AA-ISP Knowledge Center

AA-ISP Idea Exchange: Growing Your Pipeline - Even in an Economic Downturn

When the economic climate feels uncertain, the pressure to do more with less increases, especially when it comes to driving growth. Every dollar you invest to drive sales must be spent with precision. With little room for error, what changes do you make? Watch this replay to learn innovative approa...

Published: Aug 30th, 2022

AA-ISP Training Tuesday: Economic Uncertainty - Objection Handling Tactics for Inside Sales Professionals

The economic downturn and fears of a recession make the current selling environment more challenging. Opportunities that were forecast to close now get stalled, as prospects postpone the final purchase decision. We're all feeling the pain (your competitors included). Navigate these waters well and y...

Published: Aug 16th, 2022

AA-ISP Idea Exchange: Methodology of Motivation

Given today’s hybrid work climate, employee motivation and engagement has never been more important.  In fact, a recent study found a direct link between employee engagement and quota attainment — team members who are more engaged have an attainment 12-30% higher than those who are ...

Published: Jun 9th, 2022

AA-ISP Revenue Leader Workshop: Learn How to Convert 2-5X the Pipeline in 1/3 the Time

2022 revenue goals have a bit of a “Back to the Future” vibe, as many of them are right up to those pre-pandemic levels. Yet, our teams, budgets, and lead sources don’t seem quite as strong as they did in 2019.  So what do we do? - Don’t go into 2022 with the mindset of ...

Published: Dec 8th, 2021

AA-ISP Workshop: An Intentional Approach to Skill Development

Everyone knows skill development is essential to help sales professionals succeed. However, it often ends up being not tailored to an individual's needs or deprioritized compared to enablement like product updates or the introduction of a new tool. Check out this workshop to learn how to create a sy...

Published: Aug 18th, 2021

AA-ISP Idea Exchange - GTM Strategies/Investments: For Now & The Future

Running a lean and agile sales team can be challenging; however, the current crisis is creating new obstacles for organizations. Business leaders are faced with maintaining control in a remote environment, keeping track of activity, and enforcing team compliance. But how do you streamline your proce...

Published: Jul 8th, 2021

AA-ISP Executive Briefing: Leveraging Data + The Human Element to Accelerate Productivity and Revenue

What a sales leader needs to make his team a revenue engine has changed a lot in a few short years, and no one knows this better than Howard Brown, founder and CEO of ringDNA. We now have seemingly endless options for new sales technology to make our lives easier, but there is one thing technology c...

Published: Mar 30th, 2021

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

I am a new manager of a team of ~40 account managers and a hot topic at our company right now is which sales metrics we should make public so reps can see how they stack up to each other. A few metrics we've historically kept private include Revenue Generated and Commission Earned. I believe in heal...

Published: Dec 23rd, 2020

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