AA-ISP Knowledge Center

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-ISPMember 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: Jan 10th, 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

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 ...

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

AA-ISP Training Tuesday: From Rock Star to Movie Star: Better Social Selling with Video

Social selling is no longer optional, and modern sales organizations need to stand out in order to reach modern buyers. Video is the solution. Not only is video the most engaging and most popular form of content available today, but it also creates real connections with buyers that...

Published: Sep 11th, 2018

Technology Industry Predictions for 2018

In 2017, the technology industry experienced another year of tumultuous change. The industry is moving more rapidly than ever toward XaaS, while marketing, sales and service models struggle to accommodate the pace of change. Industry leaders will face a variety of challenges and imperatives...

Published: Sep 5th, 2018

Ask An Expert Question

Hello everyone! We are switching over to a wireless phone system and getting rid of our desk phones. Anyone have any insights on good headsets to use? Looking for wireless ones. Thank you!!

Ask An Expert Question

We have recently adopted a Tech Stack for Sales consisting of Zoom Info (data) , Groove (Sequences and email marketing) and Sales Navigator (research). Does anyone have experience with that as a technology stack and do you find any of these tools redundant?

AA-ISP Training Tuesday: The Science of Persuasion in Inside Sales

Learn about how the latest in machine learning from the world’s top research laboratories is being used to measure hidden micro-expressions in conversations and how these metrics can be used to groom the next generation of Inside Sales star players. ...

Published: Jul 10th, 2018

Ask An Expert Question

Hello! I am hoping someone can shed some light on my quest for business data…. I am trying to obtain specific information on businesses who have recently moved or have closed their business (i.e. company name, address, email and/or contact number?) I have attempted to research online but so far I ...

AA-ISP Webinar Series: How to Successfully Incorporate Video in your Sales Messaging

Video is a powerful tool to use in your sales outreach. However, few sales teams understand the why, what, when and how to incorporate video in your sales messaging and playbooks.  Join us to learn these actionable takeaways:  ...

Published: Apr 30th, 2018

Ask An Expert Question

We use SFDC. We have Qwilr for proposals and DocuSign. What is the best way to configure SKUs in SFDC and a cleaner quote process to enable our partner vendors to have more visibility into our pipeline and the SKUs we're selling (I.E. when we propose their SKUs)?

AA-ISP Webinar Series: 3 Tips for Choosing the Right CRM for Your Business

Which CRM is right for your business, and how can you maximize your CRM investment? In this highly competitive world, where technological advancements evolve on a daily basis, it's important to understand customer needs and behaviour, both to strengthen existing ...

Published: Apr 26th, 2018

AA-ISP Webinar Series: Changing the Game for Optimizing Sales Engagement with Prospects

Watch this webinar to learn how to get your sales team to increase lead conversion by effectively automating email and call follow up interactions to increase prospect engagement by up to 800%. It is not often a new technology comes along with a unique s...

Published: Mar 23rd, 2018