Business-as-usual has changed, and top leaders are getting out in front in ways beyond work-from-home management. AA-ISP is bringing our community a Factor8-produced virtual workshop for real-time help, skills, tips, and strategies in a highly interactive virtual training session (not a listen in the background webinar!). Let’s help our front-line leaders manage productivity without micromanagement, ensure preparation for a tough Q2/Q3, and increase the quantity AND quality of their rep coaching. We’ll go beyond tips to templates, steps, and even remote practice of new skills.

1.5 hour workshop will deliver:

1. How to move floor coaching to remote coaching
2. Do's and don'ts of remote management
3. A step-by-step model for delivering quality call-coaching feedback
4. Identifying culture-killing behaviors (the NOT great coaching)
5. A formula for making time to coach the right reps the right amount
6. Building rep confidence
7. Hands-on practice with new skills

Session Takeaways:

Delivering at least 15 ready-to-execute tips pulled right from the AISM (AA-ISP's Accredited Inside Sales Manager) and The Sales Bar delivered in an interactive session perfect for developing and preparing any leader who manages people.

Bonus: Learn best practices in virtual facilitation to run your own sessions!

Factor 8 Moderators:

Kelly Spencer

Kathleen Liles

Lauren Bailey

Register:

This AA-ISP-hosted webinar is complimentary and open to all. Session will be conducted via a live meeting in 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.

If you are a seller or manager who wants strategies and scripts for how to handle prospecting and deal delays, join us for this special edition of the #livesaleslab.

30 minutes, one time only, not recorded. Show up and share!

Presented and hosted by: Carole Mahoney, The Sales Coach Expert

#CELEBRATE EVERYDAY WINS ONLINE

Our friends over at Gong.io are invite the AA-ISP Community to the #celebrate Online event April 7th!

Sales teams that practice revenue intelligence have a real-time pulse on their customers’ reality, grounded on facts instead of opinions. This approach is even more vital today, when our markets and operating environments are unpredictable.

#celebrate Online is a day full of relevant content and live networking, where you'll be constantly interacting with speakers & attendees, engaging with content and delighted by new tricks up our sleeves.

Get ready to challenge conventional wisdom when it comes to digital events, because #celebrate Online is like nothing you’ve seen before… but what else would you expect from Gong?

The AA-ISP recognizes that many sales reps, whether in field sales or inside sales are transitioning to work from home models. We are here to help educate and prepare all sales functions and leaders to effectively serve, support, and sell to clients and prospects via a virtual, home office.

Given the recent closure of events and office facilities along with sales reps being asked to work from home, it remains critical that we stay virtually connected to and engaged with both clients and prospects. This 1-hour session will provide you with a quick-start guide to transition your team or your own role into an inside-selling model.

Topics covered will include the following:

• Mindset: How to prepare yourself and your team to work effectively in a virtual role
• Boundaries: Setting expectations for yourself, your family, friends, and colleagues
• Tools & Technologies: Setting up your home-based office and the must-have tools and tech you need to now do your job 100% virtually
• Prospecting: We will take a deep dive into the various aspects of effective virtual prospecting including pre-call research, how to personalize, and social outreach methodologies including LinkedIn
• Leadership: Best practices for leaders who now are now managing remotely
• Teamwork and Social Interaction: Ideas on staying virtually engaged and connected with co-workers

All registrants will receive a workbook prior to the workshop which they will complete during the session.

Register:

This AA-ISP-hosted webinar is complimentary and open to all. 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.

About David Masover

David Masover has over 30 years of B2B sales experience including roles from front-line, commission-only rep to VP of sales. He is an Amazon best selling author of three books on sales and sales management and is a co-founder of Branders.com, the world's largest online seller of promotional products. David is currently engaged in private sales coaching, consulting, blogging and writing. You can learn more about David and reach him through his website at www.davidmasover.com.

Networking:

We’ll have beer and wine throughout the meeting and time for networking before and after the session begins.

Parking and Location:

There is street parking and lots nearby. Please take the elevator to the 9th floor to the Upserve office.

Please thank our sponsors by considering their services:

Top Line Systems

Top Line Systems is dedicated to helping industrial companies find more customers. And we’ve been doing it for almost 20 years.

Upserve

Upserve is the restaurant management platform serving up everything you need to know to run a smoother operation and exceed guest expectations.

