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01 Dec

Integrate Social 2 Day Workshop

Where: University of the Rockies, Downtown Denver, CO

When: December 1st, 2014 @ 9:00am MST

Join our friends at Integrated Alliances on December 1st – 2nd where they will be hosting an intensive course covering the Inside Sales Professionals’ loud and clear frustration over the misalignment of sales and marketing through their Integrated Digital Marketing and Social Selling Program.

Right in the heart of downtown Denver at the University of the Rockies, this course is taught by 4 instructors, 3 of whom are recognized by Forbes as Top 50 influencers in these fields.

Cost: $495 for Individuals, $995 for Companies sending up to 3 people

$100 DISCOUNT FOR AA-ISP MEMBERS (use discount code: AAISP)!

Register and learn more at www.IAPresents.com

This event is presented and hosted by the Integrated Alliances. If you have questions please contact Integrated Alliances at 303-683-9600 or training@IntegratedAlliances.com

03 Dec

*Holiday Meet and Greet* with the Cincinnati / Dayton Chapter

Where: Bravo, Union Centre

When: December 3rd, 2014 @ 4:00pm EST

Come network, make some new friends, learn, and share with other like-minded professionals in your area. Join us as we toast to the holidays!

The Cincinnati Dayton Chapter of the aa-isp is dedicated to grow our profession and improve the skill and collective acumen in the Cincinnati, Dayton, N. Kentucky area.

03 Dec

AA-ISP Silicon Valley Chapter Meeting

Where: Thirsty Bear, 661 Howard Street, San Francisco, CA 94105.

When: December 3rd, 2014 @ 5:00pm PST

Topic: "Now That You Know Where to Go, and How to Get it Done, What Are You Saying?”

Social selling got you past the front door, yet no deal closes entirely over email, tweets, or texts, so what are you saying while closing the deal? Is there something usable being put in front of a rep, with solid value points? What you say, and also how you say it, proves that a repeatable [and successful] process works and that you are moving in the right direction.

Thank you to our sponsor, ToutApp

03 Dec

Boston Chapter Holiday Mixer 12/3 - Join Us and Celebrate

Where: Aloft Hotel, Lexington, MA

When: December 3rd, 2014 @ 5:30pm EST

Holiday Cheer with AA-ISP Boston and SAMI
SAMI & AA-ISP Joint Holiday Gathering

Come share some holiday cheer - meet old friends and meet new people from Sales & Marketing Innovators SAMI and our Boston Chapter of American Association of Inside Sales Professionals (AA-ISP).

We will have good food, a cash bar, and great conversation. Get ready for the New Year in 2015 by making new sales and marketing connections this December. Because we are ordering appetizers for everyone, YOU MUST PRE-REGISTER to ATTEND.

Register at: http://goo.gl/a1hXeQ

Date: Wednesday, December 3, 2014
Time: 5:30 PM - 8:00 PM
Location: Aloft Hotel, 727 Marrett Road - A · Lexington, MA 02421
Cost: $15.00

04 Dec

How to NOT Get Hung Up On: 4 Techniques to Ensure Success

Where: Webinar

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

How to guarantee you’ll lose the Decision Maker’s attention in the first 20 seconds (and four techniques to ensure you don’t). Perfect for Reps making warm and cold calls to acquire new business. Switch the Pitch! Engage your potential customers sooner and win the meeting!

Lauren presented this training last week to the Connect and Sell Virtual Sales Team of Business Developers and the team doubled their customer engagement rate and added 1.5 minutes to their average talk time in just one day.

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

On a computer, use any browser with Flash. Nothing to download.
Join the meeting: JoinMe
Meeting Code: AA-ISPWebinar

On a phone or tablet, launch the JoinMeApp
Meeting Code: AA-ISPWebinar

Join the Audio Conference

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-ISP Twin Cities Manager Chapter Meeting

Where: Best Buy Corporate Headquarter Campus, 7601 Penn Ave. S. Richfield, MN 55423

When: December 4th, 2014 @ 8:30am CST

Title:
Leading Today’s Inside Sales Force to New Levels of Success

Guest Speaker:
Erik Therwanger, Founder and CEO, Think GREAT

Theme:
Unlocking your leadership potential and inspiring your entire sales team to set and accomplish their goals; from Baby Boomers to Millennials.

