Inside Sales White Papers

How To Increase My Resume Volume Using Employer Brand?
By: Holly Marcus, New Business Director, Bernard Hodes Group
On: 01/17/12

Want to get some notes from a past presentation? These slides were used by Holly Marcus during her presentation at the AA-ISP Senior Executive Retreat 2012.

AA-ISP Webinar: Reed Case Study Hosted by Derek Dean and Mike Walsh
By: Derek Dean, Director of Sales Strategy, Reed Construction Data
On: 12/12/11

In 2011, Reed decided to upgrade from a homegrown demo tool to an instant screen-sharing solution that would integrate with its Salesforce.com system, to enable reps to not only launch demo sessions from within Salesforce, but also to automatically track all demo activity and report on the impact demos had on conversions and revenue. As a result, Reed was able to reduce sales cycles by 60 percent and Improve lead conversion rates by 40 percent. You can find a replay of the webinar here

Webinar - 8 Best Practices to Drive Sales Results
By: Ken Krogue, CEO of InsideSales.com
On: 11/09/11

Want to improve sales results? This webinar presented by Ken Krogue of InsideSales.com has a few best practices that could help you improve your sales game.

8 Essential Smart Selling Tools
By: Smart Selling Tools
On: 10/24/11

Curious to see what programs and tools inside sale professionals are using? In this Ebook, www.smartsellingtools.com lists in detail 8 essential tools that salesforce.com users are using to get results.

Inside Sales Hiring Market Snapshot
By: Trish Bertuzzi, President, The Bridge Group
On: 10/24/11

Want some quick statistics as to inside sales hiring? This 1 page snapshot gives information and statistics into some key hiring categories.

Predictable Revenue - Chapter 4
By: Aaron Ross, CEO of Pebblestorm and Author of Predictable Revenue
On: 10/24/11

Learn Cold Calling 2.0 Best Sales Practices from Aaron Ross. Aaron's book Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com is #1 on Amazon and you can download a free chapter here where he shares his story of how he helped Salesforce.com grow recurring revenue to $100 million, almost doubling their size... with ZERO cold calls.

Webinar - Social Selling Skills for Today's Inside Sales Professionals
By: Koka Sexton, Director of Social Media Strategy, InsideView
On: 10/20/11

Are you taking full advantage of the tools at your disposal to target and locate prospects? InsideView and the AA-ISP have joined forces to bring you the latest in social selling. Click here to replay this fast paced webinar.

Reed Case Study
By: Lisa Fiondella, CCO of Reed Consturction Data
On: 10/17/11

Curious as to how much Glance helps with sales? This study done by Lisa Fiondella gives some statistics of how Glance has helped her team become more productive and profitable.

Predictable Revenue - Chapter 3
By: Aaron Ross, CEO of Pebblestorm and Author of Predictable Revenue
On: 10/17/11

Learn Cold Calling 2.0 Best Sales Practices from Aaron Ross. Aaron's book Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com is #1 on Amazon and you can download a free chapter here where he shares his story of how he helped Salesforce.com grow recurring revenue to $100 million, almost doubling their size... with ZERO cold calls.

Secrets to a Succesful Holiday Selling Season
By: Matt Heinz, President, Heinz Marketing
On: 10/12/11

This whiter paper has a variety of best practices and recommendations for those expecting a holiday rush, as well as those fighting the seasonal holiday slowdown. You will find several specific strategies and tactics you can put to work for your business in the weeks ahead.

Predictable Revenue- Chapter 2
By: Aaron Ross, CEO of Pebblestorm and Author of Predictable Revenue
On: 10/12/11

Learn Cold Calling 2.0 Best Sales Practices from Aaron Ross. Aaron's book Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com is #1 on Amazon and you can download a free chapter here where he shares his story of how he helped Salesforce.com grow recurring revenue to $100 million, almost doubling their size... with ZERO cold calls.

