. He is an Amazon best selling author of three books on sales and sales management and is a co-founder of Branders.com, the world's largest online seller of promotional products. David is currently engaged in private sales coaching, consulting, blogging and writing. You can learn more about David and reach him through his website at www.davidmasover.com.

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.

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!

The Boston AA-ISP Chapter welcomes presentation expert and former actor Julie Hansen to speak at our Spring Boston Chapter event - focus will be on becoming a better communicator - give better presentations, whether virtual or in-person. Julie is known for helping reps improve their demos in big ways. 

Julie says, "Many salespeople have learned some good presentation basics. But there’s often a big gap between knowing and doing. For most sales teams, it’s not enough to have “good eye contact” and “avoid reading from your slides.” I take your team to the next level, because that’s where the competition is headed – if they’re not there already!

In my interactive workshops and keynotes, I use proven acting and improvisational techniques that help sellers break out of old patterns that are holding them back and internalize effective new skills and behaviors. Sound fun? It is!" 

Sales reps and leaders...you won't want to miss this meeting!

We are excited to have Chris Beall, CEO of Connect and Sell, on-site discussing the realities of cold calling. In this discussion Chris 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 at https://www.linkedin.com/in/chris-beall-7859a4/

Paris Chapter quarterly event - agenda to be confirmed

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.

SAVE THE DATE

We are planning a great opportunity for Inside Sales teams to meet technology providers who can enhance their performance!  All this with a virtually $0 price tag and an easily accessible venue.  This is an opportunity not to be overlooked.

The Philadelphia Chapter announces our first Mini Tech Expo on May 14th in Center City Philadelphia from noon - 8pm.  We are inviting selected technology companies to exhibit. 

Our first sponsor/exhibitor is Ambition https://ambition.com/ with game-changing competitions and real-time performance insights, 

Our goal is 15 technology exhibitors and up to 150 visitors.

The format is open house throughout the day.  From 5 - 7 we will host a program featuring an individual from AA-ISP Corporate, 3 sponsors/exhibitors, a keynote and remarks by the Philly AA-ISP.

We are actively promoting this event and opening it to all guests, the Philly Tech Community, as well as members of the NY, DC and all area AA-ISP chapters

What this is:

• A learning and networking event
• A great opportunity for AA-ISP members and guests of all titles (senior leaders to front-line reps) to see the technology tools that could/can be available to them.  (This is especially important if a company does not invest in the AA-ISP National Summit or local conferences like Empower 2020 by Guru, scheduled for the following week.)
• An intimate setting where technology providers can address an audience who is here to learn
• A way for the Inside Sales community to learn from each other as we further build our professionalism and performance

 What this is not:

• A fancy Expo.  We are offering basic amenities such as large folding tables, a large conference room with exhibitor displays along the walls. 
• Expensive.  In true local AA-ISP fashion, our goal is to open up learning to all, and encourage participation without expectation of fees.  

Please register to hold your place.  Watch for details as we announce new sponsors.

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. 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.

Save the date for our Q2 Chapter Meeting! Our topic is Team Based Selling.

Register now and more information to come!

See you soon,

The OC Chapter Team

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

More details to come....

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!

Topic to be determined 

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

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.