Podcasts about aa isp

In this week's Scale Your Sales Podcast episode, my guest is Zeenath Kuraisha. Zeenath is the founder of the E-University of Sales and The Asia Pacific Sales & Marketing Academy (APACSMA), renowned for its industry-endorsed accredited sales training programs, certifications, sales audits, and assessment. Boasting a global reach, her multifaceted approach encompasses the 360 business, GTM, inside, and digital Sales Review Advisory and Support Services. She serves as the Singapore Chapter President for AA-ISP (now known as Emblaze), the Founding Fellow for Association of Professional Sales (now known as Institute of Sales Professionals). Zeenath has received numerous accolades and recognition from the industry including Sales Hacker's 35 Most Influential Women in Sales, Best Asia Corporate Consultant by HRM Asia, and was named one of “Executive of the Year for Education” by Singapore Business Review. In this episode, Zeenath delves into the evolution and purpose of sales enablement, as well as the challenges related to its effectiveness in achieving sales targets. Through her expertise and experience, she delves into how sales enablement has transformed over the years, expanding far beyond traditional sales training to encompass a wide array of tools and activities aimed at empowering the sales function and how it aims to contribute to incremental revenue by helping sales professionals sell and perform better. Zeenath shares her expertise in sales consulting, education, and training needs for a diverse range of clients, emphasizing the importance of understanding buyers as humans and the need for authenticity, quality, pricing differences, value, and trust in the sales process. We also talk about the adaptability of sales enablement to meet the ever-changing demands of the market. Join us as we uncover the secrets to sales success with her expert guidance. Welcome to Scale Your Sales Podcast, Zeenath Kuraisha. Timestamps: 00:00 – Maximising Revenue Growth through Sales Enablement. 04:00 – Technology has evolved sales operations, enabling efficiency and improved analytics.  09:19 – Sales enablement contributes to closing revenue gaps.  11:25 – Sales leaders focus on numbers, but sales enablement involves cross-functional collaboration to improve various areas beyond just performance.  16:23 – The development of The Asia Pacific Sales & Marketing Academy (APACSMA) 18:09 – B2B is about trust, differentiation, and articulating value proposition.  22:19 – Certification may not be necessary for all. https://linkedin.com/in/zeena   Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth through customer experience and sales.   Book Janice to speak virtually at your next event: https://janicebgordon.com   LinkedIn: https://www.linkedin.com/in/janice-b-gordon/   Twitter: https://twitter.com/JaniceBGordon  Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast   More on the blog: https://scaleyoursales.co.uk/blog  Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSal... 

About Barbara Spector: Barbara Spector is the Founder of Smart Moves where she is an expert in sales force retention and development. She has a degree from Boston University, has been a guest lecturer at Syracuse University and is certified in over a dozen assessment methodologies.  She specializes in and speaks on helping the C-Suite make effective hiring decisions to accelerate their revenue. As a member of SHRM, ATD, AA-ISP, NAED, NAPW and the National Speakers Association, she has worked with companies such as Corning,  Merrill Lynch, US Bank, Citizens Bank, Woodruff Sawyer Insurance, Samsung, NEC, Raytheon, HCA & Sun Microsystems.  With over 20 years of sales success, she has been a multi-million-dollar producer in her own right and recently named the Woman of the Year by the National Association of Professional Women. Check out the latest episode of our Conversational Selling podcast to learn more about Barbara.In this episode, Nancy and Barbara discuss the following:Challenges faced by sales leaders today.The impact of mindset on sales team performance.How to instill a growth mindset in sales leaders.Metrics used to measure the success of transformation initiatives.Barbara's approach to sales training and coaching.Traits defining high-performing sales teams.Barbara's perspective on the effectiveness of cold calling.Key Takeaways: Rome was not built in the day, and people don't change behavior quickly.It starts with the level of commitment that this is going to be something that everyone must get involved in.The reason that people say cold calling doesn't work, is because they haven't fixed what's going on between their ears.Many individuals have a need to be liked and loved."You know that expression, there's sort of an expression, the longer things go, the more things don't change. So what I mean by not changing is that the majority of sales forces that are out there are really very mediocre and a large reason why they're mediocre is because a lot of the sales managers and sales leaders were put in those roles out of being salespeople and they never quite made the psychological jump from being an individual contributor to being a somebody who has to produce results through people. So, they're so they are still functioning with it with their own sales mindset and then expecting their salespeople to do something differently. So, one of the biggest issues that I see is if we're going to help salespeople, we've got to first work with sales leaders and sales managers to kind of get their heads screwed on right in the first place." – BARBARA."So, if the person at the top accepts the excuses of the next person down on the run, that gives permission, so to speak, of that individual to accept the excuses of the people below him or her. So, we're seeing that a lot gets lost that could be taken care of because when we make excuses, we're losing control because we're pointing the finger sort of out there like they, it wasn't for the competition, if it wasn't for the economy, if it wasn't for the fact that, you know, that they were comparison shopping, whatever it might be. We need to be able to point our thumb at ourselves and say “I forgot to do something. I didn't, I wasn't as effective as I could have been”. And for managers, they need to be able to hear that and then respectfully confront the salespeople that they're managing so that the excuse making stops.” – BARBARA."Because we all know people buy, everything we do in sales has an emotional content to it. Whether we're selling or buying, it's all emotional, but we rationalize logically. So, if we can get people in sales to emotionally be connected to the amount of money that they're asked to make or that they want to make, makes a huge difference." – BARBARA. Connect with Barbara Spector:LinkedIn: https://www.linkedin.com/in/barbaraspector/Smart Moves:https://www.smartmovesinc.com/Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/  Connect with Nancy Calabrese: Twitter:https://twitter.com/oneofakindsalesFacebook:https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/Website:https://oneofakindsales.comPhone: 908-879-2911 LinkedIn: https://www.linkedin.com/in/ncalabrese/Email: leads@oneofakindsales.com

Hey Everyone, no new pod this week.  Just a couple updates.We are going to be coming back with some guest interviews mixed in with our usual sales tips.  Also next week 4/18 - 4/20 we will be in Chicago for the AA-ISP Digital Now Revenue Summit.  Come Say Hi!Email us at stuffaboutsales@gmail.com

This week's guest is Michael Tuso. Michael Tuso is the Co-Founder and CEO of Callypso—a SaaS platform that helps with expansion sales and account management. Michael is also author of Crafting the Sale: Create a Sales Experience that Drives Revenue, Impresses Buyers, and Transforms Your Sales Career, which is scheduled to come out in September 2023. Michael has been twice recognized by the AA-ISP as a Top 25 Sale Leaders to follow. He is the recipient of the Sales Development of the Year Award by Tenbound, and has been listed as a top sales leader to follow by Crunchbase.  --- Support this podcast: https://podcasters.spotify.com/pod/show/uncharted1/support

The emerging role of the Chief Revenue Officer (CRO) has become one of the most talked-about topics in B2B sales this year. But, when it comes to truly knowing how to position and leverage a CRO to help a sales organization scale, this is where many modern sales companies are struggling. The key to the success of a CRO comes from not just the path they took in their career but from their ability to align teams across all departments and tap into technology to enable progress and productivity at all levels. What CROs should be doing and how companies can strategically use this role to scale is the topic of discussion in this episode of the Modern Selling Podcast. My guest, arguably one of the best CRO experts and consultants in the industry, shares his incredible insights to prove that when done ‘right' a CRO can be the winning advantage to take your sales organization to the next level. Ed Porter is the Chief Revenue Officer of Blue Chip CRO. His stellar 20+ year career has led him to manage teams of varying sizes from 5 to 1,000+ people with responsibilities for sales, customer experience, revenue operations, and marketing functions. Ed has worked for service, software, and distribution companies learning the foundations of delivering a powerful customer experience while driving value and effectiveness in the sales and development channels. He has participated in, facilitated, and chaired several executive groups centered on sales management, contact center management, and technology innovation. As a keynote speaker and guest speaker focused on several key sales strategies and customer management programs, Ed has been recognized as a two-time Top 25 Most Influential Sales Leader, Executive of the Year, Excellence in Execution, Top 100 Sales Coaches to Watch, and a two-time Chapter of the Year award winner for AA-ISP. Currently, Ed is a fractional chief revenue officer providing coaching and strategic planning services for executives and startups, helping them rethink and refocus revenue strategies to accelerate growth. He helps clients align their revenue teams — marketing, sales, enablement, and customer success — to build accountability at every step of their organization, leading to accelerated and sustainable growth. Download the full conversation to get clear on what and how a CRO should be contributing to the growth of your sales organization. What is the Real Role of a Chief Revenue Officer? We often hear CRO thrown around, but few have truly defined what the role is and, more importantly, what they should be responsible for. I wanted to get Ed's perspective on what he believes makes a CRO role work and if every B2B sales company needs one, in order to thrive in this post-pandemic environment. His insights are spot on, “The CRO must own everything revenue. Not just one part, but all parts. Because in order to really be the one that owns all parts of revenue, you need to own the full buyer lifecycle. Which means owning marketing, owning sales, and owning everything post-sales too like customer success.” There has always been a growing divide (I've seen) between sales, marketing, and customer success. So, it was interesting to hear that Ed believes they must all live under the same C-Suite role in order to drive the customer forward. In my 20+ year career in B2B and B2C sales, I've found that even for CROs that may not have robust marketing or sales or customer success background, they're still able to build amazing synergy within their organizations as long as they know how to leverage the right training, technology, and systems to bring their teams together. And, technology and training are a large part of what Ed shares in the first half of our conversation. Listen in to hear what he suggests every CRO do to ensure that their teams are successful. How Do You Actually Align Sales, Marketing, and Customer Success Teams Together? At Vengreso, we intentionally build in alignment between the teams. We have regular huddles and syncs for the departments to share what's working respectively, so we can establish a cohesive collaborative approach. Based on Ed's experience working as a fractional CRO, I wanted to hear his insights on what works to align teams for a CRO to be successful and what skills he believes a CRO must have that they can't necessarily be taught. Ed explains, “Traditionally, CROs have sales experience and come from that world. But, that often means they're light on understanding marketing and customer success. And, that's ok. I would argue that the path someone takes to become a CRO is irrelevant. It has less to do with their area(s) of expertise and everything to do with the person. You don't have to have run sales, marketing, or customer success departments to be a highly effective CRO. But, you DO have to be a great leader.” I found this point to be quite interesting. Here at Vengreso, we often cross-train our sales teams to be involved in not just one department, but in several. We've found that this enables our sales reps to approach the sales process very differently. They're able to think about the impact that marketing has on sales, or that sales have on customer success. This is such a powerful alignment (when done right), that would enable any sales organization to work as a seamless machine, rather than a bunch of separated silos. Join the conversation and get even more insight on how Ed recommends sales, marketing, and customer success teams work together. How Does Technology Empower the CRO?  This is always an area of interest, especially for sales leaders. As I always say, “a fool with a tool, is still a fool.” I've found that all too often, B2B sales organizations implement a host of different pieces of technology across each functional area. So, what the sales and marketing teams may be using may not be integrated. And, the customer success teams could be using something entirely different. It's this disconnect between teams (further exacerbated by the technology stack they're using), which makes it hard for anyone to truly talk to one another and gain key insights. That's why with our FlyMSG text expander plugin, we've seen users achieve tremendous growth and synergy. Now, they're able to have a way to send consistent messaging across departments and be in better alignment to attract prospects and convert them into customers. FlyMSG is just one tool Ed and I discuss in this conversation that can catapult sales teams to a new level. Listen in to the entire episode to see what other technology and tools we see working to bring teams together.