Takeaways:
Attendees will discover the leadership strategies and techniques necessary to inspire, motivate, and influence their entire sales team. With an emphasis of creating an empowering culture, leaders will learn new ways to encourage their team members, achieve exponential growth, and experience unparalleled results. Today’s sales leaders will unleash the leadership potential in their sales teams!

• Learn strategies to Enhance Perceptions
• Understand techniques to Elevate Priorities
• Discover new ways to Empower People
• Develop the ability to Exceed Possibilities

04 Dec

AA-ISP NY-NJ-CT Chapter Meeting

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

When: December 4th, 2014 @ 5:00pm EST

A "By the Numbers" Approach to Achieving Inside Sales Success



At our last meeting, Rick Longenecker, President of Chief Sales Executive Advisors™, commented on the importance of understanding senior management’s business goals and financial objectives as a requisite to achieving inside sales success. We could not agree more. That’s why we’ve invited Rick back to share his observations and insights with us at our December 4th meeting.



What will make Rick’s session particularly relevant is that he’s inviting chapter members to provide specific requests on thing they’d like to learn more about that relate to setting business goals and financial objectives, so please input your suggestions to our chapter’s LinkedIn Page.



Speaker Biography

Rick Longenecker, President, Chief Sales Executive Advisors™
Rick began his career at Sears and has spent over twenty years leading B2B field sales, national account teams, call centers, inside sales, customer service, product management and marketing organizations. He has served as COO for healthcare eLearning firm PrepSim; Chief Administrative Officer for a global video production firm Snippies, Inc.; Chief Sales & Marketing Officer for market research firm FIND/SVP; Vice President of business development for consulting firm Metrus Group; and Director of Sales, Customer Service and Marketing for utility PSE&G. Rick also held multiple sales and marketing positions at Cargill, Inc., the largest privately-held company in the US and worked for Little Caesars Pizza, Mercantile Stores, and BP. Rick’s experience extends across the US, Canada, Germany and Poland. He’s lived in Detroit, Minneapolis, Los Angeles, San Francisco and metro New York City.

05 Dec

AA-ISP Ireland Chapter Meeting

Where: IDA Ireland, Wilton Park House, Wilton PI, Dublin 2

When: December 5th, 2014 @ 2:00pm GMT

Meeting Topics:
a) How to Use Social Media for Successful Sales
b) Recruitment and Retention

Speakers:
Frank Hattan, Head of Solution Sales, Director of SMB Sales, LinkedIn, Social Media Specialist
Emily Mathos, Director of Sales, EMEA Betts Recruiting

09 Dec

AA-ISP Training Tuesday

Where: Log and Dial In Below

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

Please join us for the AA-ISP Members Only Training Tuesday where on the 2nd Tuesday of each month at 1pm EST we address key issues and discuss the top challenges inside sales professionals are facing today.

No preregistration required. Log and dial in information below.

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

Note: TRAINING TUESDAY IS FOR AA-ISP MEMBERS ONLY AND RECURS EVERY 2ND TUESDAY AT 1PM EST.

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 Dec

Noble Systems Webinar: Shift Your Inside Sales Team Performance Into High Gear

Where: Please register for details

When: December 10th, 2014 @ 1:00pm EST

Arming your Inside Sales Team with tools and processes that maximize their sales efforts is critical to helping your sales agents succeed. Join us for this free webinar to explore KPIs, proactive campaign strategies, and best practices for inside sales program management that allow you to increase sales productivity, reduce costs, and drive higher revenues.

