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Mar 21

AA-ISP Portland Chapter: Pipeline Social and Closing for Next Steps: 3 & 4

Where: AskNicely, 1400 NW 22nd Ave Suite 150, Portland, OR 97209, USA
When: March 21st @ 5:30pm PST/PDT

Come to the Pipeline Social Happy Hour and learn how to develop a strong business relationship, and create a commitment to change, without pitching your product (or services) first.

Between raffle prizes and short videos, we'll do a deeper-dive into seeking a "Commitment to Change" and how to "Agree to Collaborate" based on steps 3 and 4 in The Lost Art of Closing.

The Lost Art of Closing: Winning the Ten Commitments that Drive Sales, by Anthony Iannarino, is a highly rated sales book for full cycle sales executives, and top funnel SDR's too. 

We'll deconstruct steps 3 and 4 through interactive small group activities to start implementing these concepts and make them relevant to your sales process.

You'll walk away knowing how to create stronger opportunities based on collaborating with your mobilizers and champions to drive change inside their organizations.

Networking: We’ll have tasty bites and local brews throughout the evening, with lots networking before and after the session begins. Individual Contributors, Managers, and Directors are encouraged to attend. Post event festivities will continue at Breakside Brewery. 

Location and Parking: AskNicely is located in Slabtown, near the New Seasons. Street Parking available, no permit required after 5pm.

Supporting Sponsors:

AskNicely

AskNicely provides NPS® software to help your business deliver great customer experiences and accelerate growth.

DealPoint

DealPoint allows buyers and sellers to create mutual action plans inside a single, secure, deal room to keep complex deals on point.

LeadIQ

Sales reps work smarter, and faster, with LeadIQ. Find high quality prospecting data in real time, then get it into your sales tools without doing a million clicks. 

Outbound Edge

How do you know if you'll hit your number? Increase the probablity of C/W with deal scoring by ARPEDIO, and take the guesswork of out pipeline reviews and forecasting.

Text Chris Ortolano, chapter co-President, at (503) 353-3000 with event questions.

Mar 21

AA-ISP European UK Women Connect Chapter: Part 1 - Finding Your Voice on Social Media - Your Personal Brand

Where: Spaces - London City Point ,1 Ropemaker St, London EC2Y 9HT
When: March 21st @ 6:00pm GMT/BST

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.

"Your Personal Brand on Social Media" This will cover off: An introduction to why social is a critical part of finding your voice. How to ensure your personal brand is talking to your audience in a meaningful way and empowering you on all platforms.  How to bring this to life on your Linkedin profile & network.    Come join us and the fabulous Alexander Low from Digital Leadership Associates to Find Your Voice on Social Media.    18:00 - 18:45 Networking 18:45 - 20:15 Workshop - Finding Your Voice on Social Media 20:15 - 21:00 Networking    

 

Mar 25

AA-ISP Dallas Chapter Meeting: Sponsored by Ambition

Where: Hilton Garden Inn Las Colinas 7516 Las Colinas Blvd, Irving, TX 75063
When: March 25th @ 3:00pm CST/CDT

We welcome you to join us at the next AA-ISP Dallas Chapter Meeting!

This event is sponsored by our friends at 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.

We will hear from special guest Jamie Crosbie - Founder and CEO of ProActivate, Author, and Speaker certified in The Peak Performance Mindset ® system. Jamie has 20 years of experience in sales leadership and the talent acquisition industry. 

The Peak Performance Mindset ® system is a revolutionary model that is elevating the performance of professionals ranging from athletes to executives to sales leaders. Jamie shares both the science and working tools that you can use immediately to enhance performance both for yourself and your team members. Take your sales team to the next level with a Peak Performance Mindset Workshop!

Light refreshments will be served. Parking is complimentary. Don't forget to RSVP and bring a friend!

