AA-ISP Columbus is pleased to bring fellow Buckeye graduate Justin Welsh to our latest chapter meeting. 

If you haven't heard of Justin Welsh, then you've been living under a rock. He's been very active on LinkedIn and advocates for sales professionals to build their own brand. He gives tips and great advice to people all over the world to help sales people give themselves the credibility and exposure to help them sell more effectively.

In this podcast style interview session, we will be discussing a few points with Justin:

• Sales tactics
  • Examples of how your branding strategy helped you, PatientPop, and your current business
  • How to measure results from social activity
  • What can sales reps and leaders do today to start making an impact?
• Content
  • Algorithms - What are they, do they matter, are we overthinking it?
  • Frequency of posting and best practices
  • Post your own content, share other content, what's a great recipe for a strategy?
  • How do we build strong networks (blog post reference https://www.theofficialjustin.com/sales-leadership-blog/how-young-professionals-can-build-a-strong-network)

To learn more about Justin, follow him and/or connect with him on LinkedIn. You can learn more about him and his services by visiting https://www.theofficialjustin.com.

This AA-ISP hosted Chapter Meeting is complimentary and open to all. The session will be conducted via Zoom. Can't join live? No problem, register to receive the playback information.

During the scheduled presentation, if you are experiencing any trouble connecting or accessing the session, please Click here to contact Zoom Support and a technician will be available to assist you momentarily.

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

Back on April 2nd, over 500 sales leaders joined an AA-ISP Workshop to learn and practice the skills needed to coach and lead sales teams in our new, mostly remote sales world. At that time, we all planned for a few weeks, maybe months in this reality, but as time has stretched on this reality is turning into what many are calling “the new normal”.

As we settle in to the new normal and head into Q3-Q4, we are bringing back together our community of leaders for a candid discussion on what’s working, what challenges you are facing, the differences in performance scorecards and measurements, and how our own leadership skills are being tested.

The Format:

This 1-hour session will be conducted as a Zoom Meeting, meaning we will all have the ability to talk live, separate into smaller group breakouts, and use our webcams for maximum interaction.

Our Moderators:

Our moderators will include leaders who are facing and living these challenges right alongside you and want to take this hour to sit back, share ideas, and learn from each other.

Who Should Register:

If you are leading a sales team, this roundtable is for you! If you are an individual contributor, please visit the events calendar to see other Virtual Learning opportunities!

Our Sponsor:  

This Roundtable discussion is proudly sponsored by LevelEleven, a sales management system that reinforces the fundamental behaviors that drive results. Companies like Paycor use LevelEleven to empower sales managers to coach with consistency and take action based on real-time insights.

Register:

This AA-ISP-hosted session is complimentary and open to all. Session will be conducted via Zoom Meeting.  Can't join live?  No problem, register anyway to receive the playback information!

During the scheduled presentation, if you are experiencing any trouble connecting or accessing the session, please Click here to contact Zoom Support or visit https://support.zoom.us.

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

Research shows BDRs are critical to world-class sales & marketing teams. So, BDRs must be crushing it, right? Not exactly. Only 48% of SDRs are consistently hitting quota. What’s going on? 

6sense conducted a survey to learn more about what’s not working for BDRs.

They found two key issues:

1. 31% of their time is spent on unproductive activities
2. 46% say their prospects are not an ideal fit

Instead, BDRs need more relevant prospects, clearer buyer personas, visibility into individual buyer journeys, tighter sales & marketing alignment, and the ability to scale their efforts. 

Join us as we dive into how sales & marketing can support BDRs with warmer leads and deeper insights, give them the freedom to focus on their actual job, and empower BDRs to do more, faster. 

Register:

This AA-ISP-hosted webinar is complimentary and open to all. Session will be conducted via Zoom.  Can't join live?  No problem, register anyway to receive the playback information!

During the scheduled presentation, if you are experiencing any trouble connecting or accessing the session, please Click here to contact Zoom Support or visit https://support.zoom.us.

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

Sales orgs of every size are realizing the power of gamification, but oftentimes their programs are a little one-note. What’s beyond the call blitz? How do you create a repeatable culture of success with sales contests?

In this interactive session, Brian Trautschold and Jamie Bradley will share Ambition’s sales contest framework, reveal the top five must-avoid mistakes that will tank your chances of moving the needle, and share real-life sales contest templates that you can start using immediately to end 2020 on a high note.

