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08 Sep

AA-ISP Atlanta Chapter Meeting

Where: Tech Village, 3423 Piedmont Rd NE, Atlanta, GA 30305

When: September 8th, 2014 @ 7:00pm EST

For our next AA-ISP event, we're honored to present QGenda's Frank Tumminia (VP Sales) and Greg Benoit (CEO).

In the last 18 months, the QGenda sales team has grown from 1 full-time rep to over 15 and they've added over $4.2 mm ARR across 400 clients with an SDR team that has generated over 1400 demos during that period of time.

These are obviously impressive numbers but get this...they sell to physicians...and use an all inside sales model. In an industry that's been so 'face-to-face' focused, they are a world-class example of an inside sales model of the highest performance using best practices in inside sales.

This presentation will be a unique perspective because it's not just the VP sales, but also their CEO speaking. They'll discuss the following:

1. Why and how Greg (CEO) chose Frank (VPS)
2. Why and how Frank (VPS) chose QGenda
3. How does Greg pass expectations to Frank?
4. How does Frank report performance to Greg
5. The biggest lesson they've each learned
6. The biggest mistake from their perspectives

....and their philosophies on best practices for sales process, hiring, coaching, metric's driven management, and sales tools.

They'll be carving out over 20% of the presentation for live questions and have promised to give specific and clear advice that you can put to work in your business today!

09 Sep

AA-ISP Inside Sales 2014 - Boston

Where: Four Points by Sheraton Norwood

When: September 9th, 2014 @ 8:00am EST

The AA-ISP Inside Sales Conference Series is coming to Boston for a special one-day event dedicated exclusively to the "frontlines" of Inside Sales. Join over 20 of today's most recognized Inside Sales Experts as they share a wide variety of proven solutions and best practices to help you solve your most challenging issues. The conference features a variety of general sessions, interactive break-out sessions, and lively panel discussions focused on sales skills and development, effective prospecting and lead generation, coaching and management, marketing and sales optimization, and much more.

Presented and hosted by the AA-ISP, the Inside Sales 2014 conference series has earned a reputation for being a learning based conference, rich in valuable, relevant content. Boston will be no exception. This is your opportunity to learn, share, and network with Inside Sales Experts, leading technology & service providers, and hundreds of other like-minded Inside Sales Professionals.

Topics will include but not be limited to:

- Marketing and Inside Sales working together
- Prospecting and Generating Highly Qualified Leads
- Social Media Trends, Tips, and Techniques
- Coaching and Developing High Performing Teams
- Motivating and Managing Multi-Generational Teams
- Training Programs That Work
- Tools and Technologies

If you are an Inside Sales Representative, Account Manager, Lead/Business Development Representative, Inside Sales Manager/Supervisor/Executive, or are involved in supporting or working with an Inside Sales team, you are sure to benefit from attending Inside Sales 2014 – Boston.

09 Sep

AA-ISP Training Tuesday: LinkedIn Update: New Features and Advanced Techniques

Where: Log and Dial In Below

When: September 9th, 2014 @ 1:00pm EST

Please join us for the AA-ISP Member's only Training Tuesday. These 30 minute training sessions run the same time each month, the 2nd Tuesday of the month, and at the same time each month, 1:00 EST/10:00 PST. Each month we bring in a guest speaker to address key challenges and issues facing our profession. The highly interactive format includes plenty of time for live Q&A discussion.

Presentation:
LinkedIn has released a number of new or enhanced features this year. Attend this webinar to learn how to get the most out of:
• Long Form Publishing - Now Everyone Can Be Like Richard Branson & Deepak Chopra
• Custom Backgrounds - Spice Up Your Premium Profile with a Graphical Make-Over
• Activities - They’re Back. Where To Find Them and How To Use Them
• Keep in Touch - Strengthen Your Existing Relationships One Click at a Time
• Advanced Social Sharing Techniques - Showcase Your Expertise to Attract Business

Presenter information:
Kurt Shaver trains corporate sales teams on advanced Social Selling skills. He has spoken at conferences like AA-ISP Social Selling, Sales 2.0, and LinkedIn's Sales Connect. Clients include leading companies in the technology, telecom, and business services industries. Learn more at The Sales Foundry.