Predictable Revenue- Chapter 1
By: Aaron Ross, CEO of Pebblestorm and Author of Predictable Revenue
On: 10/07/11

Learn Cold Calling 2.0 Best Sales Practices from Aaron Ross. Aaron's book Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com is #1 on Amazon and you can download a free chapter here where he shares his story of how he helped Salesforce.com grow recurring revenue to $100 million, almost doubling their size... with ZERO cold calls.

Webinar - Join the Inbound Sales Revolution - Stop Making Hot Leads Wait
By: Gary Ambrosino, President, TimeTrade
On: 09/16/11

While we have great tools to target and locate prospects, managing "when" we meet with customers remains a key barrier to streamlining the sales process. In this session, sales and marketing vet Gary Ambrosino (President of TimeTrade) details "Inbound Sales"-an approach that best-in-class inside sales organizations use to dramatically improve close rates and shorten selling cycles. By engaging prospects at the height of their interest and eliminating unnecessary sales qualification steps, close rates quickly improve and selling cycles are shortened. You'll learn about tools for Web-based appointment scheduling, techniques for marketing/sales alignment and increasing rep productivity, and real-world inbound sales results from some of America's leading B2B and B2C companies.

Presentation from September Pittsburgh Meeting
By: American Associate of Inside Sales Professionals
On: 09/16/11

Need to see some of the notes from the Pittsburgh meeting? Here you can find the presentation given by Myra Jenkins.

How to Tear Down the Walls of Traditional Communication Technology
By: Todd McCormick, Vice President, PGi
On: 09/15/11

Technology in business is always changing, and its good to stay with the current trends. This white paper helps you understand how to overcome some of the challenges imposed by technology, and to also use the same technology to your advantage.

AA-ISP Webinar: Certified Inside Sales Professional Accreditation Program
By: The American Association of Inside Sales Professionals
On: 08/08/11

Listen to this replay for an in-depth look at our professions first and only sales accreditation. Professional and Corporate members can also download the slides.

Learn what does the CISP® mean to:

- Your Performance
- Your Career
- Your Organization
- Our Profession

The Certified Inside Sales Professional "CISP®" Accreditation.

The AA-ISP has developed an accreditation program that establishes, measures, and tests the fundamental skills required to be a successful Inside Sales Professional in today's virtual selling environment. From the caliber of the preparatory course work and the recorded call samples, to the required mastery of content and the thoroughness of the "live" sales call final examination, every detail has been taken into consideration to deliver a comprehensive yet realistic sales experience. The CISP® certification recognizes an individual's and organization's professional achievement and competence, provides identification with other professionals in the field, and stimulates career advancement.

To learn more about the CISP® please visit CISP® Program

Hosted and presented by the American Association of Inside Sales Professionals

The True Cost of Poor Prospecting
By: Steve Richard Co-Founder and Head Trainer, Vorsight
On: 06/27/11

In survey after survey, VPs of Sales continually cite their top priorities as:

1. Revising lead generation programs.
2. Building sales pipeline.
3. New customer acquisition.

Many sales teams have turned to marketing leads, automated nurturing, and channel partners as a means to address these sales challenges. However, an overreliance on marketing and the channel can be a dangerous thing. Learn how to create a team that is more effective and efficient with prospecting and this will create happier reps and an increase on revenue.

AA-ISP Inside Sales Leadership Summit 2011 - Presentations
By: The American Association of Inside Sales Professionals
On: 05/16/11

Revisit the knowledge and inspiration from the Leadership Summit 2011 by downloading both the General Session and Breakout Session presentation slides.

Note: This download is a zip containing all of the presentations. If you would prefer to view and download an individual presentation, please Click Here and select it from the 'Conference Presentations' menu along the right.

CRM 3.0: The Bridge to the Future of Customer Relationships
By: Semplar, LLC www.semplar.com
On: 04/25/11

Introducing CRM 3.0, a new marketing and sales management model that integrates and extends prior approaches to CRM to unleash the potential of customer relationships.

