AA-ISP Knowledge Center

Inside Sales Webinars, Best Practices, White Papers, and Expert Q&A

State of Sales Performance Survey Report 2019

Powerful trends that shape the world of sales performance. Every day, new technologies are rolling out, buyers are getting savvier — and the sales world, as we know it, is changing. That’s why, together w...

Published: May 16th, 2019

State of Conversation Intelligence - Q1 2019

The Chorus.ai research team analyzed over one million sales calls with our Conversation Intelligence platform to discover how top revenue teams conduct their sales motions in 2019. Get the data across BDR, AE, and CS teams to learn the metrics that matter for winning deals and retaining cus...

Published: Apr 30th, 2019

Sales Benchmarks Report: 2019

Featuring industry-standard sales outreach metrics based on 8 key roles across 3.1 million conversations between 1.4 million people in 20 different industries. See how your sales outreach response rates, response time, and more compare to the best based on your role.

Published: Mar 14th, 2019

AA-ISP Webinar Series: Four Laws to Build a Sales Cadence That Doubles Your Conversation Rates

Every sales rep is looking to have more meaningful conversations. Whether it’s with a new lead they’re hoping to get in touch with, or with a potential buyer who has gone cold. There is a plethora of strategies on how to acquire more conversations. With terms such as: ca...

Published: Feb 27th, 2019

AA-ISP Webinar Series: 16 Data-Driven Ways to Increase Pipeline

Modern sales leaders and the people who enable them will learn what works and what does not in multi-touch, multi-channel sales engagement. Drawn from hundreds of millions of interactions, we will answer questions like: How many touches over...

Published: Jan 17th, 2019

The BAO Inside Sales Trend Report

BAO recently conducted a market research study of more than 100 Inside Sales leaders at high tech companies to better understand their team’s roles and responsibilities in the organization’s go-to-market strategy. This research explores the structure, responsibilities an...

Published: Sep 20th, 2018

AA-ISP Webinar: The Science of Persuasion in Inside Sales (continued)

Continuing the conversation from July's Training Tuesday... ...

Published: Sep 19th, 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

The Frowning Glory

The Frowning Glory: outsourcing a sales engine is often a misunderstood model, laced with presumptions and mismatched expectations by either side of the contract. This article aims to draw your attention towards various scenarios to consider before you make up your mind on the sales strateg...

Published: Jun 22nd, 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

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

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

AA-ISP Training Tuesday: 5 Steps to Build a Winning KPI System for SDRs

Who should attend:  Any Sales Leader dependent upon or responsible for the results of an SDR team: CROs, Sales Development Leaders, Business Development Leaders, Inside Sales Leaders, Account Executive Leaders, VPs ...

Published: Mar 13th, 2018

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 Webinar Series: The Math of Following Up - How to Work Less and Drive More Deals

What if 1 in 5 of your cold calls turned into meetings? What if you could speed up your multi-channel outreach to touch 5-10X more prospects in a month? What if you could increase your pipeline by 2X? We a...

Published: Dec 8th, 2017

Realigning Support Functions - 'a pre-requisite for world class sales'

“Organisations that fully integrate sales & marketing will win in today’s markets… those that go further and realign support functions to sales will get there first, delivering frontier digital sales capabilities ahead of competitors”....

Published: Nov 30th, 2017

Ask An Expert Question

I am curious on the best practice suggestions for # of metrics you hold your inside sales associates to, and what they are. I've read a couple of things, but some clarity on what other companies are doing will be helpful. Also - is there a specific AAISP resource detailing this info already as it re...

Posted: Sep 18th, 2017

AA-ISP Webinar Series: 5 Verbal Cues that Scream "You're About to Lose the Deal!"

Gong.io has analyzed over 519,000 sales-call recordings with AI discovering there are specific words and phrases buyers say that indicate their true purchase intent. &l...

Published: Sep 13th, 2017

AA-ISP Webinar Series: How to Train Sales Reps and Marketers in Account-Based Everything

Account-based Marketing (ABM) and Account-based Sales Development (ABSD) are better together—but only if your sales and marketing teams are aligned with sales enablement. Once you have a marketing infrastructure in place, ongoing sales training is critical to long term success in ...

Published: Aug 17th, 2017

KPI’s for Inside Sales that REALLY matter

Overview of KPI's that are important in measuring the performance of an Inside Sale team.

Published: Jul 27th, 2017

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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