Improved Sales Through Listening

70% of buyers say that agents who listen to their needs create the most positive sales experiences. So why are we stepping over this missed opportunity by not listening in sales? Knowing your pitch is incredibly important. However, it falls on deaf ears when the buyer senses you did not lis...

Published: Jun 19th, 2019

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

Qualifying: Why Timeline is So Important

Want to know how qualified a prospect is? Then simply make sure you get a definit...

Published: Mar 16th, 2019

Overcome ALL Objections with This ONE Question

Want to know a secret about objections? There are really only two types: ...

Published: Mar 1st, 2019

How to Enable Your B2B Sales Team to Convert Inbound Leads

In this white paper, we break down the best practices for coordinating marketing and sales to convert your sales qualified leads to warm opportunities (and eventually deals).

Published: Feb 4th, 2019

The Organic Inbound Marketing Playbook

Launching an inbound B2B marketing strategy does not need to be expensive. It does not require tons of money for Google AdWords and PPC. It does not require that you spend hundreds of thousands of dollars on expensive events and sponsorships. It does require the implementation of thoughtful...

Published: Jan 14th, 2019

Why Aren’t You Using More Tie Downs & Trial Closes?

I don’t know why tie downs aren’t used more by sales reps selling over the phone. I was listening to an experienced rep the other day just pitch and ad-lib to a good prospect, and at the end of the call, she had no idea about the prospect’s level of interest, n...

Published: Dec 1st, 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

The Sales KPI Report

Quota attainment has decreased since 2012, and the missing ingredient is sales manager enablement. The research points to a very specific area that sales managers need to be enabled around: “... managing the right activities and coaching the related behaviors (leading indicators) ...

Published: Aug 30th, 2018

What is the best way to determine whether or not your sales organization needs Sales Development Reps? Is the role seen different in B2C versus B2B?Our organization is B2C with an average sales price of $100,000 and sales cycle of 45 days from registration to purchase. I currently have 3 SDR and 7 A...

Published: Jul 27th, 2018

AA-ISP Webinar Series: How B2B Purchasing Decisions Have Changed

Join us for a discussion on how purchasing decisions have changed. We will discuss the different personas and the various lead gen channels used to target them. Marketing professionals need to be aware of these buyer personas and how they make buying decisions. Understanding these personas ...

Published: Jul 26th, 2018

AA-ISP Training Tuesday: Trends in Sales Process Automation for an End-to-End Sales Cycle

Our discussion will be centered around why the modern professional sales person needs to be very technology and systems literate today. We will look at the various ways prospects and customers are engaged. Finally, we will look at deve...

Published: Jun 12th, 2018