Just as the placement of a bridge has profound impact upon the economic, cultural, and political development of the newly connected communities, the CRM 3.0 model is designed to challenge preexisting approaches to strategy, people, and technology to reevaluate them in a new light, ultimately transforming them in fundamental ways.

CRM 3.0 offers the promise of increased usability, decision making clarity, and effectiveness.

This whitepaper chronicles Boston Mutual Life Insurance Company, the first sales organization to embark on CRM 3.0, bypassing CRM 2.0, representing a paradigm shift in strategy, people, and technology management. We outline how this bridged approach was achieved and how your organization can do the same.

AA-ISP Webinar Series- Sales Trends to Watch in 2011
By: The American Association of Inside Sales Professionals
On: 03/25/11

We can all feel it, the sales environment is changing; Sales 2.0, new tools, new metrics, changing sales models, and what about the customer buying process? What's really happening and what can we do about it?

Listen in as we bring together 4 long-time, established Sales Leaders for a fast paced webinar focused on exploring the changing tides in today's sales world, as well as ways to identify, prepare, and take advantage of these shifting tides.

Presented March 23, 2011

Panelists:
Gerhard Gschwandtner, Founder & CEO Selling Power
Tom Scontras, VP Marketing & Sales, Glance Networks, Inc.
Paul Macura, VP Sales, Oracle Direct
Bob Perkins, VP Merrill Data, Founder and CEO, AA-ISP

Topics include:
- Key trends occurring right now
- Understanding the impact on your business
- What leading companies are doing to win

View the full webinar replay of Sales Trends to Watch in 2011

Professional and Corporate Members can download the slide presentation from this page by clicking on the document icon on the top left of this entry.

If you're a Sales Leader, Executive, Director, Manager, Representative, or in a Sales related or interfacing position, you'll hear something you can use on this webinar.

Presentation from February Boston Chapter Meeting
By: Steve Richard, Co-Founder and Head Trainer, Vorsight
On: 03/21/11

Download the presentation from the February Boston Chapter meeting and see some great best practices to help you or your team connect with more prospects.

Knowledge Transfer Circumplex (KT-Plex®)
By: Semplar, LLC www.semplar.com
On: 02/01/11

This study was conducted utilizing in-depth interviews with 25 highly credentialed golf instructors, 24 of whom were ranked in either the prestigious Golf Digest Top 50 and/or Golf Magazine Top 100 lists. The main discovery is a theory of how experts convey knowledge and achieve customer relationship success. We refer to this theory as the Knowledge Transfer Circumplex (KT-Plex®). It unlocks the relationship between knowledge and communication. We review the KT-Plex® and discuss 9 implications for customer relationship management in all industries.

AA-ISP Webinar Series- How To Overcome the Price Objection!
By: The American Association of Inside Sales Professionals
On: 01/20/11

One of the most common objections we hear is about price. We recognize this is often just a smokescreen but It can be frustrating and sometimes difficult to effectively overcome? Download the slides from this fast paced webinar where you will learn 5 PROVEN BEST PRACTICES that will allow you to overcome this objection and get more sales.

You can also download and view the full webinar replay via the AA-ISP Home Page

Listen in and hear author, speaker, and long time sales trainer, Mike "Mr. Inside Sales" Brooks, as he discusses what you should do and WHAT YOU SHOULDN'T DO when you get this objection!

You'll learn: exactly what to say if what your prospect really means is:
- They think they can get it cheaper somewhere else
- They can't justify the cost
- They don't see the value in your price
- They don't have the available cash/budget

If you're an Inside Sales Rep, Supervisor, or Manager, you'll benefit from listening to this webinar!

To learn more about Mike please visit : Mike "Mr. Inside Sales" Brooks

Hosted & Presented by the AA-ISP

50 Minutes to Better Software Demos E-Book
By: From Paul Joseph Theriault, Senior Director Service & Inside Sales, Axzo Press LLC
On: 01/03/11

Even seasoned sales people can freeze up when giving a software demo. That’s simply because they let the subject matter get in the way. The fact is: any sales rep, regardless of technical knowledge, can deliver software demos that engage, inform and inspire customers to buy.

