{"id":10503,"date":"2024-03-26T07:30:00","date_gmt":"2024-03-26T11:30:00","guid":{"rendered":"https:\/\/www.orchestratesales.com\/captivate-podcast\/ises3ep11\/"},"modified":"2024-04-18T13:53:55","modified_gmt":"2024-04-18T17:53:55","slug":"ises3ep11","status":"publish","type":"captivate_podcast","link":"https:\/\/www.orchestratesales.com\/captivate-podcast\/ises3ep11\/","title":{"rendered":"ISEs3 Ep11: Bob Perkins, Founder &#8211; AAISP (now Emblaze)"},"content":{"rendered":"<div class=\"cfm-player-iframe\" style=\"width: 100%; height: 200px; margin-bottom: 20px; border-radius: 6px; overflow:hidden;\"><iframe style=\"width: 100%; height: 200px;\" frameborder=\"no\" scrolling=\"no\" seamless allow=\"autoplay\" src=\"https:\/\/player.captivate.fm\/episode\/fbd08a0c-ed54-43d1-9288-0a77a26d36a0\"><\/iframe><\/div><p>Welcome to <a href=\"https:\/\/orchestratesales.com\/\" rel=\"noopener noreferrer\" target=\"_blank\"><u>OrchestrateSales.com<\/u><\/a>&#8216;s Inside Sales Enablement Season 3 Enablement History. <em>Where we hop in the Enablement Time machine and explore the past, present, and future of the elevation of a profession.<\/em><\/p>\n<p>On Episode 11, Erich Starrett hosts Bob Perkins, the Founder AAISP, the American Association of Inside Sales Professionals (now <a href=\"https:\/\/www.linkedin.com\/feed\/#\" rel=\"noopener noreferrer\" target=\"_blank\">Emblaze<\/a>) in the <a href=\"https:\/\/www.linkedin.com\/feed\/#\" rel=\"noopener noreferrer\" target=\"_blank\">Orchestrate Sales<\/a> Studios on the eve of the #digitalnow conference in Chicagoland next week (including a special promo code if you have not yet RSVP&#8217;d!) &nbsp;<\/p>\n<p>We begin with his origins in telesales to Inside Sales to forming the AAISP. And from where he first crossed paths with #SalesEnablement in the journey to modern day where Emblaze is partnering with the <a href=\"https:\/\/www.linkedin.com\/feed\/#\" rel=\"noopener noreferrer\" target=\"_blank\">Revenue Enablement Society<\/a> for track next week.&nbsp;<\/p>\n<p>Highlights from the episode include&#8230;<\/p>\n<p><strong>PAST:<\/strong><\/p>\n<p>\u231b\ufe0f&nbsp;Bob was on the first ever Inside sales implementation of Siebel. &#8220;We used to pull out a stopwatch and time how long it would take to pull up a customer record.&#8221;<\/p>\n<p>\u231b\ufe0f&nbsp;Bob and <a href=\"https:\/\/www.linkedin.com\/feed\/#\" rel=\"noopener noreferrer\" target=\"_blank\">Larry Reeves<\/a> held the first AAISP conference for 50 people in Minneapolis in 2009 using a sound system borrowed from Bob&#8217;s church.<\/p>\n<p>\u231b\ufe0f&nbsp;By year two they had 200 and started getting calls from places like Japan, Afghanistan,&nbsp;France begging to start a chapter in their location.<\/p>\n<p>\u231b\ufe0f&nbsp;The explosion of Inside Sales created a need to scale the training of less experienced reps. Which created demand for Sales Enablement.<\/p>\n<p>\u231b\ufe0f&nbsp;Bob reflects on how <a href=\"https:\/\/www.linkedin.com\/feed\/#\" rel=\"noopener noreferrer\" target=\"_blank\">Jill Rowley<\/a> &#8220;The EloQueen&#8221; ushered the social selling mix onto the sales scene.<\/p>\n<p>\u231b\ufe0f&nbsp;In Bob&#8217;s early experience the SES he talked with <a href=\"https:\/\/www.linkedin.com\/feed\/#\" rel=\"noopener noreferrer\" target=\"_blank\">Scott Santucci<\/a> about the similarities and differences between the two organizations. <\/p>\n<p><strong>PRESENT<\/strong><\/p>\n<p>\ud83d\udcbc Sales is improving and growing with technology and with that growth there&#8217;s need for training. Witness colleges that now have sales programs.<\/p>\n<p>(Can I get an AMEN, <a href=\"https:\/\/www.linkedin.com\/feed\/#\" rel=\"noopener noreferrer\" target=\"_blank\">Dr. Howard Dover<\/a> <a href=\"https:\/\/www.linkedin.com\/feed\/#\" rel=\"noopener noreferrer\" target=\"_blank\">Robert M. Peterson, Ph.D.