Please Join us on June 5th for our Q2 Chapter Meeting where we will be discussing and dissecting the "Buyer's Journey and Customer Experience". Come share your knowledge and learn how other Sales Leaders and Teams are adapting to ever-changing buyer behaviors, profiles, and personas.

Overview:

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.

For our Q2 meeting on June 5th, hosted and located at SalesLoft we will be breaking into small groups to tackle the challenges facing your sales team.  In this format we will take a rapid fire approach to cover a wide range of topics, giving you an opportunity to learn how your peers are actually implementing new strategies with their teams. You'll get a chance to hear directly from other sales leaders how they are approaching these topics and many more:

* Hiring in a competetive market

* Coaching and training sales reps

* Keeping up with how your buyers and customers want to engage with your team

1180 West Peachtree Street Northwest, Atlanta, GA 30309

24th floor

Parking and entry directions:

The address for parking is 1249 Spring Street NW. Atlanta, GA 30309

Enter Spring St going south so that the entrance is on your lef.  Park in any unreserved space and take elevator to P1.  Follow the "crosswalk to Regions Plaza" signs to the door that says elevator in the building.  Cross the breezeway into Regions Plaza and check in with security on the first floor (have ID with you). Take elevator to 24th floor.  

The AA-ISP Spain Chapter is happy to announce its 2nd event of the year hosted by Marfeel!

We will welcome:

Rachel Spencer, EMEA Sales Manager at VanillaSoft

who will be shedding some light on the factors that influence B2B buying decisions.

Today’s research on sales development has been primarily Sales-focused — based on sales statistics, how should Sales engage with prospects to optimize their success.

But, what does the Buyer think? What do they expect from Sales when they engage with you? Are you negatively impacting your success because you’re not engaging with them as they expect you to?

AA-ISP and Vanillasoft partnered with the Telfer Business School to conduct the industry’s first-of-its-kind study that focused on the Buyer.

During this session, you will learn the very needs and sales engagement preferences as seen from the Buyer’s point-of-view. Learn the specific actions inside sellers need to take to support its “buyer focused” sales engagement process.

Seats are limited and registration is compulsory so don't wait and RSVP now!

See you there!

The AA-ISP Spain Chapter Team

Date: 
Thursday, June 6th, 2019 

Time: 
5:30pm - 8:00pm EST/EDT
Agenda: 
5:30 PM to 6:30 PM Networking and Happy Hour 
6:30 PM to 7:30 PM Main Event - Panel Discussion on "Creating the Next Generation Inside Sales"
7:30 PM to 8:30 PM Networking, idea exchange. 

Location: 
HQ of Phone2Action - Rosslyn, VA
1500 Wilson Blvd Suite 700, Arlington, VA 22209
METRO ACCESS:  2 Blocks from Rosslyn Metro station. Orange, Silver, Blue Lines 

Overview: Next Generation Sales Coaching: Data, People, Technology and Methodology Working Towards Developing a New Generation of Inside Sales

Metro Access: Rosslyn Metro: - Bue / Orange / Silver 

Speaker/Panelist: 

Moderator: Ivan Gomez, AA-ISP, President, AA-ISP DC Chapter. 

Brian Trautschold, COO and co-founder,  Ambition
Steve Richard, Co-Founder and Chief Evangelist,  ExecVision
Rachel Simon, Director, Sales Enablement, Higher Logic 
Veronica Figueroa, Director of Business Development, GoCanvas

Agenda: 
5:30 PM to 6:30 PM: Happy Hour, networking and refreshments
6:30 PM - Roundtable Discussion:  Next Generation Sales Coaching. Data, People, technology, and methodology working towards developing a new generation of Inside Sales
7:30 PM Networking and event wrap up, key takeaways

About our Panelist: 
Rachel Simon, Senior Director, Sales Enablement

Rachel Simon is the Senior Director of Sales Enablement at Higher Logic, where her purview includes onboarding and ongoing training across the sales organization and running the Business Development group.  With a track record that's spanned all sides of the sales and marketing dynamic, and with passion for personal and team development, Rachel is helping Higher Logic dramatically scale and adjust their Go-to-Market strategy to ultimately drive growth in both existing and emerging markets. 

