You had a great call with a prospect. They saw value in your solution. They have the budget. They’re excited to move forward.

But then, they don’t show up to the next meeting. Sound familiar?

You’re not alone. Research shows that the single most important part of progressing an opportunity is ensuring the next meeting happens.

This webinar will help you do just that. You’ll learn three simple steps that dramatically decrease fall off and keep you on track towards Closed/Won.

DISCOVER TRIED-AND-TRUE TACTICS TO:
• Go for time strong
• Use creative offers to bait the hook
• Ask button up questions

You won’t want to miss this engaging webinar led by sales vets, Steve Richard of ExecVision and Diane Fonseca of TimeTrade.

ABOUT OUR SPEAKERS
Steve Richard, Chief Revenue Officer, ExecVision
Steve’s mission and life's work is to help as many sales professionals as possible become wildly successful. He has been featured in numerous publications including The Harvard Business Review, The Washington Business Journal, and The Washington Post. Outside of work, Steve enjoys scuba diving, skiing, running, and watching lots of football. He lives in Arlington, VA with his wife Ellen and their four kids ages 1, 3, 5, and 7.

Diane Fonseca, Director, Business Development Team, TimeTrade
Diane Fonseca currently leads the Business/Sales Development team at TimeTrade, where she helps S/BDRs develop sales skills, and helps companies unlock a surprising key to accelerating revenue: letting the customer define the schedule. Companies like IBM, Paychex, Zuora, Intuit, PNC Bank and many others leverage TimeTrade’s customer engagement solutions to put an end to sales cycles delayed by phone tag.

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.

Sales executives struggle everyday with pushing their inside sales organization to try new ideas, experiment and test new approaches. These new ideas can fail or disrupt the natural flow of “what’s working” with their tenured inside sales teams. However, as today’s buyer journey is changing, it’s imperative for sales executives to drive innovation in their sales team’s processes, cadence, tech stack, social selling, and many other areas. But how?

It’s simple. All the sales innovation you need is already sitting on the floor, within your four walls, inside your team’s heads. This session will give you practical and easy to implement techniques to gather innovative ideas, test, measure, and validate them, before they are rolled out across the sales team. These techniques are inspired from innovative inside sales teams from today’s largest sales organizations. The most successful inside sales teams find productive and innovative ways to sell. As a sales leader, you have the opportunity to lab test all your best ideas, deliver real productivity gains, and inspire young leaders to participate in the innovation process. Let’s unlock your inside sales team’s innovation and productivity potential, it’s already there, you just need to learn to find it.

Please join us to enjoy an evening of networking, and hear from our esteemed panelists on how they consistently drive innovation from the sales floor:

Sean Burke
Advisor, PandaDoc
Previously; CEO, KiteDesk

David Wright
Chief Marketing & Commercial Officer, Minor League Baseball

Stacy Nethercoat
VP of Tech Data Cloud Solutions

Andy Gould
Director of Campus Development, Presence

Dan Page
SVP Sales Operations, Catalina

Dale Zwizinski
Application Sales Manager- CX Service Cloud, Oracle

Chad Nuss
Chief Revenue Officer, InsideOut
Chapter President, St. Pete/ Tampa Association of Inside Sales Professionals (AA-ISP)


Parking Details:
Parking on the street is free from 6 pm to 8 am in designated areas (white signs with green lettering)

Parking garages near the Courtyard by Marriott by proximity (rates vary between $1-$10/hour):
350 3rd Street North (0.2 mi)
150 2nd Ave N #470 (Platinum Parking East, LLC) (0.3 mi)
117 2nd St N (Sundial Parking Garage) (0.4 mi)

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 and CEO and Founder, Tim Furey speaking on the topic of: The Future of Inside Sales: 5 Critical Investments to Transition to Digital Selling

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, CEO and Founder of Market-Bridge
7:30 PM Networking and Refreshments

Event sponsored by Allied Telecom and Market-Bridge

About the event -
With more than 50% of the buying process being done online before customers even engage with a sales resource, today’s inside sales teams must be migrating to digital selling to meet those customers where, when and how they want to engage to remain relevant.

