AA-ISP Knowledge Center
White Papers, Best Practices, and Expert Answers to your Inside Sales questions

4 Ways Queue-Based Lead Management is Shaping the...

In this white paper, four key elements that are crucial when developing a lead management strategy are considered: Productivity, List Penetration, Management Control, and Speed-To-Lead.

Celebrating 10 Years of AA-ISP Community

During the 10th Annual Leadership Summit we celebrated the community and the association. Thank you to our proud members who contributed to this video and who strive daily to take our profession...

UNITE 2018 Keynote - Gene Hammett

Gene Hammett, speaker and author will join us in Atlanta in June for UNITE! Gene will share a message on how strong leadership can inspire ownership, which leads to growth for your organization....

Announcing Award Winners Digital Sales Summit & Awards

Monday Morning Sales Minute - Kate Elliot on Customer Success Week 1 - April 16th

This week, we begin a mini-series on Customer Success tips and best practices with special guest Kate Elliot. Kate is a Solutions Consultant at Bolstra as well as an AA-ISP Indianapolis Chapter...

You did it! You are a new sales manager! Now what?

Your first promotion to lead an Inside Sales team. Congratulations! Now what do you do? Here is a roadmap and task list for your first 90 days or so. 

AI for Sales Summit - May 8th | Chicago, IL

The AA-ISP is excited to bring to the #Sales community the first Summit dedicated to the adoption and implementation of AI for Sales! Bob is joined in the Inside Sales Studio by Victor Antonio,...

AA-ISP Webinar Series: How Your Customers Can Drive...

Prospecting isn’t easy; it takes skill, patience and dedication. But even these commendable attributes aren’t enough to take you to the finish line of a closed-won deal. Instead, today’s leading sales pros know that the good ol' ability to listen – really list...

Ask An Expert

I currently manage an ISR team that supports a dealer/retailer network. My team doesn't directly sell the clients product but works with the dealer base to increase their sales by providing them ideas for marketing tactics, providing ongoing training, etc. The issue I have is this same base of dea...

AA-ISP Training Tuesday: Mastering the Breakthrough Script

Cold calling is fundamentally challenging; from getting connected, to overcoming awkward starts, to dealing with all those objections, to scheduling a meeting. But you can make the cold calling experience both easier and more productive by combining a simple script with the right mindset. Whether yo...

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Hi - Our Inside Sales Team is in the process of setting new metrics for talk time in addition to number of quality dials per day. If your organization measures talk time, what is the range for talk talk per day for your Account Executives for success. Our environment is higher velocity, meaning AE's...

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What would be an average goal for ROI on an SDR based on base pay + commission vs. revenue brought in?

Monday Morning Sales Minute - Hiring with Dionne Mischler - April 9th

This week, Bob is joined by Dionne Mischler, CEO Inside Sales by Design, and AA-ISP Orange County Chapter President. Dionne shares with the #MMSM audience a few tips on hiring: 1. Your team...

Monday Morning Sales Minute - Tips for Summit Attendees - April 2nd

The 2018 Leadership Summit is THIS WEEK! Bob shares some tips for the 800+ sales leaders joining us! See you in Chicago!

Best Ways to Prepare for an Event

A few tips to prepare you for an event and be successful. Whether it is before, during or after you have to make the best impression. 1st interactions are the most important!

AA-ISP Webinar Series: 5 Critical Steps for Sales...

Sales planning is one of the most laborious responsibilities for members of the leadership team. But a strong sales plan yields results and sets your team up for success. In this webinar, we'll cover five critical steps to an effective sales plan, including: reviewing past performance, setting quota...

Monday Morning Sales Minute - Developing Your Skills - March 26th

This week, Bob shares a few ways you can develop your skills. Tips include: 1. Procure Content 2. Practice 3. Participate Check back next week more tips from the Inside Sales Studio!

AA-ISP Webinar Series: Changing the Game for Optimizing...

Watch this webinar to learn how to get your sales team to increase lead conversion by effectively automating email and call follow up interactions to increase prospect engagement by up to 800%. It is not often a new technology comes along with a unique solution to an ongoing challe...

Pairing up SDRs and AEs - Pros, Cons, and what to do instead

This article analyzes team setup and the pros, cons, and alternatives to pairing up SDRs to AEs.

Ask An Expert

What are the average number of dials an OB Inside sales team should expect to make to convert if we are providing warm leads e.g. people browsing our website leaving contact info?