As sales professionals, we’ve all heard about Sales Playbooks. Some say it’s a great way to organize and standardize your sales process, while others argue it stifles the creativity of sales reps and imposes more bureaucracy to a sales process that’s already full of routine and reporting.

In this webinar, we are going to look at the real impact that Sales Playbooks have on achieving quota from month to month. Join us for a hands-on workshop to participate in:

• Live discussion: Are Sales Playbooks inherently evil or an instrument of good?
• Case study: What happens when you don’t follow playbooks, and what happens when you do?
• Play templates: Where to start if you want to play by one? We’ll go through building a playbook step-by-step, complete with a template you could use for different plays.

Session takeaways you can expect:

• Should Sales Playbooks be followed or not, and how to make sure they do not take the freedom away from your sales reps
• What happens when a sales team follows a playbook, and what happens when they don’t (how it affects team’s productivity, revenue predictability and consistency with which the leads are handled)
• Where to start when creating a Playbook, including what questions the playbook should answer, who should be participating in the process, and how to make sure your playbook is evolving with your sales organization

Speaker:

Vlad Voskresensky, RevenueGrid.com by Invisible.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.

India has changed the way Inside Sales has been looked at and the growing trend of more and more organizations moving towards inside sales is something to look at as a trend for 2020-21.

Hyderabad Chapter of AA-ISP is getting re-launched with new team and we are happy to invite members across India and world of AA-ISP for the launch. Hyderabad is the only chapter in South of India and members across the region are welcome to learn and understand more about Inside Sales and how AA-ISP will be able to help you in this wave which is hitting Indian organizations.

In this session we will cover:

a. Key Note - Hyderabad Chapter Launch
b. Speaker - Inside Sales Trends - India
c. Panel Discussion - How AI and New technology will enable Inside Sales

Come and hear, Mahesh Iyer - Chapter President of Hyderabad talk about Inside Sales trends and Solutions.
We have also lined up some Industry experts of Inside sales for Panel discussion.

Join the SD Chapter of the AA-ISP as we discuss with sales reps the various strategies they employ to help them hit their quotas.

The 2020 Spring Leadership Retreat will bring a select group of 60 leaders, manager level and above for three-days to learning, sharing, and networking. The Retreat will provide you with insight into the non-financial KPI’s that are affecting the success of your business. Using the Performance Gap Indicator Assessment, we will address the biggest gaps holding your team back from excellence and benchmark our organizations amongst fellow participants based on team size, industry and selling models.

Join us!

• Have you ever wondered why your talented sales team continues to struggle to consistently achieve revenue targets? Perhaps you’re an individual contributor who has the same problem?
• Do you need to build better communication, stronger trust, and more effective understanding within your team?
• Have you tried “sales training” before with limited results?

A strengths-based approach to sales may be the right answer for individual sales professionals and managers. The power of knowing your strengths is obvious to some, but the majority fail to give this important matter any real thought.
Participate in a discussion that offers transformational insight into who you and your team are, what you’re good at, and how you all sell best. This knowledge is the most powerful selling tool of all.

Learn how to maximize efforts and results by applying your strengths to the sales process. Insights gleaned from Gallup’s decades of research will be shared.

Attendees will: 

1. Be introduced to the language of Strengths and immediately apply it in the workplace.
2. Understand how a Strengths-based Sales approach is useful to themselves and their organization.
3. Recognize clues to talent that enable a Strengths-based Sales approach with little investment.
4. Understand the truths and myths about Strengths to gain the benefits and avoid possible pitfalls.
5. Receive a directory of resources to publicly available Strengths application tools

“Those who follow the part of themselves that is great will become great. Those who follow the part that is small will become small. “ — Meng Tzu circa 300 BC

Steve Dosier is a former consultant with The Gallup Organization. He has led multi-million-dollar business units, owned his own business, and performed successfully as an individual contributor. His industry expertise includes professional services, technology, and organizational development. He enjoys helping clients solve meaningful problems, grow revenue & profit, and build solutions that are sustainable, scalable, & produce measurable business value. His personal mission is to help people and organizations achieve, create, and invent that which makes everyone’s lives better.

Agenda:
5:30-5:45 - Arrival and Networking
5:45 - 5:55 - Announcements and Sponsor Spotlights
5:55 - 7:00 - Speaker
7:00 - 7:30 - Discussion and Q&A
7:30 - 8:00 - Networking

Thank you to OC4V for hosting us!

Our next event will be hosted by Coservit - Leadseed, who will welcome us in a nice and trendy coworking location in downtown Paris.

Our theme for the event will be about the contribution of inside sales to complex selling motions. While inside sales can be easily viewed as an efficient selling motion for simple, transaction sales, some companies are also investing in the inside sales motion for more complex sales, either with end-to-end ownership or within a sales team. We will send a pre-event survey which we will comment at the event. We're then going to explore with panellists and the audience, some learnings and best practices to succeed with inside sales in complex selling.

The event will as always also be a great opportunity to network with peers leading, sponsoring or serving the inside sales function, while enjoying a nice cocktail offered by Leadseed.