Tim Furey, CEO of MarketBridge will talk about 5 critical investments required to enable this transition to the digital sales rep of the future. Tim’s presentation will be based on years of experience working with some of the most advanced sales organizations, including HP, Microsoft and IBM among others, to implement digital sales solutions.

MarketBridge provides enterprise and emerging growth product executives and sales channels with predictive analytics and content personalization to improve Product Revenue Management.

Using AI-driven technology, our Stringer™ solutions create trigger-based sales plays for customer acquisition, retention, and upsell/cross-sell. The result is the identification and monetization of “hidden” sources of revenue. Our Stringer™ technology combines human and artificial intelligence to aggregate, analyze, and act on volumes of 3rd party and internal customer data and content. Our solutions help all product execs and sales channels prioritize the right customers, offer the right products, and maximize product revenues.

We look forward to this event, please contact Ivan Gomez, President, AA-ISP DC Chapter - 603-396-1314 |emailto:ivango1@yahoo.com

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

We are excited to have Chris Beall, CEO of Connect and Sell on-site discussing the realities of cold calling. In this discussion Chris will cover:

- The role of cold calling in a company's life cycle
- Calculating the costs of a dial, conversation and meeting
- Managing calling efficiency and effectiveness
- What cold calling delivers beyond meetings
- Checklist for adding cold calling into your business.

Chris is well known in the industry for posting "daily stats" with call activity including conversations, meetings set, and follow ups showing the power of accelerating cold calling. Feel free to connect or follow him on LinkedIn at https://www.linkedin.com/in/chris-beall-7859a4/

According to HubSpot, the reasons why top performers leave your organization is 1) Money; 2) No Career Advancement; and 3) Undefined Roles.

If you are struggling with trying to grow your business with hunters that are stuck in farming and fishing roles, please join us for an evening of discussions and ideas on building a layered team structure.

Topics include:
1. Staffing for a fast ramp.
2. The importance of onboarding.
3. The hunter, the fisherman, and the farmer. Why one rep cannot be great at all three.
4. How to define roles and map the career path.

Thank you again to our hosts Roland DG!
Location Information:
Roland DGA Corp.
15363 Barranca Pkwy.
Irvine, CA 92618

Gong.io has analyzed over 519,000 sales-call recordings with AI discovering there are specific words and phrases buyers say that indicate their true purchase intent.

Join the webinar to learn these five data-backed signals.

WHAT YOU WILL LEARN
• A key phrase indicating trouble for your deal (plus one that's actually a good sign)
• Why you should be concerned when they're a little too enthusiastic (and what to do about it)
• How to tell if someone is a serious buyer or just "kicking tires" based on their language patterns
• Two ways to avoid "landmines" that will turn your "sure-thing" deal into closed-lost

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.

The difference between a good sales leader and a great sales leader, in the eyes of investors and board members, is "Forecast Accuracy" so that they have better visibility into the health of the business, and "Closing Skills" because missing the number is never OK.

For our next chapter meeting we have assembled a panel of local top sales leaders from high growth and high valuation companies to share their pipeline management / forecasting techniques, and their favorite closing tactics to get stuck deals over the finish line.

Get ready for an entire chapter meeting focused on helping quota carrying sellers shorten sales cycles, forecast more accurately and close more business.

If you are a quota carrying sales person or leader, or just aspire to be one...don't miss this next chapter meeting.

