AA-ISP Knowledge Center

Telemarketing Laws: An Auditors Perspective

Outbound callers beware of telemarketing laws!  Over the years, as a PACE Customer Engagement Compliance Professional (CECP), I haveaudited dozens of companies for their compliance with telemarketing laws. As you may beaware, the landscape of telemarketing laws can be very complex, with federal...

Published: Jan 18th, 2022

Hello experts, We are a home improvement company that is going to be building our own internal call center to set all our leads. We want to do some sort of base + commission pay structure but struggling to find the right balance . Paying per appointment that sits would be the easiest to track and...

Published: Jun 2nd, 2021

How to Write Irresistible Sales Emails & Get More Meetings

The amount of information we receive daily is staggering. We now consume the equivalent of 174 newspapers a day, over four times more than in the late ‘80s. Marketing experts will tell you we receive anywhere from 3,000 to 10,000 messages or ads each day. And not only are we barraged with mass...

Published: May 24th, 2021

AA-ISP Workshop: The Human-Centered Sales Process - A Guide to High-Performing Videos

Today, standing out in your prospects’ inboxes is next to impossible. Even if you’re doing everything right, and even if you have the best intentions, most people have been conditioned to ignore or mistrust the messages they receive. They review their inboxes like many of us do, on autop...

Published: May 20th, 2021

5 Questions for Influencers

More and more these days, decision makers hid behind their assistants or other influencers. Many sales reps get frustrated by this and often try to get past these very important people, thinking that only the decision maker is worth talking to. Big mistake. As I’m sure you’ve no doubt no...

Published: Apr 23rd, 2021

Pitch Your Product in Two Sentences

Less is more. Instead of opening your calls like: “Oh hi, this is _______ _______ with ________ and my company, XYZ, is a leader in national and international shipping and freight services with offices in the top metropolitan cities across the world. We offer one of the lowest overall freight ...

Published: Apr 23rd, 2021

A Better Way to Follow Up on Emails

Many sales reps struggle when following up on emails they’ve sent out to prospects (or even clients!). When they get the prospect on the phone, they open with: “Did you get the email I sent?” OR “Did you have a chance to review my email?” These kinds of openings just cr...

Published: Mar 30th, 2021

AA-ISP Idea Exchange: Is Your Team in the Top 1%?

Did you know sales reps are 8x more likely to convert a prospect if contacting them within five minutes of them expressing interest?  How long is it taking your sales team to reach out to your leads? Truth is, a mere 1% of sales teams actually meet the “under 5-minute” metric&h...

Published: Mar 25th, 2021

Four Ways to How to Handle: We Already Have Someone

Prospects are good at blowing sales reps off the phone. Believe it or not, they have scripts just like you do, and one of their favorites is: “We already have someone who handles that.” This is an easy stall to get around—if you know how. And after reading today’s post, you&r...

Published: Mar 16th, 2021

AA-ISP Workshop: Woman to Woman - Overcome Your Fear of Video

If you’re not using video consistently or well, we know why. You may lack confidence, comfort, or certainty on camera asking questions like: "How do I look?""How do I sound?" "Am I doing this right?" "Am I doing this well enough?"If you’re still showing up to meetings with...

Published: Feb 17th, 2021

Question: Why Aren’t You Asking More Questions?

We all know the importance of asking questions of our prospects and clients, yet how many do you ask? How many does your sales teams ask? If you’re like most sales reps, then you’re probably doing a lot more talking (read pitching) than you are listening. And that’s because you&rsq...

Published: Jan 27th, 2021