She joined the Higher Logic team following 12 years in nonprofit technology at Blackbaud, where she began her career as a BDR and rose through the ranks as a sales rep, achieving the AE of the Year award twice.  Recognizing an opportunity to help her sales organization at-scale, and with a natural curiosity for both strategy and operations, Rachel pivoted to roles coaching the sales team directly and then owning strategy as a Product Marketing leader.  Most recently, she led Vertical Marketing for Blackbaud's Enterprise Nonprofit group, covering market segmentation and strategy, sales enablement, product marketing, demand generation, and brand. 

Rachel holds a B.A. in Political Science, Philosophy, and Communication & Rhetorical Studies from Syracuse University and an MBA with Beta Gamma Sigma distinction from The Citadel.

About Sponsors:

 ExecVision:
ExecVision is the only conversation intelligence platform built for coaching. Designed by seasoned sales and customer success professionals, ExecVision empowers organizations to coach people efficiently at scale, improving performance and driving revenue.

Ambition: 
The #1 sales performance software, Ambition transforms sales teams into powerful revenue engines. From coaching and analytics to TVs and contests, our tools make it easy for sales leaders to draw smart insights from data, and to create a culture of success on the sales floor — so that every rep can drive revenue in a measurable, meaningful way.

Phone2Action: - Phone2Action's digital advocacy platform makes it easy for organizations to attract and engage supporters in public policy campaigns.

Competing for inside sales talent in San Diego?

Hear from a panel of hiring managers and recruiters who will share the best ways to build a world class inside sales team by attracting and hiring top talent. Whether you are starting out with your first ISR / BDR hire or have a team of 50, don't miss this event! San Diego has become a highly competitive environment for attracting inside sales talent. Learn the secrets from San Diego’s inside sales leaders as they share their experiences in companies of all sizes from start ups to recognized brands.

Moderator: Ken Schmitt, CEO & Founder, TurningPoint Executive Search

Panelists:

Steve Fife, Director of Inside Sales, CalAmp

Nick Rodieck, Director of Inside Sales, Raken

David Bramley  Director of Inside Sales, Zingle

Madonna Bentz, HR Operations Manager, The HoverCam

Karen Smith, VP HR at Verve

Kelly Gardner, Talent Matchmaker, Wrike

Food and beverages will be served thanks to our sponsors! 

Host: CalAmp
Sponsors: TurningPoint Executive Search, Connect & Sell, and Premierehire

Revenue happens when there is trust between a buyer and a seller.  To establish that trust, you need one thing - real conversations about actual business challenges.  The truth is, most sales teams only spend 37% of their time having, or preparing for, those conversations.  The rest of their time is spent on administrative work that adds no value to prospects and does nothing to help deals move forward.

Top-performing sales organizations work hard to maximize the amount of time their team spends out in the field (or on the phone) having real conversations with buyers.  That means taking a hard look at the tasks that are being done and ruthlessly removing any that can be eliminated.

Join this webinar to learn:

• 10 areas that many sales teams are wasting time that could be eliminated
• How the elimination of those time-wasters changes reality for both front-line sales reps and managers
• Why it was not possible historically to eliminate those tasks, but is possible today

Training Tuesday Host:

Jen Gergen, AA-ISP

Presenter:

Steve Woods, Nudge

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.

Welcome to our Inside Sales Happy Hour at Buzzworks in San Francisco!

Silicon Valley AA-ISP is excited to host on June 12^th. We have rented the entire bar and will provide an evening of drinks, food, and great networking.

Thank you Sponsors: The happy hour features a hosted bar and pizza thanks to our amazing sponsors – Ambition, Gong.io, and Outreach.io

Attendance: All AA-ISP members and non-members are welcome to attend whether you are a sales rep, leader, marketing, or any part of your organization.

Location & Amenities: Buzzworks will be hosting us at 365 11th Street, San Francisco, California 94103. BuzzWorks is SOMA's premiere craft beer sports bar, serving food, wine, & cider. They feature pinball, pool tables, foosball, board games & good vibes.

