AA-ISP Knowledge Center

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

Hi All... our SDR team is having some challenges with being flagged as email SPAM to our prospects where they aren't receiving our emails and our opens are suspected to be from SPAM folders vs. the people we are reaching out to. We are also experiencing the same thing with our calls showing up as S...

Published: Jul 22nd, 2022

Telemarketing Laws: An Auditors Perspective

Outbound callers beware of telemarketing laws!  Over the years, as a PACE Customer Engagement Compliance Professional (CECP), I haveaudited dozens of companies for their compliance with telemarketing laws. As you may beaware, the landscape of telemarketing laws can be very complex, with federal...

Published: Jan 18th, 2022

How to Pitch Multiple Products

Rookie mistake: You’ve got several products or services you can offer a prospect, and you start by offering the first, or main one, then hear an opening for another one so pivot to that one, and describe another—and then another. Result? Stalled sale. “Let me think about these and ...

Published: Jul 6th, 2021

AA-ISP Workshop: How Your Communication Style Impacts Your Sales

Whether it’s communicating with customers or team members, your ability to connect with another person is a critical determining factor of a successful outcome. So much of relationship building, selling and communication happens during the first few seconds of interaction, and in a remote work...

Published: Jun 16th, 2021

3 Ways to Overcome Call Reluctance

Picking up the phone and making “cold calls” has never been easy, and this has prevented many reps from making the calls that can make them more sales and more income. Instead, reps these days tend to spend more time communicating on social media and sending emails. Top reps still prefer...

Published: Jun 2nd, 2021

AA-ISP Idea Exchange: So Who Do We Call Now?

One of the biggest challenges for many sales and marketing teams is how to properly prioritize leads and to know who to contact next. In addition, if an SDR wants to achieve their goals, they need a high-quality and repeatable process. This panel got tactical by sharing the top best practices and pr...

Published: May 27th, 2021

AA-ISP Idea Exchange: Creative Prospecting in 2021 - How to Take Your Outbound from Uninspired to Irresistible

During this discussion, our panelists offered up tangible tips for what you can do to stand out from the crowd in your outreach! From strategic social selling to using video, direct mail and more, discover new ideas for unlocking your creativity and building more personal relationships with potentia...

Published: May 13th, 2021

5 Questions for Influencers

More and more these days, decision makers hid behind their assistants or other influencers. Many sales reps get frustrated by this and often try to get past these very important people, thinking that only the decision maker is worth talking to. Big mistake. As I’m sure you’ve no doubt no...

Published: Apr 23rd, 2021

Pitch Your Product in Two Sentences

Less is more. Instead of opening your calls like: “Oh hi, this is _______ _______ with ________ and my company, XYZ, is a leader in national and international shipping and freight services with offices in the top metropolitan cities across the world. We offer one of the lowest overall freight ...

Published: Apr 23rd, 2021

A Better Way to Follow Up on Emails

Many sales reps struggle when following up on emails they’ve sent out to prospects (or even clients!). When they get the prospect on the phone, they open with: “Did you get the email I sent?” OR “Did you have a chance to review my email?” These kinds of openings just cr...

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