How often do salespeople need to be trained? Most people would say, “Once during onboarding should do it.” “Not so,” says Dan McClain, Sales Director at ConnectAndSell. As today's guest on Market Dominance Guys, Dan talks with our host, Chris Beall, about the importance of periodically sharpening sales reps' skills. In this second of their two-part conversation, these two sales guys, both amateur chefs, agree that knives work better when they've recently been sharpened — and sales reps work better when their selling skills have recently been sharpened. Dan reminds our podcast audience that, over time, all sales reps drift from their company's established message, or their pace may become rushed, or their tone lackluster. For these very reasons, ConnectAndSell's own reps go through a periodic blitz-and-coach cold-calling session, an essential tool of ConnectAndSell's Flight School, because, as Dan says, “We all need to get better.” And because this essential advice bears repeating, that's what we've named today's Market Dominance Guys' episode: “We All Need to Get Better.” About Our Guest Dan McClain is Sales Director at ConnectAndSell. His life-long dedication to sales has led him to his current goal: helping sales leaders, teams, and individuals connect with their targets at a velocity of 10X by using ConnectAndSell Lightning. Dan is based in the San Diego area and is active in his local chapter of AA-ISP.

You're no doubt familiar with the buyer's journey, but what do you know about the seller's journey? Dan McClain, Sales Director at ConnectAndSell and today's guest on Market Dominance Guys, shares his personal journey as a salesperson with our host Chris Beall in this first of a two-part conversation. Starting at the beginning of his career, Dan tells the story of how he got into sales straight out of college, what his early selling experiences were like, and how he cold-called his way to where he is today. Most memorable for him was his first experience using ConnectAndSell Lightning, the cold-calling tool that boosts the number of conversations a salesperson can have with prospects. Pushing that “Go” button and being served one conversation after another changed his life and led to his current job selling Lightning at ConnectAndSell. Helping other salespeople discover this tool is now Dan's mission. Listen in as Dan and Chris remember the details of their first meeting in today's Market Dominance Guys' episode, “The Seller Has a Journey Too.” About Our Guest Dan McClain is Sales Director at ConnectAndSell. His life-long dedication to sales has led him to his current goal: helping sales leaders, teams, and individuals connect with their targets at a velocity of 10X by using ConnectAndSell Lightning. Dan is based in the San Diego area and is active in his local chapter of AA-ISP.

Bob Perkins is the founder and chairman of the AA-ISP. As a nationally-recognized Inside Sales innovator, Bob Perkins has extensive executive experience building and leading highly successful inside sales organizations at recognized brands such as Unisys, SGI, United Health and others. During his career he has created unique Inside Sales systems and structures, including team selling models, compensation plans, rewards and recognition programs, performance management tools, and sales campaigns which have been adopted by many of the nation's largest companies. Among other things, Bob maintains a video channel, Inside Sales Studio, that discusses trends and tactics specifically relevant to Inside Sales leaders and today's digital transformation. His proven expertise with the interrelated aspects of leadership development, motivation, and sales strategy has made him one of the top Inside Sales authorities in the United States. https://www.linkedin.com/in/perkinsbob/ https://aa-isp.org/about-us https://www.youtube.com/c/Aa-ispOrg Sales Inside Sales AA-ISP American Association of Inside Sales Professionals Revenue Operations Please: Like and Subscribe Video it really helps in distributing our Content Sign up for our Newsletter Please consider supporting our Content on Patreon/SaasHoles. --- Send in a voice message: https://anchor.fm/saasholes/message Support this podcast: https://anchor.fm/saasholes/support

Paula S. White has an unwavering passion for music that she applies in order to bring new perspectives and open new possibilities for leaders. Her one-of-a-kind, forward-thinking approach starts with a foundation of heart and mind.A globally recognized sales leader, Paula has leveraged her talents to scale Inside Sales Teams into multi-million stand-alone sales channels. She has helped organizations achieve 8% - 10% yearly compounded growth, demonstrating success in a wide variety of industries to include travel and tourism, investments, veterinary and healthcare distribution.Paula has served as a member of the AA-ISP Advisory Board and previously honored as a Top 25 Most Influential Sales Leader recipient for three consecutive years by AA-ISP. Paula was the award winner of Excellence in Execution in 2017. Passion for education and leadership is a driving force behind Paula's success. She has a true desire to see the success of others and transforms their ambitions into her own! She has been listed in Ambitions' “Top 100 Coaches to Watch” for two consecutive years, 2017-2018 and served as President of the AA-ISP Columbus Ohio Chapter from 2015 - 2018. Currently, Paula is a mentor for #GirlsClub, and focuses on fostering the wonderful talents of the next generation.Music is a passion for Paula in and out of work. Outside of her work, Paula is an avid concert goer and has found joy as both a lyricist and a co-producer on six songs. She details the transformative power of this in her book, The B Side.Paula's passion for life radiates through all those who work with her. She is a one-of-a-kind teacher who draws in the most powerful forces from both halves of the brain and inspires those around her to become truly remarkable in their own ways.--- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app--- Send in a voice message: https://anchor.fm/kyla-cofer/messageSupport this podcast: https://anchor.fm/kyla-cofer/supportSupport the showThanks for listening! If you enjoyed this episode, please support us on Patreon. For more leadership tools, check out the free workbooks at KylaCofer.com/freestuff. Book Kyla to speak at your event here, or to connect further, reach out to Kyla on LinkedIn and Instagram.All transcripts are created with Descript, an amazing transcript creation and editing tool. Check it out for yourself!Leadership School Production:Produced by Kyla CoferEdited by Neel Panji @ PodLeaF ProductionsAssistant Production Alaina Hulette

Green Leads Michael Farrell, Green Leads   – The Sharkpreneur podcast with Seth Greene Episode 732 Michael Farrell Mike Farrell is the CEO of Green Leads, a company that provides their B2B Technology clients, from startup to enterprise, with meetings, lead generation, and content syndication. Mike has an incredible track record of building companies and growing pipelines and ultimately revenue. He has extensive experience selling into B2B and public sector markets, building sales development organizations as well as developing channel partnerships.   Mike has 30+ years of sales, marketing and business leadership experience. He led the growth of By Appointment Only (BAO) for 15 years as Chief Operating Officer. His style of positive leadership helped BAO establish the pay-forperformance appointment setting category, helping to scale technology and SaaS businesses across North America. Prior to BAO, Mike was SVP of Sales at PC Connection (NASDAQ: CNXN), where he led the transformation to a B2B sales model, doubling revenue to $1.4B in his tenure. At CompuCom Systems (now a wholly owned subsidiary of Office Depot) Mike was VP of Sales of Public Sector after its acquisition of CIC System where he was VP of Sales, Marketing & Professional Services for the national IT solutions provider. Earlier in his career he held numerous sales leadership positions at CIC and Copley Systems where he was the integration specialist folding in the acquisitions of two firms to create the national footprint.He holds a BS in Business Administration from Merrimack College.   He is a member of AA-ISP, past President of the Hopkinton HS Athletic Booster Association, and is on the Board of Bright Spirits Children's Foundation. He and his wife of 30+ years, Kathleen, live in Massachusetts and have four adult children.   Listen to this illuminating Sharkpreneur episode with Mike Farrell about his company, Green Leads. Here are some of the beneficial topics covered on this week's show: - How Green Leads is a B2B lead and appointment generation company. - Why need good content to bring in and generate new leads. - How opt-in leads are a big deal due to data privacy concerns. - How Green Leads can help your business reach a new audience. - Why big companies choose to hire Green Leads as one of their many vendors.   Connect with Michael: Guest Contact Info Twitter @greenleads Facebook facebook.com/greenleads LinkedIn linkedin.com/in/michaelfarrell24 Links Mentioned: GreenLeads.com   Learn more about your ad choices. Visit megaphone.fm/adchoices