The session will be hosted by Angela Garfinkel and Jeff Fontenot. Angela Garfinkel is the President and Founder of Quality Contact Solutions, a professional outsourced B2B telemarketing (inside sales) and consulting firm including a wholly-owned inside sales team, and has more than 20 years of experience in telemarketing and B2B inside sales experience. Jeff Fontenot currently serves as Director of SMB Sales and Business Development for Noble Systems, and has over 20 years of industry experience in Sales Management, Business Development and CRM knowledge.

This event is presented and hosted by Noble Systems. If you have questions please contact Noble Systems at 1.888.866.2538 (300).

11 Dec

AA-ISP Webinar: squandering leads…

Where: Please register for Webinar details

When: December 11th, 2014 @ 2:30pm EST

8 Sales Training Tips to Avoid Squandering Leads

So you have a lot of "leads" to fill your sales funnel, right? GREAT! You are now on first base. But how do you move to second base where you create an opportunity then finally round the bases to close the business and score the run? Sadly many leads are squandered due to bad salespeople. Don't believe me? Secret shop yourself. You will be surprised what you hear.

Marketing is only part of the story. What your sales team does with those leads separates the winners from the losers. That first conversation with a prospects is so critical. But how many organizations train their sales teams on what a lead is and how to more effectively convert that lead into a REAL opportunity and then a commitment to buy?

In this fast paced session Steve Richard will explore the following sales training topics to help your sales team take your single and turn it into a run on the board:

1. Knowing how to do pre-call research in the context of lead qualification.
2. Understanding where the buyer is in their journey and how to change your selling approach accordingly.
3. Why active listening is not what you think it is.
4. How your product messaging is killing ROI from marketing campaigns and how to fix it.
5. Earning the right to ask questions.
6. What it means to get "shopped" and what you can do about it.

Steve Richard is Co-Founder of VorsightBP, a sales training that brings science to prospecting & lead qualification. Steve has been featured in The Harvard Business Review, The Washington Business Journal, The Washington Post, CNN/Money, and CNBC. The American Association of Inside Sales Professionals (AA-ISP) has named VorsightBP the Sales Training Provider of the Year for 5 years, as elected by the members. Steve also has three kids under five and loves running, scuba diving, and skiing.

AA-ISP hosts and welcomes all to this complimentary Webinar. Please simply register to obtain the necessary login credentials.


11 Dec

AA-ISP Nashville Chapter Meeting

Where: NovaCopy, 15 Lindsley Ave., Nashville, TN 37210

When: December 11th, 2014 @ 5:30pm CST

Guest speaker: Tom Stanfill, Owner and Co-Founder of Aslan Training

Topic: "Receptivity - The #1 Barrier to Leadership & Selling Over the Phone"

Creating a relationship out of thin air is hard but it's nearly impossible over the phone. More than 90% of decision-makers when finding themselves on the other end of the line with a sales rep become exceptionally inventive as to why they have zero availability to discuss or need for a solution they can't spell - far less than when being approached face-to face. And it doesn't get much better when approaching the prospect via email. The results are almost the same but instead of delivering a well-crafted false objections to the unknown solution, they just simply hit delete. There is a better way. But it's counter intuitive to most everything you've learned about selling and influence. And it's not about making more calls or beefing up your value proposition. It's about bolstering receptivity.

12 Dec

AA-ISP Member Orientation - 10:00AM EST/ 9:00AM CST / 7:00AM PST

Where: Dial and Log In Below

When: December 12th, 2014 @ 10:00am 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 dial and log in 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 would like us to review at memberservices@aa-isp.org or call 1-800-604-7085 ext 130. Q & A will also be available during the session.

No Pre-registration Required

17 Dec

AA-ISP Webinar: The New Rules of Selling

Where: Please register for details

When: December 17th, 2014 @ 2:00pm EST

The New Rules of Selling

As buyers, we’re fed up with unwanted phone calls interrupting us at home and at work. We hate wading through hundreds of unsolicited emails. We've had it with intrusive social media messages. We’re tired of poor service from companies that don’t treat us with respect or that send us into a phone mail maze that wastes minutes of our time and never connects us with a living person. Yet that’s exactly how most companies still sell today.

