AA-ISP Knowledge Center

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

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34:13

AA-ISP Webinar: Business Has Gone Virtual - So Should Your Sales Strategy

Digital Transformation created a virtual marketplace leaving many sales organizations scrambling to instill or enhance their teams’ virtual capabilities. Then the world changed again creating the need to rapidly accelerate that process. Change isn’t easy even in the best of times.  ...

Published: Dec 3rd, 2020

This item is available to AA-ISP Members

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44:28

AA-ISP Webinar: How Elite Sales Pros Minimize Stalled Deals & No Decisions

Are your deals stalling or ending in the status quo more often than normal? You’re not alone! Depending on the research you read, the number of opportunities that end in “No Decision” ranges from as low as 23.5% to as high as 60%, and increasing in the new virtual sales world. Whic...

Published: Oct 29th, 2020

This item is available to AA-ISP Members

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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

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A Better Way to Follow Up

If you begin your follow up calls like this: “Hi, I just wanted to see if you read the email I sent you?” Then you’re going to want to read this post all the way through and adopt a better practice way of opening your follow up calls. Couple of reminders before we begin: #1: ...

Published: Oct 23rd, 2020

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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

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One Question to Close More Demos

How many of you hold your breath at the end of your demo? Wondering if the prospect is sold and/or what they’re going to do next? If this describes you, then using today’s ‘one question’ before your demo can eliminate almost 100% of that dreaded feeling… Remember: You ...

Published: Oct 6th, 2020

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3 Ways to Handle: “I Don’t Have Time for the Presentation”

We’ve all been there – you call your prospect back at the appointed time for your presentation and they tell you any of the following: This isn’t a good time, OR I’ve got another meeting in 10 minutes, OR “How long will this take?” OR What to do? First, understan...

Published: Sep 15th, 2020

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Getting Buy-In Before Discussing Price

If your sales process involves giving a presentation (virtual or otherwise), and at the end of it you provide pricing options and then close, then this article is for you. There are certain steps you must follow to ensure that when you do get to the pricing/budget part of your close, you’ll b...

Published: Jul 28th, 2020

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Use This Email for Missed Sales

You pitch, you wait, then you get the email that says: “We’re not in the position to do this at this time…” OR “We’re going to pass on this right now…” What do you do? First of all, realize that you can’t win them all—at least not now. B...

Published: Jul 21st, 2020

This item is available to AA-ISP Members

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A Reminder to Isolate the Objection

Want to make dealing with objections easier? Then remember to always use the powerful technique of isolating the objection instead of answering it… I can’t tell you how many recordings I listen to each week where sales reps are still struggling to deal with objections because...

Published: Jul 7th, 2020

This item is available to AA-ISP Members

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5 Questions to Ask Every Inbound Lead

A company I’ve been working with for over a year now gets a portion of their leads via inbound email requests for information on their services. Another company recently reached out to me wondering if there is a best practice approach for handling inbound leads. There is! I’ve written on...

Published: Jun 3rd, 2020

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Stalls During Covid-19—How to Handle Them

This content has been provided by Mr. Inside Sales as a complimentary resource for the Inside/Digital Sales Community in this difficult time. If you have a resource to share with the community, please reach out to info@aa-isp.org! “We’re just not doing anything right now&helli...

Published: May 27th, 2020

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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