Deals are becoming increasingly complex.

Not only are you trying to convince a double-digit buying committee to approve the purchase—you’re also competing with competitors’ offers that aim to undercut your value.

Whether you’re wading through the mire of late-stage negotiations or trying to persuade your customers to pay more, how well you protect and manage your margins can majorly impact your long-term profitability.

There’s plenty at risk, but if you understand your buyer’s psychology in these pricing conversations, you can begin to exchange value, rather than give it away.

How can you ensure your sellers and customer success managers skillfully navigate these critical buying conversations?

In this webinar with Doug Hutton, EVP of Customer Experience at Corporate Visions, you’ll get science-based principles and research-backed techniques to win your margins growth play.

Specifically, you’ll see how to:

• Communicate price increases with confidence
  
  
• Avoid concessions that erode your margins
  
  
• Foster greater loyalty with your customers

Building a rewarding career in sales requires a clear vision of career pathway. Sales leaders are responsible for defining and communicating career pathways to managers and sellers, and for training managers on how to help sellers, SDRs, and BDRs achieve their goals. What does your sales organization's career pathway look like? How are team members measured/evaluated against their career pathing goals?

______________________

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!

Seventy-two percent of organizations cite pipeline generation as a critical business priority.

But building pipeline is harder than ever.

Your prospects are being inundated with contact requests, robocalls, and irrelevant sales messages. It’s difficult to get their attention, let alone secure a sales meeting.

When sellers do manage to reach prospects, their approach isn’t sparking enough interest to lead to a meeting. They lead with features and benefits, and they don’t understand the challenges that shape their prospect’s decisions.

How can you ensure your sellers reach the right people, ask the right questions, and use the right approach to engage your prospects?

In this webinar with Rob Perrilleon, SVP of Delivery Services at Corporate Visions, you’ll get science-based principles and research-backed techniques to:

• Capture your prospect's attention
  
  
• Ignite their interest in the potential of your solution
  
  
• Build a pipeline of qualified decision makers

Building a rewarding career in sales requires a clear vision of career pathway. Sales leaders are responsible for defining and communicating career pathways to managers and sellers, and for training managers on how to help sellers, SDRs, and BDRs achieve their goals. What does your sales organization's career pathway look like? How are team members measured/evaluated against their career pathing goals?

______________________

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!

• Empower your team with science-based digital selling techniques
  
  
• Provide training, content, and coaching in the flow of work
  
  
• Utilize data and insights to foster growth and drive lasting transformation

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.

Wondering how to best attract your top prospects? During our interactive meeting, you will learn messaging best practices that are based on research on how to grab the attention of today's buyer, insights on how to personalize your outreach, and how to scale personalization at each stage of the buying process. Bring the name of your actual ideal buyer and their LinkedIn profile and get ready to create personalized messaging. A winner will be announced at the end of the night with our American Idol-style judging event!

This event is hosted at ezCater and made possible by Crystal Knows. 

Meeting Agenda:

5:30-6:00 PM: Networking with sales peers

6:00-6:05 PM: Meeting Kickoff & Welcome

6:05-6:20 PM: Expert Panel sharing their thoughts on creating messaging frameworks

6:20-7:15 PM: Messaging framework practice where you can expect to:

• Apply what you’ve learned to a message for your own buyer
• Hear how others personalizing their outreach for phone outreach
• Get feedback from your peers to tweak you messaging
• Celebrate the winning messaging as voted on by our expert panel
• Discuss winning messaging as a large group

7:15-7:30 PM: Learn about AA-ISP membership and upcoming events

Who can attend:
This AA-ISP Chapter meeting is a benefit of AA-ISP membership. Non-members are invited to attend one meeting as our guest. For additional information on membership, contact info@aa-isp.org.

Building a rewarding career in sales requires a clear vision of career pathway. Sales leaders are responsible for defining and communicating career pathways to managers and sellers, and for training managers on how to help sellers, SDRs, and BDRs achieve their goals. What does your sales organization's career pathway look like? How are team members measured/evaluated against their career pathing goals?

______________________

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!

Personal Challenge Think Tank

______________________

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!

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.

What would your sales team say if you asked them, what truly sets our offerings apart in the eyes of our buyers? If you’re not sure or if they’d come up with 20 different answers, there’s work to be done. Join us for a discussion about how to identify your competitive differentiator (hint: it’s probably not what you think it is), why it really matters, and how it directly correlates to motivating faster and more favorable buyer decisions.

______________________

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!

What would your sales team say if you asked them, what truly sets our offerings apart in the eyes of our buyers? If you’re not sure or if they’d come up with 20 different answers, there’s work to be done. Join us for a discussion about how to identify your competitive differentiator (hint: it’s probably not what you think it is), why it really matters, and how it directly correlates to motivating faster and more favorable buyer decisions.

______________________

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!

Recruiting, hiring, and onboarding good talent are the lifeblood activities of your customer success organization. How have you seen recruiting, hiring, and onboarding evolve over the past few years? What works today to find, secure, and train the best talent? What old talent strategies is it time to retire? What retention strategies are you finding to be successful, and how has employee experience become a larger factor in new hires’ job satisfaction and willingness to stay?

______________________

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!

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.

Recruiting, hiring, and onboarding good talent are the lifeblood activities of your sales organization. How have you seen recruiting, hiring, and onboarding evolve over the past few years? What works today to find, secure, and train the best talent? What old talent strategies is it time to retire? What retention strategies are you finding to be successful, and how has employee experience become a larger factor in new hires’ job satisfaction and willingness to stay?

______________________

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!

Recruiting, hiring, and onboarding good talent are the lifeblood activities of your sales organization. How have you seen recruiting, hiring, and onboarding evolve over the past few years? What works today to find, secure, and train the best talent? What old talent strategies is it time to retire? What retention strategies are you finding to be successful, and how has employee experience become a larger factor in new hires’ job satisfaction and willingness to stay?

______________________

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!

Tracking the effectiveness of your sales team is a core leadership activity. How are you optimizing your team’s performance through KPIs? Are you collecting any unique metrics?

______________________

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!

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.

Tracking the effectiveness of your sales team is a core leadership activity. How are you optimizing your team’s performance through KPIs? Are you collecting any unique metrics?

______________________

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!

Tracking the effectiveness of your sales team is a core leadership activity. How are you optimizing your team’s performance through KPIs? Are you collecting any unique metrics?

______________________

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!

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.

______________________

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!

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.

______________________

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!

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.

Sales managers make the difference between high-performing teams, middle of the pack teams, and the rest. How and where should you invest in your sales managers to help them drive seller performance and ultimately, revenue growth? What does coaching excellence look like in your organization? Bring examples and documented results to our conversation, if you have them.

______________________

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!

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.

Sales managers make the difference between high-performing teams, middle of the pack teams, and the rest. How and where should you invest in your sales managers to help them drive seller performance and ultimately, revenue growth? What does coaching excellence look like in your organization? Bring examples and documented results to our conversation, if you have them.

______________________

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!

______________________

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!

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.

______________________

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!

______________________

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!