AA-ISP Event Calendar

Please join us for a Meet and Greet with Bob Perkins, Founder and Chairman of AA-ISP, as we discuss the current state of the Inside Sales' Profession. This will also serve as a great networking opportunity so come on down to Public School 303 in Denver for great food, drinks, darts, connect four, and Jenga. We'll have a great time!

The Austin Chapter would like to invite you to our next meeting on June 29th,

With the growth of the Inside Sales profession in Austin and continual investment, 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

SUMMARY
A new study conducted by AA-ISP Chief Researcher, Richard Conde, is sure to challenge how sales leaders think about driving operational adherence to metrics and other sales goals. During this Training Tuesday session, Richard and AA-ISP Founder & Chairman, Bob Perkins, will unlock the results of a breakthrough study on several workplace factors which may motivate or demotivate inside/digital sales professionals. Learn how the standard practice of managing sales reps to operational adherence may actually hurt sales performance. Specific topics around metrics, spiffs, competence, and autonomy will be discussed.

This is sure to be a controversial (yet enlightening!) debate, so bring lots of questions and your own ideas!

ABOUT OUR SPEAKERS
Richard Conde, University of North Texas
Richard Conde is a Ph.D. candidate attending the University of North Texas. Richard’s research interests include Inside Sales agent performance, job satisfaction, recruiting and hiring techniques and sales leadership. Richard’s article “The wide, wide, world of Inside Sales: A Framework Delineating Inside Sales Operations” is under review at a top sales journal. Moreover, Richard is currently researching the duality of a B2B Inside Sales agent role, motivational influences for Hispanic and bi-lingual Inside Sales agents and the role of blogging on Inside Sales performance. Upcoming studies include how to motivate applicants to apply for Inside Sales jobs and Inside Sales compensation.

Prior to transitioning to academia, Richard spent 10 years as an executive in the financial arena leading mid to large field operations ranging from 150 to 450 employees. As an executive, Richard was known for creating employee-centric cultures, successfully managing change and developing talent. He successfully led multi-year double digit sales growth while reducing turnover and increasing employee engagement from 3.6 to 4.6 as measured by Gallup. Moreover, Richard was known for exporting talent throughout his organizations, this is exemplified by 64% of his direct reports being promoted to greater roles.

As a speaker, Richard has presented the following topics: Relationship Building as Leadership Excellence, Leadership Branding Strategy, Leadership Challenges for Diverse Leaders, Corporate Capital and Being the Whole You at the Workplace. In addition, Richard facilitated “Appreciating Differences” training to over 2,000 employees.

Richard received his MBA from Southern Nazarene University and his BBA in Marketing from the University of Oklahoma. He has also served as the Vice President of Corporate Relations for the Dallas Prospanica (NSHMBA) Chapter.

Bob Perkins, AA-ISP
A nationally-recognized Inside Sales innovator, Bob Perkins has extensive executive experience building and leading highly successful Inside Sales organizations. During his career he has created unique Inside Sales systems and structures, including team selling models, compensation plans, rewards and recognition programs, performance management tools, and sales campaigns which have been adopted by many of the nation's largest companies. His 25 years Inside Sales experience includes positions as Vice President or Director with Unisys, Silicon Graphics, United Health Group and Merrill Corporation. Bob has benchmarked and worked with many of the country's major corporations to implement or improve their Inside Sales channels. A popular conference speaker, Bob has presented keynote addresses at industry forums and corporate sales conferences nationwide; he also maintains a video channel, Inside Sales Studio, that discusses trends and tactics specifically relevant to Inside Sales leaders and today’s digital transformation. His proven expertise with the interrelated aspects of leadership development, motivation, and sales strategy has made him one of the top Inside Sales authorities in the United States. Bob holds a Master of Science degree in education from Nazareth College, Rochester, New York.

PLEASE NOTE
AA-ISP Training Tuesday is a 30-min session typically for AA-ISP Members only on the 2nd Tuesday of every month at 2pm ET, however, this special edition is open to all!

REGISTER
Please click here to register - session will be conducted via Zoom.

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

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

SUMMARY
Join this session to learn the seven crucial elements of winning a discovery call. Based on 519,000 sales calls analyzed with AI, Gong.io figured out what works and what doesn't work.

WHAT YOU WILL LEARN:
- The three "phases" of a winning discovery call
- The exact number of questions top salespeople ask
- Why you should never explore more than 4 customer problems
- The ideal "talk-to-listen ratio" for discovery calls
- And much more!