Use sponsor dollars to drive membership costs down not up Sponsors who flourish think long term not near-term conversions Why he thinks there's a "little bit of Hollywood in SaaS" Why he thinks nobody wants to go back to the office full-time Learning through osmosis is lazy sales leadership

Jon talks with Chad Burmeister, Founder & CEO of SclaeX.ai, about artificial intelligence how to utilize the technology when it comes to growing his outbound icons. Chad has a successful career in building high-velocity sales teams at companies including Cisco-WebEx, Riverbed Technology, ON24, ConnectAndSell, and RingCentral. Chad was the Founding Chapter President of the AA-ISP Silicon Valley Chapter which was voted two years in a row as “Chapter of the Year”, Director of AA-ISP Frontline Friday, and Colorado Chapter President to help advance the profession of inside sales to the next level of professionalism and performance. Chad is currently on the team that launched the Denver Enterprise Sales Forum. Chad has been voted Top 25 Most Influential Inside Sales Professional by the AA-ISP 10 years in a row (2010 – 2019) and continues to be at the forefront of inside sales and high-velocity selling strategy & execution. Chad graduated from Loyola Marymount University with an MS in Computer Information Sciences, 4.0 GPA. Chad is also the author of two books called SalesHack. And more recently ScaleX.ai, Multi-Channel Sales Acceleration, Powered by Artificial Intelligence.   Connect with Jon Dwoskin: Twitter: @jdwoskin Facebook: https://www.facebook.com/jonathan.dwoskin  Instagram: https://www.instagram.com/thejondwoskinexperience/  Website: https://jondwoskin.com/  LinkedIn: https://www.linkedin.com/in/jondwoskin/  Email: jon@jondwoskin.com  Get Jon's Book: The Think Big Movement: Grow your business big. Very Big!   Connect with Chad Burmeister: Website: https://www.scalex.ai/  Twitter: https://twitter.com/scalexai   Facebook: https://www.facebook.com/scalexai  LinkedIn: https://www.linkedin.com/company/scalex-ai/  YouTube: https://www.youtube.com/channel/UCFiQToFPkGvlxgZM5AIXEGg/ 

Tom has an impressive 18+ year career in Sales and Sales Leadership. His teams consistently meet or exceed quota and he's designed a variety of sales training programs, sales processes, and cadence plans to help reps ramp up faster. Tom is a three-time AA-ISP Top 25 Most Influential Sales Leader award recipient and the current President of the Chicago chapter of AA-ISP. He's a former US Marine and holds over 30 certifications in sales, sales management, sales training, leadership, team building, and coaching. In this episode, we talked about the Universal Sales Truths that were true yesterday, are true today, and will be true tomorrow. Take a listen to the episode to find out which universal sales truths Thomas talked about.

With over 30 years of executive leadership experience, Bob is a nationally-recognized Inside Sales innovator who is determined to take our profession to the next level of professionalism and performance.     Back in 2008 Bob formed a vision for the future state of Inside Sales, and from that, the AA-ISP was born. Having grown into a global community for like-minded Inside Sales professionals, the AA-ISP is our industry's leading resource for advancing sales reps, leaders and organizations.   Contact Bob: Website LinkedIn Twitter  

Paula White is a globally recognized sales leader with experience in scaling Inside Sales Teams into multi-million stand-alone sales channels. Using unique perspectives and a forward-thinking approach, she achieves 8% – 10% compounded yearly growth leading from a foundation of heart and mind. Her passion for people, purpose, and results has lent itself to experience in various industries: travel and tourism, investments, veterinary and healthcare distribution. Paula began a consulting business in 2021 to bring a new innovative way to explore leadership legacies and knowing each leadership style is as unique as one of your music playlists. She uses music as a metaphor and tool to enhance your experience through her company, Side B Consulting. Paula currently serves as a member of the AA-ISP Advisory Board and has been recognized as a Top 25 Most Influential Sales Leader for three consecutive years by AA-ISP. She was the award winner of ‘Excellence in Execution' in 2017, ranked amongst the ‘Top 100 Coaches to Watch' for two consecutive years by Ambition, and has been honored with the 2020 Mentor of the Summer for #GirlsClub. Paula served as President of the AA-ISP Columbus Ohio Chapter from 2015 – 2018 and is currently a mentor for #GirlsClub and a SalesClass.ai Contributor. On this episode of Destination on the Left, I talk with Paula White, who discusses the human side of the sales process and where she believes current problems lie. She shares some of the details of her new company, Side B Consulting, and why and how she uses music as a motivator and a tool to help clients understand their leadership style. Paula also provides some actionable tips for keeping the human connection in sales and outlines her approach to understanding and stepping into your legacy behaviors. What You Will Learn: Why we should re-humanize the sales process Actionable tips on how to connect with potential clients How to use music as a leadership tool How to understand a walk in your legacy behavior How putting together the right playlist can shift your mindset Humanize the Sales Process Travel professionals love what they do because they're helping people by serving the communities they work in and the visitors who spend time with them — which is why it's much more helpful to be a consultative salesperson than a purely transactional one. Sales is a process, but it is also a very human experience. Paula shares her philosophy on why we need to re-humanize sales and describes the rule of three by three by three that helps her connect with clients. Legacy Behavior Music is a potent leadership tool — if you're stressed out, you can quickly change your mindset by playing the right songs to get you in the correct headspace for the task ahead. Paula explains why after 30 years working in corporate America, she was inspired to use music to motivate herself and her team and why she decided to help leaders figure out and walk into their legacy behavior and exemplify their ideal qualities through the metaphor of music. YouTube Channel: https://www.youtube.com/channel/UC_xkbbpzjHaNghE5e3U6x6w Website: www.paulaswhite.com LinkedIn: https://www.linkedin.com/in/paula-pw-white-344a8611/ https://www.linkedin.com/company/side-b-consulting Twitter: @pswhite00 We value your thoughts and feedback and would love to hear from you. Leave us a review on your favorite streaming platform to let us know what you want to hear more of. Here is a quick tutorial on how to leave us a rating and review on iTunes!: https://breaktheicemedia.com/rating-review/

Guest: Josh Roth LI: https://www.linkedin.com/in/josh-g-roth/ Topic: Growing Pains Quick Intro: Everybody wants growth, but not everyone is willing grow. Growth is earned. Growth is painful, they call it growing pains for a reason! That’s why I’m so pumped to have Josh Roth on the show today, someone who knows growth and growing pains all to well. Just a few of his highlights.  Features: - Named to AA-ISP's Top 25 Sales Leaders in 2020 through a nomination process of my peers

Bob Perkins, founder & chairman of the American Association of Inside Sales Professionals, just knew that people who worked inside or remote sales needed the support of an organization which could instruct and reinforce the skills needed to be successful in what was then seen as ‘the little sibling' to field sales. Enter a worldwide pandemic that prohibits face-to-face contact - that means selling - and suddenly everyone is looking to the techniques, experience and technology of the little sibling called ‘inside sales' to help keep businesses alive, and eventually thrive. The growth and importance of the AA-ISP, with your host Matt Benelli.

Bob Perkins, founder & chairman of the American Association of Inside Sales Professionals, just knew that people who worked inside or remote sales needed the support of an organization which could instruct and reinforce the skills needed to be successful in what was then seen as ‘the little sibling' to field sales. Enter a worldwide pandemic that prohibits face-to-face contact - that means selling - and suddenly everyone is looking to the techniques, experience and technology of the little sibling called ‘inside sales' to help keep businesses alive, and eventually thrive. The growth and importance of the AA-ISP, with your host Matt Benelli.

Bob Perkins, founder & chairman of the American Association of Inside Sales Professionals, just knew that people who worked inside or remote sales needed the support of an organization which could instruct and reinforce the skills needed to be successful in what was then seen as ‘the little sibling' to field sales. Enter a worldwide pandemic that prohibits face-to-face contact - that means selling - and suddenly everyone is looking to the techniques, experience and technology of the little sibling called ‘inside sales' to help keep businesses alive, and eventually thrive. The growth and importance of the AA-ISP, with your host Matt Benelli.

Bob Perkins, founder & chairman of the American Association of Inside Sales Professionals, just knew that people who worked inside or remote sales needed the support of an organization which could instruct and reinforce the skills needed to be successful in what was then seen as ‘the little sibling' to field sales. Enter a worldwide pandemic that prohibits face-to-face contact - that means selling - and suddenly everyone is looking to the techniques, experience and technology of the little sibling called ‘inside sales' to help keep businesses alive, and eventually thrive. The growth and importance of the AA-ISP, with your host Matt Benelli.

