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(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…
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….
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…
Liz Gelb-O’Connor and I will be speaking together at the upcoming Social Shake-Up conference in Atlanta September 15-17. Liz will be sharing her experiences introducing social selling to ADP’s inside sales team. I will be channeling my inner Terry Gross and asking the interview questions. Come join us September 17 for our 11:45 session. Then join…
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…
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…
A condensed version of this post appears this week on the SAP Sales Effectiveness blog, along with additional Big Ideas from Hank Barnes, Sales Benchmark Index, Dave Brock, Bob Apollo and the SAVO Group. We were asked to answer this question: “If you were having a conversation with a friend and they asked you for…
Anneke’s Note: This post is by my colleague John Philpin, who asks really thought-provoking questions. Enjoy! Have you ever thought about how caught up we get in titles and departments and naming things? For example, someone once described their role to me as follows … “Actually I am in Sales. Specifically Inside Sales. Well really…
“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…
I just finished reading Susan Cain’s book, Quiet: The Power of Introverts in a World that Can’t Stop Talking. Most of us already know if we tend toward introversion or extroversion based on whether we feel drained or energized after networking events, days full of meetings, or even dinners out with friends. If you want…