ABOUT OUR SPEAKER
Amit Bendov, CEO, Gong.io
Amit is co-founder and CEO of Gong.io - the #1 conversation intelligence platform for B2B sales teams. Previously, Amit served as CEO of SiSense and CMO of Panaya Software.

REGISTER
This AA-ISP hosted webinar is complimentary and open to all.
Please click here to register - session will be conducted via Zoom.

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

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

Join us on Wednesday, July 12, 2017
Where: Learning Tree International - Headquarters
Address: 1820 Discovery St Ste 200, Reston, VA 20190
Time: 6:00 PM to 8:30 PM

Feature speaker: Brynne Tillman, Chief Learning Officer, Vengreso.
Topic: Looking for some proven take-home knowledge to quickly boost your sales? Come hear real-world stories of how salespeople like you used little-known social techniques to win business.

You'll learn:
• Position Your Reps as Subject Matter Experts
• Visit Prospect's Profiles and Follow Them
• Engage On Their Recent Activity
• Personalize Connection Invitations and Welcome Messages
• Identify and Engage with all of the Potential Stakeholders
• Connect with Most of the People They've Spoken With
• Develop a Daily Cadence

Venue sponsor: Learning Tree International.
Refreshments and Networking: LevelEleven

Agenda:
6:00 PM - Networking, refreshments and social time
6:30 PM - Feature speaker: Brynne Tillman, Chief Learning Officer - Vengreso
7:30 PM - Q&A /Networking

SUMMARY
These days, sponsoring and prospecting for events can be hit or miss. Whether you are a prospector trying to book meetings for your sales team, a sales manager trying to get the most out of his or her team, or just an attendee, we’ll dive deep into a discussion of how to build up the most pipeline using events.

THOSE WHO ATTEND WILL LEARN:
• Picking the right event for your sales team
• Why some events fail
• How to set up meetings with attendees before the event
• Best practices during the event
• Follow-up methods for after the event
• Secrets to throwing your own event

PRESENTERS
Moderated by Sue Fernand, VP of Channel Sales at Cirrus Insight

Panel of experts:
• Bob Perkins, Founder of the AA-ISP
• James Buckley, Director of Business Development at Cirrus Insight
• Cole Fox, Director of Sales at LeadIQ
• Ryan O’Hara, VP of Growth/Marketing at LeadIQ

REGISTER
This webinar is complimentary and open to all.
Please click here to register - session will be conducted via Zoom.

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

Whether you’re starting a team from scratch, trying to advance your Inside Sales team, repositioning your team from one function to another, you'll want to join this session. We'll talk about the Basic Building Blocks that MUST be in place, regardless if you're building or transforming your team, to be successful. We'll be joined by individuals so you'll hear Tales from the Real World. Lastly, we'll end with some Workshop Time where we'll brainstorm together solutions to scenarios put forth from the group.

Part I – Basic Building Blocks - we'll talk about: Your Team's Goals, Mission & Vision, Effective Onboarding and Training, Sales Manager 101, Coaching and Motivating your Reps, Reporting and Dashboard Do's and Don’ts’s

Part II – Tales from the Real World – hear from and ask questions of your fellow Sales Leaders who’ve implemented new Inside Sales teams within their company. You’ll hear their Why, How, and What in addition to obstacles overcame and the results achieved.

Part III – Workshop Time – Let’s take what we’ve talked about and apply it to your organization and team. Leveraging an Annual Planning document, what we’ve learned so far, and your peer group, come up with solutions or a starting point to tackling your most pressing priorities.

Join us, learn from your peers, and leave with an actual plan you can take back to your office and team and implement.

**This was the most attended pre-event workshop at AA-ISP Leadership Summit with a 4.6 our of 5 stars. Here's what else attendees had to say:
•Excellent and practical information.
•Dionne was great! Informative and also great to talk to at the Summit. Great connection and had a lot of great info to share!
•Great session
•The second best session I attended. I loved the interactive approach.
•Valuable content - was a good start to the conference.
•She was great.
•High energy, super relevant topic, and she really engaged the audience. This was by far the best speaker and topic of the whole week.
•Great session for 2.5 hours.

About the presenter:
Our presenter, Dionne Mischler, is a 20 year sales and technology veteran and brings great examples, insight, and take aways for you to use immediately. Learn more at www.InsideSalesbyDesign.com.

Thank you to our sponsor Outreach.io and our host SKILZ.

Join us for this special joint Orange County / San Diego joint event!