Business Development and Strategic Partnerships | Brand Evangelist | Top 25 Inside Sales Leader Introducing our next guest on the show Nimit Bhatt, Managing Director of Business Development and Strategic Partnerships at Memory Blue. memoryBlue is a sales development consulting firm headquartered outside of Washington, D.C, with offices in Austin, TX, Boston, MA, Denver, CO, and Silicon Valley, CA. We’re passionate about helping high-tech companies grow faster and more profitably by maximizing the effectiveness of sales development efforts, while at the same time advancing the careers of stellar inside sales professionals. When it comes to Sales Development Hard Hitters, Nimit is one of the OG's in the skits with 8 years going strong. He is also the VP of AA-ISP of the Phoenix, AZ Chapter. What started off in a family that wanted him to become a lawyer, he went against their will and it was the best decision he ever made. In this episode, he shares the benefit of always asking what's next How knowing too much can break or make the call Be Dangerous The Power of Story Telling Connect with Nimit: https://www.linkedin.com/in/nimit-bhatt-81047631/ The Sales Minute with Nimit: https://open.spotify.com/show/1pWFmzCUidfDBpeI1Bh0iK?si=wlljLOmsR52zvR6ZM_MUXw "This podcast is brought to you by BetterGrowth, a software consultancy that helps companies reduce churn, increase adoption, and improve revenue generation. If you're interested in a free 30-minute consulting session with their award-winning team, head to www.bettergrowth.com."

In the last two podcasts, When Operational Excellence Hits a 9-Foot Wall and Myths and Misconceptions of the Cold-Calling World, Chris, Corey, and Valerie Schlitt, CEO and founder of VSA, have been discussing various aspects of striving for operational excellence. In this third and final podcast on the subject, these three sales experts turn to the topic of coaching. Listen to what they have to say about how coaching works best — and the challenge of doing it in today’s work-from-home world.Valerie explains that what she misses is the way coaching worked before COVID, when she and her team were in the same office, with many of them calling on the same program. And they would sit next to each other, and listen to each other, and hear what went well on each other’s calls, and then copy it. This passive coaching among co-workers isn’t available now. And though active coaching by management isn’t impossible right now, it has to be done in a different way.In the past, using ConnectAndSell, Valerie’s team at VSA listened to call recordings together and then dissected calls as a team in order to teach and learn what works and what doesn’t when cold calling. Like so many aspects of working from home, coaching is so much more difficult when your team members are scattered across town.As with most Market Dominance Guys’ podcasts, the conversation often wanders into related areas of sales. Hear what these three have to say about the often-misaligned purposes and practices of two related departments — Sales and Marketing. And then listen while Chris suggests a cure for the misalignment. Yep. You’re going to want to hear this!About Our GuestValerie Schlitt is the founder, owner, and CEO of VSA, a B2B call center that helps clients generate leads and produce new business. Valerie also heads up the Philadelphia chapter of AA-ISP.

Chris and Corey continue their discussion with Valerie Schlitt, CEO and founder of VSA, which began with the Market Dominance Guys’ podcast, When Operational Excellence Meets a 9-Foot Wall. Making another observation about operational excellence, Chris begins this session with the statement, “A big part of operational excellence is recognizing that you don’t always have the resources that you need to get the job done perfectly — or even well.” Valerie thrives on solving problems just like this one and is adept at addressing problems in unique ways. Together these three sales experts tackle the issues of maintaining operational excellence while running a business — either before or during a pandemic. As their discussion progresses, they debunk several myths about the best way to plan a cold-calling campaign, they tear apart the misconception of how much time it takes to onboard a sales rep, and they share some of the unexpected employment backgrounds that have made for the most effective BDRs. Always intelligent, often irreverent, Chris, Corey, and Valerie delve into what works — and what doesn’t — in the world of sales. You won’t want to miss their insights! About Our Guest Valerie Schlitt is the founder, owner, and CEO of VSA, a B2B call center that helps clients generate leads and produce new business. Valerie also heads up the Philadelphia chapter of AA-ISP. 

Voted one of “The Most Influential Inside Sales Experts” by the AA-ISP, Sally Duby is the Chief Sales Officer at The Bridge Group, Inc. and has built a reputation as an EXPERT in skyrocketing revenue growth through the transformation of inside sales and sales development teams. Sally is a veteran of technology inside sales and sales development, with over three decades of experience working with well-known companies such as Oracle, Skype, Ustream, and Phone Works. Throughout her career, she has helped lead transformations to reflect the latest industry developments, trends, and technology. Those who know Sally say she’s incredibly brilliant and very skilled at what she does. Further, she has helped hundreds of technology companies build high-performing sales organizations. She is known to bring the highest level of professionalism, smarts, and a “can-do” attitude to the projects she works on. On this episode of Sales Secrets From The Top 1%, Sally explains her top secrets to sales success and how to start implementing them in your career immediately!

Episode Summary: Travis and Kevin talk with CEO and Co-Founder of the AlwaysHired Sales Bootcamp, Gabriel Moncayo, about hitting targets, new responsibilities of salespeople, what success looks like, and more. Gabriel Moncayo Short Bio: Gabriel Moncayo is the Co-Founder and CEO at AlwaysHired. He has been voted one of the most influential sales professionals by AA-ISP for three years in a row. Gabe has built sales offices in NYC, Chicago, Austin, LA and San Francisco. Prior to the development of AlwaysHired, Gabe worked in a variety of sales positions, many being management roles. Gabe also has a history in consulting and has worked with many companies in the Bay Area. Gabe is a proven leader, a strong communicator, thrives in innovative, fast-moving hacker cultures. He has over a decade of experience in sales and client success and is passionate about connecting people. Episode Highlights: Historically marketing is tied to things like lead gen, qualified leads, number of leads created, etc. SDRs: should they be under sales or marketing because sometimes marketing gets credit Historically sales is closing deals, tracking average contract value, velocity of sales, etc. Everything is getting bucketed together to make sure everyone is tied to revenue/entire assembly line is smooth Marketing might have to do more sales and sales might have to do more marketing The norm in many cultures- sales & marketing blame each other Now marketing and sales need to be tied “Sales and marketing overlap in responsibilities.” Full Cycle AEs without SDRs AEs are typically focused on bottom of funnel activity and have to be reminded to look at top of funnel Being in charge of generating new leads Creating consistency on social media, any social channel Accountability and reality  No self-sourcing built into rep plans because of marketing support New market: less leads, worse conversion rates “You have to hustle and hunt for every single opportunity.” Building a personal brand Quality of content in beginning does not have to great Consistency is the most important thing, quality will come People don't post because they're afraid of the quality Who's the target I'm trying to sell to, repurpose their stuff through your own social New responsibilities A salesperson can become a marketing person Sales is taking on marketing things like campaigns Blogs, podcasts, quoting people- consistent content Sales tech stack Email tools- outreach/salesloft Finding your own leads- lead IQ, crunchbase pro(triggers & events), vidyard Consider: tools try to do everything, it's intimidating, would recommend starting with a basic tool “The appetite for risk has decreased.” Growing through saving on expenses as opposed to optimizing  Less room for error in hiring sales reps Companies are building in sales responsibility of lead gen and qualifying leads Building this into interview process and onboarding Clarity makes a big difference 90-day onboarding, capitalizing on hype of new hire New hire blogs- culture, employer branding Creating frameworks/templates for everyone Why they're excited, what they want to get out of it, looking into the future, etc. B2B always a little behind B2C Connecting consumers to people they already trust Going after targets is important, but community building aspect is equally as important To be a good salesperson, it's going to be more than just convincing people “If people think you're helpful, the leads will come.” “It's a shifted mentality, but not necessarily a shifted practice.” Consistent posting More website traffic, probably more leads People start inbounding on your linkedin Changes in what you look for in sales leaders Experience- doesn't necessarily imply success at your company Find someone who's willing to do whatever it takes to be successful, and then tell them what it's going to take to be successful at your company Some companies removing SDRs in...

Bob Perkins is an Inside Sales innovator who started as a teacher and got into sales because he fell in love with it. Bob helps advance scales of individual professionals and leaders that spend all their time selling remotely and virtually inside the sale. He created unique inside Sales Systems and Structures, including team selling models, compensation plans, rewards, and recognition programs which have been adopted by many of the nation’s largest companies.Bob talks about the advantages of inside sales and how we can talk to anybody anywhere in the world and teaches us from his 25-year sales experience.Key points:COVID 19 has pushed everyone to learn about inside sales.With so many variations available its the buyer who can choose the communication method.More call time and more dials may not always mean a better resultRelevant Links:All Things TelesalesWebsiteLinkedInFacebookYoutubeBob PerkinsAA-isp website LinkedINSupport the show (http://www.allthingstelesales.com)

Agents complain they can’t find customer data because the software is out of date. Managers take too much time to finish weekly reports. BI software is out of date and not capturing the right analytics. If these things sound familiar, you will want to join our discussion on the next CallTalk podcast. Our guest Nancy Munro, CEO of Verbal Transactions will speak about the importance of aligning back office functionality to improve customer service and ensure you’re managing to the right metrics. Guest: Nancy Munro | Verbal Transactions Nancy Munro, CEO of Verbal Transactions, has over 28 years in helping organizations implement and deploy voice enablement solutions. Nancy has worked with organization’s like CVS, AT&T and Microsoft, helping them decipher how best to address performance challenges that align to their structural capabilities and revenue goals. Nancy pioneered voice-enabled technologies in the corporate space and was the first to launch an interactive audio role-playing simulator. Her current solutions leverage speech recognition and AI to provide a scalable and immersive learning application. Nancy speaks at various conferences such as the eLearning Guild, ASTD, and AA-ISP and was the Chair of the MIT Enterprise Forum of Chicago for three years.

