Best Practices

Inside Sales 2012 - Phoenix
By: Multiple Contributors
On: 02/06/12

The only conference dedicated exclusively to the front-lines of Inside Sales returned to Boston for 2011! Inside Sales 2011 brings Inside Sales professionals together to learn, share, and network with compelling, all new presentations from some of the nation's leading Inside Sales Experts.

Members can download most event slide presentations by clicking the 'Download' icon to the left, expanding the desired conference, and then selecting the presentation(s) of interest.

Senior Executive Retreat
By: Multiple Contributors
On: 02/06/12

The AA-ISP Senior Executive Retreat is our profession's most strategic, yet intimate gathering for prominent inside sales leaders. The Retreat brings together a select group of Executives, VP's, and Directors for a unique opportunity to discuss strategic issues relevant to today's inside selling organizations.

Members can download most event slide presentations by clicking the 'Download' icon to the left, expanding the desired conference, and then selecting the presentation(s) of interest.

Write to Sell More by This Afternoon
By: Lynda McDaniel, Director, Association For Creative Business Writing
On: 10/03/11

Need some tips to help give your email that edge to catch a customer's eye? Lynda McDaniel provides several tools and tips to help you improve on how you construct your emails.

Killing the Sale: The Word 'Just'
By: Kip Kint, Director of Training and Development,Lynda McDaniel, Director, ContactPoint
On: 09/12/11

Are you using weak words? See how one word can weaken your sales pitch. In this best practice, Kip Kint discusses how much of a difference "just" one word makes.

Ten Tips for Writing Professional-looking E-mails
By: Lynda McDaniel, Director, Assocation For Creative Business Writing
On: 08/23/11

This handy guide will offer tips and reminders to help you craft e-mails that grab the recipient's attention and make them want to read, not delete your e-mail from their mailboxes.

The 7 Keys to Highly Effecitve Selling
By: Jeremiah Wilson, Founder and President, ContactPoint
On: 08/23/11

This eBook will help you reinforce your selling potential by improve sales performance, increase sales close rate, and to be able to close more sales on the first call.

Nine Steps to Writing That Sells
By: Lynda McDaniel, Director, Association for Creative Business Writing
On: 08/15/11

When a reporter asked Albert Einstein how he’d solve a crisis if he had only one hour, he answered that he’d spend 55 minutes planning and 5 minutes implementing, this same mindset applies to sales.

The attached details helpful tips and guidelines on how to improve your sales writing technique.

Why do Customers Choose You?
By: Kip Kint, Director of Training and Development, ContactPoint
On: 08/15/11

How does a customer choose whom to buy from? The answers may surprise you. This quick read provides useful tips and reminders to help you build relationships and win customers.

10 Tips on How to Create an Informative LinkedIn Profile
By: Marge Bieler, President, Rare Agent, Inc.
On: 07/18/11

This 2 page quick read provides a solid foundation for creating an interesting, information LinkedIn Profile.

Vacation Scheduling: Time to Go Mobile!
By: Thomas McNally, Business Development Associate, Vorsight Vorsight
On: 07/05/11

Business doesn’t necessarily take a holiday when you do. So how do you stay ahead of the game while getting some well-deserved R&R? To fix this, I took what could have been a problem and turned it into an opportunity to learn some new best practices. I’ve found that utilizing the power of going mobile can in fact boost the amount of call-backs and eventual meetings scheduled.

Training Tuesday - Social Selling University: A Step-by-Step Approach to Social Selling
By: The American Association of Inside Sales Professionals
On: 04/14/11

Today's reps and sales managers are frustrated with how traditional selling approaches such as cold-calls, email blasts, and product pitches are not yielding results. When sales organizations try to leverage social media into their sale processes, they are often overwhelmed by too much information and too little impact on productivity.

Topics Include:

- A quick primer on social media
- Why you need to use social media for your inside sales organization
- How you can get started
- Tools and Techniques that you need to know

Download the attached presentation and follow along with the audio recording.

