White Papers

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.

Social Media - How to Win Business with it! - Webinar Presentation
By: AA-ISP Webinar Presentation
On: 01/27/10

Harnessing the power of social media is a challenge facing many inside sales professionals. Hear insight from well known inside sales expert Anneke Seley and view an in-depth how to session led by social media training guru Steve Richard.

You will hear...
Success stories of real business wins
Real world examples on managing social media activities
Tips on how, when & why to use social media
And more...

You will experience...
A detailed demonstration of "how to" use LinkedIn to help win business
Learn helpful tips you never knew before about this powerful tool

If you are an individual contributor looking for how to tips, a front line manager looking to increase sales, or a senior executive trying to understand if or how social media fits into your sales strategy, you will benefit from this enlightening, quick moving webinar from January 20th 2010. To view and listen to a complete replay Click Here

The Evolution of Inside Sales & The Hybrid Rep Model - Webinar Presentation
By: AA-ISP Webinar presentation from Aug. 19 2009.
On: 01/25/10

Overview:
As companies are being challenged with maintaining revenues and preserving the bottom line during these tough economic times. Is it possible to increase sales coverage while lowering their overall cost of sales? Learn from inside sales experts who have successfully implemented a hybrid model. Hear first hand how inside sales is evolving into the "sales channel of choice" by both companies and customers alike!!

View and download this AA-ISP Webinar presentation from Aug. 19 2009 or Listen to the replay now Listen to the replay now

Seven Steps to Success in 2010 - AA-ISP Webinar Presentation
By: AA-ISP Webinar Series from December 16, 2009
On: 01/25/10

Hear long time Inside Sales Leaders share proven procedures that will help strategically position your Inside Sales Organization for Success in 2010. Whether you are an individual contributor or responsible for the entire organization, you will benefit from this quick moving webinar.

View and download this AA-ISP Webinar presentation from Dec. 16 2009 or listen to the replay now Listen to the replay now

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

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: 01/17/10

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

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.

Developing Top Performing Outsourcing Programs
By: The American Association of Inside Sales Professionals
On: 03/25/09

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".

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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