Attendee Information:
Log In: Training Tuesday
Meeting Code: AA-ISPWebinar
Phone Dial In: 213-226-1066
Dial In Code: 892-816-004#
Dial In Via Internet: Join the meeting then click the phone icon

Want to view on a phone or tablet, launch the join.me app and enter meeting code AA-ISPWebinar.

Show start times by time zone.

NOTE: Training Tuesday are for AA-ISP MEMBERS ONLY and take place every second Tuesday of the month at 1PM EST. No pre-registration is required.

Feel free to contact us with any questions at memberservices@aa-isp.org or call 1-800-604-7085 ext 130.

Thank you!

The AA-ISP Team

No Pre-registration Required

10 Sep

AA-ISP OC Chapter: When is Sales Training NOT Sales Training, When it's Product Training

Where: Webinar

When: September 10th, 2014 @ 8:00am PST

Join us as Steve Ver Burg, President of Dale Carnegie Orange County, shares with us the value of Sales Training.

Dial and Log In Instructions:
Join the meeting: JoinMe

Meeting Code: AA-ISPWebinar

On a computer, use any browser with Flash. Nothing to download.
On a phone or tablet, launch the JoinMeApp and enter meeting code: AA-ISPWebinar

Join the audio conference:
Dial a phone number and enter access code, or connect via internet.

By phone:
+1.213.226.1066

Access Code:
892-816-004#

By computer via internet:
Join the meeting, click the phone icon and select 'Call Via Internet'. A small download might be required.

A special thank you to our sponsor Qvidian

18 Sep

AA-ISP Webinar: What Football Teams Can Teach Sales Teams

Where: Register for Webinar Details

When: September 18th, 2014 @ 2:00pm EST

Football is back! To celebrate the return of America's favorite sport, Enkata will talk about lessons sales teams can learn from football teams. For example, while both teams often rely on star players, it’s often basic blocking and tackling that makes or breaks a season. Just like in football, sales excellence requires basic skills, great teamwork, and leadership. In this webinar, Enkata will discuss the basic blocking and tackling skills that sales teams miss most often, how to make special teams more effective, and what football coaches can teach sales leaders.

Presenter Dan Enthoven, CMO, Enkata

Daniel Enthoven brings twenty years of technology and call center experience to the Enkata team. Dan was one of the early employees of Nuance Communications, developing their vertical marketing and channel sales programs. Later, Dan joined BeVocal as Director of Marketing. In 2005, Dan joined Trovix, a semantic search company, as Vice President of Sales and Marketing. Trovix was acquired by Monster Worldwide in 2008, and Dan became Vice President of Product Marketing for Monster.

Dan has a BA and an MBA from Stanford University, and has one patent on using voice recognition to find information in stored audio files.

This webinar is complementary. All are invited and welcomed.

18 Sep

AA-ISP NY-NJ-CT Chapter Meeting

Where: IBM, 590 Madison Avenue, New York, NY - Room # 1218

When: September 18th, 2014 @ 5:00pm EST

Learn how marketing and sales create winning lead generation programs

In many businesses, sales do go down during the lazy, hazy days of summer. CEOs, sales directors and marketing managers are locked in rooms figuring out how to generate quality leads for their inside sales teams. Ever wonder what goes on behind those locked doors? Ever wonder how they come up with programs to generate good quality leads for you?

If you have and do, our next meeting is for you. Here’s what we’re planning:

• First, we’ll present some basic background on the roles and responsibilities of marketing and sales executives and describe the tools they use. From there, we’ll break into two teams, one sales and the other marketing, and work together to develop the best possible lead generation program we can.

• Ed Linde, our chapter president, will play the role of CEO and will brief both teams on our business goals and objectives. Board members Hugo Bader will play the role of sales director and lead the sales team and Barry Sideroff, the role of marketing manager leading the marketing team.

• Working collaboratively, we’ll develop a lead generation program designed to meet both marketing and sales managements’ goals and objectives. Those not in the room who attend the meeting virtually will represent the “voice of the customer” and be our ultimate judge.

Rest assured that we’ve set out to make this a fun session. If at the end of the day we all come away with a greater understanding of what marketing and sales are all about and why working together is so important, we will have accomplished our goal. Details will follow via chapter emails and LinkedIn.

