The sales community has proclaimed that the world of selling has changed forever - and that “buyers know more nowadays!”.

That quote? It’s from 110 years ago - in a sales book from 1912 called Salesmanship. 

Even in 2015, Forrester predicted that 1 MILLION B2B sales jobs will be eliminated by 2020 because of the proliferation of information available to buyers. The opposite happened. Why? The answer tells us everything we need to know to predict and prepare for the future of sales, where more information hasn’t made it easier for buyers, it’s made it harder.

Join the AA-ISP Chicago Chapter in-person to explore with Todd Caponi.

Todd is the author of the 3x best-book-award-winning and international best-seller, The Transparency Sale, and the new bestselling book, The Transparent Sales Leader. Todd is a multi-time C-Level sales leader, a behavioral science and sales history nerd, and has guided two companies to successful exits. He now speaks and teaches revenue organizations and their leaders on leveraging transparency and decision science to maximize their revenue capacity as Principal of Sales Melon LLC.

All attendees will receive a signed copy of Todd's new book "The Transparent Sales Leader".

Up to 20 non-members will be eligible to win 1 free year of AA-ISP Membership provided by our event sponsors!

A special THANK YOU to our event sponsors:

Uniphore - Food & Drink Sponsor
Showpad - Event Location Sponsor

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Please note, AA-ISP Chapter Meetings are a benefit of AA-ISP Membership. Non-members are invited to attend 1 meeting as a non-member. Additional participation requires active membership in the association at the time of registration.

Digital selling comes with its challenges. One is the complexity of making true connections with your prospects and customers.

During this Idea Exchange, panelists will discuss ways to successfully build rapport in the digital/virtual selling environment.

Expect discussion around areas including:

• Rapport building using "personalization"
• Use of multi-channel engagement with clients
• Best practices for using video to build connection and trust
• and much more...

Additional panelists TBA! 

Who Should Attend:
Sales professionals looking to learn new skills and ideas to build rapport and stand out in a digital/virtual selling environment.

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.

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

The In-Person Executive Retreat brings together like-minded sales leaders who are invested in creating best-in-class sales teams as well as their own leadership development.

October's Customer Success Forum will focus on retention and year-end renewal strategies.

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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!

Business leaders are saturated daily with incoming messages from AEs and SDRs. The proliferation of messages makes it hard to stand out.

Trends like personalization and “pattern breaking” help. But what about your value prop? What if we can take lessons from ancient storytelling principles to drive interest in your company’s value prop or solution?

In this workshop, you'll learn how storytelling can help your sales and marketing teams articulate your value proposition in a successful and meaningful way that drives interest and, ultimately, revenue.

Things we’ll cover:

• A deep dive into the philosophical structure of a value proposition.
• How to structure outreach using ancient storytelling principles where narrative structure matters. 
• How to identify and define the roles of Heros, Villains, and Guides in your buyer’s journey.

Format: This Workshop will be held as a Zoom Meeting where all who join are encouraged to turn on video, unmute to ask questions, and fully participate in the 60 minutes together. This session will recorded and made available for replay.

Register:

This AA-ISP-hosted workshop is complimentary and open to all. The session will be conducted via Zoom Meeting. 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 join us for our next AA-ISP Austin Chapter Meeting!

October's Executive Forums will feature this year's third masterclass from Boston Consulting Group: Digital Sales Tech Stack. We'll focus on CRM optimization, BIC workstation, sales acceleration tools and tech, managing tech ecosystem, build vs. buy, and more.

• Sales Transformation Executive Forum happens at 12 PM ET
• Enterprise Executive Forum happens at 3 PM ET

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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!

AA-ISP dá as boas-vindas ao novo Capítulo Brasil à nossa comunidade de profissionais de vendas.
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Esperamos que você participe para aprender, compartilhar e fazer networking no dia 22 de outubro.

Durante este encontro, discutiremos o futuro das vendas, futuro que já é presente para a maioria.

Espere aprender:

> Como vender na realidade das cidades inteligentes, cidades conectadas

> Tecnologias transmídia aplicadas a vendas, QRCODES de terceira geração para captura de conteúdo e informações e aplicativos para comunicação e engajamento direto com o público

> IA e chatbot

> E sobretudo como o profissional de Inside sales se encaixa em toda essa dinâmica

Observe que as Reuniões do Capítulo AA-ISP são um benefício da associação AA-ISP.

A partir de julho de 2022, os não membros são convidados a participar de 1 reunião como não membro. A participação adicional requer a participação ativa na associação no momento da inscrição.

Faça já a sua inscrição e compartilhe esta informação com a sua equipe!

A New Perspective on Measuring Sales Rep and Team Performance

One of the most important metrics used in making important financial decisions in any business is the Net Present Value (NPV) calculation.  Historically NPV has been used to determine whether an investment in new assets like a piece of machinery, a new computer system, or a new product initiative is a financially wise decision. It begs the question: Can NPV be applied to investments in salespeople?