For questions, please email dana.baker@wnco.com

Mar 26

AA-ISP Raleigh - RTP Chapter Meeting; An Evening with Jason Treu, Executive Coach

Where: Genworth Financial, 8325 Six Forks Road, Raleigh, NC 27614 (near the intersection of 540 and Six Forks Road)
When: March 26th @ 5:00pm EST/EDT
Think about the best team you’ve ever been on. The team that was the most collaborative, engaged, and productive. How did it feel to be connected to something bigger and feel like you could accomplish anything? That feeling you just thought of is the most powerful business asset and directly leads to peak performance and engagement.    The challenge is 99% of leaders and managers fail to accomplish this.   In this interactive session, attendees will learn how to “dial in” to the right behaviors to create that feeling with every employee and team in your organization (along with every customer and prospect).      Attendees will:
  1. Discover the “secret" strategies and tactics to quickly maximize performance, engagement, collaboration, and problem-solving.
  2. Learn how to instantly build high levels of trust both internally and externally with third-parties (such as customers and prospects) to instantly create great working relationships and maximize productivity.
  3. Walk away with specific best practices (scripts) on how to manage, interact and engage (up, down and across) much more effectively to maximize teamwork and reduce conflicts.

Jason Treu (Troy) is an executive coach who helps executives, managers, and employees to maximize their leadership and management abilities and perform at the highest levels. He provides coaching, workshops, keynote speaking, and other training services.

He spent 15+ years in marketing leadership positions working with influential leaders such as Steve Jobs, Reed Hastings, Mark Cuban, and many others.

He is the best-selling author of Social Wealth, the how-to-guide on building extraordinary business relationships.

He was a featured speaker at 2017 TEDxWilmington for his talk on, “How to Get CoWorkers to Like Each Other.” Jason has his law degree and master’s in communications from Syracuse University.

Mar 28

AA-ISP Austin March Chapter Meeting

Where: Capital Factory, 701 Brazos Street, (1st Floor), Johnny-Five Classroom, Austin, 78701
When: March 28th @ 6:00pm CST

The AA-ISP Austin Chapter would like to invite you to our next meeting on March 28th,

With the growth of the Inside Sales profession in Austin, there is a great opportunity to harness this growth and come together as a profession to help each other network, grow as sales professionals, share best practices and overcome challenges together. We will provide an environment to grow as an individual and also provide an opportunity to take our teams and organizations to the next level. The Austin Chapter will be the sales benchmark for all organizations.

If you are a Sales Professional or Sales Leader in the Austin area, we are looking forward to meeting you,

Best regards,
Gary

Mar 28

AA-ISP Philadelphia Chapter: Rethinking the Role of the BDR/SDR

Where: MRP's offices at 1818 Market Street, Philadelphia, PA
When: March 28th @ 6:30pm EST/EDT

We all know that the BDR/SDR's role in the sales organization and sales effectiveness is critical. But, every organization relies on their BDRs differently.  From pure lead generation to closing large deals, the BDR and SDR can have vastly different roles and levels of responsibility at different companies.

Come hear from a panel of industry thought leaders how they leverage the talents of their inside sales teams to optimize contributions from BDRS/SDRs.

Our panelists are:

David Sill, Head of Sales Enablement, DiscoverOrg

Ajay Khatri, Director of Sales, Dodge Data

Matt Macnamara, Business Development Manager, Formcraft

The Philadelphia AA-ISP meetings have become a forum where sales professionals gain insights from thought leaders, see how others are actually executing, and are able to share challengs and ask questions. We make all efforts to host dynamic and interactive sessions on the most pressing issues facing our industry.

 

Apr 2

AA-ISP San Diego Chapter: From the Front Line: Inside Sales Best Practices

Where: Mitchell, 6220 Greenwich Drive, San Diego, CA 92122
When: April 2nd @ 5:30pm PST/PDT

Save the date for our inside sales front line best practices panel discussion. Learn from the folks who are making it work! 

Our panelist lineup!

Justin Evans, Sales Development Representative, PatientSafe

Melissa Holtzer, Enterprise Account Executive, Western Region, Reputation.com

Angelina Escobedo, Inside Sales Lead, Mitchell 

Derrick Mukina, Inside Sales Rep, Mitchell

Geoffrey Berz, Account Executive, PetDesk

Dan McClain, Sales Director, Connect and Sell

Apr 3

AA-ISP Boston Chapter: Sales Leadership with Special Guest Speaker Bernadette McClelland

Where: Techtarget: 275 Grove St, Auburndale, MA 02466
When: April 3rd @ 3:30pm EST/EDT

Neuroscience meets Sales Leadership

 We are no longer in a command and control economy, rather we are in one that demands connection and imagination. Where it is not just technology that is disrupting us, it is also science. Discover the three megatrends that will impact sales teams of the future and create an environment that not only calls for a leadership style that encourages and supports, but an environment of high performance that is not just based on numbers.