Speaker biographies

Ed Linde II, president of the NY-NJ-CT Chapter, is Senior Marketing Manager, IBM Inside Sales, Industry, Federal and Digital Sales Programs. Throughout his 30 year career at IBM, Ed has created meaningful and sustained value for both his customers and the company by leveraging his results orientated people management, leadership, marketing and sales skills. Learn more about Ed at www.ibm.com/myrep/ell11.

Chapter board member Hugo Bader is Vice President, Business Development, DialAmeria Marketing, Inc. Hugo helps companies make money by delivering sales ready leads and new business $$ with contact center services for sales support and acquisition campaigns including end-to-end lead generation and appointment setting programs. Learn more about DialAmerica at www.dialamerica.com.

Chapter board member Barry Sideroff is President of Direct Ventures, Inc. (DVI), a strategic marketing and sales consultancy. Barry has helped launch new businesses and optimize existing marketing and sales assets for companies like Aetna, AARP, AT&T, Anheuser-Busch, Citigroup, Costco, Google, GM, IBM, Oracle, PepsiCo, P&G and many others. Learn more about DVI at direct2-0.com.

If you or your guests cannot attend in person and you’ll be playing the role of the customer, here’s what to do:

Go to: https://apps.na.collabserv.com/meetings/join?id=7634-0064

If you are an IBM SmartCloud member, simply enter your email address and the meeting password WB2GXF. If not, click on “Join as a Guest”, enter your name, company name and language preference, click on “Join Meeting” and you’ll be in!

Once you're connected:
Dial in: 1-888-426-6840
And enter password: 82662825

18 Sep

AA-ISP Portland Chapter Meeting

Where: Perka, Directors Building, 808 Southwest 3rd, Portland, OR 97204

When: September 18th, 2014 @ 5:30pm PST

Meeting topic: Putting Failure in its Place

Guest Speaker: Inspirational Speaker, Gordon Viggiano

In "Putting Failure in its Place", you will learn:
• The process of succeeding
• Taking aim at obstacles, not hiding behind them
• How they can use the 4- step GIRD (Goals, Instruction, Repetition and Discipline) process to accomplish their business and personal goals

19 Sep

AA-ISP Member Orientation - 11:00AM EST/ 10:00AM CST / 8:00AM PST

Where: Dial and Log In Below

When: September 19th, 2014 @ 11:00am EST

Whether you are a new or an existing member, please join us for the Member Orientation Session and learn how to get the most out of your AA-ISP Membership. New website additions, best resources, AA-ISP news and updates, we will review it all in this fast moving 30 minute session.

NO PREREGISTRATION IS REQUIRED FOR MEMBER ORIENTATION. Simply call in and login using the information below.

Call and Log In details:
Orientation Dial-In Telephone Number: (424) 203-8000
Dial-In Participant Access Code: 978648#
Orientation Viewing Log-In Information: Glance
Orientation Viewing Log-In Code: 1593

Contact us with any questions or if you have something particular you want us to review at memberservices@aa-isp.org or call 1-800-604-7085 ext 130.

No Pre-registration Required

19 Sep

AA-ISP Frontline Friday: Five Barriers that Block Sales Reps from Hitting Quota

Where: Log and Dial In Below

When: September 19th, 2014 @ 1:00pm EST

Please join us for the AA-ISP Member's only Frontline Friday. These 30 minute training sessions run the same time each month, the 3rd Friday of the month, and at the same time each month, 1:00 EST/10:00 PST. Each month we bring in a guest speaker to address key challenges and issues facing the "frontlines". The highly interactive format includes plenty of time for live Q&A discussion.

September's Frontline Friday presenter is Senior Director of Sales Development at Achievers, Ralph Barsi. Ralph will be presenting Five Barriers that Block Sales Reps from Hitting Quota.

Attendee Information:
Log In: Frontline Friday
Meeting Code: AA-ISPWebinar
Phone Dial In: 213-226-1066
Dial In Code: 892-816-004#
Dial In Via Internet: Join the meeting then click the phone icon

Want to view on a phone or tablet, launch the join.me app and enter meeting code AA-ISPWebinar.

Show start times by time zone.

NOTE: Frontline Fridays are for AA-ISP MEMBERS ONLY and take place every third Friday of the month at 1PM. The highly interactive format includes plenty of time for live Q&A discussion. No pre-registration is required.