View topics for upcoming Training Tuesdays on our Event Calendar.

eBook - Dirty Data’s Effect on ROI and Five Ways to Fix it Today
By: DemandGen, Sponsored by ZoomInfo.
On: 04/11/11

E-marketing should lead to greater intelligence on prospects, right? The opposite has proven true as companies become overwhelmed with data sources and struggle to keep contact databases accurate and up-to-date.

Add to this the rapid decay of business information and you have one major problem! The result? Companies large and small are losing MILLIONS in potential revenue.

Download the e-book and hear about the shocking findings that are hindering sales teams everywhere, and what you can do to make sure your team isn’t affected by Dirty Data.

eBook - Sales Speaks on Marketing Leads
By: Trish Bertuzzi, The Bridge Group & Steve Richard, Vorsight
On: 04/04/11

In this recent study, see what sales representatives are saying about marketing generated leads. The "Sales Speaks" eBook was done as a joint effort by Vorsight and The Bridge Group and includes responses from 1,150+ B2B sales representatives. You'll be surprised by the results.

Training Tuesday - Field and Inside Sales - Working Together for Success
By: The American Association of Inside Sales Professionals
On: 01/16/11

Listen and follow-along as Bob Perkins, founder, AA-ISP and Kelly Molander, Director Inside Sales, Kadient, discuss Best Practices for Team selling models between inside and field sales. The topic is geared for Inside Sales Rep's, Managers and Supervisor's.

NOTE: Training Tuesdays is for AA-ISP MEMBERS ONLY. Put this information on your calendar, its the second Tuesday at 12CST every month, same call-in number and same webinar access information. NO PREREGISTRATION IS REQUIRED FOR TRAINING TUESDAYS. Simply call in.

Download the attached presentation and follow along with the audio recording.

View topics for upcoming Training Tuesdays on our Event Calendar.

Leadership - Powerful incentives that won’t cost you a dime
By: Dan Kosch and Mark Shonka, Co-Presidents, IMPAX Corporation
On: 12/27/10

This article, published in the October 2010 issue of SalesForce XP, provides sales leaders with several inexpensive methodologies and proven best practices for getting the most from your sales team.

Training Tuesday Launch - Call Preparation
By: American Association of Inside Sales Professionals
On: 12/15/10

Play Audio

Call Preparation: Using LinkedIn and other tools to prepare for your calls

This fast paced 1/2 hour session is focused on effective call prep and is led by our President, Bob Perkins. Bob is joined by Eric Young, Sr. Inside Sales Rep at Vorsight.

Download the attached presentation and follow along with the audio recording.

View topics for upcoming Training Tuesdays on our Event Calendar.

Inside Sales Productivity Kit - Manager Edition
By: Trish Bertuzzi, Founder and Chief Strategist, The Bridge Group
On: 12/13/10

Launch Video

The following Inside Sales Productivity Kit and accompanying video details 10 proven, easy to follow, techniques that will help managers improve the performance of themselves, their teams and their organizations.

Here are some tips on getting the most out of this guide.
- Review the video to get a sense for the material
- Review the managers ebook for a deeper dive into each topic
- Schedule a productivity training session to focus on techniques you want to implement
- Show the specific segments that reinforces those techniques
- Handout the Rep ebook as supporting documentation
- Track progress, rinse & repeat

Inside Sales Productivity Kit - Sales Rep Edition
By: Trish Bertuzzi, Founder and Chief Strategist, The Bridge Group
On: 12/13/10

Launch Video

The following Inside Sales Productivity Kit and accompanying video details 10 proven, easy to follow, techniques that will help Sales Representatives improve the performance of themselves, their teams and their organizations.

Here are some tips on getting the most out of this guide.
- Review the video to get a sense for the material
- Review the Rep ebook for a deeper dive into each topic
- Select 1 or 2 productivity techniques you want to implement immediately
- Develop a way to track activity & results
- Review progress, rinse & repeat

Four Steps to take to Align and Adjust to the New Customer 2.0
By: Marge Bieler, Founder and CEO RareAgent
On: 12/13/10

Smart inside salespeople know the sales world has forever changed as we know it. If you want to be successful and ride this wave, you'll need to adapt. In this overview, taken from Josiane Feigon, author of Smart Selling on the Phone and Online and President of TeleSmart Communications,, you'll learn four crucial steps to help you navigate the terrain.

