AA-ISP Knowledge Center

Inside Sales Webinars, Best Practices, White Papers, and Expert Q&A

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

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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...

Posted: Apr 30th, 2019

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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...

Posted: 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

Sales Benchmarks Report: 2019

Featuring industry-standard sales outreach metrics based on 8 key roles across 3.1 million conversations between 1.4 million people in 20 different industries. See how your sales outreach response rates, response time, and more compare to the best based on your role.

Published: Mar 14th, 2019

AA-ISP Webinar Series: Four Laws to Build a Sales Cadence That Doubles Your Conversation Rates

Every sales rep is looking to have more meaningful conversations. Whether it’s with a new lead they’re hoping to get in touch with, or with a potential buyer who has gone cold. There is a plethora of strategies on how to acquire more conversations. With terms such as: ca...

Published: Feb 27th, 2019

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I'm an SDR Manager - I've been asked by my manager to come up with a few goals for this quarter in terms of improving my team's overall performance. I'm wondering if anyone has any suggestions (increasing dials? increasing meetings occurred? etc)

Posted: Jan 23rd, 2019

AA-ISP Training Tuesday: Why Email Lead Generation Works and How to Work It!

In this session, we will walk you through the anatomy of a successful email-based lead generation cadence. Email-driven lead generation cadences can yield a 38X ROI when handled correctly. Our presenter brings 30 years of experience to the conversation and has built sales and lead generatio...

Published: Dec 11th, 2018

AA-ISP Webinar Series: Modern Calling - How to Best Leverage the Phone to Reach Prospects in 2019

Learn about challenges and best practices related to cold calls, cadence follow up calls, inbound lead response calls and more. We will review tips and strategies to win more often.  Anyone interested in increasing pipeline by improving phone productivity should attend. &...

Published: Dec 5th, 2018

AA-ISP Webinar Series: Are You Hiring for Attitude, or Hiring for Experience?

If you’re an emerging company, building a sales team is a critical step towards achieving the success you envision. Competing for proven, high-priced sales talent is tough. Instead, you've decided to bring on smart, eager recent grads with no sales experience but great attitudes, ...

Published: Oct 4th, 2018

The BAO Inside Sales Trend Report

BAO recently conducted a market research study of more than 100 Inside Sales leaders at high tech companies to better understand their team’s roles and responsibilities in the organization’s go-to-market strategy. This research explores the structure, responsibilities an...

Published: Sep 20th, 2018

AA-ISP Webinar Series: "Funny, You Should Say That!" - Humor's Impact on Selling

Jon Selig sold tech for 12 years, and it was a very well-paid internship for his career in stand-up comedy. The similarities between sales and stand-up are staggering (sales is stand-up comedy with much slower rejection).  Jon highlights how humor impacts your prospects, s...

Published: Sep 12th, 2018

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My company is considering tightening the definition of a "sales qualified lead", in other words, the rules surrounding what makes a lead ready to speak with an AE. I work with an inside sales team consisting of 2 SDR's who, when motivated, can set 100 appointments a month each. The Account...

Posted: Aug 15th, 2018

AA-ISP Webinar Series: Starting an APAC Inside Sales Team

Learn how Inside Sales as a profession is growing and developing in APAC. Zeenath Kuraisha shares with the AA-ISP community the basic Inside Sales set-up requirements for immediate GTM, global stakeholder considerations, and the basic financial and set-up structures. ...

Published: Jul 20th, 2018

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Hi! I have about 8 years of inside sales experience and have been everything from individual contributor to management to the trainer. I'm very good, but have been very sick recently and am just curious (because I have yet to find it) if there is such a thing as a part-time inside sales position? Do...

Posted: Jun 25th, 2018

AA-ISP Webinar Series: It's About Time - and Therefore, MONEY!

Get your sales team to master time, and they can master sales. But making the most of their precious selling time is impossible if you and they don't know the time cost and information impact of the core Inside Sales activities that compete for their time: phone, email, social outreach, and...

Published: Jun 14th, 2018

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We have recently launched a new Lead Qualification team that handles all inbound leads. We have established KPIs around lead conversion to pipeline. We want to launch a contest for them to keep them motivated and morale up, but I am struggling with what exactly to incent. If we incent higher conv...

Posted: Apr 28th, 2018

AA-ISP Webinar Series: How Your Customers Can Drive the Prospecting Process

Prospecting isn’t easy; it takes skill, patience and dedication. But even these commendable attributes aren’t enough to take you to the finish line of a closed-won deal. Instead, today’s leading sales pros know that the good ol' ability to listen – re...

Published: Apr 11th, 2018

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What would be an average goal for ROI on an SDR based on base pay + commission vs. revenue brought in?

Posted: Apr 9th, 2018

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1-800-604-7085 x 130
American Association of
Inside Sales Professionals
1593 112th Court W.
Inver Grove Heights, MN 55077