AA-ISP Knowledge Center

Inside/Digital Sales Webinars, Research, Best Practices, and Expert Q&A for Sales Leaders & Reps

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1:01:15

Master Digital Selling - Make Yourself and Your Message More Memorable for Digital Buyers

Some things about sales don’t change—you need to find prospects, get meetings, win deals, and your quota keeps going up every year. But there’s a tectonic shift happening right now that sellers can’t afford to ignore. Field sales teams are moving to i...

Published: May 18th, 2023

This item is available to AA-ISP Members

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59:08

AA-ISP Training Tuesday: Upsell Your Existing Customers

Rather than chasing aggressively after new business this year, many companies are focusing even more on their existing customers. After all, your existing customers know you. You’ve proven your value. And you don’t need to work so hard to convince them to do more business with you—...

Published: May 9th, 2023

This item is available to AA-ISP Members

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53:16

AA-ISP Training Tuesday: Win Back Lost Customers with This Messaging Framework

Whether it was due to a service failure, supply chain challenges, or they were lured away by a better price; your formerly loyal customer decided to leave. But does that mean it’s over for good? Or could there be a way to win them back?In this interactive Training Tuesday replay with Doug Hutt...

Published: Apr 11th, 2023

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1:19

Join us at DigitalNow Revenue Summit

The Premier Revenue Leadership Event More than ever, sellers can’t close deals alone. Buyer-preferred digital experiences call for a fully aligned revenue organization, from marketing to sales to enablement to customer success. The digital-first environment isn’t just next…it’...

Published: Mar 14th, 2023

This item is available to AA-ISP Members

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53:05

AA-ISP Training Tuesday: The Science of Customer Apologies

Supply chain disruptions, corresponding shortages, and the “great reshuffling” of the labor market have led to an exceptionally arduous business environment. No matter how you spin it, telling a customer “I’m sorry” is never easy. So, is it possible to effectively handl...

Published: Mar 14th, 2023

This item is available to AA-ISP Members

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59:19

AA-ISP Training Tuesday: Acquiring New Prospects vs. Expanding Existing Customers

Over half of companies use the same approach for every marketing and sales conversation. They stake their strategy on one-size-fits-all messages and tactics for both customer acquisition and customer expansion. But these companies are unwittingly putting their revenue in jeopardy. Behavioral studies...

Published: Feb 14th, 2023

This item is available to AA-ISP Members

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53:09

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

Want to know how to actually set up your sales engagement platform for an efficient and effective cross-sell motion? 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 an...

Published: Jan 17th, 2023

This item is available to AA-ISP Members

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44:13

AA-ISP Workshop: Building a Strong BDR Team

Whether you're looking to generate new leads or qualifying the leads that have already found you, having a top-notch BDR/SDR function is critical to the overall success of your organization. But what are the key factors to building and maintaining this team?  During this workshop replay, Ernest...

Published: Dec 14th, 2022

This item is available to AA-ISP Members

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40:33

AA-ISP Webinar: How to Win Deals in a Hybrid World - 5 Essential Virtual Selling Practices

Virtual sales success requires new ways of thinking. Transferring the old ways of doing business to the new hybrid selling environment won’t cut it. You must implement essential virtual selling processes or your team will fall short with today’s buyers. And change must come not only from...

Published: Nov 28th, 2022

This item is available to AA-ISP Members

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57:03

AA-ISP Training Tuesday: Selling on a Cadence Instead of an Expense Account

During this replay, researcher Frank Pinder will share results from recent real-world, controlled field trials showing some of the most effective techniques for omni-channel selling today. The share of revenue attributable to the digital sales channel is expected to increase over the next three year...

Published: Nov 15th, 2022

This item is available to AA-ISP Members

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1:05:27

AA-ISP Portugal & San Diego Chapters: Does B2B cold outreach work in North America anymore?

Does B2B cold outreach work in North America anymore?   Over the last two years COVID-19 rapidly evolved inside and outside sales into “remote selling” as everyone was forced to reach their prospects from a home office. From the buyer’s standpoint, this trend only made them wa...

Published: Nov 8th, 2022

This item is available to AA-ISP Members

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59:28

AA-ISP Roundtable: What is a Salesperson Really Worth?

A New Perspective on Measuring Sales Rep and Team Performance One of the most important metrics used in making important financial decisions in any business is the Net Present Value (NPV) calculation.  Historically NPV has been used to determine whether an investment in new assets like a piece ...

Published: Oct 27th, 2022

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