Digital selling, virtual selling, remote selling–no matter what you call it, this sales modality is here to stay. Competitive organizations across industries are leading the way, urged onward by buyers who say “we don’t need/want to buy in person anymore.” What can we learn from the successes and missteps of digital sales trailblazers? How do you grow your digital sales team, starting wherever you are today? How are you optimizing your tech stack for the digital environment?

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Please note, participation in an AA-ISP Forum requires Forum Membership.

Members develop long-term, meaningful relationships within the group, sharing ideas, collaborating with other members, and providing advice, thought leadership, and relevant organizational expertise on the topics and challenges discussed. Members are invited to present a case study on an organizational structure, process, or challenge within their company.

Learn about AA-ISP Forums and apply today!

Over half of companies use the same approach for every marketing and sales conversation. They stake their strategy on one-size-fits-all messages and tactics for both customer acquisition and customer expansion.

But these companies are unwittingly putting their revenue in jeopardy. Behavioral studies show a 180-degree difference between what motivates new prospects versus existing customers to buy.

How can you create enough energy to dislodge competitors and win new business? How do you ensure you don’t unintentionally push your existing customers away?

In this Training Tuesday with Tim Riesterer, Chief Strategy Officer of Corporate Visions, you’ll get counterintuitive, science-backed skills and techniques to articulate your value and tailor your approach to match your buyer’s motivations in the moment.

Specifically, you’ll learn how to:

• Disrupt and dislodge your prospects’ status quo vendor to win new business.
• Defend, retain, and grow your relationships with existing customers.
• Use science-backed techniques and frameworks to win more revenue from your new prospects and existing customers.

Format: 

All will have the ability to turn on video, unmute to ask questions, and fully participate in this unique training opportunity. Breakouts will be utilized during the session for hands-on application of the lessons learned.

Register:

This AA-ISP training session is a benefit of AA-ISP Membership. If you are not yet an active member, you are invited to attend one session as our guest. 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.

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

Digital selling, virtual selling, remote selling–no matter what you call it, this sales modality is here to stay. Competitive organizations across industries are leading the way, urged onward by buyers who say “we don’t need/want to buy in person anymore.” What can we learn from the successes and missteps of digital sales trailblazers? How do you grow your digital sales team, starting wherever you are today? How are you optimizing your tech stack for the digital environment?

______________________

Please note, participation in an AA-ISP Forum requires Forum Membership.

Members develop long-term, meaningful relationships within the group, sharing ideas, collaborating with other members, and providing advice, thought leadership, and relevant organizational expertise on the topics and challenges discussed. Members are invited to present a case study on an organizational structure, process, or challenge within their company.

Learn about AA-ISP Forums and apply today!

Compensation planning is a fascinating topic for most customer success leaders. What does your org’s compensation package look like? How effective is your comp plan at incentivizing your team to drive adoption, utilization, and satisfaction? How about driving retention and expansion? When good talent chooses to leave, how often is comp stated as a factor in their departure? What would you most like to learn about comp plans from your fellow leaders?

______________________

Please note, participation in an AA-ISP Forum requires Forum Membership.

Members develop long-term, meaningful relationships within the group, sharing ideas, collaborating with other members, and providing advice, thought leadership, and relevant organizational expertise on the topics and challenges discussed. Members are invited to present a case study on an organizational structure, process, or challenge within their company.

Learn about AA-ISP Forums and apply today!

Supply chain disruptions, corresponding shortages, and the “great reshuffling” of the labor market have led to an exceptionally arduous business environment.

No matter how you spin it, telling a customer “I’m sorry” is never easy. So, is it possible to effectively handle a crisis right away and rescue the relationship all while advancing it to an even higher level?

Join Doug Hutton, EVP Customer Experience, to learn a clear and consistent apology framework you can begin using right away to positively influence customer goodwill and even increase their loyalty in the process.

Specifically, you’ll learn how to:

• Apply the results of an academic behavioral research study conducted with 500 B2B decision makers.
• Use precise message choreography to recover from critical service failures.
• Avoid a “just-the-facts” approach that proves to be the least effective way to apologize.

Format: 

All will have the ability to turn on video, unmute to ask questions, and fully participate in this unique training opportunity. Breakouts will be utilized during the session for hands-on application of the lessons learned.

Register:

This AA-ISP training session is a benefit of AA-ISP Membership. If you are not yet an active member, you are invited to attend one session as our guest. 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.

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

Whether it was due to a service failure, supply chain challenges, or they were lured away by a better price; your formerly loyal customer decided to leave.

But does that mean it’s over for good? Or could there be a way to win them back?

In this interactive Training Tuesday with Doug Hutton, EVP Customer Experience, you'll learn a winning, science-backed messaging framework you can use to influence past customers to return.