<\/a>, <a href=\"https:\/\/www.linkedin.com\/feed\/#\" rel=\"noopener noreferrer\" target=\"_blank\">Stefanie Boyer, PhD\ud83d\udca7<\/a>?)<\/p>\n<p>\ud83d\udcbc A behind the curtain look at the continuing evolution of the AAISP into Emblaze as Bob continues his transition from founder-operator to executive board member.<\/p>\n<p>\ud83d\udcbc Great salespeople&nbsp;make it about the other person. What does that mean? Empathy. Caring. Attention. Listening more than you&#8217;re speaking.&nbsp;Those are the traits that&nbsp;winning sales reps carry. (shoutouts to <a href=\"https:\/\/www.linkedin.com\/feed\/#\" rel=\"noopener noreferrer\" target=\"_blank\">Steve Richard<\/a> and <a href=\"https:\/\/www.linkedin.com\/feed\/#\" rel=\"noopener noreferrer\" target=\"_blank\">Dale Dupree<\/a>)<\/p>\n<p><strong>FUTURE<\/strong><\/p>\n<p>\ud83e\udd16 The future of sales is being Amazonized. &#8220;We all know what Amazon is. It&#8217;s everything. It&#8217;s point and click, order, return, customer service, pricing, availability, everything at your fingertips, and sales is moving in that direction.&#8221;<\/p>\n<p>\ud83e\udd16 Leaders continue to need development.&nbsp;We should not lose an emphasis on enabling sales \/ revenue *LEADERS.*<\/p>\n<p>\ud83e\udd16 What is the future of the AAISP in it&#8217;s new incarnation as Emblaze?&nbsp;Where is &#8220;inside sales&#8221; headed? &#8220;We need to treat this profession like it&#8217;s one of the most critical professions in the world.&#8221;<\/p>\n<p>\ud83e\udd16 Is AI friend or foe? What might be possible if AI enables sales to fully tap into their unconscious competence?<\/p>\n<p>Please click \ud83d\udc47\ud83c\udffb, subscribe \ud83d\udcf2, listen \ud83c\udfa7 &#8230;and \ud83c\udf99\ufe0f join the conversation!&nbsp;<\/p>\n<p>ORCHESTRATE Sales!<\/p>\n<p>Erich<\/p>\n<p>#RevenueEngine #DigitalTransformation<\/p>\n<p>#RevenueEnablement #Orchestrator<\/p>\n<p>#RevenueEnablement<\/p>\n","protected":false},"excerpt":{"rendered":"<div class=\"cfm-player-iframe\" style=\"width: 100%; height: 200px; margin-bottom: 20px; border-radius: 6px; overflow:hidden;\"><iframe style=\"width: 100%; height: 200px;\" frameborder=\"no\" scrolling=\"no\" seamless allow=\"autoplay\" src=\"https:\/\/player.captivate.fm\/episode\/fbd08a0c-ed54-43d1-9288-0a77a26d36a0\"><\/iframe><\/div><p>Welcome to OrchestrateSales.com&#8216;s Inside Sales Enablement Season 3 Enablement History. Where we hop in the Enablement Time machine and explore the past, present, and future&hellip;<\/p>\n","protected":false},"author":96,"featured_media":10204,"comment_status":"open","ping_status":"open","template":"","meta":[],"captivate_category":[],"captivate_tag":[],"_links":{"self":[{"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/captivate_podcast\/10503"}],"collection":[{"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/captivate_podcast"}],"about":[{"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/types\/captivate_podcast"}],"author":[{"embeddable":true,"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/users\/96"}],"replies":[{"embeddable":true,"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/comments?post=10503"}],"version-history":[{"count":1,"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/captivate_podcast\/10503\/revisions"}],"predecessor-version":[{"id":10664,"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/captivate_podcast\/10503\/revisions\/10664"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/media\/10204"}],"wp:attachment":[{"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/media?parent=10503"}],"wp:term":[{"taxonomy":"captivate_category","embeddable":true,"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/captivate_category?post=10503"},{"taxonomy":"captivate_tag","embeddable":true,"href":"https:\/\/www.orchestratesales.com\/wp-json\/wp\/v2\/captivate_tag?post=10503"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}