Session Takeaways:

• Three real-life contest frameworks and strategies applicable for every sales team
• Tips to keep your contests fresh, affordable, and right-sized to key KPIs
• Five scenarios to avoid that all-but-guarantee poor contest results

BONUS: All registrants get Ambition's FREE plug-and-play Sales Gamification Templates

Who Should Attend?

Anyone looking to tweak, improve, or get serious about hitting revenue targets predictably with better sales gamification.

Register:

This AA-ISP-hosted webinar is complimentary and open to all. Session will be conducted via Zoom.  Can't join live?  No problem, register anyway to receive the playback information!

During the scheduled presentation, if you are experiencing any trouble connecting or accessing the session, please Click here to contact Zoom Support or visit https://support.zoom.us.

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

Recently, The Bridge Group reported that in Q2, 40% of VC-backed companies experienced a reduction in force. An additional number experienced hiring freezes. Ironically, sales team quotas are not going down! As a result, it's imperative that sales leaders find ways to help reps adapt and overcome to the challenges of doing more with less in this new climate.

We hope you will join us as we host Thomas Parbs, vetted sales director and president of our AA-ISP Chicago chapter as he shares common challenges facing reps today and the practical steps we can take to help them be more effective and efficient in their roles by taking an Unconventional Approach to Solving the Complex Challenges in Today's Selling Environment. 

We hope to see you there!

Meeting Format:

This will be a Zoom Meeting format where each attendee will be able to turn video on, unmute, and share with the group. Since we can't meet in person right now, these meetings will be as interactive as possible to ensure our local community is able to continue to develop our skills!

Register:

This AA-ISP-hosted Virtual Chapter Meeting is complimentary and open to all. Session will be conducted via Zoom Meeting.  Can't join live?  No problem, register anyway to receive the playback information!

During the scheduled presentation, if you are experiencing any trouble connecting or accessing the session, please Click here to contact Zoom Support or visit https://support.zoom.us.

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

Although the movement of selling virtually has been growing and evolving for many years, 2020 has accelerated this new remote way of prospecting, customer engagement, and closing deals.  

AA-ISP and Accenture recently partnered on research to reveal several findings which indicate that our profession is entering yet a new era of selling!   

Four key areas will be discussed, including the following: 

• Remote Sales: The wide acceptance and transition to a remote sales force
• Training: How companies are training and onboarding
• The Numbers: How inside sales teams are doing with activities, quotas, and more
• Technologies:  See the new trends in tech adoption

Register:

This AA-ISP-hosted webinar is complimentary and open to all. Session will be conducted via Zoom.  Can't join live?  No problem, register anyway to receive the playback information!

During the scheduled presentation, if you are experiencing any trouble connecting or accessing the session, please Click here to contact Zoom Support or visit https://support.zoom.us.

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

You can find almost every executive and decision-maker of significance on LinkedIn making it a goldmine of B2B contacts if you know how to access them.

Join us for this live workshop to learn how you can generate more leads on LinkedIn by revealing direct email and phone numbers from LinkedIn profiles, lists, company pages.

You'll get a look at the RevDriver Chrome extension which you will have access to FREE following the workshop! 

Session Takeaways:

• A FREE Chrome extension to help you continue to generate leads during and after this workshop
• Learn how to reveal decision-makers' direct phone, email, and other info while on LinkedIn and company websites
• Pro tips and best practices for leveraging the free Chrome extension

Who Should Attend?

Every sales professional from sales development reps to VP of Sales can benefit from this workshop!

Additional Resource!

If you'd like to get the FREE Chrome extension prior to this workshop, you can download it via the Chrome store.

Register:

This AA-ISP-hosted webinar is complimentary and open to all. Session will be conducted via Zoom.  Can't join live?  No problem, register anyway to receive the playback information!

During the scheduled presentation, if you are experiencing any trouble connecting or accessing the session, please Click here to contact Zoom Support or visit https://support.zoom.us.

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

Can sales reps be trained to be funny? No, but they can get funnier than they currently are. If they learned to become conversant around problems they've never had and products they never use - they can be trained to tell one joke to any prospect. 

Most sales pros sell stuff they've never used to people whose jobs they've never had in industries they've never worked, and it can be hard for them to relate and demonstrate subject matter expertise.

The process of writing jokes (or 'humor' for the serious-minded) specifically for the audience that is our buyers forces sales pros to better understand them, the problems we solve for them and way more. Once they do that, they're in a position to transform that into messaging that helps them better drive home key business points in a memorable fashion so they can get laughs, start more conversations - and keep their day jobs.