AA-ISP presents an expert panel and multi-track workshop on discovery discipline, stakeholder engagement, and mutual action plans to prioritize and optimize high value opportunities for growth and mid-market sales.

Improve your lead to revenue process with breakout sessions designed to help you embrace an enterprise approach you can understand and implement.

Panelists:

Andy Paul | Founder - The Sales House

Nancy Nardin | Co-Founder - Vendor Neutral

Tom Williams | CEO - DealPoint

Scott Johnson | CEO - ClosePlan

Chris Ortolano | MODERATOR - Outbound Edge

After a short panel discussion, sales leaders will break out into workgroups, rotating every 20 minutes to share the most actionable insights in the shortest amount of time.

Networking, food, and drinks compliments of event sponsors.

For more info: https://june12seattleaaispchapterevent.splashthat.com/

AA-ISP presents an expert panel and multi-track workshop on discovery discipline, stakeholder engagement, and mutual action plans to prioritize and optimize high value opportunities for growth and mid-market sales.

Improve your lead to revenue process with breakout sessions designed to help you embrace an enterprise approach you can understand and implement.

Panelists:

Andy Paul | Founder - The Sales House

Nancy Nardin | Co-Founder - Vendor Neutral

Tom Williams | CEO - DealPoint

Scott Johnson | CEO - ClosePlan

Chris Ortolano | MODERATOR - Outbound Edge

After a short panel discussion, sales leaders will break out into workgroups, rotating every 20 minutes to share the most actionable insights in the shortest amount of time.

Networking, food, and drinks compliments of event sponsors.

As the Inside Sales profession continues to evolve and define its place in organizations as a revenue generating powerhouse, frontline reps and leaders are demanding more training and development.

This 1-day event will bring together reps and leaders from both Inside and Field based sales teams to learn, share, and network.

Join us for a discussion on the path to leadership with our panel of experts. We have a diverse panel of experts who are stationed at every stop on the path to Senior Leadership. The panellists will be here to signpost you on your path to leadership, no matter where you are on the journey. 

This session has been designed to help guide you and give you tools to plan the next steps in your career path. The panelists themselves have been through some unusual journeys which makes them well equipped to answer any questions you may have. 

Key Topics covered:

How to get yourself seen and heard

How to get yourself sponsored in your organisation

How to throw your hat in the ring for that job you really really want

Common pitfalls or warning signs on the path to leadership and how to navigate

Taking the road less travelled - career changes, side steps, diversifying your portfolio of skills

Another great event @ AA-ISP Portugal!

This time around on Account-based Marketing & Sales with Martech expert Tiago Sousa from Liminal - Martech & Business Experts.

The event will take place in Coimbra Business School, one of the Portuguese leading schools on sales training programs.

Join us for this evening of learning and sharing!

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

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

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

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

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

Join us and learn:

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

Speaker:

Ryan Moore, Peak Sales Recruiting

Register:

This AA-ISP-hosted webinar is complimentary and open to all. Please click here to register - session will be conducted via Zoom.  Can't join live?  No problem, register anyway to receive the playback information!

During the scheduled presentation, if you are experiencing any trouble connecting or accessing the session, please Click here to contact Zoom Support or visit https://support.zoom.us and a technician will be available to assist you momentarily.

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

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

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

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

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

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

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

Sales: These leads suck!

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

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

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

Featured speaker: Mike Esterday, CEO Integrity Solutions

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

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

You Will Gain:

-          The 5 drivers of coaching effectiveness

-          Not one, but three conversations of effective coaching

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

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

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

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

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

Hear from:

Stephen Borchuk, Business Development Rep – Assent Compliance

Erin Waterfall, Strategic Development Manager – Ultimate Software

Mat Paciga, Head of Sales Delivery – Shopify

Darryl Praill, CMO – VanillaSoft

Chris Beall, CEO – ConnectAndSell

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

Agenda:

6:00 pm – 6:30 pm – Networking

6:30 pm - 7:30 pm – Panel

7:30 pm - 8:00 pm Networking

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

Our Sponsor:

Kronologic 

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

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

www.kronologic.ai

Look forward to seeing you there!

