AA-ISP Knowledge Center

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

AA-ISP Member Orientation Session

AA-ISP MEMBER ORIENTATION SESSION Whether you are a new or existing member, our Member Orientation Session will help you learn how to get the most out of your AA-ISP membership. In this regularly updated video, we cover new website additions, ...

Published: May 20th, 2019

Metrics—Which One is Most Important?

Feeling a little overwhelmed by all the new technology that seems to come out e...

Published: May 20th, 2019

AA-ISP Webinar Series: 10 Lessons from 1 Million Cold Calls

We analyzed over 1M cold calls using Conversation Intelligence technology and spoke with several sales "masters," including Smart Selling Tools Founder and Sales Expert Nancy Nardin about how to run impactful cold calls. Get ready to learn science-backed tips and tricks that will ...

Published: May 10th, 2019

Results of SalesTech Recommendations Assessment at the 2019 Sales Leadership Summit

Vendor Neutral hosted a SalesTech Experience Zone at the AA-ISP Leadership Summit in Chicago, April 16th - 18th, 2019.  Attendees were invited to take the SalesTech Assessment, which filters through 350+ technology applications and matches them to the sales prior...

Published: May 7th, 2019

AA-ISP Webinar Series: Contract Management for Sales Leaders

All revenue begins with an agreement and sales leaders run point on securing those agreements, then delivering on the deal. While sales tactics and closing strategies get a lot of focus, managing contracts effectively is easily overlooked as a key to success. According to...

Published: Apr 24th, 2019

Building A Winning Sales Team: The Moneyball Way

How do you develop your Sales People and build a winning sales team on a limited "training" budget with so many "sales training" options out there for you to choose from?

Published: Apr 22nd, 2019

AA-ISP Training Tuesday: What Cool Runnings Can Teach Us About Aligning Revenue Teams

Jamaican bobsleds, Disney movies, and your Organization's revenue team. What do these disparate things have in common? You might be surprised, but probably more than you think. Our webinar will show you how the 1993 Jamaican Bobsledding movie Cool Runnings isn't just a great sports flick, i...

Published: Apr 9th, 2019

3 Ways to Overcome Call Reluctance

Do you or your team suffer from call reluctance?...

Published: Mar 22nd, 2019

One Powerful Way to Learn More About a Prospect

Let’s start with the obvious: Sales reps talk...

Published: Mar 22nd, 2019

AA-ISP Training Tuesday: Contacts & Context: Who's Who in the Deal Review?

Your CRM is great for tracking contacts, but not for developing context. As time drags on, assumptions start to derail opportunities. Complex deals require stakeholder management to get beyond the bottlenecks. Learn how to build a stakeholder matrix, us...

Published: Mar 12th, 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: What is CTI? Basics for Beginners

Inside Sales is facing a digital sales transformation to accelerate growth and effectiveness within the larger sales ecosystem and two of the key building blocks needed to complete this transformation and enable reps are CRM and CTI (Computer Telephony Integration). ...

Published: Feb 20th, 2019

13 Trigger Emotions Behind Every Sale

Our emotions and desires are great motivators. Create a connection with your prospects, understand what they want from a business AND personal perspective, and develop a strategic offer that fulfills those desires by using this as your emotional guide.

Published: Jan 18th, 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

AA-ISP Training Tuesday: Why Email Lead Generation Works and How to Work It!

In this session, we will walk you through the anatomy of a successful email-based lead generation cadence. Email-driven lead generation cadences can yield a 38X ROI when handled correctly. Our presenter brings 30 years of experience to the conversation and has built sales and lead generatio...

Published: Dec 11th, 2018

AA-ISP Webinar Series: Modern Calling - How to Best Leverage the Phone to Reach Prospects in 2019

Learn about challenges and best practices related to cold calls, cadence follow up calls, inbound lead response calls and more. We will review tips and strategies to win more often.  Anyone interested in increasing pipeline by improving phone productivity should attend. &...

Published: Dec 5th, 2018

Why Aren’t You Using More Tie Downs & Trial Closes?

I don’t know why tie downs aren’t used more by sales reps selling over the phone. I was listening to an experienced rep the other day just pitch and ad-lib to a good prospect, and at the end of the call, she had no idea about the prospect’s level of interest, n...

Published: Dec 1st, 2018

Two Killer Questions to Open & Close a Sale

I was having breakfast with a client in Denver before a training program I was giving, and we were talking about the importance of asking questions and listening. He told me that a few years ago he was working for a company selling an IT solution, and that while dealing with the Director of...

Published: Nov 18th, 2018

Ask An Expert Question

Hi All, My organization is in the process of evaluating sales engagement platforms & tools in order to increase the efficiency and effectiveness of our inside sales teams to scale for next year. We are currently evaluating great tools like SalesLoft & ToutApp. In addition to Outreach - what ...

Posted: Oct 10th, 2018

AA-ISP Webinar Series: Are You Hiring for Attitude, or Hiring for Experience?

If you’re an emerging company, building a sales team is a critical step towards achieving the success you envision. Competing for proven, high-priced sales talent is tough. Instead, you've decided to bring on smart, eager recent grads with no sales experience but great attitudes, ...

Published: Oct 4th, 2018

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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