Join the Boston Chapter of AA-ISP as we discuss and share best practices on sales leadership after kicking the meeting off with Melbourne, Austrailian-based Leadership Speaker, Bernadette McClelland. 

We will have small group breakouts like our previous meetings - due to attendee feedback. 

Thanks to Techtarget for hosting our event, and to Ambition for appetizers and beverages. 

Apr 3

AA-ISP Tennessee Chapter: Building a Winning Sales Culture

Where: Eventbrite 209 10th Avenue South #300 Nashville, TN 37203
When: April 3rd @ 5:30pm CST/CDT
Please join AAISP and our host Eventbrite for an evening of networking and professional development!

About this Event

The highest-performing sales teams are not built by accident. They're cultivated by smart sales leaders who know how to pull a variety of powerful levers -- from team structure to coaching and development, from competitions and incentives to goal setting and KPIs.

 

Join AAISP Nashville for a happy hour from 5:30-7:30pm on Wednesday, April 3, at the Eventbrite office downtown. A panel discussion will feature notable national sales leaders talking all things sales performance: what works, what doesn't — and why.

 

Hear successes, failures, and hard-learned lessons from these panelists:

  • Jared Houghton, CSO and Co-Founder, Ambition
  • Mark Kosoglow, VP Sales, Outreach
  • MC Lewers, Senior Manager - North America Sales, Eventbrite
  • Carrie DuRard, Senior Director of Business Dev Operations, AdhereHealth

This event is free. Drinks and light food will be provided by our sponsors, Ambition and Outreach..

Hope to see you there!

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Apr 3

AA-ISP Paris-France April Chapter Meeting

Where: Lincoln, 116bis avenue des Champs Elysées, Paris 8eme
When: April 3rd @ 6:00pm CET/CEST

Welcome

Digital transformation of sales: an opportunity for the inside sales function?   Axel Ullern, Professeur associé CNAM and consultant

Inside sales behavioural profiles: a research from Lincoln  Marie Pasquier Chevassus

A career path for inside sales :  best practice sharing session

Some news from AA-ISP : LS, June DSW in London

Networking cocktail

-------------------------------------------------------------------

Accueil

Message de bienvenue                              

Transformation digitale de la fonction commerciale:   une opportunité pour la vente sédentaire? Avec Axel   Ullern, Professor associé CNAM/Centrale Supelec et   Consultant Executif

Profils comportementaux Inside Sales  Avec Marie PASQUIER-CHEVASSUS, Consultante RH, Lincoln

Table ronde : Parcours de carrières

Prochains rendez vous et conclusion

Cocktail de networking

 

Apr 4

AA-ISP Webinar Series: Sales is Not a One-Size-Fits-All Kind of Job

Where: Please register for login details...
When: April 4th @ 2:00pm EST/EDT

Selling is a specialized profession which requires more than years on paper to be successful. Know what behaviors are the right fit for your company. AI/Machine Learning when combined with Behavioral Science and Sales Performance Data formulate a role-specific model to develop, define and grow top-performing Sales Teams.

In this session, we will talk about:

  • the effects of BIAS in the workplace and the outcome it has on growing a successful team
  • how to improve diversity when unconscious biases are removed
  • how AI/Machine learning can out ‘process’ the human brain
  • aligning sales-rep strengths with the right sales role
  • how training is having little effect on quota attainment and what can be done to change that

Speakers:

Jay Greaves & Suchi Pathak, Aptology

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.

Apr 9

AA-ISP Training Tuesday: What Cool Runnings Can Teach Us About Aligning Revenue Teams

Where: Please register for login details...
When: April 9th @ 1:00pm EST/EDT

Jamaican bobsleds, Disney movies, and your Organization's revenue team. What do these disparate things have in common? You might be surprised, but probably more than you think. Our webinar will show you how the 1993 Jamaican Bobsledding movie Cool Runnings isn't just a great sports flick, it's actually an excellent metaphor for any organization who is looking to improve their revenue growth and strengthen their marketing, sales, and customer service teams.

In this webinar, you will see how functioning as a solo operator can actually be the downfall of a department—and ultimately, a whole organization. You will understand how teamwork, collaboration, and practice can lead to improved lead generation and boosted sales and retention results. You will take a look at just what victories can happen if you figure out how to successfully integrate and align departments at your company. And, you can learn how to best help your stumbling organization by relying on people throughout your entire organization, not just those who work closest to you.

