AA-ISP Knowledge Center

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

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

Ask An Expert Question

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...

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

Ask An Expert Question

I am looking for a recommendation for a temp company that I can make a high volume of calls with over a short time period. I am hoping to get one that has been vetted/ utilized by another American based company that found it to be successful. Thank you!

AA-ISP Webinar Series: How to Take Your Leads and Convert them to Revenue… FAST!

The recent 2018 AA-ISP Top Challenges and Trends research indicates that leads, and their resulting ROI, remain a top challenge for inside/digital sales organizations.  From pre-call research through the discovery call, to forecast and revenue, getting enough leads that produce rea...

Published: May 9th, 2018

AA-ISP Webinar Series: 3 Tips for Choosing the Right CRM for Your Business

Which CRM is right for your business, and how can you maximize your CRM investment? In this highly competitive world, where technological advancements evolve on a daily basis, it's important to understand customer needs and behaviour, both to strengthen existing ...

Published: Apr 26th, 2018

4 Ways Queue-Based Lead Management is Shaping the Inside Sales Industry

In this white paper, four key elements that are crucial when developing a lead management strategy are considered: Productivity, List Penetration, Management Control, and Speed-To-Lead.

Published: Apr 20th, 2018

AA-ISP Webinar Series: How Your Customers Can Drive the Prospecting Process

Prospecting isn’t easy; it takes skill, patience and dedication. But even these commendable attributes aren’t enough to take you to the finish line of a closed-won deal. Instead, today’s leading sales pros know that the good ol' ability to listen – re...

Published: Apr 11th, 2018

Pairing up SDRs and AEs - Pros, Cons, and what to do instead

This article analyzes team setup and the pros, cons, and alternatives to pairing up SDRs to AEs.

Published: Mar 22nd, 2018

Ask An Expert Question

Good morning, I am looking to connect with a B2B company who is successfully using Salesforce email and web to case. We are in the process of implementing these tools and would like to have a mentor who has been through the process. Thank you, Theresa Tews theresa_tews@bradycorp.com

7 Questions to Ask Before Responding to That RFP

Learn how to take a qualify-first approach to RFPs before ever responding.

Published: Dec 15th, 2017

AA-ISP Training Tuesday: The Science of Listening in Sales

Have you ever given thought to what “listening” really entails?  Specifically, have you ever considered what role effective listening plays in world-class selling?  You may be shocked to know that there is no more effective means of establishing rapport...

Published: Nov 16th, 2017

BANT is Not a Qualified Lead

Dan Marx says "BANT is an old way of qualifying leads. Unfortunately, call centers still use this as criteria for a qualified lead. BANT (Budget, Authority, Needs, and Timeline) only identifies a target market, it does nothing to qualify a lead." Download the article to learn why....

Published: Aug 7th, 2017

Bridging the Gap: The Ultimate Guide to Account Based Sales & Marketing Alignment

In the technology world, there’s a popular turn-of-phrase known as crossing the chasm. Coined by Geoffrey Moore, the phrase refers to the ultimate challenge faced by a high tech startup looking to grow into the next Oracle or Salesforce: Getting pragmatic, mainstream buyers to understand and ad...

Published: Jun 29th, 2017

AA-ISP Webinar Series: Inside Sales Optimization in the Digital Age

There are now more ways than ever for prospects to find and reach out to companies, and there are many more channels for companies to engage with prospects. Leads are coming from a wide variety of sources, and they are arriving at different stages of the buying process. Closing the deal req...

Published: May 24th, 2017

Ask An Expert Question

I am moving from a round robin system of distributing leads and accounts to Geographic Territories for both SDR's and AE's. In so doing, we are going to use HQ for the company to determine which region owns it, but find that buying may occur elsewhere as companies are large and distributed? What ...