Specifically, you'll learn how to:

• Approach lost customers to re-engage them.
• Align your messaging to the unique psychology of former customers.
• Use your past customer's reason for leaving to influence them to return.

Format: 

All will have the ability to turn on video, unmute to ask questions, and fully participate in this unique training opportunity. Breakouts will be utilized during the session for hands-on application of the lessons learned.

Register:

This AA-ISP training session is a benefit of AA-ISP Membership. If you are not yet an active member, you are invited to attend one session as our guest. 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.

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

DigitalNow Revenue Summit 2023 (AA-ISP’s Annual Leadership Summit) is where revenue professionals from all commercial disciplines—inside sales, digital sales, field sales, marketing, enablement, and customer success—join forces as one team. 

We hope to see you April 18 - 20, 2023!

Rather than chasing aggressively after new business this year, many companies are focusing even more on their existing customers. After all, your existing customers know you. You’ve proven your value. And you don’t need to work so hard to convince them to do more business with you—at least in theory.

However, behavioral science research shows that to win more business with existing customers, you must take an entirely different approach than with new prospects. 

What sorts of messages and skills do you need to expand business with your existing customers?

In this interactive Training Tuesday with Catherine Alexander, VP, Training Services, Corporate Visions, you'll learn how to influence the customers you already have to stay and buy more.

Specifically, you'll learn how to:

• Defend, retain, and grow your relationships with existing customers.
• Tailor your messages using science-backed frameworks to match your existing customers’ buying psychology.
• Use science-backed techniques and frameworks to win more revenue from your existing customers.

Format: 

All will have the ability to turn on video, unmute to ask questions, and fully participate in this unique training opportunity. Breakouts will be utilized during the session for hands-on application of the lessons learned.

Register:

This AA-ISP training session is a benefit of AA-ISP Membership. If you are not yet an active member, you are invited to attend one session as our guest. 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.

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

When you’re sitting across from a CXO, you only get one shot to pique their interest. If you don’t come to the table with enough knowledge and insight, they’ll shut you down without a second thought, and you won’t get another opportunity. 

In this interactive Training Tuesday with Jim Druckrey, C-Suite Practice Leader, Corporate Visions, you'll learn how to create enough urgency to get executive buyers to change now, and build a meaningful business case to help them justify that decision.

Specifically, you'll learn how to:

• Dislodge and disrupt your decision maker's status quo with a powerful reason to change and change now.
• Tell a business impact story that connects your value to your executive buyer’s business initiatives.
• Develop the conversational confidence and competence you need to engage C-suite and financial decision makers.

June's Training Tuesday is made possible by Outreach which unlocks seller productivity so that sales teams can efficiently create and close more pipeline.

Format: 

All will have the ability to turn on video, unmute to ask questions, and fully participate in this unique training opportunity. Breakouts will be utilized during the session for hands-on application of the lessons learned.

Register:

This AA-ISP training session is a benefit of AA-ISP Membership. If you are not yet an active member, you are invited to attend one session as our guest. 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.

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

Unfortunately, many of the industry “best practices” that supposedly help distinguish you from your competitors are actually having the opposite effect—you end up sounding exactly like everyone else. And when you sound like everyone else, your buyers become more indecisive and less likely to change from what they’re doing today. In other words, the dreaded do-nothing, No Decision loss. 

To break through buyer inertia and get prospects to leave their current situation, you need to tell a story that makes a compelling case for why they should change, and why they should change now. 

In this interactive Training Tuesday with Rob Perrilleon, SVP Delivery, Corporate Visions, you'll learn how to go beyond the typical value proposition and bring your disruption-minded story to life with skills rooted in Decision Science.

Specifically, you'll learn how to:

• Defeat what behavioral experts call Status Quo Bias and persuade your prospects to change.
• Clearly differentiate your solutions from competing alternatives.
• Build a more qualified pipeline and establish an unfair competitive advantage.
  
  

Format: 

All will have the ability to turn on video, unmute to ask questions, and fully participate in this unique training opportunity. Breakouts will be utilized during the session for hands-on application of the lessons learned.

Register:

This AA-ISP training session is a benefit of AA-ISP Membership. If you are not yet an active member, you are invited to attend one session as our guest. 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.

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

In this interactive Training Tuesday with Dr. Carmen Simon, Chief Science Officer, Corporate Visions, you'll learn how to grab your prospect's attention on virtual sales calls and control what your buyers remember.

Format: 

All will have the ability to turn on video, unmute to ask questions, and fully participate in this unique training opportunity. Breakouts will be utilized during the session for hands-on application of the lessons learned.

Register:

This AA-ISP training session is a benefit of AA-ISP Membership. If you are not yet an active member, you are invited to attend one session as our guest. 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.