Whether you’re starting a team from scratch, trying to advance your Inside Sales team, repositioning your team from one function to another, you'll want to join this session. We'll talk about the Basic Building Blocks that MUST be in place, regardless if you're building or transforming your team, to be successful. We'll be joined by individuals so you'll hear Tales from the Real World. Lastly, we'll end with some Workshop Time where we'll brainstorm together solutions to scenarios put forth from the group.

Part I – Basic Building Blocks - we'll talk about: Your Team's Goals, Mission & Vision, Effective Onboarding and Training, Sales Manager 101, Coaching and Motivating your Reps, Reporting and Dashboard Do's and Don’ts’s

Part II – Tales from the Real World – hear from and ask questions of your fellow Sales Leaders who’ve implemented new Inside Sales teams within their company. You’ll hear their Why, How, and What in addition to obstacles overcame and the results achieved.

Part III – Workshop Time – Let’s take what we’ve talked about and apply it to your organization and team. Leveraging an Annual Planning document, what we’ve learned so far, and your peer group, come up with solutions or a starting point to tackling your most pressing priorities.

Join us, learn from your peers, and leave with an actual plan you can take back to your office and team and implement.

**This was the most attended pre-event workshop at AA-ISP Leadership Summit with a 4.6 our of 5 stars. Here's what else attendees had to say:
•Excellent and practical information.
•Dionne was great! Informative and also great to talk to at the Summit. Great connection and had a lot of great info to share!
•Great session
•The second best session I attended. I loved the interactive approach.
•Valuable content - was a good start to the conference.
•She was great.
•High energy, super relevant topic, and she really engaged the audience. This was by far the best speaker and topic of the whole week.
•Great session for 2.5 hours.

About the presenter:
Our presenter, Dionne Mischler, is a 20 year sales and technology veteran and brings great examples, insight, and take aways for you to use immediately. Learn more at www.InsideSalesbyDesign.com.

Thank you to our sponsor Outreach.io and our host SKLZ.

SUMMARY
A top performer can regularly produce 200-300% of quota. While a mis-hire can cost you nearly 100X more than you think. What predicts the difference between a top-performing Inside Sales professional, and a mis-hire?

Join Josh Jarrett, Koru’s Chief Product Officer and Co-Founder, as he presents the final results of the Koru/AA-ISP Hiring Profile Benchmark Study.

WHAT YOU WILL LEARN
In this session, sales leaders will be able to apply how to:
• Screen-in higher quality Inside Sales candidates through the Koru/AA-ISP hiring benchmark profile
• Interview for Inside Sales' top impact skills
• Build a business case for smart recruiting tools

ABOUT OUR SPEAKER
Josh Jarrett, Chief Product Officer & Co-Founder, Koru | Predictive Hiring for Fit
Josh is an experienced innovator and executer in people analytics and higher education technology. Prior to Koru, he led education innovation programs for the Bill & Melinda Gates Foundation in areas such as learning analytics/big data, interactive courseware and tools, diagnostic assessments, and competency-based learning. Earlier in his career, Josh served as a consultant at McKinsey & Company, product manager at Enkata Technologies, and business planning consultant for the National Park Service. His top Koru7™ Impact Skills are Rigor, Grit, and Teamwork.

REGISTER
This AA-ISP hosted webinar is complimentary and open to all.
Please click here to register - session will be conducted via Zoom.

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

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

Whether you are a new or existing member, please join us for our Member Orientation Session! Learn how to maximize the full benefit of your AA-ISP membership in this fast-paced, interactive, 30-minute session.

If you have something particular you would like us to review for our next session, please contact memberservices@aa-isp.org or call 1-800-604-7085 ext 130. We would love to hear your thoughts and suggestions!

NO PREREGISTRATION REQUIRED: click here to ADD TO MY CALENDAR!

Simply follow the link: https://zoom.us/j/3452291189 (or go to https://zoom.us/join and enter meeting ID: 934113156) to log in.

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.

Unable to attend live? Check out our Knowledge Center for a replay of last month's session.

Join us to learn how other sales professionals have advanced in their career from SDR to Team Lead to Manager and all the way up to a VP level!

Topics will include:

How to stand out from other SDRs/AEs/AMs
How to take on more leadership responsibility - and what that means in a sales organization
The career path to becoming a sales leader and CRO/CEO one day

Attendance for AA-ISP members is included in your membership. Non-members are welcome to attend as our guests.

