AA-ISP Webinar Series: Sales Video Boot Camp - How to Coach your Sales Team and Create Effective Sales Videos SUMMARY In this webcast, you’ll get the expertise of Steve Richard, expert sales coach and Chief Revenue Officer at ExecVision, coupled with the raw footage of sales people who are usi...Author: Steve Richard, Chief Revenue Officer, ExecVision
Why use humor? As Dr. Jim Lyttle said in 1977, "Humor increases persuasion's effectiveness". And guess what? It's still true today. If you're selling, you're persuading. Marshall Chiles shows you his simple and proven methodologies of adding humor to selling in order to be more engag...Author: Marshall Chiles, Founder & CEO, HumorWins
The Power of Storytelling for Sales Teams (Or How to Turn Cold Prospects into Engaged Buyers) SUMMARY Did you know that 60% of sales opportunities end in no decision? The sales cycle doesn't end in a “no thanks,” just stalled at indecision. This is due, in part, to the fact that most sales...Author: Calum Kilgour, CEO, SlingshotEdge & Patrick Gunn, EMEA Sales VP, Qstream
AA-ISP and KZO Innovations have teamed up to learn more about how sales people are using video to further the sales process. In a survey aimed to learn more about the perspectives of sales people when it comes to communication effectiveness, relevance, and best practice with video, we were enlighten...Author: Bob Perkins, AA-ISP & Dawn Baron, KZO
Learn the 10 steps you can take to double pipeline generation without investing in any additional tools or data. Ken Jisser, Co-founder of ReplyStream, will describe the core disciplines that allow organizations to better understand who to target, why, when, and how. WHAT YOU WILL LEARN This se...Author: Ken Jisser, Co-founder, VP of Sales & Services, ReplyStream
Setting B2B appointments can be tough. Once you do finally get a prospect on the phone, you only have a couple of minutes to work with, and it can sometimes be a hostile environment. A sales methodology that makes this process easier is outlined in the attached How to Make Setting B2B Appointment...Author: Michael Halper, Founder and CEO, SalesScripter
At the end of Q2 2015, the InsightSquared mid-market team missed their quota by nearly 50%. After careful analysis to diagnose the issue, something became clear: their pipeline was grossly over-inflated. As the team grew, they realized how important it is to tailor pipeline coverage ratios to i...Author: Ben Theriault, Sales Director, InsightSquared
Selling is essentially about influential language skills. In this highly practical white paper, you can learn some unique approaches to dealing with resistant buyers. You might not feel comfortable trying all 8 techniques, but as you read them, you can recognize that your growing verbal agility (you...Author: Dan Seidman, CEO, GOT INFLUENCE?
I am researching my Inside Sales group going after government bid opportunities. One tool I am looking at utilizing is Smart Procure.com. It allows you to see current open bids, closed bids by agency, vendor and items, and the prices for those items. Does anyone have experience with this type...Author: Anonymous
AA-ISP Training Tuesday: Negotiating with Stakeholders - Help your clients turn a no into a definite yes Did you know that the buyer has to advocate for your company to the other stakeholders involved in the buying process? Are you giving the buyer the ammunition they need to seal the deal for yo...Author: Jeanette Nyden
Join us for an interactive workshop with InsideSales.com Enablement Coach, Steven Frame. Steven will discuss what sales teams can learn from top-performing organizations like the US Ski Team and Red Bull about competing at the highest levels. WHO SHOULD ATTEND? This presentation is for all sales...Author: Steven Frame, Enablement Coach, InsideSales.com
Many sales professionals have never been taught how to conduct an effective follow-up campaign. They either push too hard and quickly become a pest, or they wait patiently thinking "interested" prospects will respond to their requests. To be successful in selling today, you have to master ...Author: Tim Wackel, Founder & President, The Wackel Group
OVERVIEW Sales teams want to sell more, faster. To best accelerate your team's sales, however, you may have to slow down first to perfect your processes. This webinar explores how faster internal processes – from lead gen handoff to getting contracts signed – help your team pursue more ...Author: Leeron Israel, Sales Adoption Leader, Citrix RightSignature
OVERVIEW It's time to dump the demo and focus on solving customer's problems without letting technology get in the way. In this Training Tuesday session, Doug Devitre, Author of Screen to Screen Selling, will show you the playbook for how to improve the customer experience and increase sales produ...Author: Doug Devitre, Author of Screen to Screen Selling
Many have heard of the term BANT to qualify leads, but don't know the questions to ask. Get to BANT quicker with these helpful questions.Author: Ryan Strandin, Business Development Manager, Sales Result Inc.
AA-ISP TRAINING TUESDAY: Buyer Behavior Should Drive Your Sales Strategy Ask yourself two questions: (a) Are your forecasts accurate to within a margin of 5% or less? (b) How many opportunities in our sales funnel ever move backward (i.e. toward the top of the funnel) as opposed to being ...Author: Tom Snyder, Founder & Managing Partner, VorsightBP
A VP of Sales is considered successful if they are able to manage their sales team effectively enough to reach their number each quarter. Hitting consistent revenue goals keeps the on the right track provides stability. When this number is met, the CEO is able to use the revenue to invest in the com...Author: Ryan Strandin, Sales Result Inc.
AA-ISP TRAINING TUESDAY: 5 Things to Know When Selling to Millennials Brace yourself, millennials are coming. Are you ready? Please join Quosal expert, Parker Trojanowski, Sales Engineer, to ensure you are! According to Forbes, 50% of the U.S. workforce will be millennials by 2020. That means ...Author: Parker Trojanowski, Sales Engineer, Quosal
AA-ISP FRONTLINE FRIDAY: Does Your Buyer Drive Your Forecast? Please join Tom Synder, Founder and Managing Partner at VorsightBP, as he asks the question "Does Your Buyer Drive Your Forecast?" and offers an explanation of the science of persuasion. WHO SHOULD ATTEND? Leaders and I...Author: Tom Snyder, Founder & Managing Partner, VorsightBP
Training Tuesday: Turn “Show & Tell” Demos into “Show and Sell” conversations that close business You can have the best lead gen system, the sexiest product, and the most comprehensive metrics, but if the demo doesn't engage, doesn't differentiate, an...Author: Anne Miller