AA-ISP Knowledge Center

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

I have a SDR team and we use Chorus for call coaching for the reps and declare that the calls are being recorded. What do most folks do with SDR's doing outbound and trying to record to improve and train- does every call begin with a declaration of intent to record, that seems highly unlikely to wo...

Published: May 13th, 2020

AA-ISP Webinar: Building Relationships on LinkedIn During Quarantine

In this time of uncertainty, so many are unsure about how to reach out and engage with our network. In fact, now is the time to build relationships, show real empathy and be a resource... the sales will come when the time is right. In this webinar, we will cover activities that can help you build an...

Published: Apr 21st, 2020

With the current pandemic, SDR's/BDR's are not having a lot of conversations, they are getting more hang ups. If they do have connect, the prospect is asking them to call back in a few months. What have other SDR leaders done with the quotas that were set in January and about commissions? Are you...

Published: Apr 3rd, 2020

What are SDR/BDR leaders doing today to ensure their team is productive and continues to build pipeline during the lockdown?

Published: Apr 2nd, 2020