Feel free to contact us with any questions at memberservices@aa-isp.org or call 1-800-7085 ext 130.

Thank you!

The AA-ISP Team

02 Oct

AA-ISP San Diego Chapter Meeting: Social Media Strategies

Where: Service Now, 4810 Eastgate Mall, San Diego, CA 92121

When: October 2nd, 2014 @ 4:30pm PST

Please join us for a great event for Inside Sales Representatives and Leaders.

06 Oct

AA-ISP Executive Retreat 2014

Where: Pinehurst Golf Resort - The Holley Inn, Pinehurst, North Carolina

When: October 6th, 2014 @ 2:00pm EST

Join us on October 6th - 8th for our profession's most strategic, yet intimate gathering of inside and field sales leaders. This select group of 50 - 60 executives will come together and work side-by-side to tackle the key organizational challenges faced by many sales leaders and professionals today.

Topics will include the latest in best practices to help organizations raise the performance of their teams. Facilitated workshop sessions will focus on learning and the sharing of emerging and alternative strategies. Attendees will also meet with leading technology and service providers to help understand specific offerings in support of these key strategic areas. Additionally, the Retreat will have a leadership enriching theme including a special guest speaker who will challenge all executives to new levels of personal commitment and development.

The Retreat will provide a unique learning opportunity with a highly interactive, workshop format. If you're a Executive, Vice President, Director/Sales Leader and your responsibilities include an inside sales or virtual selling component, you will benefit from participating in the 2014 AA-ISP Executive Retreat.

09 Oct

AA-ISP OC Chapter: Sales Playbooks

Where: Webinar

When: October 9th, 2014 @ 8:00am PST

Qvidian CMO, Christopher Faust, joins us to talk about the value of Playbook and the immensely positive impact that will have on your team.

Dial and Log In Instructions:
Join the meeting: JoinMe

Meeting Code: AA-ISPWebinar

On a computer, use any browser with Flash. Nothing to download.
On a phone or tablet, launch the JoinMeApp and enter meeting code: AA-ISPWebinar

Join the audio conference:
Dial a phone number and enter access code, or connect via internet.

By phone:
+1.213.226.1066

Access Code:
892-816-004#

By computer via internet:
Join the meeting, click the phone icon and select 'Call Via Internet'. A small download might be required.

A special thank you to our sponsor Qvidian

16 Oct

AA-ISP Phoenix Chapter Meeting

Where: Arizona Grand Resort, 8000 Arizona Grand Pkwy, Phoenix, AZ 85044

When: October 16th, 2014 @ 5:00pm MST

Meeting Topic: Smart Calling- Eliminate the Fear, Failure, and Rejection from Cold Calling

We are excited to have guest speaker, Art Sobczak. With over 31 years of experience; Art shares his proven system for selling by phone. He provides real world solutions that salespeople can (and
will!) implement immediately. Sales teams around the world count on Art to help them create more successful calling strategies.

His success as a sales speaker and trainer is built upon a lifetime of real-world experiences and stories. After hearing Art speak, you'll walk away with ideas on how to:

-Engage prospects with effective opening statements
-Gain inside information using the latest "social engineering" techniques
-Get screeners, gatekeepers, and assistants working for you
-Deal effectively with buyer resistance
-Get prospects to take action
-Stay motivated

Additionally, in 2012 Art received the Lifetime Achievement award from the AA-ISP for his contribution to the profession. His latest book, "Smart Calling-Eliminate the Fear, Failure, and Rejection from Cold Calling" hit Number One in amazon.com's Sales category its very first DAY, it was named Top Sales Book of 2010, and it's now in its Second Edition.

We'd also like to give a very special thank you to our meeting sponsor, ConnectAndSell!

05 Nov

Boston Chapter Meeting - "Crushing Your Number in 2015"

Where: Constant Contact, Waltham

When: November 5th, 2014 @ 8:00am EST

Join us as we talk about sales strategies for 2015 with some local successful sales leaders. This session will be the first where we'll start the meeting off as one large group, then split into two groups - one for sales leadership and one for individual contributors.
This session will help you in your planning for 2015 in terms of strategy, tools, and ideas.
Check back for presenter information - get this one on your calendar and save the date.