A breakfast format for this networking opportunity, with a special Guest of honour, Gerald Karsenti, Managing Director SAP France and associate professor at HEC Paris

More details to come

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

Presenters:

Christopher Fago, Palo Alto Networks

Richard Harris, The Harris Consulting Group

Register:

Please click here to register - session will be conducted via Zoom.  Can't join live?  No problem, register anyway to receive the playback information!

During the scheduled presentation, if you are experiencing any trouble connecting or accessing the session, please Click here to contact Zoom Support or visit https://support.zoom.us and a technician will be available to assist you momentarily. 

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

Artificial Intelligence of AI is making an incursion into the Inside Sales space. As a result, many questions have arisen. Come network, learn and share as our panelist address this hot topic, bring your questions. 

- What is AI? What does it mean for you? What are examples for Inside Sales? How does it apply to Marketing & Sales in the areas of prospecting, MQL, SQL, Opportunity and customer? How is AI helping my funnel analysis, how AE help scale email communication. The question and possibilities are endless, we will keep this exciting, informative and relevant for YOU.

Panelist: 

Steven Washington, 
Vashan 

Location: 

Agenda:  

5:30 PM - 6:30 PM Happy Hour and Networking 
6:30 PM Main Event: Demystifying AI for Inside Sales 
7:30 Networking and Adjourn

About:   

Hope you can make it out to our summer meeting!  More details coming soon! 

Additional Details Coming Soon. 

Panelists: 

Andrew Berger, Sales Leader at Square 

Ryan Longfield, Chief Revenue Officer at Gong.io 

Sales leaders will gather in the four city groups to connect via webinar with chapter attendees to engage in a high energy panel discussion. The people we will have on the panels in each city will be college graduates from The University of Toledo Edward H. Schmidt School of Professional Sales program, who are 

1. Columbus, OH
2. Detroit, MI
3. Cleveland, OH
4. Toledo, OH – The University of Toledo

Since 2000, many college students have majored or minored in professional sales and have since progressed into sales management. At this event, you will hear about their journey from college student to sales management and everything in between. You will also hear their perspective on what is needed to evolve from sales manager to sales leader and Chief Sales Executive. 

Hosted by MarketSource.

Topic and speaker TBD

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

See you soon!

As the Inside Sales profession continues to evolve and define its place in organizations as a revenue generating powerhouse, frontline reps and leaders are demanding more training and development.

This 1-day event will bring together reps and leaders from both Inside and Field based sales teams to learn, share, and network.

Details to Come Soon!

More details coming soon...

Back by Popular Demand ..... Speaking up and finding your voice is hard to do, even when it benefits you. There are many reasons we don’t but there are so many more for why we should. The purpose of our workshop in March is to help you "Find Your Voice" on Social Media through creating your personal brand. The objective is to empower you on Social Media and show you how to find your voice and showcase your best self on social platforms.

The Executive Retreat brings together like-minded sales leaders who are invested in creating best-in-class sales teams as well as their own leadership development. Unique to other conferences, the Retreat focuses solely on solving the challenges facing our profession in a small, intimate group setting. 

Agenda TBD

Speaking up and finding your voice is hard to do, even when it benefits you. There are many reasons we don’t but there are so many more for why we should.

This is the follow on workshop to the Personal Brand Workshop in May. The purpose of this workshop is to help you create content, identify the right content and to showcase you as an expert in your area. The objective is to empower you on Social Media and show you how to find your voice and showcase your best self on social platforms.

Details to Come Soon!

Hope you can make it out!  More details to follow

More details coming soon...

Details coming soon. 

As the Inside Sales profession continues to evolve and define its place in organizations as a revenue generating powerhouse, frontline reps and leaders are demanding more training and development.

This 1-day event will bring together reps and leaders from inside and digital sales teams to learn, share, and network.

Hosted and sponsored by Georgia Pacific

Topics and speakers TBD

LS2020 will help leaders prioritize their own mission for their team and organization while also focusing on personal leadership development.