AA-ISP Knowledge Center

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

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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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58:48

Executive Discussion: Demystifying AI-Guided Selling: What Every Sales Leader Should Know

B2B sales has changed—and AI-guided selling is one of the new tactics of winning sales teams.  In this session replay, we discuss: AI-assisted sales benefits for both buyers and sellers How to improve sales performance and revenue with AI – if your organization is seeing success or...

Published: Nov 10th, 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

This item is available to AA-ISP Members

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58:09

AA-ISP Workshop: How to Use Storytelling Principles to Drive Buyer Interest and Align Messaging

Business leaders are saturated daily with incoming messages from AEs and SDRs. The proliferation of messages makes it hard to stand out. Trends like personalization and “pattern breaking” help. But what about your value prop? What if we can take lessons from ancient storytelling princip...

Published: Oct 19th, 2022

This item is available to AA-ISP Members

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1:00:52

AA-ISP Executive Briefing: The Recipe for an Exceptional Sales Rep

Are you still relying on 20% of your sales reps to meet 80% of your quota? Do you ever wish you could get more of your mid-low performing reps up to rockstar status? With a downturn in the economy, sales leaders are being asked to do more with less. And while there is both an art and science to sell...

Published: Sep 20th, 2022

This item is available to AA-ISP Members

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1:05:18

AA-ISP Training Tuesday: Skip the 20-Questions Game and Win the Sale

Your buyers don't want to play the 20-questions game. It irritates them, and it's a selfish ploy for sellers—not to mention ineffective. In this Training Tuesday replay, you'll learn to use Unconsidered Needs and a technique called DIQ (Data - Insight - Question) to create the energy and provo...

Published: Sep 13th, 2022

This item is available to AA-ISP Members

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57:57

AA-ISP Idea Exchange: Methodology of Motivation

Given today’s hybrid work climate, employee motivation and engagement has never been more important.  In fact, a recent study found a direct link between employee engagement and quota attainment — team members who are more engaged have an attainment 12-30% higher than those who are ...

Published: Jun 9th, 2022

This item is available to AA-ISP Members

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48:01

AA-ISP Silicon Valley Chapter Meeting: Head to Toe - Where to Go and What to Know...

Watch this repaly to hear from some of the BEST recruiters and Sales Leaders on who is offering the BEST benefits, remote/WFH policies, trends for competitive pay, what roles are people leaving, and who is hiring...

Published: May 19th, 2022

This item is available to AA-ISP Members

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1:00:28

AA-ISP Idea Exchange: Strategies to Motivate & Move Middle Performers

Oftentimes, middle-of-the-road sales performers are overlooked when leaders are building their training and development strategies. This Idea Exchange replay will cover ways you can move the middle by further nurturing and developing this group. Panelists discussed questions including: How to deter...

Published: May 12th, 2022

This item is available to AA-ISP Members

READ

Research Part 8: Professional Development: Not-So-Darwin's Evolution of Mastery

Boston Consulting Group (BCG) and AA-ISP have partnered to bring the Inside Sales community research in 2021.  In this eighth installment of an ongoing series BCG partnered with the American Association of Inside Sales Professionals to assess professional development: n...

Published: Feb 24th, 2022

This item is available to AA-ISP Members

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53:31

AA-ISP Case Study: A Look at Microsoft's Digital Transformation

B2B sales organizations are at a generational inflection point, facing a sea of fundamental changes in the B2B buying/selling experience.  The turbo-charged shift to digital selling has big implications.   Research shows us that: 75% of customers prefer digital buying 80% of customers exp...

Published: Jan 25th, 2022

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1-800-604-7085 x 130
American Association of
Inside Sales Professionals
18124 Wedge Pkwy #2047
Reno, NV 89511