Packed with battle-tested techniques you can use right away, 50 Minutes to Better Software Demos shows you how to plan, create and deliver exceptional software demos, no matter how complex the product.

To open the E-book first save the downloaded file to your desktop. Then reopen the Adobe Envelope and click on the red link.

DISCOUNT OFFER FOR AA-ISP MEMBERS

Receive 25% off your order of any Crisp Fifty-Minute Series books. Visit www.axzopress.com and enter the Code AAISP25 during check out.

2010 Inside Sales Compensation Survey Report
By: Phone Works, LLC, Phone Works
On: 12/15/10

Is your compensation plan drawing high performers and keeping them motivated? Find out where the industry is going. See how your plan compares.

AA-ISP Webinar: Optimizing Inside Sales Performance - Find and Close More Business in 2011
By: The American Association of Inside Sales Professionals
On: 12/02/10

To achieve always-increasing revenue goals, inside sales organizations are under pressure to do the impossible – they need to increase both the effectiveness and efficiency of their teams.

For inside sales organizations looking to optimize their performance, implementing well-defined sales methodologies and deploying the right tools is essential.

In this fast paced, open forum discussion you'll hear and interact with three long time sales leaders. You'll learn proven methodologies and best practices as they share their "secrets" to success.

Panelist include:
- York Baur, EVP and CMO, The TAS Group
- Bob Perkins, Founder and CEO, American Association of Inside Sales Professionals
- Greg Brush, VP of Sales and Customer Success, InsideView

Listen as we discuss:
- What is the difference between sales "data" and sales "intelligence"?
- How to improve inside sales performance using social media
- What methodologies will ensure consistent sales performance?
- Best practices and case studies for Intelligent Sales

Presented and hosted by the American Association of Inside Sales Professionals and our friends at InsideView.

How Sales Representatives View Marketing Generated Leads.
By: Trish Bertuzzi, The Bridge Group & Steve Richard, Vorsight
On: 11/09/10

Two AA-ISP members have combined resources to help look at the relationship between Marketing and Sales with a specific focus on Lead Generation. This is the first comprehensive research on how the end users of leads view their quality and impact. Your input is important. Please help by taking this 90 second, 12 question survey.

We ask that you only complete this study if you are an end user of marketing generated leads, ie: leads contribute to your sales pipeline and/or you qualify marketing leads.

Participating organizations will receive a free copy of the research study. We will also draw one lucky winner to receive an iPad.

Click here to participate: How Sales Representatives View Marketing Generated Leads Survey

For more information contact Trish Bertuzzi at bertuzzi@bridgegroupinc.com .com or Steve Richard at srichard@vorsight.com

Thank you in advance for your participation!

Aberdeen Group Inside Sales Enablement Research Project and Offer
By: Peter Ostrow, Research Director - Aberdeen Group
On: 11/09/10

The AA-ISP is proud to support the on-going research being conducted to help advance our profession and we ask you to join us in this pursuit. The 2011 Inside Sales Enablement research being done by Peter Ostrow, Research Director at Aberdeen Group is one such project.

This research will help identify Best-in-Class procedures for deploying Inside Sales teams most effectively. The resulting report will help you to hit quota more consistently and will provide a roadmap for leveraging best practices around enabling solutions and technologies, including live chat, co-browsing, CRM, sales intelligence, marketing automation, sales training, telephony and consulting.

This study offers a unique opportunity to benchmark your year-to-year accomplishments against peers and competitors in maximizing inside sales effectiveness. Your participation is a vital part of the report development, and serves as the foundation of Aberdeen’s research.

For your participation the Aberdeen Group will provide complimentary access for you to the full benchmark report as soon as it is published (a $399 value).

Individual responses will be kept strictly confidential, and data will only be used in aggregate.

Please provide your feedback and participate in this 10 minute research project.