Amir Reiter is the Founder and CEO at CloudTask, which is a managed workforce provider that helps grow companies through repeatable sales, customer success, and customer support activities. He is also on the Chairman Advisory Board for Upcision and is a member of Modern Sales Pros. Amir spent over a decade working in sales before beginning his own entrepreneurial journey. He hasn’t looked back since. Prior to entering the workforce, Amir earned a BS in Physiological Science and Chemistry from the University of Arizona’s College of Medicine in Tucson. He has earned several certifications through global industry leaders including HubSpot, Google, AA-ISP, NetSuite, Wrike, and many more. Those who know Amir say that his commitment and work ethic are second-to-none. He’s always looking for ways to improve himself and everyone around him. Further, he’s known for talking a big game and then turning that talk into revenue. On this episode of Sales Secrets From The Top 1%, Amir explains his top secrets to sales success and how to start implementing them in your career immediately!

During this episode of Tech Qualified, we talk with Julianne Thompson, Sales Development Manager at Outreach in the Tampa office. Julianne Thompson talks about what her work with Outreach involves, the change in the industry towards account-based sales and marketing, how they are using content to educate the market, the value of thought leadership, the impact of direct mail, and the importance of having omni-channel content.  Episode Highlights: Julianne Thompson talks about her work history.      Julianne talks about what problem Outreach solves and what types of customers it serves. How are things evolving with Outreach?  What have you seen with the changes taking place towards account-based sales and marketing? What does Outreach use for content in order to reach prospects and cut through the noise? What value has thought leadership had for Outreach?  Julianne talks about the impact of direct mail and gifting.   What are some of the takeaways Julianne has had from speaking at Outreach’s conference.        How is Outreach harnessing the skills from their team and distributing through content?  How is account-based sales and account-based marketing being used by the Outreach team?   Which online resources does Julianne rely on? 3 Key Points: Outreach provides content to help buyers understand the value that they bring and this is done by educating the market on what sales engagement is all about. Be able to find out where your sales reps are failing and where their sales funnel may be broken by understanding when your buyers are most likely to pick up the phone, and who is most likely to be a buyer. It's important to have an omni-channel approach to content because people consume content differently. Resources: Julianne Thompson: Linkedin Outreach: outreach.io Sales Hacker: saleshacker.com AA-ISP: aa-isp.org Motion: motionagency.io/ultimate

During this episode of Tech Qualified Podcast, we talk with Bob Perkins, Founder and Chairman of AA-ISP (American Association of Inside Sales Professionals). Bob Perkins talks about the creation of AA-ISP, the various options in which members can interact with and benefit from the resources of the organization, and the ways that thought leadership and thought leadership content are useful and evolving.  Episode Highlights: Bob Perkins talks about his work history and past experiences leading up to AA-ISP.      Bob describes the major events, programs, and initiatives that AA-ISP puts on.  What does the leadership team look like at AA-ISP? Bob Perkins talks about the types of in-depth content that they offer.   Bob talks about the benefits of thought leadership content. What are the case studies that AA-ISP’s have executed?  What is thought leadership look like to Bob? How is he seeing traditional businesses provide value from thought leadership?  Where does Bob Perkins see this sales and marketing ‘spamademic’ heading? Bob talks about the power of personalization.  What are some of the trends that Bob is seeing that are working and not working?   Personalized communication content can happen through email, phone, chat, social media, and voice.   What are Bob Perkins’ thoughts on the future of the intersection of sales and marketing? What are some resources that Bob Perkins relies on on a day-to-day basis? Key Points: AA-ISP members can engage with the organization online, at conferences six times a year, or through the 60+ local chapters, over 40 of which are in the United States.  Offer thought leadership value just to provide help and not force sales for your solutions.   Before you talk to someone, make sure you will be making your conversation about them through genuine personalization. Resources: Bob Perkins: Linkedin AA-ISP: aa-isp.org AA-ISP Linkedin: Linkedin Motion: motionagency.io/ultimate

Bob is the Founder & Chairman of AA-ISP, which for those who are unfamiliar, is the American Association of Inside Sales Professionals. He is a nationally-recognized Inside Sales Innovator with extensive executive experience building and leading highly successful inside sales organizations. His 25 years of Inside Sales experience spans leading sales teams at Unisys, Silicon Graphics, Grid Systems, UnitedHealth Group, and Merrill Corporation. Those who know Bob say that he is leading the way in elevating the role of what inside sales professionals do for businesses. He is known as a class act, an effective and efficient leader, an asset wherever he goes, and a great example to follow. On this episode of Sales Secrets From The Top 1%, Bob explains his top secrets to sales success and how to start implementing them in your career immediately!

Trish Bertuzzi, President & Chief Strategist is Matt Heinz's guest as they discuss the status of inside and outside sales careers and why today's buyers prefer working with inside salespeople.  ----more---- About our Guest Trish Bertuzzi  Novelist Jonathan Franzen said, "One-half of a passion is an obsession, the other half is love." With that in mind, ask anyone who's met Trish and they'll tell you - she is passionate about inside sales. Trish often remarks how lucky she is to work with an amazing team at The Bridge Group, helping sales and marketing leaders make the big decisions: on implementation strategy, performance improvement process, supporting technology, and metrics and measurement. Over the last two decades, Trish has promoted inside sales as a community, profession, and engine for revenue growth. In the process, The Bridge Group has worked with over 200 B2B technology clients to build, expand, and optimize their inside sales efforts. Through a combination of hard work and timing, Trish and her team's research and ideas have been featured on Inc.com, in Forbes, by associations like SLMA and AA-ISP, and across more than 68 sites in the sales and marketing world. Author of the #1 Amazon bestseller: The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales What does insight-driven messaging look like for Sales? Like a whole lot more deals. Fast. Jump on high intent leads in the moment with Intercom: the business Messenger that extends the reach of your team, twenty-four seven.  Intercom creates more opportunities for you by booking meetings and collecting data from leads— automatically. Take Intercom user Elegant Themes. They now convert twenty-five percent of leads through Intercom’s Messenger. Deals don’t wait. Get them with Intercom. Go to Intercom.com/deals. 

In this episode of AI Marketing, I’m talking with Chad Burmeister of ScaleX.ai who shares a proven methodology for 2-3X conversion rates from lead to opportunities. Deep down, every sales manager out there knows that having a highly converting plan for winning new business is crucial to success, but most are keeping their fingers crossed that they’ll be able to get by on older, traditional methods. Chad is here today to share exactly how he does this. (2:50) AI helps salespeople comply with the right messages and content (3:29) How to train the AI to avoid getting the messaging wrong (4:50) Training AI bots for scale (5:25) What does ScaleX do? (7:58) If you deploy AI for email, things get interesting fast   (9:20) How this company gets 300 prospective touches a day with AI (9:48) Use case for AI leads (13:20) Why the market is going to AI Assisted sales and not human replacement (16:27) Which company is doing AI best? (19:20) Mark summarizes interview IN 100 words or less, what is your chatbot or AI Voice app and why? ScaleX.ai What company are doing it best? Discover.org the best data Chorus.ai Where can the audience find out more? Guest – AI For Sales Book featuring DiscoverOrg, Chorus and 20 companies that use AI in their products. Follows the Vendor Neutral categories.. will be on Amazon.  Mark – Explore the Fanatics Media chatbot on Facebook marketing.  https://m.me/fanaticsmedia?ref=w6471331   BIO The thing I'm most passionate about - helping sales professionals get to the top 10% of the pack consistently so that they can realize their dreams and desires! ScaleX.ai delivers Sales Acceleration as a Service. BDR.ai delivers sales technology that 10X's a BDRs outbound. SDR.ai delivers sales technology that will 2-3X conversion rates from lead to opportunity. I was the Founding Chapter President of the AA-ISP Silicon Valley Chapter and Colorado Chapter President. I was voted Top 25 Most Influential Inside Sales Professional by the AA-ISP 10 years in a row (2009 - 2019). I also helped launch the Denver Enterprise Sales Forum with Mark Birch in early 2016.

Ever have a bad experience with a contact center agent? Why do you think this happened? One answer may be poor training or poor coaching – either way these situations can be avoided. Join us for our next discussion to hear Nancy Munro share tips and advice on how contact centers can build better and more effective training programs.   Guest: Nancy Munro, CEO of Verbal Transactions, has over 28 years in helping organizations implement and deploy voice enablement solutions.  Nancy has worked with organization’s like CVS, AT&T and Microsoft, helping them decipher how best to address performance challenges that align to their structural capabilities and revenue goals. Nancy pioneered voice-enabled technologies in the corporate space and was the first to launch an interactive audio role-playing simulator. Her current solutions leverage speech recognition and AI to provide a scalable and immersive learning application. Nancy speaks at various conferences such as the eLearning Guild, ASTD, and AA-ISP and was the Chair of the MIT Enterprise Forum of Chicago for three years.