If you love Cool Runnings and you are uplifted by its message, OR, if you want to grow your business, OR, if you find yourself agreeing to both of the above, this is will be a great webinar for you.

Training Tuesday Host:

Richard Harris, The Harris Consulting Group

Presenter:

Tim Harris, DialSource

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.

A chance to get together and hear what is facing us in light of International Women's Day, the Finding Your Voice on Social Media Workshop. 

A chance to celebrate women.

A chance to celebrate how you've found your voice. A chance to work with other women to find your voice. 

A chance to learn and share together and in an informal setting. 

Apr 16

AA-ISP Leadership Summit 2019

Where: Hilton Chicago
When: April 16th @ 9:00am CST/CDT

Earning a reputation as the premier conference for Inside Sales leaders, the annual AA-ISP Leadership Summit is known for delivering informative, content-rich presentations and collaborative discussions relevant to today's Inside Sales leaders.

The 11th Annual AA-ISP Inside Sales Leadership Summit will take place at the beautiful Hilton Chicago on April 10th through the 12th, with a pre-event workshop occurring on April 3rd. The 2018 Summit will feature all new presentations from over 50 of the nation's leading Inside Sales Experts, who will be discussing the key issues and challenges facing Inside Sales organizations and sharing their proven solutions and best practices.

Apr 23

AA-ISP Columbus Chapter: Using Humor in Sales to Close More Deals

Where: Vertiv - 530 Westar Blvd, Westerville, OH 43082
When: April 23rd @ 4:30pm EST/EDT

Vertiv is excited to host the AA-ISP Columbus Chapter event on April 23rd, sponsored by Zoho CRM, to bring you and your team an afternoon of learning how to turn pain points into laughable moments and how to combat objections using humor. 

The evening is designed to be engaging, fun and give sales professionals a unique strategy on how to use humor in sales. Jon Selig will walk us through the art of crafting a joke and how to use humor to help close your next deal.

For sales leaders, we encourage you to bring a few people from your team. You'll walk away with some tangible action plans to use to make your sales calls and meetings a bit more fun. Totally fine to show up without your team, but feel free to bring a few of them!

For sales reps, please try and bring your sales leader! This will be an engaging opportunity for you and your leader to learn valuable techniques to help amplify your sales process ultimately improving your closing rates. 

Our featured speakers:

1. Diane Darling: How to work a room. 
During her session, Diane will share her experience on how she became a top earner by learning how to deal with pushback, when to talk (and when not to) and how to start conversations. She'll share her strategy on how to work a room and look for the right people that will help you become a top earner. 

2. Jon Selig: Funny You Should Say That. 
The only difference between prospects and a stand-up comedy audience is the 2-drink minimum. Jon will walk us through the art of being funny. The audience will learn to write tasteful jokes that are relevant to their products, roles and prospects. 

The event is free and drinks and light apps will be provided. Feel free to reach out to your network and invite other sales professionals who might be interested. 

Apr 24

AA-ISP Des Moines Chapter Meeting: From Coaching To KPIs - How Metric-Driven Sales Teams Create Winning Cultures

Where: Premier Safety 2900 100th St Ste 108 Urbandale Iowa 50322
When: April 24th @ 5:30pm CST/CDT

Don't miss this game changing event!  Are you working to build a better culture?  You won't want to miss this!

Appetizers and Drinks will be provided thanks to our Sponsor Ambition!

Speaker: Brian Trautschold, Co-Founder, Ambition

Title: From Coaching To KPIs: How Metric-Driven Sales Teams Create Winning Cultures

General Description:

These days, it seems like every sales publication has *at least* one article about “culture”, but what does “building a culture” actually mean? Better yet, how does a busy, stretched-thin sales manager in a high-pressure environment intend to create and shift culture while making sure everyone hits the big numbers?

Successful, modern sales leaders have figured out that “building a culture” really means measurable coaching programs, team-wide visibility, strategic competitions and celebrating wins are a highly-valued centerpiece of their organizations. Not-so-coincidentally, these managers are leading the pack when it comes to building healthy pipeline, consistently hitting numbers and reducing employee churn while also increasing quota attainment.

Join Ambition Co-Founder, Brian Trautschold, as he outlines how to use real-time data to make lasting, incremental management decisions that will move the needle and motivate your reps like never before.