Click on the following: Aberdeen Inside Sales Enablement Research Project

Questions on this project can be directed to Peter Ostrow, Research Director at Aberdeen Group at peter.ostrow@aberdeen.com

CSO Insights Inside Sales Optimization Survey and Free Report Offer
By: CSO Insights, Kim Cameron, CSO Insights
On: 10/25/10

200 plus Page Inside Sales Performance Optimization Report - Free Offer

CSO Insights has recently launched its 17th annual Sales Performance Optimization survey. As a supporter of this research project, the AA-ISP would like to invite you to take part in this new survey.

In return for your time, CSO will provide you with a copy of the 200 page SPO report when it is released February 1st. A few weeks later you will also receive the Inside Sales Performance Optimization study with nearly 100 metrics charted and a 15 page analysis. Each of these reports sells for $795 but you will receive them both for free as a thank you for participating in the survey which takes about 20 minutes to complete.

Note, the level of detail required for this survey is targeted at manager level or above; if you are not, please forward this invitation to your manager, director, VP of Inside Sales. Thanks!

If you are not familiar with CSO Insights and, therefore, hesitant to forward up your organization, know that they are a recognized, independent research firm that has been regularly featured in the Harvard Business Review, Business Week, Entrepreneur Magazine, the Wall Street Journal, Selling Power Magazine, Inc., CRM Magazine, etc.

To take part in this research project click on the following:

CSO Insights 2010 Inside Sales Performance Optimization Survey Link

Questions on this survey can be directed to Kim Cameron, Director of Research, CSO Insights: kim.cameron@csoinsights.com.

Optimize Your Leads: Matching Your Sales Process to the Customer’s Buying Process
By: Jigsaw - www.jigsaw.com
On: 09/26/10

Despite the talk about sales process, most sales and marketing professionals under-utilize this important tool.

With the Internet changing the way customers buy, companies are re-aligning their sales process and marketing activities to the customer’s buying process.

This article discusses three critical problems that can be addressed with enhanced use of the sales process:
1. To help sales gain a better understanding of where the prospect is in their buying process in order to improve sales engagement and conversations
2. To help marketing create and deliver more relevant and impactful content to prospects to accelerate their buying process
3. To optimize both marketing and sales outcomes

AA-ISP Webinar: Lead Response Time - Impact and Improvement
By: The American Association of Inside Sales Professionals
On: 09/19/10

Ever wonder how important timely follow-up is? You might be surprised.

Download the presentation from this September 15th webinar featuring InsideSales.com Co-founder and President, Ken Krogue.

See what the recent MIT research study revealed and learn "Lead Response Management" best practices that will help you to improve your response time and your bottom line.

Also AA-ISP Members can get your own complimentary Lead Response Analysis. Contact Ken at kkrogue@insidesales.com for details.

View a full replay of this information packed webinar at AA-ISP Webinar: Lead Response Time

AA-ISP Webinar: Metrics 2.0 - Guide to the New World
By: The American Association of Inside Sales Professionals
On: 09/13/10

Get the presentation from this August 31st webinar featuring Josiane Feigon, voted among the Top 25 Most Influential Inside Sales Professionals. Josiane is joined by 2 front line sales leaders, Kevin Gathier, AA-ISP LA Chapter President and longtime Sales Vet Kevin Kramer, who share what metrics they use to motivate today and the productivity sounds that matter most with today’s independent customer.

View a full replay of this interactive, refreshing, and tip-filled webinar at AA-ISP Webinar: Metrics 2.0

How to Craft a Value Proposition your Buyers Can not Refuse
By: Marge Bieler, Founder and CEO RareAgent
On: 08/16/10

The single biggest obstacle preventing salespeople from getting in front of decision makers is a weak value proposition. If you want to set up a meeting with todays crazy-busy decision makers, you have to punch it up.

