AA-ISP Knowledge Center

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

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

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

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

5 Email Secrets to Get a Response

Is email dead? Of course not! But if you want to get a response, you need to remember that people get hundreds of emails each week—some per day! —so you better make sure your email stands out and is easy to read. Use the check list below to make sure you’re doing everything you can...

Published: Mar 3rd, 2020

AA-ISP Webinar: Human + Machine Lead Prioritization = Growth

Generating and closing the right leads matters more today than ever and can lead to either missing or overachieving quota. AA-ISP and Accenture Research indicates finding and selling to quality leads has never been tougher. In addition, excessive prep time and research is causing sales reps to spend...

Published: Feb 27th, 2020

5 Transition Statements to Requalify Existing Prospects and Clients

How good are you at requalify existing accounts, or prospects you haven’t spoken with in a while?  And why would you even want to do this? The first reason is that things change. In fact, someone once said that the only thing that doesn’t change is change itself. And that means that...

Published: Feb 21st, 2020

How are inbound and outbound inside sales teams adding the California Consumer Privacy Act of 2018 disclosure to their script, if at all?

Published: Feb 7th, 2020