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Posts by wp-admin 107 posts

Here comes 2016! Our Predictions

11 January 2016

(Source: HRE Online, 2010) Goodbye 2015, Hello 2016! ‘Tis the season for resolutions and predictions.  Check out ours: 1.     Sophisticated data-driven and technology-enabled inside sales organizations will continue to grow rapidly. 2.    A larger percentage of global, multibillion dollar companies will recognize that market share, margin and shareholder value goals can be achieved…

Designing the Next Generation Inside Sales Office

13 August 2015

When potential employees or customers walk into your offices, do they think “cutting edge and modern” or “tired and old school”? A sales professional’s physical working environment signals a lot: your culture, your investment, and how you expect your team to work. Office facilities are often overlooked when considering sales productivity- not to mention hosting clients and recruiting….

Outside In: The Rise of the Inside Sales Team

08 February 2015

Inside sales professionals at high-tech companies will be generating an increasing percentage of total company sales over the next two years. That’s just one of the facts we confirmed in our recent survey-based research on inside sales. Inside Sales Research Reveals Trends Some interesting statistics from our study include: in large tech companies today, inside…

Experimenting with a New Content Approach

12 August 2013

For several years after writing the Sales 2.0 book with Brent Holloway, I was a consistent and disciplined blogger, with a target of  producing at least one blog post every week. This year, I decided to try something different. Given how inundated everyone seems to be with content – and frankly how anxiety-ridden I became…

Does Cold Calling Still Work?

28 January 2013

Mike Volpe (HubSpot’s CMO), Ken Krogue (insidesales.com’s President) and I will engage in a live Google + Hangout debate on this popular topic on Wednesday January 30 at 11 AM PST. To join us and watch online, visit our host’s Google + page (Software Advice’s Managing Editor Derek Singleton.) Here are some key points I plan…

The social revolution is a trust revolution

23 September 2012

“The social revolution is a trust revolution.” This statement appeared on the 9th slide of Marc Benioff’s opening keynote, “Business is Social,” during his kickoff of Dreamforce 2012 last week. It followed some compelling statistics proving that the trends toward social media adoption in business are undeniable: 1.3 Trillion in value can be unlocked through…