Get some great tips to help your value propositions in in this informative article from Jill Konrath, author of SNAP Selling and Selling to Big Companies

Overview - 2010 Telemarketing/Inside Sales Performance Optimization Study
By: Jim Dickie, Managing Partner & Barry Trailer, Co- Founder - CSO Insights
On: 08/03/10

This document provides an overview of the report compiled by CSO Insights and presents what they view as the top ten Telemarketing/Inside Sales metrics. Criteria is either because of their change in size over the past two years, the discrepancy between telemarketing/inside sales and field sales, or changes they feel are trending in an important direction. The attached describes the overall survey details, present charts, key findings, and observations on these top ten trends, including the Going Forward Recommendations.

The full, detailed report, complete with metric charts on all 97 metrics, is available for purchase directly from CSO Insights. Regularly $1495 but AA-ISP Members receive a 50% discount. Get the complete report for $750 by Clicking Here

Developing Top Performing Outsourcing Programs
By: The American Association of Inside Sales Professionals
On: 08/03/10

Do you work with outsourcing services companies? Does your Organization have Outsourcing relationships? Have you or are you considering Outsourcing? If so you may benefit from the AA-ISP white paper - "Developing Top Performing Outsourcing Programs".

Lead Response Management M.I.T. Study
By: Dave Elkington, CEO, & Ken Krogue, President, InsideSales.com
On: 06/29/10

This behavioral study revealed when sales representatives had success around calling web-generated leads. To find these facts, we looked at leads that were captured through a web form, and attempted or called at least one time. The report summarizes the findings related to speed and timing when responding to web-generated leads.

2010 Inside Sales Metrics & Compensation Report Overview
By: Trish Bertuzzi, Founder and Chief Strategist, The Bridge Group
On: 06/27/10

In Q1 2010, The Bridge Group, Inc. surveyed over 115 North American technology companies on their Inside Sales implementations. The focus areas were: metrics & compensation.

Three functional components of Inside Sales were explored: Lead Generation, Inside Sales and Inside Sales in a SaaS model. Participants were able to take multiple surveys based on their implementations.

This particular report delivers the results for Inside Sales which was defined as:
- The Rep owns the entire sales cycle from inception through close
- A revenue number based on an individual or team quota

This report will help provide guidance as you build out your strategy and/or allow you to make changes that will bring you into alignment with industry standards.

Why Sales Needs Fewer Leads
By: Dan McDade, President and CEO, PointClear
On: 06/23/10

It is true—sales reps do not need more marketing leads. They need fewer leads—or more accurately, fewer raw, unfiltered, unqualified marketing leads. In order for this to happen, marketing needs to create a lead list of better qualified, high-potential opportunities that sales can close quickly and easily. Hear proven methodologies to make this happen.

Ensure Demand Gen Success: Define Your Ideal Customer
By: Jigsaw - www.jigsaw.com
On: 06/02/10

One of the great myths in marketing and sales is that generating lots of leads or awareness for a product automatically translates into lots of new business. Quantity does not equal quality. If you don’t have a clear definition of who your ideal customer is, you will not find them. And all your sales efforts have been wasted.

Our Guide and Worksheet takes you through the steps needed to identify your ideal customer, target your sales message and generate the types of leads that want to buy what you offer. Your sales calls and appointments will be more successful because you will know:

- Who is your ideal customer?
- Why do they buy from you?
- What is their buying process?
- What are the objections they bring up in the sales process?

Down Load Guide and Worksheet Now

New Smart Selling Ebook Pairs Next-Gen Tools with Sales Skills
By: Josiane Feigon, President - TeleSmart Communications & Nancy Nardin, Founder - Smart Selling Tools
On: 05/21/10

Attention inside sales and sales managers — it’s about time you made your way out of the confusing sales tool glut and picked the essential tools you need to survive and thrive in today’s new economy.

Two smart-selling women and Sales 2.0 pioneers like to shop! We scoured the market and picked the essential “must-have” tools specifically for inside sales. Then we wrapped them around 10 essential sales skills to show how using sales tools throughout the sales cycle can shave valuable minutes off your call time and enhance productivity.