1. Listen to the conversation and become socially savvy
2. Do your homework and use technology tools
3. Develop compelling value statements and value messaging
4. Provide content in easy, bite-size chunks for the prospect to read and digest

Outlook on 2011 - Survey compiled jointly by Heinz Marketing and OnTarget Consulting & Research
By: Heinz Marketing & OnTarget Consulting & Research
On: 12/13/10

This is a summary of the findings and key recommendation from the “Outlook on 2011” survey conducted by Heinz Marketing and OnTarget Consulting & Research. The survey focused on many of the challenges companies are facing in attracting, winning and keeping customers. Nearly 100 business leaders and marketing executives reported on how well they believed their company or organization performed in 2010 as well as their outlook for 2011. Over 80 percent of respondents participating in the survey were the owners or executive/senior leaders of their organizations.

Buyer’s Checklist: Training Courseware
By: Charlie Blum, Vice President, Product Development, Axzo Press LLC
On: 12/13/10

There are lots of choices when it comes to choosing a Training Courseware provider. So how do you determine the best solution to fit your organization’s training needs? Learn some vital characteristics to look for in this Buyer's Checklist including:

What skills and concepts do your employees need to learn?
• Desktop Applications (Microsoft Office; Adobe Creative Suite, etc)
• Business and Professional Development—also known as soft skills
• Information Technology—networking, security, etc.

Do you prefer to work with a single vendor to meet all your training needs?
• Does the training courseware provider have sufficient depth and breadth?

Is a consistent look and feel across all training courses important to you?
• Will individual trainers teach multiple courses? If the content is not structured the same way, they will need to spend additional time preparing for each course.

and more....

Revenue: Marketing’s New Role in Sales
By: Marge Bieler, Founder and CEO RareAgent
On: 12/13/10

Marketing’s new accountability to revenue generation and selling to Customer 2.0.

Today’s buyer – Customer 2.0 – has a wealth of information at his fingertips. By the time buyers see a salesperson, they are already well-educated about the product. They have read reviews online and researched pricing – and it is buyers who controls the sales cycle. They decide whether to attend a webinar, revisit your website, or to engage in social media.

Today’s marketers have a new challenge. In order to be effective, they must come to the table with relevant programs at each stage of the sales process to better support sales and work with them as a collaborative team

In this article from Jon Miller, VP of Marketing, Marketo, hear how marketing and sale must align to address Customer 2.0 and drive revenue in 2011 and beyond.

Using Science to Motivate Your Sales Reps
By: Marge Bieler, Founder and CEO RareAgent
On: 10/22/10

How Assessments have Changed the Way Organizations Hire (and Keep) the Best Salespeople

By Todd Harris, Ph.D.

Even during challenging economic times, sales organizations are almost always hiring. But when it comes to hiring, most sales organizations struggle. Research shows that only between 50-60% of salespeople make their numbers in a given year. When asked to identify the primary roadblock to their overall success, most sales managers point to their inability to find and hire good sales reps – and hiring the wrong person can have devastating economic consequences.

This article provides insight into how leading sales organizations find the right people and keep them on board?

Periodic Table of Inside Sales Metrics - 2010
By: Trish Bertuzzi, President The Bridge Group
On: 10/04/10

The Periodic Table is a one page summary of key Inside Sales metrics based on data collected from surveys with 125 technology companies in North America. Categories include: Lead Generation; Inside Sales; Inside Sales Management; Quota & Contribution; Top Challenges and More...

Listening for Sales Opportunities
By: Jigsaw - www.jigsaw.com
On: 10/01/10

Let’s face it, the sales and marketing professions have changed over the last several years. No longer is it simply about building relationships by listening to the customer. There is too much competition and distraction in the world to rely on relationship building alone. You also have to add value and demonstrate your relevance with every prospect or client interaction.

