AA-ISP Training Tuesday: Create Competitive Differentiation

Unfortunately, many of the industry “best practices” that supposedly help distinguish you from your competitors are actually having the opposite effect—you end up sounding exactly like everyone else. And when you sound like everyone else, your buyers become more indecisive and less...

Published: Jul 11th, 2023

AA-ISP Training Tuesday: Research and Win Access to Your Executive Buyer

When you’re sitting across from a CXO, you only get one shot to pique their interest. Learn how to create enough urgency to get executive buyers to change now, and build a meaningful business case to help them justify that decision.      ...

Published: Jun 13th, 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: 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

AA-ISP Training Tuesday: Skip the 20-Questions Game and Win the Sale

Your buyers don't want to play the 20-questions game. It irritates them, and it's a selfish ploy for sellers—not to mention ineffective. In this Training Tuesday replay, you'll learn to use Unconsidered Needs and a technique called DIQ (Data - Insight - Question) to create the energy and provo...

Published: Sep 13th, 2022

AA-ISP Idea Exchange: Growing Your Pipeline - Even in an Economic Downturn

When the economic climate feels uncertain, the pressure to do more with less increases, especially when it comes to driving growth. Every dollar you invest to drive sales must be spent with precision. With little room for error, what changes do you make? Watch this replay to learn innovative approa...

Published: Aug 30th, 2022

AA-ISP Training Tuesday: Economic Uncertainty - Objection Handling Tactics for Inside Sales Professionals

The economic downturn and fears of a recession make the current selling environment more challenging. Opportunities that were forecast to close now get stalled, as prospects postpone the final purchase decision. We're all feeling the pain (your competitors included). Navigate these waters well and y...

Published: Aug 16th, 2022

Hi All... our SDR team is having some challenges with being flagged as email SPAM to our prospects where they aren't receiving our emails and our opens are suspected to be from SPAM folders vs. the people we are reaching out to. We are also experiencing the same thing with our calls showing up as S...

Published: Jul 22nd, 2022

AA-ISP Workshop: Team Adoption - Using Video to Move the Needle

As sales leaders in 2022 we need to be empowering our teams with the knowledge and tools necessary to stand out from the competition. Personalized sales videos are proving to be one of the best ways for sales teams to drive meetings and conversions, but the question is how to get your team to create...

Published: Jun 15th, 2022