AA-ISP Knowledge Center
White Papers, Best Practices, and Expert Answers to your Inside Sales questions
Discovery Call Benchmark Report
Discovery calls are among the most important touch points in a company’s sales cycle. They are often the first prolonged conversations a sales rep has with their prospect and these calls can set the tone for all the interactions to follow. A positive discovery call can start the relationship on a ...
Author: A collaboration between: SalesLoft & GongPosted: 06/22/17
AA-ISP Webinar Series: Advanced Selling - How to...
Ever get the feeling your prospecting emails are falling flat? If you're still wondering whether your emails should have bullet points or paragraphs, it's time to get with the times! Selling with video is the new gold standard - and it's easier than you think! So ditch those old-school, cold-email t...
Author: Terrance Kwok, BDM & Matthew Mayer, AE - VidyardPosted: 06/21/17
AA-ISP International Webinar Series: Enabling a Coaching...
Managers rate coaching as the number one most important activity based on its impact on sales effectiveness. Yet, Sales Management Association research reports that 77% of firms say they don’t provide enough coaching to support their salespeople. Too often, frontline managers lack time and the ...
Author: Patrick Gunn, VP International Sales, QstreamPosted: 06/20/17
M.I.N.D - Expert Body Language for Sales Professionals
M.I.N.D. = Measure, Improve, Notice, Develop Inside Sales representatives spend much of their time pursuing prospects using phone or the internet, rather than traveling to meet them face-to-face. However, few organizations invest in body language training for their Inside Sales team because they ...
Author: Leo Cardenas, Body Language Speaker & TrainerPosted: 06/19/17
Ask An Expert
Dear AAISP, Do you have suggestions on what would be considered the going rate for a contract position that has a length of 3-6 months? This would be lead generation position,appointment setting, not selling the complete sales cycle. Looking for a high caliber "hunter" who under...
Author: AnonymousPosted: 06/12/17
AA-ISP Training Tuesday: Does Your Training Program...
Inside Sales leaders admitted that Training & Development has been a huge issue over the past several years as indicated in AA-ISP research. They said that either not enough is being done or that the training they have tried isn’t sufficient for their sales force. We will share specific ti...
Author: Bob Perkins, Founder & Chairman AA-ISP & Lauren Bailey Factor 8Posted: 06/12/17
How To Buy Sales Training in 2017
Sales Training" is a $60 Billion Industry. Type in "Sales Training" when conducting a Google search today and it will likely return over 30,000,000 results. Now this does not necessarily mean that there are over 30,000,000 sales training companies to choose from, although it may fe...
Author: Paul Madott Dialexis, Inc.Posted: 06/01/17
AA-ISP Webinar Series: The Future of Sales Tech:...
Ever wonder what other sales tech stacks look like or even what the sales stack of the future will look like? In this webinar, we’ll reveal the results of a new study conducted jointly by Velocify and AA-ISP. We’ll take a look at the evolution of technology over the past decade and how it has...
Author: AA-ISP & VelocifyPosted: 06/01/17
AA-ISP Webinar Series: Inside Sales Optimization...
There are now more ways than ever for prospects to find and reach out to companies, and there are many more channels for companies to engage with prospects. Leads are coming from a wide variety of sources, and they are arriving at different stages of the buying process. Closing the deal requires mor...
Author: Scott Amerson, VP of Sales, VanillaSoftPosted: 05/24/17
AA-ISP Frontline Friday: The Seven Keys to Effective...
Are you attending Sucky Prospecting Anonymous Meetings? If so, this session is designed for both Inside and Outside salespeople who are looking for better results when prospecting for new clients, or when prospecting for additional opportunities within current clients. WHAT YOU WILL LEARN Th...
Author: Andrea Sittig-Rolf, Chief BlitzMaster & CEO, BlitzMastersPosted: 05/19/17
AA-ISP 2017 Top Challenges Report
The American Association of Inside Sales Professionals (AA-ISP), and ZoomInfo completed its sixth consecutive Top Challenges research in Q1 of 2017. This research included over 400 completed assessments of leaders and individual contributors across all types of businesses and inside selling model...
Author: AA-ISP ResearchPosted: 05/17/17
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