While you Work
There is no one we'd trust more to answer the question about direction of growth for inside sales than the founder of AA-ISP, Bob Perkins.
In this interview with Bob Perkins, founder and chairman of the American Association of Inside Professionals, we discuss his opinions and recent research sponsored by Velocify and AA-ISP: The Evolving Sales Technology Landscape. Some say, it isn’t a matter of if, but when salespeople will be replaced by algorithms (Artificial Intelligence) interacting with buyers. Some say is happening already at an ever increasing pace. The host is Jim Obermayer. They discussed:
- Reports that 70% of companies in a recent survey are hiring inside sales reps
- Tools for inside sales reps are increasing, but are they good?
- Technology helps, but those that reply on it too much may miss the point
- Bob discusses how research shows top sales reps make fewer calls not more
- Operations rules and adherence can detract from superior performance
About Bob Perkins
Bob has benchmarked and worked with many of the country's major corporations to implement or improve their Inside Sales channels. A popular conference speaker, Bob has presented keynote addresses at industry forums and corporate sales conferences nationwide; he also maintains a video channel, Inside Sales Studio, that discusses trends and tactics specifically relevant to Inside Sales leaders and today’s digital transformation.
Perkins is a nationally-recognized Inside Sales innovator, he has extensive executive experience building and leading highly successful inside sales organizations. 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. His 25 years Inside Sales experience includes positions as Vice President or Director with Unisys, Silicon Graphics, United Health Group and Merrill Corporation.
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. Bob holds a Master of Science degree in education from Nazareth College, Rochester, New York.
The American Association of Inside Sales Professionals (AA-ISP) is an international association dedicated exclusively to advancing the profession of Inside/Digital Sales. The association engages in research studies, organizational benchmarking and leadership round tables to better understand and analyze the trends, challenges, and key components of the growth and development of the Digital Sales industry. www.aa-isp.org
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