Wondering how other teams are doing with our new Work/Sell-From-Home reality? 

We thought it would be fun (and educational, of course) to bring a team together each Friday to share their experiences, stories, and provide advice for others who are facing this new way of selling, managing, and moving forward.

This week, we will chat with the team at Digital Lumens who has gone fully remote with team members around the US. They have had their fair share of challenges as they got started but together have put new processes, goals, and clear expectations into place.

They will join us to share their experiences and take questions from fellow AA-ISP sellers and leaders to help provide resources and continue the conversation on moving the profession forward in this time of change!

Topics discussed will include:

• Recent Successes - Keeping the positive vibe top of mind!
• Prospecting/Outbound – What has changed in their processes?
  • Current Customers
  • Prospecting
• Team Collaboration  
  • How often are you meeting as a team?
  • Tips for other teams
• Motivation
• How is Digital Lumens addressing motivation?
• Tools & Technology
• What does the Digital Lumens WFH Tech Stack look like?
• Home/Work-Life Balance
• With our home and work lives blurred, the Digital Lumens team will share how they are structuring work and family needs.
• What was the craziest blooper or most embarrassing moment that happened to you since working from home?

Who Should Attend?

• Anyone who has an interest in learning how other teams are succeeding in this time of change!

Register:

This AA-ISP-hosted webinar is complimentary and open to all. 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.

Every sales leader knows that coaching is important. Now more than ever, high-quality coaching will take teams to the next level and can improve quota attainment by 19%, but not all coaching methods are created equal.

This live, interactive webinar will teach you to ditch the on-the-fly feedback, and give you a methodology and system in place to achieve the best outcomes. Sales leaders need to continue to evolve as coaches, especially in this remote sales world we are all currently living in. The success of our teams depend on it.

In this session, we will give real-life coaching and feedback which will teach you:

• The difference between coaching and feedback
• Why coaching is critical to your organization's success
• Examples of what a good coaching session looks like
• Where to start when developing a structured coaching program

Speaker:

David Leinweber, LevelEleven

Bob Perkins, AA-ISP

Register:

This AA-ISP-hosted webinar is complimentary and open to all. 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.

The Boston AA-ISP Chapter listened to your requests for skills in improved storytelling, demo-ing and presenting featuring award-winning author and speaker Julie Hansen - UPDATED for our "new" sales environment. 

Sales has gone remote. Are you “camera ready”? Now, more than ever, it’s time to master your remote on-camera skills in order to create valuable face-to-face time with prospects – and close more sales. 

According to research done by Gong.io, closed deals involve webcams being used 41% more often than lost deals.

So what is keeping you from using video? Maybe you’re intimidated by the camera, not sure if you’re doing it right, or just feel awkward.  You are not alone. Speaking to a camera is an unnatural act.  Even actors who transition from stage to film struggle with it.  But they overcome it by learning specific on-camera techniques.  Now you can learn them too! 

In this session, actor and sales presentation expert Julie Hansen shares acting secrets to help you overcome your fear of the camera and start using video to ramp up your sales.

You will learn:

1. How to be “natural” and relaxed on-camera
2. The secret to connecting with your customer remotely
3. What to do with your eyes, face and hands
4. Michael Caine’s “less is more” technique
5. How to use a script on-camera

Julie Hansen teaches critical new skills for crafting and delivering a winning sales presentation, conversation or demonstration that engages and persuades today’s busy decision-makers.

Register:

This AA-ISP-hosted webinar is complimentary and open to all. Session will be conducted via Boston Chapter 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.

Due to the current COVID-19 situation, many of our members are faced with new challenges surrounding the sales tech stack they need to run and manage, as well as coaching their teams in a virtual setting. Each April at the Leadership Summit, 50+ tools and technologies are showcased, and our members explore the expo, talk with providers, and ultimately make decisions on what technologies their teams will adopt to improve performance.

As you know, the #LS2020 event has been rescheduled for August 18th - 20th, but we know your teams are still needing access to the latest tech. During this webinar, Dan Cilley with Vendor Neutral and Bob Perkins will discuss the current tech landscape, share some key technologies with you, and give you a resource to assess the needs of your team - now!

Additionally, you will get to see firsthand (3) 5-minute demos from our #LS2020 sponsors which could make an immediate impact on how you sell virtually.

