AA-ISP Knowledge Center
White Papers, Best Practices, and Expert Answers to your Inside Sales questions
How to Build a Sales Culture of Success
7 Steps to Recruit, Engage, and Retain Top Sales Performers A disengaged sales culture will cause your top employees to turnover. This can cost you up to 60% of that employee's annual salary. Yikes! You need a sales culture of success that helps you recruit and retain top salespeople, which wi...
Author: Dan Fantasia, President, Treeline, Inc.Posted: 08/21/17
AA-ISP Webinar Series: How to Train Sales Reps and...
Account-based Marketing (ABM) and Account-based Sales Development (ABSD) are better together—but only if your sales and marketing teams are aligned with sales enablement. Once you have a marketing infrastructure in place, ongoing sales training is critical to long term success in an Account-based ...
Author: Shawnna Sumaoang, Director of Marketing, HighspotPosted: 08/17/17
Ask An Expert
Do you know of any creditable inside sales organisation in US that pay an rep monthly commission ONLY after achieving 100% of personal plan / target ? Basically, If you are under 100% - you get no commission !! Would like to verify if this practice is in place anywhere in US
Author: AnonymousPosted: 08/11/17
AA-ISP Training Tuesday: How to Write Unforgettable...
Do you write sales emails to set meetings with qualified leads, or manage salespeople who do? In this Training Tuesday, SalesFolk's CEO, Heather R Morgan, shares five proven cold email tips that have helped over 500 B2B sales teams add millions of dollars to their pipeline. In this session, attendee...
Author: Heather R Morgan, CEO, SalesFolkPosted: 08/08/17
BANT is Not a Qualified Lead
Dan Marx says "BANT is an old way of qualifying leads. Unfortunately, call centers still use this as criteria for a qualified lead. BANT only identifies a target market, it does nothing to qualify a lead." Download the article to learn why.
Author: Dan Marx, CEO, Supply Chain ConnectionPosted: 08/07/17
AA-ISP Webinar Series: LinkedIn Shares Tips on How...
Every sales leader worries about hiring and retaining good talent. In a competitive sales environment, the urgency to hire is strong and the cost of attrition is high. LinkedIn is no exception, but by putting talent and diversity first, they have learned a great deal about how to hire best-in-class ...
Author: Jason Everitt, Regional Sales Manager, LinkedInPosted: 08/02/17
Asking Effective Questions
Questions "gather" information and Objections "disclose" information, and asking effective questions as a sales professional that reveal a prospect's objections is still a skill that is often underdeveloped. Most sales people just want to demonstrate to the prospect how much...
Author: Lloyd Lofton, Chief Sales Officer, 7 Figures Sales ToolsPosted: 08/01/17
KPI’s for Inside Sales that REALLY matter
Overview of KPI's that are important in measuring the performance of an Inside Sale team.
Author: Joseph P. Keane, Inside Sales Manager, STERIS CorporationPosted: 07/27/17
Outbound Prospecting Metrics – Vorsight Benchmarks
An article from Steve Richard, CRO for ExecVision, detailing outbound prospecting metrics and focusing on the activities, objective, and results.
Author: Steve Richard, Chief Revenue Officer, ExecVisionPosted: 07/24/17
Ask An Expert
Hi All, I run an inside sales team consisting of 6 outbound SDR's and 2 inbound in the enterprise tech space and am hoping someone in the community can point me to white papers, studies (i.e. - Bridge Group) or other content related to SDR KPI's. In particular, I'm looking to benchmark my team's...
Author: Paul WallendPosted: 07/19/17
AA-ISP Webinar Series: The Best Way to Hit Revenue...
YOU WILL LEARN • How to screen higher-quality Inside Sales candidates • Interview tips for effectively hiring top performers • How to build a business case for a smart recruiting tool SUMMARY As reported in the 2017 AA-ISP Top Challenges Report, hiring and recruiting is the #2 priority ...
Author: Josh Jarrett, Chief Product Officer & Co-Founder, Koru | Predictive Hiring for FitPosted: 07/19/17
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