AA-ISP Knowledge Center

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

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