I'm reviewing our global guidelines on KPIs at the moment and would like some input from Inside Sales Leaders... Do you put a minimum call time to consider a call towards their KPIs? If so, what is that call duration you set? And what other criteria do you put around the calls?

Published: May 31st, 2023

AA-ISP Training Tuesday: Build Cross-Sell Success with Your Sales Engagement Platform

Join us for actionable, “you can do this tomorrow” takeaways from a real-world B2B DecisionLabs field trial conducted with an $86B+ multinational corporation. Our field analysts will walk you through the why, the how, and the how-to, so you can start getting results!This Training Tuesday...

Published: Jan 17th, 2023

Question for inside sales leaders - what are your current talk time expectations? In addition, do you have an email expectation and, if so, how do you track it? Thank you!

Published: Jan 13th, 2023

AA-ISP Executive Briefing: People, Process, and Technology - How to Evaluate for 2023

The world has changed but the demands are still the same. Sales leaders are pressured to meet goals despite the changing world. Driving top revenue, increasing sales velocity, and improving close rates are top priorities for sales professionals everywhere. How do you stand out from all the rest? In ...

Published: Oct 25th, 2022

I am working on my plan for 2023. Does anyone have a few examples of how other companies structure their inside sales team and what are the metrics used to govern the team? I hear that Box has a structure of SMB team, they work with 500 employee organizations (all industries), existing & net...

Published: Oct 17th, 2022

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