Apr 25

AA-ISP Tennessee Chapter: Laugh Louder - Connect Faster. Sell Better

Where: Greater Nashville Technology Council 500 Interstate Boulevard South #200 Nashville, TN 37210
When: April 25th @ 4:30pm CST/CDT

Description

As Andrew Carnegie said, "There is little success where there is little laughter."

Ready to learn, laugh, and implement new skills both personally and professionally?

It's easy to get stuck in the same sales approach you've always relied on. Instead of sounding engaged, genuine, or even human, you sound more like a broken record that hasn't been played in years. Your prospects can hear the boredom in your voice, and they're ready for something different.

  • Wish you knew how to best prepare for a conference, networking event, or social gathering?

  • What if you could always find the right person in the room to talk to?

  • What if you could make your prospects laugh instead of groan?

 

Join Diane Darling and Jon Selig as they take us through the importance of building relationships and how humor has helped them succeed in their respective careers. You'll leave with practical ways you can connect with your prospects, close more deals, and above all, become a better salesperson.

You'll get more out of this event by bringing 2-3 sales people from your team. However, you're welcome to come without your team too!

Diane's Session: Building Effective Relationships in Today’s Economy

Networking looks and feels spontaneous, but top connectors tell a different story. In this informative and enlightening program, you'll learn how to prepare so your next conversation plays out like an Oscar-winning performance. Learn how to start conversations, when to talk (and when not to), what to say, and how to prepare for the next steps. Above all, you'll leave with tips and tricks you can immediately implement to build rapport FAST and close more deals.

Jon's Workshop: Funny: You Should Say That!

The only difference between prospects and a stand-up comedy audience is the two-drink minimum. With over 12 years of sales and stand-comedy combined, Jon is ready to share his key to engaging more prospects through humor. He'll guide the audience through the process of re-framing your prospects pain points into actual jokes so sales people can better relate, connect, and engage with memorable empathy.

 

Agenda:

4:30 p.m. - Doors & Networking (drinks & appetizers provided)

5:00 p.m. - Diane Darling: Building Effective Relationships in Today’s Economy

5:45 p.m. - Break

6:00 p.m. - Jon Selig: Funny: You Should Say That!

7:30 p.m. - Event ends

 

Bios:

Diane Darling provides multiple ways to help you gain the skills you need and the strategies to implement them. Organizations such as MD Anderson Cancer Center, 20th Century Fox, Fidelity Investments, Cisco, and even MIT Charm School (yes there is such a thing!) have hired her to speak. She has been to all seven continents and roughly 60 countries. McGraw-Hill has published her books in nine languages which is impressive, since she only speaks English! She has appeared in the Wall Street Journal, San Francisco Chronicle, International Herald Tribune and on MSNBC.

 

Jon Selig guides sales and business professionals through the art of making audiences laugh so they can better connect, engage, and influence. Far less serious in person than his copywriting leads you to believe, Jon earned a BComm and MBA before starting a 12-year career selling technology (mainly for Oracle & an Oracle partner). In 2011, his career took a sharp left turn when he started performing stand-up comedy. In that time, he's performed at JFL Zoofest, The Comedy Nest's Young Guns of Comedy, and has also appeared in a segment on The Daily Show. He still can't tell you what databases do.

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May 7

AA-ISP Orange County Chapter: What's culture got to do with It?

Where: TBD
When: May 7th @ 5:30pm PST/PDT

Join us for our Q3 meeting as we talk about culture. We'll dive into what it is, how it's created and how to foster a great culture.

More details to follow - register now to be sure you'll receive the updates.

 

 

May 9

AA-ISP Webinar Series: 10 Lessons from 1 Million Cold Calls

Where: Please register for login details...
When: May 9th @ 2:00pm EST/EDT

We analyzed over 1M cold calls using Conversation Intelligence technology and spoke with several sales "masters," including Smart Selling Tools Founder and Sales Expert Nancy Nardin about how to run impactful cold calls. Get ready to learn science-backed tips and tricks that will help you improve your cold calls, including the quality of the call and conversion rates. Specifically, we'll dig into how you should structure the content of your cold call, the appropriate duration, key phrases to use and principles to follow, and how to create the best cold call sequence. 

You'll learn: 

  1. How you should structure the content of your call
  2. The appropriate cold call duration
  3. Key phrases and principles to follow
  4. How to create an impactful cold call sequence 

Speaker:

Nancy Nardin, Smart Selling Tools Founder

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.