05 Nov

AA-ISP OC Chapter Q4 Meeting: Expert Panel Discussion on What Works for Sales Training

Where: Aliso Viejo Country Club

When: November 5th, 2014 @ 4:30pm PST

Attend our Q4 Chapter Meeting and hear from an Expert Panel of local front line Inside Sales Leaders and what they do to successfully gear up their teams.

Panelists include:
Charles Teed, VP Sales, Mavenlink
Amyra Rand, VP Sales, Kareo
Dionne Mischler, Director Inside Sales, HireRight
Steve VerBurg, President Dale Carnegie Training OC

A special thank you to our sponsor Qvidian

06 Nov

AA-ISP Inside Sales 2014 - Minneapolis

Where: Minneapolis Airport Marriott

When: November 6th, 2014 @ 8:00am CST

The AA-ISP Inside Sales Conference Series is coming to Minneapolis for a special one-day event dedicated exclusively to the "frontlines" of Inside Sales. Join over 20 of today's most recognized Inside Sales Experts as they share a wide variety of proven solutions and best practices to help you solve your most challenging issues. The conference features a variety of general sessions, interactive break-out sessions, and lively panel discussions focused on sales skills and development, effective prospecting and lead generation, coaching and management, marketing and sales optimization, and much more.

Presented and hosted by the AA-ISP, the Inside Sales 2014 conference series has earned a reputation for being a learning based conference, rich in valuable, relevant content. Minneapolis will be no exception. This is your opportunity to learn, share, and network with Inside Sales Experts, leading technology & service providers, and hundreds of other like-minded Inside Sales Professionals.

Topics will include but not be limited to:

- Marketing and Inside Sales working together
- Prospecting and Generating Highly Qualified Leads
- Social Media Trends, Tips, and Techniques
- Coaching and Developing High Performing Teams
- Motivating and Managing Multi-Generational Teams
- Training Programs That Work
- Tools and Technologies

If you are an Inside Sales Representative, Account Manager, Lead/Business Development Representative, Inside Sales Manager/Supervisor/Executive, or are involved in supporting or working with an Inside Sales team, you are sure to benefit from attending Inside Sales 2014 – Minneapolis.

13 Nov

AA-ISP OC Chapter: Tips for Giving a Killer Demo Remotely

Where: Webinar

When: November 13th, 2014 @ 8:00am PST

Most customers are open to receiving a demo remotely; would your seal the deal or eject your potential customers out of the buying seat.

Attend the webinar on Thursday, November 13 to learn effective tips for giving a killer demo remotely. Presented by Peter Cohan, The Second Derivative.

Dial and Log In Instructions:
Join the meeting: JoinMe

Meeting Code: AA-ISPWebinar

On a computer, use any browser with Flash. Nothing to download.
On a phone or tablet, launch the JoinMeApp and enter meeting code: AA-ISPWebinar

Join the audio conference:
Dial a phone number and enter access code, or connect via internet.

By phone:
+1.213.226.1066

Access Code:
892-816-004#

By computer via internet:
Join the meeting, click the phone icon and select 'Call Via Internet'. A small download might be required.

A special thank you to our sponsor Qvidian

04 Dec

AA-IS OC Chapter: How to Deliver Effective Sales Training

Where: Webinar

When: December 4th, 2014 @ 8:00am PST

Sales is a great profession and the training provided to Sales Reps should be treated that way and looked at in such a way that says; how does this 1 hour spent with the sales team, make them more effective and better at helping our customers solve their problems.

Join us as award winning speaker, author, and trainer, Lauren Bailey, President of Factor 8, shares tried and true methodologies for delivering effective sales training.

Dial and Log In Instructions:
Join the meeting: JoinMe

Meeting Code: AA-ISPWebinar

On a computer, use any browser with Flash. Nothing to download.
On a phone or tablet, launch the JoinMeApp and enter meeting code: AA-ISPWebinar

Join the audio conference:
Dial a phone number and enter access code, or connect via internet.

By phone:
+1.213.226.1066

Access Code:
892-816-004#

By computer via internet:
Join the meeting, click the phone icon and select 'Call Via Internet'. A small download might be required.

A special thank you to our sponsor Qvidian.