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Interview Series: Personalization with Cyan Mokherjee

Bob is joined by AA-ISP Kolkota Chapter President and Founder of 221B Baker Street, Cyan Mokherjee in the Inside Sales Studio to discuss the topic of ...

Author: AA-ISP
Posted: 08/17/18

Interview Series: Asia Pac Inside Sales w/ Nagaraja Javvaji

During this interview with Nagaraja Javvaji, Bob and Nagaraja discuss how companies in Asia Pac are prospecting and selling back in the United States.

Author: AA-ISP
Posted: 08/17/18

Ask An Expert

My company is considering tightening the definition of a "sales qualified lead", in other words, the rules surrounding what makes a lead ready to speak with an AE. I work with an inside sales team consisting of 2 SDR's who, when motivated, can set 100 appointments a month each. The...

Author: Anonymous
Posted: 08/15/18

AA-ISP Training Tuesday: Are Inside Sales Incentives...

Innovation within Inside Sales has grown tremendously in the past decade with better tools, training, and even artificial intelligence. Unfortunately, Inside Sales compensation has remained constant for the last several decades. Hence, it should not be a surprise that attrition rates and overall per...

Author: Richard Conde, University of North Texas
Posted: 08/14/18

Monday Morning Sales Minute - Making the Most of your Millennial Workforce - Aug 13th

This week, Bob is joined by Millennial and Gen Z Engagement expert Ashira Prossack. Ashira shares a few quick tips on ways to better engage and manage ...

Author: AA-ISP
Posted: 08/13/18

Ask An Expert

I'm looking for good resources that help me understand the feasibility of doing technical sales in certain countries and what language support is needed. A specific example is Finland; how feasible is it to do technical sales in English rather than Finnish? Thanks!

Author: Anonymous
Posted: 08/10/18

Ask An Expert

We are starting an outbound sales team to sell vacation packages. What are you best practices and thoughts on scripts? Do you use them or not? Are they detailed or vague? Any other best practices or information you would like to share is welcome! Thanks!

Author: Lindsay High
Posted: 08/10/18

Ask An Expert

I am in the process of hiring the first SDR for my group. As this is a new position for us, I am looking for bonus plans that I can use based on conversion rates of leads turned over to our sales group.

Author: Anonymous
Posted: 08/10/18

AA-ISP Webinar Series: How to Build a Winning Sales Culture

Most companies take a passive approach to company culture but building company culture in an Inside Sales team is essential to the success of any organization. Join this webinar and walk away with clear building blocks to develop your team so they are memorable, intriguing, and data driven. Speaker:...

Author: Justin Mongroo, Conga
Posted: 08/09/18

Ask An Expert

Hello everyone! We are switching over to a wireless phone system and getting rid of our desk phones. Anyone have any insights on good headsets to use? Looking for wireless ones. Thank you!!

Author: Lisa Hubbard
Posted: 08/07/18

Monday Morning Sales Minute - A/B Testing for Sales - August 6th

This week, Bob is joined by Ed Porter, Director of Inside Sales at Guest Supply & AA-ISP Columbus Chapter President. Ed shares his tips for easy ways to A/B ...

Author: AA-ISP
Posted: 08/06/18

Ask An Expert

I have been asked to research Call Management Software. There are both remote (WFH) and office based agents. What is your experience with any of the following....or do you have another that you would recommend? Ring Central Contact Center, Nextiva Call Center, Five 9 Call Center, Genesys Pure Cloud...

Author: Robert Slattery
Posted: 08/02/18

Monday Morning Sales Minute - SDR/BDR - Prospecting Week 3 - July 30th

This week, Tito Bohrt, CEO at AltiSales shares his final tip for SDR's/BDR's which is how to ask for the meeting. Tips: - Create conversation - ask a question of ...

Author: AA-ISP
Posted: 07/30/18

Paradigm of Strategic Value-Based Discounting for...

Discounted pricing is a strategic tool, which when used correctly can drive a variety of business goals, from marketing through to sales strategy. This best practice PDF explores the paradigm of strategic value-based discounting for both marketers and salespeople involved in the business-to-business...

Author: Curtis Bendt
Posted: 07/30/18

Ask An Expert

What is the best way to determine whether or not your sales organization needs Sales Development Reps? Is the role seen different in B2C versus B2B?Our organization is B2C with an average sales price of $100,000 and sales cycle of 45 days from registration to purchase. I currently have 3 SDR and 7 A...

Author: Anonymous
Posted: 07/27/18

Ask An Expert

We have recently adopted a Tech Stack for Sales consisting of Zoom Info (data) , Groove (Sequences and email marketing) and Sales Navigator (research). Does anyone have experience with that as a technology stack and do you find any of these tools redundant?

Author: Dave MacKenzie
Posted: 07/26/18

AA-ISP Webinar Series: How B2B Purchasing Decisions...

Join us for a discussion on how purchasing decisions have changed. We will discuss the different personas and the various lead gen channels used to target them. Marketing professionals need to be aware of these buyer personas and how they make buying decisions. Understanding these personas will assi...

Author: Curtis Bendt, MarketJoy
Posted: 07/26/18

Monday Morning Sales Minute - SDR/BDR - Prospecting - Week 2 - July 23rd

Back for week 2 of the mini-series with Tito Bohrt, CEO at AltiSales. Tito shares tips on prospecting for SDR's/BDR's including how to leave an effective voicemail ...

Author: AA-ISP
Posted: 07/23/18

OutboundView Predictable Pipeline Strategy

Attached is an overview of how B2B companies should build a B2B predictable pipeline strategy across categories such as outbound, inbound, paid advertising, and thought leadership.

Author: Blake Johnston, OutboundView
Posted: 07/23/18

Ask An Expert

Curious if anyone has an outside of the box ideas to drive a culture change on your team. One that shifts from excuses based to accountability. Are they any webinars, or resources for this? I'd love to hear from other people who have taken a struggling sales team and turned it around! I recently mov...

Author: Anonymous
Posted: 07/21/18

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1-800-604-7085 x 130
American Association of
Inside Sales Professionals
1593 112th Court W.
Inver Grove Heights, MN 55077