AA-ISP Knowledge Center

AA-ISP Training Tuesday: Why Email Lead Generation Works and How to Work It!

In this session, we will walk you through the anatomy of a successful email-based lead generation cadence. Email-driven lead generation cadences can yield a 38X ROI when handled correctly. Our presenter brings 30 years of experience to the conversation and has built sales and lead generatio...

Published: Dec 11th, 2018

Monday Morning Sales Minute - Career Progression - Dec 10th

Brent Hansard of DeVry University joins Bob Perkins for this week's Monday Morning Sales Minute to discuss Career Progression and what you can do to stand out.

Published: Dec 10th, 2018

AA-ISP Webinar Series: Modern Calling - How to Best Leverage the Phone to Reach Prospects in 2019

Learn about challenges and best practices related to cold calls, cadence follow up calls, inbound lead response calls and more. We will review tips and strategies to win more often.  Anyone interested in increasing pipeline by improving phone productivity should attend. &...

Published: Dec 5th, 2018

Monday Morning Sales Minute - Cleansing Data - Dec 3rd

This week Michael Tuso of Chili Piper, joins Bob Perkins to discuss how Data Cleansing often gets overlooked when building a new SDR team.

Published: Dec 3rd, 2018

Interview Series: Stefan Groschupf on The Oncoming AI Revolution

Continuing the discussion on Artificial Intelligence and it's impact on the sales profession, Bob and Stefan Groschupf, Founder at SalesHero chat on the future of AI. Watch the full video and connect with Stefan here: https://www.linkedin.com/in/stefangroschupf/

Published: Nov 29th, 2018

Ask An Expert Question

Wondering what the average dials/hour is using a predictive dialer. We support a variety of industries and don't have many direct dials. Appreciate any feedback. Thanks.

Ask An Expert Question

Hello... We are in the process of benchmarking our Span of Control for Inside Sales Leaders. What is currently recommended as it relates to the number of direct reports for Front Line Sales Leaders.

Monday Morning Sales Minute - AI for Sales - November 26th

This week, Bob is joined by Stefan Groschupf, Founder & CEO of SalesHero. Stefan shares with the Inside Sales Studio audience an explanation of AI for Sales. Definition of Artificial Intelligence: When machines show human like intelligence to solve problems. AI will help with the administrati...

Published: Nov 27th, 2018

Leadership Summit 2019 - Matthew Pollard & Rakhi Voria Discuss

The 2019 Leadership Summit will take place April 16th - 18th, 2019 at the Hyatt Regency O'Hare in Chicago! LS2019 Keynote Speaker, Matthew Pollard discusses his book, Introverts Edge with longtime AA-ISP Member and Chief of Staff to Corporate VP of Inside Sales at Microsoft, Rakhi Voria. On April ...

Published: Nov 26th, 2018

Things that Matter from the Trenches: How to Get ROI on Technology - Nov 19th

Finishing off the Things that Matter from the Trenches mini series, Ivan Gomez joins Bob to share ways to ensure your organization is seeing the ROI of the technology used to help sales professionals be successful!

Published: Nov 19th, 2018

AA-ISP Training Tuesday: Why CRM Implementation Fails in Companies

Why CRM Implementation Fails in Companies: Unclear Vision User Adoption Lack of Continued Support This session is targeted toward anyone in Sales, whether you are involved in the CRM imp...

Published: Nov 13th, 2018

Things that Matter from the Trenches: Return of the Phone Booth - Nov 12th

Back for Week 2 of Things that Matter from the Trenches is Ivan Gomez, President of the DC AA-ISP Chapter, and Founder and President of Next Stage.

Published: Nov 12th, 2018

Ask An Expert Question

We are in the process of setting up an quality call monitoring program for our inside sales team. During the process of defining competencies and criteria, we often found ourselves including behaviors that relation more towards a customer service rep than a sales rep. I have found very little info...

Monday Morning Sales Minute - Things that Matter from the Trenches: Metrics that Matter - Nov 5th

This week, Bob is joined by Ivan Gomez, President of the DC AA-ISP Chapter, and Founder and President of Next Stage. Ivan will share with the Inside Sales Studio audience the "metrics that matter" for sales professionals.

Published: Nov 5th, 2018

Monday Morning Sales Minute - Anatomy of a Top Rep Week 2 - Oct 29th

Continuing from last week, Bob welcomes back Inside Sales Studio guest, Tom Parbs for the conclusions to a two part series on the Anatomy of a Top Rep! During this series Tom shares the traits and discusses: Week1: Passion, Confidence, Motivation, Curiosity, Resilience, Week 2(This Video): Active ...

Published: Oct 29th, 2018

Monday Morning Sales Minute - Anatomy of a Top Rep Week 1 - Oct 22nd

This week, Bob is joined by veteran Inside Sales Studio guest, Tom Parbs for a two part series on the Anatomy of a Top Rep! During this series, Tom shares the traits and discusses: Passion, Confidence, Motivation, Curiosity, Resilience, Active Listening, Personable, Coachable, Accountable, Creativ...

Published: Oct 22nd, 2018

AA-ISP Monthly Member Orientation Session

AA-ISP MONTHLY MEMBER ORIENTATION SESSION Whether you are a new or existing member, our Monthly Member Orientation Session will help you learn how to get the most out of your AA-ISP membership. We cover new website additions, the best resource...

Published: Oct 22nd, 2018

Ask An Expert Question

Hi All, My organization is in the process of evaluating sales engagement platforms & tools in order to increase the efficiency and effectiveness of our inside sales teams to scale for next year. We are currently evaluating great tools like SalesLoft & ToutApp. In addition to Outreach - what ...

Interview Series: The Future of Inside Sales Roles

In a special addition of the Inside Sales Studio, Bob is joined by Kevin Kelly, Co-Founder of Protelos Group and AA-ISP UK-London Chapter President, as well as Andrew Hough, Founder & CEO of APS. AA-ISP and APS have recently began a partnership to bring the AA-ISP resources and community to Lon...

Published: Oct 9th, 2018

AA-ISP Training Tuesday: Keeping Sales Folks Motivated

Join us for this hands-on training session to get your sales teams motivated! What you will learn: Understand Sales Environment, Structures and Pressures The need for a happy staff...

Published: Oct 9th, 2018