This article is about how you can make the most of each and every business opportunity. By incorporating technology in the form of a Listening Dashboard, to give you a competitive advantage, you will end up enjoying the long-term relationships and repeat business that is every business person’s goal.

Prospecting Best Practices: How to Instantly Establish Interest When Cold Calling
By: Mike Brooks - President, Mr. Inside Sales
On: 09/19/10

Learn prospecting Best Practices to help you establish interest when cold calling.

Inside Sales 2.0 Trend Talk 2010
By: Josiane Feigon, CEO of TeleSmart Communications TeleSmart Communications
On: 08/30/10

Inside Sales Trend Talk 2010: So many changes in inside sales, find out the latest trends and download our popular white paper.

Ten Best Practices for Presenting in the Virtual Environment
By: Tom Drews, Founder & President, What Works! Communication
On: 06/21/10

Learn 10 proven best practices to help make your virtual presentations more effective.

Seven Ways to Build a Sales Pipeline Without Cold Calling
By: Matt Heinz, Founder - Heinz Marketing
On: 05/30/10

Cold calling still works, but you do not need to do it to build a qualified sales pipeline. Fresh leads are great, but occasionally that well too runs dry. What then? Where can you get prospects and build your sales pipeline without leads or cold calling? Here are seven places to address and leverage for your own pipeline or business.

ISR 1 on 1 Review Template
By: Matt Heinz, Founder, Heinz Marketing
On: 05/18/10

Use this template for weekly 1on1 meetings with your inside sales reps.

Cold Calling Metric Formulas
By: Ron S LaVine, President and Live Cold Call Trainer, Accelerated Sales Training Inc.
On: 05/03/10

Reaching selling goals not only requires that they be written and date specific but also having the ability to measure the results. The following exercise will enable you to measure your selling effectiveness. You will need your phone bill and/or a log of your phone calls to complete the exercise.

How to Identify Top Inside Sales Talent
By: The American Association of Inside Sales Professionals
On: 04/26/10

Hiring Top Talent can be a challenging task. Learn a simple, straight forward process that might help you land your future top rep.

Developing Personas: The Road to More Thoughtful Conversations
By: Marge Bieler, Founder and CEO RareAgent
On: 02/02/10

In the world of teleprospecting, the goal is to get potential buyers on the phone and keep them there long enough to get them interested in your product. But if you can’t speak their language, you’re dead in the water before you even pick up the phone. Developing and using personas is key to any successful marketing campaign.

In today’s Web 2.0 marketplace, you have to know who you are selling to, what their specific pains are and their communication preferences, and how they get information before they buy. Every buyer has a different set of business challenges and each requires a specific messaging strategy. Getting them on the phone is just the first step. The hard part is getting them to listen.

Boston Chapter Meeting Presentation from Jan 21, 2010
By: Trish Bertuzzi, Bridge Group, Mike Damphousse, Green Leads, Steve Harper, Plan to Win
On: 01/29/10

Agenda Topics:

Intro & Review of Member Survey
AA-ISP 1Q10 Update
Outbound Calling Best Practices
Inside Sales Training & Coaching Best Practices

*** NOTICE TO ASSOCIATE MEMBERS AND NON-MEMBERS: YOU MUST GO TO THE HOME PAGE AND DOWNLOAD THE SLIDES FROM THE SAMPLE DOWNLOAD SECTION. IT IS ON THE RIGHT HAND SIDE OF THE SCREEN. PLEASE CONTACT US AT INFO@AA-ISP.ORG IF YOU HAVE ANY TROUBLE. THANK YOU ***

Eleven Do's and Don'ts for Cold Calling
By: Ron LaVine, MBA, President and Live Cold Call Trainer Accelerated Sales Training, Inc.
On: 01/11/10

Learn practical tips to help improve your cold calling results.

