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What’s Next After “Sales 2.0”? “Next Era Selling”

08 August 2016

By Anneke Seley and Britton Manasco (This article originally appeared on Selling Power’s Sales Leadership Blog under a different title.) It’s been almost eight years since the publication of Sales 2.0 and the first Sales 2.0 Conference. Back then, we – along with Selling Power and the first sales productivity software developers – were among…

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…

How to Increase Your Company’s Investment in Social Selling

03 November 2015

On a Social Media Today’s Best Thinkers webinar, Ben Cathers, Senior Strategic Solutions Consultant at  Hootsuite and Paul Lewis, Global Social Media Manager and Social Selling Lead at Pitney Bowes joined me to share their strategies for “How to Increase Your Company’s Investments in Social Selling.” I asked what kind of investment – in terms of…

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….

Sold! Marketing’s Crucial Role in Social Selling

10 June 2015

Of all the departments to transform into advocates, the sales team – your company’s revenue generators – should be the easiest and most compelling.  Sales quota carriers and business development experts thrive on promoting your brand and products to the outside world. But sales professionals can be especially resistant to learning and adopting new practices…

Sales Leaders Embrace Virtual Selling Phenomenon

13 May 2015

This is a guest post by Britton Manasco. CHICAGO–The world of Inside Sales continues to experience extraordinary growth. Once shuffled off to the corner and tarred with the term “telemarketing,” today’s Inside Sales professionals are proving to be an innovative and disruptive force on the corporate scene. Bob Perkins, founder of the AA-ISP, estimated the Inside…