AA-ISP Knowledge Center

AA-ISP Training Tuesday: Build Cross-Sell Success with Your Sales Engagement Platform

Want to know how to actually set up your sales engagement platform for an efficient and effective cross-sell motion? Join us for actionable, “you can do this tomorrow” takeaways from a real-world B2B DecisionLabs field trial conducted with an $86B+ multinational corporation. Our field an...

Published: Jan 17th, 2023

Question for inside sales leaders - what are your current talk time expectations? In addition, do you have an email expectation and, if so, how do you track it? Thank you!

Published: Jan 13th, 2023

AA-ISP Workshop: Building a Strong BDR Team

Whether you're looking to generate new leads or qualifying the leads that have already found you, having a top-notch BDR/SDR function is critical to the overall success of your organization. But what are the key factors to building and maintaining this team?  During this workshop replay, Ernest...

Published: Dec 14th, 2022

What are experts seeing today in terms of typical conversion rates: MQL to SQL, SQL to SQO, SQO to closed won and MQA to SQO and to closed-won? Thanks!

Published: Nov 28th, 2022

AA-ISP Webinar: How to Win Deals in a Hybrid World - 5 Essential Virtual Selling Practices

Virtual sales success requires new ways of thinking. Transferring the old ways of doing business to the new hybrid selling environment won’t cut it. You must implement essential virtual selling processes or your team will fall short with today’s buyers. And change must come not only from...

Published: Nov 28th, 2022

AA-ISP Training Tuesday: Selling on a Cadence Instead of an Expense Account

During this replay, 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 year...

Published: Nov 15th, 2022

Executive Discussion: Demystifying AI-Guided Selling: What Every Sales Leader Should Know

B2B sales has changed—and AI-guided selling is one of the new tactics of winning sales teams.  In this session replay, we discuss: AI-assisted sales benefits for both buyers and sellers How to improve sales performance and revenue with AI – if your organization is seeing success or...

Published: Nov 10th, 2022

AA-ISP Portugal & San Diego Chapters: Does B2B cold outreach work in North America anymore?

Does B2B cold outreach work in North America anymore?   Over the last two years COVID-19 rapidly evolved inside and outside sales into “remote selling” as everyone was forced to reach their prospects from a home office. From the buyer’s standpoint, this trend only made them wa...

Published: Nov 8th, 2022

AA-ISP Roundtable: What is a Salesperson Really Worth?

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 ...

Published: Oct 27th, 2022

AA-ISP Executive Briefing: People, Process, and Technology - How to Evaluate for 2023

The world has changed but the demands are still the same. Sales leaders are pressured to meet goals despite the changing world. Driving top revenue, increasing sales velocity, and improving close rates are top priorities for sales professionals everywhere. How do you stand out from all the rest? In ...

Published: Oct 25th, 2022

AA-ISP Workshop: How to Use Storytelling Principles to Drive Buyer Interest and Align Messaging

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 princip...

Published: Oct 19th, 2022

I am working on my plan for 2023. Does anyone have a few examples of how other companies structure their inside sales team and what are the metrics used to govern the team? I hear that Box has a structure of SMB team, they work with 500 employee organizations (all industries), existing & net...

Published: Oct 17th, 2022