Summary: Ed Porter is the former Chief Revenue Officer at Smart Harbor, as well as a Sales Leader in the Columbus Community. He’s also the Chapter President of the AA-ISP, a global inside sales organization dedicated to the advancement of the inside sales profession. Finally, Ed is launching his own consulting firm in July and …

Last season, we interviewed Bob Perkins, the founder of the AA - ISP. For this episode, the roles are reversed! Bob Perkins interviews our founder and CEO Brandon Omoregie on how the landscape of recruiting for sales people has changed, and what hiring managers can do to get more candidates improve attrition rates.

This episode I speak with Gabe Larsen, VP of Marketing at InsideSales.com. He is also the host of the popular Sales Secrets Podcast and president of the Utah chapter of the AA-ISP. Gabe has a wealth of experience cross-functional experience in finance, consulting, sales and marketing. He is now focused on helping B2B companies leverage the power of AI to unlock their growth potential. In our conversation we discuss: Is there still a need to have a delineation between the sales and marketing function? How to create a sales process that allows sellers to be flexible and connect with buyers on a human level How AI allows everyone to raise the bar and perform at a higher level How to get access to the best data to ensure you're making the right decisions to position your company for growth. Additional Resources: Sales Secrets Podcast Engage with Gabe on LinkedIn and Twitter Music/Production: Chris "KID" Robinson, Hitmakuzz Productions Subscribe to the podcast: Apple Podcast | Stitcher | RSS | Spotify

Bob Perkins, the founder and CEO of the AA-ISP joins us today on a very special podcast episode discussing the landscape of inside sales and how it’s changed over the last 20 to 30 years. EVERYONE who is currently in a inside sales career, or involved in sales directly or indirectly should listen to this episode; this is valuable for both sales leaders and frontline sales reps. Enjoy!

As technology evolves at an increasingly rapid pace, so do the number of channels that sales professionals can use for sourcing and reaching prospective clients. As needs change over the course of the buying process, and as you move further down the funnel, which of these avenues are best to build trust? The trends among the usage of SMS, email, phone, and social media continue to emerge, and we go over new findings that will give you some shock and awe over what you think may be the reality. In this episode of INSIDE Inside Sales, you will learn about the new best practices for using a multi-channel approach. We’ll go over the benefits of using certain channels, and the potential consequences from neglecting changes in current trends. We’ll also discuss cadence strategies and how to overcome the mental roadblocks many sales reps have towards using all of their available channels. Chad Burmeister is Founder & CEO of ScaleX.ai and BDR.ai (a ScaleX Company).Chad was the founding Chapter President of the Silicon Valley AA-ISP Chapter and has volunteered over the past seven years to help advance the profession of Inside Sales to the next level of professionalism and performance. Chad was voted Top 25 Most Influential Inside Sales Professional by the AA-ISP 10 years in a row (2010 - 2019). Others describe Chad as high energy, high integrity and has an extremely high ability to execute. Chad is an author of three books including SalesHack - The Original 25 Sales Hacks, SalesHack 2, and ScaleX.ai - Multi-Channel Sales Acceleration powered by artificial intelligence. LinkedIn Link: www.linkedin.com/in/chadburmeister/Twitter Link: @saleshack   chad@scalex.ai

Chad Burmeister   Chad Burmeister, the CEO of ScaleX.AI is our guest today. ScaleX.AI delivers Sales Acceleration, Powered by Artificial Intelligence. Chad is an expert in building high-velocity sales teams at companies including Cisco-WebEx, Riverbed Technology, ON24, ConnectAndSell, and RingCentral.  Chad was voted Top 25 Most Influential Inside Sales Professional by the AA-ISP 7 years in a row (2010 – 2016) and continues to be at the forefront of inside sales and high-velocity selling strategy & execution.   What is ScaleX.AI? Provides sales acceleration software and services powered by artificial intelligence to help sales teams 10x the number of sales activities that they do on a daily/weekly/monthly basis typically resulting in a 2x revenue impact The business result that our customers see is 10x more sales touches (more emails, more dials and more social touches)   Why did Chad start ScaleX.AI? (1:52) He saw over the last 10 years that things evolve in technology Decided that it was time to bring artificial intelligence to sales. Now you can leverage artificial intelligence to enhance what resources are able to do to get a 10x multiplier   When did Chad see the opportunity? (3:07) The challenge was when you start to deploy technology and people's systems process. The toughest part is that the generation of salespeople is used to doing digital texts and emails rather than phone conversations. A lot of the reps were spending a lot of time on things that don't matter. Set out to collapse time involved while still being personal.   In their first quarter they drove over $350k in sales.  That's when he knew they'd stumbled on to something that is very important for sales people and companies.   Bad sales activities (6:09) It's not wrong activities, it’s just that they should be doing them more efficiently Invest the time to approach somebody with a level of depth in your in your A accounts. If you have hundreds or thousands of potential prospects in a region or across the country then you can’t take the time to send those five bullets every single time. Now that so many people have moved to digital communications it really has left open the phone conversations. If you can bring phone activity to the process,  75% of meetings come from phone conversations not from e-mail and social   Best Practices (8:48) Agent assisted dialing gets you through gatekeepers and can get you right the decision maker It actually speeds up the process and therefore it also means you have to be good in other areas. They turn to a company called Qwilr that integrate to salesforce. It's all self-contained and instead of spending hours post phone conversation, now you just send a link to the prospect within five minutes and you're off to the nextcall They automate the agent assisted dialing so a rep can drive 250 - 500 dials in a day. The e-mail personalization technology -  it looks at the recipient, it looks at the sender and it writes the first two sentences on behalf of the rep. This bot has seen 100 million personalized e-mails go out in the past three years and knows exactly which ones get the best reply. So automating the e-mail personalization is the next order of magnitude increase that they see. All of this software organizes and helps you know when to send e-mails, when to make calls, what to say.   There are tools that help you improve your actions inside LinkedIn. From sending connection requests to sending another note 3 days later as a follow up.   They integrate two Sales Force as the primary CRM. Most clients do have a CRM and want them to integrate into that CRM.   Companies who don't have CRM can still do business because they're able to manage much of the outbound prospecting process without a CRM. However in an ideal world you know most clients especially arefunded startup or a publicly traded company you're going to have a CRM and it doesmake the program just that much better than it is without a CRM awesome.   Who is the ideal customer? (16:39) Funded startups and publicly traded companies who invest in a lot of leads and just can't get them called or emailed or connected with socially fast enough are the ideal customers.   How do we build our team correctly? (19:05) There are pieces of the program that you can leverage that will bring you huge lift to go get your first several dozen customers. Encourage companies to look at Sales Loft, Outreach.  They give you a very good footprint of how to do your cadence. The piece that's been missing is the plug in and that is the scaleX 1-click personalization plug in. It gives you a double in your open rates and typically a three to five times better reply rate. The second thing is investing in the automated agent assisted dialing. There's a simple app that's available for download it's called LinkedIn helper.   ScaleX awards (23:37) Top 20 sales management application of the year because this technology gives managers a better ability to understand what all the activities are happening by their sales team Top 50 tech companies by the Silicon Valley review in the Bay Area.   Chad’s book recommendation The Lost Art of Closing by Anthony Iannarino This book is about a different approach to selling geared to the new technological and social realities of our time.  The key is to lead customers through a series of necessary steps designed to prevent a purchase stall. The book will change the way you think about closing, and your clients will appreciate your ability to help them achieve real change and real results.

You could say Chris Fago has had a pretty amazing 2018… among other things…Named one of InsideSales.com Top 10 Sales Development Leaders. 3rd sales hire at RedLock, which acquired by Palo Alto Networks for $173 Million in October ‘18Featured on Sales Secrets Podcast with Gabe Larsen, Make It Happen Podcast with John Barrows, Predictable Revenue Podcast, Hubspot Sales Blog and The Sales Development Podcast by Tenbound. Spoke at AA-ISP's Unite and Digital Sales World.And more… Listen in on how he came to be a Sales Development Rock Star, how he plans and executes his strategy, and what he’s cooking up in 2019 to make it even better. This is a can’t miss episode! Big thanks to @Darryl Praill of @VanillaSoft for making this podcast possible. Check out their new Sales Engagement solutions here... https://www.vanillasoft.com/solutions/business-function/sales-engagement-platform/Subscribe to the @tenbound YouTube channel to get updates on podcasts, webinars and messaging Break N’ Builds → https://www.youtube.com/channel/UCHBsZnSSZ92VnUPZQhgI4-w #SDR #BDR #salesdevelopmentrep #salesdevelopment #prospecting #coldcalling #salesloft #outreach #sales #tenbound #salesforce #salesappointment #revenue #salesops #salesdev19#marketingops #salesforce #tech #salestech #marketingtech #salestraining #brighttalk#salesenablement #discoverorg #leadgeneration #accountbasedmarketing #abm