From the best-selling author of Smart Selling on the Phone and Online, and the CEO of Smart Selling Tools- the highly anticipated ebook is available to AA-ISP members for free.

E-Book - Increase Sales Productivity in 2010: Sales tools and the path to productivity gains
By: Nancy Nardin, Founder & President of Smart Selling Tools
On: 05/19/10

I sought out to write about the different paths to productivity gains. Training sales reps and providing more knowledge is one path. Hiring more sales reps is another. Creating new products is a third. The 4th path is the road most traveled. It’s simply to “demand more”. Make more calls, go on more appointments, send more proposals, SELL MORE.

It’s difficult to simply “do more” when there are only 24 hours in a day and presumably, sales reps only work during 8-12 of them. We need to provide reps with tools that will help them meet or exceed our demands. Managers can’t expect different outcomes i.e. more sales, if they don’t change something. It’s not good enough to simply apply more pressure.

The book focuses on the 4th path – the “demand more” approach and identifies the tools needed to make it worth.

It’s my hope that this e-book helps sales managers get real about what’s needed to increase productivity.

To view and download Click Here

5 Steps to a Successful B2B Social Media Strategy
By: Matt Heinz, Founder, Heinz Marketing
On: 05/18/10

Learn practical ideas to help you leverage all of the social media options that are available today.

It is Not Just About Leads - Sell More by Speaking Your Customers Language
By: Jigsaw, Learn More at www.jigsaw.com
On: 05/03/10

How often does your sales team complain about the leads? Many times the lead is not the problem, rather, it’s the story sales is telling, that limits sales growth. Are you speaking your customers’ language?

No Deals to 10 Deals a week: By speaking the customer’s language, your sales team talks to more people and wins more business. Learn how one company transformed their sales pipeline by:

• Telling a clear and compelling story
• Connecting with customers and prospects hearts and heads
•Testing and refining the “magic words”

Also included is a step-by-step checklist to help you create or improve your sales story.

Why Traditional CRM is Not Enough
By: Ken Murray, Co-founder -VanillaSoft
On: 02/23/10

A white paper on the changing dynamics of Inside Sales.

CRM software has passed the stage of being considered innovative and has become a default tool in many sales departments. CRM has proven very effective for many sales activities, but to kick an Inside Sales effort into high gear Best-In-Class organizations are now deploying tools that do more than store and report on data - they change behavior and drive productivity.

This White Paper examines these changing dynamics.

Teleprospecting and Inside Sales: To Outsource or Not to Outsource?
By: Marge Bieler, Founder and CEO RareAgent
On: 02/06/10

Outsourcing is nothing new. In the mid-1980s, many forward-thinking companies took advantage of outsourcers for their prospecting needs. But today, as salespeople have continued to be laid-off and leads have continued to dwindle, even more companies have turned to outsourcers to keep their pipelines full. Until enough sales close to justify taking on the expense of full-time employees, outsourcing can be a very cost-effective solution. But is it the right solution for your organization?

Includes comments from interviews with leading Inside Sales Expert Trish Bertuzzi, and the Author of "Sales 2.0", Anneke Seley.

Q4 2009 Inside Sales Compensation Report
By: Anneke Seley, CEO and Founder Phone Works, llc
On: 01/25/10

2009 was an unprecedented year for the US economy. Succeeding, growing, maintaining customers and employees, and selling products and services in a recession proved to be difficult challenges for all types of corporations across all industries. As our customers set out to develop their 2010 plans, we wondered what their sales organizations had experienced in 2009. What is on the minds of top sales leaders? Do they have the right strategies in place? Do they have the right talent? Were reps achieving their goals?

As we do every year in the fourth quarter, Phone Works conducted an online compensation survey of inside sales professionals working primarily in business-to-business (B2B) technology companies.