This is going to be a no-miss workshop! Register today and see you soon!

Register:

This AA-ISP-hosted Virtual Chapter Meeting is complimentary and open to all. Session will be conducted via Zoom.  Can't join live?  No problem, register anyway to receive the playback information!

During the scheduled presentation, if you are experiencing any trouble connecting or accessing the session, please Click here to contact Zoom Support or visit https://support.zoom.us.

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

Dallas Chapter President, Kristen Twining

Hello Dallas Chapter!

Hope everyone is doing well, staying healthy, and being safe. I know it has been a while since we’ve all had the chance to connect as a united chapter, therefore we would like to get everyone together for a Virtual Happy Hour Reunion.

With the AA-ISP Virtual Sales Summit just around the corner (September 15 & 16). We thought it would be good to pull everyone together post-event for an opportunity to discuss key takeaways from the Summit. 

In addition, we are hoping to gain some perspective from all of you on what you would like to see from our local chapter as we move forward in our new world, ideas on how we can stay connected (even if virtually), and topics that are of interest to all of you.

So bring your own favorite beverage and please join us for an opportunity to reunite with your peers, welcome new members, engage in some great dialogue, and have a little bit of fun.

Please feel free to spread the word to other local sales professionals. We look forward to seeing you!

Kristen Twining

The first is a Fall Networking get-together. It’s been so long since we’ve been together in person that for those of us that are comfortable, let’s get together, share what’s been working, not working, and what the Chapter can do going forward to support our community.

We're meeting at Classic Q to support a local business. 

We'll follow all of the guidelines to keep people as safe as possible.

Thank you to our sponsor ConnectandSell!

Developing top talent is tough. Developing your leaders to help develop that talent is even harder!

In this all star panel, you will hear from senior leaders who have led multi level leaders throughout their careers talk about some of the best practices surrounding coaching and developing leaders to perform at their very best.

We will also dive into diversity and inclusion efforts that are happening all over the world to build more diverse teams. We will discuss some of the gaps surrounding this effort and hear how this problem is being solved. 

Special Keynote

• Lori Richardson, Owner, Score More Sales

Our panelists

• Sandy Romoser, President of Guest Worldwide, a Sysco Company
• Rakhi Voria, Director of Global Digital Sales, IBM
• Emilie Maheu, Sr. Vice President of Sales, Medline
• Lisa Hubbard, Vice President of Sales and Marketing, Premier Safety

Closing Remarks

• Lauren Bailey, Founder of Factor 8, The Sales Bar, and #GirlsClub

In support of this important initiative, we are looking for sponsors to donate to the Barbara Giamanco Memorial Scholarship Fund (https://salesfoundation.org/the-sef-barbara-giamanco-memorial-scholarship-fund/). This fund helps create opportunities for women in sales by offering collegiate scholarships to female students pursuing careers in sales. If you would like to support this initiative, please contact Ed Porter, edport21@gmail.com to become a sponsor. 

Register:

This AA-ISP hosted webinar is complimentary and open to all. Session will be conducted via Zoom. Can't join live? No problem, register anyway to receive the playback information!

During the scheduled presentation, if you are experiencing any trouble connecting or accessing the session, please Click here to contact Zoom Support or visit https://support.zoom.us and a technician will be available to assist you momentarily.

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

Mark your calendars!

We're hosting the Philly AA-ISP annual conversation on Marketing vs. Sales, October 28th at noon. This event is co-sponsored by ANA Business Marketing Philadelphia.

This event is designed for both Marketing and Sales professionals, including front line, managers and senior leaders.

Because we're on Zoom, we welcome everyone, regardless of where you work or live!  

Each year, we bring together a dynamic set of speakers to share perspectives on the roles of Marketing and Sales in the prospecting and sales process.  The debate is always lively and informative.

This year will not disappoint!  Our speakers will bring challenges and success stories about how their companies have integrated sales and marketing to optimize the selling process.  

Panelists:

• Lori Brown, Regional Sales Manager, Datawatch Systems
• Ben Keegan, Head of Field Force Effectiveness, Zoetis
• Stacy Leidwinger, CMO, Goliath Technologies

Register today to reserve your space on Zoom!

The AA-ISP Chicago Chapter presents the 2nd Annual SUPERSTAR WOMEN IN SALES meeting (virtually). 