Click to hear all programs sequentially.  Or click on the program links below to listen to individual 25 minute podcast replays of the live program.   These are the Funnel Radio Channel Programs for November 85th, 2018.  They are offered sequentially as broadcast on November 8th. ----more----   9:00 am Pac: INSIDE Inside Sales with Host, Darryl Praill @vanillasoft @ohpinion8ted Guest: Brian Smith, Jr., Member Services Exce, AA-ISP @iammrsmith__Topic: In the pursuit of sales mastery  https://goo.gl/QRBzZ3 Brian Smith Jr recently shared that the biggest mistake he’s ever made in his sales career was trying to master every aspect of selling. Can you relate? Do you find yourself frustrated by your lack of knowledge? Do you think you’re that close to being a sales rockstar if you just knew a little more, or read another book, or watched another video? Perhaps you already know more than you need. Check out Brian’s epiphany and learn how it changed his life. It just might impact you the same way. 10:30 am Data Dump by Lead Genius on SMLA Radio with host, Mark Godley @leadgenius Guest: Maria Grineva, CEO and Co-Founder at Orb IntelligenceTopic: Don’t Take the Money! A Deep Dive into a Self-Funded Start Up https://goo.gl/hEC9DA For the November 2018 episode of Data Dump, Mark Godley, CEO of LeadGenius, chats with Maria Grineva, CEO and Co-Founder at Orb Intelligence, about her experiences as a serial entrepreneur in the data space over the last decade. What sets Maria apart from the pack is that she has built her companies without venture capital funds. This has allowed Maria to create companies at her own pace, grow organically and create products that she and her team have complete control over. Maria has a perspective on the industry that we all wish we had...pure and free! Join us this month to get the scoop on how Maria is growing and expanding Orb Intelligence on her own terms. 11:00 am Pac: CRM Radio by Goldmine with host, Paul Petersen @goldminecrm Guest: Dave Charest, content marketer | speaker | indie artistTopic: Want to create better content? Start here.    https://goo.gl/GT5343 11:30 am Pac: Sales Pipeline Radio with host, Matt Heinz @heinzmarketing Guest: Jeffrey Gitomer @gitomerTopic: Learning from the King: Sales Lessons & Musings from Jeffrey Gitomer Listen live or catch replays before the show >   12:00 pm Pac: Rooted in Revenue with host, Susan Finch @susanfinchweb Guests: Alice Heiman @aliceheiman & Orrin Broberg @modusengagementTopic: Buyer Enablement - the next logical step. https://goo.gl/jSsJ3b What have you learned about Buyer Enablement, beyond the evolution of Sales Enablement?  Some of the discussion included these points: The sales people need to see how the buyers are responding to what they are doing. What do buyers really want from salespeople? Well, we're not doing a very good job of getting them what they truly want. If we're going to enable our salespeople, we need to ENABLE them to help the buyer. If they can't, we are failing at Sales Enablement. The old sales training techniques no longer work. The role of the sales person has shifted over the past two years. Sales people are an information conduit to allow the buyer to preview what they may need. They almost become a concierge. It becomes a service role. Sales people have to evolve. Do Sales & Marketing need to be aligned? You'll have to listen to find out.  Susan's guests today are Orrin Broberg, CEO/President, Modus and Alice Heiman of Alice Heiman, LLC and co-founder of Tradeshow Makeover.   12:30 pm Pac: WVU Marketing Communication Today with host, Matthew Cummings @wvutoday Guest: Dan Hill, CEO, Hill ImpactTopic: Brands in Motion: How to Evolve Using a Value and Data-driven Approach https://goo.gl/FKio7E In this podcast, listeners will take away practical guidance on cultivating a unique brand identity in the modern landscape. Emphasizing the importance of being a brand "leader" instead of a "manager," Dan Hill, CEO of Hill impact, offers valuable tips to modern branding strategies using data-driven insights without losing sight of organizational value.

Trish Bertuzzi is the President and Chief Strategist at the Bridge Group, Inc. She is also the author of The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales.  Over the last two decades, Trish has promoted inside sales as a community, profession, and engine for revenue growth.  Trish and her team’s research and ideas have been featured on Inc.com, in Forbes, by associations like SLMA and AA-ISP, and across more than 68 sites in the sales and marketing world. Trish has received many awards and recognitions including:  Top 25 Sales Influencer by OpenView Labs (3X) Top 25 Most Influential in Inside Sales by AA-ISP (3X) Top 50 Most Influential People in Sales Lead Management by SLMA (3X) Special Recognition Lifetime Contribution to Inside Sales from AA-ISP Topics Discussed: Hunters and Closers…what are they? What are some of the biggest hurdles that sales development is facing today? What are some of the best ways for sales development to get their prospects interested in them? How can sales development build a relationship of trust with their prospective audience? How AE’s and SDR’s should be working together. What is the difference between sales process and sales ownership/creativity? PTO and Sales Many tech companies are offering unlimited PTO, but sales people are not unplugging. What has the Bridge Group found in their research about the correlation between these policies and sales burnout? Software solutions discussed: Outreach SalesLoft Share This:

Rapid insights from Trish Bertuzzi's interview on how long it takes to turn bring sales back. A new sales manager comes in with promises to turn the situation around, even though he or she doesn’t know what caused. So how much time will it take to turn ----more----things around and make the company healthy again?  To answer this we have Trish Bertuzzi of the Bridge Group.  Bertuzzi talks about:- ----more--- The disease called Founderitis! Why replacing the sales manager isn’t always the answer! What is the real problem if sales are down? Are you selling aspirins and vitamins? Is here confusion between sales methodolgy and sales process?  Why crafting a vision for a buyer is important Why the buyer can dictate the journey About TRISH BERTUZZI, President & Chief Strategist Over the last two decades, Trish has promoted inside sales as a community, profession, and engine for revenue growth. In the process, The Bridge Group has worked with over 200 B2B technology clients to build, expand, and optimize their inside sales efforts.Through a combination of hard work and timing, Trish and her team's research and ideas have been featured on Inc.com, in Forbes, by associations like SLMA and AA-ISP, and across more than 68 sites in the sales and marketing world. Bridge Group We specialize in building, expanding and optimizing inside sales strategies for smart technology companies. We help Sales & Marketing leaders make the big decisions: on implementation strategy, productivity & performance, process, technology and tools. Since 1998, we've worked with 300+ B2B clients, helping them increase productivity, drive higher conversion from leads to revenue and maximize Inside Sales success.  https://www.bridgegroupinc.com/who-we-are Sponsor for this show: Goldmine CRM  Get more from the cloud with GoldMine workspaces.   Flexible sign up options for BYOL hosting or       subscription with monthly or annual terms. Designed   for customers with Windows server-based   applications but looking to off-load their on-premises   server equipment.

How Much Time Does A New Sales Manager Have to Turn Around Inside Sales? ----more---- Situation:  The company decided the sales slump was lasting too long, and they hired a new sales manager.  Out of all the things that can wrong in sales, the changeover of the sales manager is one of the most common tactics a company tries. The new manager comes in with promises to turn the situation around, even though he or she probably doesn’t understand what caused it in the first place.  So how much time will it take to turn things around and make the company healthy again?  To answer this we have Trish Bertuzzi of the Bridge Group.  Bertuzzi talks about: The disease called Founderitis! Why replacing the sales manager isn’t always the answer! What is the real problem if sales are down? Are you selling aspirins and vitamins? About our Guest TRISH BERTUZZI, President & Chief Strategist Novelist Jonathan Franzen said, "One-half of a passion is obsession, the other half is love." With that in mind, ask anyone who's met Trish and they'll tell you - she is passionate about inside sales. Over the last two decades, Trish has promoted inside sales as a community, profession, and engine for revenue growth. In the process, The Bridge Group has worked with over 200 B2B technology clients to build, expand, and optimize their inside sales efforts. Through a combination of hard work and timing, Trish and her team's research and ideas have been featured on Inc.com, in Forbes, by associations like SLMA and AA-ISP, and across more than 68 sites in the sales and marketing world. About the Bridge Group We specialize in building, expanding and optimizing inside sales strategies for smart technology companies. We help Sales & Marketing leaders make the big decisions: on implementation strategy, productivity & performance, process, technology and tools. Since 1998, we've worked with 300+ B2B clients, helping them increase productivity, drive higher conversion from leads to revenue and maximize Inside Sales success.  https://www.bridgegroupinc.com/who-we-are Sponsor for this show: Goldmine CRM  Get more from the cloud with GoldMine workspaces. Flexible sign up options for BYOL hosting or subscription with monthly or annual terms. Designed for customers with Windows server-based applications but looking to off-load their on-premises server equipment.

