Be a Leader of Character & Heart

Dear Leaders,

My letter to you this week is a personal reflection on the World’s Largest Gathering of Inside Sales Leaders… The AA-ISP Leadership Summit which took place in Chicago this past week.   The conference brought together 700 Inside Sales leaders to learn, network and share.  Although the topics covered, the relevant content, the audience participation, and the technology expo were all outstanding, the real story had to do with the heart within the community.

A live tweet during the conference said it all… “what an inspiring event, run with so much heart”.

My opening comments took time to frame this incredible movement and the heart and values which binds us together.  Values such as volunteerism, caring for others, open mindedness, and the belief that  the whole is greater than any single individual.  Its these values that point to the heartbeat behind the community.  It’s the very reason we have grown and benefited from each other’s participation.  You see, all  of the beneficial tips and best practices, although very helpful, won’t get us there alone.  It’s the value system which binds us together that will.  It’s the common bond of brothers and sisters in our profession that adhere to the fact that people are our most important resource! These values will insure the health of our profession for generations to come!

As I closed my comments early on Tuesday morning I challenged attendees on yet another value.  A value which is often over-looked.  A consultant once said that “… the best Fortune 500 companies teach ethics, but West Point teaches Character…” I went on to read excerpts from the book, The West Point Way of Leadership, and how Character is a foundational value.  Leaders with Character always do the right thing for benefit of the team… while nobody is looking. I challenged everyone in attendance to adopt this value as we continue to improve and evolve as a profession and community.


If you would like to experience this true “heart” of our growing community, get involved in the association. Make it out to Denver for our Frontline conference in June.  Frontline conferences differ somewhat from the Leadership Summit in that they are geared for Inside Sales reps and their managers. Although they are one day vs. the Summit’s three, they come with a huge helping of “heart”.

We hope to see our members at an IS2015 frontline event or Executive Retreat sometime between now and the next Summit in April 2016!

Until next time, good leading.  And remember, Inside Sales has Heart!



  1. Bob, you have done a fantastic job of assembling a GREAT team, and bringing together a group of sales leaders who are humble and gratious enough to give more than they ever ask for.

  2. Paula White says:

    Thank you Bob and Larry, both of you and your staffs commitment to our community is fantastic. What a rewarding adventure, See you next time.

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