Topic: Coffee Is For Closers!
Host: ServiceNow
Sponsor: Level Eleven
Location: 2225 Lawson Ln, Santa Clara, CA 95054
Date: Wednesday, September 13th, 2017
Time: 5:00pm to 8:00pm PST 

Panelists: 
Kathleen Lord SVP Global Sales, Intaact
Greg Holmes, Head Of Sales, Zoom
Denise Hayman, VP Global Security Sales, Neustar
Greg Volm, VP of Sales, Prezi
Marc Silberstrom, VP of WW Sales, Clari
Craig Rosenberg, Cofounder & Chief Analyst, TOPO

Agenda & Schedule: 
5:00PM to 6:30PM – Arrival, Registration, Networking
6:30PM to 6:40PM – AA-ISP Overview, State of the Chapter
6:40PM to 6:45PM – Intro To Our Sponsor, (Level Eleven)
6:45PM to 6:50PM – Intro To Our Host (Service Now)
6:50PM to 7:00PM – Welcome & Panelist Introduction
7:00PM to 8:00PM – Chapter Meeting Discussion 
8:00PM to 9:00PM – Closing Remarks, Networking

Food & Beverage: 
Our host (ServiceNow) and sponsor (Level Eleven) will provide free food and drinks. Please do not hesitate to invite your friends and colleagues. Non-members are welcome. 

Parking:
Plenty of parking available at the event location

Before you focus on results, you need to focus on your people. Join us for our next meeting as we break down the building blocks to a successful hiring strategy. We'll discuss best practices to hiring impactful sales teams, along with what it takes to get noticed and hired by those same top performing sales team.

Hope you can Join us!

Agenda:
6:00-6:30: Networking
6:30-7:00: Session: Hit Your Revenue Goals By Hiring Smarter – AA-ISP and Koru Benchmarking Study Presentation
7:00-7:30: Panel & Discussion: Idea Exchange — Hired and Getting Hired In Today’s Innovation Economy
7:30-8:00: Networking


Speaker Line-up:
• Lori Richardson - CEO & Founder of Score More Sales
• Kristen Hamilton - CEO & Founder of Koru
• Josh Jarrett - CPO and Co-Founder of Koru
• And more to come!

The purpose of this event is to share and discuss the different strategies and tactics to move a sales cycle forward. We have two great speakers with a wealth of knowledge around sales and sales tactics to help guide the conversation.

Sales enablement is a fast-growing discipline: In 2013 19% of CSO Insights study participants reported having an enablement initiative or function. In 2016, 34% reported having an enablement initiative or function.

Join our panel of experts to share their real-life sales enablement stories about what is sales enablement, how do you know when you need it, and how do you implement it successfully. This event is for sales trainers, sales ops, marketing, inside sales, customer success, or sales leaders who want to know more about how to create a sales enablement initiative at their company.

We will discuss:

What is sales enablement?
How do sales training and sales enablement differ?
Why is it difficult to define?
What do you need to do to prepare for a sales enablement initiative?
Why is the focus on the customer journey so important?
How big should your sales team be before you start thinking about enablement?
When should you start thinking about starting a standalone sales enablement function?
What are some useful sales enablement tools?
What’s a good career path to sales enablement leadership?

Confirmed Panelists:

Maria White, Global Director, Sales Enablement, ServiceNow
Joe Archer, Director of Sales Operations – CRM and Sales Technologies, Teradata
Michael Fedynyshyn, Senior Director, Sales Operations & Enablement, Early Warning®
Stephan Brisard, Director, Demand Generation, ESET
Catherine Bonin, Sales Enablement Manager, NXP Semiconductors
Melissa VanPelt, Director, Seismic Community

Venue Sponsor: Seismic
Food Sponsor: ConnectandSell
Beverage Sponsor: Vonage

Are you are fresher looking to know whats' there in Insidesales job?
Are you an early career stage Insidesales professional looking to build and excel in your Insidesales Career?

Insidesales/ SDR are used interchangeably with terms such as Sales Development Rep, Business Development Manager, Account Manager, Account Executive

AGENDA

Time:4 PM - 6:45 PM
4 PM - 4:15 PM Intro (AA-ISP & Speaker Intro)
4:15 PM - 5:15 PM (Speaker 1)
5:16 PM - 6:15 PM (Speaker 2)
6:16 - 6:45 PM (Snacks/ Networking)

Speakers:
1) Ashish Cherian, Director of Inside Sales, Adobe
Topic: What does it take to land Insidesales Job?
- Straight from College myths regarding insidesales job
- What Skills are required?
- How to build your skill set?