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

Traditional sales negotiation training teaches salespeople to “power up” or seize the upper hand in a negotiation. But this approach isn’t as effective as it used to be.

Your buyers now have all the power in sales negotiations. They approach these conversations armed with the confidence to demand discounts—and walk away when they don’t get them.

So, when prospects and customers start making demands for your time and your resources, and start asking for discounts, you need to embrace the natural tension of the moment and learn how to exchange value, rather than give it away.

Join Joe Collins, Facilitating Consultant, Corporate Visions, to learn how to close larger, more profitable deals using science-backed negotiation techniques.

Specifically, you'll learn how to:

• Create pricing uncertainty to increase deal size.
• Creatively manage complex, consensus-driven deals where the buyer seems to have all the power.
• Increase per-customer profitability by ensuring contract renewals.

September's Training Tuesday is made possible by Outreach which unlocks seller productivity so that sales teams can efficiently create and close more pipeline.

Format: 

All will have the ability to turn on video, unmute to ask questions, and fully participate in this unique training opportunity. Breakouts will be utilized during the session for hands-on application of the lessons learned.

Register:

This AA-ISP training session is a benefit of AA-ISP Membership. If you are not yet an active member, you are invited to attend one session as our guest. 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.

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

As a sales leader, you hold the big vision for your organization. You create momentum for this vision by pulling others along with you. Your work requires decisiveness, focus, and creativity.

This kind of executive presence takes energy. Now it’s your time to relax and rejuvenate your mind and spirit alongside other top leaders who can relate.

Join us for an Executive Retreat, surrounded by authentic Old World charm at this sumptuous 100-year-old historic hotel. Be inspired by the rich colors of the American Southwest as you unlock your sense of adventure in this alluring city.

Even when you deliver a knock-out sales message, you won't always get the result you want right away. Why? Because your prospects raise objections.

Join this interactive Training Tuesday with Catherine Alexander to learn how to overcome your buyer's most deeply-rooted objections.

Specifically, you'll learn how to:

• Handle rational objections in four simple steps.
• Navigate emotional objections using stories, analogies, and metaphors.
• Use the objection reframe formula to reassure your buyer.
  
  

Format: 

All will have the ability to turn on video, unmute to ask questions, and fully participate in this unique training opportunity. Breakouts will be utilized during the session for hands-on application of the lessons learned.

Register:

This AA-ISP training session is a benefit of AA-ISP Membership. If you are not yet an active member, you are invited to attend one session as our guest. 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.

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

As a sales leader, you hold the big vision for your organization. You create momentum for this vision by pulling others along with you. Your work requires decisiveness, focus, and creativity.

This kind of executive presence takes energy. Now it’s your time to relax and rejuvenate your mind and spirit alongside other top leaders who can relate.

Join us for an Executive Retreat, surrounded by an enchanting 19th Century English estate. This award-winning hotel and country club near London features three golf courses, a spa, five swimming pools, and three restaurants.

Chances are, over 70 percent of your revenue comes from existing customers. For some organizations, this number may be closer to 90 percent.

But almost 60 percent of B2B organizations don’t see any need to differentiate their approach between acquiring new customers versus keeping and growing existing customers. They simply use the same approach, regardless of customer relationship.

But research shows that the buying psychology in renewal conversations is 180 degrees different than in acquisition conversations. And if you don’t tailor your sales conversations to meet these unique pressures and demands, you’re putting most of your revenue at risk.

Join this interactive Training Tuesday with Doug Hutton, EVP Customer Experience, to learn how to keep and grow existing customers to drive long-term value.

Specifically, you'll learn how to:

• Defend your incumbent position from competitors.
• Strengthen your customer relationship.
• Win more renewal conversations.

November's Training Tuesday is made possible by Outreach which unlocks seller productivity so that sales teams can efficiently create and close more pipeline.

Format: 

All will have the ability to turn on video, unmute to ask questions, and fully participate in this unique training opportunity. Breakouts will be utilized during the session for hands-on application of the lessons learned.

Register:

This AA-ISP training session is a benefit of AA-ISP Membership. If you are not yet an active member, you are invited to attend one session as our guest. 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.

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

Join this interactive Training Tuesday with Paul George, Facilitating Consultant, Corporate Visions, to learn how to use the power of stories to make your message connect with your buyer in an emotional and personal way.

Specifically, you'll learn how to:

• Use you-phrasing to invite the buyer to place themself at the center of the story.
• Share a compelling personal story.
• Tell a customer story with contrast.

Format: 

All will have the ability to turn on video, unmute to ask questions, and fully participate in this unique training opportunity. Breakouts will be utilized during the session for hands-on application of the lessons learned.

Register:

This AA-ISP training session is a benefit of AA-ISP Membership. If you are not yet an active member, you are invited to attend one session as our guest. 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.

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