AA-ISP Knowledge Center

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

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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

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Solution Brief: Changing Your Sales Outcomes

A recent study found that B2B vendors lost over $1.5B in revenue they could have won, according to potential buyers.The risk of losing a deal you think you’re on track to win—can’t be ignored.The good news? Sales activities that cost companies billions are easily correctable. ...

Published: May 3rd, 2023

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Checklist: Is Your Sales Approach Holding You Back?

Buyers are digitally savvy and well-informed. They’re also inundated with texts, robocalls, sales emails, and ads, so they’re hard to reach. And when you do reach them, they’re skeptical of anything that smells like a sales pitch. You can no longer expect your buyers to ...

Published: Apr 26th, 2023

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Checklist: Bring Clarity to Your Revenue Growth Strategy

You may have created what sounds like a great growth strategy for the year. But your success ultimately depends on how effectively you execute that strategy. Ensuring that all segments of your organization are aligned to carry out your plan can be one of the most challenging aspects of execu...

Published: Apr 21st, 2023

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Digital Sales Transformation - A Blueprint for Modernizing Your Sales Organization

In the past, conventional wisdom was that B2B buyers followed a linear, predictable, and controlled funnel—from awareness to consideration to purchase and then advocacy.Post-pandemic, the buyer’s journey could not be less predictable. They’re doing research, forming opinions, and ...

Published: Apr 13th, 2023

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The Executive's Guide to Digital Sales

Today, two out of three buyers prefer digital self-service over traditional sales communications. And 74 percent of B2B decision makers believe that new digital selling models are as effective as or more effective than pre-COVID models. The data paints a clear picture: If you’re not embr...

Published: Apr 6th, 2023

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Checklist: Are Your Metaphors Remarkable or Mundane?

Using metaphors can help your audience better understand and remember what is essential in your communication materials. But choosing the wrong metaphors can make your presentation bland and unmemorable. In this checklist, you'll learn how to choose the right kinds of metaphors and use them e...

Published: Mar 31st, 2023

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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

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E-book: Closing the Confidence Gap

Only 45 percent of CEOs say they’re confident that their teams can execute their revenue growth strategy, according to research from Sales Benchmark Index. Why? For years, sales organizations have relied on so-called “best practices” to increase confidence and improve execution. Th...

Published: Mar 8th, 2023

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Research Brief: How to Use (and Not Abuse) Metaphors in Persuasive Presentations

Using metaphors can help your audience better understand and remember what is essential to your communication materials. But is every type of metaphor beneficial? And how many metaphors should you include to make presentations more persuasive?

Published: Feb 16th, 2023

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Inside the Buyer's Brain: Mastering Metaphors

Metaphors are more than figurative language suitable only for English classes and crafty poets. They are power tools that can electrify business content for any type of message, across any communication channel and commercial context. But is every type of metaphor beneficial? And how many metap...

Published: Feb 16th, 2023

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Leadership Summit 2022 - A Compendium of Ideas & Insights

If you were in Chicago for the AA-ISP Leadership Summit, you heard about brand-new research, listened to fascinating insights, and participated in great conversations. Now, in this e-book, you’ll have those event highlights on hand. And if you missed it? Good news—this new e-book is just...

Published: May 13th, 2022

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