Three Ways to Get a Prospect to Respond

I received this question from a reader of my blog last week: “Mike, I have a question for you. “Being that people are more accessible with iPhones, text, laptops, computers, email, messenger, FB, Instagram to name a few, why are busi...

Published: Jun 25th, 2019

Video in Sales - Best Practices + Examples

Have you ever wondered about selling with video? AA-ISP Member, Daniel Crouch has provided our sales community with this comprehensive guide which is updated weekly and includes: &l...

Published: Jun 24th, 2019

Improved Sales Through Listening

70% of buyers say that agents who listen to their needs create the most positive sales experiences. So why are we stepping over this missed opportunity by not listening in sales? Knowing your pitch is incredibly important. However, it falls on deaf ears when the buyer senses you did not lis...

Published: Jun 19th, 2019

One Technique to Avoid Ghosting

We’ve all been through it: You set an amazing demo or ...

Published: Jun 18th, 2019

Hi there, I am interested if there is a benchmark study available that speaks to the cost per meeting with a BDR team for the IT industry. I have our math after looking at all team costs vs. the pipeline and closed deals and volume of appointments, but not sure how that stacks up as a comparative? ...

Published: Jun 3rd, 2019

AA-ISP Training Tuesday: How to Write a Killer Prospecting Script

Are you sick of getting man-handled by gatekeepers or blown off by decision makers when you prospect by phone? This session is a must-attend if you have to cold call or prospect for a living. This is a hands-on workshop where Mike will literally build a prospecting script...

Published: May 14th, 2019

AA-ISP Webinar Series: 10 Lessons from 1 Million Cold Calls

We analyzed over 1M cold calls using Conversation Intelligence technology and spoke with several sales "masters," including Smart Selling Tools Founder and Sales Expert Nancy Nardin about how to run impactful cold calls. Get ready to learn science-backed tips and tricks that will ...

Published: May 10th, 2019

Good morning, I am looking for white paper or research on best practices for following up with contacts or prospects from events and trade shows. Pointedly, how soon? During event, when people are traveling home, etc? I know immediacy is a standard for webinars, demos, or downloads, but need assis...

Published: Apr 30th, 2019

Good afternoon Community, I am wondering if anyone can offer a case study/research study for MQL/SQL best practice when a SDR team is receiving handoff from marketing? Our company will bring a lead to a particular score, then release to the SDR team for next step qualification before setting call wi...

Published: Apr 22nd, 2019

Building A Winning Sales Team: The Moneyball Way

How do you develop your Sales People and build a winning sales team on a limited "training" budget with so many "sales training" options out there for you to choose from?

Published: Apr 22nd, 2019

The Ultimate Guide To Sales Coaching In 2019

Author: Chris Orlob, Gong.io Originally posted: https://www.gong.io/blog/sales-coaching/   Are you looking to get be...

Published: Apr 9th, 2019

Gatekeepers: Six Things NOT to Do

If you’re getting screened out by gatekeepers, then chances are you’...

Published: Mar 18th, 2019