AA-ISP Knowledge Center

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 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

AA-ISP Idea Exchange: Building Rapport in a Virtual Environment

Digital selling comes with its challenges. One is the complexity of making true connections with your prospects and customers. During this Idea Exchange replay, panelists will discuss ways to successfully build rapport in the digital/virtual selling environment. Expect discussion around areas includ...

Published: Oct 5th, 2022

Hello, we'd like to implement (ease into) a SPIFF or Commission model for our SDRs, who qualify leads & pass meetings to Account Managers. We're changing from a salary-only model, we have a long consultative sales cycle, pipeline is a big need for the company, and I'd like insight into how is be...

Published: Oct 4th, 2022

AA-ISP Executive Briefing: The Recipe for an Exceptional Sales Rep

Are you still relying on 20% of your sales reps to meet 80% of your quota? Do you ever wish you could get more of your mid-low performing reps up to rockstar status? With a downturn in the economy, sales leaders are being asked to do more with less. And while there is both an art and science to sell...

Published: Sep 20th, 2022