Moderators:

Dan Cilley, Vendor Neutral

Bob Perkins, AA-ISP

Register:

This AA-ISP-hosted webinar is complimentary and open to all. 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.

Sales reps and leaders...don't miss this meeting, the AA-ISP Columbus Chapter has opened up their virtual event to all!

We are excited to have Chris Beall, CEO of ConnectAndSell discussing the realities of cold calling.

This discussion 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!

Register:

This AA-ISP Chapter-hosted webinar is complimentary and open to all. 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.

LIVE DISCUSSION!

****Limited to the first 50 registrants****

This small-group, roundtable discussion is designed for our leaders who are selling through distribution channels. We will come together to share our challenges, ask each other for advice, and throw around ideas to help improve performance.

This roundtable will not be your typical webinar. All participants will be live on Zoom.  Leave your video on or turn it off... totally up to you! Come prepared to learn, share and (most of all), be open to new ideas!

Register:

This AA-ISP hosted session is complimentary and open to both members and non-members; limited to the first 50 registrants. 

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

Paris Chapter quarterly event - agenda to be confirmed

The turmoil amongst the COVID-19 pandemic is far greater for SMBs. Being “of service” in this environment is about helping SMBs navigate and potentially pivot their business. In a recent Accenture Survey, 62% of SMBs state they are highly likely to renew products or services they purchased. Now is the time to be there for new and existing clients desperately needing your support. Being “of service” matters – today more than ever.

Join this webinar conversation with Jacqueline Morgan to share, borrow and implement ideas big and small to help SMBs see the path to survival and  possible market opportunities.

WHAT YOU WILL LEARN: 

• Tip 1: Understand SMB behavior trends and how to navigate during this pandemic
• Tip 2: Why service is the new sales
• Tip 3: See and share examples of COVID-19 programs for SMBs

Speaker: 

Jacqueline Morgan, Accenture

Register:

This AA-ISP-hosted webinar is complimentary and open to all. 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.

Panelists: 

Hannah Cho, VP Corporate Communications at BMC Software

Brett Blackney, Global Director of Sales Development & Programs at HackerRank 

The mission is complete, the sale is won or lost, and the quarter is over. What comes next? Is it time to go after the next client or time to get started on the next quarter? No, it is time to have a Debrief. Take this time to review what your team did right, what they did wrong, what they can improve, and what they can learn. As a military and business professional, nothing is finished until the Debrief is completed.

In “Communication is Key: The Art of the Debrief,” your teams will learn the steps and the art form of leading and conducting an effective Debrief. Many companies review their productivity without ever getting to the heart of the matter. Unfortunately, they only review the surface-level causes and do not get to the root of the issue. They miss the opportunity to build best practices that can have an exponential impact on their business going forward.

Session takeaways: 

• The steps and the art form of leading and conducting an effective Debrief
• How to create an open, honest, and inclusive environment where a culture of Debriefing can flourish
• How Debriefing can drive agility and improved performance throughout their organization

Speaker:

Patrick "Lips" Houlahan, Strategic Leadership Consultants, LLC.

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.

From aggressive growth targets to stalled pipeline to customer churn, Inside Sales organizations are feeling the pressure. But no matter how robust your CRM, AI, apps, tools, and dashboards, technology isn’t enough to address these challenges. In fact, more than any other factor, the quality and quantity of the conversations your people have with customers will determine how differentiated your solutions are, the degree to which your opportunities and revenues advance, and even the ROI from your tech stack.

The success of these critical conversations ultimately comes down to the person’s skill, attitude, and beliefs about selling. The problem is, most organizations aren’t doing enough to develop these essential human factors. AA-ISP research shows that sales reps don’t believe the training, coaching and developmental support (if it’s even available) are doing enough to help them be successful.

Join us to discover how to develop not just the skills and techniques but the pivotal mindset areas that are the true predictor of sales success. You’ll learn practical tips and an easy-to-apply framework for building a continually growing and consistently high-performing sales organization that attracts and retains top sales talent.

Session takeaways:

• Increase confidence and improve close rates by shifting your reps’ attitudes and beliefs about selling
• Shift the emphasis of sales training to the differentiating human factors that create customer value
• Apply a coaching model that helps leaders build trust and adapt their communication to ignite individual achievement drive
• Implement a post-training reinforcement plan that delivers sustainable impact

Speakers:

Mike Esterday, CEO and Partner, Intergrity Solutions

Bruce Wedderburn, CSO, Integrity Solutions

Register:

This AA-ISP-hosted webinar is complimentary and open to all. 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.