Can you imagine the impact you could have if you were able to improve your sales prospecting? When was the last time you evaluated your approach? On this episode of #SellingWithSocial, you’ll hear from sales expert Bob Wonderlin. Bob has almost 30 years of experience in the communication industry. He has held roles including direct sales and sales leadership, currently, Bob is a national sales trainer for the fortune 500 company, Windstream. He recently spoke at the AA-ISP conference in Boston to help inside sales professionals learn how to set more appointments and gain more sales opportunities from those appointments. Bob is a certified trainer of the Peak Performance Mindset program. In the Peak Performance Mindset Workshop, sales professionals discover how to get the edge by learning the best tools from neuroscience and cognitive psychology to grow sales and lead a happy life. Don’t miss this empowering episode as Bob shares from his wealth of knowledge and experience so sales leaders like you can go out and reach your goals! The Role of Research in the Sales Prospecting Do you utilize research habits in your sales prospecting? Do you take time well before you connect with a prospect to dig into their company and their personal background? On this episode of #SellingWithSocial, Bob and I discuss the role of research as an important step that could make all the difference for sales leaders like you. Bob’s rule of thumb when it comes to researching your sales prospects is to know their business like you were going to buy it. Don’t get caught off guard, take the time to do an appropriate amount of research so you can set yourself up for success. Make sure to listen to this episode as Bob expands on this topic and more! Getting into a Peak Performance Mindset One way to ensure that your sales prospecting stays sharp is to make sure you and your team maintain a peak performance mindset. What considerations have you given to addressing the topic of mindset among your sales team? On this episode of #SellingWithSocial, Bob opens up about what it takes to hone a peak performance mindset. Bob shares that the heart of a peak performance mindset is about getting in touch with your goals and dreams, it also has to do with utilizing healthy self-talk. All of this is combined with a holistic approach that also includes identifying leaders who inspire you, steps toward self-actualization, and rejecting patterns of a negative mindset. Listen to this episode as Bob shares more insights about cultivating a peak performance mindset! What is Your Sales Prospecting Plan? Do you have a sales prospecting plan in place or do you just play it by ear? What are the components of a winning sales prospecting plan? On this episode of #SellingWithSocial, you’ll hear from Bob as he describes the benefit of having a sales prospecting plan in place. One of the best things you can do to ensure you have a great sales prospecting plan is to manage your time effectively. Sales leaders need to become experts at time management and self-discipline. Don’t let your smartphone or even negative news about clients infiltrate your dedicated time to your sales prospecting efforts! Don’t miss this episode as Bob and I go even further with this topic of developing a sales prospecting plan and more! How to Maximize Sales Opportunities Wouldn’t it be great if you have some helpful tips you could implement today that would allow you to maximize your sales opportunities? On this episode of #SellingWithSocial, Bob and I discuss some helpful concepts that leaders like you can use to get an edge over the competition. To really set yourself up for success, you’ve got to cut out the close-ended questions and embrace a more inquisitive and open-ended questioning approach. This simple shift communicates to your prospect that you are genuinely interested in their business and how you can provide them with a valuable solution. Bob share additional insights and tips on how to maximize sales opportunities on this episode, you don’t want to miss it! Outline of This Episode [1:05] I introduce my guest, Bob Wonderlin. [1:50] Bob talks about his background. [6:30] Research is vital in prospecting methodology. [9:00] What happens behind the scenes matters! [12:30] Managing your calendar and making it work for you. [17:00] Why you need a prospecting plan. [23:00] Getting into a peak performance mindset. [34:00] How to maximize sales opportunities. Resources Mentioned https://twitter.com/Bobbywonderlin www.windstream.com http://www.sellingpower.com/speaker/ National Lampoon's Christmas Vacation Shawshank Redemption Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn

Phill Keene is the Director of Sales at Costello Inc, provider of a Deal Management software platform, and Co-host of the very popular Real Sales Talk Podcast. As an everyday sales practitioner, both from a selling perspective and sales leadership perspective, Phill has recently earned the distinction of "2017 Top 25 Most Influential Inside Sales Professionals" by AA-ISP and "Top 50 Sales Development Leaders You Should Know" by Engagio. Being from Indianapolis, we discuss how Phill incorporated the Indy 500 into the sales culture at Costello to encourage higher activity levels of prospecting and lead generation. Phill shares his philosophy on cold calling, social selling, and how to improve deal management sales processes to increase closing ratios. Phill also shared two quick sales hacks, including one he labels as "The Crazy Ex Cadence" that you won't want to miss! As a matter of fact, when you listen to the podcast and hear Phill explain "The Crazy Ex Cadence" approach he provides his email address for you to request him to send you the details for how to implement this unique approach yourself. If you want to learn unique advice you can immediately apply in the real world of selling to help you increase sales and earn more money, then you will want to listen to the real sales talk that occurs within this exciting interview!

InsideSales.com, in partnership with the AA-ISP, Top Sales World, and APS did a research report on the State of Sales. The report covered three areas of structure, people, and systems. In this episode, Denise Bryant, Managing Director at APS joins the Playmaker podcast to discuss the state of sales and provides insights and analysis as to why the US and Europe differ on many key attributes in regards to sales.

On this edition of The Predictable Revenue podcast, hosts Collin Stewart and Aaron Ross welcome Phill Keene, the newly minted Director of Sales at Costello, a startup building an intelligent sales assistant, or “co-pilot” for sales reps. Phill is making waves for his work helping sales teams hit quota and drive revenue ­– he's been recognized as a “2017 Top 25 Most Influential Inside Sales Professional” by AA-ISP and a “Top 50 Sales Development Leaders You Should Know” by Engagio. Throughout the pod, Collin, Aaron and Phill revisit something near and dear to Aaron's heart: Predictable Revenue's Mapping Calls methodology. Phill has been using, and evolving mapping calls with his team, and wanted to share his thoughts on the topic. Highlights include: the importance of calling high (2:51), asking for permission (6:13), getting the internal referral (15:30), and calling low (24:32).  

On this edition of The Predictable Revenue podcast, hosts Collin Stewart and Aaron Ross welcome Phill Keene, the newly minted Director of Sales at Costello, a startup building an intelligent sales assistant, or “co-pilot” for sales reps. Phill is making waves for his work helping sales teams hit quota and drive revenue ­– he's been recognized as a “2017 Top 25 Most Influential Inside Sales Professional” by AA-ISP and a “Top 50 Sales Development Leaders You Should Know” by Engagio.  Throughout the pod, Collin, Aaron and Phill revisit something near and dear to Aaron's heart: Predictable Revenue's Mapping Calls methodology. Phill has been using, and evolving mapping calls with his team, and wanted to share his thoughts on the topic. Highlights include: the importance of calling high (2:51), asking for permission (6:13), getting the internal referral (15:30), and calling low (24:32).  

Chris Ortolano, Sales Productivity Partner at Outbound Edge, and Chapter President of the AA-ISP in Portland, Oregon, joins me on this episode.

Entrevistamos Richard Harris, um dos Top 25 Profissionais de Inside Sales segundo a AA-ISP, sobre Social Prospecting. Confira as dicas do Richard!

If you're not experienced the American Association of Inside Sales Professionals or the AA_ISP, you'll need to take some time to check it out. The Association focuses on all things Inside Sales and the co-founder and chairman, Bob Perkins, joined us to talk about the three biggest trends he sees in the Inside Sales space. In This Episode You'll Learn: The three trends in inside sales Sales Acceleration technology. How companies are figuring out what's working and what's not. People problems. How companies are dealing with hiring, on boarding, and training. Shift from outside sales to inside sales. How companies are making this move. Links and Resources Mentioned in This Episode: Bob Perkins' LinkedIn Sales Development Technology Guide Episode 12: How I Broke The Rules and Doubled Oracles Inside Sales Revenue w/Dan Freund

TRISH BERTUZZI President & Chief Strategist Novelist Jonathan Franzen said, "One-half of a passion is obsession, the other half is love." With that in mind, ask anyone who's met Trish and they'll tell you - she is passionate about inside sales. Trish often remarks how lucky she is to work with an amazing team at The Bridge Group, helping sales and marketing leaders make the big decisions: on implementation strategy, performance improvement process, supporting technology, and metrics and measurement. Over the last two decades, Trish has promoted inside sales as a community, profession, and engine for revenue growth. In the process, The Bridge Group has worked with over 200 B2B technology clients to build, expand, and optimize their inside sales efforts. Through a combination of hard work and timing, Trish and her team's research and ideas have been featured on Inc.com, in Forbes, by associations like SLMA and AA-ISP, and across more than 68 sites in the sales and marketing world. Author of the #1 Amazon bestseller:The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales

Larry is the CEO and CO-Founder of the AA-ISP – (the American Association of inside Professionals) which is an International, learning based association dedicated to helping individuals, teams, and organizations improve. He has over 30 years in Sales and Operations Management and is here to share some of his experiences and lessons learned over those years. Inside this FREE “First Millionaire Manifesto”, J V reveals the seven steps to seven figures and how to put more money in the bank, enjoy a richly rewarding life, and make a big difference. Subscribe in iTunes Like this Podcast? Help spread the word. Subscribing and leaving a review helps other business owners and entrepreneurs find our podcast…and make their big difference. They will thank you for it.   Watch this FREE Video to discover the Secrets to getting in your zone, achieving fast results, and building a high-profit conscious business.    Conscious Millionaire Podcast: On his free podcast, Monday through Friday, J V interviews top successful entrepreneurs and business owners who reveal their business solutions and business opportunities on topics such as: conscious business, social entrepreneurship, business online marketing, internet business solutions, internet marketing, team building and culture, goal setting, how to become a wealthy entrepreneur, and developing a high-profit business plan that will change lives and the world.

Larry is the CEO and CO-Founder of the AA-ISP – (the American Association of inside Professionals) which is an International, learning based association dedicated to helping individuals, teams, and organizations improve. He has over 30 years in Sales and Operations Management and is here to share some of his experiences and lessons learned over those years. Inside this FREE “First Millionaire Manifesto”, J V reveals the seven steps to seven figures and how to put more money in the bank, enjoy a richly rewarding life, and make a big difference. Subscribe in iTunes Like this Podcast? Help spread the word. Subscribing and leaving a review helps other business owners and entrepreneurs find our podcast…and make their big difference. They will thank you for it.   Watch this FREE Video to discover the Secrets to getting in your zone, achieving fast results, and building a high-profit conscious business.    Conscious Millionaire Podcast: On his free podcast, Monday through Friday, J V interviews top successful entrepreneurs and business owners who reveal their business solutions and business opportunities on topics such as: conscious business, social entrepreneurship, business online marketing, internet business solutions, internet marketing, team building and culture, goal setting, how to become a wealthy entrepreneur, and developing a high-profit business plan that will change lives and the world.