SUMMARY
Every sales leader worries about hiring and retaining good talent. In a competitive sales environment, the urgency to hire is strong and the cost of attrition is high. LinkedIn is no exception, but by putting talent and diversity first, they have learned a great deal about how to hire best-in-class social sellers.

Join us for a special webinar where LinkedIn Sales Solutions will share best practices and provide an inside look at how LinkedIn hires sales talent. Hear from LinkedIn sales leader, Jason Everitt, as he shares his philosophy on how to create an effective hiring process for your sales team.

WHAT YOU WILL LEARN
-The current trends and challenges of finding sales talent
-How to better define and evaluate the best social sellers
-Why your evaluation process matters
-Tips and tricks on sourcing hires

ABOUT OUR SPEAKER
Jason Everitt, Regional Sales Manager, LinkedIn, began his career working with nonprofit organizations in Southern California, before joining and leading the sales organization at Catchafire, a social enterprise in New York that matches nonprofits to skilled volunteers. He now leads the SMB sales team for LinkedIn Sales Solutions in New York, where he helps develop salespeople and sales organizations in the era of social selling.

REGISTER
This AA-ISP hosted webinar is complimentary and open to all.
Please click here to register - session will be conducted via Zoom.

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

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

In its first ever meetup, join Montreal's AA-ISP chapter to network with sales leaders and participate in a panel discussion exploring the impacts of the digital world on inside sales organizations.

Panel:
Yann Besancon VP of Sales @ Salesforce
Zack Brown VP Sales and Marketing @ Dialogue
Simon Leroux EVP @ Research on Investment
Sebastien Leduc VP of Sales @ Amilia

Venue host: GSOFT

The Austin Chapter would like to invite you to our next meeting on August 16th,

With the growth of the Inside Sales profession in Austin and continual investment, 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

Join us to learn how other sales professionals have advanced in their career from SDR to Team Lead to Manager and all the way up to a VP level!
Attendance for AA-ISP members is included in your membership. Non-members are welcome to attend as our guests. We also invite and encourage you to forward this message to any colleagues or associates you think may benefit from attending.
Learn more about this event and register here!

Inside Sales 2017 is a conference series for reps and managers who want to learn new sales skills, discover the latest technologies, and network with fellow professionals.

Join us for an exciting event with Market-Bridge President, Tim Furey speaking on the topic of: The Future of Inside Sales. Making a Transition to a Digital Selling Environment.

When: Thursday, September 7th, 2017
Time: 6:00 PM
Location: Allied Telecom
Address: 1400 Crystal Dr #700, Arlington, VA 22202
Metro: Blue and Yellow Line - Crystal City Metro Station - 6 minute Walk.

Agenda:

6:00 PM Networking
6:30 PM Feature Speaker - Tim Furey, President and CEO of Market-Bridge
7:30 PM Networking and Refreshments

Event sponsored by Allied Telecom and Market-Bridge

Sales Enablement is bringing together sales and marketing and changing how companies and buyers interact. Join our team of experts to share their real life sales enablement stories.

Venue host: Seismic Software

Join us for a panel discussion on why and what metrics matter in sales performance. We are gathering a group of experienced sales leaders and influencers who will talk about their process and results. You will have the opportunity to learn more about the sales development teams as well as the sales account executive teams, their score card process, and overall impact and results.

All roles in the Inside Sales profession are invited to join us for the 2nd annual UNITE Conference taking place on October 4th & 5th in Orlando, Florida!

UNITE 2017 will feature pre-event workshops, dynamic main stage presentations from today's leading sales experts, hands-on breakouts, and demo time to learn about the latest emerging technologies.

Join us!

The Executive Retreat is our Profession’s most strategic gathering for Inside Sales Leaders.

Come together for three-days with a select group of 60 Leaders, Executives, VP’s, and Directors from some of the world’s most prominent companies to learn, share, and network.

The Austin Chapter would like to invite you to our next meeting on October 18th,

With the growth of the Inside Sales profession in Austin and continual investment, 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

Join the AA-ISP for the 3rd annual Inside Sales World. Inside Sales World will be held on 14th November, 2017, at Croke Park Stadium, one of the world’s most unique venues, and will feature presentations from today's most recognized Inside Sales Experts from across the globe. Learn the latest tips, technologies, and proven best practices for solving today's toughest challenges and issues.

Our panel of successful AE's and sales managers will take you through their best practices of how they prospect, qualify, manage their pipeline and close more deals.

The Austin Chapter would like to invite you to our next meeting on December 13th,

With the growth of the Inside Sales profession in Austin and continual investment, 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