May 14

Digital Sales World 2019 London

Where: Grange Tower Hotel
When: May 14th @ 8:00am GMT

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.

May 14

AA-ISP Training Tuesday: How to Write a Killer Prospecting Script

Where: Please register for login details...
When: May 14th @ 1:00pm EST/EDT

Are you sick of getting man-handled by gatekeepers or blown off by decision makers when you prospect by phone? This session is a must-attend if you have to cold call or prospect for a living.

This is a hands-on workshop where Mike will literally build a prospecting script that you can simply stick your own product or service into to create the most powerful and effective prospecting script you’ll ever use. 

Here’s just a sample of what you’ll learn: 

  • A word-for-word opening to build instant rapport with decision makers
  • Word-for-word scripts to overcome the brush offs and blow offs you get
  • A proven technique to get past gatekeepers
  • Specific questions to get the information you need to close a sale
  • How to qualify for the “Big 4” qualifiers that lead to a sale
  • How to get commitment at the end of your call

Training Tuesday Host:

Richard Harris, The Harris Consulting Group

Presenter:

Mike Brooks, Mr. Inside Sales

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.

May 15

You Can’t Teach People to Sell By Teaching People to Sell

Presented by Bruce Wedderburn, Integrity Solutions

Location: TBD 

Time: 6:00 PM 

Description: 

Up to 85% of success in selling is rooted in beliefs, attitudes, emotions, and feelings. Yet very few organizations consider themselves very effective at developing these attributes

In their people. Most sales training fails to take these critical factors into account, and as a result, most sales training ultimately fails the people (and the organizations) it’s supposed to be helping.

 

Your people may be hitting their call metrics- but not their sales goals. So just have them make more calls! No… Get to the real root of the problem. It’s typically not a skill problem- it’s a will issue. 

 

Why do so many salespeople with similar skills sets, experience levels and training perform at such different levels? What causes your salespeople’s success? Salespeople have to feel comfortable and confident that they are uncovering and filling needs and adding value for customers. And if they don’t feel like they’re doing that, they’re not going to ask questions that turn into business opportunities.

 

This highly interactive session will explore practical, proven ways sales leaders and training teams can influence the critical behaviors, attitudes, and beliefs that lead to higher levels of productivity and better bottom-line results. Attendees will learn:

 

• The five critical dimensions of sales success

• Three critical conversations that will determine the success of the salespeople, sales team and ultimately, the organization

• ‘Skill and Will’ training principles that impact the emotional issues of selling

• What research says about the gap in performance between organizations that effectively

 Attendees will also receive a related eBook; You Can’t Teach People to Sell By Teaching People to Sell.

 

Video Overview:  https://www.youtube.com/watch?v=b8AyogL581g

Video Overview:  https://www.youtube.com/watch?v=RUVT8bj_2DU  

 

May 23

AA-ISP Austin Chapter Meeting - Effective Objection Handling

Where: Capital Factory, 701 Brazos Street, (1st Floor), Johnny-Five Classroom, Austin, 78701
When: May 23rd @ 6:00pm CST

Please join us for our next AA-ISP (American Association Inside Sales Professionals) Austin Chapter Meeting where we will discuss effective objection handling.

All too often, facing objections from our prospects feels like a wrestling match, killing momentum in the sales cycle, deflating the salesperson, and possibly damaging rapport with our prospects. It doesn’t have to be that way! Come learn the secrets to using your prospect’s objections to have much richer and more meaningful sales conversations that advance the sale rather than detracting from it.

Our guest speaker is Chris Perry from Market Sense / Sandler Training:

Chris Perry is a Partner at Market Sense in Austin, TX. Leveraging his background in international business development and diplomacy, Chris coaches and trains business owners and salespeople to help them overcome stalled deals, inconsistent sales results, or disappointing revenue growth. Spanning engagements that include working with small, local business owners to large, international enterprise clients– Market Sense has had more than 30 of their clients make the Austin Business Journal Fast 50 or Inc. 500 list for rapid and sustained growth.

Look forward to seeing you!

Good selling!