Speaker 2: Ketan, Founder, Mettl
Topic: How to do Insidesales in a SAAS Company?
- What is a typical inside sales process in a SAAS company?
- How does a day look like for an SDR from CEO's standpoint?

Contact us at 842 733 4899 for any info.

Attendance for AA-ISP members is included in membership and non-members are welcomed 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 & Register Now!

In this session, we will be discussing and constructing highly-effective "Value Statements that Capture the Attention of your Prospects". We look forward to seeing you there!

SUMMARY
How many times do sellers take the same approach with every potential customer? Too many sales people fail to recognize that an individual’s job title has very little to do with the perspective they bring to a buying decision.

The single biggest indicator of what a decision maker cares about is the role they are playing in the individual decision they are considering. Recognizing and reacting to the differences between these roles has a serious impact on selling success.

YOU WILL LEARN HOW TO:
• Define different buying roles in a decision
• Recognize what role a buyer is playing
• Tailor your messaging to the targeted buyer role

ABOUT OUR SPEAKER
Tom Snyder is the founder of Funnel Clarity; a training and consulting company formerly known as VorsightBP. His passion is helping companies achieve measurable sales performance improvement. He is a sought after international speaker and was named one of the Most Influential Sales Leaders. He has authored two McGraw Hill best sellers, Escaping the Price Driven Sale and Selling in a New Market Space.

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 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.

Our next Chapter meeting will host Patrick Williams to discuss how to penetrate the C-Suite effectively via Video correspondence.

Patrick Williams is an expert in company communications and employee engagement currently working for Dynamic Signal. They are a mobile first communications platform that allows you sent relevant and targeted messages all in real time. Patrick was the first hire for Dynamic Signal's NYC office with a focus to build out the Enterprise Business Development team. They currently work with Edelman, IBM, BMW Group, Vodafone, JP Morgan Chase, Oracle, and Citi.

Patrick will cover:
- Live examples of successful video outreach
- The messaging and results
- Technology stack
- Q/A

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!

We all know having a Digital Strategy is a MUST have in 2017, however, where to begin? Does it matter if we're in Sales or Marketing? Or both?

Join us for our final Chapter meeting of 2017 as Koka Sexton shares with us the Keys to Deploying an Effective Digital Selling Strategy.

Register today, save your seat, and bring a colleague.

Round table discussion presenting the most prevalent questions, challenges and topics to a panel of Sales Development leaders from the Greater D.C. area. Join us to network, share and advance your career. Bring your questions and present them to the panelist in this amazing forum.

Agenda:

5:30 PM to 6:30 PM Networking, refreshments and social time.
6:30 PM to 7:30 PM Round table panel Q&A.
7:30 PM to 8:00 PM Networking

Date, Thursday, October 12th, 2017
Location: WeWork Offices in Washington, DC. - White House location
1440 G St NW, Washington, DC 20005

5 minute walking distance of Metro Center, McPherson square or Federal Triangle metro stations.

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.

Our end of year event will be hear about the state of digital selling tied in with Account Based Sales Development - with none other than the author of "Social Selling Mastery: Scaling Up Your Sales and Marketing Machine for the Digital Buyer" and Founder of Sales For Life, Jamie Shanks.

We expect a full house, so RSVP early to reserve your seat. More details to follow.

Thank you to LogMeIn for hosting our Chapter Meeting and providing refreshments.

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

The new era of Digital Selling is upon us. Every sales role, whether inside or in the field, is connected and engaging customers and prospects virtually through email, video, text, web and a variety of social networks. Digital Sales World will help all sales professionals and leaders stay on top of the latest trends, technologies, tips and strategies to boost their performance and revenue.

The new era of Digital Selling is upon us. Every sales role, whether inside or in the field, is connected and engaging customers and prospects virtually through email, video, text, web and a variety of social networks. Digital Sales World will help all sales professionals and leaders stay on top of the latest trends, technologies, tips and strategies to boost their performance and revenue.