Coaches Corner - 2009 Compilation
By: Larry Reeves, COO, American Association of Inside Sales Professionals
On: 12/24/09

View the entire collection of Coaches Corner articles featured in the 2009 Inside Scoop Newsletters. These articles provide valuable insight and advice that can help improve yours and your team's performance.

Protect the 215: the only way to sell more...
By: Nancy Nardin, Founder & President of Smart Selling Tools
On: 12/21/09

Someone once told me its easy to guarantee sales. How I asked? Make something people want to buy. Clever but not entirely correct. Offering a product that people want to buy is certainly a necessity but there is only one way to guarantee more sales and that is by spending more time with customers. How do you do that? You have to Protect the 215. Learn more...

Pre-Call Planning Guide
By: The American Association of Inside Sales Professionals
On: 11/19/09

This guide highlights four key steps to pre-call planning. Includes Planning Worksheet.

Inside Sales Best Practices Volume 1
By: Trish Bertuzzi, President of The Bridge Group
On: 10/26/09

Discusses 5 critical success factors and provides tips, techniques & advice that is easily digestible and actionable. Includes • Knowing your Market • Cold Calling: Science Not Art • Getting Past the Gatekeeper • VoiceMail as your Friend • Motivating Inside Sales Reps

Selling Tips
By: Ron LaVine, President of Accelerated Sales Training, Inc.
On: 10/08/09

This article provides some common sense fundamentals that should be best practices for all.

Prospecting: A Prescription for Success
By: Laurie Lynard, Vice President - TeleMasters
On: 10/08/09

All too often salespeople make it about themselves and their products and services before learning about their prospects to determine the need. Does your sales team "prescribe before they diagnose" ?

Using Voicemails and Emails Together
By: Beth Avery, Director of Marketing - Vorsight
On: 09/26/09

By effectively combining your current tools you can build recognition, value, and increase connect rates with prospects. This Best Practice provides insight as how to use 2 tools that everyone has - Voice Mail and E-mail.

Breaking the Telemarketer Mold
By: David Stillman, President and CEO Vorsight
On: 09/11/09

Executives prefer to interact with other executives. Learn the skills to differentiate yourself.

Asking the Right Questions
By: Ron LaVine, President, Accelerated Sales Training On: 08/27/09

Valuable questioning tips that help you to uncover customer needs.

Keys to Success with a Hybrid Rep Sales Team
By: Laurie Lynard, Vice President - Telemasters
On: 08/14/09

This Best Practice discusses 6 key factors to developing a successful Hybrid Sales team.

What it Takes to Be Great.
By: Geoffrey Colvin, Senior Editor, Fortune
On: 07/25/09

This very interesting 2006 article from Geoffrey Colvin is a quick read and looks at various attributes associated with greatness including the impact of practice. This version has been reviewed by Gregg Baron, President of Success-Sciences and highlights areas Gregg presented at the 2009 Leadership Summit.

Periodic Table of Inside Sales Metrics
By: Trish Bertuzzi, President The Bridge Group
On: 07/02/09

The Periodic Table is a one page summary of key Inside Sales metrics based on data collected from surveys with 125 technology companies in North America. Categories include: Lead Generation; Inside Sales; Inside Sales Management; Quota & Contribution; Top Challenges and More...

10 Calling Tips
By: The American Association of Inside Sales Professionals
On: 06/25/09

Ten fundamentals for making successful sales calls.

Airtight Performance Reviews for Sales People!
By: Kevin Gaither Director of Inside Sales, Business.com
On: 06/17/09

An airtight way of delivering performance reviews and documenting sales rep performance through the year. Follow this process and insure that your employees have no surprises when you deliver their annual reviews at the end of the year.

How to make performance reviews simple and easy
By: The American Association of Inside Sales Professionals
On: 04/30/09

Staying Sales Focused
By: The American Association of Inside Sales Professionals
On: 04/04/09

These three points will help managers stay focused on sales, sales, sales!

Four Step Sales Planning Process
By: The American Association of Inside Sales Professionals
On: 03/28/09

Follow this simple four step process to develop a variety of sales plans.

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