AA-ISP Knowledge Center

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

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22:40

VSS2021 (Fall): Managing and Structuring a Growing SDR Team

Is your SDR team growing or getting ready to grow? Do you need tips on how to maximize your sales reps performance to accelerate their growth within your company? A few minor improvements to how you manage your talent pipeline could make a huge difference. Learn about ZoomInfo’s best-in-class ...

Published: Sep 17th, 2021

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29:53

VSS2021 (Fall): Add Value in Prospecting and Increase Sales Meetings by 3X

ATTENTION PROSPECTORS!  Breakthrough all the noise, humanize your outreach, and connect with more prospects.    Today’s decision-makers are flooded with e-mails, calls, and connection requests, in which they rarely even look at, let alone respond to.  Join Karthi Mariappan ...

Published: Sep 17th, 2021

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29:40

VSS2021 (Fall): The Rise of The Revenue Innovator: A New Class of Leaders Drive Predictability in Un

As Outreach’s Global Innovation Evangelist and Forrester’s former principal sales analyst, Mary Shea predicted four years ago that B2B sellers, armed and abled with the most innovative technologies, would finally fulfill their consultative destinies. That future is here today. In this ...

Published: Sep 17th, 2021

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27:26

VSS2021 (Fall): Benefits of Omni-Channel Selling

In sales, you need to meet your customers where they are. That means creating an integrated customer experience throughout the buyer's journey. How do you utilize all the channels available to work together to provide a seamless experience and consistent message? Join Auseh Britt, VP of Growth Mar...

Published: Sep 17th, 2021

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21:29

VSS2021 (Fall): Prove it! Using Field Trials to Break Bad Habits Before Making Big Bets

All selling is now Inside Selling, but a lot of reps are still stuck on bad habits from the field. You might have trained your sellers on the tools and technology, but their conversations carry those bad habits. And when your well-meaning reps want to put a new idea into practice, it’s based o...

Published: Sep 17th, 2021

This item is available to AA-ISP Members

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30:12

VSS2021 (Fall): Case Study/Framework: Fixing Your Leaky Funnel with Video

There are critical stages throughout your sales funnel that will make or break the deal. During these stages, deals stall, slip through the cracks, or even die. Whether you realize it or not, is broken. Join this session as Steve points out some of the obvious (and less obvious) cracks in your sales...

Published: Sep 17th, 2021

This item is available to AA-ISP Members

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34:08

VSS2021 (Fall): Progress More Deals, Drive More Revenue: Effective Discovery Questions Proven to Dri

Discovery calls are one of the most important steps in the sales process. Qualifying your prospect and their pain points – and letting them get to know your company and the value your product provides – sets the tone for the entire relationship and can win or lose revenue for your organi...

Published: Sep 17th, 2021

This item is available to AA-ISP Members

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31:48

VSS2021 (Fall): Panel Discussion: So, You’re Hiring Again?

Just when we thought the rapid growth of inside sales would slow down, we are once again faced with the ongoing challenge of how to find and hire competent sellers. Whether it is to fill a growing SDR/BDR team, AM’s, AE’s or Customer Success, it’s never been harder to find just the...

Published: Sep 17th, 2021

This item is available to AA-ISP Members

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30:18

VSS2021 (Fall): Panel Discussion: Not all Buyers are Alike

A critical and often overlooked sales skill is understanding Buyer Personas, and then how to best “sell” to them. Join this panel discussion to learn how top sales reps communicate, engage with, and “sell” to different types of prospects and buyers....

Published: Sep 17th, 2021

This item is available to AA-ISP Members

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29:55

VSS2021 (Fall): Panel Discussion: Customer Success – A Critical Role in Growing Your Revenue

Join this panel discussion to learn why customer success is gaining an important seat at the ‘sales table’. Learn best practices to assist with growing and expanding accounts, while ensuring outstanding customer engagement and satisfaction....

Published: Sep 17th, 2021

This item is available to AA-ISP Members

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28:47

VSS2021 (Fall): Panel Discussion: Digital Pollution: The Emerging “Climate Change” Threatening the F

We have all heard stories about the “stereotypical salesperson” who tries every trick in the book to convince someone to buy even if they don’t really have a need. Known today as 'junk mail', our inboxes, mailboxes, text accounts, and voicemails are cluttered with unsolicited, un-p...

Published: Sep 17th, 2021

This item is available to AA-ISP Members

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27:40

VSS2021 (Fall): Keynote Session: Acquisition vs Expansion Selling: New Studies Show You Shouldn’t Ta

Inside selling is often synonymous with new customer acquisition. But the truth is, most company revenue comes from existing customer expansion, including renewals and upsells. How can you maximize the impact of your Inside selling approach for both acquisition and expansion? Recent behavioral scien...

Published: Sep 17th, 2021

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