Does your company have a strong sales onboarding process? If you’re like most companies, you probably focus more on onboarding new customers and extending a deal’s life cycle.

But imagine if you invested as much in onboarding and training your sales teams as you do in keeping customers. How much more productive would they be? What impact would this have on revenue and the life-time value of your customers?

The old onboarding playbook is over. Join this panel discussion with sales experts and learn how to:

• Implement the new approach to sales onboarding
• Develop an initial onboarding plan that works
• Create an environment of continual learning

In order to: 

• Shorten your team’s ramp time to quota and generate sales faster
• Increase retention and keep your team engaged
• Deliver results, improve win rates, and move the bottom line

Thank you to our sponsor Connect and Sell!

Speakers: 

Adam Cleveland 

Amyra Rand

Cece Renick

Moderator: 

Dionne Mischler

Please join us on May 21st for our Austin AA-ISP Chapter event.

More details to come....

Topic and format TBD.  

The Sales World 2020 series will bring together sales reps and leaders from all industries and levels for a 1-day hands-on learning opportunity. The AA-ISP Community has a wealth of experience with overcoming sales challenges, building high performing teams, managing metrics, and providing top level Inside/Digital Sales and Leadership for their companies. Sales World will provide the community to chance to share these experience with each other!

Building a High Performing Sales Team

Most people will agree that Sales is a numbers game which is why all sales professionals are on a constant search for ways to maximize their odds in order to meet goals and generate revenue. While improving your marketing, sales process and tools/technology can definitely impact results in a positive way, the most effective approach to increased sales is by simply building a high performing sales team. 

Join our newly formed Orlando Chapter in a panel conversation where we will share best practices on how to create and transform your sales team immediately through areas like culture, motivation, and leadership.

We look forward to meeting you and helping you close more deals! 

Please join us on July 16th for our Austin AA-ISP Chapter event.

Our first 1/2 day leadership summit. 3pm to 7pm. 

Dynamic and well known speakers to present on sales leadership topics.  

Sponsored by MarketSource and Georgia Pacific

Location TBD

Join us for the Inside/Digital Sales Leadership Event of the Year!

LS2020 is a three-day event with 65+ sessions to help you solve the challenges your teams are facing! This 12th annual event will bring together 900+ Sales Leaders dedicated to improving the performance and professionalism of their teams, and the industry as a whole.

Leaders are encouraged to unplug from their daily duties as much as possible in order to take full advantage of sessions, pre-event workshops, hands-on breakouts, networking opportunities, and the annual AA-ISP Awards. Take this time to develop yourself, as well as the performance of your teams!

More Details coming soon...

Topic to be determined.

The Sales World 2020 series will bring together sales reps and leaders from all industries and levels for a 1-day hands-on learning opportunity. The AA-ISP Community has a wealth of experience with overcoming sales challenges, building high performing teams, managing metrics, and providing top level Inside/Digital Sales and Leadership for their companies. Sales World will provide the community to chance to share these experience with each other!

Please join us on September 17th for our Austin AA-ISP Chapter event.

Twice a year AA-ISP, holds exclusive Retreats for Inside/Digital Sales leaders to learn, share, and network with each other in a relaxed and informal setting. This isn't your typical conference!

More details on our Q4 Meeting coming soon....

The Sales World 2020 series will bring together sales reps and leaders from all industries and levels for a 1-day hands-on learning opportunity. The AA-ISP Community has a wealth of experience with overcoming sales challenges, building high performing teams, managing metrics, and providing top level Inside/Digital Sales and Leadership for their companies. Sales World will provide the community to chance to share these experience with each other!

Join us for our chapter meeting.

Networking:

We’ll have beer and wine throughout the meeting and time for networking before and after the session begins.

Parking and Location:

There is street parking and lots nearby. Please take the elevator to the 9th floor to the Upserve office.

Please thank our sponsors by considering their services:

Top Line Systems

Top Line Systems is dedicated to helping industrial companies find more customers. And we’ve been doing it for almost 20 years.

Upserve

Upserve is the restaurant management platform serving up everything you need to know to run a smoother operation and exceed guest expectations.

Please join us on November 19th for our Austin AA-ISP Chapter event.

Topic, Format, and Sponsor TBD

Topic to be determined.