To view the report Click here

Inside Sales Enablement Report from Aberdeen Group
By: Aberdeen Group
On: 01/17/10

Top-performing sales organizations are meeting the challenges of increasing the quality and flow of leads presented to their “closers,” as well improving their overall revenue and sales effectiveness, by deploying well-supported and carefully structured inside sales teams to handle the top layers of the corporate sales funnel. With the ultimate goals of beating quota and improving their selling batting average, Best-in-Class companies are going far beyond the simple act of employing low-value staff to “dial for dollars” into aging, purchased contact lists, and instead showing demonstrable return on their extensive investments in advanced processes and enabling inside sales technologies.

Five Compelling Facts from the Research, Providing Actionable Benefits for Readers:
1. Best-in-Class companies have sales teams with an average of 87% achievement of the overall sales team quota 3. Best-in-Class companies experienced an average 7% year-over-year improvement of their lead conversion rate
4. Best-in-Class companies experienced an average 6% year-over-year improvement of their lead conversion rate
5. 45% of Best-in-Class companies increased their average selling price or contract size on a year-over-year basis

To access your copy: Click Here

Sales 2.0 Tools: Impact on Sales & Marketing Productivity
By: Trish Bertuzzi, President of The Bridge Group
On: 12/17/09

This report is based on surveys of over 90 B2B Executives on adoption, effectiveness & impact of Sales 2.0 tools. We focused on 4 core areas including: CRM; Sales & prospect data sources; Lead tracking & marketing automation; Sales enablement & productivity

Talent Audit
By: The HR Chally Group www.chally.com
On: 10/26/09

This white paper discusses the HR Chally Groups predictive assessment methodologies and tools to help assess, manage and develop present and future employees.

AA-ISP 2009 Leadership Summit Presentations
By: American Association of Inside Sales Professionals
On: 08/26/09

Visit the 2009 Leadership Summit 2009 Recap to view and download presentations from both the General Sessions and Breakout Sessions.

Note: LS 09 Presentations are not accessible via this page. Please visit the LS 09 Recap page to view all the available presentations.

Leadership Summit 2010 is coming in May. More details to follow soon.

2009 Lead Generation and Compensation Metrics Report
By: Trish Bertuzzi, President of The Bridge Group
On: 07/04/09

This in depth report covers 5 Topics at the heart of all Inside Sales organizations including:
Group Reporting Structure; Rep Activity Metrics; Inside Sales Revenue Contribution; Inside Sales Rep Compensation; Management Compensation

2009 Inside Sales Compensation & Metrics Report for Technology Companies
By: Trish Bertuzzi, President of The Bridge Group
On: 06/25/09

This detailed report combines input from over 125 Inside Sales Organizations. Topics include:
Group Reporting Structure; Rep Activity Metrics; Revenue Contribution; Inside Sales Rep Compensation; Management Compensation

Six Steps to Starting a New Inside Sales Team
By: The American Association of Inside Sales Professionals
On: 06/25/09

Have you been charged with starting a new team from scratch? Not sure where to start? This white paper provides an outline of six key areas to consider when starting a new inside sales team.

Conducting Sales Planning Sessions - Process and Procedures
By: The American Association of Inside Sales Professionals
On: 06/24/09

Complete details for conducting effective sales planning sessions. Planning work sheets included.

Outbound Sales Call Plan - Preparation and Success Factors
By: The American Association of Inside Sales Professionals
On: 04/13/09

This white paper provides a detailed outline for properly preparing for a sales call. Includes Planning Worksheet.

Worldwide Inside Sales Deployment
By: The American Association of Inside Sales Professionals
On: 03/25/09

Are you considering taking your inside sales organization outside of the U.S.? Read "Worldwide Inside Sales Deployment" to give you a template for success.

Combining Field and Inside Sales Rewards and Recognition - A Template
By: The American Association of Inside Sales Professionals
On: 03/25/09

A consistent, meaningful and repeatable rewards and recognition program can have a dramatic effect on employee morale, motivation and sales results. Review this white paper to provide you with a working example and template for success.

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