Join us to hear from some of the best and brightest minds of amazing women in sales as we talk about women and diversity in the workplace, hiring, promotions and advancements, support and emphasis on equality, and much more; to include tactical tips and takeaways that you can use right now to foster diversity and inclusion

Our Guest Speakers Include:  

Keynote: Rakhi Voria, IBM

Panel Moderator: Lori Richardson, WOMEN Sales Pros

Panelists:

Myra Wilkins, IMAGETEC L.P.
Nikki Ivey, Emtrain
Gabrielle Blackwell, Infutor Data Solutions
Rachel Mae, A Sales Guy inc.
Alexine Mudawar, Displayr

You will not want to miss out on this amazing session, so reserve your seat now. 

THIS MEETING WILL BE SUPPORTING THE "SEF BARBARA GIAMANCO MEMORIAL SCHOLARSHIP FUND" to provide scholarships to female university sales students. 

Register:

This AA-ISP hosted webinar is complimentary and open to all. Session will be conducted via Zoom. Can't join live? No problem, register anyway to receive the playback information!

During the scheduled presentation, if you are experiencing any trouble connecting or accessing the session, please Click here to contact Zoom Support or visit https://support.zoom.us and a technician will be available to assist you momentarily.

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

Anatomy of a Good LinkedIn Presence

During this interactive and informative Virtual Chapter Meeting, we will discuss How to establish yourself as an industry leader.

Our Guest Speaker: 

Michael Griffin

A 9-year sales practitioner and founding member of Denver's Revenue Collective chapter, Michael Griffin is the Salesforce Partner Manager for Formstack.

Michael's sales career began in staffing/recruiting, so he's a long-time LinkedIn-er. Outside of his daily role at Formstack, he trains peers and coworkers with their digital footprint on LinkedIn, on using LinkedIn to outbound prospect and manage accounts, and helping job seekers to use LinkedIn for their own searches.

Meeting Format:

This will be a Zoom Meeting format where each attendee will be able to turn video on, unmute, and share with the group. Since we can't meet in person right now, these meetings will be as interactive as possible to ensure our local community is able to continue to develop our skills!

Register:

This AA-ISP-hosted Virtual Chapter Meeting is complimentary and open to all. Session will be conducted via Zoom Meeting.  Can't join live?  No problem, register anyway to receive the playback information!

During the scheduled presentation, if you are experiencing any trouble connecting or accessing the session, please Click here to contact Zoom Support or visit https://support.zoom.us.

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

Please join us on November 19th for our Austin AA-ISP Chapter event.

During our final event of the year, will host a conversation with local sales leaders around best practices, challenges and focus areas going into 2021.

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 are looking forward to meeting you,

Good selling!
Gary

Join us for some holiday cheer and meet & mingle with your peers, colleagues, and friends.

Thank you to our sponsor Connect and Sell!

Cold calling has changed drastically over the years, thanks mostly to technology. Companies are prospecting regularly through new tools allowing us to warm up conversations much easier. However, the phone is still very relevant and most deals can't close without phone conversations.

Not only with this session discuss some new cold calling realities, but we will be diving into some tools and practices that are enabling virtual sales teams from all over the world to connect with their buyers in ways they want to be engaged.

Come join the Columbus chapter as Morgan Ingram, Director of Sales Execution and Evolution at JBarrows Sales Training, discusses some of the most effective ways to connect with your buyers and book more meetings.

• How to make impactful cold calls
• How to use video successfully in your sales process
• How to leverage your LinkedIn profile to schedule more meetings

The Format: 

This will be held as a Zoom Meeting where each participant will be able to turn on video, unmute, and talk with each other and utilize breakout rooms for networking and sharing.

Register:

This AA-ISP-hosted Virtual Chapter Meeting is complimentary and open to all. Can't join live?  No problem, register anyway to receive the playback information!

During the scheduled presentation, if you are experiencing any trouble connecting or accessing the session, please Click here to contact Zoom Support or visit https://support.zoom.us.

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

The AA-ISP Community reunites for the annual Leadership Summit! This three-day learning, sharing, and networking event will bring together Inside/Virtual and Remote selling leaders from a variety of industries, roles, and team structures for small and large group learning. 

In addition, the hub of the LS2021 event will be the Expo where 50+ tools and service providers will showcase how they can help to improve ROI and performance for your teams.

As we approach the event, additional details and agenda will be released.

Save the date to join us!