AA-ISP Knowledge Center

Inside/Digital Sales Webinars, Research, Best Practices, and Expert Q&A for Sales Leaders & Reps

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59:19

AA-ISP Training Tuesday: Acquiring New Prospects vs. Expanding Existing Customers

Over half of companies use the same approach for every marketing and sales conversation. They stake their strategy on one-size-fits-all messages and tactics for both customer acquisition and customer expansion. But these companies are unwittingly putting their revenue in jeopardy. Behavioral studies...

Published: Feb 14th, 2023

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How to Pitch Multiple Products

Rookie mistake: You’ve got several products or services you can offer a prospect, and you start by offering the first, or main one, then hear an opening for another one so pivot to that one, and describe another—and then another. Result? Stalled sale. “Let me think about these and ...

Published: Jul 6th, 2021

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Qualifying: Before or After Your Presentation?

I was working with a new client this week, and I listened to a recording of their presentation and it went like this: Hello, how are you doing—brief rapport building Deep dive into their presentation—including features and benefits Qualifying to see what the client was most interested i...

Published: Jun 8th, 2021

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59:45

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

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51:16

AA-ISP Case Study: How proposal software created a scalable sales process and increased close rates by 76%

AA-ISP's mission is to advance the performance of Inside/Virtual sales teams, one way we do this is through LIVE Case Studies with sales professionals. This 60-minute open Zoom Chat discusses how Everline created a scalable sales process and increased close rates by 76%.   When it comes to your...

Published: May 5th, 2021

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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

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59:50

AA-ISP Dubai Chapter: Selling during Ramadan

In this chpater meeting, panelists share learnings and best practices to help sales pros and leaders engage, sell and connect with customers more effectively during Ramadan.This is for all sales professionals in the UAE and the middle east or inside sales professionals selling into the middle east r...

Published: Mar 24th, 2021

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1:00:33

AA-ISP Idea Exchange: How to Create Authentic, Helpful, and Trustworthy Experiences

Digital-first selling is here to stay. With face-to-face interactions paused for the foreseeable future, it is more important than ever to continue to drive helpful and trustworthy encounters for prospects and customers through digital channels. During this discussion, our panelists shared how they ...

Published: Feb 10th, 2021

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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

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54:58

AA-ISP Workshop: New Age Sales - Cultivating Winning Behaviors with Smart Rewards

Are all your sales activities being tracked? Are you more successful because of that? We all know that the two are not exactly correlated. Putting a spotlight on how many emails you send and calls you make doesn't necessarily result in more sales and better compensation for you. What if we flipped s...

Published: Jan 21st, 2021

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36:00

AA-ISP Webinar: There's a Black Box in Your Sales Process - How to Remove It!

Organizations measure and optimize every part of the sales process except the most critical one: right before a prospect agrees to buy and hands over their money. You wouldn’t send leads through your marketing site without tracking and analytics, right? So why are you still in the dark about w...

Published: Dec 16th, 2020

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57:03

AA-ISP Executive Briefing: Skill Up Your Team for Today's Engagements

Inside Sales may have always been a virtual sales motion, but that doesn't mean they didn't have to adapt to the current selling environment. Conversations had to change based on prospect needs, new tools and products had to be learned, and sales teams had to learn new ways of working with each othe...

Published: Dec 15th, 2020

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