Gary

Jun 3

AA-ISP Paris-France June Chapter Meeting

Where: TBD
When: June 3rd @ 12:00am CET/CEST

Networking opportunity

Jun 5

AA-ISP Colorado June Chapter Meeting

Where: Denver Tech Center - 7900 E. Union Avenue (First Floor Training Center), Denver, 80237
When: June 5th @ 5:30pm MST/MDT

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.

Jun 5

AA-ISP Atlanta June Chapter Meeting

Where: SalesLoft
When: June 5th @ 6:00pm EST/EDT

Hosted by SalesLoft.  New format that includes audience round table discussions.  Excellent opportunity for networking and learning.  

Jun 6

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

Where: 1500 Wilson Blvd suite 700, Arlington, VA 22209 - Headquarters of Phone2Action | 2 Blocks from Rosslyn Metro Station
When: June 6th @ 5:30pm EST/EDT

Date: 
Thursday, June 6th, 2019 

Time: 
5:30pm - 8:00pm EST/EDT

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: 

Travis Truett, Co-Founder, CEO,  Ambition
Steve Richard, Co-Founder and Chief Evangelist,  ExecVision

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 Sponsor:

About Our Panelist:

Brian Trautschold, COO and co-founder,  Ambition
Steve Richard, Co-Founder and Chief Evangelist,  ExecVision

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.

The event made possible by:

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

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.

 

 

 

Jun 6

How to compete for inside sales talent

Where: CalAmp 2177 Salk Avenue, Carlsbad, CA 92008 USA
When: June 6th @ 5:30pm PST/PDT

We will have a panel of hiring managers and recruiters to share the best ways to recruit and hire inside sales roles.

Save the date for San Diego's next exciting AA-ISP Chapter event!

Jun 11

AA-ISP Columbus Chapter: Building a Sales Coaching Culture: What Works for Fast Growth Companies

Where: Dublin Entrepreneurial Center Training Room - 565 Metro Pl S, Dublin, OH 43017
When: June 11th @ 7:30am EST/EDT

Come here 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
Jun 12

AA-ISP Seattle June Chapter Meeting

Where: TBD
When: June 12th @ 6:00pm PST/PDT

More details coming soon...

Jun 13

Digital Sales World 2019 Dallas

Where: UT Dallas Davidson-Gundy Alumni Center (DGAC) Building
When: June 13th @ 9:30am CST/CDT

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 our panel discussion on the path to leadership. 

 

Jul 10

AA-ISP Washington DC Chapter: Demystifying Artificial Intelligence for Inside Sales

Where: Washington, D.C.
When: July 10th @ 5:30pm EST/EDT

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:   

 

 

 

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. 

Sep 5

AA-ISP Atlanta September Chapter Meeting

Where: TBD
When: September 5th @ 6:00pm EST/EDT

Hosted by MarketSource.

Topic and speaker TBD

Sep 12

Digital Sales World 2019 East

Where: Norwood MA
When: September 12th @ 8:00am EST/EDT

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.

Sep 17

AA-ISP Colorado September Chapter Meeting

Where: Denver Tech Center - 7900 E. Union Avenue (First Floor Training Center), Denver, 80237
When: September 17th @ 5:30pm MST/MDT

Details to Come Soon!

Sep 18

AA-ISP Seattle September Chapter Meeting

Where: TBD
When: September 18th @ 6:00pm PST/PDT

More details coming soon...

Oct 8

Executive Retreat 2019

Where: Barnsley Resort - 597 Barnsley Gardens Road, Adairsville, GA 30103
When: October 8th @ 8:00am EST/EDT

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. 

Oct 10

AA-ISP Paris-France October Chapter Meeting

Where: TBD
When: October 10th @ 6:00pm EST/EDT

Agenda TBD

Oct 22

AA-ISP Colorado October Chapter Meeting

Where: Denver Tech Center - 7900 E. Union Avenue (First Floor Training Center), Denver, 80237
When: October 22nd @ 5:30pm MST/MDT

Details to Come Soon!

Nov 6

AA-ISP Seattle November Chapter Meeting

Where: TBD
When: November 6th @ 6:00pm PST/PDT

More details coming soon...

Dec 3

Digital Sales World 2019 Dublin

Where: Croke Park Stadium, Dublin IE
When: December 3rd @ 8:00am GMT/IST

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.

Dec 4

AA-ISP Atlanta December Chapter Meeting

Where: TBD
When: December 4th @ 6:00pm EST/EDT

Hosted and sponsored by Georgia Pacific

Topics and speakers TBD

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