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Notre prochain évènement sera parrainé par Coservit-Leadseed, qui nous accueillera dans un espace de coworking privatisé dans le très branché 11eme arrondissement de Paris.

Notre thème pour cet évènement sera la contribution de la fonction inside sales pour la vente de solutions complexes. Alors que l'apport de la fonction inside sales pour améliorer l'efficacité des ventes transactionnelles est bien établi,  elle se développe également pour la vente de solution complexes, soit en autonomie, soit au sein d'une équipe commerciale mixte. Nous vous ferons parvenir un questionnaire pré-evenement, que nous commenterons avec vous. Nous ferons également réagir un panel et les participants, afin de partager les experiences et les meilleures pratiques des entreprises qui ont mis en place la fonction inside sales pour la vente complexe.

Comme toujours, l'évènement offrira également des opportunités de networking entre pairs dirigeant, sponsors et supporters de la fonction inside sales pendant le cocktail offert par Leadseed.

Come meet up with LA's rising sales professionals to find out what's happening in the industry over drinks and appetizers. This is a networking event for us to gather, learn from each other and share best practices. Come join us!

DEMOS GOT YOU DOWN?

One of the most critical, yet often overlooked stages in the sales process, is the DEMO. AA-ISP has partnered up with Dave Kennett to share a 1-hour deep dive into the Do's and Don'ts of demos that close deals.

Open to all, this Training Tuesday session will provide tips for all levels including: 

• Account Executives - Improve Discovery and Demo
• SDR's - There will be a discovery component and SDR's should learn to demo to position themselves for a promotion
• Sales Leaders - Learn areas to focus on in the next sales huddle and training session

Those who attend will walk away with tips and tactics you can implement on your very next demo.

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.

It's no secret that Discovery is a key element to a succesful Sales Process. In fact, Discovery is where you find out how to win the deal. 

Join our panel of experts for a lively discussion about Discovery, including:

- Go To Questions for the Discovery Process

- Guiding the Customer Through the Roadmap of The Buying Process

- Pitfalls of Rushing Discovery

4:30 - Networking

5:15 - Panel Discussion

Come network with your fellow Silicon Valley Inside Sales Professionals! 

Sales Leadership is more than call recordings, deal reviews, and one on one meetings. A leader's ability to hire, onboard, and coach their team consistently allows for business to be won today, and future leaders to be created in the process. To get the most value from any professional development program, sales training, or sophisticated tech stack, effective sales leadership is critical. 

In this interactive format, we will have four stations with different topics all focused on improving salespeople and sales teams. We will form small groups around each station and you will move from session to session every 15-20 minutes so everyone gets to participate in each topic.

• Hiring the right talent focused on diversity and inclusion
• Coaching techniques – What works and what doesn’t?
• Tools and processes to drive world class coaching practices
• Developing sales reps into leaders

Join us and our sponsor, LevelEleven, as we will discuss how sales leaders are driving success today and creating future leaders for tomorrow.

Big thanks to our host sponsor, GFS Chemical for providing an outstanding facility for our use! 

Sales Leadership is more than call recordings, deal reviews, and one on one meetings. A leader's ability to hire, onboard, and coach their team consistently allows for business to be won today, and future leaders to be created in the process. To get the most value from any professional development program, sales training, or sophisticated tech stack, effective sales leadership is critical. 

In this interactive format, we will have four stations with different topics all focused on improving salespeople and sales teams. We will form small groups around each station and you will move from session to session every 15-20 minutes so everyone gets to participate in each topic.

• Hiring the right talent focused on diversity and inclusion
• Coaching techniques – What works and what doesn’t?
• Tools and processes to drive world class coaching practices
• Developing sales reps into leaders

Join us and our sponsor, LevelEleven, as we will discuss how sales leaders are driving success today and creating future leaders for tomorrow.

An UPDATE to our SAVE THE DATE!  ... for our next chapter meeting - Wednesday, February 19th, 3:30 - 5:30 p.m.  We are thrilled to have Sales Leader and TEDx Speaker Lindsey Boggs!

Location:  Citrix Office in Raleigh

Lindsey Boggs has an amazing background and will be sharing on a topic very meaningful to all of us - burnout.  Self awareness for us is one thing, however our help and support of others we work with can be a difference maker!  Looking forward to seeing everyone again and having a fantastic meeting together!

Register here today!

• 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.

Please join us on February 27th for our Austin AA-ISP Chapter event.

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.

Relaunch of the Houston Chapter AA-ISP

Networking Opportunity 

Speaker TBD 

Food and Drinks 

Sponsor - Primary Services of Houston Texas

Reservation Requested 

Free Admission. 

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!" 

Please join us on April 23rd for our Austin AA-ISP Chapter event.

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/

Panelists: 

Hannah Cho, VP Corporate Communications at BMC Software

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

Join us in this interactive discusion as our special guest, David Masover, shows us how to do better discovery from the first call throughout our customer interactions improving our ability to close more deals. 

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.

Topic and format TBD.  

Please join us on June 25th 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

Please join us on August 27th 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!

Please join us on October 22nd for our Austin AA-ISP Chapter event.

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.

Topic, Format, and Sponsor TBD