What would your definition of a qualified opportunity be?

Published: May 1st, 2022

Telemarketing Laws: An Auditors Perspective

The landscape of telemarketing laws can be very complex, with federal regulations written by the FCC and FTC along with considerations for state-specific requirements. Download the article to read about the good, the bad, and the ugly of telemarketing laws.  ...

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

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

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

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