In this roundtable, we will explore what happened when a B2B sales organization calculated the NPV, or Salesperson Strategic Value (SSV), to determine the value of its salespeople. Applying a more forward-looking assessment of salesperson value produced some interesting insights:

• a new way to measure individual seller performance
• a better comparison between top performers and all other sellers in the organization
• a new dashboard used to monitor ongoing salesforce performance
• a more targeted approach to training, development and enablement

We will be joined by Dr. Leff Bonney, founder and director of the Sales Institute at Florida State University, as he reviews this case study and innovative salesperson analysis. Learn what actions sales leaders can take based on a better view of what’s really going on in the sales organization.

Expect an interactive session with time for Q&A and group discussion on this topic.

Roundtable Sponsor:
Thank you to our October Roundtable Sponsor, Ombud for making this event possible. Learn more about Ombud here.

Format: This Roundtable will be held as a Zoom Meeting where all who join are encouraged to turn on video, unmute to ask questions, and fully participate in the 60-minutes together. This session is NOT recorded, and LIVE participation is required. 

Employees are 10x more likely to leave a position due to toxic workplace culture. But, 85% of employers admit they are concerned about their employees mental health and wellness needs. So how do companies and teams bridge the gap? Are you inadvertently inducing stress on your employees by not providing support, resources, or skill development?

Why does this matter?

1. Reduce employee stress and anxiety
2. Develop trust and belonging
3. Shared language culture around hereisms
4. Foster connections and safety
5. Support recruitment and retention

Come join this interactive discussion with our speaker and guided facilitator, Morgan Koth founder and CEO of Accentus Health. He’ll be engaging the audience with open discussions around what employers and leaders are doing to help deliver better work experiences to their teams as well as sharing some best practices to help keep employee wellness and mental health top of mind.

Thank you to NetJets for hosting and sponsoring this event!

Only registered attendees will be allowed in the building. Please follow below instructions to the location, parking, and security.

• Please note that we have two buildings located next to each other. The entrance to the 4151 address is located at Gate C – Visitor Entrance.  (There are flags directly in front of the building)
• Please turn into the entrance and pull into the left-hand lane.  Stop at the call box, where you will push the red call button to identify yourself to security.
• Visitor parking is located towards the right front-end of the building.
• Once security has given you access into the building, please introduce yourself at the Security Desk and sign in.  I will greet you in the lobby & escort you to the conference room.

Please note, AA-ISP Chapter Meetings are a benefit of AA-ISP Membership. Non-members are invited to attend 1 meeting as a non-member. Additional participation requires active membership in the association at the time of registration.

November's Customer Success Forum discussion topic is TBD. Check back soon for an update! 

_____________________________________________________

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!

During this interactive Training Tuesday, researcher Frank Pinder will share results from recent real-world, controlled field trials showing some of the most effective techniques for omni-channel selling today.

The share of revenue attributable to the digital sales channel is expected to increase over the next three years, as 80 percent of companies are increasing the size of their digital sales team. This means that digital sales interactions are also increasing, resulting in buyer reachability dropping to an all-time low. The un-coached masses are reaching out to your decision makers, fouling the waters, and further alienating your buyers.

Every level of selling is discovering the power of a consistent, persistent approach to multi-channel, multi-touch messaging and content as part of the disrupted digital buying journey.

You'll learn ways you can implement these techniques in your own organization!  

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-hosted training session is complimentary and open to all. The session will be conducted via Zoom Meeting. 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.

November's Executive Forums will focus on sales kickoffs.

• Sales Transformation Executive Forum happens at 12 PM ET
• Enterprise Executive Forum happens at 3 PM ET

___________________________________________________

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!

Attention Boston Area Members! The Boston Chapter will be getting together in person for a holiday networking and invite you to join!

Get out of the [home] office, skip the PowerPoints, have a few laughs, and share some insights with your peers. Chapter Leaders will share their planned topics for 2023, ask for your input and feedback, and vote on our next topic and date for Q1 2023. 

There may even be games (ugly sweaters anyone?), prizes, and other giveaways- so bring your holiday cheer and meet with your peers.

Register now to save your spot and expect updates as the event approaches!


Please note, AA-ISP Chapter Meetings are a benefit of AA-ISP Membership. Beginning July 2022, non-members are invited to attend 1 meeting as a non-member. Additional participation requires active membership in the association at the time of registration.

December's Customer Success Forum discussion topic is TBD. Check back soon for an update! 

_____________________________________________________

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!

December's Executive Forums will feature this year's final masterclass from Boston Consulting Group: Data-Driven Sales/Customer 360. We'll focus on the foundations of data-informed decision making, touchpoints, omnichannel customer journey in B2B, next best offer, and predictive analytics.

• Sales Transformation Executive Forum happens at 12 PM ET
• Enterprise Executive Forum happens at 3 PM ET

_____________________________________________________

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!

AA-ISP’s Leadership Summit returns April 2023 with a new lineup of focus research-backed solutions to the challenges facing sales teams. Powered by B2B DecisionLabs, the Summit will once again provide sales leaders with critical updates, research findings, and insights, along with opportunities for networking. 

The annual Leadership Summit is the event of the year for digital/inside sales leaders and companies committed to improving the professionalism and performance of their sales organizations.

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