Today, buyers are in charge. The idea of mystery in the sales process is over.

At the best companies, sales is being radically redefined like never before. With buyers now in possession of unlimited information, online content is quickly becoming the dominant driver for commerce. Today anyone working in sales needs to possess entirely new skills.

In this webinar, David Meerman Scott demystifies the new digital commercial landscape and offers inspiring and valuable guidance for anyone not wanting to be left behind.

Our always-on, Web-driven world has new rules for competing and growing business. Advance planning is out – agile is IN! Those who embrace new ways will be far more successful than those who stay stuck and afraid to change. No one knows more about using the new Real-Time tools and strategies to spread ideas, influence minds and build business than David Meerman Scott. It’s his specialty.

David Meerman Scott is an internationally acclaimed strategist whose books and blog are must-reads for professionals seeking to generate attention in ways that grow their business. Scott’s advice and insights help people, products and organizations stand out, get noticed and capture hearts and minds. He’s delivered presentations on all seven continents and in 40 countries. David is author or co-author of ten books – three are international bestsellers. The New Rules of Marketing & PR, now in its 4th edition, has been translated into 26 languages and is a modern business classic with over 300,000 copies sold so far. His newest book The New Rules of Sales and Service is generating buzz worldwide.

17 Dec

AA-ISP Austin Chapter meeting

Where: 7700 W Parmer Lane, Building B, 3rd floor, Austin, Tx, 78729

When: December 17th, 2014 @ 6:00pm CST

The Austin Chapter would like to invite you to our next meeting on Wednesday December 17th.

With the growth of the Inside Sales profession in Austin and continual investment, there is a great opportunity to harness this growth and come together as a profession to help each other network, grow as sales professionals, share best practices and overcome challenges together. We will provide an environment to grow as an individual and also provide an opportunity to take our teams and organizations to the next level. The Austin Chapter will be the sales benchmark for all organizations.

If you are a Sales Professional or Sales Leader in the Austin area, we looking forward to meeting you and discussing the following areas:

• Recap of first meeting / takeaways
• Recruiting best practices
• Implementing Sales Incentive programs
• And much more...

I look forward to seeing you there,

Take care,
Gary

12 Feb

AA-ISP Inside Sales 2015 - San Francisco

Where: South San Francisco Convention Center

When: February 12th, 2015 @ 8:00am PST

The AA-ISP Inside Sales Conference Series is coming to San Francisco 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 2015 conference series has earned a reputation for being a learning based conference, rich in valuable, relevant content. San Francisco 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 2015 – San Francisco.

18 Feb

AA-ISP Atlanta Chapter Meeting

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

When: February 18th, 2015 @ 7:00pm EST

Join us for our first meeting of the new year! More details coming soon....

21 Apr

AA-ISP Inside Sales Leadership Summit 2015

Where: Hyatt Regency O'Hare, 9300 Bryn Mawr Avenue, Rosemont, Illinois 60018

When: April 21st, 2015 @ 8:00am CST

The 7th Annual AA-ISP Inside Sales Leadership Summit will be held on April 21st and 22nd at the beautiful, Hyatt Regency Chicago O'Hare, just minutes from O'Hare International. The 2015 Summit will feature all new presentations from over 40 of the today's most recognized Inside Sales Experts. Learn the latest tips, technologies, and proven best practices for solving today's toughest challenges and issues.

20 May

AA-ISP Atlanta Chapter Meeting

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

When: May 20th, 2015 @ 7:00pm EST

Join us for our Spring meeting! More details coming soon.....

05 Oct

AA-ISP Executive Retreat 2015

Where: Sundance, Utah

When: October 5th, 2015 @ 2:00pm MST

Join us on October 5th - 7th 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 2015 AA-ISP Executive Retreat.