AA-ISP Knowledge Center

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

We are a systems integrator and services company now structured on ABM/ABS model. We would like to know what are the general BDR KPIs ? What kind of numbers / usual metrics being in used? What is the best practice?

Published: Jan 4th, 2021

I looked It Over and We’re Not Interested

I’d like to revisit an objection and give you, once again, the scripts to deal with it. I still get requests from clients, as well as readers, about how to handle getting blown off when they call a prospect back. Here are three proven scripts you can use the next time your prospect tells you &...

Published: Nov 6th, 2020

Are You Still Asking: “Is this a good time”?

The debate of whether to open your calls asking, “Did I catch you at a good time?” or “Is this time still good for you?” (for presentation call backs), is alive and well—unfortunately. I still receive emails asking me whether to ask this or not. Some swear by it, while...

Published: Oct 27th, 2020

How to Overcome the Email Stall

What do you say when you get this stall while prospecting? If you’re like many sales reps, you accept it and become a willing participant in the follow up chase that ensues. And you know how frustrating that is. Let’s face it: This blow off is just a variation that prospects have been...

Published: Oct 9th, 2020

Hi All, just took on a new BDR org where I'm wanting to start creating some KPIs around quality metrics. I'm coming in to the team Q4 so am not looking to redo their comp plan until 2021, however good timing to start introducing some things as a "soft metric". Right now my main focus is ...

Published: Oct 7th, 2020

3 Ways to Handle: “I Don’t Have Time for the Presentation”

We’ve all been there – you call your prospect back at the appointed time for your presentation and they tell you any of the following: This isn’t a good time, OR I’ve got another meeting in 10 minutes, OR “How long will this take?” OR What to do? First, understan...

Published: Sep 15th, 2020

3 Keys to Dealing with Difficult Prospects

I listen to a lot of calls each week that my clients send me. This week, I listened to a closing call from one of their reps, and here is how the prospect opened the call: Prospect: “Let me just tell you upfront that we’re looking at a lot of different options right now of which yours i...

Published: Aug 12th, 2020

AA-ISP Webinar: Travel Restrictions Got You Stuck? Video Selling to the Rescue!

Are you experiencing sales-wide travel bans like we are? Or maybe you’re struggling to connect with prospects or re-engage cold leads. Watch this session to learn how to use the power of video to stand out and build relationships, even when you can't be there in person. Session Takeaways: Why...

Published: Jul 22nd, 2020

Hi There, we are a mid-sized Software company. I'd like to ask a question in marrying the Channel Department with our SDR Team properly. 1) In order to synchronise this 2 pipeline generation engines, how would you compensate SDRs and the Partner managers? My recommendation: - SDRs => 6...

Published: Jul 19th, 2020

Prospecting - 3 Mistakes You Need to Avoid Now

What’s the biggest mistake sales reps make with prospecting or cold calling? They call with what a client of mine once called, “commission breath.” You know, that desperation sales people have when they finally get someone on the phone. It’s the same kind of attitude that yo...

Published: Jun 10th, 2020