AA-ISP Knowledge Center

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

Executive Briefing & Case Study: How LinkedIn Used SalesLoft to Drive Alignment Between its Revenue and Technical Teams

Like many organizations, LinkedIn must balance important security and technical requirements while also empowering their Revenue teams to drive success with efficiency and authenticity. LinkedIn knew it was critical to bridge this gap and partnered with SalesLoft to provide the tools their sellers n...

Published: Nov 12th, 2020

AA-ISP Webinar: How Elite Sales Pros Minimize Stalled Deals & No Decisions

Are your deals stalling or ending in the status quo more often than normal? You’re not alone! Depending on the research you read, the number of opportunities that end in “No Decision” ranges from as low as 23.5% to as high as 60%, and increasing in the new virtual sales world. Whic...

Published: Oct 29th, 2020

AA-ISP Webinar: New Research Uncovers 2021 Revenue Operations & Sales Planning Trends

How are key metrics evolving for revenue teams in 2021? What sales technologies do teams see as a must have in the coming year? How will outbound and inbound strategies be changing? We asked these questions and many more of thousands of revenue leaders across sales, customer success, and marketing t...

Published: Oct 21st, 2020

AA-ISP Webinar: Winning Sales Contest Strategies To Crush Q4

Sales orgs of every size are realizing the power of gamification, but oftentimes their programs are a little one-note. What’s beyond the call blitz? How do you create a repeatable culture of success with sales contests? In this interactive session, Brian Trautschold and Jamie Bradley shared Am...

Published: Oct 8th, 2020

AA-ISP Webinar: Tapping the Power of 3D Immersive Simulations to Accelerate Inside Sales Success

3D Immersive simulations are emerging as powerful tools to accelerate inside sales success. What was only recently science fiction is now becoming mainstream to solve many everyday sales training and development challenges. This webinar will help you better understand how to tap the potential of sim...

Published: Sep 10th, 2020

AA-ISP Workshop: How Financial Services Companies Can Increase CRM Adoption and Sales Productivity

Your reps (and even managers) hate your CRM. We know it, we struggle with it, but what can we do about it? According to Forrester Research, 49% of CRM projects fail. With inside and field sales teams going fully remote as a result of COVID-19, creating systems to drive CRM adoption and visi...

Published: Aug 26th, 2020

AA-ISP Workshop: Hit Your Number: Proven Strategies to Maximize Your Go-to-Market Engine

Get a look under the hood!  Do you find yourself curious about how other companies are maximizing their Go-to-Market? During this 1-hour workshop, ZoomInfo gave us a behind-the-scenes look at one of the fastest-growing tech companies in the country as they share the company’s recipes for ...

Published: Jul 16th, 2020